. IR CEREAL NER AT IEP An WT CENA WS Ga uo) NY NR RF Ca GRE © 2S SS NUS) RAS ae / (ConA <= = x CPUBLISHED WEEKLY (Gax Giese 7e TRADESMAN COMPANY, PUBLISHERS SORE re a 2 CED NG | YS , eee 3 (ORNS y ? WAINNCTE, Ry NOOR * we OQ Hany BY 2 AESEKS CE Ce EEOC PSI EO ORLA Hp 3COWA EE PES Dg 4 VE LED, SEK SS) Twenty-Ninth Year GRAND RAPIDS, WEDNESDAY, JUNE 26, 1912 Number 1501 Think big, talk little, laugh easily, love much, work hard, give freely, pay cash, and be kind, if you want to be on the road to success. SD. URPOSE PRODUCES three distinct things; Courage, Self-Reliance and ; Concentration. These qualities will equip any man for success. Courage is the dis- position of heart that inspires him to at- tempt great things. Self-Reliance is the temper of mind that makes him believe he can accomplish great things. Concentration is the supremacy of will that’ causes him to achieve great things. When these three qualities are developed to their utmost and combined in equal proportion, we can call them by one name—genius. Genius is not a freak of natural endowment, but a pro- duct of conscious evolution. Dr. Joseph H. Odell. The Happy-Day Club It’s easy enough to be pleasant When life runs on like a song, But the man worth while Is the chap who can smile When his note for two-hundred-and-fifty dollars falls due on the day after his bills for the plumber, the coal-man and his wife’s Easter-hat Come along! It’s easy enough to be cheery When life’s like a lover's chat, But the man who wins Is the fellow who grins When he starts out on a bright spring morning arrayed in his finest regalia, and by noon finds a torrent of April rain, a February snow-storm and a March wind playing hide and seek with his brand-new Beaver hat! It’s easy enough to be jolly When life is a huge mince-pie, But the man for us Is the chap who don’t cuss When he goes off for the summer to get a good rest and finds he has to pay seven hall-boys, two head-waiters, three wait- resses, six porters, eight chamber-maids, and fourteen assorted but unclassified tip-chasers twenty-five cents a day apiece or suffer the Icy eye! It’s easy enough to be jocund When life’s like a garden of roses, But the chap we prize Holds a smile in his eyes When a coy old maid of thirty-nine sum- mers and forty-eight winters, with per- oxide locks and a complexion fresh every hour, having the ways of a kitten and the temper of its mother, gets him off in a corner on a dark Leap-year night And proposes! - Candy for Summer COFFY TOFFY, KOKAYS, FUDGES, (10 kinds), LADY LIPS, BONNIE BUTTER BITES. They won't get soft or sticky. Sell all the time. Ask us for samples or tell our salesman to show them to you. 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. “Where does the best coffee come from?” It comes from a red carton bearing the words Judson Grocer Co. Grand Rapids, Mich. Boston Breakfast Blend ante? SOK Boy "Co. Buffalo, PS « NN WorDEN GROCER COMPANY The Prompt Shippers Grand Rapids, Mich. HE unswerving quality of White House Coffee—always and surely up to the highest notch of possibility— KEEPS IT A FAVORITE, once it. has a chance to prove itself. People NEVER GIVE IT UP after once using ‘‘White House.’” How can they when it NEVER DISAPPOINTS? You can place ‘White House” alongside of ANY brand of cof- fee obtainable and be ABSOLUTELY CERTAIN that it will come out of the comparison with flying colors—AT THE TOP. If all this is true—AND YOU CAN PROVE IT YOURSELF — WHY shouldn't you sell it if you consider your best interests—A PERMANENT trade? DWINELL-WRIGHT CO. | Boston and Chicago © « N.Y a) ishing’ Powder es rR Sepnen Crs Twenty-Ninth Year SPECIAL FEATURES, Page 2. Bankruptcy Matters. 3. Successful Salesmen. 4. News of the Business World. 5. Grocery and Produce Market. 6. Financial. 8. Editorial. 9. The Furniture Season, 10. Hardware, 12, Butter, Eggs and Provisions. 14. Dry Goods. 16. Shoes. 17. Nervous Overstrain. 19. Will Power. 20. Woman’s World. 21. Show Card Writing. 22. Bribery of the Buyer. 24. The Commercial Traveler. 26. Drugs. : 27. Drug Price Current. 28. Grocery Price Current. 30. Special Price Current. AFTER FIFTY YEARS : oe Christian Bertsch Retires From the Shoe Business. Christian Bertsch has sold $120,000 of his stock in the Herold-Bertsch Shoe Co. to Ferdinand L. Riechel, which increases his holding to $160,- 000. The authorized capital stock of the corporation is $300,000, of .which $265,060 has been issued. Mr. Bertsch still retains a few shares of stock and will continue to serve the com- pany as President for a time, but will not be active in the business. The acquiring of so large a block of stock gives Mr. Riechel a controlling in- terest and transfers the general man- agement of the house Bertsch to Mr. Riechel, who has act- ed as manager of the factory for the past thirteen years. Mr. Riechel states that the change in manage- ment involves no change in business policy, except it may be in the adop- tion of desirable features which will add to the prestige and popularity of the house. Biographical. Christian Bertsch first saw the light of day on a farm in Crawford coun- ty, Ohio, Sept. 17, 1837. His father was a native of the Province of Ba- den, Germany, emigrating to Ameri- ca over eighty years ago and set- tling in the Buckeye State. As has been, and is now, and always will be, the case with country boys, Christian, when old enough, was sent to the us- tal country school, his spare time and most of the summer months being devoted to work on the farm. He was not in love with farming, how- ever, although always doing faith- fully and well the work assigned him, so, upon attaining his majority, he turned his back upon his native State, and came to Michigan in 1858. Hol- land City was his objective point and where he laid the foundation for the business success which he has since achieved, if, indeed, the elements were not already imbedded in the na- ture which he inherited from his Ger- man ancestry. He had already deter- mined on his life work, and, shortly after his arrival in Holland, appren from Mr.’ GRAND RAPIDS, WEDNESDAY, JUNE 26, 1912 ticed himself to the shoemaking trade, his employer being E. Herold, father of Alonzo Herold, of the Her. old-Bertsch Shoe Co. er he began his cgreer as a business man, being taken into partnership by his employer. The firm was in ex- istence only a few months, however, Mr. Bertsch selling out to his part- ner in 1861. Holland did not affora him the opportunity he wanted ana he determined to go elsewhere. Nat. urally, the rising city of Grand Rap. ids, only a few miles away, attractea his attention, for he saw—what oth. ers had seen before him—that, with her natural advantages improved up on and amplified by the enterprising ingenuity of her citizens, Grand Rap- ids would take no mean place in the ranks of the great manufacturing and commercial centers of the country. For three years after coming to the city he filled the position of foreman tor Cappon & Bertsch (later the Cap- pon & Bertsch Leather Co.), but having for some years had a desire to see the “Golden West,” in 1864 he resigned his position with that firm and set out for California. The West might be golden to some, but it was not so to Mr. Bertsch, for he returned to Grand Rapids in a few months, fully convinced that, for him, Two years lat- there was more gold in Michigan than.in California. Shortly after his return he formed a _ copartnership with F. Krekel under the style of Krekel & Bertsch, embarking in the shoe business at the location on Monroe street now occupied by the Houseman & Jones Clothing Co. Thts firm did business successfully for six years, when the firms of L. J. Rindge & Co., and, a little later, Rindge, Bertsch & Co., came into existence, the former doing a retail and the lat- ter a wholesale business. Eight years later the two firms were merged into Rindge, Bertsch & Co., under which style it continued for fourteen years. In 1892 Mr. Bertsch severed his con- nection with that firm, Rindge, Kalm- bach & Co. purchasing his _ interest, and subsequently he organized the Herold-Bertsch Shoe Co., with Chris- tian Bertsch as President and Gen- eral Manager; Alonzo Herold, Vice President; George Medes, Secretary, and Albert Wetzel, Treasurer. In addition to his regular business he is a stockholder and director of the Fourth National Bank, Grand Rapids Dry Goods Co. and Globe Knitting Co., and financially interested in many other enterprises. A continuous active interest of fif- ty-four years in the shoe business has given Mr. Bertsch a knowledge of details possessed by few, which enables him to “grasp the situation” and to know, as if by intuition, the needs of the trade and give to his customers such goods as are “sell- ers.” His probity and integrity arc well known characteristics and he possesses the confidence of the trade to a remarkable degree. His success is due to his keen business sagacity and unswerving honesty. A custom er once made is a customer always. From his intimate knowledge of the business, gained from long expert- ence, many facts of an interesting nature were gleaned. Mr. Bertsch shall give some of them in his own words: “Fifty years ago,” said Re, “kip, calfskin and cowhide were the names applied to the different grades 01 leather used in the making of boots and shoes. There were a few other kinds, but these were the great leath- cr staples. Now their name is legion, every tanner having a name for each grade of his product, and no two tanners using the same names. Gjiv.- en the name of the leather, the iden- tity of the maker is at once known. Fifty years ago there were no coun- terfeits—everything was called by its right name. Now they are almost as numerous as the kinds of leather There is this to say about counter feiting leather, however, it is mere ly applying a name to a piece ol goods to which it has no right. The counterfeit is, generally, as good au article, in point of quality, as the genuine. The reason for counterfeit- ing is usually that it is difficult to secure the hides and skins from which the genuine leather is made. For in Stance, about thirty-three years ago kangaroo leather was all the rage and so great was the demand that the big skipper was almost exterminated .As a result, and to restore the equilib- rium between supply and demand, which had been disturbed by the scarcity of kangaroos, tanners begau to make kangaroo leather from goat and sheepskins. Take cordovan, as another instance. This particular kind of leather was originally made exclusively from horsehides, but horsehides are comparatively scarce and so recourse was had to cow. hides, and now so good quality o1 cordovan is made from those hides that only an expert can tell the dif- ference. Satin calf and glove calf are now, also, made from cowhide. The facility with which any kind o1 leather can be counterfeited is due, almost entirely, to the introduction of machinery, which makes it possible to split and resplit the hide and pur on any kind of finish required. Prob- ably machinery has worked a greater revolution in the shoe trade than in any other of the industrial trades, having brought the price down fully one-half in the last fifty years and Number 1501 almost entirely done away with the making of shoes by hand. Nearly everybody wears “store shoes” now, although a few years ago the man who wore ready made shoes was an object of pity and was thought to be poor. At the time I speak of buy- ers considered the question of com- fort, while now style governs, and a No. 6 foot is pushed into a No. 3 shoe, regardless of consequences The growth of the rubber trade is another notable feature. It forms now fully 20 per cent. of our entire business, while fifty years ago it was not 5 per cent., and it is constantly and rapidly on the increase. The shou business is not what it was some years ago. There is not the money in it there was formerly, while morn capital is required and double the amount of business must be done. Still, some of us have been foolish enongh to remain in the business.” Mr. Bertsch does not look much like a man who is dissatisfied with his business, as he uttered the words last quoted, and, if current report tells the story correctly, he has little rea- son ta be. Beginning his business life with a capital of $25, he has slow- ly climbed the ladder of success un- til to-day he is worth somewhere from $250,000 to $300,000. He has cer- tainly been successful, and, what is better, he deserves his success. Mr. Bertsch is a member of the Masonic order, a Knight Templar and was for many years. Treasure: of Valley City Lodge, No. 86. He was married in 1861 to Miss Caroline Walter, of Crawford county, Ohio, and resides in a beautiful home at the corner of North Lafayette and Crescent street. Personally, Mr. Bertsch is one or the most unassuming men in the city. Whatever he is and whateve: he has acquired are due altogether to quiet persistence and patient indus- try, coupled with sterling integrity and oneness of purpose. He has nev er made any short cuts to position o, fortune and no one ever heard him boast of his success or use his influ- ence to oppress those less fortunate than himself. Although his benetac tions are seldom chronicled by the public prints, he is a liberal contribu- tor to church and charity work in several lines and many less fortunate than himself have received substan tial assurances of the bigness ana broadness of his heart. Gentle as a woman, unassuming as a child, the daily life of Christian Bertsch affords ample text for a sermon which he who runs may read. —_~+-+-—__ Be sure of your aim in life before moving into a glass house. aventic MICHIGAN June 26, 1912 BANKRUPTCY MATTERS. Proceedings in Western District of Michigan. June 19—In the matter of G. W. Stevens & Son, bankrupt, hardware dealers of Greenville, the adjourned first meeting of creditors was held. The final report of James Gracey, receiver, was considered and approv- ed and an order made discharging the receiver. The inventory and report of appraisers was filed and shows the following assets not incumbered: Hardware and stoves ........... $6,219.94 ere oe 1,065.41 Accounts receivable ............ 348.17 Furniture and fixtures .......... 150.70 Appraised valuation ........ $7,784.22 The balance of the assets, consist- ing of real estate, are practically ali claimed as homestead exemptions or incumbered. June 20—In the matter of Abdullah E. Daas, bankrupt, formerly mer- chant on South Division street, the first meeting of creditors was held and, creditors failing to elect a trus- tee, the referee appointed Frea Maichele, of Grand Rapids, as trus- tee and fixed his bond at $400. The bankrupt was sworn and examined and the first meeting then adjourn- ed, without day. In the matter of John Bryant Wat- son, bankrupt, of Boyne City, the first meeting of creditors was held, and Herbert L. Page, of Grand Rap- ids, was elected trustee by the cred- itors present and his bond fixed at $1,700. Attorney for the bankrupt re ported that the bankrupt was not in physical condition to attend the meet- ing and the first meeting was then adjourned to July 13, and the bank- rupt ordered to appear for examina- tion. June 21—In the matter of Charles F. King, bankrupt, formerly proprie- tor of the King Grocery, on Michi- gan street, the first meeting of cred- itors was held, and Fred Maichele, ot Grand Rapids, was elected trustee by the creditors and his bond fixed at $2,000. The bankrupt was swornana examined and the first meeting of creditors was then adjourned, with- out day. June 22—An order was made by Judge Sessions adjudging Lawrence Hanna, of Grand Rapids, bankrupt on his own petition, and the matter was referred to Referee Wicks. The bankrupt’s schedules show practically no assets not claimed as exempt and the calling of the first meeting of creditors has been delayed until mon- ey is advanced for expenses by the bankrupt. The following creditors are listed: Rysdale Candy Co. Putnam National Candy Co. Vandenberge Cigar Co. os Christopher Fitzpatrick ............ Johnson Cigar Co. Kuppenheimer Cigar Co, ......... Dierdort Ciear Co. ... 20.62.62 s6.0s Nawder Cigar (50. .-. 220-5 <6c5 se eos cerca “Cher (OOS 50 oc eee s PO SCO bo. oi. ee oe sc c. i. Mills Paper Co. ........5.55 Detroit News Co., Detroit ........ Berdan & Co., Detroit Musselman Grocer Co. ............ Wocdhouse Tobacce Co. ..-....... Hulst & VanHeulen Fuel Co. .... Lubetski Brothers ................ Seymour Cigar Co. ...........+..- Folger & Sons ............. os G. R. Muskegon Power Co. Mich. State Telephone Co. Evening Press Co. ...........e0--- Rigolette Cigar Co. ...........00.- June 24—In the matter of William H. Selkirk, bankrupt, formerly mer- chant at Cadillac, the trustee, Fred M. Breen, of Cadillac, filed his final report and account showing a bal- ance of cash on hand for distribu- tion of $1,244.12, after payment of first dividend of 10 per cent. prefer- red claims and certain administration expenses, and an order was made by the referee calling a final meeting of creditors to be held at his office on July 8 to consider such final report and account and for the purpose or declaring a final dividend to credit- ors. Creditors have also been di- tected to show cause, if any they have, why a certificate should not be made by the referee recommending the bankrupt’s discharge. -———_- 222 —__ Special Features of the Grocery and Produce Trade. Special Correspondence. New York, June 24—The marker for spot coffee shows increased and increasing firmness and holders are decidedly optimistic. They think that stocks in the interior have become pretty well depleted and that the fu- ture is most favorable for higher prices. The recent advance may have retarded some buyers, but neverthe- less the situation is in favor of the seller. In an invoice way Rio No. 7s are quoted at 1434@147c and San- tos 4s 163¢@16%c. In store ana afloat there are 2,155,051 bags, against 2,304,026 bags at the same time last year. The movement of mild coffees has been quiet, but, in sympathy with Brazilian grades, prices are firm and good Cucuta is worth 163—__ Pate de Foie Gras Rated as Meat. In denying claims filed by F. H. Leggett & Co., of New York, and others, the Board of United States General Appraisers has decided that pate de foie gras is to be regarded for customs purposes as “meats not specially provided for’ under para- graph 286 of the tariff act of 1909. The protestants objected to Collect- or Loeb’s classification carrying a tax of 25 per cent. ad valorem. Several claims for duty at rates lower than assessed were made, but they are deemed without merit by Judge Waite, who writes the decision for the Board. Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color and one that complies with the pure food laws of every State and of the United States. Manufactured by Wells & Richardson Co. Burlington, s Chicago G. & M. Line Every Night Fare $2 Boat Train at .......... Holland Interurban 8p m I va eis ies tion mms GRR R Ec re hesnestiinmnincwpitiebantisancies ses penta mee tear Ret Se ? a June 26, 1912 SUCCESSFUL SALESMEN. C. W. Sergeant, Well-Known Fur- nishing Goods Salesman. From earliest’ pioneer days, even from the time antedating accepted history, in mental vision the West has been associated instinctively with ideas of magnitude—with great dis- tances of plain and mountain, uncir- cumscribed vistas of valley, desert and river—area without horizon—un- limited possibilities in human accom- plishment. Man’s impress upon the West has been an appropriate accompaniment. Its illimitable areas of length, width and height have been in keeping with the character of the sturdy race which has conquered it, which not alone has supplemented mere bigness but which has done big things while at the samc ‘ime doing them fittingly, building Ip great aggregates by persistent iepetition of, in themselves, relative- ‘y small victories. The breeziness and vastness of the West have been supplemented by the and strength of the men Western by adoption or by birth. The big land uas welcomed big men; always it has carefully fostered and it breeds them. vigor Western pioneers, men and wom- en, have been those of vigorous stature, physically and mentally. Only the fittest of such survived, for the weakling had no welcome and no place in such a setting. And in the West, as in all new territory, the salesman has been the pioneer pre- eminently and he has attracted his kind irresistibly. As the frontier was pushed farther and farther toward the setting sun the salesman was inevi- tably in the van of the adventurous, starting from the Mississippi River and notably from Illinois, Missouri and Iowa, which sections have con~ tributed salesmen who have made in- effaceable impress upon the develop- ment of the West. Of those of sturdy brain and brawn, of courage defying defeat and of high order of ability, a typical example is_ the whose face is depicted upon page. Charles W. Sergeant was born in St. Joseph, Mo., Dec. 21, 1874, be- ing the seventh child of a family of eight children. His father was of English descent. He was a whole- sale hardware dealer. The mother was also of English descent. After finishing the eighth grade in the pub- lic schools of St. Joseph, Mr. Sergeant entered the wholesale dry goods and furnishing goods manufacturing house of R. L. McDonald & Co. He began at the bottom in the notion de- partment and at the end of nine vears had worked up to the posi- tion of assistant buyer of the furnish- ing goods department. He then came to Grand Rapids, where he acted as assistant buyer of the notion de- partment of Voigt, Herpolsheimer & Co. for a year and a_ half. Edson, Moore & Co., of Detroit, claimed his services for the next two years, dur- ing which time he covered the retail dry goods trade of Grand Rapids and the country round about with a gen- eral line. He then returned to the salesman, this MICHIGAN TRADESMAN Grand Rapids Dry Goods Co., which had been organized in the mean- time, devoting four years to the work of buying notions and hosiery. He then went back to Edson, Moore & Co. a year, after which he put in five years on the road for the underwear and hosiery departments of Carson, Pirie, Scott & Co., of Chicago. June 1 he came back home again, taking the position of Manager of the under- wear and hosiery departments of the Grand Rapids Dry Goods Co. He these look after the stock in lines, going out once a year with a will line of advance samples. He is rap idly systematizing the departments over which he has charge and con- templates replacing some _ present lines with standard lines, bearing the imprint of the house. Mr. Sergeant was married Aug. 30, 1903, to Miss Pearl Leonard. They have a son, 7 years of age, and re- side at 323 Richard Terrace. Mr. Sergeant attends church reg- ularly, but has never joined any lodge or fraternal association of any kind. His hobby is love of the coun- try. He has all his life been fond of ciean sports and it is not unusual for him to go fishing with his custom- ers, although most of his time is de- voted to fishing for customers in- stead of with them. His preference for country life is quite likely, at some future time, to cause him to ac- quire a farm of his own, where he can put into execution the plans he has cherished and the ambitions he has nourished for many years. —_—__ +. How Illness Boosted Clerk Into Pro- prietorship. Everything has its blessing, I sup- pose, and there is an example of this in my own experience. If I had not become ill with typhoid fever I might still be a $15 a week office man. But as it was—well, the illness changed things. I had been working in a mercantile office in Omaha for three years, an office where the owner of the busi- ness took an interest in the work ot every one, where there was good dis- cipline, absolute order and certainly the best of system. The owner was making money, but he was attending to every feature of his business to do it. Naturally, we in the office absorb- ed many of his ideas. We had to. I had worked up from bill clerk to the position I held, and I fancied that I was getting along fairly well. Then come the typhoid. Went Away To Recuperate. After three months of it my par- ents decided they had better send me away for a time that I might recu- perate. They chose the Greggtown, Ia. I went. After a week or so. of sitting around the hotel there I began to wander around town a bit. I was not strong, and so one day, after a walk of a few blocks. I went into the town’s only dry goods store and ask- ed permission to rest awhile. This, of course, was given me. I couldn’t help noticing the slip- shod manner in which things were tun. The clerks seemed to have no active knowledge of the business, and neither did the employers. As 1 sat there a plan formulated in my mind, and as soon as I felt able to work I sought out the owner of the store. I found him disgusted with things in general and especially with his business. He had been losing money on it. I saw that was my chance. Why Store Lost Money. “The reason why you have been losing money is because you don’t know how to handle your business, if you will allow me to speak straight from the shoulder,” I said. “That is why I have come to you. I have had a good deal of experience in this kind of work, and I believe I could help you. Will you give me the trial?” town of Well, we finally arranged things so that if I built up the business, I was to have a 10 per cent. commission on all profits above the amount that came in when the store was making a fair amount of money. I started cut. First of all, I systematized things in regard to the clerks. I stopped the practice of their leaving the store whenever they wanted to, of gather- ing in groups to “talk things over,” and their inclination to carelessness. Then I went after the buying end. I found out that poor buying had been done. I found that the system of ad- vertising was carried on without any regard to the sayings that would have a “punch” in them. And so_ it went all through the store. Not that I had any especial busi- ness acumen myself. I may have now, but it has been developed. But at that time I was simply acting the parrot. I was using the knowledge I had absorbed from my old boss in Omaha. And it won out for me. Within a month business began to pick up. Within six weeks it had passed the former maximum and I was making money. Within a year we were putting an addition to the store. And now—well, a few months ago I bought out the man who gave me the place and own the business myself, John Howland. ——_>->—____ Many a man has built a castle in the air while his wife was nailing a board on the back fence. Are you building castles or business? BaKinG Absolutely Pure l MICHIGAN TRADESMAN Movements of Merchants. Velzy—C. H. L. Fairbrother in general trade. Coleman—Frank Methner has added a line of groceries to his meat stock. Terrill succeeds H. Shelby—J. W. Boughner, grocer, has opened a branch store at Little Point Sable. beraing—Ward & Robinson, former- ly of Lakeview, succeed A. R. Arris in the meat business. Benton Harbor—W. O. Kennedy has engaged in the cigar and confec- tionery business here. Cass City—The capital stock or the Cass City Grain Co. has been in- creased from $15,000 to $50,000. Gaylord — Adelbert Putman has purchased the- Simmons Bros.’ gro cery stock and taken possession. Fremont—Mrs. Eva Atchison and Miss Lulu Hawkey have formed a co- partnership and will open a millinery store here July 1. East Jordan—M. Frazer has pu chased the dry goods, clothing ana shoe stock of J. Nurko and will con tinue the business. Peacock—R. M. Smith, dealer in general merchandise at Luther, has opened a branch store here under the management of W. McCumsey. Hemlock—R. T. Watson and Guy Warner have formed a copartnership under the style of Watson & Warner and opened a general store here. Cadillac—Nickels, Mertz ®& Co., who conduct a bazaar store at Sag- inaw, have leased a building and will open a branch store here July 15. Shepherd—H. D. Bent, who has con- ducted a grocery store here for 28 years, has sold his stock to R. R. Sawyer, who will continue the business. Montgomery — M.°M. Berry has purchased the McNaughton & Mason cry goods and shoe stock and wih continue the business under his own name, Pentwater—F. M, Wager, who has conducted a jewelry store here for the past sixteen years, has sold his stock to F. O. Gardner, who will continue the business. Arcadia—William Wright has sofd his meat and grocery stock to James Jones and Charles Schaefer, who have formed a copartnership and will con tinue the business. Saginaw—Martin A. Kessel, former- ly employed in the drug store of W. T. Fowley & Co., of Bay City, has engaged in the drug business here on South Michigan avenue. Walloon Lake—A. J. Crago, dealer in general merchandise at Clarion, has purchased the confectionery and gro- cery stock of Fred Shepherd and will continue the business at the same loca- tion. Align sie C. Clapp, recently or North Star, has purchased the inter- est of C. R. Carr in the hardwarc stock of Smith & Carr and the busi- ness will be continued under the style of Smith & Clapp. Battle Creek—Owing to ill health, Carl W. Millsom, proprietor of the Michigan Rug Co., has sold his busi- ness to Edmund E. Freeman and Simeon Stiner, who have formed a copartnership and will continue the business. Wayland— William D. iormerly of the wholesale hardwat, house of the Clark-Weaver Co; of Grand Rapids, has purchased the John Stevens’ hardware stock, fix- tures and store building and take. possession. Kalamazoo—Stillman & Co., deal- ers in dry goods, have opened a branch store at South Bend, Ind., un- der the style of the Grand Leader, where they will carry a line of wom- en’s ready-to-wear clothing, rugs and general merchandise. Grand Ledge—John Burtch, pioneer in the mercantile business here, has sold his stock of seeds and wool to W. T. Vanderbilt and Ed. Welsh, who have formed a copartnership under the style of Vanderbilt & Welsh and will continue the business. Onaway—Harmon Bros., dealers in coal, flour and feed, have merged their business into a stock company under the style of the Harmon Bros.’ Co.. with an authorized capitalization of $10,000, all of which has been sub- scribed and paid in in property. Detroit—Clarence J.. Chandler, wholesale dealer in eggs, has merged his business into a_ stock company under the style of the Elmore Prod- uce Co., with an authorized capital stock of $5,000, of which $2,700 has been subscribed and paid in in cash. Alston—Charles Heikkinen, recent- ly of Nisula, has purchased the inter- est of Mr. Gustafson, in the general merchandise stock of Gustafson & Cayanus and the business will be continued at the same location un- der the style of Cayanus & Heikki- nen. Berlin—Elton Bevins, who has been cashier of the Berlin State Bank for the past two years, has resigned his position, sold his residence and moved his family to Coopersville. He expects to spend the summer with his parents at some resort where he hopes to regain his health. Owosso—M. L. Willoughby, who re- cently closed his jewelry store in this city, has been enjoined from selling the stock at auction in Ithaca because of the fact that when he sold his stock Weaver, - > in that city he signed an agreement not to engage in business again in that village for a term of years. Manufacturing Matters. Detroit—The Detroit Butcher Sup- ply Co. has increased its capital stock trom $5,000 to $15,000. Detroit — The American Injector Co. has increased its capital stock from $20,000 to $150,000. Detroit — The Standard Brass Works has increased its capitaliza tion from $30,000 to $75,000. Cheboygan—The Crown Chemical Co. has removed its plant from Gray- ling here and will be under the man agement of Samuel Nussbaum, re. cently of Berne, Ind. Lapeer—An Ohio shoe factory con ducting a chain of over five hundred retail stores has opened a store herv under the style of the Wear-U-Well Shoe Shop, with F. J. Schlegel as manager. Detroit—The Armitage Ename: Leather Co. has been organized with an authorized capital stock of $10,- 000, which has been subscribed, $2,300 being paid in in cash and $7,700 in property. Detroit—The Capital Auto Lock Co. has engaged in business with an authorized capital stock of $10,00v, of which $6,000 has been subscribed, $650 being paid in in cash and $5,350 in property. Pentwater—The Buss Manufactur- ing Co. has engaged in business to manufacture and deal in woodwork- ing and other machinery, with an au thorized capitalization of $25,000, of which $24,000 has been subscribed and $20,000 paid in in property. Some Valuable Suggestions for Sales- men. “If you were starting out to sell a line cf goods, how would you go about it?” asked a new man recently of one of long experience in the busi- ness. The reply may be worth recording tor the benefit of other new men in the ranks, and possibly some older men may also profit by it: I would acquire all possible knowledge of my line by studying each article until I was able to talk it intelligently. I would begin work early and quit late, in an effort to keep well to the iront or to lead in the ranks, realiz- ing that other men might have great- er ability and obtain results with less effort. I would get posted on the goods of every competitor, so as to offset the arguments set up by the pros- pect. I would endeavor to gain the con- fidence of the trade and to retain it by deserving it. 1 would see every possible buyer in every town in my territory. I would not leave a town until I had secured all the business in it that it was possible ‘to obtain at that time. —_—_o o> __ Destruction always lingers around construction, trying to get its work in. — +2 2_____ Few of us like the folks who find us out. June 26, 1912 Independent Flight. The dollar corporation which undertook to control the last million survivor of the pioneers in real flight find that they have struck a rock. Orville Wright fly when he chooses, in spite of the carefully pre- pared plans to have him perfect the system which no one else knows so well, while a less valuable head is risked in testing it out. We see the force of their argument, yet we ad- mire the independence of the one who, most of all living men, should have the right to test his wings in upper air. It is he who has given to the world the most practical aerial machine and he doubtless had other plans which no one else can so well try to his own satisfaction. Perhaps, too, he does not care to give up the sport, and who would blame him? Most of all would the fact that he was in shackles appeal to the aver- ege man. Conditions are shifting, and even though the wisdom of those who worked out the plan may have been unquestioned, bonds which restrict unconditionally are never aids to progress. The man who plac- es himself under strict obligation to another is always at a disadvantage— in spirit if not in fact. He works with a little less ardor when depriv- ed of his natural born freedom. He will may work under decided disadvan- tage. He is dependent when he should be independent. The plans which he would gladly perfect must be modified to suit the wishes or whims of another. Many a wreck has come because of this sub-relation. It may be a bur- densome debt, a favor of ques- tionable nature—any circumstances which give one a legal right to dic- tate the movements of another re- flect in some way upon his own best development. There are judgments which are mistaken; plans which are bound to go awry; methods which may be improved. Wise is he who is alert to profit by the wisdom of experts. But wise is he, also, who resolves to attend to the clipping of liis own wings and to retain his right to fly when he pleases. —_~++-2—____ Plants That Endure Cold. After having discovered during two and a half years abroad a number of fruits, plants and grasses which will stand cold equal to that of the Northwest in this country, Frank N. Meyer, explorer for the Department of Agriculture, is back in Washing- ton. Most of his time was spent in Russia, Siberia and Central Asia. Mr. Meyer found a Siberian bush cherry which will live in a tempera- ture nearly 40 degrees below zero, and among other fruits he came across an apricot which a tempera- ture of 30 degrees below zero will not kilk Both of these fruits, seeds ana cuttings of which were sent to this country, will prove of value, agricul- tural experts believe, to farmers in Minnesota, the Dakotas, Montana and other cold Northern States. Alfalfa, which will endure much cold, and va- rious kinds of grain also were found by the explorer. v June 26, 1912 MICHIGAN TRADESMAN = -_ — = ~~ = — = = GROCERY» PRODUCE MA SIRT . i ae tes Hy 3 ome att tl WX: any = = The Produce Market. Apples—Western box apples, $3.50 per box. Asparagus—$1.25 per doz. for home grown. Bananas—$4 per 100 tbs. Beets—45c per doz. bunches. Butter—The storage holdings of creamery are said to be much lighter than usual at this season of the year on account of storage buyers holding off for a lower market. It is expected that if prices take a drop in July stor- age will be heavy. The market is hardly as firm as a week ago and prices on creamery extras declined Yc last week. The demand has been heavy during the past month and has kept the market quite well cleaned up, but a little surplus is shown at the present time. Extras are now held at 25c in tubs and 26 @ 27c in prints. Local dealers pay 18c for No. 1 dairy grades and 16%c for packing stock . Cabbage—$2.25 per crate for new stock from Louisville. Carrots—35c per doz. bunches. Celery—Florida, $3 per crate; Cal- ifornia, $1.10 per doz. Cherries—$1.85 per 16 qt. crate for sweet; $1.50 per crate for sour. Cucumbers—45c per doz. for hot house. Eggs—The demand continues good and but little surplus is shown. No official report has been made as to the number of egs_ stored, but it is thought they will equal last season’s holdings. The cool weather which has prevailed throughout the entire season in all sections of the West has helped to make the quality of eggs much bet- ter than in past seasons. Local dealers are paying 16%4c, loss off. Poultry—Local dealers pay 24c for broilers; 11ic 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. Gooseberries—$1.75 per 16 qu. crate. 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. fo Evergreen and 15c for Silver Skins. Green Peppers—60c per small bas- ket. ‘ Honey—18c per fb. for white clov er and i7c for dark. Lemons—California and Messina, $5 Lettuce—Leaf, 65c per bu.; head, $1 per bu. * Musk Melons — California Rocky- tords command $3.75 per crate for 45s and $2.75 for 54s. Onions—Texas Bermudas are in ample supply at $1.25 per bu. fo. white and $1.10 for yellow. Oranges — $3.25@3.50 for $4.25@4.50 for Valencias. Peas—$2 per bu. for Early June. Pieplant—85c per 40 th. box fm home grown. Navel, Pineapples — Floridas commana $3.50 for 24s, 30s and 36s and $2.75 tor 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 per bbl. Radishes—12c per doz. for garden grown. Spinach—75c per bu. Strawberries — Home grown are nearing the end of the season. They range around $1 per crate of 16 qts. Tomatoes — Four basket crates, $1.50; 8 fb. basket of home grow hothouse, 90c. Veal — 5@10c, quality. Watermelons—35c apiece for Floi ida stock. Wax Beans—$1.25 per basket. 2-2 -— The Grocery Market. Sugar—Federal is offering refined at 4.95c. All the other refiners are ask- ing 5c. The refiners are oversold from a week to ten days. The demand is heavy, as the receipts of fresh fruits are large and canning operations are under way. Prices are almost on a level with quotations of a year ago in June. It is thought the excess in the supply of Cuban sugar has weak- ened the raw market and caused quota- tions of refined to hold at a lower point than was thought possible at this time of year. There is still a little beet sugar left, but it is expected that it will be entirely cleaned up within two weeks. There is little possibility of any of the duty being taken off during the present session of Congress. Tea—The Japan market has been forced by the foreign buyers holding off to dispose of their raw leaf at about the same price as last year. The foreign buyers control about 77 per cent. of the trade, there being only about two Japanese firms of any importance engaged in the business, according to correspondence from Shiznoka, and the early advances were forced down to normal. India and Ceylons remain firm, but the quality shows a further falling off, es- pecially blacks. Gunpowders will bi cheaper this year than last. The gen- eral local market is dull. Coffee—The market on spot coffee is strong, with steady demand. The option market is higher and _ reports from Brazil state that holders are very according to the firm in their view. The roasters will be compelled to advance prices of roasted coffee unless there is a sudden change in conditions. The market on green coffee is said to be very active and England has been buying very heavily. Canned Fruits—Apples are dull and unchanged. The opening prices: 01 California fruits have been announc- ed and while they are much below opening quotations of a year ago they are hardly as low as was expected by some. New pack strawberries are offered more freely than a short time ago and at a decline in price. East- ern staple canned goods are in mod- erate demand at ruling prices. Canned Vegetables—Tomatoes are without change, both spot and fu- ture. The demand is light, and the situation is steady. Prospects are still for a fair pack. The pea pack from present indications will be as small as last season and prices arc sure to hold firm. There is still a limited supply of certain grades of peas on the markets, but nothing in the cheap variety is obtainable. Corn is moving well and prices are very low. Indications at the present time are not very favorable for the grow- ing crop. Dried Fruits—Raisins are dull at prices which are unchanged on the coast, but much cheaper on some grades in secondary markets. Eastern hold- ers of Sultana cleaned raisins have re- duced prices nearly 2c per pound with- in the last sixty days. Currants and other dried fruits are dull and un- changed. Prunes are unchanged both in primary and _ secondary markets, and the demand is very light. Peaches and apricots are dull and unchanged. Syrup and Molasses—Corn syrup is down 1c per gallon, compound syrup in cans has declined 4 scales. Sugar syrup and molasses are both unchanged and dull. Cheese—The consumptive demand has increased to a considerable ex- tent, owing to the warm _ weather. The quality of cheese is now at its best and considerable cheese is go- ing into storage. Speculators feel as if the market is as low as it will be, but no radical advance is looked for in the near future. The market is healthy throughout. Starch—All grades have declined 10c per 100 Ibs. Fish—Cod, hake and haddock are very dull at ruling prices. New quar- ter oil sardines are averaging about $2.25@2.50 in a large way, and old ones are quoted at about $2.10. The demand is fair. Imported sardines are quiet and unchanged. Salmon is in fair demand at unchanged prices. ‘The supply of Irish mackerel is short and prices are firm, some holders asking a dollar more than a week ago. The demand for spot Norways is very moderate and supplies are steadily held. The new catch in Norway so far has been very poor. New Shore fish are practically not availabic, owing to failure in catch. Provisions—The market on smokea meats is steady at unchanged prices. Both pure and compound lard show only a fair consumptive demand and 5 unchanged prices. Barrel pork and canned meats are in increased con- sumptive demand and if there is any change it will probably be a sligh* advance. Dried beef is firm at an ad- vance of %c. The demand is good. ——— One hundred and twenty-five resi- dents in the Burton Heights district have contributed $10 each to the esta- blishment of a co-operative grocery store, which will be conducted under the style of the Mutual Supply Co. The stock was furnished by the Wor- den Grocer Co. The store is located at 2020 Division avenue. The corpora- tion has been so fortunate as to secure the services of George H. Cobb, who was connected with the Hannah & Lay Mercantile Co., of Traverse City, for five member of the grocery firm of LaBaron & Cobb for six years and in himself in the grocery line for eight years thereafter. Mr. Cobb was then in the employ of the National Biscuit Co. for over three years and for the past seven years has been District Manager for the Pruden- tial Nursery Co., of Kalamazoo. Mr. years, a business for . Cobb’s long experience in the mercan- together with his high character and stability as a business man, ought to enable him to carry on the affairs of such a store with satis- As the Tradesman has frequently stated, co-operative dis- tribution has seldom succeeded in this country, but in other countries the rec- ord is very much different, and it will watch the efforts of Mr. Cobb with much interest. Goods will be sold to any one who has the cash to pay for tile business, faction and success. them. No credit system will be in- augurated or maintained. The only advantage the stockholder will have over the non-stockholder will be the possibility of a dividend on his invest- ment. The inherent weakness in the institution, as the Tradesman views it, is the small amount each stockholder will have invested. If he invested $100. instead of $10, the probability of suc cess would be much greater. ++. Ignorance of the law relative to road courtesy is quite apt to cause considerable trouble or damage. If you are driving along the road and some one overtakes you, you are ex- pected to turn to the right and give half of the road, no matter whether the passing vehicle be an automobile or a buggy. This is a State law, the violation of which will render you liable for damage incured in passing. ee Ira M. Smith has purchased George E. Adams’ interest in the Ira M. Smith Mercantile Co. Rye & Adams owned altogether 45% of the total capitaliza- tion of $250,000. Mr. Smith also owned 45%. This transfer gives Mr. Smith 6714% capital stock and practically ab- solute control of the business. —_—_> +o. B. Houseman succeeds Ed. Heeren in the grocery business at 123 Kal- amazoo avenue. a It takes a conscientious man to en- joy his work if the pay is small. ++. The self-made man is often proud of a poor job. MICHIGAN TRADESMAN June 26, 1912 = = = — Y = _ = Se = [= <2 = fs f = - - 5 : = = = _ f = - = Soe = | INANCIAL: = ¢ = = a = = 4 ee & = 4 ~~ _ oC = — — Ce SS = = = 4 hoe > = ~— aA eal ITN {9 dy as \ 4 = aS t, 4 ))»; EN) t a i — Two Millions Outside Money in Lo- cal Banks. The bank statements published last week, showing conditions at the close of business June 14, are not entirely Satisfactory. This is not because the statements show shrinkage, because never have totals been of such mag- nitude, but for the reason that the statements come out at a time when conditions are somewhat abnormal. It is apparent, comparing the state- ments just issued and those of April 18, two months ago, that there is something like two millions of out- side money in town and this money appears in the totals. It should not be inferred that it is objectionable to kave outside money in the Grand Rapids banks, but to have a great chunk of it will make a hard propo- sition for the next statements to meet. The outside money is for the most part funds deposited here in connection with the United Light and Railways financial transactions. Another good sized amount is un- derstood to be to the credit of the Pere Marquette Railroad. As com- pared with the statements of two months ago, the Old National shows an increase in commercial deposits of $521,000, the Grand Rapids National City $432,000 and the Kent State £589,000, a total of $1,542,000, while the other banks show a total increase of $112,000. Aside from the inflation in the de- posits growing out of the big trans- actions handled by Grand Rapids fi- nanciers the statements are very sat- isfactory, whether compared with those of two months or a year ago, showing progress and a fair degree of prosperitye The loans and dis- counts have increased $450,000 since April 18 and are now $1,700,000 great- er than a year ago. There has been an increase. of $1,000,000 in the stocks, bonds and other securities held and of $232,000, or about 12 per cent., in the surplus and undivided profits. The certificates and savings deposits have increased $230,000 in two months and $1,300,000 in the year, maintain- ing the average of something over $100,000 a month. The surplus and profits show a gain of only about $10,000, compared with two months ago, and this is due to the fact that most of them charge off the semi-an- nual interest on deposits on June 1 and it takes more to pay the interest than the stockholders receive in div- idends. Following is a comparative statement of the totals: June 14, 1912 Totals. $42,221,245.59 Loans and discounts .. 20,482,826.92 Bonds and securities 9,129,793.35 Cash and cash items.. 8,879,592.3% Per cent. and deposits .. 25.7 Surplus and profits .... 2,143,888.89 Commercial deposits ... 12,428,564.79 Certificates and savings. 16,915,728.01 Due to banks ........ 2. 3,700,370.36 U. S. and State deposits. 592,429.88 Total deposits ......... 34,555.696.00 The banks this week will their dividend disbursements, make some quarterly, some semi-annually, one monthly and one extra. The total to be disbursed will be $116,250, as follows: Old National, 4 per cent. and PAKCS 0 $32,000 G. R. National City, 2% per CORT eee 25,000 Fourth National, 2% per cent.. 7,500 G. R. Savings, 4 per cent..... 8,000 Kent State, 3 per cent. ...... 15,000 Peoples, 3 per cent. .......... 3,000 Commercial, 2 per cent. ...... 4,000 City Trust and Savings, 3 per Ont. eee ee ee 6,000 Michigan Trust, 5 per cent.... 10,000 Michigan Trust, 2 per cent. ex- ee ee 4,000 So. Grand Rapids, 3 percent. 750 Michigan Exchange Private, 4 DET Cent. 20... ste 1,000 The Peoples pays 1 per cent. monthly and this makes 3 per cent. for the quarter. The 3 per cent. paid by the City Trust and Savings will be its initial disbursement di- rect to stockholders and will enable them to pay their own taxes instead of having the taxes paid for them, and there will bea little over. The Michi- gan Trust Company’s extra 2. per cent. will be disbursed July 15, instead of on the 1st and will be useful in paying the taxes. The July disburse- ment will be about $10,000 more than a year ago. The Peoples and Kent State and the Grand Rapids National City have each increased their rate 1%4 per cent. quarterly, the Grand Rapids Savings pays on $200,000 in- stead of on $150,000 capital and the City Trust and Savings is now in the -game. If the City Trust and Savings pays 3 per cent. semi-annually as a regular thing the stockholders in the Grand Rapids National City will receive a fraction more than 11 per cent. on their holdings. The holder of $1,000 Grand Rapids National City stock also holds $180 City Trust and Sav- ings stock. The parent bank pays 10 per cent. and at 6 per cent. the constituent would yield $10.80, mak- ing a total yield of $110.80 in divi- dends and out of this the taxes will have to be paid. The net return will be about $90, or about 5 per cent. on the market value of $180. The Comptroller of the Treasury has given imperative notice that after September 1 excessive loans by Na- tional banks will not be tolerated. The Treasury Department has al- April 18, 1912 $40,108,504.78 20,034,351.48 June 7, 1911 $37,724,247.74 18,783,254.69 9,003,296.73 8,115,441.04 7,466,327.63 7, 741,248.32 23.07 25.3 2,133,939.13 1,911,968.14 10,774,113.80 16,685,597.23 4;172,876.43 476,209.29 32,359,596.09 10,579,812.65 15,614,999.68 3,925,745.10 292,381.13 30,461,795.37 ways frowned upon excessive loans, but for many years the banks did not seem to take its frowns with a proper degree of seriousness. The records show that in 1896 56 per cent. of the National banks then in the country had excessive loans outstand- ing. By them the percentage of banks mak- ing such loans has. been materially reduced, but the April returns. still showed 989 banks offending, or 13.45 per cent. of all the National banks in the country. This is a substantial improvement, but the department is not yet satisfied and now makes the anti-excessive rule imperative, and gives the offending banks two and a half months to adjust themselves to the situation. everlastingly keeping at Under the law the loan limit to one borrower is 10 per cent. of the capi- tal and surplus. This rule permits the Old National to make a maximum Merchant’s Accounts Solicited Assets over 3,000,000 “Gea PIDS Q AVINGS BANK 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 - - = President J. A. COVODE - - Vice President H. W. CURTIS - - - Vice President A. H. BRANDT - - - = -° Cashier CASPER BAARMAN - Ass't Cashier 34% Paid on Certificates . 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. Use Tradesman Coupons Place your Buy and Sell orders with Citz. 1122 oT 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 No bank could be safer surplus. Individuals, firms and corporations having a large reserve, a surplus temporarily idle or funds awaiting investment, in choos- ing a depository must consider first of all the safety of this money. than The Old National Bank of Grand Rapids, Mich., with its large resources, capital and surplus, its rigid government Supervision and and able directorate and management. The Savings Certificates of Deposit of this bank form an ex- ceedingly convenient and satisfactory method of investing your They are readily negotiable, being transferable by in- dorsement and earn interest at the rate of 346% if left a year. its conservative New No. 177 Monroe Ave. THE OLD NATIONAL BANK GRAND RAPIDS, MICH. Old No. 1 Canal St. June 26, 1912 loan of $153,200, the Grand Rapids National City $142,500 and the Tourth National $54,300. Applica- tions for loans of such amounts are not common in Grand Rapids and it is not often that the banks here are tempted to go beyond the limit. The Peoples Savings is the only bank, aside from the Michigan Trust, which has surplus and profits in ex- cess of capital, but some of the oth- ers are drawing so near the 100 per cent. class that it is likely they will get into it the coming year. The Old National now has a percentage of 91.5, the Fourth 81 and the Kent State 70.6 per cent. A year ago their percentages stood 88, 74 and 55, re- spectively. At the rate they have been going they will be 100 or better before long. Since a year ago the Commercial has advanced from 26 per cent. surplus to 33, the City Trust and Savings from 23.5 per cent. to 29.5, the G. R. National City from 39 to 44.5 per cent. The Peoples has added 4 per cent. to its percentage and the Michigan Trust 29 per cent. It has been a good year for the banks. ——__--____ Quotations on Local Stocks and Bonds. Bid. Asked. Am. Gas & Elec. Co., Com. 80 83 Am. Gas & Elec. Co., Pfd. 46 47 Am. Light & Trac. Co., Com. 350 352 Can. Puget Sound Lbr. 2 rs, Cities Service Co., Com. 105. 107 Cities Service Co., 1.d. 88 90 Citizens Telephone 97 98 Comw’th Pr, Ry. & Lt. Com. 633%, 64% Comw’th Pr. Ry. & Lt. Pfd. 89144 90 Dennis Salt & Lbr. Co. 95 100 Elec. Bond Deposit Pfd. 83 85 Fourth National Bank 200 Furniture City Brewing Co. 60 75 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 Macey Co., Com. 200 Lineoln Gas & Elec Co. 40% 42 Macey Company, Pfd. 97 100 Michigan Sugar Co., Com. 90 94 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. 76% 77% Tennessee Ry. Lt. & Pr., Pfd. 77% 78 United Light & Railway, Com. 66 70 United Lt. & Railway ist Pfd, 85 90 United Lt. & Railway 2nd Pfd. 75 80 Bonds. Chattanooga Gas Co. 1927 95 97 Denver Gas & Hllec. Co. 1949 95 97 Flint Gas Co. 1924 96 97% G. R. Edison Co. G. R. Gas Light Co. G. R. Railway Co. Kalamagoo Gas Co. 1916 97 99 1915 100% 100% 1916 100 101 1920 95 100 Saginaw City Gas Co. 1916 99 June 25, 1912. —__—-_->~- Savings Deposited in Street Boxes. The Hermes Exchange Savings Bank of Budapest has placed auto- inatic collecting devices in the streets. The idea of these boxes is that people can drop money in at any time and receive in exchange a receipt for the amount deposited. Upon presenting the slips which the machine hands out to the officials at any of the branches of the bank in question the bank book of the per- son is credited with the deposit. The purpose of the device is to encourage the possessor of spare change to de- posit it in the bank while he ‘is in a thrifty frame of mind. —_»+ + >—_—_ The greatest thing in the world is not so much where we stand as in what direction we are moving. —__~++>__ Whether a miss is as good as a mile depends upon the miss. MICHIGAN TRADESMAN The Effect Upon Woman of Equal Suffrage. Written for the Tradesman. The argument has been advanced that if women were granted full po- litical rights they would become less womanly, neglect their homes and, as a matter of course, have political aspirations. Strange as it may seem, there are women in Michigan now who neg- lect their homes. Some are obliged to do so. They are the breadwin- ners of the family. Some are not domestic in their tastes and prefer society, clubs, bridge whist, etc. Some have no homes to neglect. Giving a woman the privilege of spending ten or fifteen minutes a year to register in a nearby polling place, the vote, that she is pretty certain to have an opinion about any way, is not going to change her na- ture unless giving her a real power and responsibility broadens and deep- ens her interest in the affairs of life. As a matter of fact, that is what it does in the states where women have full suffrage. There are many women who hold responsible positions and there are successful women in all professions. In most cases it would be this same type of woman who would seek of- fice—the mother of the family is in no more danger of neglecting her children for political office than for business or profession. If a woman wants to go out into the world there are enough openings for her now, and the political life as an object is not enticing. We do want pure milk, pure water, clean streets, san- itary homes and a healthful city. We want to provide wholesome amuse- ment for our children and remove the temptations that might lead them astray. The best class of women, or the women of comparative leisure, is doing that now as far as possible, but in all social service the final word is legislation and the ballot is the only tool. The mental strength to make good use of it we have; the muscular power needed is not so much more than that required to sweep a room or play a game of ten- “nis. Let the Michigan women have a chance. Alde L. T. Blake. ——_++---—___ Effect of Electricity on Animals. Scientists have for some _ years been experimenting on the effects of electricity on crops, but the latest de- velopment is the report of the ex- periments of Prof. Silas Wentworth en the effects of electricity on ani- mals in California. A flock of 2,090 sheep was divided—one-half being placed under the power wires of an electric wire company and the _ re- mainder removed from the electrical area. The influence of the electricity is well shown in the fact that the sheep thus specially located produc- ed an average of a fraction over two lambs each, while the ewes living in normal conditions yielded an aver- age of less than one lamb each. The fleeces of the electricity treated sheep were also 20 per cent. heavier than those of the others. We Offer and Recommend The Preferred Stock of Consumers Power Co. Largest Underlying Company of Commonwealth Power Ry. Lt. Co. Netting about 644% and TAX EXEMPT A. E. Kusterer & Co. 733 Michigan Trust Bldg., Grand Rapids Both Phones: 2435, 244% Every Six Months Is what we pay at our office on the Bonds we sell. $100.00 Bonds—5% a Year THE MICHIGAN TRUST CO. Fourth National Bank Savings Deposits United States: Depositary 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annually Capital Stock $300,000 Commercial Deposits 1 3% Per Cent Interest Paid on Certificates of Deposit Left One Year Surplus and Undivided Profits $250,000 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 MICHIGAN TRADESMAN June 26, 1912 [Ea 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 26, 1912 If you work for a man, in heaven’s name work for him; speak well of him and stand by him and the insti- tution he represents. Remember an ounce of loyalty is worth a pound of cleverness. If you must growl, con- demn and eternally find fault, why— resign your position, and when you are on the outside, damn to your heart’s content—but as long as you are a part of the institution, do not condemn it; if you do, the first high wind that comes along will blow you away and probably you will never know why. Elbert Hubbard. MAY THE BEST MAN WIN. An interesting chapter in Ameri- can history is now in the process of being made. The Republicans have made their contribution to the story that future generations will read ana, perhaps, talk about. The Democrats, assembled this week in Baltimore, arc thickening the plot. How many and what others take a hand in furnish- ing characters and incidents remains to be seen. The people will give the chapters their proper finish in No- vember—at least, after it is all ove. and the country has settled down tu business once more, we will all try to think it a proper conclusion. The Republican convention in Chi- cago last week was not one that any body has particular reason to be proud of. It was one big factional fight from start to finish. It was Taft, representing that element which calls itself conservative and which other people declare is reactionary on one side, and Roosevelt, standing fo1 what his adherents are pleased tv call progressive principles, on the other, and the natural rivalry of fac- tionalism was made acrimonious by the personal enmities which the last four years have developed between those who were once the best or friends. The Taft element, contro)- ling the organization, decided all the contested delegations in the way that suited them best, and the method that suited them proved to be so displeas ing to the Roosevelt contingent that the convention was one long drawn out cry of murder, thieves, police and fire. It is not the purpose of this paper to pass judgment upon one side or the other, but it is certain that the performance in Chicago, as a whole, was not a credit to the Republican party, nor to the country, nor will it put the country in a contented mood for the election in November. The platform adopted by the convention ‘s distinctly progressive, but the pop- ular disposition will be to size up those who made it and to wonder if they really mean it. The Democrats are holding their convention in Baltimore this week and the Democrats, too, have thei progressive element and their con servatives, Bryan at the head of one and the other with several heads. The opening sessions give promise that the Democratic convention will be as picturesquely riotous as was the Re- publican, that as much ill feeling will be engendered, that as many cus» words will be spoken and that as much general dissatisfaction will re sult as in Chicago. What will be the next step? His- tory is being made so rapidly that it is scarcely worth while guessing. It is almost as easy to wait and see. lu the Republican camp, however, the conservatives won. If the conserva tives win in the Democratic conven- tion, why should not the progressives in both parties get together for the nomination of a third ticket? It is certain that the progressives in the different parties are much closer to- gether than the opposing elements in the same parties. The progressive Republican and the _ progressive Democrat have more in common than the conservative and the progressive in either the Republican or the Dem ocratic party. Drawing upon the two old parties to form a new.party is u natural process and numerous precc dents can be found for it in Ameri- can history. The old original Repub- lican party was a merger of the pro gressives of ’58 in the old Whig ana the old Democratic parties to form a new party. The old Greenback pai- ty, which in its day exercised a large influence upon current events, was drawn almost as much from the Re- publican as from the Democratic par- ty. Now the time seems ripe for an- other break up of the old parties and a new alignment. Will not this be a good thing for the country? Will it nof develop new. ideas and estab- lish new and better principles of gov- ernment and a wiser administration of the country’s affairs? If the con- servatives win, whether Republica. or Democratic, will they not be much more progressive by reason of the scare that has been given them? If the progressives win, is it not likely that responsibilities will make them much more conservative than thei Dresent utterances indicate? There will be a hot campaign, not lacking in personalities, and in the fight al sides will learn things that will be io their advantage and to the good of the country: Therefore, let the fight go on, and may the best man win, be he progressive or conserva- tive, Republican or Democrat. When we decide to forgive our en- emies we generally begin with those who are bigger and stronger than we are. A bold front will not hold out very long without good backing. PINEAPPLE SALES. In many communities the housewife expects to put up her crate of pine- apples as surely as her strawberries and peaches. They are a most whole- some and delicious fruit, and the cost is usually quite within the reach of all. Yet there are communities in which people have never tested their value as canned goods and feel that it would be an extravagance to in- dulge in them. If you happen to be in such a locality, strive to show them the fallacy. Make special trial prices and a single trial will show them the mistake. A crate of pineapples should cost little more than a bushel of straw- berries, and it will go fully as far— further if compared with small on not firm berries. It may be served in many ways and forms the basis of delightful desserts during the en- tire year. It has a rich flavor pe- culiarly its own and not equaled by any other fruit. Some are deterred from using it except as an occasional luxury in the season because of the seeming waste in its preparation. This may be true on a small scale, but where a dozen or two are being prepared, there is no more waste than with any other fruit. A small, sharp pointed knife will remove the eyes neatly; or if the knife leaves too much flesh adhering, carefully save them, to- gether with fleshy parings, and cook together, having washed the fruit carefully before commencing work. Strain and sugar and a delicious marmalade is the result. One thing not always thought in connection with the pineapple: It is bound to be clean. Sanded berries may become soft in the cleansing process. With the pineapple there is no such trouble. It is firm enough to stand a thorough washing and comes out of the bath cooler and fresher. It is less perishable than most of the berries and with ordi- nary care there is small danger of serious loss. It is so rich in flavor that your patrons will be only too elad that you have initiated them in- to the favor of so delicious a va- riation in their dessert. THE PICTURES WE MISS. As a suburban car stopped before a farmhouse passengers were amused to see a small boy standing motion- less with his back to the car and watching intently a cherry tree laden with ripe fruit. He appeared not to notice the arrival of his mother from town, as his thoughts were centered on the luscious fruit. As the moth- er smilingly patted him on the shoul- der it was evident they were good chums. While she doubtless appre- ciated the smiles of the on-lookers, she also realized the trend of the lad’s thoughts, which had rendered him ‘orgetful of his surroundings. To the passengers the incident was amusing, but to one of them it was more. She carried in her lap a brand new camera and was eager: to get Lome and try her first picture. “What a chance that would have been!” bur several thicknesses of wrapping pa- per and lack of familiarity with her camera prevented an attempt to catch it. To her the picture, “Cherries are ripe,’ came with almost as much vividness as if it had been fixed on the film. Before, only the comical attitude of the lad and his evident longing would have appealed. Now the artistic feature predominated. How many of the real pictures in actual life we miss through not be- ing in a receptive mood! The new camera had sharpened the girl’s abil- ity to observe and pictures confront- ed her at every turn. Sketches of progress are in plain view on every side of us, but our own blunted sens- es have rendered them dim. The pian which one man puts into opera- tion with success is equally open to a hundred others, yet they do not see it in that light. The world is full ot utility and beauty. It all depends upon whether we look at it with plain matter-of-fact eyes or through the lens of adaptability. LIFE WELL SPENT. If any man ever earned a permanent respite from business cares and re- sponsibilities, that man is Christian 3ertsch, who now retires from active business after a continuous career of fifty-four years in the shoe trade. Mr. Bertsch will be 75 years old next September, but he is still in rugged health and excellent spirits and, con- sidering the life he has led and the excesses he has avoided, he has reason to confidently look forward to twenty- five years of usefulness and comfort— usefulness to friends and the commu- nity; comfort for himself and family. There are men whose careers have excited more comment and whose tem- peraments have enabled them to make more noise in the world than Mr. Bertsch, but no one ever espoused a business with more enthusiasm or pur- sued a calling with greater diligence and faithfulness than he has done. —_—_————— EEE The Salvation Army has applied to the Grand Rapids Association of Commerce for an approval of its in- dustrial feature, but up to the present time the approval has not been grant- ed. There is no more reason why it should be granted than that the As- sociation of Commerce should ap- prove of any other commercial un- dertaking which is masquerading un- der false colors, like a pirate sailing the seas under a false flag. The in- dustrial feature is a private venture. It is a stock company and the stock is owned by the officers of the Sal- vation Army. Ninety per cent. o1 the contributions given the organiza- tion are bestowed under a misappre- hension. The goods are picked up by a wagon bearing the words Sai- vation Army in large letters and the words Industrial Department in sman letters. Philanthropic people make contributions of clothing and othe articles in the thought that they are furnishing help to the Salvation Army in caring for the poor. As a matter of fact, the goods are sold in the most available markets and thv proceeds sent to the headquarters of the corporation to be distributed in dividends among the grafting mem- bers of the Salvation Army in this country. June 26, 1912 THE FURNITURE SEASON. Conservatism Is Likely To Develop Among Buyers. The new furniture season is again open. This is the season when the buying is for the fall and holiday trade. It is essentially the big sea- son of the year and this applies es- pecially to the parlor and living room lines, although all lines feel it. Since the popularity of the automobile ana the possibilities which the automo- bile opens to outdoor life the ten- dency has been noticeable to make old house furnishings do during the summer or to buy for the summer cottage or the home in the country 1ather than for the city residence. But in the fall the planning must be for days and evenings at home and it... then that the substantial buying is done. The July sale is usually productive of many new patterns, but as far as Grand Rapids is concerned there will not be as many new offerings as customary. The reason for this is that a year ago, in the midst of the strike in the factories, very few new patterns were brought out and as a compensation the lines were giv- en a general overhauling in January. Many of the new patterns of Janu ary will be carried forward as new for the fall trade. The manufactur- ets will have a lot of offerings to in- terest the buyers and make them glad they came. The period furniture, which has come to be looked upon as standards, will be as strong as ever the com- ing season, but it is likely the ten- dency will be stronger than ever to- ward the English patterns. The French designs have been gradually waning in popular fancy for several seasons, while the English have been forging to the front, and it is likely that this ~season will be very pro- nounced in its English tone, more so than in any former season. The eclipse of the Fernch is only tem- porary. The French designs had a strong and long run and when they have been in seclusion for a few sea- sons they will be revived as novel- ties for buyers who have forgotte: them. The English patterns will be mostly Sheraton and _ Chippendale, with an increase likely in Hepple- white and Adams. The so-called Ear. ly English patterns and the so-called Arts and Crafts and Mission will show an increased tendency toward a merger. The American Colonial designs are always in good taste and continue to be in good demand. One of the striking novelties in the market this season will be a line ot japanese lacquer ware brought out by the Chas. S. Paine Company. Mr. Paine has been making a study ot lacquer ware for four or five years, both at home and abroad, and it is stated he has so perfected the proc ess that the reproduction can not be iold from the genuine, except as to design and workmanship. These goods, it is expected, will be especial- ly strong for the holiday trade. Another attractive line will be about 200 fancy tables and cabinets, high grade reproductions of classic MICHIGAN TRADESMAN pieces in mahogany by the Davies- Parsons Company, successor to the Chas. L. Greenman Co. This will be known as the “gift line’ and will be offered especially for Christmas ana wedding present purposes. An interesting out-of-town line will be about 200 pieces of Chinese sea grass chairs and similar wares for the porch and sun parlor. A small showing of these goods: was made a sear ago and sold tremendously. The line will be greatly enlarged for the coming season. The goods are made in China of sea grass and rattan and are such as are used in India and China by the British officers and for- eigners. One of the peculiarities of this line is that the orders booked now will not be filled until next March, upon the arrival of the ship from China. One of the striking exhibits of the season will be that made by the Cowan Co., of Chicago, and this will be the first time this company has shown here. The line is high grade art goods, one of the best in the country for artistic merit and novel- ty. The company has taken a large space in the Manufacturers’ building and its exhibit will be worth seeing. Berkey & Gay this season will give an exposition all its own. During the year the Berkey & Gay and the Oriel companies were merged and this sea- son the two big lines will be shown together. All but the first floor of the Berkey & Gay seven story build- ing, on Monroe avenue, will be used for display room purposes, and the exposition floors will extend through from Monroe to Bond avenue. The floor space will be larger than that of any other exposition building in the city with the single exception, per- haps, of the Klingman building, and only the two lines will occupy it all, comprising probably 1,000 or 1,200 pieces. Berkey & Gay for several vears have served lunches for the visiting buyers during the season in a cosily furnished dining room on one of the floors. A roof garden has heen built on top of the building, and this will be the dining room and rest- ing place in the future, with capacity for about fifty guests. There will be a roof over the “garden” as a safe- guard against the sun and weather, but the sides will be open for the summer season and in winter the place will be enclosed in glass. The furnishings will all be of a nature to keep up the roof garden idea and oven air life, and this dining room -vill be one of the novelties of the season. The number of outside exhibitors for this season will be as large as us- ual, and it is expected something over 1,200 buyers will come to the market, compared with about 1,000 in January. The Exhibitors’ Associa- tion has been doing some effective advertising with a view to creating a wider interest in the trade, and this will produce results in the form of increased attendance. It is likely the hotels will be considerably congested during the rush weeks, but local in- terests have been canvassing the res- idence districts, and if the hotels can not accommodate the visitors rooms will be found for them outside. This condition will not last much longer, however. Before the season is far advanced it is probable definite an- nouncements will be made regarding a new hotel. The Association of Commerce has appointed a special Committee to co-operate with the Exhibitors’ Association in giving an entertainment for the visiting sales- men and buyers, and this will prob- ably take the form of a picnic or out- door frolic, where everybody can mix and become acquainted. The arrange- ments will include chances _ for speechmaking as a matter of. course, to give the local and the visiting manufacturers a chance to exchange compliments. As to what the new season may bring forth in the way of business nobody seems willing to predict. This is a campaign year and it is certain to be a season of much political bit- terness and turmoil, with the ultimate result far from definite. In view of what is in prospect it will be strange if there is not some conservatism on the part of the buyers in placing or- ders. According to the trade re ports retail stocks all over the coun- try are low, and if there is conserva- tism in July it is possible the repeat orders will be heavier later in the season, when the political has become more clear. —__2--2 Are you a business builder or sim- ply a business getter? Does your trade stick to you? situation Don't hesitate to write us. Klingman’s Sample Furniture Co. The Largest Exclusive Retailers of Furniture in America Where quality is first consideration and where you get the best for the price usually charged for the inferiors elsewhere. You will get just as fair treatment as though you were here personally. Opposite Morton House Corner Ionia, Fountain and Division Sts. Grand Rapids, Michigan This Couch Hammock and swinging seat is a swift seller. LIST PRICE $7.50 subject to discount Send today for Summer Goods Catalog BROWN & SEHLER COMPANY GRAND RAPIDS, MICHIGAN “AMERICAN BEAUT The SUNBEAM LINE Is Right Now is the time to get busy *? 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 CoO., Grand Rapids, Michigan The Largest Show Case and Store Equipment Plant in the World Show Rooms and Factories: New York Grand Rapids Chicago Portland 10 MICHIGAN TRADESMAN ey A — = — wT, a X rE & ee ae 2 = ee 2S . =. eee = ee i Ss r = . = STOVES 4x» HARDWARE: : Go = = = 2 Sarco rns a 32 =e SS y a ——) a =~ a = mem > SS aA - Zz = eS . Za = Ze Sh = ae Wom Ti Sono) IA Ce el al (On VO) st: . rae i fae sae Sao t | be A am pas Pa com : = Ee y VEZ bse lil bite = yy fy —_—. ° Michigan Retail Hardware Association. President—Charles H. Miller, Flint. Bay Vice-President—F. Rechlin, Secretary—Arthur J. Scott, Marine City. Treasurer—William Moore, Detroit. KNOW YOUR EXACT PROFIT. Fallacy of Figuring Cost on Selling Price. I recently took occasion to mildly criticise an article on Cost Account- ing, by W. E. Leever, and I tried to point out the damage which was be- irg done to the retail trade through its circulation. In my criticism I did not take pains to show that there was anything wrong in the account- ing methods used, for I was chiefly anxious to show that the article had a tendency to encourage retailers in the belief that it costs them, on the average, 22 per cent. of sales to do business, and that 10 per cent. addi. tional was necessary for “a safe and sane” net profit. Since my May article was written a second circular has been sent ou. by the Burroughs people, ostensibly written by that master of advertising, E. St. Elmo Lewis. This latest cir. cular also makes the bold statement, as did the first one, that the only true, accurate way to figure profits is on the selling price. In my May article I did not plain ly state that I differed from Mr. Leever in this contention, for which omission I am now criticised by a number of readers who are similarly concerned over this error in his ar- guments and methods and the circu- lation and acceptance they are re- ceiving by thoughtless but well-inten- tioned people who assume that any- thing labeled “Cost Accounting” is good and worthy of circulation and approval. I was certain that others would challenge Mr. Leever’s state- ments—and they have. Besides, I have so often exposed in these pages this familiar fallacy that I hesitated to rehash the matter. But as it seems the Burroughs people have found it necessary to defend themselves and their contention by printing a second circular, and one which may easily do even more harm to the retail trade than the first, I will now and again stake my reputation as a cost ex- pert by making the flat statement that Mr. Leever’s “The Right Way to Figure Profits,’ IS THE WRONG WAY, and a very BAD way. Let us see: The Leever-Lewis Problem. Mr. Leever, Mr. Lewis et al., pre- sent the following problem: Wholesale cost of an article is. .$1.00 Cost of doing business is 22 per cent. Retailer’s net profit is...10 per cent. What is the retail selling price? Remember you are basing percentages on selling price. The circular then takes up two pages of closely typewritten matter to show that the retail selling price would be $1.47. So it would—if figured as Mr. Leever demands above, “basing your percentages on the selling price.” your But that does not prove that profits and cost of selling should be based cn the selling price. It only proves that a dealer will go wrong if he fig- ures his cost of doing business, and his net profits, on his gross sales and then bases his retail prices ou his delivered cost. Besides, it gives the retail trade a false impression as to the cost of do ing business, and the profit percent- age which should be made; and if fol- lowed blindly, it would lead to the making of retail prices which in many cases would be prohibitive and would give the catalogue houses new and plausible evidence in their declara tions (in congressional hearings and their advertising matter) that the people are being robbed by the re- tailers. I wish to say to Messrs. Leever and Lewis, and also to Mr. Fern- ley, who is really the author of the booklet printed by the Burroughs concern, and called “The Right Way To Figure Profits,” that their way is not only the wrong way, but that if their methods of figuring costs ana profits are persisted in and secure the general approval of the trade, it would be foolish to hope that its fal- laciousness and unfairness will long escape the attention of the general publications, including the “muck rakers” and their allies on the stump —all of them anxious to dump the “high cost of living’ upon the re- tailer. Getting Down to First Principles. Napoleon said: “Get your princi- ples right, then it is a mere matter of detail.” Let us get down to basic princi- ples: The retail selling price is made up of three units, or factors, the whole- sale, or delivered, cost; the cost or doing business, and the net profit. In the -Leever-Lewis problem as ready given, that retail price of $1.47 is thus approximately made up of these three factors: Wholesale cost ................ $1.00 Cost of doing business ........ 2 Net profit 252 ee lb Retail selling price ........... $1.47 This now presents a new problem, one that requires the use of long fractions to correctly solve down in- to its component parts. But laying aside the minute fractions, and mak- ing the figures a little more exact, but even figures so that everyone can understand the matter at a glance, let us expand it by multiplying every basic figure by ten, thus: Wholesale cost: .. ... 22.62.55. $10.00 Cost of doing business ........ 3.23 Net profit —...-. 03... 1.47 Retail selling price .......... $14.70 Figuring Profits Upon Profits. With the Leever-Lewis problem and its so-called solution thus ex. panded tenfold, the actual net profir {to be demanded by their fallacious method that is being touted so ac- tively) is composed of (1) 10 per cent. profit upon the wholesale cost; (2) 10 per cent. profit upon the June 26, 1912 Michigan Toy Company Grand Rapids, Mich. Makers of High Grade Wheel and Aeroplane Goods Established in 1873 BEST EQUIPPED FIRM IN THE STATE Steam and Water Heating Iron Pipe Fittings and Brass Goods Electrical and Gas Fixtures Galvanized Iron Work THE WEATHERLY CoO. 18 Pearl Street Grand Rapids, Mich. 10 and 12 Monroe St. Foster, Stevens & Co. Wholesale Hardware uf Grand Rapids, Mich. 31-33-35-37 Louis St. How is your stock of REACH BASE BALL GOODS Send us your rush orders Ionia Ave. and Island St. Michigan Hardware Company Exclusively Wholesale GRAND RAPIDS, MICH. tee a June 26, 1912 cost of doing business, and (3) 1vu per cent. profit upon ITSELF, upon the so-called “net profit!’ Do the retailers of America, and their trade journals and all those others—the various concerns and in- dividuals that assume to represent the dealers’ interests—do they, ca. they participate in, or permit with- out earnest protest, the current quick and careless acceptance of a cost ana brofit accounting system so falla- cious, and so dangerous in the provo- cation it offers the consumer? Will the consumer stand for a re- tailer’s profit not only upon the ac- tual delivered cost of the goods, but a profit also upon his selling ex- pense, and a third profit upon those two profits? Will fair-minded, far- seeing dealers demand such _three- fold profits, or put themselves and their fellows in the awkward predica- ment of defending such profits, or such a system of cost accounting? The Leever-Lewis method injects into the problem, or its result, two additional elements, the fourth and fifth factors, the second and third profits, the third one of which, for want of a better term, I will call “compound profit’—it will smell as sweet to the catalogue houses under that name as any other. Here is how 1t works out, or rather how it works itself into this little problem: Three Profits on One Sale. Pront Oo aioe sce oe. ieee $10.00 PEON O00. 50.0005. ya. oe 3.20 Compound profit on .......... 1.4’ Theee prouts on 222.7... $14.70 The reader will readily see, by the above, that in building up retail pric- es based upon percentages founded on the retail selling price, he is not cnly making a legitimate net profit of 10 per cent. on his wholesale pur- clase, but he is also making 10 per cent. net on his cost of doing busi- ness, and, further, he makes a third, a “compound” 10 per cent. net profit cn the sum of his other two net profits. I will leave it to any fair-minded, unprejudiced business man if that is not “working both ends against the middle” at the expense of the pm chaser, and at grave danger to the reputable retailing community. Some Other Errors. In figuring costs and profits, the I.eever-Lewis circular also makes the unfortunate mistake of saying that “a profit must be provided for two items of capital. On the capital invested in merchandise and on the necessary for operating expenses and other expenses not properly charge- able to merchandise account. This is only possible by figuring a profit on the selling price.” In this contention the Burrough’s aggregation of experts are wrong, | believe. Rule 18, as promulgated by the Cost Educational Association, and printed herewith, says to include in selling expense—‘Interest on total investment. Figure interest on your capital total assets at the beginning of your business year. * * This is variously computed by dif- *? MICHIGAN TRADESMAN ferent merchants at from 6 to 8 per cent., according to what they would have to pay if they were borrowers of their capital, or, if not in business, what they could loan the money to others for. I say it is unfair to figure interest upon the investment into the expense account, or cost of doing business, and then to charge profit on the in- vestment as well. Suppose, for the sake of argument, that a retail dealer had $10,000 invested, and did a busi- ness of $40,000 a year, turning his capital four times, which is rather smaller than some retailers do. He charges up to expense $600 interest en his investment and make his cost of doing business return it; as he naturally must. His net profits would be $4,000, if thus wrongly figured at 10 per cent. upon the sales, or a 40 per cent. dividend upon his invest- ment, in addition to the 6 per cent. titerest thereon. In other words, after paying all expenses, _in- cluding his own salary, the deal- er with $10,000 invested would get an annual dividend of $4,600 up- on his $10,000 investment—whhich would make his business far more profitable than any railroad, or any other reputable corporation or trust operating in the United States. Yet we are asked to accept—and many good souls are accepting—such Wholesale cost. .:.05........ $1.00 Cost of doing business ........ 32 Net profit Sale ee ee $1.47 a system of cost and profit account- ing as “both scientific and practical.” I maintain that “the true way to figure costs and profits is upon the delivered cost of the merchandise.” Further than that, I say that net profits should be figured alone upon the delivered cost of the goods—not on the wholesale cost (at factory or warehouse)—and that the simple ad- dition of the third item (the cost of doing business) makes the proper selling price—Frank E. Goodwin in American Paint and Oil Dealer. Luminous Metal Discovered. For generations the peasants of Cornwall have handed down a legend that at night there may be seen a faintly luminous metal among the rocks brought from the mines of the county. A British scientist has prov- ed that this story is by no means based on imagination. A specimen of the mineral autunite, which is al- so found in Wales, was sent to him from Portugal because of its shining character. He finds that it closely resembles artificially prepared salts of uranium, and that its luminosity is due to spontaneous radio-activity. The light it sheds is stronger than that of nitrate of uranium. Upon parting with its water of crystalliza tion the metal loses its luminosity. —_2 22> The man who attends to his own business will always have business to attend to. eee Don’t be too humble—everybody steps on the doormat! The Clever Dad. Curious Charley—Do nuts grow on trees, father? Father—They do,; my son. Curious Charley—Then what tree does the doughnut grow on? Father—The pantry, my son. ——_+ 2+ Punctuality, proficiency, prompt- ness and prudence are four p’s well worth cultivating. =, Excuses are the children of insin- cerity. Don’t make excuses—make good. Fisk Adverti Schiller Building, (Signed) “Say, Fisk, you are a peach! are over since I sent you that $5.00. Keep coming! Yours for success,” ROBIN HOOD AMMUNITION § ( Bo: Yscs ) Ask for special co-operative selling plan. Big Profits Robin Hood Ammunition Co. Bee St., Swanton, Vt. DON’T FAIL To send for catalog show: ing our line of PEANUT ROASTERS, CORN POPPERS, &€, LIBERAL TERMS. KINGERY MFG. CO., 420-426 E. Pearl St..C'clnnatt,O Think tisin Service Chicago Benson Says: State Center, Iowa, 6-17-12. My advertising troubles ELMER E. BENSON. Every live merchant who takes the Fisk Service will feel as Benson does, even if he doesn’t say so. Five Dollars Per Year—Once a Week—52 Issues Solid to Only One Dealer in a Town Ze a aT Ta TC ae CHEAPEST. © 7s) ae eit ahs ms a , FREE teed for five years. Make Your Gan Gas Light 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. _-MAKES AND BURNS ITS OWN GAS _ FREE FREE 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 Ramona Theatre Finest Summer Theatre in the United States WEEK STARTING JUNE 24th Edward Abeles Star of ‘‘Brewster’s Millions’ Assisted by Charlotte Landers in ““HE TRIED TO BE NICE” Extra Added Attraction THE MAGIC KETTLE Five Other Big Acts Matinee at 3:00 Evenings at 8:30 Prices— Matinee, 10c and 20c; Evenings, 10c, 20c and 35c; Few Seats 50c. Seats on Sale Downtown at Peck’s Drug Store. Plan on Ramona for a Safe and Sane Fourth Dancing Pavilion Now Open—Finest in State Balloon Ascension and Fireworks Celebration on the Fourth 12 MICHIGAN — — = ~ Future Cheese Supply of the United States. During the last two years much United States Department of Agriculture up- has been written by the en the food value of the ordinary American cheese, sometimes called Cheddar cheese. It seems probable that what has been said by the de- partment, combined with the many favorable comments made by the press of the country, may encourage the consumption of this food prod- uct. If the consumptive demand for cheese should be increased to any marked extent, some questions as to where the supply shall be obtained to meet this demand would be very per- tinent. For a number of years before the year 1911, very little cheese was ex- ported from the United States. One or two buyers in New York City made a practice of gathering up what is known among the cheese- makers as sour cheese, and shipped this to some of the industrial dis- tricts of England; but outside of this poor quality of material which was rejected because of its quality, the American public has consumed all of the cheese which we have been able to produce. The year 1911 might be pointed out as an exception to this statement, but there were other rea- sons than a surplus of cheese for the fact that a comparatively large quan- tity of good cheese was exported in that year. The main reason was that the high prices of the winter of 1911 had left a surplus of cheese in the dealers’ hands. This forced prices to a point where exporters could sell cheese to an advantage. The result has been seen in the past winter when there has been a shortage of cheese over the whole country at- tended by the highest price and the lightest consumption for many years. All of the cheese that was shipped out of the United States the last year, and more, could easily have been con- sumed in this country. Three states stand out pre-emin- ently at the present time as_ the cheese producing states of the coun- try. The natural condition of cli- mate has put them in a_ class by themselves. These states are New York, Michigan and Wisconsin. There are cheese factories in other states but, so far as the writer knows, the industry has gone backward rath- er than forward in all other places. Ohio at one time produced a great deal of cheese and the Lake Shore counties of Ohio were adapted by climate to this industry, but the busi- butter and cheese made. ness of milk shipping has almost en- tirely run out cheesemaking. Iowa, Kansas and Illinois at differ- ent times have produced considerable quantities of cheese. During the hard seasons previous to 1898 farmers in these states were forced into dairy- ing, but as soon as better times came and remunerative prices could be ob- tained for grain and stock, dairying was neglected to such an extent that no community could furnish milk enough for a successful cheese fac- tory. Then, too, the climate of these states made it impossible to produce as good a cheese as_ the states bordering on the Great Lakes. Of the three states producing the greatest quantity of cheese New York still creates the greatest gener- ai interest, although Wisconsin is, at the present time, much ahead of New York in number of pounds of cheese produced and very probably is equal to New York in the quality of its product. New York-is the _ state where the industry originated. For many years it produced by far the greater part of the cheese made in the United States and its name was regarded by consumers as almost a guarantee of quality. For the last twenty years, or since 1890, there has been no increase in the amount of cheese made in New York, and since 1900 there has undoubtedly been a steady and marked decrease in the amount made. _ The rapidly increasing demand for milk for the large cities, especially New York City, has cut off the milk supply for cheese factories, wherever these factories were accessible to the railroad. The development of the New York City milk trade is worth a story by itself. Certainly it draws upon a larger territory than can ever have been thought possible a few years ago. Creameries, condenseries and cheese factories have all been closed up or turned into shipping sta- tions. The amount of milk produc. ed in the State has not kept pace with the increasing demands of the city consumer, consequently the State has fallen behind in the amount of The ulti- mate outcome of this seems impossi- ble to foresee. More factories are closed up every year. More of them are located with poor railroad facili- ties and these will probably endure, but it is. not at all likely that the State will ever regain its old pres- tige in the cheese business. On the other hand, while New York is going backward in quantity of cheese made, Wisconsin is stead- ily going forward. In 1906 in Wis- consin there were 1,649 cheese fac- TRADESMAN tories, in 1910 there were 1,928 cheese factories. In 1906 the annual output of cheese for Wisconsin was about 110,000,000 pounds; in 1910, a ary year, it was 145,000,000 pounds. About one-third of the cheéses pro- duced is of the foreign varieties, but the increase in the factories making American cheese is about the same as those making the foreign varieties. Wisconsin claims, at the present time, to have a greater annual value of dairy products than any other state. Its maximum output is far in the future and its future development will probably be almost wholly along the lines -of cheese and butter. Ev- ery year it sends an increasing vol- ume of milk to Chicago, but Chicago has an immense territory from which it can draw its milk supply and the amount taken from Wisconsin is small compared with the total amount produced in the State. Almost one- June 26, 1912 Dairy Butter Wanted Paying 21c, delivered here, for No. 1 stock. Jars returned. STROUP & WIERSUM Successors to F. E. Stroup, Grand Rapids, Mich References Grand Rapids National City Bank, Tradesman Co. All Kinds of Feeds in Carlots Mixed Cars a Specialty Wykes & Co., “wi” State Agents Hammond Dairy Feed 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. Moseley Bros. — ESTABLISHED 1876 — Grand Rapids, Mich. WHOLESALERS OF BEANS, POTATOES, FRUITS EGGS, FIELD SEEDS. In the market daily for supplies. What have you to sell? For the Country Store Keeper Smoked Sausage, Head Cheese. Frank- furts and Polish Sausage packed either in pickle or brine, half barrels (70 lbs.), % bbls. (35 Ibs.), kits (12 lbs.) Liver Sausage. Pork Sausage in brine, in half barrels, quarter barrels and kits, Mail your sausage order today. Cudahy Brothers Co. Mild Cured Hams and Bacon 100 per cent. Pure All-leaf Lard + Quality Our Motto Cudahy, Wis. as ar ggg eee irs n sem: June 26, 1912 MICHIGAN TRADESMAN half of the State is as yet undevelop- ed. The northern half of Wisconsin is naturally a dairying country and for a person who has driven along the old woods roads and has seen where a few stray clover seeds have spread out into the surrounding for- est and underbrush, indicating the best possible natural condition for this crop, it is not hard to imagine that this country will some day be devoted almost exclusively to the pro- duction of milk. Then, too, the older dairy communities are rapidly in- creasing their output. The factories of Sheboygan county, which has been devoted exclusively to dairying for twenty years, have doubled their out- put in ten years and the farmers have only begun to realize the possi- bilities. True, there are a few industries which may encroach upon the cheese production of the State. Canning fac- tories are being located in a few places, and, strange as it may seem, the growing of cherries is occupying the attention of a good many farmers who have dairied in the past. A per- son can never foresee the develop- ment of the condensed milk and milk powder industries. These concerns are few in number but they draw upon a comparatively large terri- tory. The possibilities for Michigan are largely for future development. There are three or four hundred factories in that State at the present time, mostly doing a small business. The State is ideally located for dairying as to climate. It has a character ot soil which demands the development of the dairy industry, but dairying has never received the powerful im- petus given to it in Wisconsin by its Collége of Agriculture, its differ- ent State associations and by the grand old man of the dairy industry, W. D. Hoard. Michigan may or may not contribute a large proportion of the cheese necessary for the many million consumers in the United States. It has the possibilities, but these may never be developed. Outside of these three states dis- cussed there is a_ possibility that Northern Minnesota, like Northern Wisconsin, will some day produce a great deal of cheese. It will cer- tainly be a great dairy section. The Pacific States have advantages but the probable growth of these states in the dairy business can not be as clearly foreseen as in some of the older communities——C. F. Doane in Hoard’s Dairyman. —_ 7 2+ 2.—___ The Genuine Article. “T understand that Mr. Grabwell started in life by borrowing $50. You must admire a man with courage like that.” “No, I don’t,” replied Mr. Growch- er. “The man I admire is the one who had the courage to lend him the fifty.” > There is a wide difference between a driving rain and a driving rein. —_2 2s : We do not always meet misfor- tune; quite as often it overtakes us. —_~+2+>——__. ; Quite naturally the standing joke is apt to become very tiresome. Business Friendships More Lasting Than Personal Ones. Business friendships are more real and lasting than strictly personal friendships. The reason is that there is a selfish reason involved why a friendship should exist. Just as in the case of one man go- ing on the bond of another: a sum or a consideration is mentioned in the document which the bonded one - pays to the one on his bond. In other words, a bond is more _ bind- ing when there is a selfish reason for one man going security for another rather than one of mere personal con- sideration. Personal and business friendships are gradually merging. A man becomes friendly with his business associates and the tendency is that business relations will grow out of strictly personal relations. Then, again, success nowadays in- volves such concentration that busi- ness is the only opportunity for friendship. There used to be distinction be- tween business and personal associa- tions in the days when business was more in the nature of a game; when business was a system of trading; when men considered that there was a best end of every transaction rath- er than its being mutually profitable. We used to hear men talk about one of the fellows being a fine fellow per- sonally, but a hard man to do busi- ness with. Men used to “put one over” on each other when they could and still retain the friendliest relations in a personal sense—one man_ took his losses from another as in a poker game, like a “good sport.” But men no longer make these dis- tinctions. When one man injures another in his business he injures him person- ally. What a man is in’ business he is personally—there is no middle ground. If a man is dishonest in his busi- ness relations, he is in his personal relations. The writer used to think that a man could be honest in one rela- tion and dishonest in another, but this is not true because a man does as he thinks and if he is a straight thinker in one relation he carries the tendency into all relations. If two men are profitable to each other, either in the association of effort or capital, there is no reason why they should not be harmonious in all their relations and seek to protect each other against all out- side contingencies. If we study the harmonious rela- tions of two men we have studied all ‘the principles that involve the har- mony of society. We often hear of two men in the management or ownership of an in- dustrial or mercantile institution who have gone along for years without a breach. The secret of this is mu tual profit rather than one trying to take the advantage of the other for a whole profit. We can even go farther in a finer distinction than two men and say that the study of one man in his in- dividual conduct involves all the ele- ments of a harmonious society. A harmonious society is each mem- ber seeking to give a profit for that which he takes. : The discordant relation of a class and a mass involves the same human elements as those between individ- uals. David Gibson. —_>-- + ___ How Some Fishes Sleep. - The sleep of fishes is still very im- perfectly understood. From a guide book to the new marine museum at Madras it appears that certain sea perches regularly seek the bottom of their tank at night and remain motionless—apparently sleeping til morning. similar habit. un- Other species have a But some remain mo- tionless without descending to the bottom, and many others. keep al- ways moving throughout the night, seeming to take no sleep. Prof. B. Romeis, a French zoologist, has late- ly noticed a fish that shelters its young at night. The female of Para- tilapia multicolor hatches its eggs in pockets in her mouth and afterwards the young fry return each evening to the mother’s mouth, remaining until morning. —_>+.—____ Food for thought is more satisfying and fattening than thought for food. 13 Two Was a Crowd. “That was an annoying coinci- dence,’ said Mr. Biggins. “It took great tact to manage it.” “What’s the trouble?” “The pension examiner and the life insurance doctor both called on me at the same time.” +> 22 Giving customers time is often the same as giving them the goods. 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, 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. 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. SEEDS WE CARRY A FULL LINE. Can fill all orders PROMPTLY and SATISFACTORILY. x & Grass, Clover, Agricultural and Garden Seeds BROWN SEED CO., GRAND RAPIDS, MICH. -_ ~~ MICHIGAN = C zi : —— By SS ia = = ——a . «= = a SAE = YQ = DRY GOODS 6 = 8 rg eee Sey ee Se ANCY GOODS 4» NOTIONS: | 5 eS a = =. a ees 2 28 a —— z — » Review of the Principal Dry Goods Staples. Weather conditions have not been favorable to an early start in jobbing trade for immediate deliveries, and there is some complaint of slow de- mand from smaller merchants who buy for requirements. It is general- iy the opinion that business will be on with a rush for summer goods which have not been purchased in advance, and that there will be a clamor for deliveries which may be hard to make with the quickness buy- ers will expect. Wholesalers are doing a moderate and steady spot trade without any flurry of any kind, but admit they might handle more business. The wash goods departments have been busier for the last few days than they were earlier in the season, and the hosiery and underwear depart- ments showed increased activity. The demand for white goods and linens is steady. Carpets and rugs are do- ing well; and domestics are moving just as fast as retailers move their stocks. Reports from the retail trade are that there is evidence of growing consuming demand, and the outlook is encouraging for the pick- ing up of business any moment. There are many evidences of an unusually puzzling season in wash labrics, not the least of them being the difficulties metropolitan retailers have met with in selling special lots that have been priced for advertis- ing purposes and without regard to cost. Fine printed goods have not been selling as well as usual at this pe- riod of the year. Yet the call for dress goods in all quarters of the market, and the call for imitations of various kinds, is beyond the power of most houses to meet for this month. The gray goods markets tule quiet with prices still holding surprisingly steady on the heavier goods. Little change is noted from day to day in the condition of heavy colored cottons because of the well sold position of the leading produc- ers and the progress that is being made in distributing goods made by the manufacturing trades. : Business being quiet, merchants seemed to find time enough to talk politics and tariff. Conversation on these topics was. generally listless, however, as many men in the trade have concluded to attend to buying and selling for a time and let other people attend to the troubles of a more public character. Fall Dress Goods. The low end of dress goods con- tinues to hold the attention of job- bers. Enquiries for additional sup- plies are being received daily, but most of the mills are sold ahead so far that the kinds of. fabrics wanted can not be furnished. Mills which can supply all worsted and cotton warp staples are doing a very satis- factory business and the stocks that were held by one or two manufac- turers have been reduced to the low- est level in years. The way orders are being booked by producers that are still in a position to accept com- mitments for fall delivery make it ob- ligatory for selling agents to extend dates of shipment. Secondary dis- tributers, however, are apparently in such need of goods that they accept August-September deliveries readily. From all large producing centers come complaints that there is scarci- ty of labor. Lawrence seems to be in the worst fix in this respect. The mills are so short-handed that looms and spindles are standing idle. Were it possible to procure the usual num- ber of operatives, the market would be in a better position to meet the present demand for merchandise. Representatives of Western job- bing houses who are in the market report an excellent advance in busi- ness. In notable instances the vol- ume of business for the past six months shows an increase of as much as 30 per cent. compared with the same period of last year. Wash Fabrics. The distribution of fine cottons in retail and jobbing channels has been better in the past few days. It is not broad and active, yet there has been a distinct movement. There has been some demand for fine printed goods for quick shipment. Some of the dimities, printed checks and stripes and some of the staple lawns and fine printed foulards have been asked for in more satisfactory quantities. The demand for bordered prints of all kinds is stronger. Printed voiles and some of the finer grades of fine or- gandies have been selling much bet- ter. Printed stripes on sheer open weaves have been particularly good in some places. Lightweight sheer piece dyes have been asked for more freely. There is no letup in the demand for striped voiles, silk-striped poplin and voiles and fine white, piece-dyed and print- ed crepes. The heavy bodied cloth of all kinds are still in demand in larger proportion than the sheer merchandise. Piques, welts, bedford cords, fancy cords and rough fancy cottons of many kinds are being taken out of stock more regularly. Ratines of the better grades have be- come decidedly more active in some TRADESMAN quarters of the secondary markets, and some of the large Western dis- tributing centers appear to have gone lightheaded about this fabric. There is a growing call in the market for well made serges and whipcords in cottons, and the prices obtained on some advance lines of good quality, but attractive value give rise to the belief that a development of impor- tance on these is in sight. Rough Effects for Next Year. Several styles of fancy cottons are anticipating a stronger trend to rough cottons for the new season. Mere roughness without weight will not suit the demand. Some samples of new things are made of fine warps and coarse well rounded filling yarns. Others are made of novelty warp yarns and fine’ yarns, too, double warps being used, while the filling is coarse and soft. These cloths are being made in stripes of various kinds and will be available for skirts, dresses or waisting. Similar styles are in vogue abroad. Excelsior Gold Eye Needles Large Round Eyes Put up in Attractive Wrappers 100% profit Duplex Safety Pins Best Quality Extra Heavy Wire Superior Nickel Finish Write to your jobber for samples and prices June 26, 1912 There is reasonable certainty ex- pressed by stylers that goods of cot- ton on the dress linen order will be good sellers next season. Some cloths of this character have sold well at low prices this year, but the finer types of mills did not make many. It is possible, stylers say, to bring out goods of this character from combed yarn in fancy and plain weaves that will take on a good lus- ‘ter and will drape well for the pur- 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. EXCELSIOR MADE IN ENGLAND WHOLESALE ONLY of showing. and other wash fabrics we have ever had the pleasure Call and look it over at earliest convenience. GRAND RAPIDS DRY GOODS Co. Cor. Commerce Ave. and Island St. GRAND RAPIDS, MICH. We have now ready for inspection one of the best lines of Dress Goods Prints Ginghams White Goods —— June 26, 1912 pose now required among garment men. The modified ratines that are be- ing shown in samples are attracting a great deal of attention and on some lines buyers are asking convert- ers to hurry the goods out for the late fall. Voile grounds, poplin and rep grounds, and heavy weaves of different kinds are being decorated with ratine stripes and silk stripes, and the combinations secured are ex- ceedingly pretty. Crepes of fine and medium textures in white and color- ed yarns in fancy combinations are being prepared. 2-2 —__ Incidents in the Lives of Great Men. It is hard to teach an old dog new tricks and, after having kept his weather eye open for bargains ah his life, it is next to impossible for George Morse to have his attention called to a bargain and not take ad- vantage of it. He was recently of- fered the handsome resort property of Mr. Peabody, of the firm of Cluett, Peabody & Co., located on Spring Lake, which cost the owner in the Vicinity of $75,000. On account cr his removing from Chicago to New York, Mr. Peabody found it more con- venient to locate a summer home near New York City, and he, there- fore, offered the Spring Lake proper- ties for sale at about half what they cost. George Morse succeeded in inducing the owner to reduce his price to $25,000 and then offered him in exchange $25,000 stock in the Ca- nadian-Puget Sound Lumber Co., Ltd. As the stock is offered on the niarket frequently at $3 a share, with- out any bidders, George certainly put 11 over on the owner of the proper- lies by placing the stock or a basis of $5 a share—which was par value— and succeeded in doing a very hand- some turn, greatly to the satisfaction of himself and triends. The question which puzzles George’s friends is, What he will do with a $75,009 sum- mer home? He has become so ac- customed to loafing about town, or- dering his meat on the way down in the morning, inspecting the Morton itouse to see that everything 1s go- ing right, holding down the chairs in the Peninsular Club, talking politics and horse racing and the stock mar- ket with old acquairtances that his iriends can scarcely imagine him sit- ting on his wide verandas on the shores of Spring Lake, feedine chick- ens and sailing a boat for pastime. No doctor ever kept his fingers nearer the pulse of a patient than Boyd Pantlind has kept his ears close to the ground, so far as the iocal hotel situation is concerned. Long before the Ashton building was erected by the Pyihian Temple Asso- ciation, Boyd purchased the ground on which the block stands. When he sold it—at a handscme profit—he in- serted in the deed a provision that no liquor should ever be sold on the premises, thus placing an effectual embargo on the location ever being vsed for club or hotel purposes. When the owaer of the Livingston Hotel began looking around for room for expansion, Boyd quietly acquired title ta the old Park Place property MICHIGAN TRADESMAN next door, thus effectually preventing any expansion on the part of a com- petitor. Now that the Old Nationa) Bank is considering the rebuilding of the Hotel Pantlind, Boyd has secur- ed an option on a lot in the centei of the block so that no building Proposition in that blceck can be con- sidered which does not include him. When Charles R. Sligh and Heber Knott undertook to finance a com- fany to erect a hotel at the corner of South Division avenve and Island street, they soon discovered they were up against a stone wall, which had been deftly constructed by the cunning hand of our beloved fellow citizen. Mr. Pantlind has such cemplete control of the hotel situa- tion in this city that he can show cards and spades to any one who un dertakes to add to our hotel facili- ties without counting him in on the deal—all of which shows what a man can do who is adding td his private fortune at the rate of $100,000 per year and is not inclined to relinquish a hammer lock on the hotel bus:ness of the city which he has spent a lifetime in developing and expanding. Henry Idema says the Tradesman ought to acknowledge that J. S. Morton, President of the Graham & Morton Transportation Co., did all in his power to rectify the error of one of his men in filling the Idema gas tank with water instead ct gaso- line. He says it is almost warth while to have the accident happen tu see how anxious Mr. Morton was that the mistake should be rectijied and that ample compensation should be made for the delay and annovance. ‘the Tradesman is glad to make ti:is statement of the case in this connec- tion. — 2+ >___ Trade Winning Ideas. An exchange prints the two follow- ing suggestions: A furnishing goods house has on the backs of its sales slips the following: “A Personal Word of Thanks. We sincerely appreciate the Good Will you have shown in mak- ing this purchase from us. We can not build up a successful permanent Lusiness without your Good Will. Therefore, if your purchase proves unsatisfactory in any way, at any time, please—as a favor—return it for other goods or your money. We want your trade—we are bound to have your Good Will.” This is a new establishment, and this little personal note to its:custom- ers can hardly fail to make a favor- able impression—certainly a much better impression than the all too common and hackneyed “Customers will please report any inattention on the part of our employes,” etc., which not only does not tend to produce loyalty on the part of the clerks, but shows a too ready disposition to make the employes toe the mark while the management offer to as- sume none of the responsibility for dissatisfaction on the part of pur- chasers. An “unnamed picture” contest has been exciting considerable interest in ene large firm’s business. The scheme is to have a photograph taken each week which relates in some way to the business or to the goods which it carries. Sometimes it is a picture of an especially good window dis- play; again, it may show a salesman exhibiting some article to an intend- ing purchaser; or a man whose wife is assisting him to select a and so on, in great variety. Each week a cut of the photograph is published in connection with the firm’s advertising, and a list of half a dozen prizes. is offered for the six best titles descriptive of the picture. A large photograph is at the same time displayed in the windows, with full particulars of the contest, cravat, and 15 cards bearing reproductions of the same are distributed, and sent out with goods. There are no restrictions; any one may compete. Thus the interest is broadly distributed, and the firm’s name is a household word for the time being. _-————_ > A grouch never sold any goods. pe COHN ment. only is used. the ordinary kind. guarantee. FOUR GRADES: an introductory lot. Notice to the Retailers: 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. HOSIERY Registered U. S. Patent Office and Canada. Greater Value Cannot Be Put Into a Stocking We could easily cheapen Bachelors’ Friend Hosiery. could use, in the heel. yarn that costs half as much. stint on the use of the fine material that goes for reinforce- We 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. French welt—the best welt ever put on a seamless stocking. Two- thread looping machines make the toe doubly strong. You will find this a far better wearing. more comfortable stocking than It will save you money and trouble. The top is the genuine Six months’ 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. has them, send money order covering the amount and we will send you But if no dealer in your town The manufacturers are doing extensive No need of this since he wears Bachelors’ Friend. Large Stocks Prompt Service Right Prices “Paul srenelee t sans Wholesale Dry Goods Grand Rapids, Michigan MICHIGAN > TRADESMAN June 26, 1912 Wh ' s shy gs = d S (((U(1 | MS 2 W aN A\y AY = ALAN \3\%) a anal 1 NV i fi. RA CN an ooo) asa spill Ui syvnee Rec cane T erm LLY, ve Na" A i; F ey la ( 3 pl Shoe Styles and the Trade of the Big City. Written for the Tradesman. Styles originate in the big cities. In fact, movements of all sorts, good, bad and indifferent, originate in our big cities. Last makers and shoe manufactur- ers are very anxious to keep in ‘ouch with the trend of things in large met- ropolitan centers. A style that makes a big hit with the discriminating trade of one or more of our large cities will almost - certainly go well in the lesser com- munities. The big city trade is being nursed along very solicitously by shoe man- ufacturers not only because it is tre- mendous in extent, but also because the big city shoe trade (broadly speaking) calls for the better kinds of footwear. Of course there are some discrim- inating customers in all of the lesser communities, and even in the coun- try, for that matter; but the cities— and I am thinking now of the larger cities—are the biggest consumers of new and attractive footwear crea- tions. The wealth of the country is being more and more concentrated in our large cities. And in all of our big centers there are ever-increasing numbers of big-salaried people and large wage-earners. And there are continually increasing armies. of prosperous business and profesional men. And people of this kind spend large sums of money upon them- selves and their families. When it comes to buying a rela- tively inexpensive commodity such as a pair of shoes they do not haggle over the price. If the shoe pleases them they will have it regardless of If the shoe does not happn to price. strike their fancy they would not have it as a gift. : In addition to the large number of men and women in our big cities who can really afford to spend money lavishly, there are thousands and thousands of people who feel that they must keep appearances at any cost—especially when it comes to new and attractive apparel. And such people are quick to understand that they can not possibly “get over” with a prosperous “atmosphere”. unless their feet are modishly clad. Then every large city is naturally the shopping center of a tremendous territory contiguous thereto. People from near-by towns and villages are irresistibly drawn into the larger mu- nicipality by the real or alleged su- periority of the merchandise. This is, of course, a hardship on the mer- chants of the smaller towns and cit- ies that are so unfortunate as to be overshadowed by the larger munici- pality; but hardships that can not be cured must be endured. And I pre- sume this is one of them. So every big city. has a large num- ber of out-of-town shoppers. The merchants of the big cities are very solicitous about the business of their out-of-town customers. When all of these things are con- sidered, one can readily understand the causes that combine to make the big exclusive city shoe store a most populcus and prosperous mart. With the sort of prestige and clientele that some of these stores enjoy, the busi- ness of retailing shoes should certain- ly be a pleasant and profitable thing under the sun. During business hours there is a continual stream of shop- pers—and, as elsewhere intimated, most of them are calling for the better values in footwear. They want new and stylish shoes—and they are willing to pay the asking price. In view of the immense volume of business that some of our big city shoe merchants do each season, it is easy to understand how they can get a line on current trend in shoe fashions. And it would be droll if they did not learn to forecast with considerable precision the style-fav- orites of the near future. Dealers of this kind can very well afford to buy more special styles than smaller shoe dealers—more millinery shoes, more of the snappy, ultra, smart and novel- ty sort. They have calls for this class of merchandise, and they can turn it to advantage. In view of these things shoe man- ufacturers are, as I have said, very anxious to secure the business for big city retailers; for this not only gives them a copious outlet for their prod- uct, but it also enables them to ac- quire a sort of prestige that they might not otherwise enjoy. Thus the really progressive shoe manufactur- er makes it a point to keep fully in- formed on the newest and latest de- velopments in the big style-centers. Now this brings me to the princi- pal point in this simple preachment. If enterprising shoe manufacturers find it so advantageous to keep in touch with the newest and_ latest trade developments in the big cities, why should not shoe merchants of the smaller towns and_ villages throughout the country keep their eyes focused on the big trade cen- ters where things of momentous con- sequence in shoe retaildom are con- tinually going forward? Since the big cities are pace-setters in the matter of styles in footwear (as in other ar- ticles of modern apparel), knowing what is now doing in the big cities is tantamount to knowing what will presently be doing in the smaller communities. “Tt is not often I get stuck on a slow seller,” said a merchant friend of mine, whose shoe store is one of the largest in a county-seat town of some thirty-five thousand inhabitants; “and the reason is I keep posted on the very latest style-developments in New York and Chicago. To me the most interesting valuable portions of my trade journals are those portions that give me live tips on what is go- ing in the big cities. “And not only that, but I also read letters from the big shoe centers—l and pumps. ular demands. This Is A Season Of White Footwear We have a full stock of white shoes, Oxfords Refer to our catalog and order to-day. Business Is Good for the merchant who is prepared to meet the pop- Hirth-Krause Co. Shoe Manufacturers and Jobbers Grand Rapids, Michigan mean the emanufacturing centers. I try to keep informed on what the manufacturers are saying about pres- ent calls, and what they are antici- pating in the way of future calls. “You see it’s sort o’ this way: I just let the big fellows try out the new leathers and lasts. They have more money than I have, and they can better afford to take the risk. And, moreover, with their immense patronage they can try out the ex- periment on a much larger scale than I can with my limited trade. If the style wins out, I make it a point to find out about it just as soon as I can. Then I duplicate that last as nearly as possible—and get busy. So by the time my customers begin to call for the new style they have seen in the city, or heard about from city reports, I begin to feature the new arrival in my advertising.” This sense of awareness, which my dealer-friend has sought to cultivate, no doubt accounts in large measure for his success. And he is, relatively speaking, a very successful merchan- diser. During the last ten or a dozen years he has built up a splen- did business—and he started in with less than $5,000 capital. The trouble with so many shoe mer- chants in the smaller towns and cit- ies is that their attention is focused on the local field. It is vastly im- portant, of course, to know local conditions, local capacities, local tastes, local limitations and local pe- culiarities. But along with this par- ticular knowledge’ about local mat- ters there should be this informa- tion about style currents and style counter-currents in the larger cen- ters. For such knowledge is essential to anticipating to-morrow’s call; and it is the call of to-morrow that proves the wisdom (or the unwisdom) of to- day’s buying. By all means keep your weather eye on the doings of the big trade cen- ters, where styles in modern foot- wear are made and unmade. Chas. L. Garrison. . —_>+>—____ Going at full speed is not always going fast. It all depends on how often you stop to take breath. | —_> +> Some people spend more time get- ting ready to get busy than they consume in all the work they do. June 26, 1912 NERVOUS OVERSTRAIN. Avoid Excessive Call on Mental and Physical Strength. In a brief consideration of the dan- gers of overstrain I will endeavor to demonstrate a few ideas from the viewpoint of a physician. In the first place, by overstrain is ineant the excessive call on the men- tal and physical strength of an indi- vidual in the pursuit of any of the varied interests of civilized life. This may be actively along the line of business, finance, literature, the professions, politics or the indul- gence in pleasures and social dissi- pation. It makes no difference what tlie object is, a race after or an un- due devotion to any pursuit in life with a disregard of sufficient inter- vals of rest and recreation will sure ly, sooner or later, work harm to the vital powers and delicate machinery of those wonderful bodies and minds with which the Creator has so gen- crously endowed us. You are quite familiar with the strenuous efforts put forth by men eager in the pursuit of finance, by the captains of industry, by the am- bitious politician, the hard working professional man—all toiling at top speed; some to amass fortunes, some to advance science, some to gain knowledge, some to secure social em inence and all unwittingly sacrificing themselves in the attainment of their ambitions. It is true the world is the great gainer by the strenuous work of these energetic men and women with great ideas and tremendous energy, for it has profitted hugely by thei iabors. All the greatest discoveries, inventions and_ researches; all the vast promotion in industrial art; the growth in civilization and the broad- ening in National conquest and ter- titory; the building up _ of colossal fortunes; the undying works of art, Listory and poetry, and the advance- ment of the Christian religion to the ends of the earth have been largely accomplished by mono-maniacs_ of men with one dominating purpose. Moses, Columbus, Savonarola, Mar- tin Luther, Watt, Isaac Newton, Morse, Lincoln, Tennyson, Longfel- low, Edison and hosts of other mas- ter minds gave their best to the world and civilization has grown to iis present fullness largely through their exertions. Some of them were giants in con- stitution as well as in mind and they were preserved to work out their richest ambitions, but most of them broke down before their time, be- came neurasthenics and _ pessimists before they had accomplished their fullest possibilities. Had they been more moderate in their labors and conserved their strength, their achievements would have been great- er and civilization have _ been still richer. The present age, more than any other in the ‘past, is one of high speed. Men are straining every nerve te attain some indefinite height in the pursuit of an ambition, putting their whole mind and body into the contest, Josing sight of the fact that MICHIGAN TRADESMAN there is a limit to human exertion. They are not satisfied with a mod- erate result sufficient to meet all the requirements of an adequate compe- tency. They must be at the top and the result is physical and nervous breakdown. They are old before their time. They become victims of nerv- ous prostration with its mental de- vTession, insomnia, suicidal tenden cy, arterial atheroma, chronic Bright’s disease, cardiac weakness and nerv- ous dyspepsia. This condition is known to. the world as the American disease—neu rasthenia—and afflicts men and wom en alike. Physicians in this country cee many such cases, generally in a more or less advanced stage, for peo- ple will not heed earlier warning. They have no time to be sick. They temporize, maybe take a day off (us- ually on a holiday). They do not even test on Sunday, that day set apart by God for cessation from all labor by man and beast. Our neighbor, the Dominion of Canada, is wiser in. this respect than we are. With them the Sabbath is a day of absolute rest; no street cars, no big Sunday news papers, no beer drinking, no pleas- ure resorts nor vaudeville. Tired na- ture takes an absolute layoff. If they do not attend church services (ana most of them do) they give their minds and bodies complete relaxa- tion. I recollect reading an experi- ence in a Grand Rapids paper about twenty years ago, written by the edi- tor, of a Sunday he spent in Toron- to. He made great sport of the fact that he could not purchase a newspa- rer nor a cigar nor get his boots blacked; not a street car running, everything was as quiet as the woogs. He said that the spirit of the Holy Ghost seemed to pervade the whole city. I was: rather proud on reading this story of my native land that Ca- nadians, although considered slow and a little behind the times, were still conspicuous in their observance of the Lord’s Day. One day in seven is none too much to allow for contemplation of the spiritual needs which we so frequently are prone to neglect. These neurasthenics, heedless o1 the first warnings of tired nature, race along in their strenuous efforts, thinking that some day when they liave more time or when they have completed their task they will take a lay-off—a few weeks’ vacation. In the meantime many in order to whip up their poor tired nerve cells resort to alcoholic stimulants or opi- ates or other sedatives. A sad incident occurred in this city a few weeks ago in which a former minister of the gospel be- came the victim of hard work and fig- ured in the local police court. For the iast two years he had been engaged in promoting the temperance cause in the interest of the local option movement. It was said of him that he was the greatest worker in the field. he preserved the cause in eleven counties and added four new dry counties to the quota in this State. His great labors brought on nervous exhaustion, and to quiet his excita- - established manufacturing By his own personal efforts’ bility or brace up his tired nervous sytem he resorted to morphine, that most dangerous of drugs, with the re- sult that he lost control of himself. In a period of utter weakness he ap- propriated a cheap brass clock from the stock of a local merchant, was at rested and haled before the police” judge. There he was considered a criminal and fined $40 or imprison- ment. This whole procedure was, to my mind, a mistake, to use a mild term. The man was not a criminal. He was sick and should have bee. taken to a sanitarium instead of the police cell and nursed back to health rather than given a jail sentence. He 1s to-day a broken down, disgracea individual, a man with an ineradicable blemish on his character, a reproach to himself and the cause in which he labored, and a disgrace to his family. J have in mind another victim of overstrain, who through a period of business depression broke down and was forced to. dispose of a well- concern He contracted extreme nervous irri- tability, insomnia and nervous dys- pepsia. It took him seventeen years of rest to get on his feet again suf- ficiently to get back into the game. I saw another man a few days ago who is a neurasthenic from _ over- work. From a capital of $70 he has accumulated considerable wealth. This, however, he has accomplished at the expense of his health and com- fort and is now a broken down indi- vidual, afflicted with the usual symp- toms of nervous exhaustion, resort- ing to alcoholics for relief and pre- 17 senting a thoroughly broken condition in mind and body. We all recognize many similar cas- es among financiers, promoters, pro- fessional men and captains of indus- try. Victims of strenuous exertion, most of them are conscientious in their work, but they are unwise in attempting to remove mountains when mole hills would have been more commensurate with their ca- pabilities. We find many victims of over- strain among women who pursue so- cial frivolities to exhaustion, eating late suppers of stuff that is difficult to digest and possessed of little. food value, playing bridge, dancing, get- ting insufficient sleep and arising in the morning with tired nature unre- freshed. The student attending college is very liable to draw too heavily on his natural capabilities. He is con. scientious, a hard worker and anx- ious to make good. He is apt to veglect recreation and physical de- velopment and, although he may achieve honors, he does it at the ex- pense of his vitality. As well as the intensely active in- dividual, there is the passive victim cf overstrain, those who do not achieve the strenuous life but have it thrust upon them; who through force ot circumstances have burdens and worries laid upon their shoulders which wreck their health and energy and weigh them down to an early senility. These should have our greatest sympathy and forbearance. They are found mostly among the down Our Shoes Are Positive Profit Producers They are all the year around quick selling staple footwear. made from the best grades of leather known for work shoes. by expert workmen in a factory equipped with every modern shoe- making appliance. wear quality at a moderate cost, They are just what the public wants. superior We go everywhere for business. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. Ti cacetesitinantannentiiatl snitch cht Ee saa ae ee ta meg eee ee oe 18 sai orhcd ecadenieet nee ain teas nena June 26, 1912 poor or those of moderate circum- stances, men and women’ of families and small large incomes; moth- ers are fagged out caring for chil- dren, maybe with physical disabili- ties incurred in bearing their off- spring. They are nervous, careworn and physically and mentally tired cut. They become old before their time. The only rest these mothers have is the two weeks’ lying in bed each time a new baby comes. We can not pay too much honor to these mothers of nations who sacrifice their strength in the interest of their chil- aren and whose only recompense is the happiness in seeing them grow up to be honorable men and women. If people were sensible enough to heed the first warnings of tired na- ture and moderate their pace, all might be well. If a piece of machin- ary begins to lose power we know something is wrong and we immedi- ately take steps to remedy the inefh- ciency. We give it more oil or re- pair loose bearings or clean out old debris. So it should be with the hu- man machine. When that tired feel- ing comes that is not relieved by sleep and temporary rest, when nerv- nus irritability, loss of appetite and weight, persistent insomnia and hag- gard facial expression, headache and a weak heart action supervene, it be- hooves us to sit up and take notice. The first and most important reme- dy is rest—absolute rest. Let the tired, nervous business man, the wornout clergyman, the fagged out attorney, the hollow eyed, careworn mother drop all duties and get away for relaxation of mind and rest of the weary body. Tired nature wilt soon feel relief and spring up into renewed activity. Very often aman leading a strenuous life is arrested in the progress of his activity by some acute illness, like typhoid fever, or lie experiences an accident resulting in a broken limb, forcing him into a period of idleness. These afflictions are very often blessings in disguise. The mind and body experience a complete relaxation and every tissu has a chance to quiet down and re- cuperate. Of course, I would not ad- vocate the contraction of an illness or the seeking of an accident in or- der to break a leg as a remedy for nervous prostration, but physicians cften notice that these calamities do have a beneficial effect on a tired nervous system, illustrating the fact that absolute rest is a very good thing. The next remedy is change of scene, and the best change is to one where the individual’ will have the opportunity of getting close to rug- ged nature. Get back to Mother Earth, in the woods and mountains. Take sea voyages. Get away from telephone, street cars, the noise and din of the city and the daily news- Food is of the greatest im- paper. ; portance; simple and_ nourishing, milk, eggs, beef steak, bread and butter, fruit and vegetables. All stimulants should be avoided. When a man begins to run down he often resorts to alcohol to tone him up or opiates to tone him down. We takes a whisky bracer to put more steam into him or to stimulate MICHIGAN TRADESMAN a flagging appetite. He resorts to opiates and other soporifics to induct rest and sleep or headache powders and bromo seltzer to quiet his tired brain. All these are not only f no real benefit, but are positively harm- ful. They are like the whip to the tired horse. Alcohol and drugs have ro place in the treatment of over- strain. One of the real dangers of over- strain is the tendency this activity has to the contraction of chronic organic lesions, particularly Bright’s disease, nervous and catharrhal dys pepsia, the lack of proper assimila- tion of food and sufficient elimination of waste material. There is no other one thing that will influence the contraction of these conditions more than the in. dulgence in alcoholics and especially with the individual who takes them rather steadily as a stimulant to a flagging nervous system or a tonic to a poor appetite. The fortunate man is the one who is able to be moderate in his la bors, for all must work. The drones in this universal hive of industry are more to be pitied than the workers who labor even to exhaustion, but the man who pursues his avocation with temperance is the man who enjoys better health, is happier in his work and is the man who lives longest, pro- ducing greater results than the high speeder who races in the accumula- tion of wealth or burns the midnight oil in scientific research. It is hard to stem this twentieth century speed. It looks as though it had come to stay and, more than that, the rate will probably be in- creased rather than diminished. The one ray of hope is that we are recog. nizing the fact that we need shorter periods of labor; that we need more outdoor air; more playgrounds and breathing spaces; safe places for chil- dren to bathe in in summer and to skate and play hockey on in the win- ter. This city did a splendid thing in providing recently additional parks and playgrounds for the people’s recreation and a supervisor and as- sistant to direct the enjoyment of them. The mechanic and laboring man are gradually having their day of labor reduced in length. The State Leg islature has enacted that the labor of women shall be limited to fifty-four. hours per week. Half holidays are in vogue every week in many indus- tries. People are realizing the neces- sity for better ventilation and out- door air, of cleaner milk and pure food. This general movement toward sleeping outdoors or indoors with windows widely opened, winter as well as summer, and the extermination of the fly is having a very beneficial ef- fect on the general health of the peo- ple, as well as on tuberculosis, in the interests of which the movement was first inaugurated. In the interest of good health and ws a safety valve for the busy man or woman, it is a good thing to have, l-esides the regular avocation, a hob- ty; something that will set in mo- tion other interests than those re- quired in the daily work; something that will divert the mind. A person. whose occupation embraces a variety of things is not in as great danger from overstrain as is one whose whole attention is absorbed by one interest only. I would say to these latter, especially, get interested in something besides business or study. Let it be a garden, fancy chickens, amateur photography, golf, a carpen ter shop in the basement, anything to divert the mind from the daily grind and turn it into other channels. A hobby develops other muscles and brain cells and relaxes those in daily use in the regular avocation. Be- sides, it will afford a good deal ot pleasure when one gets interested in it. In considering this momentous subject in a few words, I would say, avoid overstrain by being temperate in all things. Be ambitious but mod- erate. Do the world’s work, but mix it well with recreation and diversion. Have some other interest outside the 1egular duties. If that tired feeling comes on with nervousness and _ in- somnia, avoid all stimulants and brain sedatives. Eat good nourishing food and breathe outdoor air. Take a few weeks off and get away to the woods and streams. Forget your business and give the tired nerve cells a chance to recover normal vitality. If- you have not burned the lamp too long, you will soon regain your health and be able to come back to your la- bors with renewed vigor. Then be careful to avoid the danger again. Take things easier. You will live longer and happier and accomplish more. Dr. John A. McCall. ——»>->—___ Just a Starter. In order to impress upon his con- gregation the length of eternity, a colored preacher used the following illustration: “If a sparrow, breddern, should take a drop of water from the At- lantic Ocean at Coney Island, and with this drop of water in his beak should hop a hop a day until it reached the Pacific Ocean at San Francisco, and when it got there should let the drop fall into the Pa- cific, and when this was done should turn around and hop a hop a day all the way back to Coney Island and get another drop and do the same thing over, and keep on doing this very same thing until it had carried the whole Atlantic Ocean over into the Pacific, it would then only be early morning in eternity.” —_2+2____ Had a Good Defense. “Look here,” said the guest, “things around here are just about as rotten as they make them. When {! went to luncheon I found hair in the ice cream, hair in the honey and hair in the apple sauce.” “Well,” explained the genial propri- etor, “the hair in the ice cream came from the shaving of the ice, and J suppose the hair in the honey came off the comb. But I don’t under- stand about the hair in the apple sauce. I bought those apples myself, and every one was a Baldwin.” Keep Your Eye on 2 Here is One Popular Look These Over No. 6430 Tan Russia Pump Welt. D..... No. 6990 Black Suede Stag Fite Mek. DD .... No. 6921 White Canvas rump, MeRh. Doo oe No, 6121 X White Nubuck Button Oxford Welt 0... tbat lesa sete see es Geb be ee $2 10 ee - 2 Winer, Embodies.all that the name implies This is style No. 6420 At $1.75 White Canvas Goodyear Welt D-wide TERMS: 10% in 10 days Net 30 days D. 1 60 1 25 2 35 The Michigan People Grand RapidsShoe ® Rubber Grand Rapids June 26, 1912 WILL POWER. How It Predominates Over Physical Disadvantage. Almost anything seems to be possi- ble with man—it is simply a.,matter of will. A few years ago a young man in a New York department store who weighed less than 126 pounds, height under 5 feet, 4,inches and legs scant 30 inches, resolved to become a long distance runner. Old professional trainers told him it was no use—his legs alone were against him—his stride too short. But somebody had told this young man what Abraham Lincoln said when asked how long a soldier’s iegs should be. Lincoln, without any hes- itancy, replied that they should be exactly long enough to reach from his hips to the ground. What applied in a case of a soldier evidently applied in case of a runner, for as a result of several years’ per- sistent effort, this fellow won © the Marathon race, twenty-six and one- half miles, of the International Olympic games in London, and against all the world’s contestants. Even a year before, in Boston, he ran twenty-five miles in two hours and thirty seconds. Think of it, man with his superior intelligence, by simply exercisig his will, can out-distance a horse, with all that animal’s natural, superior physical equipment. The average horse, under average conditions, would require five hours to make the ‘same distance—you could not find one horse in twenty- five on the average city’s streets that could make it in four hours. The world’s record for long dis- tance horse travel is but one hour, forty-seven minutes and_ fifty-nine seconds, and was made by General Taylor in 1846, but on a perfectly lev- el track and under ideal conditions. Even an army saddle horse travels but forty miles a day at a dog trot, and over average roads, according to Government tests. This London Marathon race wasa good example of the fact that many start but few finish. An_ energetic young Italian was way ahead at first, but the pace was too fast for the last five miles; he fell back; he could rot keep it up, and the American, who had husbanded his strength, won out. So it is with business and all the affairs of life. We have all seen some galoot come to ‘town, handi- capped by the lack of normal men- tal equipment and special training, yet beat everyone out on the finish. It is simply. a case of will predom- inating over physical disadvantage. He worked while the more confi- dent ones slept. The natural and acquired equipment for a pursuit frequently gives us over confidence: We rest on confidence, while the other fellow, knowing his weakness, forges on by force of will. Handicaps do not hurt a man with 2 semblance of will; they add strength to it. : Handicaps are spurs to the will. mental MICHIGAN TRADESMAN Nature, when she takes away one faculty, usually adds strength to an- other. A blind man has accomplishments that we do not have. A one-armed man soon learns to button his cuff with his teeth. A lazy man is frequently success- ful by the fact that his defective ener- sy is made up of brilliancy. A dull man is frequently successful by rea- son that brilliancy gives place to energy. Each may outstrip the other by simply applying the will. It is all according to the amount of will that each applies in overcoming his handi- cap. Men without natural handicaps fre- quently apply them by resolve to spur their will, A man resolves to do a certain amount of business in a year; after he has done it he finds it easy enough and resolves to in- crease the amount during the next fiscal period and thus progress. David Gibson. . ee : Fighting the Goliath of Modern Times. Once upon a time, according to Sacred history, a very young man, in reality a boy, went out to fight a big giant. There is no record that the boy was even large for his age. He was fair to look upon and had a rud- dy countenance, showing that he was in good health. He had no armor, but his simple shepherd sling, used in his business of caring for and pro- tecting sheep. The giant was fully armed with all the appliances known to warfare at that time, but the boy did not falter. What he had to fight with he knew how to use. His ex pertness was his salvation. He had confidence in his own ability. He had no fear. He did not hang back and wait to see some other person do the killing. He did not wait for the ene- my to come for him. He went after the giant. Country merchants are fighting the Goliath of modern times which 15 better recognized as the mail order house. No one question its bigness. No one minimizes the advantages it has in the way of immense capital and trained men to operate all the branches of the business. It is well equipped, and it can fight. But the little-David-country-storekeeper can fight, too, if he only knew it and be- lieved it. He has a few pebbles in kis hand which can be thrown with deadly effect, if he only propels them expertly and with confidence. They are his’ opportunities for getting next to his customers, and taking such cood care of them they will not want to run away from home to spend their money. He should take a lesson from David in running to meet the Philis- tine giant. He should not wait until the mail order house has gotten the customer away and then go to bring him back. It is a better plan to keep the customer from going away. This is meeting the giant more than half way. Show the public in your com- munity that you have the goods, and the enterprise needed for proper con- duct of a store. To do this it is nec- essary to keep after them so they: will not forget you. You should make trade extension tours to the doors of the inhabitants of-your com- munity, and follow this personal so- licitation’ up with numerous letters. Use the mail yourself. Do not let the mail order house have a monop- oly of Uncle Sam’s means of distrib- uting information. Keep after the reople all the time, and yot: will get some of them for customers all of the time, and all of them for cus- tomers part of the time. Se Cen Activities in the Hoosier State. Written for the Tradesman. The city sealer of weights and measures at Evansville has been test- ing the different brands of flour on sale at the stores and finds many of the sacks are short weight, running from two to nineteen ounces below the labeled weights. Angola has purchased 16,500 gal- lons of oil for use on the streets. The expense is figured at about $3 per front foot, the money having been raised by subscription. The ex- periment will be watched with inter- @St. The Deister Machine Co., with $200,000 capital, has been organizd at Ft. Wayne and will build a large factory. 19 The Indiana Retail Jewelers’ Asso- ciation held its annual meeting at South Bend June 17 and 18. Wal- ter H. Mellor, of Michigan City, was re-elected President and the conven- tion goes to Indianapolis next year. South Bend has engaged a land- scape gardener to prepare plans for the extension of Kaley Park. Band concerts will be given Sunday eve- nings in each of the five city parks. Indiana’s new school for the deaf, located near Indianapolis and costing a million dollars, was recently dedi- cated, with Governor Marshall as the principal speaker. The annual picnic of the grocers’ and butchers’ of South Bend will be held at Hudson Lake July 31, the trip being made by interurban roads. South Bend grocers are discussing a co-operative delivery system, and L. H. Rulo is chairman of the Com- mittee investigating the plan. Almond Girffen. The Line That Gives Satisfaction 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 t to eas hee Fubber boots and shoes. cx PoeMeumadRUbber 224 226 SUPERIOR ST. TOLEDO. OnI0. The “Bertsch” The style is there all right. show them. 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. QUALITY STANDARD was set years and years ago. buyer of material and every workman in the factory knows that the product must measure up to 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 is Replacing a A HIGH Every Just drop us a card for cata- It’s no trouble to HEROLD-BERTSCH SHOE CO. GRAND RAPIDS, MICHIGAN Si ied clan en Fe Ce ee ee eee Ne idialiadeaisdichaecitasemmiaiiatatmantena atime MICHIGAN TRADESMAN June 26, 1912 Coney Cie FZ pee ‘ <7 fo) : 27 Ts ae one s Should Marriage Be an Industrial Partnership? Written for the Tradesman. The Desmonds are both practicing physicians. Drs. Henry B. Desmond and Kate R. Desmond, the names read on their office door. They took their medical course together shortly after they were married, and it is pleasing to note that they are making a success of life professionally and ctherwise. They are very congenial and happy and never seem to tire of © each other’s society. Their ways of doing things are in the main much alike, and so they work well together. While he is stronger, more forceful, more deter- mined, and she gentler, more sym- pathetic and intuitive, these differenc- "es only seem to be of advantage. Some patients need his qualities es- pecially—some prefer hers. Very many seem to improve most rapidly under the combined attentions of both, and they practice in this way a great deal. They consult together over almost every case. In a very pleasant little home they. spend most of their time when not in the office and not visiting patients, and they pursue a system of very light housekeeping, taking many of their meals out, especially in busy times. While both are enthusiasti- cally devoted to their profession, they do not lack the things which go to make up domestic enjoyment. Their office has a restful, homelike atmos- phere. A_ sentence from Elizabeth Stuart Phelps applies to them very aptly: “Wherever they are, there is the spirit of home, for they two love and they are together.” It happens the Vanteens live near neighbors to the Desmonds. Mr. Vanteen is in business and Mrs. Van teen helps in the store. But they do not harmonize—indeed, they are for- ever “scrapping.” Mrs. Vanteen does not approve of Mr. Vanteen’s man agement—his buying, his financier- ing, his employment of help. She fnds fault and nags_ continually. Their clerks, customers and all their acquaintances know of their constani cisagreements. Mr. Vanteen has frankly soured of life. He often is sullen and morose and it is rumored that he is drinking heavily at times, although ten years ago, when they were married, he was a young man of no bad habits whatever. Their little girl, Edith, has the un- pleasant ways of a child brought up in a discordant atmosphere. If hei father corrects her for impudence or disobedience, she runs to her mother, who promptly sticks up for her. When Mrs. Vanteen tries a little dis- cipline, the process is simply revers- ed. The child is painfully old and sharp and worldly wise. Her chief di- version is scolding her dollies. Further description is unnecessary. My readers all know such couples as the Vanteens. The question is, would their marriage have proved a happier one had Mrs. Vanteen con- fined her energies to her housekeep- ing and the training of Edith, and left Mr. Vanteen to paddle his own canoe in business? The Barnells are another couple living near the Desmonds and the Vanteens. Mrs. Barnell lately has been silently studying the cases of both the other families to get some light on what is now to her an im- portant problem. Mr. Barnell is a lawyer. He has considerable ability and will doubt- less make good in time, but just now he is having the struggle to gain a foothold which is common to young men in his profession. They have no children. During the five years they have been married Mrs. Barnell has given her time mainly to her house keeping, but has found abundant leis- ure for club work, church activities and entertaining her friends. They have a cunning nest of a home and Mrs. Barnell enjoys heart- ily the life she is living, yet she oft- en feels that she ought to help her husband more directly than she now is doing. By entertaining less, abridging her outside activities and simplifying her housekeeping she could have several hours’ time every Gay. She has been thinking of go- ing into her husband’s office. She would take the place of the stenog- rapher at once and save the salary that is paid her. Mrs. Barnell is bright and well educated and feels that soon she could be doing far more for her husband’s law business than any stenographer and typewriter he can employ. She is personally popular and would have a pull with clients. Even now he often talks over his cases with her at home and considers it very much worth while to find out how things look from her point of view. 5 The question over which charming Mrs. Barnell is just now puzzling her brain is just this—if she changes lier present mode of living and goes to work in her husband’s office, will the outcome be like Mrs. Desmond’s o1 like Mrs. Vanteen’s. She knows her husband always. has deemed her society a great pleasure; but will he enjoy her constant presence? Can she fill in and round out his work, can she supply where he may lack, can she strengthen and sustain him—or will she annoy and rasp and _irri- tate? She has sense enough to know that a wife, if she be a person of ability and force of character like herself, can not work in the same impersonal way that the office girl does who has no direct interest oth- er than earning her pay. In the na- ture of things the wife must be a far greater help or else prove just a vexing hindrance. I rather think Mrs. Barnell will de- cide to try the experiment and I be- lieve she has the tact and insight and self-control that will enable her to win out. But because this plan may work well in the case of the Barnells and unquestionably is working well in some exceptional cases like the Des- monds, it is not without the defects which may become manifest in such a case as the Vanteens. Where there is any lack of congeniality, any in- compatibility of temperament, where cne is systematic and methodical in ways of working and the other is spasmodic and_ disorderly, where i¢eas and methods can not be har- nionized—it certainly makes for peace and happiness, or at least for less of discord and unhappiness, if the hus- band does his day’s work in one place and the wife hers in another. If the wife has leisure and wishes to earn, it may be better to get employment from some one else, or to take a few boarders or roomers, than to try to mix in with her husband’s business. The problem that confronts Mrs. Barnell and every woman contem- plating a like course is an individual one and must be worked out accord- ing to individual conditions and cir- cumstances and temperaments. No rules can be given that will apply to all cases alike. Let nothing that has been said dis- turb the serenity of the woman who finds her time and strength fully oc- cupied with the work of her home. Let. no suspicion enter her mind that she ought to get out and be “do- ing things.” Where the husband is well able to provide support and the wife is domestic in her tastes and happy and contented in the care of her household, there is no better ar- rangement for the average married pair than just this, and certainly none that so fosters high ideals of family life, or so well allows for the good bringing up of children. The pro- fessional or industrial partnership, if ever so successful, must be regarded as adapted only to exceptional cases, and is not to be counseled for gen- eral adoption. Quillo. 2s Her Think. “IT once thought seriously of mar- rying for money.” “Why didn’t you, then?” “The girl in the case was a think- er, too.” —_+2>___ Couldn’t Tell. “Have you a good cook now?” “IT don’t know. T ‘haven’t been home since breakfast!” Surely this world is large enough for you and all your rivals. All Good Things Are Imitated Mapleine (The Flavor de Luxe) Is not the exception. Try the imitations yourself and note the difference. Order a stock from your jobber, or The Louis Hilfer Co., 4 Dock St., Chicago, Ill. Crescent Mfg. Co., Seattle, Wash. Watson - Higgins Milling Co. Merchant Millers Grand Rapids i Michigan Satisfy and Multiply ' Flour Trade with “Purity Patent” Flour Grand Rapids Grain & Milling Co. Grand Rapids, Mich. Your Delayed TRAC Freight Easily and Quickly. We can tell you how. BARLOW BROS., Grand Rapids, Mich. Just as Sure as the Sun Rises EOIN INODNED “FLOUR Makes the best Bread and Pastry OU eNcee mate brand of every this ns suecess for no recommends reason aoe ToS eb amen dealer w ie Not only can you hold the old Customers in tine, but you can add new trade with Crescent Flour as the opening wedge. The quality is sple always uniform, and each pi chaser is protected by that iron Ke ave orton CCKCRTMMESRAYSET| faction, Make Crescent Flour one of your trade puliers— Tamcomn Seles tomers Kourou vaca ene n te recommend discriminating cus- ME Tt Tem etry AS ET h June 26, 1912 SHOW CARD WRITING. Truthful Statements Build Most Sat- isfactory Business. Why should you learn show card writing? Because it will double your sal- ary. Because you will be indispensable to your employer. Because it will enable you to ob- tain a better position. These are only three of the many answers to this question. Life is a hard battle at best, and our daily bread depends upon our ability to earn it. In order to secure our share of the necessities of life we match our wits and ability against the next fellow and the best equipped man wins. Capable and skilled penmen are numerous nowadays—so numerous that a man does not find it an easy task to supply himself by fancy handwriting. With the various office equipments now in use there is very little demand for good handwriting. In former years, before the type- writer was invented, a man who was able to do good, plain, legible hand- writing was greatly in demand. Ability to do plain and fancy let~- tering in imitation of print is an ac- complishment that few possess. This is very largely due to ignorance of the demand for it. The business of lettering offers a field not overcrowded, and one where there is actually a lack of competent workers. The general opinion that one must be «a good penman in order to be- come a good letterer is altogether mistaken. It has been proven that many whose handwriting is of the poorest are capable of becoming ex- perts in the art of lettering. Any one with ordinary ability, good brushes and pens, clean hands and paper, may instruct himself in many of the simpler forms. It would be well for him to copy small-sized, artistic type, such as may be found in any of the magazine advertise- ments; after which he should pur- chase a book of alphabets and con- tinue to practice from that. Patient and faithful practice will make perfect, provided the student does not allow himself to draw care- lessly, and never fails to keep all his lettering materials clean and neat. The work soon creates an interest never before thought possible, be- cause it offers such a variety and makes such a good showing. Of course, practice under a good, competent teacher will enable one to grasp the smaller details much cuicker, but anyone who is interestéd enough to try will find that he is well able to teach himself. The demand for show cards is enormous and the prices paid for them are good. Why shouldn’t you come in for some of this money? Get busy and try. The man who knows how to write show cards is fortunate. He can get sales for almost anything salable. His argument can be effective and his logic reasonable. It is not be- MICHIGAN TRADESMAN cause he is a good scholar, but be- cause he knows what will appeal to the prospective purchaser. The fac- ulty of knowing how to tell of a thing, and. why it should interest the individual, in a few, short, terse sen- tences, is what constitutes the value of the show card.. A pair of sox in a show window without a price ticket is simply a pece of merchandise, but the mo- ment a price ticket is placed on them they become the answer to an un- asked question. Let your showcards ring with the truth. If the other fellow wishes to misrepresent his goods, you do not have to follow his example. Even if it does seem to you that his meth- ods bring more trade, it is only for a time; sooner or later he will be found out, and the man who has al- vays given a pound for a pound and a yard for a yard will be the gainer. He will live to be proud of his repu- tation and the community will be proud of him. He will have nothing te be ashamed of if he knows that his statements are true and his goods honest. “When I opened my first store,” said a veteran storekeeper, “I swore I would get along without show cards.” “And did you get along?” “Oh, yes, I got along. I got along in less than three months. When 1 had saved enough to start another store I used show cards, and I have been using them ever since.” Have you a blank wall on the side of your store? If so, why is it blank? Do you know you are: wast- ing one of your best advertising spots? Other men are willing to pay for the privilege of using that blank wall and if it is worth any- thing to them it is worth twice as much to you. If you ‘are not experi- enced enough to paint a sign there yourself, have some one else do it. It will pay for itself in less than a month. There are many ways of making show cards holders and one of the best and most artistic is to secure a small log of wood and saw it to the shape of a hemisphere, leaving the bark on the wood if possible. Next, saw a slot in the round side of it at the right angle to give the show card the proper tilt. This makes an excellent card holder for the show window. George Hyett. ——_>--.___— When you have nothing else on vour mind or time take a little march across the street, face right about and aim your gaze at your own store. Size it up, windows, signs, paint, every- thing and see if there is not some- thing that can be improved. Try to watch the details of appearance and have a store that looks like a thriv- ing place of merchandising and not a second-hand junk shop. Give the store a fair chance. Business may not be so bad after all. It may be the business place that is out of or- der. It is a bad habit to get into the way of letting well enough alone. It is never “well enough.” Improvement is progress, and progress spells suc- cess. The Girl Who Stays at Home. With the passing of June school life will end for many a girl. Some will elect to take up a profession or business. Others will stay at home. Those who go into business will give the matter some serious thought, rec- ognizing that such a decision can not be taken nor such responsibilities as- sumed lightly. But the girl who stays at home will give the matter no con- sideration whatever. But she should. She has just as important work awaiting her in the home as has the girl in an office. Her decision will affect her future life quite as much as if she were taking up a profession. It is quite important to the family and to herself what kind of home girl she will be. If she is going to be the home girl who comes down late to a breakfast her mother has prepared, who idles through the morning dawdling in the shops or gossiping with friends, who wastes the afternoons and evenings in more gossip or gayeties, home life will be a decided disadvantage to her. She will deteriorate morally and men- tally. She will grow selfish and lazy. No girl should permit herself to be- come this sort of home girl even though her mother may want to in- dulge her or the family circumstance es may permit of idleness. It is not enough merely to live. An animal can do that. One should live to some purpose. A certain amount of gayeties and pleasures are right and _ necessary. Girlhood needs them. But not all cne’s time should be given up to them. Life demands of a healthy, bright, forceful girl something more worth while. Pleasure should be given its proper place and propor- tion in the day’s affairs, like the des- sert on the menu. One can not live on it altogether without becoming flabby and unhealthy. The girl who stays at home should take her share-of the household tasks. The time has come to lift some of the burdens from mother’s shoulders, to give more time and sympathetic attention to the interests of the younger members of the family; to add to father’s pleasure in the family circle of an evening. The girl who is at home with mind free from lessons and time to study the home life in all its details will find plenty to do to help and to make it happier. And the girl who stays at home should do it. A study of household economics might be of greatest aid in lessening the house- hold expenses or lightening the bur- den of its toil. She will be a wise girl if she takes this up. She has elected to make home work her life work and she should bend all efforts to do it as scientifically and intelli- gently as possible. She will get far more pleasure out of it also if she goes about it in the most up to date manner. The girl who stays at home should take an intelligent interest in the af- fairs of the community about her. Sunday schools and charitable organi- zations need workers. Business wom- en are too busy and too tired to do 21 much of such work. Justice to them- selves demands that they rest and re- cuperate when their day’s task is over. The girl who stays at home can also help much now in many civic affairs. The girl who stays at home should They will broaden her life, make it more useful and happier. And when she goes to a home of her own she is better fitted to manage it, and to make it a haven of love and rest for her own and a power of good for the community. Alice Mason. —_>2>+—____ Thinking about doing something is as near as some persons ever come to doing it. not shirk such responsibilities. GRAND RAPIDS BROOM CO. Manufacturer of Medium and High-Grade Brooms GRAND RAPIDS, MICH. BROOMS J. VAN DUREN & CO. Manufacturers of High and Medium Grade Brooms Mill Brooms a Specialty 653-661 N. Front St: Grand Rapids, Mich. rs sp ¢ Tanglefoot The Original Fly Paper Has one-third more sticky com- pound than any other: hence is best and cheapest. IMPORTANT Retail Grocers who wish to please their customers should be sure to supply them {Sei with the genuine Baker's Cocoaand i Chocolate Se with the trade-mark Regirtered on the packages. U.S. Lat. off They are staple goods, the standards of the world for purity and excellence. MADE ONLY BY Walter Baker & Co. Limited DORCHESTER, MASS, Established 1780 Raidldesihacilsiceeeia a a ee ee ea 22 BRIBERY OF THE BUYER. Growing System of Graft and Cor- ruption.* I did not come ‘here to preach about the necessity of organizing as manufacturers; it is too late to talk about that necessity. When the world is everywhere stirred by the factions of unrest; when we have the sym- pathetic strike upon one hand and syndicalism upon the other; when ow legislatures seem to have resolved themselves into assemblies for the 2gitation to stop business growth, the necessity of organization has be- come so apparent that it is waste of time to argue it. So I have come tr tell you, at your President’s request, some of the things that have been accomplished by the organization of its business men into an association such as this. You are, of course, aware that of all the states in the Union, Michi- gan boasts the most diversified indus- tries. Mines, agriculture, manufac- ture, the ingenuity of her citizens, joined with unparalled natural re- sources, have set her at the front rank of the states of the Union in the great multiplicity of industries. Over her copper wires travel the news and talk of the world; her iron spans the continent and carries the ecommerce of all the peopke; her coal, tnknown beyond her borders, tests to the highest degree of efficiency and furnishes the fuel for many in- dustries. In agriculture, while not excelling in quantity, she ranks high in quality. Her sugar plants rival those of the West; her vegetable products, from canned goods to breakfast foods, are known every- where, while her agricultural imple- ments, her machinery, her furniture and, greatest of all, her automo- biles, make her name as a manufac- turing State a household word the world over. If diversity of indus- tries were a bar to consolidation of ‘uterests among manufacturers, it vould have stopped a manufacturers’ crganization in Michigan. But the manufacturers of Michigan, twenty years ago, began to learn the lesson that organization, if for no other pur- pose than insurance against unjust laws and irrational legislation, was a necessity. The first task they undertook was the task of dealing with the traffic problem and the railroads, and the first great work they accomplished was the drafting—in their own meet- ings—of a Railroad Commission Act, which was accepted by the Legisla- ture and passed in the identical words as it came from the conferences the organization called with the public and with the railroads. Out of that Kailroad Commission, organized now as one of the best in the country, has come a steady improvement in traffic conditions throughout the en- tire State. The questions of car service and demurrage have _ been there dealt with to the mutual ad- vantage of both the shipper and the carrier. The problem of railroad *Address by Hal. Michigan Manufacturers’ Association, Asso- before Kentucky Manufacturers’ ciation. H. Smith, Attorney MICHIGAN rates is in Michigan, as in Kentucky, a serious problem for the manufac- turer whose plant lies away from the Great Lakes where water compett © tion dictates favorable freight rates. I am not sure but the condition in Michigan, where water touches three sides of the Peninsula, is more ag yvravated than that in Kentucky, where the great waterway flowing along the length of the common- wealth gives to those who are situ- ated upon it an advantage over in- land competitors; but in Michigan, through the efforts of the Commis- sion, supported by our business men, rates are now being checked in upon ail classes of freight that guarantee to the inland manufacturer the same advantages gained by his border competitors. Not only this, but the Association, by preaching the unity of Michigan manufacturing interests, has brought the manufacturers of Vetroit, Saginaw, Muskegon and all l.ke towns to realize that upon the frosperity of the entire State depends their prosperity, and any favoritism shown at the expense of the re- mainder of the State gives but a temporary advantage, to be followed later by a permanent loss. The questions of traffic, however, have not been all that have been dealt with by our Association, al- though they continually arise to vex both the business man and the rail- road. The question of taxation of the manufacturers is to-day one of ‘he live issues that must be dealt with. Michigan, in 1911, felt the effects of the wave, now so strong in many communities, that demands the high- er taxation of the manufacturer. The doctrine was preached in Michigan that the farmer had a right to ask the manufacturer and the corpotra- tion to bear the entire expense of the burdens of the State. They said to us that because the corporation took from the State the franchise, although it paid for that franchise in a franchise tax, yet it should, be- cause it was protected by that fran- chise, bear the entire cost of the maintenance of the commonwealth, and they proposed, as they proposed in Rhode Island and elsewhere, and soon they will propose in Kentucky, to value the corporations of the State upon the basis of their earr- ings, capitalizing those annual earn- ings on a basis of 10 per cent. and compelling the payment on the cor- porate excess so created of a tax sufficient to discharge all the burdens of the State government. It was not proposed to levy this tax upon the individual or upon the partnership, and it was frankly proposed to make this assessment so high that the farmer would be rid of all the State taxes. The Manufacturers’ Associa- tion organized to oppose this; they canvassed every newspaper in the State and when the Commission that recommended this law met to consid- er it, a delegation in boots, 750 strong, appeared before the Commis- sion and there gave voice to its pro- test. Either by its numbers, or by its arguments, it compelled the Com ee Se Se ee a TRADESMAN mission to recede and the Corporate Excess Tax was in a single day de- The thus performed for the manufactur- ers in Michigan and for the farmers in Michigan was of inestimable value to the State; it the manufacturers to the dangers con- fronting them and stirred the farm- ers to the realization that when a citizen seeks to avoid the payment o1 some part of the expense of the com- monwealth he is false to the duties of his citizenship. At about this same time the or- ganization began its labors upon an- other great problem that has been dealt with in Ohio, Illinois and in a dozen other states in the Union— the problem of the Employers’ Lia- bility and Workmen’s Compensation. For some time it had watched the rising flood of legislation to take away from the manufacturers all the defenses they now have under the common law in cases of negligent in- juries. It saw the time coming whe the workman injured in the factory would have an almost absolute right to recover some damages at the hands of the jury from his employer. stroyed in Michigan. service entire avroKe June 26, 1912 It made up its mind that before that time came it would itself set about the formulation of some new law. 11 therefore presented to the Legisla- ture a workmen’s compensation act based upon the laws of a similar kind that had been proposed in other states. This law was not passed, but out of this came a Commission, appointed by the Governor, to pre- AWNINGS Our specialty is AWNINGS FOR STORES AND RESIDENCES. We 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, 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 CLEANERS FLORISTS HARDWARE DEALERS PLUMBERS FARMERS Sherwood Hall Co., Ltd. Grand Rapids, Mich. Fire Resisting . Reynolds Slate Shingles After Five Years Wear Beware of Imitations. aw Kalamazoo REYNOLDS FLEXIBLE ASPHALT SLATE SHINGLES Write us for Agency Proposition. _ Sagin Toledo Columbus Rochester Bo: Detroit Lansing Cleveland Cincinnati Buffalo Worcester goat ackson Battle Creek Dayton Youngstown Syracuse Scranton serovars vn Fully Guaranteed Wood Shingles After Five Years Wear For Particulars Ask for Sample and Booklet, Distributing Agents at H. M. REYNOLDS ASPHALT SHINGLE CO. Original Manufacturer, GRAND RAPIDS, MICH. June 26, 1912 sent a law at the next session of the Legislature, and upon that Commis- sion the three representatives of the employers were three representatives of the manufacturers of the State who had devoted their time to the study of this problem. When the law was presented, as the work of the As- sociation agreed to by the labor in- terests of the State of Michigan, the Legislature so accepted it at a spe- cial session called by the Governor in March of this year, and upon Sep- tember 1 there goes into effect in Michigan the second great statute which is the direct result of the la bors of this Association. I speak of this to emphasize that it is the principle of our organiza- tion to deal with these problems af- firmatively. We are not in opposition to rational laws, but we propose our- selves to present the laws which shall deal with the manufacturers of the State, and we propose to pre- sent them so fairly and so honestly that none can criticize our action o1 the Legislature. Workmen’s compensation has not yet come to Kentucky, but it is a problem that must be met with in the near future, and it is a problem that belongs to the manufacturer. Its so- lution must be made by his hand and it can not be dealt with except in an organization so _ strong that when it pronounces its decision the last word shall have been said for the entire public. There is one other subject to which I most earnestly wish to call your attention, and when I speak of it I hope I shall not be charged with an assault upon the windmills nor be called a “Don Quixote,” a theorist or a dreamer. I refer to the strug- gle now at hand in the manufactur- ing business of the country to main- tain the simple idea of honesty. For a long time, as American business screw and flourished, it was the boast of our business men that American industry was honest indusry. As to enterprises, we yield the palm to no man upon the face of the globe, but we insist that its competition was al- ways honest competition. That com- petition, so aggressive as it was, gave birth as it increased in vigor, in dis- honest minds to insidious and _ dis- honest practices and to-day the sys tem of graft and commissions—and, i think the word is not too hard, of thievery—is eating the heart out of one industry after another. The his- tory and growth of these conditions from the commission -paid to intro- duce the goods through the dishon- esty in the sales department to rot- ten quality and to downright theft and dishonesty is logical, steady and rapid. It is condoned by us in its early stages in an enterprising sales- man, but when it appears to our own buyer it is the cause of the most se- rious and the gravest alarm. Its ef- fect, whether practiced in the sell- ing department or in the buying de- partment, is alike vicious and de- moralizing. Everywhere it promotes dishonesty and its vile touch contam- iuates every clerk, every salesman, every worker, then the manager and finally the whole structure of the MICHIGAN business. Its course runs_ rapidly and, like a leprous disease, it can rot in a decade an entire industry. Whe to-day will deny the conditions of the varnish trade or contend that nine-tenths of that great business is not based upon the bribery of the buyers? Who knows how far on the road to the same wholesale contam ination any other of our manufactur- ing industries has already gone? It is a fortunate manager to-day who, as he sits at his desk and scans his in- voices, knows how much of that price is not to cover the cost of cor- ruption of his own employes or who can say when he knows the degrada- tion of the product that he buys that that degradation has not been con- doned and winked at by the buyer who has in his pocket the commis- sion of the seller? It would be bad enough if the result of this growing system of graft were to corrupt buy- ers and salesmen and send managers uneasy to their work too weak to re- sist the pressure of the demands of more business, but even if they do not openly approve it, the managers in a short time themselves must yield to the blight, for there is no way to recoup these added expenses except by shoddy quality and fradulem manufacture, and so, from the sales- man and the buyer to manufacture end the owner, all have become ac- complices in the fraud and partners in the crime. I do not wish to deal in harsh words. I only want to awaken you to a real commercial danger and a great commercial task. I do not speak of this as a preacher. I deal with it as it relates to the dollars and cents in your capital, the invest- ment in your enterprise. If what I say is received by you individually with indifference, it is either that it iias become so common among you that it is accepted as the usual thing in business, a custom of the trade or a commercial law, and I know that here this indifference does not arise as yet from the latter cause. I speak of it here in this meeting of Kentucky manufacturers because it is time that some _ association should reise the standard of honest busines.. high in the van of American com. mierce, and I know no better place to start the work than here among the manufacturers of Kentucky. Your greatest statesman was the first to preach American markets for Amer- ican manufacturers. When Henry Clay’s voice was stilled the ability of American labor to compete with the world was recognized; the enter- prise of American business and the foundation of American prosperity had been established. All of your traditions tell of high honor and high ideals. Here in the Blue Grass a lie has always been followed by the swiftest condemnation and no price has ever been high enough to tempt the honor of your citizenship and your manhood. Set the same stand- ard for your business and let your honor as a gentleman be no higher then your honor as a manvfacturer. This is not idle grandiloquence. I am speaking of a very present com- TRADESMAN mercial and financial problem, and I only attempt to translate into this problem of industry and commerce some of the ideal lessons that you pretend to teach—and with justice— tc teach the country as to the stand- ard of manhood. In this, your new _ organization, write down your motto as “Honest Business.” Set out to punish brib- ery; set out to bring the grafter be- fore the officers of the law in every community in the State; prune you: own organization of the dishonest salesman and drive out everywhere this corruption. You shall have then done a service as an organization that shall in future years bring you commercial and financial profit; you shall have done a service’ greater than the passage of laws to redress physical injuries; greater than the passage of laws to levy equal taxes; greater than the passage of the law. to make the railroads serve you ali alike, because you shall have instill- ed into your whole business commu- nity a new reverence for honest deal- ings and you shall have raised a ban- ner, which if it be pulled down will carry with it business enterprises 23 and private honesty, but which when unfalteringly upheld shall lead your business and American industry back tu the heights where dwell integrity and prosperity. (Oe Elbert Hubbard says: “Business righteousness is simply a form of common sense.” OFFICE OUTFITTERS “LOOSE LEAF SPECIALISTS 237-239 Pearl St. (near the bridge), Grand Rapids, Mich. Chase Motor Wagons Are built in several sizes and body styles. Carrying capacity from 800 to 4,000 pounds Prices from $750 *7 $2,200. Over 25,00 Chase Motor Wagons in use. Write fo catalog. Adams & Hart 47-49 No. Division St., Grard Rapids simple method? Brecht’s Twin Compressor Why Not Save 50% On Ice Bills? Is there any logical reason why you should use ice for refrigeration when there is a more economical, practical and Brecht’s Enclosed Brine Circulating System of mechanical refrigeration is the up-to-date—the scien- tific way. Let us tell you about the market men and others who are using The Brecht System and saving money. Write us today for particulars. THE BRECHT COMPANY 1201-1215 CASS AVE., ST, LOUIS, U. S. A. New York, Denver. San Francisco, Cal., Hamburg, Buenos Aires Dept. ‘‘K”’ ESTABLISHED 1853 Main Offices and Factories: modest seating of a chapel. luxurious upholstered opera chairs, We Manufacture Public Seating Exclusively Ch h We furnish churches of all denominations, designing and urc es building to harmonize with the general architectural scheme—from the most elaborate carved furniture for the cathedral to the S h | The fact that we have furnished a large majority of the city Cc 00 S and district schools throughout the country, speaks volumes for the merits of our school furniture. and materials used and moderate prices, win. We specialize Lodge. Hail 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 Bl 215 Wabash Ave. GRAND RAPIDS NEW YORK BOSTON Evvcellence of design. construction Assembly seating. Compa CHICAGO, ILL. PHILADELPHIA fe a ee ia te ee ne ee ee ae ae ere ieee iaii ae kr ee MICHIGAN TRADESMAN June 26, 1912 24 i=, : fe 2893 i i 2 forsee a BA 2 fe: = : = YE 3 = = = = =F 4 sE fe Ss 5 7, = = ‘ ; = ° ey . a eo owe = = = as ? Sar mB = = - iealdetion 2 oes aan oY ; V OF p aren Pf OS iS aes rs : cy 5 > D} al hd Uy < a —_ rie w:) & a So GK, Pra BSS ay) pL) > am <= iors Fix| Lt Ate ty ie SS y me Th ESs Michigan Knights of the Grip President—C. P. Caswell, Detroit. Secretary—Wm. J. Devereaux, Port Huron. Treasurer—John Hoffman, Kalamazoo. Directors—F. L. Day, Jackson: C. H. Phillips, Lapeer; I. T. Hurd, Davison: 1. P. Goppelt, Saginaw; J. Q. Adams, Battle Creek; John D. Martin, Grand Rapids. Grand Council of Michigan, U. C. T. Grand Counselor—John Q. Adams, Bat- tle Creek. Grand Junior Counselor—E. A. Welch, Kalamazoo. Grand Past Counselor—Geo. B. Craw, Petoskey. Richter, Grand Secretary—Fred C. Traverse City. Grand Treasurer—Joe C. Wittliff, De- troit. Grand Conductor—M. S. Brown, Sagi- Page—W. S. Lawton, Grand Rapids. Grand Sentinel—F. J. Moutier, Detroit. Grand Executive Committee—John D. Martin, Grand. Rapids; Angus G. Mc- Eachron, Detroit; James FE. Burtless, Marquette; J. C. Saunders, Lansing. Service the Life Blood of Salesman- ship. Four elements are absolutely nec- essary to a sale—the buyer, the arti- cle to be sold, the salesman and the profit. Unless there is a profit it is not a sale—merely an exchange— and a business that does not show a profit at the end of the year is not on a_ sound, solid business _ basis. There must be a profit, and salesman- ship, therefore, is the art of selling products with a profit. It must be done through superior knowledge and reason, and power of _ persuasion, hence it is the convincing of anoth- er mind and a purely mental state. Unless the salesman can make the customer see it the way he sees it himself, he will be unable to con- vince and fail in closing up the sale which he contemplates. The heart that pumps the _ life blood of salesmanship is service. The power to serve to the perfect satis- faction and profit of both buyer and seller. In order to be able to serve to this end, you must know your- self, your business, your fellow men, and you must also know how to ap- ply that knowledge. Man’s power to serve is, therefore, in proportion to his ability, reliability, endurance and action, and the business of to-day is the science of service, and he who serves best profits most, sometimes not particularly in money, but in the good that he does and the pleasure he gets thereof. Money is absolutely necessary in this world, but it can not buy love, peace and harmony. N. P. Sass. —_+-.—___ Some Michigan Cities Are Doing. Written for the Tradesman. Saginaw has been assured an im- proved freight service over the Grand Trunk road, including through mer- chandise cars to. practically all points. Heretofore Saginaw shippers What have been under the handicap of a transfer at Durand on less than car- load shipments. The annual meeting of the Michi- gan Association of Local Fire Insur- ance agents will be held at Petoskey July 16 and 17. The new Michigan School for the Deaf at Flint will consist of a group of three-story buildings of modern type and fireproof. Debris of the burned structure is being clear- ed away. : Lansing breaks into Grand Circuit company this year and the races will be held there July 2-5. The Michigan Central has started work on a new round house, machine shops, office buildings and turn ta- ble at Kalamazoo, to cost approxi- mately $250,000. “Why not a Celery Day for Kala- mazoo as an annual event?” enquires the Gazette of that city. Los Angeles bas its Orange Day, San Antonio its Onion Day, Spokane its Apple Day, Atlanta its Peach Day and Rocky Ford its Muskmelon Day, so that Kalamazoo will be right in line with its Celery Day. By the way, why shouldn’t Grand Rapids have its Let- tuce Day? The Bay City Board of Commerce will leave on its Trade Extension trip into Northeastern Michigan July 7, and 100 ocr more business men will participate. The school census of Owosso, just completed, shows an increase of 147 children over last year, the total be- ing 2,505, and indicates the steady growth of the city. Removal of the offices of the Gen- eral Motors Truck Co. from Detroit to Pontiac brings sixty people to the latter city. Kalamazoo will expend over $3,500,000 in new buildings this year. Pt. Huron business men are ar- ranging for a Trade Extension trip into the Thumb district in July. The Marquette Chronicle tells this story, which refutes the idea that all corporations are soulless: “John Fro- ling is a section foreman employed by the South Shore Railroad. He lives at Gordon, a_ place not big enough to be made a flag station. There are no schools at Gordon and the problem of educating the Froling children was a perplexing one. The South Shore came to the rescue and all schedules and orders were ar- ranged so that two trains a day should stop and take the children to Sand River and return that they might attend school. Miss Olive Fro- ling, the third and last of the family to profit by this courtesy of the railroad, has just graduated and dur- ing the past twelve years there has not been a word of complaint made by trainmen or their superiors about the extra effort and expense entail- ed. The railroad has helped to edu- cate the family.” Hillsdale has adopted a garbage ordinance. Three zones are created and the city collects the garbage once a day from the business district, or within the present fire limits, and cence or twice a week from other dis- tricts. People must provide _ their own water tight, covered cans. The city tax rate in Detroit this year is $19.93, as compared with $18.15 last year. The budget this year is over $9,000,000, or an increase of nearly $2,000,000 over last year. The M. U. T.. promises Battle Creek a ten-minute service over its car lines this fall. New cars have been ordered and eight new crews will be added. Citizens of Saugatuck and Douglas raised a fund for the purpose of ad- vertising these places as summer re-. sorts and advertisements are running in newspapers in Chicago, St. Louis, Kansas City, Cincinnati, Indianapolis and Memphis. The annual Business Men’s Carni- val will be held at Reading August 21 and 22. About $500 has been rais- ed as an entertainment fund. Petoskey aldermen have raised the license fee for popcorn and peanut stands along the streets this summer irom the old price of $25 to $100. Bonds for $1,000 are also required. Benton Harbor will enforce its or- dinance requiring peddlers, street vendors, agents, moving picture hous- es and others to secure licenses. The Ann Arbor School Board has voted to retain Greek on the curri- culum of the high school. Lansing firemen and_ policemen have been given boosts in wages. Hartford is building a reservoir, in- to which the village water will be piped from springs. A clean-up of the alleys of Kal- amazoo has been orderedby the Chief of Police. Marquette has around 100 cases o1 typhoid fever and there have been “ten deaths. A religious census has been taken at Battle Creek and of 1,723 persons visited 433 were church members. Kalamazoo lawyers will hold their annual picnic at Gull Lake June 29. Houghton has started work on its public market, which will be located on Montezuma street, between Port age and Isle Royale streets. At first there will be no buildings but mere- ly a place provided for farmers to dispose of their produce. Certified milk is being shipped to Lansing by a Grand Rapids producer and sold at 15 cents a quart. The M. U. T. is laying new steel rails at Lansing and an improvement in car service is promised. Every kind of grain, grass, berry and fruit produced in the Upper Pen- insula, with specimens of minerals and soil, will be shown on tables in the new offices of the Upper Peninsu ia Development Bureau at Menom- inee. During July, August and Septem- ber the four banks of Battle Creek will close at noon Saturdays, giving the clerks a half holiday. An Improvement Association has been formed at Mendon, with Elmer Van Ness as President. Ithaca will celebrate July 4, the Board of Trade having been chief booster of the affair. Albion is looking for more factory workers and _ it is stated that over 250 men could get steady jobs there right now, while by fall there would be good positions for five or six hun- dred men. It is stated that the scale of wages paid is high, the main draw- back being lack of houses. The Bay City Board of Health has adopted drastic rules regarding the killing of cattle and dressing of meats tor city consumption. The abattoir must be properly drained, ventilated and equipped, with chill room in which the temperautre is. maintained at 34 degrees. Slaughtered animals must be kept in this chill room for at least twelve hours before being of-: fered for sale. Farmers who raise and slaughter their own cattle are ex- cepted. 3elding will sink three new wells to increase the city water supply. The newly organized Board of Trade at Gaylord has elected the fol- lowing officers: President, Forrest A. Lord; Vice-President, Guy Hamilton; Treasurer, Harry E. Fox. Sixteen public playgrounds were opened in Detroit this week. Swim- ming lessons will be given at four of them. Dowagiac will add an auto truck to its fire fighting equipment. Almond Griffen. —~»++ > In all circles, in all businesses, in all professions, there is room _ for straightforward successes. —— 72> Ointment may smart the wound before healing it. BOYS! BOYS! BOYS! Stop at ARBOR REST PENTWATER, MICH. New Beds Entirely Refinished—Individual Towels Up-to-date Stores use THE BEST 4g DUPLICATING Made of good BOOK paper, not print 1 % OFF IN TOWNS WHERE WE HAVE NO AGENT. WRITE FOR SAMPLES TO MIDGARD SALESLIP CO. STOUGHTON, WIS. Also manufacture Triplicate Books, Carbonized back Books, White and Yellow Leaf Books. G. J. Johnson Cigar Co. Ss. Cc. W. El Portana Evening Press Exemplar These Be Our Leaders Ls AULT alab LN ] se @< "GAN STATE jp MC enone Pi ili aes ios ar cee June 26, 1912 Goldstein Writes To Hand In. Ham Wilson, representative for Brown, Durell & Co., of Boston, re- cent addition to the Grand Rapids traveling men’s colony, is offering an automobile for every order. Ham, by the way, would make a_ splendid member of G. R. Council, No. 131. Under the caption, Incidents in the Lives of Great Men, in last week’s issue of the Tradesman, we were shocked at the omission of John D. Martin’s name. Happy, smiling Lou Smith says he recently received some very sad news. He received a letter from his mother-in-law, saying she had just passed her 80th birthday and neve. felt better in her life. And ours is pretty durn spry, also. In other words, Judge McDonald ordains that “there ain’t agoin’ to be no second offense.” Keep His There are many traveling salesmen on the road and lots of traveling pests. The Ryder kids have evidently got a taste of what we received when on earth—no help from that “500 for 131” bunch. At this distance it looks as though the entire Council (131) had fallen into a lethargic state. It seems a shame that they do not avail them- selves of the splendid opportunity for free advertising offered them through these columns. Which reminds us that the Busy Big Store, Ludington, carries a com- plete line of traveling men’s apparel. Manistee recently suffered a calam- ity: Louie Firzlaff (Hoffman Sons’ Co., Milwaukee), who was so neat death, has fully recovered. A. F. Smith, of Grand Rapids, in- tends coming to Ludington at an early date to organige a K. U. Lodge. He will be accompanied by the de- gree team, consisting of Geo. McCon- nell, Ned Carpenter, Bert Decker, Dr. F. W. Schatz, Geo. Abbott, Bil! Trott and Milo Whims. Most of the money the boys atc saving is money they are going to get—someday. Front cover of the Tradesman last week contained an article by Bart- lett entitled, “The Smoking Habit.” In part the article read: “Smoking was invented by the savages—no Tre- nowned thinker made this discov- ery.” May be so, but many a re- nowned thinker has received lots 01 consolation from the savages’ dis- covery. They should never have callea them the black sox in the first place. The color has such a funereal aspect. One thousand, nine hundred ana eighty-six traveling men have open- ed accounts at the Busy Big Store. Only fourteen more to be heard from. One member less to attend, meet- ings—for a short time. J. R. See- wald (Edson, Moore & Co.) is about to become a benedict. The art of salesmanship seems to have been completely revolutionized in the past few years. The height of perfection seems to be now to see how “quick” they can sell “some thing” and make a rapid getaway. MICHIGAN TRADESMAN Judging by the reports of the con- vention at Bay City the only people there was the Grand Rapids ball team—and their capable manager. But even at that we think Leste: Ivory, of Lakeview, would make a splendid demonstrator. And our own traveling pest, Broth. ‘er Willie, is to become a benedict. Willie says every married man made a mistake, as he got the only girl in the world. In about a year Willie— whose name will then be Bill—will say the same thing, only he will leave off the last sentence. Many a man has saved another man great sufferings by getting married. We properly belong in the Behind the Counter Column. In the Busy Big Store are the fol- lowing employes (and employers): Bierwert, Goldstein, Sherbert and Rye. A wag stepped in one day ana asked, How much is Bier-wert if drank out of a Gold-stein. We fool- ishly answered that possibly it would be the same as Sherbert. The wag thought possibly Rye would cost more. The snow has nearly disappeared in Ludington. June 19 the Tradesman contained a column and a half from Battle Creek correspondent and — fron: Grand Rapids correspondents. To those boys who so kindly found a few moments to call in and say “hello” we are very grateful, as it is always a pleasure.to meet some of the old crowd. To those who passed by and didn’t find time to hand om the “hello” we are also thankful, but not in the same spirit. Which brings to mind that splen- did verse that was handed us some time ago by our good friend, Wal- ter Lawton, and which we published at that time—but which we think will bear repeating: It’s great to say ‘Good morning,” It’s fine to say ‘‘Hello,” But’ better still to grasp the hand Of a loyal friend you know. A look may be forgotten, A word misunderstood, But the touch of a human hand Is the pledge of brotherhood. Ludington can boast of the prize kaleidoscope baseball team. The sea- son is only a month old and nearly twenty men have been hired and fired during this time, to say nothing of a manager being deposed. A rolling stone gathers no moss. The largest department store in Mason county. J. W. Goldstein. 2.2 An Onaway correspondent writes: Horace Johnston has accepted a posi- tion as traveling salesman for the Kruce Cracker Co., of Detroit and left Monday afternoon for Omer to enter upon his new duties. However, later on he expects to finish his pharmacy course at college. ——_>+ > Frank Robinson, an experienced ho- tel man, has leased the Phoenix Hotel, at Charlotte, from D. A. Casterlin, who retires from the management after twenty-five years of catering to the wants of the commercial traveler. —_2++>—___ E. P. Carpenter, Chicago, representa- tive of the Ralston Purina Co., is in the city for a few days. Chirpings From the Crickets. Battle Creek, June 25—Battle Creek Council, No, 253, U. C. T., is to have its annual picnic in the near future. All members, their wives, sweethearts, families and friends are considered invited. Just keep in touch with the Committee and the daily papers and you will not miss it. We all enjoy this annual good time and there is no reason why ev- ery person should not get out and realize to the fullest extent the feel- ings described in Riley’s poem, Knee Deep in June. The poem begins this way: Tell you what I like the best— *’Long about knee-deep in June, ’Bout the time strawberries melts On the vine—some afternoon Like to jest’ git out and rest, And not work at nothin’ else! Orchard’s where I’d ruther be— Needn’t fence it in fer me!— Jes’ the whole sky overhead, And the whole airth underneath— Sorto’ so’s a man kin breathe Like he ort, and kindo’ has Elbow-room to keerlessly Sprawl out len’thways on the grass Where the shadders thick and soft As the kivers on the bed Mother fixes in the loft Allus, when they’s company!’’ In the issue of the Tradesman of May 22 we noted the prize which the Helmer & Goodale Drug Co. won from the Abbott & Briggs Co., of Chicago, for a window trim. At the time F. M. Mitchell had the win- dow trimmed for this contest he had another trim in the other front win- dow showing the remedy of the D. D. D. Co., of Chicago. Mr. Goodale informed the representative that this trim had taken the second prize of $15 out of 1,100 contestants, the first prize of $25 going to a firm in Sa- vannah, Ga., while there were ten minor prizes of $5 each scattered about among other contestants. We feel some pride in this matter as these prizes were won inside of thir- ty days, and Mr. Mitchell certainly ts deserving of much credit. He is a man of the modest sort, so it will be all right if you do pay him a compliment when you happen to drop in for a cigar or a botle of Castoria. Brother John Q. Adams leaves Tuesday evening for Columbus, Ohio, to attend the twenty-fifth an- nual session of the Supreme Coun- cil, U. C. T., to be held in that city. The first session begins Wednesday morning, June 26, at 10 o'clock. We are looking for a fine report from Brother Adams at the next regular meeting of our Council, the thira Saturday night in July. It would seem that one bushel of fish, the result of an all day toil for five persons, would hardly be worth mentioning, but Brother Riste and wife and Brother Adams and wife seem to think it is worth crowing over. Riste, however, is the only one in the party who has made a sworn statement that the catch was as large as that, even. Miss Bertha E. Thompson, in- structor in botany at the Michigan Agricultural College, has been spend- ing a few days visiting Charles Fos- ter and other friends in the city. Miss Thompson is a graduate of the Battle Creek high school and has a host of friends who wish her a safe and pleasant trip through the West, She 25 goes via the Canadian Pacific, vis- iting points of interest in the Rock- ies, and will spend her vacation with friends in Oregon, Washington and Montana. She expects to return to Lansing in the fall to resume her position in the College for another year. Saturday, June 22, was Tag Day for the Nicholas Memorial Hospi- tal, and we noted many of the U. C. T. on the street wearing the em- blem that shows how this organiza- tion stands upon questions of char- ity. On Friday the Salvation Army 3and of Flint was in the city and many of the boys availed themselves of the pleasure of hearing pro- grammes of merit given by this band of religious workers. The United Commercial Travelers of America stand for all that is good in making the world better and they are boosters in all matters pertain- ing to this end. They seem to take especial pride in trying to do something for every cause that presents itself to the pub- lic, and to drop a dime or a quarter in a tambourine is always a pleas- ure. The many denominations of churches are always reminding their members that the world is dying for a little bit of love, but this great or- der, built upon the strong foundation of unity, charity and temperance, is free to offer to those about them the succor most needed, whether it be money, a helping hand, a smile or a kind word. There is always unity. No man stands alone, for if he sees a chance to do some kind act, the tendency is for the other fellow to elbow in and try and offer another courtesy. He is always sure that if he does what is right he will meet with encour- agement from the rest of the boys. Charity, one of the greatest tenets of any order or denomination, is up- permost in his mind, and he is ever on the alert to show charity at all times. The Good Book teaches that “Charity suffereth long and is kind,” and every member realizes this truth, and wishes to extend this feel- ing to men, not only because they are bound one to another in a lodge relation but because they have it in their hearts that all men are broth- ers and should be accorded charitable treatment. “Next to the fatherhood of God comes the brotherhood o1 man.” Temperance in all things is also regarded as one of the virtues to which all men should be attached. This not only applies to strong drink, but temperance in all things, using the best judgment at all times and in all places. No wonder the world is looking with favor upon its local councils, for with a foundation built upon truth and righteousness it can not fall. Charles R. Foster. oss Every fellow who wears a red necktie is not a Socialist. —— A man’s first love isn’t his last, and his last knows she’s not his first. MICHIGAN TRADESMAN June 26, 1912 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. Ce cnneeemnenaenel Michigan State Pharmaceutical Associa- ti on. President—E. W. Austin, Midland. First Vice-President—E. P. Varnum, Jonesville. Second Vice-President—C. P. Baker, Battle Creek. : Third Vice-President—L. P. Lipp, Blissfield. Secretary—M. H. Goodale, Battle Creek. Treasurer—J. J. Wells, Athens. Executive Committee—E. J. Rodgers, Port Huron; L. A. Seltzer, Detroit; Ss. C. aa, Hillsdale and H. G. Spring, Union- ville. Michigan Retail Druggists’ Association. President—D. D. Alton, Fremont. First Vice-President—J. D. Gilleo, Pompeii. Second Vice-President—G. C. Layerer, Bay City. Secretary—R. W. Cochrane, Kalamazoo. Treasurer—W. C. Wheelock, Kalamazoo. Executive Committee—W. Kirsech- gessner, Grand Rapids; Grant Stevens, Detroit; R. A. Abbott, Muskegon; Geo. Davis, Hamilton; D. Look, Lowell; C. A. Bugbee, Traverse City. Next Meeting—Muskegon. Grand Rapids Drug Club. President—Wm. C. Kirchgessner. Vice-President—E. D. De La Mater. - Secretary and Treasurer—Wm. Tibbs Executive Committee—Wm. Quigley, Chairman; Henry Riechel, Theron Forbes. Difference Between Taste and Smell. The greater number of the sensa- tions which are usually ascribed to taste are in reality odors. “If the nose be held and the eyes shut, it is very difficult to distinguish, in eating, between an apple, an onion and a po- tato; the three may be recognized by their texture, but not by their taste.” Cinnamon applied to the tongue under the same _ conditions appears like flour; the taste may ap- proximate a slight sweetness, but that is all. There are four undoubt ed taste-sensations—sweet, salt, acid and bitter. There are two others— the alkaline and the metallic—which are disputed. The alkaline is possi- bly a mixture of salt and sweef, to- gether with peculiar touch-sensations. ' All taste-sensations appear to be intermingled with and qualified by tactile sensations. An acid, too slight to be distinguished as such, produc- es a peculiar touch-sensation by its astringent character; and as the acid- ity is increased the touch-sensation becomes stinging, and finally passes into a pain-sensation which com- pletely dominates the special experi- ence of acidity. Salt is also accom- panied by a stinging sensation; but this does not reach the same pitch of intensity as in the case of acids. The sensation of softness and smoothness is associated with sweet- ness; this is appreciable when the sweet substance is present in quanti- ties so small that it can not be dis- cerned as such. As the sensation of sweetness becomes intensified, the touch-sensation is dominated and ob- scured by it. But it emerges again as the sweetness is further increased. Very intense sensations of sweetness are sometimes accompanied by a bit- ing sensation. The tip of the tongue is especially sensitive to sweetness, the edges to acidity, and the base to bitterness. The tip and edges are equally sensi- tive to salts, the base less so. When the mouth has been washed out, and some neutral substance, such as dis- tilled water, is applied to the tongue, the result differs according to the point of application, and varies in different persons. The base of the tongue appears in all cases to re- spond to a sensation of bitter. In some persons the same sensation is aroused to whatever part of the tongue the distilled water is applied. Others feel no sensation except at the base. Others feel a sensation of sweetness at the tips and of acid- ity at the edges. There appear to exist among taste-sensations relax tions somewhat analogous to the contrast of colors. Salt, by a sort of contrast, . makes distilled water taste sweet. It has the same effect on solutions of sweet substance which in themselves would be too weak to be appreciable. It also has an intensifying effect on solutions which are strong enough to be appre- ciable. It operates in this way both when the same part of the tongue is successively stimulated first by salt, then by a neutral or sweet fluid, and also when the salt and the sweet are simultaneously applied to homol- egous parts of the tongue, e. g., to corresponding points on the right and left edges of the tongue. Sweet has a much weaker contrast effect on salt, than salt on sweet. In both forms of the experiment, sweet in- stead of making distilled water taste salt by contrast, makes it taste sweet. On the other hand, contrast with sweet makes distinctly appreciable a salt solution in itself too weak to be perceived. Similar relations have been observed between salt and acid, and between sweet and acid; but in the case of sweet and acid they are man- ifested only when the two stimuli are -pplied successively to the same part of the tongue, not when they are applied simultaneously to homolog- ous parts. Bitter appears neither to produce contrast effects nor to be af- tected by them. The sense of taste can be stimu- lated only by fluids. Solid substances must be dissolved in the mouth be- fore they can afford it. The appropriate stimulus for the sense of smell, on the other hand, consists of odoriferous particles con- veyed to the membrane in a gaseous medium. The sensations of smell have not been adequately classified or analyzed into their primary constitu- ents; there appears to be a_ very great variety of them. They are oft- en modified by mixture with touch and taste-sensations. The pungency of an odor is not strictly a sensa tion of smell at all, but a peculiar kind of tactual experience. Odors proper do not appear to produce sneezing; this is due to irritation af- fecting the sense of touch. Odorous sensations take “some time to devel- ep after the contact of the stimu- lus with the olfactory membrane, and may last very long. When the stim- ulus is repeated the sensation very soon dies out; the sensory terminal organs speedily become exhausted. The larger, apparently, the surface of olfactory membrane employed, the more intense the sensation; animals with acute scent have a proportion- ately large area of olfactory mem brane. The greater the quantity 01 odoriferous material brought to the membrane, the more intense the sen- sation up to a certain limit; and an olfactometer for measuring olfactory sensations has been constructed, the measurements being given by the size of the superficial area, impregnated with an odoriferous substance. over which the air must pass in order to give rise to a distinct sensation. The limit of increase of sensation, how- ever, is soon. reached, a minute quantity producing the maximum of sensation, and further increase giv- ing rise to exhaustion. The minimum quantity of material required to pro- duce an olfactory sensation may be in some cases, as in that of musk, almost immeasurably small.” The sense of smell plays an im- mensely important part in the life of animals. It is to them what sight and hearing are to us. The animal detects its prey and follows it by means of scent. On the other hand the scent of the pursuer warns the prey and guides its efforts to escape. Probably every individual and every species has its own characteristic and distinctive odor. There are some men who can distinguish human beings by smell; dogs and other ani- mals possess this power in a very high degree. The ants of one nest attack those of another nest or of another species who may _ intrude among them; whereas they never un- der normal conditions attack ants belonging to their own nest. It has been clearly shown by experiment that this is due to the peculiar and distinctive odors belonging to differ- ent nests and their inhabitants. The unfamiliar odor of an ant coming from a strange nest has an exasper- ating effect. The intruder is attack- ed and usually killed. If before be- ing introduced into a nest it is first bathed in juice produced by crush- ing the tenants of the nest, no notice is taken of it, however widely it may differ in appearance from these. It is incorrect ‘to say that ants recognize other ants as belonging or not be- longing to their own family; all de- pends on the irritating effect of the unfamiliar odor of strangers. The comparatively small part played by smell in the mental life of human be- ings may be accounted for by the fact that trains of ideas constitute so large a part of human experience. Smells are not adapted to ideal re- vival in serial succession as sounds and sights are: — +2 > Worthy Son of a Worthy Sire. Harry R. James, son .of Willard James, the well-known shoe sales- man, has engaged in the business of analytical and consulting chemist at Chicago under the style of the Western Analytical Laboratory. Mr. James graduated from the Chicago grammar school in 1900. He gradu- ated from the University high school of this city in 1904, spent one year at the University of Chicago, chemis- try course, and then went to Cornell University, Ithaca, N. Y. He grad- uated from the chemistry course of that University in 1909, having com. pleted the required work for his de- gree in three and one-half years and taking special work for the remainder of the time. After graduation he was connected with the fertilizer de- partment of Swift & Co., becoming thoroughly conversant with the meth- ods of that ‘house. After leaving them he was employed by the city of Chicago as sanitary chemist, in which capacity he had a general ex- perience in all branches of the city laboratory. —_2<-.___ Keep on smiling, because it costs nothing and wins trade. Wilmarth Show Case Co. Show Cases And Store Fixtures Take Division St. Car 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) June 26, 1912 MICHIGAN TRADESMAN 27 WHOLESALE DRUG PRICE CURRENT Eapellis yo. 6052. @275 Saccharum La’s 20@ 30 Olls Lycopodium .... 60@ 70 Salacin ..........4 50@4 75 bbl. gal. Macias ek 80@ 90 Sanguis Drac’s .. 40@ 50 Lard, extra .... 85 ee Acidum ba 8 Copaiba ....... 150@1 75 Scillae .......... @ 50 apenesia, foe ph. 2m S Sapo. G oe. : 15 Tare. a Foch tsse 75 90 OULUTE ois a ae 0 8 eee oe a esia, ul 5 a - eeccaae insee 9 Benzoicum, Ger. 45@ 60 Pia eles oe Bee Oe ee 9 © tae Se 4 aa we io is Ma 3@ 88 Berscie 26.5 ..451 0@ 15 rigeron ........2 35@2 50 Tolutan ........ @ 50 Menthol ........ 7 50@8 ro Seldiita Mixture 20@ 25 Linseed, boiled 82 84@ 89 Carbolicum ae 25@ 35 Evechthitos .....100@110 Prunus virg. .. @ 50 Morphia, SP&W 4 80@5 05 Sinapis ......... ae eee “e . 2 are crate a aul sceese a Morphia, SNYQ 4 80@5 05 Sinapis, opt. .... 36 UE De es S. 5 Fydrochlor HO 5 : seteg 4 80@5 00 Zingiber ........ © tenet al Q 4 ee soe rs eee @ Turpentine, less. .56@ Nitrocum ...... 5%@ 10 Geranium .... oz 15 whctues Moschus Canton @ 40 e Voes ....... @ 64 Whale, winter .. 70@ 16 Oxalicum ...... 14@ 15 Gossippil Sem gal 60@ 75 Al Myristica No. 1 25@. 40 Snuff, S’h DeVo’s @ 654 Salicylicum i 40@ 42 Hedeoma ...... 2 50@2 75 OOS -receseeeeee 60 Nux Vomica po 15 @ 10 Soda, Boras ..... 5%@ 10 Paints Phosp.worium, dil. @ 15 Junipera 40@1 20 Aloes & Meyer. 60° OS Sepia... :. 2. 25@ 30 Soda, Boras, p 5%@ 10 bbl. L.. Sulphurvicum ©... 1%@ 0 Ga eoa tt tte Anconitum Nap’sF 50 — Saac, H & Soda et Pot’s Part 25@ 30 Green, Paris ....14%@ 21 Tannicum 100@110 lLavendula ...... 90@4 00 is it PUDGe 2k @100 Soda, Carb ..... 1%4@ 3 Green, Peninsular 18@ 16 Tartaricum 38@ 40 mons ........ 200@210 Anconitum Nap’sR 60 Picis Lig NNY% Soda, Bi-Carb ..1%@ 5 ' . one Mentha Piper 3 75@ 400 Arnica .......... 50 pel de BOR wanes g2 o0 Soda, Ash. eee. 18 4 red ...... 7™4@ 10 mo Asafoetida ...... icis a ‘a Soc. oda, Sulphas .... 14 4 sead, white .... 14@ 10 Aqua, 18 deg, ... 6 Mentha Verid ...5 00@5 25 At te 75 Picis Liq pints.. @ 65 Spts, Cologne ... @3 00) Ochre yel Ber 1 2@ 5 ‘Aqua, 20 deg. 8 Morrhuae, gal. ..1 10@1 25 rope Belladonna 60 Pil Hydrarg po 80 @ Spts. Ether Co... 50@ 55 , ; Carbonas .. 15 Myricia ........ 3 75@4 35 Auranti Cortex .. 50 Piper Alba po 35 @ 30 Spts. Myrcia ....2 00@2 25 Putty, comm’l2% 2%@ 5 €hioridyum ...... i Olive =. oc... - 250@3 25 Barosma ....... 90 Piper Nigra po 22 @ 18 Spts. Vini Rect bl @ 22 Red Venetian, bbl 1 ‘ Picis Liquida ... 10@ 12 Bensom Pix Burgum -- 10@ 12 Spts. Vii Rect %bbl @ & WG) 2.2.5. 2@ 6 Aniline Picis ota Bal @ 40 ee sere 60 Plumbi Acet .... 15@ 18 Scr vii Rt 10 gl @ Shaker Prep’d ..1 50@1 65 Black 605 se 100@2 00 = Ricina .......... 98@1 25 Benzoin Co. .... 60 Pulvis Ip’cut Opil 2 25@2 50 Vii Rect 5 gl @ 2 a ps Brown ......... 80@1 00 Rosae oz, .....11 50@12 00 Cantharides ..... 75 Pyrenthrum, bxs. H Sirvcnnls rye t 00@1 30 Vermillion, Eng. 90@1 00 ROG sce cite sae 45@ 50 Rosmarini ...... @1 09 Capsicum & P. DB. Co. - @ 75 Sulphur, Roll ....24%@ 5 Vermillion Prime Yellow . 0.0. 100@150 Sabina ......22) 1 75@2 00 Phtras. 50 pyrenthrum, pv... 20@ 30 Sulphur, Subl. .. 2% @ 6 American ..... 13@ 165 Santal ..5..3 2. 4 50@5 00 Cardamon ....... ® Quagsiae ....... 10@ 15 Tamarinds ...... 8@ 10 Whitng Gilders’ 1@ 5 Baccae wo) Bassatras. oo. 2. 90@1 00 Cardamon Co. .. 75 @Quina, N. Y. ....21%@31% Terebenth Venice 2 50 Whit’g Paris Am’r @1% Cubebae ........ 70@ 75 Sinapis, ess. oz. @ 50 Cassia Acutifol Quina, S. Ger. ..21%@31% Thebrromiae .... 60 — Paris ie Junipers ....... ee & Saccin ..°...... 40@ 45 ese 50° Quina, S P & W 2134@31% Vanilla Ext. 1 0001 50 1% Xanthoxylum .. @ 65 Thyme See eee 50@ 60 Cassia Acutifol Co 50 --ubia Tinctorum 12@ 14 Zinci Sulph . @ 10 Bee aie Ebene opt, pen as oe = Castor 26.6.6. ec: 2 75 i romas Cite MG te... 1dg1 7 Catechu ........, ae alee ae 2 oe 4 Cinchona Co. .... 60 ae = aE Terabin, Canad. 5@ 75 Potassium : : POLLAN: (5 sss a 90@1 00 aoe a gi 15 18 eee ee Cee = Gartax chromate ..... He) 1 See eS Abies, Canadian S eee eae CS Ginchona ‘Flava’... .20- Chlorate’ ™----"po. 12@_ 16 Rern Chloridum 50 Buonymus atro.. 40 Iodide Se 2 . MO Beaten Co. 60 Myrica Cerifera 1 Potassa,Bitart pr 30@ an Guinée -..... 5s. 50 Gu tinin. oh eal 15 Potass Nitras opt 19 12 os ,ammon sh 60 Sassafras, po 30 oe poe 30. 26 aa 100 Ulmus .......-- “ 25 Sulphate po ..... 15@ 1g Jodine, colorless 1 00 Extractum Lobe Seeass acciea ee 50 Glycyrrhiza, Gla. 24@ 30 : Radix i DOHA. 5. oes 50 Glyeyrrhiza, po. 25@ 30 Aconitum ...... @ 37 WEDE occas cas 50 Haematox ........ 11@ 12 Althae .......... 50@ 60 tar Vomica ..... 50 Haematox, 1s .... 13@ 14 Anchusa ....... - 1o@ 12 Opil .......... 2 00 Haematox, %s ... 14@ 15 Arum po ........ @ 25 Opil, camphorated _ 75 Haematox, 4s ... 16@ 17 Calamus ......5. 20@ 40 Opil, deodorized 2 25 Gentiana po 15.. 12@ 15 Quassia ......... 50 Ferru Glychrrhiza pv 15 12@ 15 Rhatany <:.....:.. 50 Carbonate Precip. 15 Hellebore, Alba 1b@_ 20 CL were rere eee 50 Citrate & Quina 1 80@2 00 Hydrastis, Canada @700 Sanguinaria ..... 50 Citrate Soluble .. 683@ 75 Hydrastis, Can, po @650 Serpentaria ..... 50 Ferrocyanidum § 5 Inola, po 2.7.0) 253@ 30 cae a vieaas 60 Solut. Chloride . 15 Ipecac, po ....... apes 00 ee tere 2 Sulphate, com’l .. 9 Iris Flora ........ 0@ 30 Valerian Si Sulphate, com’l. by Jalapa, pr, ot 40@ 50 Veratrum Veride 50 bbl., per cwt. e eee Ws... bese - AANSIDGY ... <2 5s. 60 3 odo. um 5 es ee aera ts 7301 00 Miscellaneous Flora 7 Wihel, cut ...:... 100@1 25 Aether, aot Nit ATHICA osc n eyo 18@ 2). Rhel, pv .......- 1s@1 00 = U.S P ...s.. 45@ 50 Anthemis ...... 40@ 50 Sanguinari, po 18 @ 28 Alumen, ed po 7 3@ 5 Matricaria ..... 30@ 35 Scillae, po 45-60 20@ 25 Annatto ......... 40@ 50 i" "Seneen. oes oe. @ 90 24@25 H. £. OO. Gee eo as 26@28 Bogota BE ce es sais s 24 Fancy 26 suxchange Market, Steady Spot Market, Strong Package New York Basis Arhuekle: . 3. ......: >». 24 00 TAGH ous cea ae boners McLaughlin’s XXXX McLaughlin’s XXXX sold to retailers only, Mail all orders direct to ees McLaughlin & Co., Chica- go. Extract Holland, % gro boxes 95 Felix, % gross ....... 115 Hummel’s foil, % gro. 85 Hummel’s tin, % gro. 1 43 4 CONFECTIONS Stick Cand Standard ee Standard H H See 816 Standard Twist Ae.) Jumbo, 32 1D oo. : ow mee 11 Boston Cream 14 Big stick, 30 t. case 9 Mixed Candy PAMOE i Kindergarten |." """* 11 French Cream "!."' 10 Hand Made Creamb *..17 Premio Cream mixed 14 Paris Cream Bon Bons 11 Fancy—in Pail Gypsy Hearts = . Coco Bon Bons : Fudge Squares ... Peanut Squares .... ose Sugared Peanuts ...... 13 Salted Peanuts ..,,. «2.42 Starlight Kisses .......13 Lozenges, piain ... 11 Champion Chocolate ..12 Eclipse Chocolates ... -15 coos, ree ee ao sede ampion Gum Dro Anise Squares ss ro Lemon Sours , 5 2 moe Specs sce cs ossle al, Cream Bon Bon Golden Wafies ..... ay 4 Red Rose Gum Drops Auto Kisses Ce Coffy Toffy ....° peel es 14 Molasses Mint Kisses 12 Fancy—In 5tb. Boxes Old Fashioned Molas- 5es Kisses 10tb. bx. 1 30 Orange Jellies Lemon Sours ....... Old Fashioned Hore- hound drops ....... 65 Peppermint Drops .. 70 Champion Choe Drops 65 H. M. Choe. Drops ..1 10 H. M. Choc, Lt. and Dark, No. 12 ......1 10 Bitter Sweets, as’td 1 25 Brilliant Gums, Crys. 60 A. A, Licorice Drops 1 00 Lozenges, printed ... 65 Lozenges, plain .... 60 dmperiais .... 25.0... : 65 Mottoes ....... eccese. 65 Cream Bar ..... Bacae G, M. Peanut Bar .. 60 Hand Made Crms 80@90 Cream Wafers ...... 65 String Rock ......... 70 Wintergreen Berries 60 : Pop Corn Cracker Jack 2 Giggles, 5c pkg. cs. 3 50 Fan Corn, 50’s ......1 65 Azulikit 100s ........ 3 25 Oh My 100s .........3 50 Cough Drops Putnam Menthal ....1 00 Smith Bros. .........1 25 NUTS—Whole Almonds, Tarragona 18 Almonds, Drake .... 15 = Secrets cee eo oc Cal No. 1 ......... Walnuts, sft shell Walnuts, Marbot .. Table nuts, fancy Pecans, medium .... Pecans, ex. large ... 14 Pecans, jumbos .... 16 Hickory Nuts, per bu. Ohio, new .........2 00 Cocoanuts ..... Sete Chestnuts, New York State, per bu. ..... Shelled Spanish Peanuts 6%@ 7 Pecan Halves ,... 62 Walnut Halves .. Filbert Meats ..... Alicante Almonds Jordan Almonds .. Peanuts Fancy H P §guns Roasted ......... 7@ 7% Choice, raw, H. P. Jum- BOs 5s eee ees - OT CRACKED WHEAT Me ee CRACKERS National Biscuit Company Brands Butter N. B. C. Sq. bbl. 7 bx. 6% Seymour, Rd. bbl. 7 bx. 6% Soda N: B.C. oxes. ......:; 6% Premium Select Saratoga Flakes ...... 13 ee ee 1% Zephyrette ............ 13 Oyster N. B. C. Picnic boxes 61% Gem, boxes ........,.; 6 Bho 256-5. sts ee See eee scenes 8% Sweet Goods Animais: ...0..527 5 10 Atlantics ........ oe eee Atlantic, Assorted .... 12 Avena Fruit Cakes |: -12 Bonnie Doon Cookies 10 Bonnie Lassies .,..,.. -10 Boa Shortbread ...20 ID it rigse sec cesls ccc. 11 Brittle Fingers ...._) -.10 Bumble Bee ......../7" 10 Cartwheels Assorted -- 8% Chocolate Drops .......17 Chocolate Drp Centers 16 Choc. Honey Fingers 16 Circle Honey Cookies 12 Cracknels ....... tensecde Cocoanut Taffy Bar e128 Cocoanut Drops ....., 12 Cocoanut Macaroons | -18 ot _ Fingers 12 ocoanu on. Jumb’ Coffee Cakes .... a Coffee Cakes, Iced .. Crumpets Liana Marshmallow Cakes ogee 16 Dinner Biscuit 11... °* 25 Dixie Sugar Cookies .. 9 UComestic Cakes ...,.." 84 Eventide Fingers ....16 Family Cookies .,.."° 84 Fig Cake Assorted ....12 Fig Newtons aesswece cde Florabel Cakes |..." "7" 12% Fluted Cocoanut Bar ..10 Frosted Creams Frosted Ginger Cookie Hrd Fruit Lunch, Iced ..... 10 Gala Sugar Cakes ...., 8% Ginger Gems .....1.° 7" 8% Ginger Gems, Iced .... 944 Graham Crackers .___” 8 Ginger Snaps Family .. 8% Ginger Snaps N. B. C. SSOURG: ooo g Ginger Snaps N. B. Cc Square Sep ecies sess 8 Hippodrome Bar ...._| ne Honey Cake, N. B.C. 12 Honey Fingers As. Ice 12 Honey Jumbles, Iced ..12 - Honey Jumbles, Plain.. 12 Honey Flake ..-...._.. 12% Household Cookies neces Household Cookies, Iced 9 cnperial oo es 8 Jonnie oa 8 Z Jubilee Mixed .....__| 10 Kream Klips ....2)77! 25 Leap Year Jumbles - 18 Lemon Biscuit § uare 8 Lemon Thins . 16? Lemon Wafers .....__: 16 emiona: 6.) 8% Mace Cakes ........._. 84 Mandalay | .2.00 0 10 Mary Ann 8% Marshmallow Coffee Cake oc 12% Marshmallow Walnuts 16% Medley Pretzels .......10 Molasses Cakes .....__ Molasses Cakes, Iced -. 9% Molasses Fruit Cookies 1eed oo, cso ek Molasses Sandwich .... 12 Mottled Square ....... 10 Oatmeal Crackers .... 8 Orange Gems ......... 8 Orange Sponge Layer PAROS So Penny Assorted ...... 814 Peanut Gems ......... Picnic Mixed =. 23; 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 £... 325° sick Rosy Dawn Mixed .....10 Royal Lunch .......... Royal Toast Rube fe 8% Shortbread Squares ..20 Spiced Currant Cakes 10 Spiced Ginger Cakes .. 9 Spiced Ginger Cks Icd 10 Sugar Fingers ........ 12 Sugar Cakes .......... 8 Sugar Crimp .......... Sugar Squares, large Or Simall 4... so, 9 Sultana Fruit Biscuit 16 Sunnyside Jumbles ....10 perba ..... boise ces es 8% Sponge Lady Fingers 25 Triumph Cakes 16 Vanilla Wafers ...... -16 Wafer Jumbles cans ..18 Waverly 10 In-er Seal Goods per doz. Albert Biscuit ......... 1 00 Animals ....... eile oie ee 10 Arrowroot Biscuit ....1 00 Baronet Biscuit .......1 00 Bremmer’s Butter ‘Wafers sessessck 00 Cameo Biscuit ........ 1 50 Cheese Sandwich . ‘ Chocolate Wafers .. Cocoanut Dainties Dinner Biscuits Faust Oyster Fig Newton ..... Five O'clock Tea Frotana oo s0 oe ae Fruit Cake Ginger Snaps, N. B.C. 1 00 i i i i ae ann 7 Pers mete oP Pe aE nee re ON aero ara sc apenas Pers mete oP ee ae “rttnew 3 SE: Ome June 26, 1912 6 oe Crackers, ee Lemon Snaps .......... 50 Oatmeal Crackers .....1 00 Old Time Sugar Cook. 1 00 Oval Salt Biscuit ...... 1 00 Oysterettés .......-... 50 Premium Sodas ....... 1 00 Pretzelettes, Hd. Md. 1 00 Royal Toast ........... 1 00 Saltine Biscuit ........ 00 Saratoga Flakes ....... 50 Social Tea Biscuit ..... 00 Sultana Fruit ae Soda Crackers N. Cc. Soda Crackers Select S. S. Butter Crackers Uneeda Biscuit ...... Uneeda Jinjer Wayfer Uneeda Lunch Biscuit 50 Vanilla Wafers ....... 1 00 Water Thin Biscuit ..1 00 Zu Zu Ginger Snaps .. 50 Tmienpack .....5...-.. 1 00 Other Package Goods Barnum’s Animals .... 50 Chocolate Tokens ....2 50 American Beauty e ou oS Ginger Snaps ....... 2 50 Butter Crackers, NBC family package ..... 2 50 Soda Crackers, NBC family package ..... 2 50 In Special Tin Packages. Per doz. Festino ....--..-ccees- 2 50 Minaret Wafers ....-- 1 00 Nabisco, 25c ........-- 2 50 Nabisco, 10c ........- 1 00 agne Wafer ... 2 50 ne Per tin in _ 1 Sorbetto ........----- Seuss ceca te Leb ines ti : 1 60 estino *.......--+--:- poate Water Crackers 1 40 CREAM TARTAR Barrels or drums .... 33 BOxXeS ..ceccccessccees 34 Square Cans .....---> 36 Fancy caddies ....-.-- 41 DRIED FRUITS Applies Evapor’ *ed, Choice bulk 9% Evapor’ ed, Fancy pkg. 10% Apricots California ....... 14@15 Citron Corsican ...... beeen 16 oe 9% pa eted a Le ane 9% Peaches Muirs—Choice, 25 tb. b 10 Muirs—Fancy, 25 tb. b 11 Fancy, Peeled, 25 Ib. 18 Peel Lemon, American .... 12% Orange, American .... 12% Raisins Connosiar Cluster 1 Ib. 17 Dessert Cluster, 1 Ib. 21 Loose Muscatels 3 Cr 7% Loose Muscatels 4 Cr . L. M. Seeded 1 Ib. 74@ California Prunes 90-100 25Ib. boxes...@ 7 80- 90 25Ib. boxes...@ 7% 10- 80 25Ib. boxes. ..@ T% 60- 70 25Ib. boxes...@ 8 50- 60 25Ib. boxes...@: 8% 40- 50 25Ib. boxes...@ 9% FARINACEOUS GOODS Beans Dried Lima ........... 7 Med. Hand Picked ...3 Brown Holland ...... 3 Farina 25 1 tb. packages .....1 50 Bulk, per 100 Ibs. ....4 00 iginal Holland Rusk boa 12 rolls to container 3 containers (36) rolls 2 85 65 containers (60) rolls 4 75 ee ny Pearl, 100 Ib. sack ....2 00 Maccaroni and Vermicelli Domestic, 10 Ib. box .. 60 Imported, 25 Ib. box ..2 50 Peari ariey Cnester ....2....---. 5 00 MPAOITS nce cee sca 5 25 Peas Green, Wisconsin, bu. Green, Scotch, ee «sd 90 Bot, WW. 220i. s..-e:- 8 pe ON ahaa Bast India .......... 6 German, sacks ...... 6 German, broken pkg. .. Tapioca . Flake, 100 tb. sacks .. 6 Pearl, 130 Ib. sacks .. 6 Pearl, 36 pkgs. ....... 2 25 Minute, 36 pkgs. ......2 75 FISHING TACKLE A 344 26 2 eee el 7 136690 20 ieee ace 9 foe tO 2 Dh eee asec 11 eae e ic eases Sigs ee ko --20 f Cotton Lines a, 10 TOCR coe eee No. 2, 15 feet, .. 52.5.5. 7 NO: 3, 35 feet... 6.2. 9 INO. 4, 15 feet ........2. 10 Wo: D;-ip feet... oo. .:.: 11 ING. G6, 1b feet ..0:.2. 4. 12 INO.7, 15 feet... foc, 15 Wo. 8, 15 feet .... 5... 18 No. 9; 15 feet .......2: 20 Linen Lines PINON see ee Medim, 222000 30. PONeO Poles Boanbes, 14 ft., per doz. Bamboo, 16 ft., per doz. Bamboo, 18 ft., per doz. FLOUR AND FEED Winter Wheat. Grand Rapids. Grain Milling Co. Purity Patent ....... Seal of Minnesota .. SUNDUTEG 5 Wizard Flour ....... Wizard Graham ... Wizard Gran. Meal .. Wizard Buckwheat EVO ee es Valley City Milling Co. Ealy White. .......... Taeht Load ... 0... a: Graham 3.66. ole. se coe Granena Health wees 2 60 Golden Meal .f...... Bolted Meal ........ Voigt Milling Co. Graham oe. acs. 5 Voigt’s Crescent Voigt’s Flouroigt Voigt’s Hygienic Voigt’s Royal e640 Watson-Higgins Milling Co. Perfection Flour Tip Yop: flour. ...:..¢ 5 Golden Sheaf Flour .. Marshall’s Best Flour 5 Worden Grocer Co, Quaker, paper ....... 5 Quaker, cloth: ...:.... 5 Spring Wheat. Roy Baker Golden Horn, bakers Golden Horn, family Wisconsin Rye ....... 5 0 Judson Grocer Co. Ceresota, %S ........ 7 Ceresota, 4s ........ Ceresota, %s ........ Lemon & Wheeler Wingold, %s ....:.... 6 8 Wingold, 245 .....-..- 6 Wingold, %s ......... 6 Worden Grocer Co. Laurel, %s cloth ..... 6 Laurel, %s cloth ...... 6 6 Laurel, % & Ws paper : Laurel, ¥%s cloth ...... 6 50 ‘Wykes & Co. Sleepy Eye, %s cloth 6 Sleepy Eye, %s cloth 6 Sleepy Eye, %s cloth 6 Sleepy Eye, %s paper 6 Sleepy Eye, %s paper 6 Meal ESQUEOG os ore ee cae oc Golden Granulated .. Wheat CO eee Caan wae as WIG 25. oe = Oats Michigan carlots ..... Less than carlots Cern Carlots .2..4..0.....-% Less than canoes oes Hay Carlota Foes ccc eas 20 Less than carlots .. 22 Feed. Street Car Feed.....;.. on No. 1 Corn & Oat Feed . Cracked corn ......... 3 Coarse corn meal...... : FRUIT JARS, Mason, pts. per gro... Mason, qts. per gro... Mason, % gal. per gro.7 Mason, can tops, gro, 1 GELATINE Cox’s, 1 doz. large ... Cox’s, 1 doz. small ...1 Knox's Sparkling, doz. 1 Knox’s Sparkling, gr. Nelson’sS ..--ccccesecs Knox’s Acidu’d. doz. OMfOrd 255k coc es ees Plymouth Rock, Phos. 1 Plymouth Rock, Plain GRAIN BAGS Broad Gauge ......... MICHIGAN TRADESMAN 10. eats Hams, 12 tb. av. 15 Sue Hams, 16 tb. av. uy O1ae Hams, 18 Th. av. 14 @144% Skinned Hams .. — dried beef 2014 California Hams 10% O10 Picnic oe _— os eter teeter weer ee Calfskin, green, No. Calfskin, green, No. Calfskin, cured, No. Calfskin, cured No. mol bo oO Unwashed, med. Unwashed, fine ro o HORSE RADISH CID BP OVOT SD 15tb. bong per pall. . 30Ib. pails, per pail JELLY GLASSES Y% Pe in bbls, per oe Beef, rounds, set ..... Beef, middles, set . Sheep,per bundle Uncolored a 8 OZ. "gapped ‘in bbls, 2 oz. bottles, per doz. 3 MINCE MEAT Roast beef, | 2 Th. Roast beef, 1 ” Fancy Open ae aS | Potted Tongue, Potted Tongue, see were eeesserere ‘Half barrels 2c extra Fancy Japan Style ..... 5% TOKEN ..--...3-- 3% 0 4% ROLLED OATS Steel Cut, 100 tb. sks. 5 75 Monarch, 90 tb. sacks Quaker, 18 Regular ... Quaker, 20 Family .... SALAD_ DRESSI NG t 2 25 Columbia, 1 pint ...... 4 Durkee’s, large, 1 doz. 4 Durkee’s, small, 2 doz 5 Snider’s, large, 1 doz. 2 Snider’s, small, 2 doz. 1 4 ae 1 0@1 Bulk, 1 gal. kegs D Bulk, 2 gal. kegs 90@1 Bulk, 5 gal. kegs 1 402 Pitted (not stuffed) 14 Meee ® OF 22. +s Olive | Chow, 2 doz. cs, doz. Arm and Hammer ....3 Wyandotte, 100 %s, HERO Granulated, bbls. Granulated, 100 lbs. cs. Granulated, 36 pkgs. .. 5 gallon kegs Seecece oe Half ge ee cua € es c SA A. allon kegs .....--- ommon Gr os 100 3 lb. sacks 24 60 5 Ib. sacks ........ 2 28 10% Ih. sacks . Warsaw 56 Ib, dairy in drill bags gallon ~ cou. 3 28 Ib. dairy in drill bags PES eae oy ie, per box 1 PLAYING CARDS ; 15, Rival, assorted 1 . 20, Rover, enam’d : a Granulated, Fine . 98 Golf, satin fin. 2 Strips or bricks . ; 632, Tourn’ t whisk 2 Holland Herring Y. M. wh. hoops, bbls, 11 50 Y. M. wh. hoop, Y.:M. wh. hoop, Bs 00@ Short Cut Clear i3 s0@19 9 00 . wh. hoop Milchers a ee ee Dry Salt Meats 13 Lard Pure in tierces . age Lard | 80 S355 Mes s. Pa 1, 100 Ibs. 10 Wk cssccccs 2 Amoskeag ......seecese pails ...advance 1 Whitefish 100 ee eee. ee awe 9 75 BO Whee: 2.352... Fe ae 5 25 AO I casa ac eeieecce 112 WG eee oes bee 92 FOG) MN oe a oe wc 4 65 AO es. esac eke es 2 10 TOG hee as le ee wo on 75 Se ee edad es cee SEEDS BAO ee cuca coe 14 Canary, Smyrna ...... CATAWSY ..soccecscse SHOE BLACKING Handy Box, large 3 dz 3 50 Handy Box, small ....1 25! Bixby’s Royal Polish Miller’s Crown Polish SNUFF Scotch, in bladders Maceaboy, in jars ...... 35 French Rappie in jars ..4é SODA OMOR ae cc oes 5% Kees, Wingtieh ........ 4% SPICES Whole Spices Allspice, Jamaica ..... 9 Allspice, large Garden 11 Cloves, Zanzibar ...... 17 Cassia, Canton ...... 14 Cassia, 5c pkg. doz. ..25 Ginger, African ........ 9% Ginger, Cochin, .....: 144% Mace, Penang ........ 70 Mixed No. 1 ..2..2..-- 16% Mixed. No. 2 .......-. 10 Mixed, 5c pkgs. doz. ..45 Nutmegs, 75-30 ....... 30 Nutmegs, 105-110 ..... 20 Pepper, Black ......-. 14 Pepper, White ........ 25 Pepper, Cayenne ...... 22 Paprika, Hungarian Pure Ground in Bulk Allspice, Jamaica ....12 Cloves, Zanzibar Cassia, Canton Ginger, African Mace, Penang Nutmegs, 75-80 Pepper, Black “a Pepper, White. ........ Pepper, Cayenne i Paprika, Hungarian ..45 STARCH Corn Kingsford, 40 Ibs. ..... 1% Muzzy, 20 1th. pkgs. .. 5% <0 Muzzy, 40 1tb. pkgs Gloss — Kingsford Silver Gloss, 40 llbs. . 7% Silver Gloss, 16 3Ibs. .. 6% Silver Gloss, 12 6tbs. . 84 Muzzy 48 1b. packages ...... 5 16 3b. packages ...... 4% 12 6tb. packages ...... 6 50%b. boxes ........... 3% SYRUPS Ce Barrels oa ce, wens as Etale barrels. ........; Blue Karo, No. 2 .... 1 Blue Karo, No. 2% .. 1 Blue Karo, No. 5 .... 1 Biue Karo, No. 10 .... 1 Red Karg. No. 2 ..... 1 Red Karo, No. 2% 2 Ked Karo, No. 6 .... 2 Red Karo, No. 10 . 2 Pure Cane EE cid aes canoe 16 CO ee cic s cesses 20 ChGiGe: .24...... Hipp 25 TABLE SAUCES Praiford, laree ........ 3 75 Pialford, small -....... 2 25 TEA Japan Sundried, medium ..24@zs Stundried, choice ....30@33 Sundried, fancy ....36@40 Basket-fired medium Basket-fired, choice 35@37 Basket- fired, fancy 40@43 INES ccs ec dec cce Sittings ...- 6.6682. 10@12 Pap nines 6.6... 655 14@15 Gunpowder Moyune, medium ..... Moyune, choice ...... 33 Moyune, fancy .... er Pingsuey, medium .... Pingsuey, choice .... Pingsuey, fancy . "150@55 a tyson Formosa, Fancy eee Formosa, medium Formosa, choice ...... English Breakfast Medium «06... 6. 6s cc0e @hidles 22 .6522..22.. 30@35 WONGW occ ceanaecce 40@60 India Ceylon, choice ...... 30@35 MPENGY © oi cic cs see esa os 45@50 85 85 TOBACCO Fine Cut BIiOg: 2. .cise ia. Bugle. 16 Of .... 0c. «a 8 Bugie, 106 .......... 11 Dan Patch, 8 and 16 oz Dan Patch, 4 of. ....i1 Dan Patch, 2 oz. ..... 5 Fast Mail, 16 oz. .... 7 Hiawatha, 16 oz. Hiawatha, 5c ...... oe ed May Flower, 16 oz. .. 9 No Limit, § om ...... 1 No Limit, 16 oz, .... 3 Ojibwa, 8 and 16 oz. Owe, 6 ...... 4... 11 1 Petoskey Chief, 7 oz. 2 Petoskey Chief, 14 oz. 4 Peach and Honey, 5c Red Bell, 16 oz. ...... Red Bell, § fol Sterling, L & D ie Sweet Cuba, canister Sweet Cuba, 5c ....... Ore Ol Sweet Cuba, ROG o..3.; Sweet Cuba, 1 tb. tin Sweet Cuba, 16 oz, .. Sweet Cuba, % Ib. foil Sweet Burley 5c L& D Sweet Burley, 8 oz, .. Sweet Burley, 24 fb. Sweet Mist, % gro. Sweet Mist, 3 oz. ...1 Sweet Mist, 8 oz. bélesram, Ge ....... Riser: G6 20. 6 Tiger, aue Calle .....: Uncle Daniel, 1 tbh. . Uncle Daniel, Il om. .. Plug Am. Navy, 16 om .... Apple, 10 tb. butt ... Drummond Nat Leaf, “2 sete eer eres Ole DOT DS > DOr Gee. 46.002... rece J > EE Ee al seer eee Boot Jack, per doz. .. Bullion, 16 oz. ee eceres Days’ Work, 7 & 14 Tb. Creme de Menthe, Ib. Derby, 5 tb. boxes aa & Bros... 4 t% ......., Four Roses, 10c ...... Gilt Edge, 3 Mh. 3. Gold Rope, 6 & 12 tb. Gold Rope, 4 & 8 tb. G GOP. Uw & wh. Granger, Twist, 6 tb. (2 10% & 21 th. Horse ey 6 & 12 th. Honey Dip ar ta 5&10 Jolly Tar, 5 & 8 th... a. Tn 5% & 1 th... Kentucky Navy, 12 tb. Keystone Twist, 6 - Kismet, 6 Ib. eecced Maple Dip, 20 “oz. ace Merry Widow, 12 tb. Nobby Spun Roll 6 &3 Parrot, Parrot, ei 454.5. . Patterson’s Nat Leaf Peachey, 6-12 & 24 Ib. Picnic Twist, 5 th. .. Piper Heidsick, 4&7 tb. Piper Heidsick, per doz. Polo, 3 doz., per doz, Redicut, 1% oz. ...... Red Lion, 6 & 12 Yh. Scrapple, 2 & 4 doz. Sherry Cobbler, 8 oz. Spear Head, 12 oz. .. Spear Head, 14% oz. Spear Head, 7 oz. ... Sq. Deal, 7, 14 & 28 Ib. Star, 6, 12 & 24 WD. Standard Navy, 7%, 15 & 20 he 233.055... Ten Penny, 6 & 12 tbh. Town Talk, 14 oz. .... Yankee Girl, 6, 12 & 2 Scrap All Wed: G6 00000. 6: Am. Union Scrap .... 5 Bae Ping, Ge ........ Cutlas, 2% oz. ..... . Globe Scrap, 2 oz. . Happy Thought, 2 oz. Honey Comb scrap, 5c Honest Scrap, 5c Mail Pouch, 4 doz. Be Old Songs, Ge ie Old Times, % gro. . Polar Bear, 5e, & gro Red Band, 5c % gro. Red Man Scrap ic Scrapple, 5c pkgs. .... Sure Shot, 5c, Ye gro, Yankee Girl Serp 2 oz Pan Handle Serp % gr 5 Peachy Scrap, 5c ....1 9% Union Workman, 2% oking All Leaf, Oy & ? OZ. BB. 3% 02. 3. 66.%-+-- 6 CIOT RA OION ONO Ot a 2: Bagdad, ite tie |. cg. AL Badger, 3 0%, .ccccee.. & Badger, 7 OZ. ..sess-s 12 5 - Nigger Head, 5c 30 MICHIGAN TRADESMAN June 26, 1912 Special Price Current 12 Manner, GO .....:..-. 5 Banner, & OZ. ........ 1 Banner, 16 of, .......- 3 Belwood Mixture, 10c Big Chief, 2% oz. .. 6 Big Chief 16 oz. ...... Bull Durham, bc .... 5 Bull Durham, 10c ....10 Bull Durham, lic ....18 Bull Durham, 8 oz. Bull Durham, 16 oz. ..6 Buck Horn, 6c ...... 5 Buck Horn, 1l0c ...... 11 Briar Pipe, 5c ....... 6 Briar Pipe, i0c ...... 12 Black Swan, 5c ...... 5 Black Swan, 14 oz. .. 3 Bob White, 5c ...... 5 Brotherhood, 5c ...... 5 Brotherhood, 10c ....11 Brotherhood, 16 oz. .. Carnival, 5c ........ Carnival, 344 oz. ..... Carnival, 16 oz. ....-.. Cigar Clip’g Johnson Cigar Clip’g, Seymour Identity, 8 & 16 oz... Darby Cigar Cuttings 4 Continental Cubes, i0c Corn Cake, 14 oz, .... Corn Cake, 7 oz, Corn Cake, 5c Cream, 50c pails . Cuban Star, 5c foil .. Cuban Star, 16 oz pails 3 nips, (0c .........-. 10 Dills Best, 154 oz. ... Dills Best, 34% oz. .... Dills Best, 16 oz. .... Dixie Kid, 1%, foil .... Duke’s Mix, ic Duke’s Mix, 10c ..... 11 Duke’s Cameo, 1% oz. Drummond, 5c see eee Ol m Ol bo FPeshion, SC .......-. Fashion, 16 oz. Five Bros., 5c Five Bros., 10c Five cent cut Plug .. oO 8 ite ......05.- li Four Roses, 10c Full Dress, 1% oz. Glad Hand, 5c Gold Block, 1% oz. .. Gold Block, 10c ..... 11 Gold Star, 16 oz. .... Gail & Ax Navy, 5c 5 Growler, 5c Growler, 10c Growler, 20c Hazel Nut, 5c ........ 5 Honey Dew, 1% oz, .. Honey Dew, 10c ...... 11 Hunting, 1% & oe t. fe 44... Just Suits, 5c Just Suits, King Bird, 3 oz. King Bird, 1% oz, .... 5 La iurka, Be Little Giant, 1 Th. .... Lucky Strike, 1% oz. Lucky Strike, 1% oz. Le Redo, 3 oz. Le Redo, 8 & 16 oz... Myrtle Navy, i0c ....11 Mytrle Navy, ic .... 5 Maryland Club, ic ylower, bc ........ 5 Mayflower, 10c ...... Mayflower, 20c ...... 1 Nigger Hair, 5c : Nigger Hair, 10c ....10 Nigger Head, 10c .... 9 Neon Hour, 5c ...... 1 Old Colony, 1-12 gro. 11 Old Mil, bc ..-......- 5 Old English Curve 14402 Old Crop, Sc ......... 5 Old Crop, 25c ....... P. S., 8 oz., 30 Tb. cs. re &., oz. per gro. 5 Pat Hand, 1 oz. .... Patterson Seal, 1% oz. Patterson Seal, 3 oz. .. Patterson Seal, 16 oz. 5 Peerless, 6c ..:.<....- 5 Reeriess, 10c ....--.< 1 Peerless, 3 0z, ...... 10 Peerless, 7 0% ...... 23 ' Peerless, 14 oz. ...... 47 Plaza, 2 gro. cS. ..... 5 Plow Boy, Plow Boy, ivaess Plow Boy, 14 oz. ..... 4 Petre, 106: ...-:-.,- ii Pride of Virginia, 1% oO ee ee 5 Pllot, 7 oz. doz........ 1 Pilot, 14 oz. doz...... 2 Prince Albert, 10c Prince Albert, 8 oz. ..4 Prince Albert, 16 oz. ..8 Queen Quality, 5c .... Roy, 5c foil .. 5 Rob Roy, 10c gross Rob Roy, 25c doz. +10 mvs 1 01-909 9-9-9 TOR DS HMO toe OTn 13 14 Rob Roy, 50c, doz..... 4 = & M., 5c, gross .... 5 76 3 - & M., 14 oz. doz. ..3 20 Soldier Boy, 5c gross 5 95 Soldier Boy, 10c ....10 56 Soldier Boy, 1 tbh. .... Sweet Caporal, 1 oz. .. 60 Sweet Lotus, 5c .... 6 00 Sweet Lotus, 10c ....12 00 Sweet Lotus, per doz, 4 85 Sweet Rose, 2% oz. 30 Sweet Tip Top, 5c .. 2 00 Sweet Tip Top, 3% oz, 38 ro oo Oo Sweet Tips, % gro 10 08 Sun Cured, 10c ...... 11 75 Summer Time, 5c ....5 76 Summer Time, 7 oz. ..1 65 Summer Time 14 oz. ..3 50 elandard, 2 oz: ...... 5 90 Standard, 3144 oz. .... 28 Standard, 7 oz. 1 68 Seal N. C., 13g cut plug 70 Seal N. C., 13% Gran 63 Three Feathers, 1 oz. 63 Three Feathers, 10c 10 20 Three Feathers and Pipe combination 2 Tom & Jerry, 14 oz. ..3 Tom & Jerry, 7 oz. .. 1 80 Tom & Jerry, 3 oz. .. 8 Trout Line, 5c ...... 5 Trout Line, 10c ....10 00 Turkish, Patrol, 2-9 Tuxedo, 1 oz. bags .. 48 Tuxedo, 2 oz. tins .. 96 Tuxedo, 4 oz. cart .. 64 Tuxedo, 16 oz tins .... 64 Twin Oaks, 10c .... 94 Union Leader, 50c .. Union Leader, 25c .... Union Leader, 10c Union Leader, 5c _ 5 2 i ou c' Union Workman, 1% 5 76 Uncle Sam, 10c ..... 10 80 Uncle Sam, 8 oz. --2 20 U. S, Marine, 5c .... 6 00 Van Bibber, 2 oz. tin 88 Velvet, 5c pouch 1 44 Velvet, 10c tin ....... 1 92 Velvet, 3 oz tin: ....:. 3 84 Velvet, 16 oz. can.... 7 68 Velvet, combination es 5 75 War. Path, Be ........ 95 War Path, 8 02, .....; 1 60 Wave Line, 3 oz, .... 40 Wave Line, 16 oz. .. 40 Way up, 2% oz. .... 5 7 Way up, 16 oz. pails .. 31 Wild Fruit, 5c .....: 5 76 Wild Fruit, 10c ..... 11 52 Yum Yum, 5c ...... 6 00 Yum Yum, 10c¢ ...... 11 52 Yum Yum, itb., doz, 4 80 _TWINE Cotton, 3 ply .......... 21 Cotton, 4 ply ......... 21 Jute, 2 ply oc... es 14 Hemp, 6 ply ......... 13 Flax, medium ......... 24 Wool, 1 Ib. bales ..... 6 VINEGAR White Wine, 40 grain 8% White Wine, 80 grain 11% White Wine, 100 grain 13 Oakland Vinegar & Pickle Co.’s Brands. Highland apple cider ..18 Oakland apple cider ..14 State Seal sugar ..... 12 Oakland white pickling 10 Packages free. WICKING No. 0, per gross ...... 30 No, 1, per gross ...... 40 No, 2, per @ross ...... 50 No. 3, per gross ...... 75 WOODENWARE Baskets Bushels 1 Bushels, wide band .. 1 15 Market |. ooo oes ees 40 Splint, Jarge .......-. 3 50 Splint, medium ...... 3 00 Splint, ss oc 2 75 sma Willow, Clothes, large 8 25 Willow, Clothes, small 6 25 Willow, Clothes, me’m 7 25 Butter Plates Wire End or Ovals. % Th., 250 in crate ...... 30 Tb., 250 in crate ...... 30 1 tb., 250 in crate ...... 30 2 th., 250 in crate ...... 35 3 Tb., 250 in crate ...... 40 5 tb., 250 in crate ...... 50 Churns Barrel, 5 gal., each ...2 40 Barrel, 10 gal., each ..2 55 Clothes Pins Round Head. 4 inch, 5. gross .;....... 45 4% inch, 5 gross ........ 5 0 Cartons, 20 2%4 doz, bxs, 55 Egg Crates and Fillers Humpty Dumpty, 12 dz. a No. 1, complete ....... No. 2, complete ....... 28 Case No. 2, fillers, 15 SOUS A cee 1 35 Case, medium, 12 sets 1 15 Faucets Cork lined, 8 in. ...... 70 Cork lined, 9 in. ...... 80 ----2 10 Cork lined, 10 in. .... 90 : Mop Sticks Trojan Spring =. .2 90 Eclipse patent spring 85 0. 1 ¢gommon. -.._.. 80 No. 2 pat. brush holder 85 ideal No. 7 3 85 12%, cotton mop heads 1 45 Pails 2-hoop Standard ...... 2 00 3-hoop Standard ...... 2:30 o-wire Cable (22 210 Cedar all red brass ..1 25 S-wire Cable 972 4 2 30 Paper Bureka®_/))°'"’ 2 25 MNDTO Ceo ee ee 2 40 : Toothpicks Birch, 100 packages ..2 00 ident 85 Traps Mouse, wood, 2 holes 22 Mouse, wood, 4 holes 45 Mouse, wood, 6 holes 70 Mouse, tin, 5 holes soe 65 Rat, wooed <...-.... |. 80 Rad; spring 2... 1 75 : Tubs 20-in. Standard, No, 1 7 50 18-in. Standard, No. 2 6 50 16-in. Standard, No. 3 5 50 20-in. Cable, No. 1 ....8 00 18-in. Cable, No. 2 ..7 00 16-in. Cable, No. 3 --6 00 No, 4 Mibre 820 10 25 No. 2 Hibre 675 9 25 NO: 2)ibre: 28.6 8 25 Washboards Bronze Globe ........ 2 50 PME eee co ee 1 75 Double Acme 6.05. 3 75 Single Acme ......_ "| 3 15 Double Peerless |... _” 3 75 Single Peerless ..... 7’ 3 25 Northern Queen ....__ 3 25 Double Duplex |... 3 00 Goeed Tuck 2 15 Universal] 2 6 3 00 Window Cleaners a2 in 65 a6 AN 1 85 a6 An 2 30 Wood Bowls 13 in. Butter 9... 2... 1 50 15,10. Butter 2) oe: 2 00 d¢ in) Butter 6s: 3 75 19 in. Batter.) 6 00 Assorted, 13-15-17 ....3 00 Assorted, 15-17-19 ....4 25 WRAPPING PAPER Common Straw ...... 2 Fibre Manila, white .. 3 Fibre Manila, colored 4 No. 1 Manila ......2.. 4 Cream Manila ........ Butchers’ Manila 2% Wax Butter, short ent 13 Wax Butter, full count 20 Wax Butter, rolls ..... 19 YEAST CAKE Beic, Saez. .:.02.... a 15 unlight, 3 doz. ...... 1 00 Sunlight, 1% doz, .... 50 Yeast Feam, 3 doz. ..1 15 Yeast Cream, 3 doz. ..1 Yeast Foam, 1% doz. 58 AXLE GREASE 1 Ib. boxes, per gross 9 00 3 Ib, boxes, per gross 24 00 BAKING POWDER Royal 10c size .. 90 4M. cans 1 35 § oz. cans 1 90 orb. cans 2 50 %Ib. cans 3 75 llb. cans 4 80 sib. cans 13 00 dIb. cans 21 50 CIGARS Cigar Co.’s Brand S. C. W., 1,000 lots ....31 el Portana 2.453.243... 33 Evening Press .......... 32 Exemplar ........... bse ape 15 16 17 Worden Grocer Co. Brand Ben Hur PRITOCHON oo oc nic nc cs ceo 35 Perfection Extras ....:.35 LLONGTCS jes sl sec eas 35 Londres Grand ... Standard Puritanos ~... Panatellas, Finas ....... 35 Panatellas, Eock ...:....35 JOoCKey OW foe 35 COCOANUT 3aker’s Brazil Shredded 10 5c pkgs., per case 2 60 36 10c pkgs., per case 2 60 16 10c and 38 5c pkgs., per Case ....1.....28 60 COFFEE Roasted Dwinell-Wright Co.’s B’ds Tip Top, Blend, lth. ...... Royal Blend Royal High Grade ........ Superior Blend Boston Combination Distributed by Judson Grocer Co., Grand Rapids; Lee & Cady, Detroit; Sy- mons Bros. & Co., Sagi- naw; Brown, Davis & Warner, Jackson; Gods- mark, Durand & Co., Bat- tle Creek; Fielbach Co.. Toledo. SAFES Full line of fire and bur- glar proof safes kept in stock by the Tradesman Company. Thirty-five sizes and styles on hand at all times—twice as many safes as are carried by any other house in the State. If you are unable fo visit Grand Rapids and _ inspect the line personally, write for quotations. SOAP Gowans & Sons Brand. Single DOXeS ........4. 3 00 Hive box lets . 2.2.2.2 2 95 Ten box lots 2 Twenty-five box lots ..2 85 Lautz Bros. & Co. Big Master, 100 blocks 4 00 German Mottled ...... 3 50 German Mottled, 5 bxs 3 50 German Mottled, 10 bx 3 45 German Mottled, 25 bx 3 40 Marseilles, 100 cakes ..6 00 Marseilles, 100 cks 5c 4 00 Marseilles, 100 ck toil 4 00 Marseilles, % box toil 2 10 Proctor & Gamble = ORO oe eee 00 ivory, © 02) 6266322555; 4 00 Ivory, 10 0627.35.53 4. ; 6 75 Star 2266. ee. 3 85 Tradesman Co.’s Brand Black Hawk, one box 2 50 Black Hawk, five bxs 2 40 Black Hawk, ten bxs 2 25 A. B. Wrisley Good. Cheer... 2.02.55 4 00 Old: Country 32.50 eS 3 40 Soap Powders Snow Boy, 24s family BIZG ss fas a ee 75 Snow Boy, 60 5c ..... 2 40 Gold Dust, 24 large 4 50 Gold Dust, 100-5c 4 00 Kirkoline, 24 4fb. 3 80 Peariine |. 3 75 Seapine 2.0255 fe 4 00 Bawbitt’s 1776 ..... sea 40 Roseine 266506. .c 3 59 ATIMOUI So... 6 3 70 Wisdom 2223 oe, 3 80 Soap Compounds Johnson’s Fine ....... 5 10 Johnson’s XXX ...... 4 25 Rub-No-More ......... 3 85 Nine O'clock 2.2.2.4: 2. 3 30 Scouring Enoch Morgan’s Sons Sapolio, gross lots ....9 50 Sapolio, half gro. lots 4 85 Sapolio, single boxes 2 40 4 White House, lib. ........ Acme, 30 bars, 75 Ibs. 4 00 Sapolio, hand ......... 0 White House, 2th. ........ Acme, 25 bars, 75 Ibs. 4 00 Scourine Manufacturing Co Excelsior, Blend, 1%b, ..... Acme, 25 bars, 70 Ibs. 3 80 Scourine, 50 cakes ....1 8 Excelsior, Blend, 2%b. ...... Acme, 100 cakes ...... 3 25 Scourine, 100 cakes ...3 50 Good Thi to Eat ———— ey Jams Jellies Preserves Mustards Fruit Butters Vinegars Catsup Mr. Pickle of Michigan Table Sauces Pickles—OF COURSE HIGH GRADE FOOD PRODUCTS Made “Williams Way” THE WILLIAMS BROS. CO. of Detroit (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. * ; ses aR Osi dndiaien SERRA 4 3 te = ee Re ta AO dee RRA H H te opel taieat en June 26, 1912 \ivertisements inserted under this head for Ot CONTINUOUS MICHIGAN two Takenmarelen i cents a word the first insertion No charge less than 25 TRADESMAN BUSINESS-WANTS DEPARTMENT cents. and reyes cent a word for cach Cash must accompany all orders. BUSINESS CHANCES, ‘for Sale Cheap—Tea caddies, coffee bins, ice chest, refrigerator and other fixtures suitable for tea or grocery store, at 421 S. Division St. B. S. Harris, BE bore 82824, Grand Rapids, Mich, 216 $10,000 stock general merchandise for sale. Good business, good location, good reasons for selling. A bargain. Address at once, A. H. & M, H. Barnes, Meta- mora, Mich. 236 Roofing ready to lay 50c to $2 for 1.08 square feet, free samples. American Roofing Co., 1224 VanBuren St., Chi- cago, Ill. 235 Merchants—Plan to have day sale in July or August. your summer merchandise. er, Port Huron, Mich. For Sale—One-half interest in the best hardware, implement and harness store in Southeastern Minnesota. Doing a good business and a money maker. It rousing 10 Clean up on W. N. Harp- . 2384 will take $3,200 to handle this. Address “Hardware’’, Box 290, Dexter, Minn. 232 For Rent—Good brick building 25 x 80 ft. with basement. Location very best for any kind of retail business. Electric lights, water, furnace, etc. Address R. H. Wheeler, Shelby, Mich. 233 Hotel For Sale—Good town; good cor- ner, modern. Write J. C. Lathrop, Winchester, Ill. 231 For Sale—Stock of general merchin- dise, all in good condition, inventory about $3,500. Good live town. Elegant farming community. Address Box 163, Mayville, Mich, 220 For Rent—One-half of newly opened large shoe store. Best location, most progressive city in Western New York. specially adapted for hats and furnish- ings. Rental fifty dollars. Address 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—Up-to-date cash general store in country village; paying investment; live stock. Address Box 530, Walton, N. 2Y. 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. Addr ess S, care Michigan Tradesman. 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, 2 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 drug 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, aE e 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 For Sale—Shoe stock and 5 and 10 cent stock in same room; will invoice about $4.000, including fixtures. Clean stock. Good business. Low rent. Ad- dress J. W. Schaefer, eee “ ‘ 1 store. Good For Sale—First-class millinery and variety stock in good town. Reason for selling, owner has other business. Ad- dress No. 212, care Tradesman. 212 For Sale or Exchange—Shoe stock and building, country town. Address No. 211, care Michigan Tradesman. 211 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 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 a. 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 Can command $3,000 eash which I want to invest in a general store carry- ing dry goods, shoes, groceries, ete. City must be over 5,000 people 1910 census and growing. Last ten years have been general manager of department store, selling quarter of million. State amount of stock, size of room, rent, last year’s sales, location of building, reason for selling and terms. P. O. Box 402, Lin- ton, Ind. 192 For Sale—One of the best drug stores in sumul town in Michigan. Kixpenses low. Young man, here’s your good op- portunity. Address No. 204, care Trades- man. 204 Safes Opened—wW. L. Slocum, safe ex- pert and locksmith. 66 Ottawa street, Grand Rapids, Mich. 104 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 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, IIl. 134 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 Wanted—A good clean stock of general goeds in some small town. Full par- ticulars in first letter. Address Geo. A. Leonard, Belding, Mich. 191 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. akins 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. 4 138 For Sale—Larch and Catalpa timber, 15 or 20 acres. One foot in diameter i smaller. B. H. Durham, Onarga, 181 I pay cash for stocks or part stocks of merchandise. Must be cheap. or Kaufer, Milwaukee, Wis. 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. 97 Merchandise sale conductors. E. Greene Co., 414 Moffat Bidg., Daliett “Ad- vertising furnished free. Write for date, terms, etc. 549 HELP WANTED. Wanted—Experienced dry goods trav- eling salesman, with established trade in Michigan. W. H.. Schoenau & Co., Buffalo, N. Y. c 197 Wanted—Clerk for general store. Must be sober and industrious and have somr previous experience. References ‘—7 Address Store. care Tradesman. Want ads. continued on next page. [NCREASE your sales by requesting your cus- tomers to write for one of these books. They are PM otto) (ies hae aa ee THE FLEISCHMANN CO. 427 Pium Street, CINCINNATI, - (0) 5 5(0e TOU ARE ALWAYS SURE of a sale - and a profit if you stock SAPOLIO. You can increase your trade and the comfort of your customers by stocking HAND SAPOLIC at once. It will sell and satisfy. HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate je@ough 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 enke. TACTLESS LETTERS. They May Do More Harm Than Good. Many storekeepers when approach- ed on the subject of advertising in one or another of its many forms, are accustomed to object that while such advertising might get results in some kinds of business, it would not do at all in theirs. The “form” letter is one of these forms of advertising to which such an assertion does not apply. Any business can use “form” letters with good results if the letters themselves are right. No store is too small and none too iarge to profit by the sales force ot the “form” letter. It has been called the most human of advertising me- aia and may be made the most re- svltful. The circular letter or “form” let- ter is not an instrument to be used indiscriminately. It is conceivable that letters could do more harm than good provided they were tac:- less or ill-considered. As an example of how a tactless letter may do more harm than good, here is a personal experience: Last month I received a letter from a con- cern that I have patronized in its line almost exclusively for several ycars. It was called to my attention that my trade had not been as heavy as usual during the season just past and the hope was expressed that I would make it known if anything had gone wrong. So far, very good. But as it happened I had just made a con- siderable purchase of this concern. The error in sending me a letter con- veying a suggestion of dissatisfaction with the amount of my business, arose from the fact that these peo- ple have two stores. I had been in the habit of patronizing the other store. Had a comparison of the list of customers of each store been made before this letter was sent out, the fact that I was buying as much as ever would have been disclosed and some natural indignation on my part would have been avoided. Getting results from “form” letters depends much on the “when.” The time element is important in any kind of advertising. It is especially so in letter advertising. If you are in the habit of con- ducting a discount or cut price sale at certain periods, one of the best times to use letters is just before making a newspaper announcement of such a sale. These pre-sale letters should: state that you are taking this means of notifying regular patrons of the re- cuction in your prices. State definite- ly when the sale will begin and make it clear that the general public has not yet been informed. I have never known a letter along these lines to fail of a cordial response. It has the further advantage of gratifying the patron to learn that he has been given a chance to get in on the good things ahead of others. Here is a practical suggestion for a letter of this kind: : John Jones, Blankville. MICHIGAN TRADESMAN Dear Sir—Beginning next Monday, July 10, we place on sale all lines ot summer clothing comprising latest models in a great variety of hand- some fabrics—every desired color—at 25 per cent. off. These goods were formerly priced from $10 to $30. We must cash in on this merchandise quickly in order to take our discounts on other lines. A man never has too many clothes and we are sure you will want to teke advantage of this rare chance tu get the finest of their kind at about makers’ prices. Our sales are always watched for and eagerly attended by those who appreciate values. Therefore as soon as it becomes known that we have knocked one-quarter off our regular Prices, there will be a scramble to get in on these good things. We are advising our regular patrons severai days in advance of th public an- nouncement. r We believe you will appreciate this “tip” and govern yourself accord- ingly. Very truly yours, Smith Mercantile Company. Such a letter may be followed dur- ing the progress of the sale by an “interest-arouser” in the shape of a card or small folder which should state that good things are still plen- ty and that even if one has already availed one’s self of the savings, they are attractive enough to warrant fur- ther purchase. As a stimulator of trade during dull seasons, bright, “snappy” letters are effective. Much of the success of letters at such times depends on their -“human interest appeal.” What you Say must “get under the skin.” Merchants who believe in letters end would like to use them, are kept trom doing so in some cases by the lack of a proper list. A live list is essential to results and worth the ex- penditure of time and money to get it right and keep it up to date. In the large cities there are con- cerns that make a business of fur- nishing lists, and they will also where desired take charge of writing, print- ing, addressing and mailing. Purchased lists, however, are apt to contain much “deadwood’—names of persons who have died, moved or for one reason or another are not live Prospects for what you have to of- fer. The surest way to get a good list is to build it yourself. Go through your ledger if you run a credit busi- ness. Then make a point of secur- ing the name and address of every person to whom you make a sale. Do not keep names in a book. This is an old-fashioned and unwieldy inethod. Buy a card cabinet. A mod- ern, inexpensive one will serve for the start. Arrange the name alphabeti- cally and classify them in two divi- sions. Regular customers and pros- pective customers. Some _ concerns have a third class: Occasional cus- tomers. Some firms keep close tab on cus- tomers and when a sale is made it is noted on the customer’s. card. The Cards are transferred from one class to another as often as necessary. To illustrate: A “prospect” who makesa purchase forthwith becomes an occa- sional customer. If he makes a num- ber of succeeding purchases he is placed among the regulars. The advantage in dividing lists in- to two or three classes is that it en- ables you to write a more appropri- ate letter. In writing regular trade you are addressing those who know you--who are familiar with your methods and merchandise. In talking to those who buy only occasionally from you, the endeavor should be to make them see that it would be to their interest to give you all their business instead of only a part. Pros- pects need to be handled somewhat more formally and the aim should be to create interest and a desire to try your geods. Lists may, if desired, be further di- vided so as to make separate lists of men and women, farmers, young peo- ple, etc. In this way specific argu- ments on different lines may be made. The most attractive letters are what is called “imitation typewrit- ten”—printed through a silk ribbon so that they closely resemble type- written work. : Signature cuts can be made and run in a different color ink from the body of the letter and the name and address filled in, giving a result so like a genuine typewritten letter as to defy detection. -_ What makes a letter “pull.” Why do some letters fail of results while others bring in the business? Vol- umes have been written on this sub-— ject and I should be biting off more than I could chew if I attempted to _tell the whys and wherefores of good and bad letters. The gist of the matter is right here: You must put yourself in the other fellow’s place but at the same time make him see things from your own. The circular letter is no place to theorize or preach. Get down to “brass tacks” as soon after the dear sir as possible. Use no useless words. Prune and trim until you are satisfied you have your story reduced to its “lowest de- nomination.” Then turn the result over to some one else to blue pen- cil if he can—and he generally can. As a rule “form” letters should not be long. There are exceptions to be made, but ordinarily where you can not tell your story in a single page, it is better to put it in the shape of a neat printed folder to be enclosed with the letter. The reason so few merchants write good letters is because they are too close to their business. They lack “perspective.” They talk too much about themselves—too little about the other fellow’s. benefit in trading with them. There is no more effective way to advertise than by letter if the let- ters are strong and to the point. Many live manufacturers will now, on request, circularize lists furnished by their dealers. Such fetters are gen- erally written by experienced men and the dealer does well to avail himself of them. Irwin Spear. June 26, 1912 Gripsack Brigade. The traveling men living in the northern portion of the city feel that they are handicapped by lack ot} street car service very early in the morning. The first car on the Plain- field avenue line leaves its terminal at 6:04, which, of course, is too late to enable passengers to make the ¢ c’clock trains on the -Holland ana Muskegon interurbans and the 6:15 train on the Lake Shore. They have petitioned for an earlier car through the Creston organization among business men and are anxiously look ing forward to a favorable outcome of their petition. Manager Hancheit has announced his willingness to consider an addition to the early morning service, but has not yet fully made up his mind as to the advisa- bility of inaugurating it. The Trades- man bespeaks for the traveling men of the North End success in their campaign. The Michigan Grand Council, U. C. T., passed a resolution denounc. ing any change in the method of col- lecting assessments and instructed the delegates to the Supreme Council to act accordingly. “Have you any trouble with kick- ers in this hotel?” asked a traveling man at a hotel in Adrain recently. “Oh, yes, we have a few,” said the Proprietor. “Good hard kickers?” again questioned the salesman. “Oc- casionally one,” replied the boni- face. “Well,” said the traveler, “put one in the bed I occupied last night so he can kick the knots out of the mattress.” : Mr. and Mrs. Morris were cele- brating their twenty-fifth anniver- sary, when one of the guests remark- ed: “Isn’t it just dandy to think you and your husband have lived togeth- er for twenty-five years, and you are here to celebrate?” When Mrs. Mor- ris remarked, “You're mistaken, my dear, we have not lived togethei twenty-five years; we have been mar- ried twenty-five years, but we have only lived together three.” Gues:: “How’s that?” Mrs. Morris: “My husband is a traveling man.” —_22.—___ The motto of the mail order house is every man for himself and the devil take the hindermost—and you bet the devil will. That spirit never fails to work; and the weak men, the unprotected man, the man alone—the man on the farm, at the end of the fact, when his farm market is gone, when his town is gone, when the spirit of selfishness and greed has left the country cold and hard and mean and neighborless—the farmer will be hindermost.—William Allen White. —r2___ Most of us feel that we could get along nicely on double our income. —_+~--.____. It is difficult for a rounder to keep in the straight and narrow path. ———_.---o.......--__ Unless a thing is uncomfortable it seldom becomes fashionable. ——~+-.____ It is more difficult to shoe a horse than it is to shoo a hen. —_++._____ The poorer the sermon the longer it is. i EEN 2s AE te care —~>— — Hart Brand Canned Foods Consumers are Wedded to the Because Quality ‘is Alwaye Notable All products packed at our five plants in West Michigan, in the finest fruit and vegetable belts in the Union, are grown on our own lands adjacent to the various plants; packed fresh from the fields and orchards, under best sanitary conditions, insuring exquisite flavor, fine texture. nat- ural color. Every can is well filled. The HART BRANDS Satisfy Consumers They Are Trade Winners and Trade Holders Vegetables:—Peas, Corn, Succotash, Stringless Beans, Pork and Beans, Pumpkin, Red Kidney Beans, Tomatoes, Spinach, Beets. Fruits:—Cherries, Strawberries, Red Raspberries, Black Raspberries, Plums, Pears, Peaches. W. R. ROACH & CO., HART, MICH. Hang Out a Lantern! “If you know where there is a dangerous spot in the road, it is your duty as a good citizen to hang out a red light whether you are paid for it or not.”—W. L. Brownell. If you do not own a good reliable safe, a safe big enough and strong enough to hold and protect your valuable books; papers and cash, there is a right dangerous spot ahead of you on your business highway which you are more than liable to fall into. There are L-WARUIN SAFE CONT) = Some Chances You Cannot Afford to Take Why take the chance of losing thousands of dollars, when by the expenditure of a small amount of money you can ‘eliminate this chance from your business entirely. We can furnish you with a first-class safe for less money than you can n buy elsewhere. - WRITE US TO-DAY AND WE WILL GIVE YOU FURTHER INFORMATION GRAND RAPIDS SAFE CO. tradesman Bidg., Grand Rapids, Mich. a ae di Daan, 0 . 50/4 \\ A National Cash Register < makes good business men and capable employes. Ie It trains them to be thor- ough—reminds them to be accurate—educates them to be systematic. 7 WY \ Nationals guard a million storesful of employes from temptation. W SS They protect a million merchants IS from loss through accident and care- BSG A lessness. They guarantee a square deal to both buyer and seller. _ A National soon pays for itself: and lasts for years. The National Cash Register Company Dayton, Ohio S