- ITS —— 4 FISH Saal Se Oy sf gn S q ef aes Bs : Se ye poe Oey, (Tel Nae SN SS CAE NASH LY oO GP Mf y PC BRA EY RC Xi a ay UN oh Se AV. oY: Ay] g a I =< t Ze ee Ze awe Z Wa SSSR ARNT SE a X Twenty-Ninth Year GRAND RAPIDS, WEDNESDAY, AUGUST 7. 1912 Number 1507 Hustle and Grin Smile and the world smiles with you; “Knock,” and you go it alone: For the cheerful grin Will let you in Growl, and the way looks dreary; Laugh, and the path is bright; For the welcome smile Brings sunshine, while A frown shuts out the light. Sigh, and you “rake in” nothing, Work, and the prize is won; For the nervy man With backbone can By nothing be outdone. Hustle! and fortune awaits you; Shirk! and defeat is sure; For there’s no chance Of deliverance For the chap who can’t endure. Sing, and the world’s harmonious, Grumble, and things go wrong, And all the time You are out of rhyme With the busy, bustling throng. Kick, and there’s trouble brewing; Whistle, and life is gay, And the world’s in tune Like a day in June, And the clouds all melt away. e Where the kicker is never known. Nobody Knows—But Mother Nobody knows of the work it makes To keep the home together, Nobody knows of the steps it takes, Nobody knows—but mother. Nobody listens to childish woes, Which kisses only smother; Nobody’s pained by naughty blows, Nobody—only mother. Nobody knows of the sleepless care Bestowed on baby brother; Nobody knows of the tender prayer, Nobody—only mother. Nobody knows of the lessons taught Of loving one another; Nobody knows of the patience sought, Nobody—only mother. Nobody knows of the anxious fears, Lest darlings may not weather The storms of life in after years, Nobody knows—but mother. Nobody kneels at the throne above To thank the Heavenly Father For that sweetest gift—a mother’s love; Nobody can—but mother. There are too many drones in the hive—that’s why the cost of living is high. Worpen Grocer CoMPaNy The Prompt Shippers ce mul H BRAND - BOSTON Principal Coffee Roasters Grand Rapids, Mich. ~ 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., Ine. Grand Rapids, Mich. Distributors of J. Hungerford Smith's Soda Fountain Fruits and Syrups. Hires Syrup, Coco Cola and Lowney’s Fountain Cocoa. LEAD YOUR CONVERSATION oS PROMPTLY UP TO “WHITE HOUSE” When you have suspicion that your customer is ready to replenish the coffee canister ms ~ DWINELL-WRIGHT CO. FANCHON The Kansas Flour of Quality J udson Grocer Company Distributors : Grand Rapids, Mich. u the oth out M the and nati eng: ship plos are ings our num lion sailc pref wag If ivel ben arat instz and upo! sudc lion of t supp Hi orga that enga tran: ticle: > Twenty-Ninth Year GRAND RAPIDS, WEDNESDAY, AUGUST 7, 1912 Number 1507 SPECIAL FEATURES. Pag 2. Bankruptcy Matters. 3. The Lake Shore. 4. News of the Business World. 5. Grocery and Produce Market. 6. Sales by Mail. 8. Editorial, 10. Clothing. 12, Canceling Orders. 14. Tea, 16. Jacob Hetz. 17, The Selling Habit. 18. Hardware. 20. Window Trimming. 22. Dry Goods. . 24, The Junior Partner. Woman’s World. 29. The No-Credit Store. 30. Butter, Eggs and Provisions. 32. Shoes. 34. Modify .our Prejudices, 35. Without a Father. 36. Learned Too Late, 37. General Weifare, 38. Financial. 40. The Commercial Traveler. 42. Drugs. 43. Drug Price Current. 44. Grocery Price Current. 46. Special Price Current, UNIVERSAL PEACE. President Taft a year ago or more offered to the nations of the earth a Proposition to settle all international disputes by arbitration. It was greet- ed’with a welcome by several nations that have been nearly bankrupting themselves increasing their armies and building warships, but, unfortun- ately for the President’s proposition, there was a strong belief that it was so wholly devoted to establishing peace at any price that it did not even Teserve the right to take up arms to maintain the honor and safety of this great Republic, and after it was treated to some wise amendments in the Sen- ate it ceased to present and preserve the attractions that commended it to other nations and finally it droppea out of notice. More than one-tenth of the men of the world are soldiers in the armies and sailors in the war fleets of the nations of the earth, or are directly engaged building fortifications and ships, in manufacturing arms and ex- plosives and munitions of war. There are fifteen hundred million human be- ings that make up the population of our globe. One-half are men, who number 750,000,000. One hundred mil- lion of these men are soldiers and sailors, or otherwise employed in preparation for war, and all are paid wages. If it should suddenly and authorita- tively be proclaimed that wars should be no more, that all warfare and prep- aration for warfare should come to an instantaneous end, what woe and wani and frightful destitution would fall upon the human population by the sudden depriving of one hundred mil- lion men and those dependent on them of their daily bread, their means of support! Human society in every country is organized to carry on the business of that country. Millions of people are engaged in producing, preparing, transporting and distributing all ar- ticles of use, and in contributing their share of labor, intelligence and capital to the working of the vast system. To disorganize this system at one blow by a political and social revolu- tion would plunge the country where it should occur in starvation and ex- treme misery. Nothing of the sort can ever occur except through Divine interposition. A nation is made up of the masses of the people, all inspired by the obvious demands of human nature, and that is not going to be changed save by a miracle. In the absence of that mur- acle, there will never come a time when crimes shall cease among indi- viduals and the entire population shall be thoroughly satisfied, each person with his or her condition, but on the contrary, there will continue to be dis- satisfaction, covetousness, malice, envy, hatred and all uncharitableness, and human nature being unchanged, but remaining as it has been from the first, there will continue to be wars and rumors of wars, revolutions and international troubles, as there always have been. Instead of seeing the great Republic marching at the head of a grand world procession of peace and universal con- cord with the celestial doves of love and charity hovering over it, it is vast- ly more likely that it will be drawn in- to great conflicts with other nations over the Monroe Doctrine, and when the predestined hour for its mighty leadership will have been sounded on the alarm bell of the Universe, the mighty Republic will be found at the head of the armies of Europe and America facing a united Asia, the Far East against the West. Universal peace without a miracu- lous and instantaneous change in the quality and character of human na- ture, would precipitate upon the en- tire population of our globe the most widespread and overwhelming disas- ter, with the exception of the Noachi- an Deluge, that has fallen upon the world, and it will never be poured but upon mankind until, as it was in No- ah’s time, special preachers of right- eousness shall have been sent out broadcast through the world to warn and prepare the people for it. Robert Morris, a signer of the Dec- laration of Independence, loaned to the revolutionary forces $1,400,000, and was permitted to spend four years in a Philadelphia prison for debt, and to die of a broken heart. The sum loaned by Morris has never been paid, and the two attempts to have Congress appropriate the money have failed. Mrs, Julia Garner, a_ great-great- grand-niece of the financier, now livy- : ing in Denver, is preparing to make a new demand on behalf of the heirs. She has obtained much evidence bear- ing on the generosity of Morris, and will go to Washington to present her demand for restitution. Countries seem to be most forgetful in the way of gratitude. If the United States legally owes ‘this amount it should lose no time in paying the money due the heirs. a IN SPITE OF THE UNION. W. B. MacFarland, who made such a pronounced failure as an advisor of the workingmen in Grand Rapids a year ago, has been back in town tell- ing the factory hands what demands they should make when the shorter work week is adopted. Under the MacFarland leadership the furniture factories in this city last year were shut down for four months. The workmen lost more than two million dollars in wages, the city’s chief in- dustry suffered severely and commer- cially and otherwise sustained injury. The strike was for the nine hour day, increase in pay and the recognition of the union, demands which MacFar- land said the manufacturers could con- cede just as well as not, regardless of what the manufacturers elsewhere might do. Before and during the strike MacFarland lied as to facts and conditions, and every body knows now that he lied. He misrepresented the manufacturers, made promises which he knew could not be fulfilled, held out hopes which he knew had no founda- tion—and then took a pleasure trip to Europe with his share of the profits from the strike, leaving the badly fooled workingmen to shift for them- selves. Now he is back telling the workmen what to do and what to de- mand and endeavoring to shape their policy for them. Will the workmen of Grand Rapids be fooled a secona time by their professional friend? After the strike, when the factory hands had returned to work, the man- ufacturers in good faith set out to ful- fill the promise they had made to their employes to secure the adoption of the shorter work week in the industry as a whole as the first step to their own adoption of it. A regular cam- paign was planned and, with Rober! _W, Irwin at the head of the move ment, the first appeal to the National Association of Furniture Manufactur- ers was made at the annual meeting in Indianapolis in December. This peal resulted in the appointment of a committee, with Mr. Irwin as chair- man and John Hoult a member, to study conditions and to make recoin- mendations. This committee made its report at the June meeting of the As- sociation in Chicago. The fifty-four ap- hour week was adopted as the stand- ard for the furniture industry, and how the shorter week should be applied, whether nine hours daily or the Sat- urday half holiday was left for each manufacturer to work out ir his own way. The new standard of hours is to take effect September 1 and the manufacturers in this city have been quietly canvassing the sentiment of their employes before deciding which plan to adopt. They may have t' cir own preferences, but not what they may themselves prefer, but what will best satisfy their employes is what will guide them in making their final decision. MacFarland is telling the men to demand the nine hour straight. He is advising them to this course, not because it will be to their best interest nor because it will make it easier for the manufacturers, but be- cause it will promote the cause of unionism, a cause which in this town ought by this time to be thoroughly discredited. After their experience with MacFarland last summer would it not be supposed that the intelligent workers would listen to the advice he gave and then ask for just the Ooppo- site? The manufacturers have not yet de- cided on which course to pursue, and it is likely that both plans will be tried. In some factories the nine hour day will be the rule and in others the Saturday half holiday. The nine hour day may be for the winter months and the half holiday for the summer. What a quiet canvass of the employes shows to be the real desire will in most factories be the plan adopted. The shorter work week will be given the workmen, not because the union demands it, but in spite of the union and its outrageously impudent preten- sions. The shorter hours of labor is the tendency of the times and in fall- ing into step with this tendency, the manufacturers are not giving recogni- tion to unionism, but are following the dictates of their own humanitarian spirit. They give voluntarily what uni- onism under the MacFarland leader- ship could not compel them to yield and it is time that MacFarland and his kind kept out. eerie Prof. Franz Frohlich, a noted German historian and military writer, believes that a famine would be inevit- able in a war that resulted in cutting her off from the sea and that Germany would be in great danger of being starved into submission and have victory snatched from her by the gaunt spector of hunger. Prof. Froh- lich takes up the question of whether Germany could meet the exhaustive drain of a war and points out that the majority of German writers have considered it wholly from a financial standpoint. He contends that there is another point, almost as vital to be considered, and that is the question of subsistence in the event that a superior naval power destroyed the mercantile fleet or cut off all importa- tions of foodstuffs. BANKRUPTCY MATTERS. Proceedings in Western District of Michigan, July 31—A_ voluntary petition was filed by Neil Wilder, of Grand Rapids, and he was adjudged bankrupt by Judge Sessions and the matter referred to Referee Wicks. The bankrupt’s sched- ules show no assets not claimed as ex- empt. The following creditors are scheduled: James T. Hughes, (Note)...... $ 71.05 Dr. H. C Wolf, (Note)....._.. 30.00 J. J. Pooler; (Note)... 100.00 James T. Hughes 2.0 2 130.00 South End Mercantile Co....... 26.00 John G. Steketee ........... 0 |. 10.50 White Credit Clothing Co. ...... 17.50 Menter-Rosenbloom & Co. ..... 13.00 H. Rap) 9.2... 5.00 Century Tel Co. 60. 15.00 Home PMuel Co. ....... 12.00 Bell Telephone Co. ............ 14.00 $444.05 The calling of the first meeting of creditors is being delayed until the bank- rupt advances the necessary money for the actual expenses of the referee’s office. Aug. 2—In the matter of the Glen- garry Mercantile Co., bankrupt, of Glengarry, the first meeting of credit- ors has been called by the referee to be held at his office on September 6, for the purpose of proving claims, elect- ing a trustee, if desired, examining the officers of the bankrupt, etc. The bankrupt’s offer of composition at 40 per cent. will also be considered at such first meeting and all creditors desiring to accept same have been directed to file their written acceptances. The total liabilities scheduled are, $21,636.20. The assets are appraised as follows: Beal esipte oe $2,116.73 Cash on hand and deposit...... 697.11 Bills receivable .............. 120.50 Stock in trade ......:.5...2.. 5,500.00 Furniture and fixtures ........ 175.00 Due on open account ......... 250.00 Telephone company stock ..... 25.00 $8,884.34 In the matter of Harvey C. Daniels, bankrupt, of Grand Rapids, an order was made by the referee calling the first meeting of creditors to be held at his office on September 9, for the pur- pose of electing a trustee, proving claims, examining the bankrupt, etc. August 5—In the matter of Charles F. King, bankrupt, formerly at 31 Michigan street, Grand Rapids, a hear- ing was had on the trustee’s report of sale of the assets to V. Arrowsmith and Charles Ledward, of Grand Rapids, for $900. No cause to the contrary being received, the sale was confirmed. August 5—In the matter of A. E. Daas, bankrupt, formerly merchant on Division street, Grand Rapids, the trus- tee Fred Maichele of Grand Rapids, reported an offer from A. B. Storrs, of Coopersville, of $500 for the stock of g vceries and fixtures, including the bankrupt’s exemptions, and an order was made directing creditors to show on August 17, cause why such offer or any other or further offer which might in the meantime be received should not be approved and the sale of such assets authorized and confirmed. MICHIGAN TRADESMAN In the matter of Alvin L. Dennis, bankrupt, of Grand Rapids, the trustee, Charles B. Blair, of Grand Rapids, re- ported an offer from Adolph H. Brandt, of Grand Rapids, of $1,350 for the fol- lowing described property: Lot four, block ten, of L. Porter’s addition to the city of Grand Rapids. This real] estate is subject to a mortgage for $1,000, dated April 9, 1908, with interest at 6 per cent. and also taxes amounting to about $20. Such sale, if made, will net. the estate about $250. Creditors have been direct: ed to show cause on August 9, why such offer should not be accepted and the sale authorized and confirmed. August 6—On petition filled by certain of its creditors the Coronet Corset Co., a corporation ‘of Grand Rapids, was adjudged an involuntary bankrupt, and the matter referred to Referee Wicks. An order was made by the referee di- recting the officers of the bankrupt to file schedules of its assets and liabilities on or before August 19, on receipt of which schedules the first meeting of creditors will be called. The hearing on the application for the appointment of a receiver pending before the court has been continued to August 16, and the temporary restraining order here- tofore made continued in force. —_2+-.—__ That Old Fox. One summer’s night Uncle Rube was aroused from his sleep by a great outcry at his henhouse, and on arising he found that a fox had been caught in a trap set at the door. “Ding your buttons, but I’ve got ye now!” exclaimed the farmer, as he hunted around for the ax. “I’ll larn ye to come snoopin’ around here after my hens!” “Is it your idea to murder me in cold blood?” calmly asked Reynard. “V'll murder ye in any kind of blood!” “But don’t rush the thing. You are a farmer, but you are also a business man, and I want you to hearken to me a minute.” “Wall, say your say, but don’t be long about it.” “In the first place,” said the fox, “it’s mid-summer, isn’t it?” “T’m not disputin’ that.” “Last winter my pelt was worth a dollar and a half, owing to the condi- tion of the fur. At this season you could not get 30 cents for it. There is a loss of $1.20, at least, isn’t there?” “Looks like it to me,” replied Uncle Rube, after a bit of mental arithmetic. “Well is it business to take 30 cents now, when you could get $1.50 by Waiting till November?” “N-o-a-p, I guess not.” “Then, as a business man, you will release me, and trap me later!” The thing was done, but after the farmer had returned to his bed he began to muse, “Dog my cats, but there’s something I didn’t think of! While fox skins have gone down to 30 cents, the price for chickens has gone up to 75! And there’s another. The price for fox skins may be $1.50 in November, but where’s my fox! I’m a farmer and a business man, but—” Moral—Our hindsight is always bet- ter than our foresight. NEW YORK MARKET. Special Features of the Grocery and Produce Trade. Special Correspondence. New York, Aug, 4—Spot coffee is about as quiet as at any time during the year, so far as demand is con- cerned. A decided reaction set in last week and at this writing the market seems to be simply drifting. For Rio No. 7 quotations in an invoice way are on the basis of 1434c and Santos 4s 1534c. In store and afloat there are 2,286,739 bags, against 2,184,940 bags at the same time last year. Mild coffees are selling at nominal quota- tions and the volume of business is so small as to be negligible. Good Cucuta, 16%c. New Japan teas are meeting with fair request and the market generally is in about as satisfactory a condition as could be expected, though this is not saying much. Despatches by ca- ble indicate a firm market at primary points. The demand for sugar has been mighty light and withdrawals under previous contract have been about as limited in volume as for many weeks, There seems to be an impression that a decline may occur at any time and buyers are taking only enough to keep trade moving. Granulated is quoted generally at 5.15c, Rice is quiet. With demand appar- ently lessening some concessions might be looked for. The coming crop is said to be in good condition and a big yield is looked for, although it will be late. Quotations are about unchanged, with good to prime do- mestic quoted at 54 @5%c. Spices are firm. The demand is only moderate. Stocks not large, but there seems to be enough of every- thing to meet all requirements. Singa- pore pepper, in large way 11144@1134c. Molasses is moving only in a job- bing way. The range of values 13 without change and stocks are moder- ate. Good to prime centriiugal, 26@ 34c. Syrups are quiet and the supply iS moderate. Fancy, 25@28c. Standard 3s tomatoes for delivery at the end of this month are cuoted at 80c f. o. b. Baltimore 2nd this seems to be about the lowest rate vamed. The market is quiet, but carmers are very firm and not at all inclined to make concessicns and say that &5c will be the prevailing rate within a very short time. Peas are firm. Other goods are unchanged. Butter steady but the situation is quiet. The supply is larger than a week ago and storage warehouses must be receiving a pretty good sup- ply. Extra creamery, 27@27%c; firsts, 2514@26%c; process, 24@24%c; imitation creamery, 23%4c; factory 20 @21%c. Cheese is firm and the supply is not overabundant, Whole milk, 15%4@ 15i4c. Eggs are in liberal supply of all grades except top. Storage stocks are ample and the market generally is rather quiet. Best Western whites, Aug. 7, 1912 23@25c. large. The supply at about 20c is —~++-—____ Official Commendation of Established Apple Grades, Traverse City, Aug. 5—The article signed by C. P. Buck, which appeared in your issue of July 24, is timely and to the point. It calls attention to a question which has been occupying the serious atten- tion of the Western Michigan Devel- opment Bureau for more than two years. Mr. Buck’s contention is correct, that fresh markets must be found for the constantly increasing yield of Michigan apples, and the damaged reputation of the Michigan pack re- stored, in order to ensure to the grow- er a fair return on his capital and to prevent serious loss on the large in- vestment in Western Michigan land that has been made during the past few years. While we consider Mr. Buck’s esti- mate of ten million bushels of apples as the crop in Western Michigan in two years as too high, yet we agree with him that it is time to act. The Western Michigan Develop- ment Bureau has been keenly alive to the situation, but we realized that not much could be done until the fruit growers of Western Michigan became better acquainted with modern scien- tific methods. To this end we en- gaged the services of a competent horticulturist whom we have kept in the field, instructing our own people in better methods. The results of this work can be seen on every hand, so that now we are ready to take an- other step forward. A registered label or brand has been prepared and the question of estab- lishing grades appointing inspectors and issuing licenses will be decided at the next meeting of our Executive Committee. We have opened up an export mar- ket in Great Britain and in order to bring Western Michigan apples to the attention of the shippers, we will make an exhibit of five summer, ten fall and fifteen winter commercial varieties of apples at the eighteenth annual con- vention of the International Apple Shippers’ Association at the Sher- man House, Chicago, August 7 to 9, 1912. Western Bureau. Michigan Development Jno. I. Gibson, Sec’y. —— »72.____ Dangerous Incompatibility. Attention is called by a writer in the Lancet to still another incom- patibility with sweet spirit of nitre. This is an emulsion of almonds. tincture of squills, ipecac wine and Sweet spirits of nitre which some- times explodes, due doubtless to the presence of tannin in the gum used in making the emulsion, The ethyl nitrite is decomposed by the tannin, causing evolution of oxides of nitro- gen, and when the vial is corked the gas accumulates and may burst the bottle. The reaction will take place when other drugs containing tannin are present and is a well-known oc- currence in the mixture of sweet nf- tre and fluid extract of buchu. a Aug. 7, 1912 THE LAKE SHORE. Ways of Nature in the Matter of Vegetation. Written for the Tradesman. : The Michigan lake shore is inter- esting for those who take pleasure in observing the ways of nature in the matter of vegetation. The waves have washed up the sands from the lake, the sands have dried and the winds have blown this sand into the hills which fringe the lake shore from City These hills are pure sand and, as the waves are still washing and the winds still blowing, these hills are constantly changing. In the course of the ages nature has clothed these sand_ hills with vegetable growth and how slow must have been this process can only be imagined. There are some spots along the lake shore, like the “five mile sand hill” at Grand Haven and “Old Baldy” at Macatawa park that have resisted what nature has tried to do and are still shifting and un- Staple in spite of all that men have done to reinforce the efforts of na- ture. But long stretches of the hills and the intervening valleys are coy- ered with forests and, where the for- ests have not been disturbed by lum- bermen or wood choppers, many of the trees are of noble growth, a hun- dred or more years old at least, The trees most frequently seen are beech, oak, maple and elm, with some wild cherry, an occasional butternut, some ash and in recent years Pine and hem- lock have been springing up. These trees are such as are usually found on heavy soils, the clays and loams, and to find them prospering on pure sand is something of a surprise. The ex- planation for this is in the fact that in these sand hills there is abundant and perpetual moisture. The hot summer winds may dry the surface sand and make it as shifty as snow, but this loose surface sand serves as a dust mulch and dig down a few inches any- where and the sand is found to be cool and moist. The dust mulch of the western farmers is in reality a story as old ‘as the world and has been practiced by nature along the Michigan lake shore for ages and with success. The decaying leaves and vegetable matter has given some nu- triment to the soil and made the tree growth possible. The undergrowth in these sand hills is no less interesting than the forestry. In the hills will be found trillium, Sol- omons seal, twisted stalk, blood root, Jack in the pulpit, ferns and other plant l'fe which in the natural course of events one would look for in damp marshy places only. It is the fact that the sand retains the moisture that makes this growth possible, not merely in the depths of the ravines but far up toward the tops of the wooded hills. Often these plants are found growing under conditions that seem difficult. The sand will blow over from the lake shore and bury them, and yet when spring time calls they come up through the covering to play their small part in the scheme o1 nature. It is not unusual to find plants whose roots are a foot or more Michigan northward. MICHIGAN TRADESMAN from the surface, and yet they seem to flourish, Those who go to the lake shore and are satisfied with the passing pleas- ures which resort life affords, in real- ity miss the greatest opportunities for enjoyment. They should go up into the wooded hills and see what nature is doing and how she is doing it, and then come home to marvel. Evergreens are not much in evi- dence along the lake shore hills and this is because of the activities of the lumbermen a _ generation ago, in many places, however, pines and hem- locks and an occasional spruce are again appearing and in a few decades more if nature is permitted to do her work there will be a fine shelter of green in winter as well as in summer. The few evergreens that the lumber- men left are annually scattering their seed and the seed seem to be finding congenial conditions in the leaf mold that has accumulated and in the damp- ness beneath. ———_--2.__ They Were Tremendous. Two men that boarded the summer car together were somewhat excited over some event, and after finding seats together, one of then said: “You can’t help but see, with me, that the issues are tremendous.” “Yes, I see,” was the reply. “His election would be a public cal- amity.” “It certainly would.” “I might almost say the fate of the country is at stake.” “But the honest voter must stand by the country.” “They should, but in times of political excitement like this you can’t count on what they will do.” “Let us hope he will be defeated and his party taught a needed lesson.” At this juncture a man on the seat ahead turned around and said: “Gentlemen, excuse my butting in, but do you refer to the election or de- feat of Taft?” “Taft? Taft?’ repeated the “tre- mendous” man, with ill concealed con- tempt. “Then it isn’t him?” “Not by a jugful! The gigantic struggle that may end the life of this republic is whether I am to be elected one of the trustees of our village next fall, or whether a red-faced butcher weighing 230 pounds, who also wants the place, is to be elected and permitted to topple down the bulwarks of liberty. As I say, the issues are tremendous, positively tremendous.” —_++.__ Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, Aug. 7—Creamery butter, 25@27c; dairy, 20@24c; poor to good, all kinds, 18@22c. Cheese—Fancy, 16@16%4c; choice, 15@15¥%4c; poor to common, 8@12c. Eggs — Choice, fresh, 21@21%c; candled, 22@23c. Poultry (live) — Turkeys. 12@14c; cox, 10@11c; fowls, 144%4@15c: chicks, 17@20c; ducks, 13@15c; geese, 10c. Beans — Red kidney, $2.50@2.60; white kidney, $3@3.10; medium, $3.10 @3.15; marrow, $3.25; pea, $3@3.10. Potatoes—New, $2.50 per bbl. Rea & Witzig. Evidence Against the Doctor. The statement has frequently been made that the mistakes of the doctor are buried underground, and no one the wiser, but that the errors of the pharmacist are advertised to the world to his great damage and loss. In the case of a physician who dis- penses his own medicine it is possi- ble (we do not say it ever occurs) that an error in compounding or in calculation of weight or measure or dosage may result in death or injury of patient. Such error may not be discov- ered by thedoctor, but at any rate there is no legal information on which to base prosecution. Other than the doctor, no one knows what he gives the patient or what he gives it for. Because of this state of affairs it is easy to see that it is possible for the doctor (again, we do not say it ever happens) to avoid all responsi- bility for his errors in diagnosis or medication. There is left no record. Physicians have always argued, and it is a sound argument, that it is their right and privilege to supply the medicine if they see fit. This has naturally led to the custom of keep- ing secret what medicine is used. The homeopathic fraternity especially follows this course. But the claim that it is no one’s business, save the doctor’s, what is administered is not sound, and here is where reform is called for. It is everyone’s business to know whether the doctor acts rightly, and it is the law’s business to hold him accountable for his mis- takes. The trouble has always been to secure information to prove his er- rors. It is not possible, nor desirable, to take from the doctor his right to dispense, but it is both possible and desirable to provide that he dispense properly. The how to do this is the problem, which, although not impos- sible of solution, is, however, a tick- lish and difficult one. The Kansas Pharmaceutical Asso- ciation evidently believes it has tak- en at least one step toward its solu- tion by passing certain resolutions at its annual meeting last month. These resolutions call for the enactment of legislation which shall provide: 1. That any physican who shall sell, compound, dispense, administer, or give away, any medicine or rem- edy for or to any patient or other person, shall write a prescription or order for such medicine or remedy in such form as to be legally intelligi- ble. 2. The original or a copy of any and all such prescriptions written, in every instance of such dispensing, shall at the time thereof be supplied to such person or patient or any le- gal representative. This would not deprive the doctor of the privilege of dispensing, but it would certainly “keep tabs” on him, which is perhaps desirable in greater measure than we conceive of. The proposed measure would put him on record and make it possible to “check up” his work, if occasion arose. This measure likewise would make the patient the lega! custodian of the prescription (or copy thereof), there- by settling the question “who owns 3 the prescription?” Perhaps the fram- ers of the resolutions were likewise not altogether blind to the fact that the patient would be enabled to go to the drug store for “repeats” if he wished, ignoring the doctor and his professional fee. We do not like to think that this was an actuating mo- tive, however. What the doctors will have to say about the proposition and whether it can and will be made to work are developments, to which we shall look forward with interest. He Had an Object. From the seashore hotel a wharf ran out a quarter of a mile to deep water, and on a hot day the wharf was the hottest place in the whole United States. I was loafiing on the shady veranda one scorching July afternoon, when a male guest of the hotel started off down that roasting wharf with a fishpole over his shoulder. He was regarded with astonishment, but of course, nothing was said. He had reached the end of the wharf and had been fishing for half an hour, when a woman came up to me where I sat and asked: “Did you see my husband go down to the wharf with a fishpole?” “I saw a man, ma’am.” “It was probably my husband. Would you be so kind as to go down and tell him I want him at once?” I went down through the fiery furnace and gave my message. The man did not even look up. A second statement brought no better results. Then I happened to notice that he had no line at all attached to his pole, and I said: “Stranger, I have told you twice that your wife wanted you.” “Yes,” he muttered. “You seem to be fishing without any object.” “Don’t you believe it!” “But you have neither hook nor line.” “I know it, but I have an object, just the same.” “And—and—” “It’s hot as Hades, isn’t it?” “You bet!” “And it’s July?” “Te is.” “Well, my wife wants me to promise her a new set of furs for next winter, and my object is to keep away from her until I get a sunstroke and keel over !” Another Peril. “But, Peter, you should be grateful that you were saved from drowning, and not cry like that.” ' “Yes, but there come my aunts and now I’ll be kissed all the afternoon.” Ever Thus, Pa, what’s political knavery?” “What the other side’s doing, my son.” nn Don’t imagine that people are go- ing to call you a liar every time they think it. Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color and one that complies with the pure food laws of every State and of the United States. Manufactured by Wells & Richardson Co. t. : Burlington, MICHIGAN = Th I Y ——— il fy I HH ges attl ai MU CUCU KN BE PE (ae ===] pee . ———— | a 2) — ae / Movements of Merchants. Wayland—E. F. Glass has closed his bakery and retired from business. Maple Rapids—Floyd Crook has engaged in the jewelry business here. Brookfield—F. Watson, formerly of Durand, has engaged in general trade here. Gladwin—McDonald & Co. will en- gage in the shoe, hardware and gro- cery business. West Branch—Lawrence_ Ellison, recently of Alma, has engaged in the shoe business here. Hancock—John Latva has engaged in the grocery and meat business at 734 Pine street. Sturgis—Clark Huff, recently of Dowagiac, has engaged in the furni- ture business here. Pontiac—A, E. Cheal will open a sporting goods store at 23 east Law- rence street, Sept. 1. Cass City—Allen C. Hayes has en- gaged in the dry goods, shoe and erocery business here. Pontiac—W. H. Wix is closing out lis stock of second-hand goods and will retire from business. Chassell—The Chassell State Bank has been incorporated with an author- ized capital stock of $20,000. Durand—O, J. Jones has sold his grocery stock to F. C. Dunham, who will continue the business. Grand Ledge—George VanHorn and Chris. Glenn succeed J. H. Allen & Son in the meat business. Alto—Mrs. George Clark has sold her millinery stock to Mrs. C. W. Williams,who has taken possession. Jackson—George W. Hauk | suc- ceeds Gillette & Gates in the meat business at 119 North Mechanic street. Otsego—Lee Smith and Arthur Wiley have formed a copartnership and engaged in the produce, seed and coal business here. Kinde—The Kinde State Bank has been organized to do a general bank- ing business with an authorized capi- tal stock of $25,000. Negaunee—Levine Bros. have pur- chased the bankrupt stock of the Chi- cago store, at Houghton, and will con- solidate it with their own. Calumet—Uriah C. Penberthy and Paul Spehar have fermed a copart- nership and will open a men’s fur- nishing store here, Oct. 1. Williamston —C. S. Chamberlain has sold his grocery stock to Frank Locke, recently of Webberville, who will continue the business. Holland — Harry Dornbos and Herman Kramer have formed a co- partnership and engaged in the meat business at 444 First avenue. Hancock—John Funkey has trans- fered his hardware stock to his son and daughter, Fred and Gertrude, who will continue the business. Kalamazoo—Fred Glass has sold a half interest in his grocery stock to Fred Ailes and the business will be continued under the style of Glass & Ailes. Mendon—Harry Worthington has sold his ice cream and confectionery stock to R. A. Kitchen, who will con- duct a restaurant in connection with the business. Traverse City—H. E. Hallberg & Co., have purchased the bankrupt Schoolcraft & Nelson grocery stock and will continue the business at the same location. Fennville—Mrs. Alice Sheffer has sold her grocery stock and restaurant to her sons, Maurice and Charles, who will continue the business at the same location. Flushing—H. H. Chatters has sold his stock of general merchandise to E. W. Northrop, recently of Flint, who will add a line of men’s furnish- ing goods to the stock. Casnovia—Fred L. Martin has sold his grocery, shoe and hardware stock to Fred Woodwork, who has taken possession and will continue’ the business under his own name. Hudson—Don Manahan and Mor- ris J. Malarney have organized a company under the style of the Hud- son Sales Co. to engage in the selling of household supplies, fence anchor, etc. Arcadia—James Jones has _ pur- chased the interest of his partner, Charles Schaefer, in the meat stock of Jones & Schaefe and will con- tinue the business under his own name. Grand Ledge—A. C. Baldwin and Thomas West have formed a co- partnership and purchased the gro- cery stock and bakery of C. A. Smith and will continue the business at the same location. Wyman—The Gleaner Produce Co. has been organized to deal in farm produce, seed and supplies, with an authorized capital stock of $3,000, of which $1,500 has been subscribed and paid in in cash. Allegan—Albert Brand has sold his meat stock to Julius Maskey, Gus Braun, Herman Konkie and Otto Liniger, who have taken pos- session and will continue the busi- ness at the same location. Portland—George W. Allen has sold his stock of clothing and men’s furnishing goods to C. D. Tomy and Roy Dawdy, who have formed a co- partnership and will continue the busi- TRADESMAN ness under the style of the Economy Clothiers. Pontiac—Milton G. Robinson has purchased the interest of George W. Dickinson in the John D. Austin Co. stock. The building will be remod- eled and opened September 15 as an exclusive women’s __ ready-to-wear garment store. Calumet—The Italian Co-Operative Store has been incorporated to pur- chase dry goods, groceries, etc., and sell them to all stockholders, with an authorized capital stock of $10,000, of which $320 has been subscribed and paid in in cash. Alden—L. Armstrong, general dealer, has the sympathy of the trade in the death of his 19-year-old son, who was recently drowned while de- livering goods to customers on Torch Lake from a motor boat which bore the ill-fated name of Titanic. Detroit—Pending the decision of the Commissioner of Internal Revenue at Washington, a stock of oleomargarine seized Tuesday at the place of Joseph A Burk, 2114 West Jefferson avenue, has been released. Mr. Burk made a compromise offer of substantially the value of the goods and paid the money into the Internal Revenue of- fice. Burk was recently convicted in the United States District Court of manufacturing and selling oleomarga- rine without a license, and a tax (amount unknown) was assessed. It is said that since his conviction his sister, Miss Kate Burk, has been con- ducting the business in a legitimate way. For this reason the compromise was considered. Manufacturing Matters. St. Joseph—Arthur Kropp has op- ened a cigar factory on Ship street. Muskegon — The Vandergrift Box Co. has increased its capital stock from $25,000 to $50,000. Detroit—The Michigan Motor Spe- cialties Co. has increased its capital stock from $20,000 to $75,000. Saginaw—The Opportunity Manu- facturing Co. has increased its capital stock from $10,000 to $20,000. Detroit—The Nicholson Manufac- uring Co. has been succeeded by the Purdy Lumber & Manufacturing Co. Detroit—The Menzie Shoe Co, manufacturer of shoes, has incr2ased its capital stock from $80,000 to $200,000. Munising—The Munising Veneer Co. has been incorporated with an authorized capital stock of $100,000, of which $60,000 has been subscribed and paid in in cash. Munising—The Great Lakes Veneer Co. has been absorbed by the Munis- ing Veneer Co. Some changes and improvements will be made to increase the output of the new company. Wells—Bark peeling in this vicinity is getting along very well, considering the scarcity of peelers, Loggers and jobbers are getting ready for winter. Some of them are making piece stuff and will soon begin skidding. Escanaba—The Beaver Timber Co. has been incorporated to do a gen- eral lumbering and logging business, with an authorized capital stock of $125,000, all of which has been sub- j a ae Aug. 7, 1912 scribed and paid in in cash. Opera- tions to be carried on at Beaver. Escanaba—The Ready Rax Manu- facturing Co. has been incorporated to engage in the manufacture of car- pet and rug racks, with an authorized capital stock of $15,000, all of which has been subscribed, $1,000 being paid in in cash and $7,650 in property. Bay City—E. B. Foss & Co., exten- sive lumber dealers in Bay City, also coal mine operators in Bay county, have leased mining privileges on sev- eral hundred acres of land half a mile from the corporate limits of the city of Flint and started sinking a shaft for a coal mine. The coal vein is found 246 feet down and a 10 years’ supply at 650 tons a day is estimated. Battle Creek—Several Lansing and Jackson capitalists have consummat- ed a deal here whereby they acquire the old hulled bean plant for a sum of $25,000. The plant will be con- verted into a bread-wrapping factory. George Gaw, Jr., of Ypsilanti, and Charles Dorman, of this city, have taken over the stock of the Prims Manufacturing Co. and incorporated the Rite Way Co. for $50,000. The concern will manufacture coffee roasters. Detroit—The bondholders of the Detroit Salt Co. have accepted a proposition made by the Watkins Salt Co. of Watkins, N. Y., which contemplates the complete re-organi- zation of the company with the prop- erty passing into the hands of the Watkins concern, a well known salt company operating mines in Wat- kins. The property has been in the hands of the Security Trust Co, as receiver for a little over a year, the receivership having been regarded as entirely successful. The mines in Delray. have been improved and placed on a paying basis. Pending a receiver’s sale, W. W. Clute, presi- dent, of the Watkins Salt Co., will have complete control as receiver, succeeding the Security Trust Co. Manistee—It is expected that this year will clean up the lumbering oper- ation of the R. G. Peters Salt & Lum- ber Co. in Wexford county, and in an- other year the operations of one of the oldest operators on the Manistee River will be finished. The property is in charge of the Michigan Trust Co. in the capacity of receiver until the estate is completely closed out, The holdings of the R. G. Peters Salt & Lumber Co. in the Upper Peninsu- la of Michigan and in other States are being closed out as rapidly as possible. Au Sable—The H. M. Loud’s Sons Lumber Co. has been a victim of mis- fortune. Last year the company’s big plants were Swept away by fire, and last week a new roundhouse built for locomotives used on its logging rail- road was burned together with a loco- motive, involving a loss of $10,000. The persistent report in circulation that the Detroit & Mackinac Railroad Co. had purchased the Loud compa- ny’s railroad and timber holdings in Alconda county and would extend the road to Comins and Barton City is de- nied by the members of the company. The company closed the Byers camp in Alconda county, but only for the summer, ed Aug. 7, 1912 MICHIGAN TRADESMAN = — — = — = an ~~ = ROCERY~» PRODUCE MARKET =. iy oe z 7 = = = = = = The Produce Market, Apples—Duchess $4 per bbl. Apricots—California, $1.15 per box. Bananas—$3.75 per 100 Ibs, Beets—20c per doz. bunches. Blackberries—$2 per 16 qt. crate. Butter—Receipts are larger than a year ago. The weather has been very favorable to a good make, and the quality of the butter now coming forward is excellent. The consump- tive demand is very good and the maiket rules steady and unchanged. The situation as to storage butter is about the same as a year ago, and everything considered, no radical change seems in sight in the near future. Extras are now held at 26%4c in tubs and 271%4@28%c in prints. Local dealers pay 20c for No. 1 dairy grades and 17c for packing stock. Cabbage—$1.25 per crate for new stock for home grown. Carrots—20c per doz. bunches. Cherries—$1.75 per 16 qt. crate for sweet; $1.60 per crate for sour. Cucumbers—35c per doz. for hot house, Eggs—The marxet has been sta- tionary during the week. The weath- er is favorable for shipping and the quality of the receipts shows consid- erable improvement over a week ago. For the season the receipts of eggs are about normal and the market throughout is healhty on the present basis. The market will probably re- main unchanged for some days. Lo- cal dealers are paying 17c, loss off. Gooseberries—$1.50 per 16 qt. crate. Green Onions—12c per doz. for Evergreen and 15c for Silver Skins. Green Peppers—50c per small bas- ket. Honey—18c per fb. for white clov- er and 17%c for dark. Lemons—California and Messina have declined to $5.50 per box. Lettuce—Leaf, 65c per bu.; head, 90c per bu. Musk Melons — Arizona Rocky- fords command $3 per crate for 45s and $2.75 for 54s. Georgia stock is sold at $2 per crate for all sizes, Onions—Yellow Texas Bermudas command $1 per crate. Spanish are in fair demand at $1.75 per crate. Oranges—$4.25@4.50 for Valencias. Peaches—Elbertas from Arkansas, Oklahoma and Missouri are sold at $1.75@2 per bu. Six basket crates command $1.75. Home grown from the Southern part of the State are be- ginning to come in, but only in limit- ed quantities. Receipts from the South are arriving in much better condition than the crop of Georgia and Texas. Pears—$1.75 per bu. for sugar, command about Peas—$1.50 per bu. for Telephones. Pieplant—85c per 40 tb. box for home grown. Plums—California, $1.50@1.65 per box; $2 per, bu. for home grown early Burbanks. Potatoes—Home grown are now in control of this market on the basis of $1 per bu. Poultry—Local dealers pay 12c for broilers; 10c for fowls; 5c for old roosters; 7c for geese; 8c for ducks; 10c for turkeys. These prices are for live-weight. Dressed are 2c higher. Raspberries—$2.25 for black and $2.40 for red—16 qt. cases. Spinach—75c per bu. Tomatoes—Four basket crates, 85c; 8 tb. basket of home grown hot house, 65c. Veal — 5@11c, according to the quality. Watermelons—Missouri stock is in strong demand at $2.50 per bbl. of 10. Wax Beans—$1 per bu. for home grown. Whortleberries—$1.65 per crate of 16 qts. —_--->—_ Placing Business on Higher Plane. Jackson, Aug. 6—C. E. Foot, of Foote & Jenks, has been appointed State Committeeman from Michigan by the President of the National Fla- voring Extract Manufacturers Asso- ciation. The appointment is in line with a general effort which is being made by the manufacturers of extracts to place their business on a higher plane. —_2+.—_____ Organized To Promote Agriculture. Empire, Aug. 6—The citizens of Empire have organized an associa- tion to be known as the Fruit Belt Agricultural Society. They are mak- ing plans to hold a three day agri- cultural fair some time in October. Chas. L. Hogle. ——~++>____ Jacob Sanford, meat dealer at 1134 South Division avenue, has added a line of groceries to his stock. The Judson Grocer Co. furnishing the stock. — s+. Harris & Hirsh have engaged in the hardware business at Clare. The Michigan Hardware Company fur- nished the stock. Read much and carefully; think deeply; and don’t hesitate to make use of the ideas that other men have advanced, —_~2~-.____ A. T. Stehouwer succeeds M. M. Merritt in the grocery business at 36 Grand avenue. —— >. To succeed, one must sometimes be very bold and sometimes very prud- ent.—Napoleon. The Grocery Market. Sugar—The market is quiet and featureless. This ought to be the beginning of the season of heaviest demand, but the light fruit crop all over the country will naturally result in a reduction of the usual demand at this season of the year and from now on. All of the refiners are quot- ing granulated at 5.10 except Federal, which is quoting at 5.05. All the re- finers, however, are accepting orders for immediate shipment on a 5c basis. The passing of the Lodge bill by the senate did not seem to change conditions. The fact is if this bill becomes effective it will make but lit- tle difference, as not a great deal of sugar is imported on which a duty of $1.82 per hundred is paid. It is es- timated that if the Lodge bill be- comes a law it will cause a loss to the Government of about five and one-half million dollars, or one-tenth of the present duty. Tea—Advices from the Orient re- port strong primary markets with ac- tive buying. The second crop Japans are reported to be about thirty per cent. short of last year with cup quality good and leaf not quite up. New crop black teas are coming in with market active. Samples of new China greens show good cup quality but not as good style as usual. The market on Ping Sueys is advancing with active demand. The continued wet weather in Formosa is detrimental to cup quality and style of the sum- mer teas. Prices are firm and sales active. Ceylons and Indias firm and active, about Coffee—Reports from Brazil are to the effect that prices are very firm, and that receipts are short of last year on August 1. The demand from the retail trade continues very good for hot weather. The better grades of Brazils are fairly steady. Mild coffees are strong and unchanged. Java and Mocha quiet at ruling prices. Canned Fruits—Apples are dull and unchanged. California canned goods are unchanged and in very light demand. It looks now as though the pack of all kinds of fruits will be of a good size and that prices are sure to be much lower than last year. Canned Vegetables—Corn is cheap, but buyers are only taking supplies in a moderate way. Tomatoes are easing off some now that new pack goods are being offered and the first shipments are expected soon. There will without doubt be a decided shortage in peas, some Michigan packers having announc- ed that they would deliver no more than about fifty per cent. of any grade. Clives—Prices are low, but the mar- ket is firm and reports from olive grow- ing countries are to the effect that the hot weather has practically ruined crops in some sections. Cheese—The consumptive demand is about normal for the season. The market is healthy, with a slightly firmer tendency. The quality of the cheese arriving is showing some improvement, and the make is much larger than a year ago. Fish—Cod, hake and haddock are quiet and unchanged. Salmon shows no change. Red Alaska is in buyer’s favor, although no prices have yet been named on new pack. Domestic and imported sardines are unchanged. The demand for mackerel has been comparatively light during the week, but the market seems to have developed a little more firmness. Values are steady. Provisions—All cuts of smoked meats are firm and tending upward. Pure lard is firm at “%c advance, but com- pound lard is barely steady and unchang- ed, with a light demand. Barreled pork, dried beef and canned meats are all in increased demand and unchanged. Manufacturing Matters. Kalamazoo — After remaining in idleness for nearly two years as the result of bankruptcy proceedings, the plant of the old Michigan Boxboard Paper Co., was placed in operation to-day. The plant has been taken over by Eddy Paper Co. Manistee—On account of the trus- tee, John A. Meiers, not advertising the sale of the Manistee Watch Co. plant in the trade papers, the sale was a fizzle. It is probable that an- other sale will be advertised in medi- ums which will attract the attention of bona fide buyers. Flint—The Marvel Carburetor Co., of Indianapolis, had entered into a comtract with the board of com- merce to remove its plant to this city. The company has an estab- lished business in Michigan, and its change of location is largely due to a desire to get into the center of the auto industry. Local capital has been interested in the enterprise, and the concern will be amply financed to manufacture its product on an ex- tensive The present capacity of the company is 300 carburetors a day, necessitating the employment of 100 skilled mechanics, but a ma- terial increase in the equipment of machinery and working force is contemplated as soon as the neces- sary preparations can be made for an expansion of the business. Port Huron—Employment will be given to 150 men by a new foundry company which will locate at this final details of the deal whereby A. L. Holmes, of Romeo, leases the old malleable iron works plant having been completed. The foundry will take immediate posses- sion of the building, which will be fitted up with two large cupolas with a capacity of 15 tons per day. Cast- ings of motor cylinders and piston rings will be manufactured for the Ford Motor Car Co., of Detroit. The new concern will do the greater por- tion of the work now done by the Romeo Foundry Co. To secure the new industry Port Huron had to compete with Dayton, Ohio, the Stoddard-Dayton Co. offering its plant to Mr. Holmes. The location, transportation facilities and living ad- vantages caused the selection of this city, however. scale. place, William Sawyer (Worden Grocer Co.) is very happy to-day over the advent of a bran new boy at his house. Mr. Sawyer covers the trades of the Holland colony. In this progressive age we should no longer say “dark horse,” but “black automobile,” SALES BY MAIL. Further Advice on this Feature of Retailing. Written for the Tradesman. Our preceding talk shot at a single mark. It strove to drive home to you the danger of selling goods by mail. It endeavored to prove the futility of imi- tating the retail mail order houses. It declared that the letter which failed to bring the prospect into the store failed of its mission. Perhaps the talk struck home, but it failed utterly if you said, after reading it, “Why can’t I succeed as well as the great wholesalers who are making mon- umental successes through exclusive catalogue-selling ?” This statement, if you made it, is just about as logical a declaration as this one, “Why can’t I live on grass, oats and corn as well as the horses and cattle that seem to thrive on it?” You and the wholesaler are the two opposite faces of the same coin: Fun- damentally, the same; actually, very dif- ferent. The wholesaler sells goods to a pub- lic that is comparatively distant. They can’t drop in every day and supply their needs. In fact the wholesaler must take his goods to them if he wishes to have satisfactory volume of business. Therefore, he either sends out a trav- eling man with a trunk or two of sam- ples or mails a monthly catalogue con- taining minute descriptions and illus- trations of all the goods he sells. He doesn’t choose the latter because it is inherently a better salesman than the former, but because the catalogue often enables him to make a substantial saving in his laid down costs to you. The wholesaler uses these methods because he has to. But you don’t. Your trade is within easy shopping distance of your store. They are accessible to you and you to them. Also note this fact. The mail-order wholesaler has one refrain that he sings day in, day out. It’s this: Come to market. He knows that it is better for him and for his customers to have the lat- ter inspect actual goods and to compare them where comparison is easiest. Now if your're still unconvinced, dig out the preceding talk and read once more what it said about drawing trade to your store. Your letters are a useless expense if they fail to create sales within the four walls of your establishment. And how are they to do it? First of all, by hitting the bulls-eye in the very first line. First impressions last a long time. If the most saintly man on earth looks like a hypocrite he’ll have a very hard time counteracting the effect of his ap- pearance. Remember, if you can, the last per- son you were introduced to. Didn’t you weigh him mentally before you heard him speak? If he had an ingrowing chin and a rabbit’s nose, watery blue ‘eyes and clamy hands, didn’t you classi- fy him as a mollycoddle? And yet he may be one of the most courageous and determined men you ever saw. Appearances are deceitful, but they’re a enn nnn ne een ener aT Ree eene MICHIGAN also often the most convincing things about a man. Therefore, in your letters, put your best foot forward in the very first line. Remember always that your letter is a salesman and if possible have him cap- ture the prospect on the very first at- tack. Many merchants begin their letters with such moss-grown expressions as “Dear Madam—I take great pleasure in submitting for your approval several bargains that ought to appeal to you, etc.” Here’s another: “Dear Madam— I’m writing to-day to inform you that a new line of fall and winter novelties have just been received and that you are cordially invited to inspect them.” Opening sentences like these lack a grappling hook. They have no pull in them. They lack interest. They’re not concrete. ‘ Think them over and then apply this test to the opening sentence of all your sales letters: Would a salesman get any encouragement from me if he should introduce himself with such hackneyed phrases? There it is: the test for all first sen- tences. What sort of an impression would a salesman make if he introduced himself to you in similar terms? Therefore make that first sentence so interesting that your prospect will be incited to read the remainder of the letter. Begin at the beginning. Don’t imitate a baseball pitcher and spend several valuable minutes “winding up.” Don’t beat about the bush. Throw in the high speed on the very first word. Seize attention in the first line. Say the thing that would interest you, if you were the customer and another merchant were seeking your trade. Avoid beginnings that are naught but generalities. Put in as much of your- self, your store and your goods as you can pound into your typewriter or splash off your pen. Be personal in the first line. Don’t make it read like a musty, fusty legal document. Put some life into it. But don’t be flippant. You can’t af- ford to get gay when selling goods. If folk seek a vaudeville show, they'll go elsewhere. To start off with, “Dear Madam—Be an early-bird at our rip-snorting sale and gobble up the bargains,” is to offer a gratuitous insult and totally kill the effect of the sales-talk that follows. There are ways of being personal with- out being undignified. You don’t have to do a flip-flop in order to attract at- tention. Try to tell your whole story in the first line and keep it as condensed as possible. Finally, rely on the formula given in the last talk and give your “opener” the acid test by looking at it through the eyes of the other fellow. Any merchant desiring help and ad- vice on matters referred to in this series of talks can secure the same by send- ing samples of his sales-letters to An- derson Pace, care of the Tradesman. The letters will be revised and returned to the writers with a letter of advice and instruction. TRADESMAN The next talk will consider the body of the letter. Anderson Pace. [The Tradesman trusts that many of its readers will avail themselves of this opportunity to secure the advice and assistance of Mr. Pace on this import- ant feature of the retail business. ] ——__-_____ Most Failures Due to Practice of Overbuying. Evansville, Ind., Aug. 5— Ander- son Pace, in his article entitled “Why The Jobber Must Become More Effi- cient,” which was published in the July 31 issue of the Tradesman gave’ us some very good pointers concern- ing the jobber of the future. Mr. Pace is correct. The economic problem of production does not dis- turb or worry us so much as does the distribution of the things we need. The distributor or the jobber of the necessities of life is the man the world has its eyes on and the concern which places itself in the position where it can do the most good to the largest number of merchants is the concern that is going to do the business. It is costing the people of this world too much money to get the real necessities, and there are many rea- sons why this cost is attached to the price the merchant pays for his stock. Every time a retailer shakes hands with a traveling man, there is from two to three per cent. added to the amount of the bill of goods bought. It is about time for the retailers to wake up. I think we fail to read enough. Thousands of good things appear in our trade journals, but too many of us let them slip through our hands, as it were. We don’t seem to have time to sit down and mail our orders to up-to- date concerns, but we do take time to listen to all sorts of stories the travel- ing men have to tell, and never think a thing about it. Time is no object when a smooth salesman is in the house. I know whereof I speak. I do these things myself. I rather like to talk myself. That you can plainly see. But does it pay? The jobber who can furnish the retailer with most anything he wants at any time he wants it is the pro- gressive distributor and he is going to be the leader in making the right prices, and the retailers who will close their ears to the thousand and one stories told them, and will take the time to look at some of the up-to- date catalogues which are mailed to them, will soon fall in line, they will get in line spontaneously, if they will think. The trouble with the most of us is, we let the other fellow tell us wrat to do. That is to say, we wait for so and so, and we let him dope us with his personal magnetism. If we could only know how much power there is in personal suggestion, we would go off by ourselves and “make up our own orders.” Nine failures out of every ten are the cause of overbuying, and the cause of over buying is through the power of suggestion which is dished out by the other fellow. Enclosed you will find a copy of Se crane ON a es ae Aug. 7, 1912 my price list which I mail out to the farmers, distribute from house to house in the city and which we put in every package that leaves the stores. You will notice that these lists are sent out in advance. This gives the people an idea what they can get “Next Week.” The farmers will get this list next week in the mail and that will give them knowledge of what they can expect of me the fol- lowing week, and those who have been in the stores this week can learn what will be offered “Next Week.” So you see that these lists can not be any thing but interesting. Those who want to save their pennies, nick- els, dimes, quarters and so on, will take care of such price lists, if there are real bargains on them. One must be a price cutter to man- age such advertising successfully, The idea of spending money on adver- tising, for a general store and trying to hold up prices is a dream that nev- er comes true. The public in general are bargain hunters, and if they do not find any they quit hunting or go to other fields and woods, so it is up to the retailers to make good hunt- ing grounds or get out of the game. [ have never forgotten what Wil- liam Judson thinks about a “price cut- ter,’ but I am still a dishonorable citizen. Now smile. I am one of those “undesirable citizen” who wishes to give as much as I can to those who need it more than I do, but I am not dividing up with the worthless class who do not care for themselves or any one else. What's the matter with somebody in Grand Rapids? The editorial en- titled “A Chinese Wall” which ap- peared in your July 31 issue of the Tradesman really made me smile. Do the makers of the license fee for coun- try merchants in Grand Rapids want to ruin their city or do they think there is enough business in town without the country merchants. Allow me to tell the license builder that ii it were not for the country merchants there would not be any city mer chants, and if the country merchant has a dull season, so does the city store keeper, let him be jobber or re tailer. The annulment of the license fee fot country merchants will be the proper thing. It is a little dangerous to get away from the country merchant, You had better stick to him, and pay him to come to your town, instead of ask ing him to pay before he can come in. There ere too many Chinese walls now in every city. We can’t be too careful with our foolish selfishness. Edward Miller, Jr. -——--2eo-a_———_ Revenge. Landlady—You believe in mustard plasters, Doctor? M. D.—Rather! I always order them for patients who call me out in the middle of the night when there’s nothing the matter with ‘em. —__>++____ Plenty on Hand. Servant—Please, sir, there’s a man at the door with a bill. : Mr. Owens—Tell him we are well supplied. Aug. 7, 1912 ; MICHIGAN TRADESMAN 7 For The Picnic Basket There should be dainty sandwiches made of home-made bread. Bread made in the home, with the knowledge that everything is sanitary there, has a better flavor than that whose origin is uncertain. Bread made in the home—if made of Lily White, “‘the flour the best cooks use,” will be found to have a better flavor than any other bread no matter where it is made. This is largely because of the Michigan wheat aided and abetted by the skill of our millers. LILY WHIT “THE FLOUR THE BEST COOKS USE” Is made almost entirely of Michigan wheat and Michigan wheat is famous for its flavor. Especially do the good housewives of New England prefer it over any other kind of flour and no loyal woman of Michigan will wonder at it. There’s something about the soil, surrounded by the great lakes, which seems to impart a distinct flavor to the wheat as well as to the peaches and apples of Michigan. People of Michigan should be proud of this fact, and if you have never observed it, please compare the flavor of Lily White bread with that made of wheat raised outside the state. Lily White is packed in sewed sanitary sacks. Valley City Milling Company Grand Rapids, Mich. This is a reproduction of one of the advertisements appearing in the daily papers, all of which help the retailer to sell Lily White Flour. DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Grand Rapids, Mich. Subscripticon 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. August 7, 1912 THE OLD AND THE NEw. Modern methods and materials have made great changes in the architecture of business and office buildings and those who are planning to build for business purposes, whether in cities or small towns, should inform themselves upon the latest ideas before proceeding. In the old fashioned building—and there are any number of such to be seen along the city’s chief business street—the materials were wood and brick, and with such materials it was necessary to build heavy to secure strength. In the modern building steel girders, beams and posts are used and the same or greater strength is secured without weight. In the old buildings the windows are nar- row and the wall space between them is wide and this could not be avoided for wide windows would have been too great a sacrifice of strength. In the modern buildings the windows are wide and the wall spaces reduced to a mini- mum, which is made possible by the steel construction. In the old buildings the upper floors are dark and much gas or electricity must be used to make them serviceable for business or office purpos- es, even on bright days. In the new buildings the upper floors are as light as almost all glass fronts can make them, and this makes the upper floors even more serviceable than the first so far as light is concerned. The new Breuer building on Monroe avenue is an illustration of latest idea in business building construction. Other good illus- trations are the Herpolsheimer and the Houseman & Jones buildings on Mon- roe avenue, the Keeler building on North Division and the Metz building on East Fulton. The Boston store front has been made over in the new style and both the old and the new style are shown in the Foster, Stevens & Co. building, the second floor having a made over front with wide windows and the upper floors the old construction and narrow windows. The Spring & Co. front above the first floor is old style and so is the Wonderly building; in fact, so are most of the other Monroe avenue fronts. How different in ap- pearance between the old and the new it is only necessary to see to appreciate, and how much greater the renting value of the new, as compared with the old, can be imagined. The difference in cost is scarcely worth mentioning. There- fore, if you contemplate the building of a new store be modern. This applies as well to the small town merchant as MICHIGAN TRADESMAN to the big cities. It will be profitable to be up to date, and also a source of satisfaction and pride. Modern methods and materials have also made a great change in the store fronts. In the old style fronts wood frames were used for the windows and with plate glass the frames had to be heavy, and this meant a sacrifice of light and of effective display space. In the modern window front the frames are of metal or are dispensed with entirely and there is no sacrifice either of light or display. An example of the very latest store front is the Houseman & Jones with neither pillar, post nor. sash to interfere with the display. There are several other very good illustrations of the modern front, for this city has been more progressive in putting in modern windows than in the construc- tion of new buildings. There are any number of old style fronts also to be seen. The Henry Smith flower store at Monroe and Division, for instance, is old style; the Eli Cross flower store in the Wonderly building and the Crabb & Hunter flower store in the Metz building are new style, and how much more effective the new is than the old need only to be seen to be realized. The front window is an exceedingly import- ant part of the modern store and those who are building should figure on hay- ing the latest and best even if there is some difference in the cost. The store with the modern windows will rent better and for more money than the old fashioned front, and it will be worth the difference. —_———— PASSING THE HAT. A few months ago a committee of the city pastors made a lurid report describing what they declared to be the moral or rather the immoral con- ditions that existed in Grand Rapids and calling upon the good people of all denominations to unite in a crusade against vice. The making of this re- port was followed by several “for men only” meetings and then the appoint- ment of an extensive committee to take up the work of reformation. Perhaps it was the approach of the summer vacation season, or possible the lack of a ready response to the appeal for funds, or perhaps any one of several other good reasons—at any rate very little has since been heard of this movement. Either it has died a natural death or the city is to be permitted to reveal in its sin until those active in the proposed campaign have returned from their summer outings. Just now another reform movement is under way. This time it is cigar- ettes. A reformer has come from Chicago and is endeavoring to get Grand Rapids all worked up over the harm the cigarette is doing. The response does not seem to be very cordial to the appeals that are being made, but perhaps it is because those who usually do respond may be out of town or too busy studying the weather signs. This paper is in hearty accord with every honest, sincere and well founded reform movement and is ready to applaud and encourage every sane re- former, whether it be the social evil that is aimed at or cigarettes, But this paper does not have any too much sympathy for those movements which seem to have the taint of pro- fessionalism, nor is it prepared to follow reformers who make the pass- ing of the collection box the prereq- uisite of their activities, When the first manifestation of zeal is the ask- ing for funds there is always the sus- Picion that those who are at the head of the movement are more in- terested in the financing of the enter- prise than in the objects to be gained. The social conditions in this city are not what they should be and for that matter the same is true of every other city and small town and even the rural districts, but the conditions here are not so bad but that they can be dealt with in the usual way through the churches, the homes and in extreme cases the courts and police department. As for the cigarette it is an unmitigated nuisance and very properly the law prescribes penalties against vendors who sell to minors. The protection of the young is all that the reformers can expect to ac- complish and the question might well be asked if this purpose cannot be as well gained through the enforce- ment of the law as by a fire alarm campaign. What has been said may apply to Grand Rapids in particular; but every other community may wear the shoe if it fits. We are all sinful mortals, we are all in need of an occasional shaking up of our morals, but before tying up too strongly with those who are doing the agitating it will be as well to find out what may be their interest in the movement, whether for the uplift of the people or for the cash proceeds. LICENSE TO BE REDUCED. A vigorous protest is being made against the imposition of a $35 license fee upon country merchants who bring eggs, poultry, and other farm products to the city for sale on the city market or to the local dealers and it is to be hoped, for the good of the city, that the opposition will be effective. The matter was presented at the meeting of the Common Council Monday evening and referred to the Ordinance Committee, who will prepare an amended ordinance, probably reducing the license fee to $1 per year. These country merchants are good friends of Grand Rapids and instead of being handicapped in their enterprise and made subject to heavy exactions, the municipal policy should be to en- courage them in every way possible. They should be encouraged not only for business reasons but because of what they are doing to keep down the cost of living for those who live in the city. These country merchants take in trade the eggs, butter, fruits and vege- tables when their customers bring in, assemble the many small lots into big loads and haul the stuff to this market to sell. The producers of this stuff could not afford to bring their small lots to town owing to the long haul, but the country merchants solve the prob- lem for them by their assembling meth- ods, and not only is this a good thing SE eee ne ae ne ee ee ORR sir Aug. 7, 1912 for the farmer but it is a good thing for Grand Rapids. During the straw- berry season some of the finest fruyi: on the market was brought in by these country merchants and their offerings had a preceptible influence on the quo- tations. Just now they are bringing in potatoes and it is not unusual to see six or eight loads on the market, 250 to 350 bushels, and it ought not to be difficult to realize what effect such offer- ings have on the market price for the u]- timate consumer. They also bring in dressed meats, poultry, eggs, butter and other products; in fact, are important factors in the feeding of Grand Rapids. These merchants have credit, stand well in business and are reputable, their business is legitimate and it is not easy to see why they should be discriminated against or treated in any other way than are the farmers who bring their stuff to the city to sell. They secure their trading stock, groceries, dry goods, boots and shoes and clothing, chiefly, from the wholesalers in this city and this alone should insure them some consideration. The largest center of this country trade is in the district around Jamestown, Forest Grove and Star Corners, in Ottawa county. Six or eight country merchants in this dis- trict make regular trips to the city with their loads of assembled farm produce, coming two to four times a week. There are country store keepers from other directions, but they do not come so frequently or so regularly. But it would be a good thing for the city if more of them would take up this trade. Every country merchant within hauling distance of the city should be encour- aged to take it up as a means to adding to the prosperity of the small farmers within their jurisdiction. aeeeeeseneermemuibarasie sass The recent. order prohibiting further importation into the United States of absinthe has led some to discuss the merits and others the. perniciousness of the beverage. A commission ap pointed to study its effects entirels confirmed the indictment of the Na tional League Against Alcoholism that “absinthe is the source of madness and crime; it causes epilepsy and co: sumption; it makes the husband brute, the wife a martyr and the child a degenerate.” In France the officials have been afraid to issue a sweeping order against the use of absinthe o: account of, as they express it, wave from the depths.” It thas bee: discovered that the principal poiso in the liquor is a vegetable substance, thyion. Without this drug it is in Possible to make-what is known as genuine absinthe. Manufacturers ar¢ willing to substitute some other in- gredient which will be less pernicious, and the fact that they are willing to use a substitute looks suspicious. —_— The deadly “parlor match” received another blow when the national con- vention of insurance commissioners, assembled at Spokane, Wash., adopted a resolution recommending the enact- ment by each state of a law forbid- ding the use of the single dip, white Phosphorous match. Louisiana has such a law and the insurance men would like to see a similar statute enforced in every other state. er hoe bo MICHIGAN TRADESMAN Mr. Merchant The wrapper on a package of Quaker Oats or Mother’s Oats is like a signature on a 200d check. It places a selling value on the package immediately. Your best interests lie in featur. ing these two brands in which the public so thoroughly believes. Quaker Oats and Mother’s Oats Have “Made Good” Commencing September Ist, in addition to: heavy magazine advertising on both brands, forty-five thousand outdoor signs will be placed. From the Atlantic to the Pacific, from the Lakes to the Gulf, this country will be literally plastered. Make your stock NOW Quaker Oats and Mother’s Oats. The Quaker Oats Company - CHICAGO 10 MICHIGAN TRADESMAN Aug. 7, 1912 Y Clothing YW WINNING WEALTH, How It Can Be Accomplished With- out Worry. “You see,” he commenced lanquidly, “from my boyhood I have been very, very averse to the strenuous life led by the majority of our good citizens. “On every side of me, worthy men have been taking rest cures, discussing the latest form of nervous prostration, getting ready for the monthly sani- tarium visits, and when they weren’t reciting their own physical ills they were enjoying their wives’ tales of woe.” “True to life,” commended the Average Man, musingly. The Gilded Youth continued. “‘Yes- terday I celebrated my twenty-seventh birthday. Seven years ago I was ne “They all say that,” interrupted the Average Man. “It’s ‘seven years ago I was this’ and ‘ten years ago I was that’ and ” but at this point the glare in the Gilded Youth’s right eye quelled him and he became silent again. “If you want to hear this story,” and the Gilded Youth’s face did not wear a smile, “you will have to be at least polite, no matter how foreign it is to your nature and training.” Ad- ministering this gentle jolt to the Average Man seemed to make him feel better and he proceeded. “Seven years ago this month I was clerking in a haberdashery store. I had never made any particular effort to better myself and I avoided thinking for myself as much as possible. So much easier, don’t you know, to let_ other fellows do it for you. “When a man came into our esta- blishment he knew what he wanted and it was so much easier to grve him what he wanted and thank him than to try to sell him something more or something better that I adopted that course. “Besides, I have always been what is called a good listener. I never pay any attention to what a man is saying. It’s usually very uninteresting, don’t you know, but I look him right in the eye, smile my approval once in a while and after he has said his say, he goes his way and tells his friends what a wonderful and intelligent chap Iam, I’ve found it’s the easiest way and it seems to pay. You know the method.” Waited for Opportunity. “Now, understand, I have always intended, ever since I knew the mean- ing of the word, to be wealthy, but I did not intend to worry myself sick getting the money and then turn up my toes and leave it for some one else to spend when I get ready to en- joy it. Not a bit of it. So, knowing that something was bound to turn up, I sat back and waited for opportunity to show its head. “Donovan, I forgot to mention Donovin, also clerked at our haber- dashery shop. And ambition—well, that fellow was just burning up with it. He had ninety-seven schemes a day for making money. I never paid a bit of attention to him and his wild ideas, but in spite of the amount of assorted dictionary he insisted upon inflicting on me, I rather liked him. “Donovan and I used to dress the windows. That is, he undressed them and I dressed them. “One day when we were dressing the window and Donovan was hand- ing me the showcards, I decided to put in a silk sock display in a little side window that we usually used for canes, etc. Donovan, who was always rather rattle headed, handed me a card marked 50c instead of the right one, which should have been $2.50. I started to hand it back-to him, but suddenly changed my mind and put the 50 cent card on the $2.50 socks, locked up the window and went home. “The next day was Saturday and our proprietor was on his vacation. As I was coming down on the street car I pulled the key to the window out of my pocket and threw it away. It had no duplicate and I wanted my little experiment to have a fair chance. “That day we had as near as I could count, 340 odd calls for the 50 cent silk socks. Of course we turned them all down, explained that it was a mistake, but the calls came just the same and proved my point. “It was a good thing I had thrown the key away. The other clerks were wild and once they were on the point of calling in a locksmith or breaking the window to stop the flood of in- quiries for silk socks. Naturally, I headed this off and my little experi- ment proved itself worth while.” Asked for Sock Prices. “Sunday I had Donovan over to my boarding house for lunch and be- tween us, Donovan doing most of the writing and I directing, we composed a letter asking for the lowest possible quotation on 20,000 pair of silk socxs, feet and tops to be made of cotion, the rest of any quality silk—short ends—to get the price down. “Donovan couldn’t understand what I was driving at, but he believed in me and we went to the best hotel on the north sidé and had the steno- grapher turn out a number of the letters we had composed, addressed one to each hosiery manufacturer of any size in America, and sent them out that day. “After Donovan had asked me what I was driving at about twenty times, he got tired and kept quite, waiting to see what was going to happen. “Then the quotations began to come in. In some cases the manufacturers had made up samples and sent them along. The lowest bid was 18 cents a pair and the sample sock was all right, The thing not being done be- fore was just a case of the manufac- turer and the retailer not realizing what the demand was. That’s all. “So we wrote a letter to the manu- facturer who had submitted the low bid, sent him a check for $100 and re- quested a number of sample pairs. The prospects for big sales and the $100 looked so much like business that the sample socks came promptly together with a letter asking for an appointment for their representative, which I refused. The samples once in, I began to get action. I sent Don- ovan out to interview several of the downtown retailers with samples of our socks and he did _ splendidly. Brought back much larger orders than I thought he would. “At this point the question of mon- ey arose. I had none and Donovan was in the same boat. We had the proposition, but we lacked the money to swing it. So I employed a little Strategy. We went to a big jobber in our line and asked him if he would accept good credit, signed orders that we turned in, and pay us cash if we would allow him 10 per cent for car- Tying us over the account.” Quit Job and Opened Office. “It took so much talk to persuad: him into doing this that I almost gave the thing up. I was afraid that I was running up against the worry germ— the nervous prostration producer. But Donovan, bless his heart, wasn't afraid of making more _ business for the doctors, and he went to it like a good fellow, with the perspiration rolling off his brow and words spilling at the rate of ninety a minute. He won the day. The jobber agreed to our proposition. Donovan from some unknown source had dug up $300, so with this little fund we both released our jobs and opened an office at my boarding house. “We advertised for men on a com- mission basis and we got ‘em: They sold, too. Silk socks. to. retail at half a dollar and = yet pay the dealer a good profit hit the mark and before we hardly realized we had started we had discounted enough orders with our jobber to ex- haust the first shipment manufacturer had estimated on. which the And all this had been done right in our home town, without going outside. “The cash profit we had realized was big and Donovan wanted to relax and take things easy, but I realized that what we had done had opened the eyes of two people who were probably getting ready right then to step in and duplicate our success— namely, our jobber and our manufac- turer. As after events showed, I was mistaken —they were both sound asleep—satisfied to make a little mon- ey on the business produced by our efforts rather than exert a little gray matter themselves and make a lot. However, it was all right to go ahead as we did. We made permanent ar- rangements with our manufacturer for shipments, prices, rebates as our total sales increased, etc., and I started Donovan out to make jobbing arrange- ments in the big eastern cities where [| knew there was a tremendous field for our proposition. He made the same arrangements east that he had in our home town, organized a sales force in each city, and left a compe- tent man in charge. All on the com- mission and discount basis.” Built Up Big Business. “You can’t possible realize how the sales piled up. We had something the public wanted, and the dealers simply couldn't keep the goods on their shelves. Inside of nine months the entire factory was working on In the first two years we built a business that required seven mills, working day and night, to sup- ply the demand. our goods. “Yes, competition* came. We ex- pected it. We prepared for it. By the time it began to assume formida- ble proportions we had factory costs down to the point where we were able to cut our retail price to 35 cents and make as much as before. This forced our competitors to start all over again.” And the Guilded Youth stop- ped. “So! said the thoughtfully, manufacturer.” Average “you are -2 Man, stocking “Well,” answered the Gilded Youth, “not exclusively. We operate to-day different propositions, each one as big as the stocking industry. You see, when we marketed for 50 cents an article that had never been previously priced under $2.50, we un- covered a principle which was too good to confine to any one branch of endeavor.” several “What was the principle?” asked the Average Man eagerly. “Pshaw, I thought you could see that. The principle was: ‘Something just as good for about one-fourth the price. Apply that in any line you ever heard of, and they’ll buy.” “Just one thing more,’ and the Average Man _ wrinkled his “How did you and how do you avoid worrying?” “Simple,” the Gilded Youth replied, fatuously. “Let the other fellow do the work, and he’ll do the worrying as well. Donovan does mine. And he walked away. “Words fail ‘me,” said the Average brow. Good day.”’ Man. And the Gilded Youth’s form disappeared around the corner. Irwing R. Allen. a Trapped. “George, I am afraid you are wasting your time brushing my hat. I don't seem to have anything smaller than a $10 bill.” “I kin change dat all right, boss.” “Then you don’t need the tip. Good bye.” -—__+ 2. Strictly Legal. “What did you do with your book whose leaf you found loosened?” “Put it through a legal process.” “What do you mean?” “Had it bound over to keep the piece.” > 2 Too Conscientious. “What sent your grocer into bank- ruptcy ?” “Selling cantaloup with a guarantee.” oe The clerk who objects to doing 10 thing because “I wasn’t hired to 4 that,” is a clerk who will not be ver) likely to be promoted to the manage! this year. er - Aug. 7, 1912 MICHIGAN TRADESMAN TL BUTL OTHERSBUT: ERBROTHERSBUTLERBROTHER® ERBR RS: BROTHER! UTLERBROTHERSBUTLERBROTHERSBUTLERBROTHERSBUTLE! ROTHERSB' ERBROTHERSBUTLERBROTH ERSBUTL POTLEReROTHENSRUST EuasOU RLEERNOT UERSBUTERBROTHERSBUT? 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BROTHERS| BUTLERBRi BROTHERS! SUTLERB! 2 BROTHERS: BUTLERB: eee NOW is the best time to come to market. pre Every sample in our great displays is spick ives and span and new and looks exactly as the Froreaee goods will look on your shelves and counters. brie If you aim at intelligent, careful buying, cr NOW is the time to do it. seoleae There's no surging crowd or eleventh-hour a shoppers to make buying hurried and superficial. seen And our house salesmen can put the greatest bitte amount of deliberation into your inspection of peer the 40,000 separate samples we display. pusteaee You can look at your leisure, and handle, sete study and analyze each article submitted for sores your consideration. cei Later this will be almost impossible, so tig come NOW when the buying is easy. 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Of course ou've got to be honest. But you will be if you understand human nature You will know better than to be any- thing else. “You've got to be able to size up your man. You've got to be able to know what he is thinking about by what he doesn’t Say, more than by what he You've got to know him better than he knows himself; you've got to know just what he is going to do and what will make him do it. You've got to guess what is lurking around in the tail parts of hts brain, and you've got to guess right. And the very first time, You don’t get two chances, unless the luck breaks mighty strong for you. You don’t get much time for the first rhance, either. You can’t go back to the hotel and think things over. You have to think on your feet, with him ‘ooking you between the eyes, wait- ing for you to say yourself out like a hungry wolf watching a sick one, ready to chew him up if he shows signs of weakening. Must Be a Hero. “And when you’ve done all that, you’ve got to have the courage to act on the knowledge. Do not be- lieve that there is no chance to be a hero in this game. None of the drums and trumpets and charge bay’nets tort of stuff, but something harder to get away with than that. Something that nobody is standing round to cheer you for, and give you a decent burial and say that you were good to your poor old mother if you go down. You may go along weeks or months, or perhaps years, smoothly enough, with just the ordinary give and take, winning and losing in the day’s work. Then something will break loose on you that will take all does. too. h € want to see. There was something creepy around its beak while he was telling you what he thought of you. Its name was Peter. “If that parrot reminded old Hans- com in any of his wife, I have nothing to say about the departed Mrs. Oboe interrupted Limself with one of his low, eloquent whistles. “He was the orniest. cuss- edest parrot that ever lived. I hope. What he couldn’t say to you should- 't be said to any one. And his re- sources were bottomless. He could keep up his end of a conversation for hours without falling off form. He could tell you more things about yourself than you ever knew. And he never repeated, until the next time. Consulted With Parrot. “Hanscom, as I told you, used to spend his spare time talking to the lird. That’s probably where the crea- ture got its vocabulary. But he did- a't spend all his time instructing Pe- ter. He had a fashion of consulting with him about his business. He would talk over stock and prices and Crop prospects and all that just as though Peter the parrot was a real person. Sometimes I think he was. at that. “Hanscom Hanscom.” was mighty pernicky about buying. He traded with cer- tain houses and would not go out of the list. Whenever a salesman from another concern came in with his line of talk old Hanscom would leer at him until he was winded and then tell the man to ‘go and talk to Peter.’ That was the way he got rid of them. There was no going behind it. If the man went to see Peter he learned surprising things about himself, and that was all. If he didn’t go to see Peter there was nothing but to go out the front door. “I heard about old Hanscom and his parrot on my first trip into Iowa. I had been traveling for the house a year or so in Illinois and Wisconsin, and of course I thought I knew more iv know, Imor. rbody La ) to keep e people guess- fi that old Hans- com was one of that kind. Phrenology a Big Help. I was a kid all about phre- tell you there but aunts sometimes more about those things than There is such a thing as 1g so much that do not know anything, in science as well as the grocery business. This aunt of mine had told me about bumps and regions and all that, and I believed it. I do yet. Maybe you will be- fore I get through.” He paused an- cther moment to whistle a Dat or two. knowing you “Well, I got to Ottumwa and made tracks for Hanscom’s store. The irst thing I did was to have a good look at his head. There wasn't a Fair on it, and I had a fine chance ‘or the investigation. And there, sure enough, was the region of humor lumping up as though he had been hit over the head with a bat. He wasn't busy, and I handed out a line of talk to him for fifteen minutes that was a peach. He stood looking af me through his little half shut eyes, with his chin whiskers sticking out scraight in front of him—remember those chin whiskers, any of you?” He whistled again, expressively, concern- ing those whiskers. “Well, he stood looking at me un- til I was all unwound, without saying a word,’ Oboe resumed. “Then he drawled out, in that squeak of his: ‘Go and talk to Peter.’ “Of course, that was just what -] expected, and just what I was wait- ing for. ‘Thank you very much, Mr. Hanscom,’ I said, and started for the back part of the store. I caught a glimpse of the old codger eyeing me and fancied that I could see bumps of humor fairly Sizzling. ““Good morning, Peter,’ I said to the parrot, when I got to him. “I won’t repeat what the Parrot said to me. ““‘T’m quite well, thank you, Peter,’ 1 replied, pleasantly. ‘How are you?’ those orem enrnmienenee Peter Did the Ordering. “Peter did not offer me any formation on that subject. Instead he began his line of talk. I listene tc him in serious respect until I cou] set in a word, when I began to tal! shop to him. Peter was immediate], interested, and became civil. We had been talking for a few minutes, whe: I said: ““Peter wants a cracker?’ ““Yes,’ said Peter. I took out mj order book and wrote down ‘crack ers.’ ““Catchup?’ I said. “Peter did not want any catchup, and made me believe it. ‘Oatmeal?’ “ “Peter wants some oatmeal,’ said the bird. ‘‘Canned peaches?’ “ “Peter wants some peaches.’ | Sugare “He told me where to go with my sugar. “Pickles?” ““Peter wants a pickle.’ “And so on down the list. What. ever Peter said he wanted I wrote down. Whatever he said he didn’t want I didn’t write down. All the time I was looking around the store to see how the stock was. I didn’t want to make any blunders in what 1 was doing. After I had been there about an hour I walked out, thanking cid Hanscom on the way. He seem- ed rather surprised to see me. He had forgotten all about me; thought I had skipped out the back door, probably. Just as I left I saw him siding back to have a look at Peter, to see what had happened. “Well, I turned in the order as Peter had given it to me. I was taking desperate chances, but I bank- ed everything on those bumps of humor I had seen sizzling on the bald crown of old Hanscom’s head. I fig- ured out that he would see the joke and be game for it. I had been care- ‘ul not to load him up too heavily I only wanted to break into him. Repudiated the Order. “A month later I got a wire from the house.: ‘Hanscom, Ottumwa, re Hart Brand Canned Goods Packed by W. R. Roach & Co., Hart, Mich. —_—___. Michigan People Want Michigan Product: Buy a Seller Win a Buyer Sell a Winner Grand Rapids Broom Co. Manufacturers of the following standard brands: Puritan Jewel Winner Wittier Special These are the leaders in brooms Sold by your jobber If your jobber does not handle our line write us Aug. 7, 1912 fuses goods. Says he did not order. See him and wire.’ “I ran over to Ottumwa the next aay. Hanscom stuck out his chin whiskers and looked at me through his half shut lids when I went into the store. ‘What you sending me all those goods for?’ he asked. ‘I didn’t order nothing.’ He was just the way he had been the day I saw him first; he wasn’t turning a hair. “Your manager did,’ quietly. ““T ain't got any manager here; I’m manager here,’ he came back. “IT looked him between the eyes, dead serious. ‘When I came here you sent me in to see Peter,’ I said. “He gave me the order.’ “The chin whiskers came down for an instant and the lids went up. ‘Come back here,’ he said, and start- ed for the rear of the store. I wasn’t quite sure what was coming. I was beginning to get a little scared.” Oboe whistled to show how alarmed he had been. ““Good morning, Peter,’ I called out over Hanscom’s shoulder, when we came to the bird. ““Hello, mister!’ he replied, civil as you please. “Old Hanscom turned round. There was a broad grin on his face. ‘Wal, I’m jiggered!’ he said. ‘Put it thar!’ And he held out his hand, chuckling I replied all over. “That was the way I got in with old Hanscom. We were great friends after that. He let me in on all his little jokes and I never failed to spend an evening with him and Peter when TI stopped at Ottumwa. And I had ihe cream of his business until the old man died. But do you think I would have got it in a million years if I hadn’t known something about hu- man nature ,and had the courage to act on it? Never in the wide world.” “What became of the parrot?” some one asked. “Peter? Oh, Hanscom gave Peter to me when he died and I turned him over to the aunt that told me about the bumps. He is alive yet and cuss- ing.” Frank Johnson. Vice Versa, A farmer went into a hardware store and while purchasing some tools was asked by the proprietor if he did not want to buy a bicycle. “A bicycle won’t eat its head off,” said the man, “and you can ride around your farm on it. They’re cheap now and I can let you have one for $35.” “I'd rather put the $35 in a cow,” replied the farmer. “Oh, well,” said the hardware man, sarcastically, “you’d look almighty foolish riding round your farm on a cow, now, wouldn’t you?” “No more foolish, perhaps,” said the farmer, “than I would milking a bicycle.” Tee eee : Marrying is like taking a flying leap; you never know just how you will alight. —_+<->—___ Many a woman who looks like a fashion plate makes a noise like a tin plate. —_ >a Some people would rather steal a poor living than earn a good one. MICHIGAN TRADESMAN Feature the Unusual in Your Business. Written for the Tradesman. Strange as it may seem, in a farm- ing community where several kept a few swarms of bees, there was no reg- ular place within driving distance where bee supplies were handled. One bee- keeper on a remote road supplied the deficiency of the tradesman, but to those who never went his way on other business yet who had errands to a city of twelve thousand every week, the situation was at times vexatious. Once, in sheer desperation during the busy season, enquiry was made at a hard- ware store which had for a brief time handled the goods several years be- fore. “No, we don’t keep them,’ was the response. And then, when he queried as to the possibility of getting them in the city, came the answer, “May be you can get them at Blank’s. I noticed some smokers on his shelf the other day.” And sure enough, Blank had a good supply, the existence of which was only found out by ac- cident. A woman who had read much about the paper bag cookery made enquiry at several groceries and was even re- ferred to one book store in the attempt to purchase these special receptacles. Some looked at her in doubt, as though wondering if she were a candidate for an insane asylum when the paper bags which were a part of their package business proved not the desired article. Probably there was just one man in the city who kept them and she had a walk of several blocks twice over be- fore he was located. He showed his enterprise in providing for the new system of cookery; his lack of it by not announcing the fact, in the news- papers. Why use the same space week after week in telling what people already know, that you keep sugar and tea or calico and muslin, as the case may be. If you have a special bargain to offer in sugar during the canning season, it is perfectly proper to let the house- wife know about it, but it is also wise to call her attention to the splendid peaches in stock for canning; to the new kind of cans you are now offer- ing; to the little device for setting the rim of the can firmly in place in the sealing. Every novelty which you get into stock deserves special mention. Every side line which you take up should be well advertised. Some of the goods the people want but do not know just where to get them, and are thus forced to the mail order house. There may be some which they do not know that they want because unfamiliar with their advantages. In either case it is up to you to incorporate them into your announcement. Widening out in any branch of busi- ness indicates growth. Prove that it is a legitimate, healthy one and that you are alert to the side issues as well as the main lines in the business. Run- ning in a groove may be easy work for a while, but you are apt to come to a sticking place when carrying it too far. Vary your card or your advertise- ment in the morning paper, not by the simple announcement that you are at the old stand alternated with that of an enumeration of staple goods, but throw in some hint which will show that you have something new and unexpected to show. Let your bulletin board be a real guide in the business. Feature the new things as though you were a live newspaper man. Study his methods for headlines, and make every word count, Bessie L. Putnam. —_2--___ Poultrymen’s Eggs vs. Farm Eggs. Written for the Tradesman. Unless there is a decided change made by farmers in general in the management of their flocks of hens and in the care and marketing of eggs the time is not far distant when grocers will become accustomed to hearing patrons asking for “poultrymen’s eggs” instead of “strictly fresh eggs.” Farm eggs or “farmer’s eggs” will be a cheap- er grade than those from the dis- tinctive poultry plant. When this custom becomes general and when farmers learn that a dis- tinction is made in favor of eggs pro- duced only in connection with sys- tematic poultry-keeping, then, in order to secure the highest market price for their products, they may improve their methods of caring for poultry and eggs. We do not claim that there is no improvement in the management of poultry among farmers. Evidences are plenty that poultry-keeping is coming to be regarded as a more important branch of general farming than form- erly and that many farmers are giving more attention to their flocks and try- ing to secure greater profits from their poultry. It is a fact, nevertheless, that comparatively few have evolved or adopted a satisfactory system of poul- try-keeping. The most of those who are earnestly trying to do better than formerly are still working at a serious disadvantage. because they have no comprehensive and efficient plans. The purpose of this article, however, is not to discuss this phase of the ques- tion but to discover if possible why “poultrymen’s eggs” are preferred to farm eggs and command a higher mar- ket price. First, they are of better quality. It would not be hard to convince a farmer that pork from hogs raised on grass and fattened on sound grain is firmer and more pleasing to the taste than pork from hogs fed on garbage, brewery refuse, slops, and the _ like. Just so the eggs from hens fed regu- larly and_= sufficiently a variety of wholesome grains, given clean water to drink and kept in comfortable quarters are richer, more palatable and more nutritious than eggs from hens which subsist on anything they can find in the field, the door-yard or the barn- yard; sometimes overfed, but more often underfed. And that is the dif- ference in only one respect between “poultrymen’s eggs” and the average farm eggs. With this difference in quality in favor of eggs from the poultryman’s plant when each are newly laid, the poultryman takes care to keep his eggs in best possible condition until they reach the consumer, and they are start- ed on the way to the consumer with the least possible delay. The way eggs are neglected on the farm and the way they are handled by storekeepers and others before they finally reach the 13 city retailer is no new nor pleasant story for Tradesman readers. Then, again, eggs from the poultry- man are clean, all of one color—white or brown—in each case or carton and more even in size than eggs from farm- ers; hence more attractive to the buy- er. And last, but not least, from a busi- ness point of view, the carton of eggs with the ‘poultryman’s name thereon gives the grocer assurance in guaran- teeing the eggs, removes all cause of anxiety on the part of the purchaser, solves the problem of how to secure eggs of best quality, saves loss of eggs by deterioration and saves money loss to producers, dealers and consumers. The one great word with the poultry- man is system. E. E. Whitney. 7 The man at a distance seldom or never sees your face or your office but he sees your stationery frequently, and judges your house by its charact- er. The Diamond Match Company PRICE LIST BIRD’S-EYE. Saftey Heads. Protected Tips. 5 size—5 boxes in package, 20 packages in case, pee case 20 ec. iota ............... $3.35 Hessen quantitica .....5.....0...0 $3.50 BLACK DIAMOND. 5 size—5 boxes in package, 20 packages in case, per ease 2@ gr. lola... 2... 3. Eesset quantitica 2-0...) $3.50 BULL’S-EYE. 1 size—10 boxes in package, 36 packages (360 boxes) in 2% gr. case, per cage 20 gr. lot $2.35 Eeaser quantities ot $2.50 SWIFT & COURTNEY. 5 size—Black and white heads, double dip, 12 boxes in package, 12 packages (144 boxes) in 5 gross case, per case 20 gr. lots ........ $3.75 Lesser quantities .................. . BARBER’S RED DIAMOND. 2 size—tIn slide box, 1 doz boxes in package, 144 boxes in 2 gr. case, per case in 20 gr. lots $1.60 Eeguer quantifies ................. $1.70 BLACK AND WHITE. 2 size—1 doz. boxes in package, 12 packages in 2 gr. case, per case in 20 gr. lots pe Retser quantities. 200)0. 000, $1.90 THE GROCER’S MATCH. 2 size—Grocers 6 gr. 8 boxes in package, 54 pack- ages in 6 gr. case, per case in 20 gr. lots $5.00 Lesser quantities Se Geaweee dees tases. $5.25 Grocers 41-6 gr. 3 box package, 100 packages in 41-6 gr. case, per case in 20 gr. lots.. -$3.50 Lester quantities ... 02.02.2562... $3.65 ANCHOR PARLOR MATCHES, 2 size—tIn slide box, 1 doz in package, 144 boxes in two gross case in 20 gr. lots ...... $1.40 Eeeser quantitics .-. 0... $1.50 BEST AND CHEAPEST PARLOR MATCHES. 2 size—In slide box, 1 doz. in package, 144 boxes in 2 gr. case, in 20 er. late .-.... $1.60 Remsen quantifies o.0.00 60.64.0022 $1.70 3 size—In slide box, 1 doz in package, 144 boxes in 3 gr. case, in 20. gr. lots........... $2.40 Lesner quantities ............2..5....2.... $2.55 SEARCH-LIGHT PARLOR MATCH 5 size—In slide box, 1 doz in package, 12 pack- 25 ages in 5 gr. case, in 20 gr. lots....... $4. Lesser quantities... 0... ..2 $4.50 UNCLE SAM. 2 size—Parlor Matches, handsome box and pack- age; red, white and blue heads, 3 boxes in flat packages, 100 packages(300 boxes)in 4 1-6 gr. case, per case in 20 gr. lots....... $3.35 Tester quantities 223 c0icoc5: 0 $3. SAFETY MATCHES. Light only on box. Red Top Safety—0O size—1 doz. boxes in package 60 packages (720 boxes) in 5 gr. case, per Cate In- 20 an. Ite 2..5.4.056.. -- $2.50 Reseer quantities 2. 35... eo $2.75 Aluminum Safety, Aluminum Size—1 doz. boxes in package, 60 packages (720 boxes) in 5 gr. case, per case in 20 gr. lots ...... $1.90 Remier Grantee qc. coon ove ddccesncc.. $2. TEA. Its Medical Properties Physical Affects Tea, a cup that cheers _ but not inebriates, possesses an important place in history, literature and diete- tics. It has been extolled and cursed, loved and abominated, honored and dispised, and, withal, has pursued the even tenor of its way, finding a nook in the homes of the exclusive and the democratic, the blue-blooded and the hoi polloi. The History of Tea. All that can be affirmed regarding the early history of this beverage is that it appears to have been used for ages in China, where it is believed by the natives to be indigenous. It is mentioned by the Portuguese writer Maffei, in his Historiae Indicae, as a product of both China and Japan. The first reference to it by an Eng- lishman is found in a letter written in 1615 by a Mr. Wickham, which is stil] Preserved in the archives of the East India Company. It is noticeable that the Portuguese and English writers used the native cha, though Maffei called it chia. From this time it became gradually known to the wealthy citizens of London in the form of occasional presents of small parcels from India, obtained from China, or by small lots that found their way into the markets from time to time, but it cost an exorbitant price, being worth in our money from twenty to fifty dollars a pound. and its London Tea Lore. In 1657 a rather large consignment fell into the hands of a thriving and enterprising London merchant, Thom- as Garraway, who established a house for selling the prepared beverage; and that house, under the name oi “Garraway’s Coffee House,” is. still in existence, enjoying at this time a continued popularity. During those years there were many tea and coffee houses, more or less fashionable, where men and women of high and low degree met and whiled away the hours over the teacups much the same as in clubs and cafes to-day. By the early part of the eighteenth century tea became quite general in use, winning for itself warm admirers as well as bitter enemies. Among the former was Dr. Samuel Johnson, who delighted to linger amon his cronies in the various tea houses and who spoke of himself as a “hardened and shameless tea drinker.” About this time, too, John Wesley was in his zenith, and in him the loved beverage found a warm opponent. He thundered against it in and out of reason, in his wrath denominating it as “one of the machinations of the devil.” Tea in the New World. It was in the latter years of this century that the never-to-be-forgotten “Boston Tea Party” occured, and for a time the tea drinkers of the New World, from patriotic motives, either went without their favorite solace or used various substitutes. Leaves of strawberry plants, currant bushes, sage, and shrub called ribwort were MICHIGAN TRADESMAN brought into service and called “liber- ty tea.” It was not for long, however, that the cheering draught was kept in exile, for, with the advent of better feeling among the English-speaking people, it again came into general use, and at present is drunk in nearly every corner of the globe. It is not srange that Many miscon- ceptions should arise concerning an agent whose qualities vary so widely according to the preparation of either the leaf or the manner of brewing the beverage, and I shall briefly cover some of the points which may be of interest. Species of Tea. Tea leaves were primarily culled from two species of plants—Thea chinensis and Thea assamica—but at present there are numerous hybrids. Teas grown in China, Japan, and In- dia and Ceylon vary somewhat in flavor, owing more to different treat- ment in curing and marketing than to variations in soil or climate. The finest tea is made from the small tender leaves at the end of new shoots, each succeeding pair of leaves upon the branch furnishing a different and less valuable grade. Three or four pairs of leaves or grade are gath- ered, the various kinds being classi- fied as green or black, according to the method adopted for curing them. Black Tea. Black tea is made by “withering” the freshly picked leaves in the sun. They are then mashed and rolled, in order to break the fiber and cells of the leaf and liberate their constitu- ents. After this the leaves are gather- ed together and fermented, during which process a part of the tanic acid in them is made less soluble and the essential oils are modified in charact- er. They are again exposed to the sun, and -finally are “fired” or dried in the oven. Green Tea Green teas are withered in pans that are ata temperature of about 160 degrees Fahr.; they are then rolled, withered again, sweated in Lags, and finally slowly roasted. By the process of preparation through which it pass- €s, green tea contains more than twice as much of the astringent tannin as black tea, and, consequently, is regard- ed as less wholesome than the latter. It is also believed to have a somewhat less stimulating effect upon the nervous system, though this can hard- ly be accounted for by the slight change in the percentage of thein contained therein, this substance being the alkaloid or active principle chiefly responsible for the exhilarating influence of tea upon the nerves Thein and Caffein. The thein of tea and caffein of coffee are chemically identical and much alike in action, though not entirely so. Experiments on frogs have shown a marked difference in their effects, for while thein will produce convulsions, caffein will not; also, thein destroys the sense of smell early in the poison- ing stage, but caffein does not at all, unless in the very last stage. The peculiar stimulating properties which tea possesses, as well as its color and agreeable flavor, depend on several factors, among which are the season of the year at which the leaves are gathered, the age of the leaves, and the skill, manual or otherwise, with which they are prepared. The flavor arises from volatile oils which develop during fermentation, and it is in these minor substances that the many differences arise distinguishing good from bad tea. Both the aroma and flavor of tea are often artificially increased or al- tered by the addition of such sophisii- cations as the leaves of orange flow- ers, jasmine or roses. In addition, much depends on the water in which the tea is made, as to whether it is hard or soft. Soft water extracts more of the soluble material of the leaves, yielding a beverage of a darker color. Water containing much iron or lime salts should be boiled with carbonate of soda before it is used for making tea. How to Brew Good Tea. There is much art in brewing good tea—the art which preserves the de- licacy of flavor, the beguiling aroma, and the gently stimulating effect. The best authorities claim that the water should be poured upon the tea leaves when boiling, and the infusion should not last over three or four minutes, lest by longer infusion materials should be extracted from the leaves which, while making the tea stronger, markedly diminish its delicate taste. The effects of tea naturally depend on the amount drunk, the strength, the quality of the tea, the condition of the digestive tract, and the age of the drinker. Like all other beverages containing a stimulating principle, ir tends to produce an habitual craving, so that some individuals suffer from “tea inebriety” as from other stimu- lants. Physical Effects of Tea. When tea disagrees, or when it is taken to excess, the ill effects are re- ferable to its action on the digestion and nervous system. If taken in large quantities with meals it precipi- tates the digestive ferments, retards the activity of the stomach juices, oc- casioning gastric irritation and in many instances inaugurating a gastric catarrh of indefinite duration. Copi- ous draughts of black tea, strong in tannin, are productive of constipation, followed by flatulence, which, in turn, is responsible for abdominal distress. The malign effects of too much tea on the nervous system are manifested by alternate exhilaration and depres- sion, restlessness, wotry and insomnia. sometimes merging into sensory dis- turbances, muscular twitching, palpi- tation, irritability, and a general sense of ill being, unless the nerves are highly strung up by the thein. Abuse of Tea. The temperament of the individual largely governs these evil results, for those of robust physique, who are out in the open, and who perform manual labor, do not suffer, as do the weak and fragile tea devotees, who sit around the fireside, sipping cup after cup, indulging in endless small talk, who depend on “tea and toast” to keep warm their bodily furnaces, instead of St et a erreren en EPNTNOE NERO ERRORS sale TRCN Aug. 7, 1912 good red meat and other wholesome viands—these are the “tea tipplers.” who lapse into miserable, sickly slaves to the drink that should be simply cheering and refreshing. Good Effects of Tea. Under favorable when drunk with judgment, tea ha; advantages, rightly filling only secondary to that othe; universally loved beverage—coffee. conditions, and many niche It is mildly stimulating to the nery ous system, refreshes the mental ma- chinery, and relieves bodily fatigue. For headache arising from “rundown nerves,” it often affords prompt sur- cease, and during treatment for chronic opium or alcoholic habitua- tion it is most helpful. Some of the effects of tea are not strictly due to its action on the nerves. It introduces into the system consid- erable hot water, when taken hot, flushing the kidneys, encouraging perspiration and aiding in keeping up bodily warmth, if too cold, or aiding in reduction of temperature by in- creased evaporation from the surface if the body is too warm. Hot tea, also, will augment the action of an early morning aperient, though this may be in the main due simply to the hot water. Many elderly people find tea parti- cularly satisfying and soothing after reaching a period of life when the functional activity of the stomach is gradually weakened. At. this time, when “the shadows are lengthening”. and the digestive department finds difficulty in furnishing a sufficiency of heat and energy units, generous liba- tions of tea often cheer up the flag- ging stomach and intestines, enabling them to better perform their neces- sary tasks. The refreshing effects of tea when taken into an empty stomach after bodily fatigue may continue three or four hours, a period considerably longer than that bestowed by coffee, wine or whiskey. In excessively hot weather, nothing is more delightful than tea, ice cold, sweetened to suit, with a few random drops of lemon juice that impart a certain Piquancy to the taste. On the whole, this gently exhilarat- ing beverage has much to commend it, and, unless taken unwisely or to excess, lends a gentle stimulation, bracing up tired nerves, toning re- laxed muscles, bestowing good cheer to the strong, renewed energy to the weary, solace to the aged, and com- fort to its numberless devotees in every quarter of the globe—George M. Niles in Tea and Coffee Trade Journal. > 2s? Hippo Described. Johnny who had been to the circus. was telling his teacher about the won- derful things he had seen. “An’ teacher,” he cried, “they had one big animal they called the hip— hip— “Hippopotamus, dear,” prompted the teacher. “I can’t say its name,” exclaimed Johnny, “but it looks just like 9,000 pounds of liver,” " Aug. 7, 1912 MICHIGAN TRADESMAN 15 $50,000 for Store Displays a | Of Puffed Rice and Puffed Wheat J Made During August - | Order three cases from your jobber at once. Make a window : 7 or store display just as soon as you can. We are spending this summer over half a million dollars to adver- tise Puffed Wheat and Puffed Rice and want 100,000 displays to back up the advertising. The following offer refers entirely to Puffed Wheat and Puffed Rice. $50,000 for grocers’ co-operation—we are going to pay cash to each grocer who makes a display, right in the height of season. These are the conditions: Displays may be made either in windows or inside the store. Displays must be made during the month of August, which is the great selling month on these goods. To insure a display and sufficient stock, we require that a purchase of not less than three cases be made in one lot from your jobber between August 1 and September 1. Claims for premiums must be mailed to us not later than Septem- ber 4. Each claim must be accompanied by a Jobber’s invoice, show- ing a one-time purchase of not less than three cases during the month of August. That means three cases of the Puffed Wheat and Puffed Rice combined. On the back of the invoice write and sign the following simple eae “l certify that | have bought during August not less than three cases and have made display.”’ That is all. Simply send the jobber’s invoice, with your assurance that the purchase and display were made. We will send our check for Fifty Cents to every grocer who complies with these conditions—but only one 50c payment to each grocer. We have set aside enough to pay for one hundred thousand displays of this kind in August. And we hope, for the good of all concerned, that a hundred thousand grocers will make them. The Quaker Oats Company Advertising Department Chicago JACOB HETZ. The Oldest Furniture Salesman on the Road. The loss of two fortunes after he was 53 years old, one aggregating nearly $250,000 and the other $100,000, did not discourage Jacob Hetz, trav- eling salesman, aged 74. Instead, it had a sort of tabasco effect in start- ing him on the road to a third for- tune. which he hopes to build up to at least $50,000 before he sells his last bill of goods. “Jake,” as he is known to every man, woman, and child in Muskegon, $7,000 a year selling furniture “on the road,” is now. earning about and he estimates his worldly posses- sion today at $15,000. a beautiful new eighteen room resi- This includes dence overlooking Muskegon Lake, to which carpenters are now putting the finishing touches. “Jake” Hetz was 58 years old when he became a traveling salesman, and he is to-day probably the oldest fur- niture man on the road. Furthermore, he is one of the best—the best, if his Own Statement is accepted, for mod- esty, bashfulness, and fear are un- known characteristics to this rugged Jake Hetz be- came a traveling salesman after fire veteran of the road. had twice destroyed his sawmills on the shores cf Muskegon Lake, and in the sixteen years that have elapsed since that time, he estimates that his total sales have aggregated approxi- mately $1,500,000. “IT can beat any salesman on_ the road, selling any commodity from shoestrings to diamonds.” he declared, taking off his silk tile and mopping his brow as he leaned on a hoe in the garden back of his home. “Jake” is probably the only man in the world who wears a “stovepipe”’ hat while hoeing corn, but it is as natural for him as a wide brimmed straw hat would be for a farmer. That silk tile is a part of “Jake” Hetz. Without it he would feel lost, and his friends would not know him. Always Makes “Bluff” Good. It is this confidence in his own abil- ity that has helped him earn three fortunes from an original capital of 10 cents, according to those who know him best. Persons who don't know Jake Hetz very well might call him a “bluffer,” but his friends know that he always makes good his “bluffs.” “Tl bet $100 to $50 that I can go over to Milwaukee and sell $1,000 /worth of goods before 9 o’clock Sat- urday morning,” he told the sales man- ager of his firm a week ago. It was then Friday noon. No one took his bet, but Jake went to Milwaukee on a 2 o'clock train, arrived there at 4:30 p. m., and before the stores closed at 6 o’clock he had sold three bills of goods totalling exactly $1,025. He caught a boat for Muskegon at 7 o'clock and the order was in the firm’s Chicago office Saturday morning, MICHIGAN TRADESMAN “I wouldn’t sell goods on a salary,” he said. “I can earn $1,000 in. com- missions every month I am on the road, but I only travel seven months in the year. The rest of the time I spend quietly here in Muskegon.” Perhaps a modern sales Manager would diagnose the secret of Jake Hetz’s success as due to the fact that he never makes a negative statement. He is always positive, superlatively So sometimes, maybe, but it is a qual- ity that has made him successful from the day he first landed in Chicago sixty-three years ago. Even though seventy-four years of hard work and numerous sorrows have tinged his hair and beard with gray, Jake Hetz will not yet admit that any younger man of his stature can best him in a wrestling match. True, he gets thrown many times, but he is used to hard knocks. “That's the way I got my education,” he explained, “and I wouldn’t trade it for all the college training in the world. If the young men of to-day had more hard knocks and fewer luxuries they would amount to more. “Chicago was only a small place when I arrived there with my brother in 1849. I was 11 years old and he was 27. Between us we had just 25 cents when we put up at Pottergie- ser’s emigrant hotel on State street, about where the Palmer house stands now. We had left the old home at Oberlangenstadt, Bavaria, because my mother couldn’t support our large family of children after my father died. Before he leaves home every German boy is given a feather bed, and mine constituted my sole capital in addition to the 25 cents we had be- tween us after arriving in Chicago. It took us forty-three days to cross the ocean in a sail boat and two weeks to make the trip from New York west. Part of the way we traveled by boat and the rest by mules.” Started with Ten Cents Capital. “Soon after we reached Chicago my brother went to Joliet to work in a stone quarry. He took 15 cents of our capital and gave me the remaining 10 cents. I left my trunk, containing the feather bed, at the hotel as security for our board bill and started out to look for work. I couldn’t speak a word of English, and all the educa- tion I had was learned in schoo] from the time I was 6 years old until I left home with my brother. “The day my brother left I walked over on Randolph street and stopped in front of a furniture store that stood about where the Briggs house is now. I heard a man talking German and I asked him if he wanted to hire a boy. He was the proprietor and his name was Joe Liebenstein—every old resident of Chicago knows him. ““What do you want to learn. cabinet making or upholstering?’? he asked. ““I don’t care, just so it is work,’ I told him, “He put me in the upholstery de- partment, where I° stayed for three years. I got $6 a month and my board and paid for my clothes and laundry out of my wages. I boarded at Mr. Liebenstein’s house, which was locat- ed where the La Salle street station now stands. Besides working at my SERENE ee trade I got up at 5 o’clock every morning and cleaned the shop. My pay for doing that was the privilege of picking up and selling the rags and clippings that fell on the floor of the upholstery shop. I made about $1.50 a week out of that and saved enough to send my mother four gulden, about $4 in United States money, every year. She wrote me that folks in the old country told her I must have stolen that money, because they couldn’t understand how an appren- tice earned it. In Germany boys had to pay for the privilege of learning a trade. “The second year 1 worked for Mr. Liebenstein, Simon Mandel, now of the firm of Mandel Brothers, came to the shop to learn the upholstery trade. He got the same pay I did and had to do the same kind of work. The next year cholera was so bad in Chi- cago that I quit my job and went to Muskegon, where my brother was working in a sawmill on Bear Lake. I went there with the intention of staying only a month, but I’ve been here ever since.” Went in Business for Self. “Before the end of six months I was earning $5 a day filing saws in a mill owned by Martin A. Ryerson. I worked for him ten years, and in 1863 had accumulated $350 in cash. Then I decided to go into the furniture business at Muskegon. I had to haul my first stock of goods by wagon from Grand Rapids over an Indian trail and many a time it tipped over and had to be reloaded. All of my goods were brought by wagon until 1870, when Muskegon got the Morri- son railroad, which was built from St. Joseph. It is now the Pere Mar- quette road. The only furniture store in Grand Rapids at that time was owned by Nelson, Comstock & Co., and all I could buy from them was com- mon windsor chairs, ordinary four leaf tables, four drawer bureaus, and low rope beds. Five years later the spin- dle bed came into use. I had to send to Chicago for other goods. “The first credit I ever had was given me by Mr. Higginbotham of Marshall Field & Co. I had picked out a line of carpets and selected what 1 thought would amount to about $2,000. In those days ingrains sold for $1.25 a yard wholesale, and Brus- sels carpets for $2 a yard. When my bill was figured up it came to over $5,000 instead of $2,000, so Mr. Bige- low took me up to see Mr. Higgin- botham. He looked at me and said: Aug. 7, 1912 ““Mr. Hetz, your ability as a young business man entitles you to credit for this bill, but-your finances do not.’ “T said, ‘I know it, but I didn’t think I was buying so much. You can cut the bill in two if you like and let me have only half the quantity of car- pets and T’ll pay you in thirty days,’ ““No, it would take you too long to go over the stock again and select, what you want,’ said Mr. Higginbot- ham. ‘I’m going to give you credit for the whole bill, but you must pay it just as soon as you can.’ ““T'll pay it in thirty days,’ I said. In exactly twenty-four days from. the day I bought the goods I sent Mar- shal Field & Co. a check for the whole amount. During the next twenty years I bought over $500,000 worth of goods from Marshall Field and there never was any question about credit. ““T was the’ only furniture man in Muskegon until the city had a popula- tion of 20,000 people. Altogether I was in the furniture business twenty-two years in Muskegon, and during the last five years of that time I did a retail business of $350,000 a year. I operated an undertaking establishment in con- nection with the furniture store and no poor family that couldn’t afford it ever had to pay me for burying their dead. For years my donations to charity aver- aged not less than $25,000 a year.” City Treasurer for Twelve Years. “I was quite a politician in those days, and for twelve consecutive years was elected city treasurer on the Demo- cratic ticket. The rest of the city was Republican. In 1879, after I had been treasurer for eight or nine years, the Republicans got Charles H. Hackley, the millionaire lumber man, to run against me, but I beat him. He never carried a ward. In 1880 Mr. Hackley ran against me the second time, with the same result. We were the best of friends though, and both times he signed my bond after I had defeated him. “In 1882 I sold out my furniture busi- ness and bought a saw mill. It was a big money maker, and at the end of nine years I figured I was worth about $250,000. I was 53 years old at that time, and had thought some of taking life a little easier. But that is right where I had: to start in and do the hardest work of my life. “A discharged employe set fire to the mill one Christmas eve, and it burned to the ground. The plant alone cost $150,000, and I only got $13,000 insur- ance out of it. Besides the mill I lost thousands of dollars worth of lumber, Don't hesitate to write us, Opposite Morton House Klingman’s Sample Furniture Co. The Largest Exclusive Retailers of Furniture in America Where quality is first consider ation 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. C96 boa Corner Ionia, Fountain and Division Sts. Grand Rapids, Michigan “wz Aus, {1 1912 and the docks and tramways were also destroyed. It was a hard blow, but I knew if I had made one fortune I could do it again, so the next year I took what money I had and bought an in- terest in the Montgomery Champagne & Co. saw mill at Lakeside. “Everything was going along smoothly, and we were making money fast. The fire again destroyed my mill. That was two years after the first fire. This time a spark from a tugboat was the cause. The mill was insured for only one-third its value, so I didn’t get much money out of it. of the dragged We sued the owners after the along for ten had years in the tus. and case courts I received $5,000 as my share of the damages. “After the mill burned, my wife and I moved to Chicago, and lived there for We returned to Mus- kegon in 1910, and I built a new home right here on the hill overlooking the lake. eighteen years. Three weeks after we moved in, my wife died.” Brushing away a tear, the old salesman said, “My only regret is that she can’t he with me now to en- joy this new home. A and fortunes, but man can make lose money will not bring back to us those we love.” Home Destroyed by Fire. “Soon after my wife died our house was destroyed by fire and I had to climb out of a window to escape. It seems as if fire is my worst enemy. but I hope I’m through with it now. “When I went to Chicago in 1890 I was 58 years old and had no idea what [ would do. My son-in-law was at the head of the Hafner Furniture Co., and he suggested that I try selling goods on the road for his firm, so I started out. I knew I could make good, and I did. In all the time I have been on the road I have sold furniture exclusively, but I know I can sell anything, I can beat any salesman selling any line if he starts on an equal basis. ‘The biggest bill of goods I ever sold amounted to $36,000. I didn’t sell it all half: 2 | alone, but my part was over always worked on a commission basis and I can make $1.000 a month. Rocke- feller, Morgan nor anybody else could hire me to work for them on a salary of $10,000 a year. sion for one day’s sales was $280. My biggest commis- Last fall in Detroit, I sold seventy-two deal- ers in three months and my. commis- I was sick never lost STOVES AND SOA Wes mAh a Michigan Retail Hardware Association. President—Charles H. Miller, Flint. Vice-President—F. A. Rechlin, Bay City. Secretary—Arthur J. Scott, Marine City. Treasurer—William Moore, Detroit. Relations of Jobbers and Retailers of Hardware. Between the manufacture of the com- modity and its consumption we recog- nize in hardware at present four classes retailer, manufacturer, jobber, and while there are jobbers who con- sumer are also large manufacturers —other jobbers who are also retailers, retailers who are small jobbers—and consumers who buy direct from the manufacturers -the members of this convention will, I am sure, clearly understand what is comprehended in each of these divi- sions—the manufacturer who produces the commodity, the consumer who uses it, the jobber and retailer who distrib- ute. Our present problem is to discuss the relation existing between the job- ber and retailer, who are classed as the While the jobber and retailer are both distributors of hard- “middlemen.” ware, differing only in size, degree and functions are different —that of the jobber being to assemble methods, their hardware in large quantities at central points, ready stock sons, to for quick shipments, to merchandise in advance of sea- introduce manufactured, to keep in touch with the business outlook and market tendencies, to instruct and investigate and new articles when post salesmen who not only sell to the retailer but in turn post them as to the market new goods, etc. outlook and changes, explain The function of the retailer is to study the hardware needs of his local- ity, to select carefully his stock so as to supply these needs without over- stocking and yet offering a reasonable variety from which to select, to intro- duce new goods to the user, to be in his community a necessity by having for quick delivery the articles where they can be seen and examined, and, in short, be a general utility man in his home place, While these two groups have in the past been recognized generally as be- ing necessary and essential in our eco- nomic plan, and each entitled to a rea- sonable profit for his service and in- vestment, which, by the way, has been of late hard to get, the modern eco- nomic critic, or socialist, or reformer, says “the present high cost of living is due to middlemen,” and they should both be eliminated and then we weuld manufactured these hardware from the manufacturer to the consumer with but one profit— hence cheapen the cost of living. Not only are these “middlemen,” jobber and have sold direct retailer, attacked from without but also from among their own friends. The state secretary of a retail asso- ciation recently said: “The jobber is making to great a profit on his goods. He must come down.” The manu fac- turer says: “Darn the jobber. He does not know how to make a profit. He throws it all away,” etc. The con- sumer says: “The farmer and the man- ufacturers hardly get enough to pay e them for their work. Certainly the much—hence the ‘middlemen’ (jobber and _ retailer) are getting more than their share of the profit. consumer pays too Another system is all wrong. We should market our goods direct from the farm to the people— direct Eliminate them!” voice says, “Our economic from the manufacturer to the consumer.” Up comes another—‘The mail-order-catalogue house has solved the problem—give us the parcel post. (Note that this party expects the ex- penses and deficits will be paid by the government) and we will buy of the mail-order house and have the goods delivered by parcel post to our doors at half their present cost.” | These are but a sample of the state- ments appearing in the press and voiced quite often to-day in our social unrest, all showing that the right of both th jobber and retailer of to-day to an ex- istence in our social organization is be- ing strongly questioned, and some open- ly assert that both must give way to a different method of distribution. If the Jobber Were Eliminated. Let us anaylze this situation for 2 moment. Of the four classes it will be gener- ally accepted that the first class—manu- facturer, producer—also the fourth class —consumer—have a fixed and unchange- able status—that is, the certainty of existence in the new order. But what about the jobber? If you eleminate the jobbing class the result would be that the manufacturer would probably ar- range to sell direct to the retailer, which would necessitate on his part increased expense for more travelers, increased warehouse and shipping facilities, extra labor, advertising, office force, larger capital for extension of credits, allow- ance for more loss in the large number of credits which he would have to ex- tend, with poor facilities for studying such small credits at a distance, and when the prices the manufacturer would be able to make under such conditions to the retailer are compared with the present prices which the jobbers make to the retail trade would there be any saving, especially if you took into ac- count the delays and difficulties in doing business under such conditions? I an- swer that there is no reason for think- ing there would be any reduction in the cost. The second consideration which in- fluenced me in thinking that there would be no saving by this method of manufacturer direct to retailer is that as a banker I have had occasion, in the past few years, to examine statements of various jobbers in different parts of the country whose notes, accompanied by their statements, are offered to our bank for discount, and I learn that there are but few lines of business where the margin of profit is as small, com- pared with the risk, the capital invested, etc., as with the jobbers of not only hardware but other commodities. It is generally recognized that a profit of from 2 to 5 per cent. on the gross sales represents the annual showing. Effect on the Retailer. How would the elimination of the jobber affect the retailer? The retailer would have to depend upon the manu- facturer for his supply of goods and would, first, miss the frequent call of the traveler—because the manufacturer could not afford to send his traveler to the smaller locations more than per- haps once or twice a year—the retailer would miss the information he has been accustomed to secure from the travelers as to changes in prices, conditions, ete. The retailer would be obliged to pur- chase in much larger quantities than when ke depended upon buying from the jobber’s stock, and it would result in overstock of certain goods and not sufficient stock of others, and in this age of sharp competition and demand for quick deliveries he would probably find that for him to assemble his stock in small quantities from innumerable manufacturers, some located at a great distance, with the incidental delays, he could not turn his stock very often and that the interest on the unsold mer- chandise and the depreciation of over- stocks which he would hold from year to year would absorb practically all the profit that he had in competition with mail-order houses been able to secure for himself. The Retail Merchant’s Status. After discussing the status of the jobber let us now turn our attention to the status of the retailer whose life js also threatened. It is generally recognized that the retail merchant has been the most im- portant factor in the building up of the villages and small rural centers where the store, the church, the school and the shop have worked together in maintaining them if they are to exist. It has been charged that the profits of the retailer have been exorbitant, and yet you know that the retail merchant of to-day is selling his goods on a closer margin of profit, while constant- ly facing increased expense of doing the business than ever before. The small retailer instead of working eight hours per day is expected to work from 6 o’clock in the morning until late in the evening, he and his family live a plain, simple, frugal life, . the A SOLIDLY BUILT Express Wagon. Koaster-Kart or Sulky means repeat orders. We keep this constantly in mind in our manufacturing departments and a trial of our goods will convince you. New catalogue ready. MICHIGAN TOY CoO. Grand Rapids, Mich. Hardware Ionia Ave. and Island St. The Enameled Ware of Quality Onyx, Turquois Royal Complete Stock at Michigan Exclusively Wholesale Company GRAND RAPIDS, MICH. » ‘ ’ é + = 4 \ ¥ a eae FEE ae 4 Y ’ ‘ ’ Gs = 4 \ ¥ Aug. 7, 1912 amount of capital he has invested is perhaps about the same as that of the average farmer in his locality, but to conduct his store requires brains and all-around ability as much as to conduct a farm, and yet his investment and labor receive smaller returns, as a rule, and there is a greater percentage of failure than with the average farmer. I think it is a safe assertion to say that for the past ten years very few re- tail merchants have made more than a good living, and in many cases they are in worse condition than they were ten years ago. Retail merchants have re- ceived less benefits than any other class of people. Business has grown but not their profits. Farm land has increased in value, wages have increased, but re- tailers’ profits have not. It has recently stated that in lowa there are eighteen retired farmers to one retired merchant. Some one has said, ”’With all the faults of the retail merchant this method of selling goods has withstood the test of time and has survived the business revolution of the age because it is the best system, all things considered, of supplying the wants of the people that human wisdom has thus far devised.” In discussing the question of whether he is to exist in our economic system, however, it seems to me it will depend more largely on whether the govern- ment is to enter upon the distribution of goods, and is to assume the expense and deficit connected with the parcel post system which is proposed, because I firmly believe that if this parcel post system is once adopted by the govern- ment the life of many retailers of to- day is doomed, and one evidence of this fact is that immediately upon the passing of the act of 1874, which gave second-class material such a low rating, so much below the cost to the govern- ment, that two-thirds of the book stores of the country were put out of business, only leaving those in the larger centers, and if the 4-lb. limit then established produced this result can we doubt that the introduction of 11-lb. limit, to be followed later by an increase in the size of package carried, can do other than give great advantage to the mail order houses in the large centers, which will thus have furnished them, at the expense of the government, the last link in the plan of the mail order houses to secure a large percentage of the retail trade of the country. While I firmly believe that the re- tailer is one of the most essential fac- tors in the life of the small community of to-day, I also as firmly believe that parcel post will drive many of them out of business, and that, as a result, we shall have the same conditions existing as any one who has traveled in Great Britain and Continental Europe must have observed, only small shops in all of the rural communities, in which prac- tically no assortment of goods is car- ried, as in the retail stores of this coun- try, but, on the contrary, the large trade will be centered in the large cities to the detriment of the rural communities. Both Jobber and Retailer Are Necessary. There are undoubtedly errors and abuses on the part of both jobber and retailer because of the weakness of hu- man nature, but so long as the present been MICHIGAN economic system stands and the assaults are made upon it, the hardware jobber and the retailer are of necessity part- ners and co-workers and their relations should be harmonious and most friend- ly, and I think this is being recognized more and more to-day as the result of discussions and suggestions made in the very able hardware periodicals, and as a result of the work of the jobbers’ and retail hardware associations. Now, a final word to call attention to the fact that above all selfish con- siderations there should be a recogni- tion on the part of the jobber and the retailer that they are most important parts in the system of this country, that the more they improve their service and the more economically they ‘can transact their business, the broader our viewpoint of otr respon- sibility, the more efficiently will we ful- fill the obligations resting upon us that “he who will be greatest among you let him be servant of all.” Robert H. Treman. —— >> .____ Had an Eye for the Main Chance. For years he was known to his neighbors by the nickname “Rubber Stamp John.” He was crazy on the subject of rubber stamps, his neigh- bors and friends thought. Where he picked up his knowledge about stamps none of them knew. But certain it was that he knew all about stamps and had a neat sized collection of advertising and other literature on the subject. economic “The first hundred dollars I save, said Rubber Stamp John, or John Reynolds, as his real name was, toa friend once, “I will start a little stamp shop.” John Reynolds had saved the hun- dred dollars and then a hundred more, but still started no stamp shop. “What about your rubber stamp business, John?” a friend asked Rey- nolds one day. “You have said noth- ing about it for some time. you lost all interset in it?” There was a twinkle in the man’s eyes. He thought he was having fun with his friend, the rubber stamp fiend. But John Reynolds pretented not to notice the twinkle, And he did not answer the question. Looking for Location. John had not lost his interest in the rubber stamp business. On the con- trary as his savings grew his interest in the manufacture and sale of rubber stamps increased. Only now he was no longer theorizing, but was looking for a way to put his theories into practice. He was looking for a loca- tion where he could start a rubber stamp shop and make good! He asked a business man what he thought would be the best location for a rubber stamp store. The busi- ness man professed his ignorance about any particular tocation, but ventured this bit of advice: “Start up a store only in such a neighborhood where it will fill a gen- uine want. Then you will be success- ful. You must fill a want for a certain class of people or for a community to make any business pay.” Reynolds postponea his venture tor six months more. ‘Then one day, Have TRADESMAN while walking through a manufactur- ing district, which was growing day by day, he overheard something this: like “They wanted to make me foreman of the place, but I cannot write. That Was against me.” The speaker was a foreign looking man. He had evidently never enjoyed the privilege of an education of any sort. Couldn’t Write, So Lost Job. The friend to whom the foreigner addressed this complaint about losing the foremanship in the shop on ac- count of not being able to write sym- pathized with him and by way of con- solation told him that the identical thing happened in his shop, A young man who had an excellent hold on the business was offered the superinten- dency of the place, but the offer was withdrawn after it could not write. John Reynolds knew that such a growing manufacturing distric’, with an abundance of workers who could not write, might use rubber stamps was learned he for a good many things, such as giving crisp directions and orders, or mark- The printed word or figure would be more readily understood by the ing goods and prices. foreign workers than the written word. So John location, an humble little store in the neighborhood, and ventured into the rubber stamp business. Reynolds sought out a He displayed 19 a great Many stamps in the window, got up new schemes and patterns tn the stamp line. John that He has in- Reynolds has been in place for five years now. troduced the use of the rubber stamp into a score of different departments where it was never used before. Many of the workers in the district cannot sign their names, had rubber who stamps made to order for them, giving their imitation of good handwriting. name in pretty Reynolds is now planning to en- large his business. His friends no longer think him “bug house” on the subject of rubber stamps. On the contrary they say that he is a brainy man, And when John’ Reynolds comes among them, which is quite seldom, they listen respecttully to what he has to say. They even tell him their troubles and plans and ask his advice. Richard F. Vogle. 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. 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. Dept. ‘‘K’’ THE BRECHT COMPANY ESTABLISHED 1853 Main Offices and Factories: 1201-1215 CASS AVE., ST, LOUIS, U. S. A. New York, Denver. San Francisco, Cal., Hamburg, Buenos Aires 10 and 12 Monroe St. Foster, Stevens & Co. Wholesale Hardware wt 31-33-35-37 Louis St. Grand Rapids, Mich. MICHIGAN Result of the Dayton Window Trim- ming Contest. Dayton, Ohio, July 30—What has been considered as the greatest win- dow trimming contest ever participat- ed in by the merchants of one city has just closed at Dayton, Ohio. It proved an event of such far- importance that our hope is that other cities will be quick reaching and productive of so much good earnest to follow Dayton’s example. The event was notable not only be- cause of the large number of windows (247), but cash prizes amounted to the largest entered also because the sum ever offered for the Five hundred purpose. dollars was divided among fifteen winners. terson of the N. C. R. lirst meeting Company, this was a great success. There was a banquet, talks, stereopti- con jectures, moving pictures and, in fact, everything that goes to make up a good meeting. The three hundred and tailers who thused. Mr. Van Horn, manager of the window advertising department of the N, C. R., gave an instructive talk on window trimming and illustrated his remarks in closing by showing a win- dow trim in very bad taste and then transforming it into a thing of beauty. Those present showed such keen in- terest that Mr. Patterson was tempt- ed to offer five more re- were present were en- hundred dollar in Crowl'’s Millinery. How It Came About. Dayton retailers are like other good retailers in a live city. They work hard, think hard and play hard. How- ever, their attention is generally so wrapped up in their own businesses they scarcely have time to think of other retailers’ interests. In these days of “team play” and co-operation, the Retailers’ Commit- tee of the Dayton Chamber of Com- merce thought it would be a pretty good plan to have a majority of the retailers of the city in all lines get together at the new Hall of Indus- trial Education of the N. C. R. Com- pany to plan and learn from each other how best to advance retail in- terests in Dayton. This was the start. Thanks to President John H. Pat- First Prize, Class 2 ‘prizes for the best dressed windows in the city. This is how it came about. The Judges. Two judges were chosen for the contest, both men widely known as authorities on matters pertaining to show windows: George J. Cowan, of Chicago, manager of the store equip- ment section of the Dry Goods Re- portery and Thomas Bird, Chicago, editor of the Record and Show Window. also. of Merchants’ The report of these gentlemen con- tained many helpful suggestions. It pointed out of the common faults of the average window trimmer and showed how they might be over- come. many The score system used was as fol- lows: Color effect, 20: lighting 10; TRADESMAN cards, 5; ar- back- window shades, 5; floor, Total, 100 points. phasizes the the different trim. merchandise, 10; show rangement, 15; fixtures, 10; ground, 10; D; cost, 10: It em- relative importance of fixtures in a window We recommend a similar card for every store. It is agine the easy to im- benefits a trimmer would receive by subjecting each of his windows to this sort of a test. It would be but a small matter of time before he would form the habit of considering the various features in the order of their plan his trim accordingly. From the Judges’ Dayton merchants mented on the importance and Report. compli- their windows, but helpful criticism, also, were excellence of s Aug: 7; 1912 noted by the judges consisted of some things that were neglected or care- lessly handled by the window dresser. In many instances it was evident that the trimmer had cared more to make a showing than to sell his merchan- dise, as the goods displayed were not seasonable. Many windows failed through mis- By saving a few cents the whole effect of the display was cheapened. As this, guided economy. an example of there were two windows in which handsome and expensive — fur- niture was shown. As to the mer- chandise there could be no criticism. The pieces were arranged with excep- tional taste and would have made a decidedly good showing had it not been for the background. This was Rike-Kumler Co. was not spared, and much good was accomplished, The most common fault, construc- tively, was in the lighting. Few windows were lighted to their best advantage. In some there was not enough light; in others wasteful extravagance. there was It was clear- ly shown that it is poor economy to refrain from buying good reflectors and then use two or three times more light in order to get proper results, In the decorating and handling of the merchandise, the principal faults Department Store Class. First Prize made up of a design in wall paper which would have served very well had it been handled properly. In- stead of being pasted evenly on a iramework it was pinned carelessly together, presenting an unsightly ef- fect. Lo made this window right and produce the effect desired, it would only have cost the price of the wall paper and the work of ap- plying it to suitable framework. Lack of care in detail was another criticism. The example have Was given of an office window which was clev- well erly worked out and handled “AMERICAN BEAUTY” Display Case No. 412—one dred models of Show Case, Shelving and Display Fixtures designed by the Grand Rapids Show Case Company for displaying all kinds of goods, and adopted by the most progressive stores of America. GRAND RAPIDS SHOW CASE Co., The Largest Show Case and Store Equip: Show Rooms and Factories: New York, Grand R: of more than one hun Grand Rapids, Michigan ment Plant in the World apids, Chicago, Boston, Portland Aug. 7, 1912 with the exception that one of the principal figures, supposed to be a business man seated at his desk, was shown without shoes. customary for This is hardly business men. Special remarks were made by the judges in regard to the careless treatment given to the plain wood backs commonly used by small stores in outlying districts, These were poorly painted, oft- entimes covered with tacks and tack marks and were unsightly in general. All the above criticisms, said the judges, would apply to any other cit- ties where they had studied windows, and were not peculiar to Dayton. On the whole the trims were of unusual excellence and many deserved prizes but could not have them because the number of awards was limited. Awarding of Prizes. President John H. Patterson awarded the prizes. Each was in tied in a chamois sack. The winner also received a handsomely engraved certificate of award. Mr. Van Horn, who was with Mar- shall Field & Co. for four years, showed colored slides of the prize- winning windows, gold those which won honorable mention and a number of others, He took up each subject in detail and answered questions as to the various defects and good points of the trims shown. He_ explained what could be done for comparative- ly little expense to increase the value MICHIGAN the principles of right display seem- ed so simple that many of his hear- ers undoubtedly will be able to re- member and put into practice the things they learned from his talk. In addition to Mr. Van Horn’s_ re- marks, the retailers present were giv- en an opportunity to discuss and crit- icize the various trims shown. Some excellent ideas were brought out. What Will It Lo? A canvass among the merchants since the contest brings out much evidence that the event was of far- reaching importance. chants were brought together in a spirit of friendly rivalry. They were awakened to the greater possibilities of their windows, and learned that the public is keenly appreciative of all effort on their line. Amount Dayton mer- part along this In the course of a few remarks by President Patterson he called the at- tention of his listeners to the fact that by their constant effort to pro- duce more artistic window trims. more than one hundred thousand peo- ple were being interested and educat- ed in art free of charge and_ this could not help but benefit the mer- chants by increased patronage. Another Contest in Fall. The climax of the evening came when President Patterson announc- ed that another contest would be held later in the year, at which time five hundred dollars would again be Schwab’s Cigar Store. of window space, and showed how certain trims could easily be changed and made more effective. Among the many good things he brought out were: “One need not sacrifice selling value for beauty. Most windows are too crowded. A window trim is not necessarily good attracts attention. Sim- plicity is the keynote of art and ad- vertising.” because it It was clearly brought out in dis- cussion that the entire effectiveness of what would otherwise be a most ex- cellent window is often lost because of some little technical error like a bad show card or none at-all, or the introduction or lack of some ob- ject or color which has no_ proper part in the scheme of display. His explanations were so clear and Second Prize. Class 1 distributed, This was all the defeated candidates required. A wave of en- thusiasm swept over the audience and the observer could see in the eyes of those present a look of eager deter- mination. It is quite safe to predict that Day- ton’s window trimmers will do some great practicing this summer, and the citizens of that beautiful city will be given a constant treat to the eyes. What a splendid investment the prizes were! ——_++____ Not Interested. “I was talking to Diggby this morning about the latest dread- nought. He didn’t appear to be much interested,” “Tl should think not! ried one.” Digeby mar- TRADESMAN Hard to Decide. There was a man on the full of that he attracted the attention of sev- who looked so mental trouble eral other passengers, and one of them finally made bold to address him with: “Excuse me, but I trust you have not 2» suffered a misfortune: “It may prove to be one, and it may not,” was the reply. “Then it’s a case of sickness and the doctor can’t say how it will terminate 2” “No—no sickness.” “Then a business trouble?” “Well, hardly business.” “The political situation is causing street. car 21 “And lost the bet, lost the bet, of Yes, but what is the question at course. stake?” “IT bet with aman named Jones. There were no witnesses.” “Nor” “And now shall [ call him a liar and deny there was any bet,.or shall I go into bankruptcy and settle for 7 or 8 cents on the dollar!” ——_+--___ The Evidence. “IT thought you told me you were paying for an auto?” “sa | * was.” “T don’t see any auto?” “You haven't looked in the right SHROYER & CO. G. W. Shroyer & Co. more or less disquiet among business men.” “I presume so, but I am not a busi- ness man. What I am worrying about is somewhat connected with politics.” “Ah, I see.” “A question has come up to be de- cided. I have thought it over for a month or so, and can’t determine what to do.” “If I can be of any assistance—” “Well, it was about Roosevelt.” “Ah, now we have it. Perhaps you believed he would be nominated at Chi- cago?” “T believed it and bet $5 on it.” oy 707 iK@; Vacation First Prize. Class 1 place. Go look in my grocer’s vat age.” —_—_++.—___ Caution. Patient—I wish to consult you with regard to my utter loss of memory, Doctor—Ah, yes! Why—er—in cas es of this nature I always require my fee in advance. For Dealings in Show Cases and Store Fixtures Write to Wilmarth Show Case Co. Grand Rapids, Mich. MACAULEY SAID Those inventions which have abridged distance have done the most for civilization. USE THE BELL And patronize the service that has done most to abridge distance. AT ONCE Your personality is miles away. Every Bell Telephone is a long distance station. 2 ~ MICHIGAN TRADESMAN Aug. 7, 1912 Seen, a = — — ore 4 A= DRY GOODS . FANCY GOODS» NOTIONS. | Os — a —~ . ee eit 9 dant ACES ~ 4 = NAL 2 Yi At The .Dry, .Goods. Business. as. a Profession. Written for the Tradesman. If you are a dry goods merchant you are to be congratulated on having embarked in a profession which may well engage the powers of an able man. A profession it may very properly be called, for it much knowledge and as strong a brain to be requires as a successful dry goods merchant as to be a doctor or a lawyer or a minister. It is a most excellent thing for a man to have for his life work a voca- tion which holds in it much for him besides the money he gets out of it. You have a work in which you can take and and for which you should have a perpet- ual enthusiasm. great pride pleasure, Sometimes do mental you feel a sort of getting hold of you—does your store look dreary, ana dyspepsia your work monotonous, and the pros- pect ahead dismal? you that a dry goods store is about the most uninviting place in the world, and that would like it if never were to see another piece of Does it seem to you you goods, nor hear the voice of another customer? When you get to feeling like this, remember that the trouble is with you, not with the business you are engaged in. This species of discontent afflicts the members of almost every avoca- tion. Not infrequently one hears a physician lament the hour he ever decided to study medicine, and de- clare that his is the hardest, most perplexing profession a man can pur- sue, and the one involving the great- est strain mentally, morally and phy- sically. If he had his life to live over again he would be anything but a doctor. The lawyer becomes weary the wrongs of his clients, preparing briefs, and looking of listening to up legal wishes and that when he was a young man he had technicalities, engaged in business or facture. manu- We might go on and on with illustrations from other callings. Do not let this dissatisfied attitude of mind get a hold on you and become a mental habit. You must keep your enthusiasm. One of the best way to keep enthu- siasm for one’s work is to get away from the work. When your day’s labor is done, drop it sharply. Do not carry your store home with you. Do not do your planning of nights. Get out of doors some time every day. Occasionally take a half day off and go fishing or tramping in the woods. It will tranquilize disperse any your nerves and incipient blues. Another thing that will help you keep your liking for your work and your enthusiasm in it is to get the development that it holds for you. To repeat what has been said above, it is a most excellent thing for a man to have for his life work a vocation which holds in it a great deal besides the money he gets out of it. Think of the vast amount of know- ledge to be gained in connection with your furnishes business—which your business direct incentive to gain. It is an education to know the different kinds of silks, wool goods, you a cottons and linens, and something of the processes of manufacture. Be a judge of the fabrics which you handle. The dry goods business offers op- portunities for the cultivation of taste, other mercantile line unless it be art goods, in which of course the field is restricted. It is the dry goods man’s lot to be sur- rounded by beauty. embroideries, rich silks, are his wares. It should be make his place of business a store beautiful. unequaled in any Filmy laces, fine his ambition to The constant changes in styles, in materials, and in business methods make it necessary for the dry goods merchant to keep abreast of the times. He himself to changed and changing He flexability and not become set in his must ever be ready to adapt con- keep a_ certain ditions. must Ways. He must be a financier. It is no difficult matter to buy goods and sell them again. But so to direct his undertaking that he will have a satis- factory income after all bills are paid and all expenses met—this is where the ability for financial management has a field. 3y keen foresight and watchfulness he must shape his business policies. He must be a man of firmess ot purpose and of great will power. In meeting competition, local and mail order, the qualities are merchant It is up to him to ageressive The dry must be a fighter. aroused. goods prove himself an honorable knight in battle, who never stoops to trickery or dishonorable methods of warfare. He should never be anything else than a gentlemen—indeed he never can afford to be anything else. He has every incentive to develop a genial manner and pleasing address. Tact and courtesy are indispensable to success. In his constant association with people he becomes shrewd in reading character. In his management of his employes he develops executive abil- ity. We have mentioned just a few of what may be termed by-products of this calling or profession Are they not well worth seeking and obtaining? The dry goods merchant should not be old at forty or forty-five, or even at fifty. If he takes pains to keep up with the times and retains a youthful elasticity of mind, he should be better at sixty than ever before. Is not the profession of the dry goods merchant one that should stir a man to his best efforts? Place be- fore yourself the ideal of becoming forceful, broad-minded and proficient in this calling which presents such excellent opportunities for the unfold- ment of your powers. It enthusiasm give for your Fabrix. va Crm GRAND RAPIOS, MICH, will you zest and daily work. . . and clot For Fifteen Years Empire Brownie Overalls Have Satisfied the Boys of Michigan. & & & & To a buyer it is worth something to know that the size of a garment will be correct. point we have because “Empire” goods are not skimped in cutting. We offer various grades. Our size combinations are ages 4 to 9, 6 to 12, 4 to 0, 10 to 15 nd open stock. Merchants are cor- dially invited to ing department on the 5th floor of our new building, Grand Rapids Dry Goods Co. Grand Rapids, Michigan That is the strongest talking visit our overall and Exclusively Wholesale Edited by Henry Stirling Fisk Waa $5 per Year—Published Weekly Cash with order. Sold to only one dealer ina town, Your Advertising Service is coming in each week. merchant can turn down a proposition of this kind unless he has an advertising man. reason that I felt that you were offering too much for the money, so sent check to the they felt you would do as you said. They wrote me they sent the check to you as they knew you would do everything you promised to do. I am more than pleased with the service so far. HENRY STIRLING FISK, Pres. Fisk Publishing Company, see sive. Fisk Adver ising Service For Dry Goods, Department, General and Variety Stores Published by Fisk Publishing Company Schiller Building, Chicago There is No Other Advertising Service Like This in the Whole World Joseph P. Ryan, Bangor, Mich., writes: It’s the greatest line of Dry Goods Reporter Co., advertising stuff I ever saw for the money. I wouldn't pay your representative for to be forwarded to you in case R. W. Crompton, Art Director Fs Sh ect ie Bre SS per Year—Published Weekly Cash with order. Sold to only one dealer in atewn, I can't see how any the service for the CHICAGO Aug. 7, 1912 Things the Merchant Should Do Dur- ing August. Your trade ought to be recovering during August from some of the sum- mer dullness. It is hot yet, but the smell of fall is in the air. There’s lots of sewing going on, the women are canning fruit and school is not a great way off. Incidentally, we might remark that there has been less summer dullness this year. Merchants are getting more and more in the idea that dull- ness is not the necessary evil for summer that it has been pictured. They have found if they go after the trade with the right kind of offerings and use the right methods they are more than likely to get it. The leading August line for the variety store is dry goods specialties, 3ig Chance in Dry Goods. The variety man who does not fea- ture dry goods sufficiently during August surely will not get a lot ot trade he may as well have. The regu- lar fall and school sewing will give you a good chance to push lace, rib- bon and embroidery; lawns, linens and nainsooks and notions, The fall housekeeping will give you a chance on lace curtains and yard curtain goods, together with all the other housecleaning equipment in your oth- er lines. Then, in August and Sep- tember, there will be the beginning of the fall demand for hosiery, under- wear, gloves, handkerchiefs, and so on. Be sure you devote plenty of atten- tion to dry goods and notions, push- ing them by means of window trims and otherwise. Time For Campaign Goods. Campaign goods should be pushed in August and then pushed harder in September. This will be the hot- test campaign the country has had in many years. Things will be at fever heat. There will be a big demand for campaign novelties, including buttons, fobs, badges and pennants. These are real money makers. People buy them as they do. firecrackers and Christmas goods. Passing on to September, your old friend, cold weather, soon will be getting on the job. It is well in Au- gust to make your plans for Septem- ber. Plan ahead. This does not mean buying ahead. But know what you are going to do, For the first week or two you will get a lot of good trade from the school children. This will include school supplies and various articles of dry goods and notions. Push Hard on Hosiery Sales. You will want to keep right along with your dry goods during Septem- ber. There will be plenty of sewing goods wanted. Also fall underwear and hosiery will have a good chance. It would be well, during some week to put in a big win- dow trim of hosiery alone. Then an- other of underwear. An impressive spread of these lines a trifle in ad- vance of the season is sure to bring big dividends later. Hit hard in these. Go at the thing boldly. Show the people you believe in pushing hosiery and underwear, and have the utmost confidence in your values. in September, MICHIGAN Enameled ware, household hard- ware and stove goods should be fea- tured strongly in September. Be sure to get your stove pipe, coal hods, fire shovels and so on out where the people can see them. It may be a little early, but you want to get an early impression on people’s minds that your store is the place to buy that sort of thing. In enameled ware you should push all lines. using win- dow trims to help you, Go To Market This Month. China and crockery will be a strong September seller. What would be the matter with a window trim of ten- cent china? Push all-the-year toys during both August and September to show that you will be headquarters for Christ- mas goods—also, to get the big profits. Incidentally, let us say one of your biggest duties for August—for Sep- tember, anyway—is not in your store. It is to go to market. You ought to be making plans right now for your holiday trade. We con- fidently believe the Christmas season for 1912 will be above the normal. Many have been thinking that on ac- count of the campaign and other caus- es it likely would be an off year. All the indications right now point to exactly the opposite condition. The best way to get ready for this big trade is to take a trip to market and see the goods.—Butler Way. The Other Side. While they waited on the corner for their car the alderman inquired of the insurance man: “I suppose you know a good many lawyers?” “Yes, quite a number,” ply. “Can you recommend one that won’t sell me out.” “I don’t know of one that would do such a thing.” “I have none too much confidence in them; but I'll take your word for it.” “Got a suit on hand, eh?” “I have. You have probably seen how the Daily Kick has pitched into me?” “Yes, it’s been rather rough on you.” “It’s gone beyond that. this morning ?” “Hadn’t time to read it. More abuse 2” “It charges me with grafting on the Ninth street sewer. The limit has been reached. I must sue for libel and dam- ages. I must think of my family. What lawyer do you recommend?” “Not any, as yet. You are right in thinking of your family. Think for a day or two more before beginning a suit.” was the re- Seen a copy “Um!” “In fact, think for a week or two more.” “Um! For what reason?” “In case of a suit the Daily Kick may be able to prove its charges, and then what about your family ?” “Um! Um!” coughed the alderman and there was silence fora moment be- fore he added: “What do you think of a third presi- dential ticket in the field 2” A man is never in love with a girl unless he feels like making a fool of himself. TRADESMAN Come To Stay. Doris was radiant over a recent addition to the family, and rushed out of the house to tell the news to a passing neighbor. “Oh, you don’t know got upstairs!” UW Hat is) ite? what we've “It’s a new baby brother!” and she settled back upon her heels and fold- ed her hands to watch the effect. “You don’t say so! Is he going to stay?” “I guess so”—very thoughtfully. ‘“He’s got his things off.” ———_>---___ Just What He Needed. Daisy—You remember that gentleman you introduced me to at the reception last night? Kitty—Yes. Daisy—After hearing me sing he said he would give anything if he had my voice. Kitty—Well, an auctioneer. —_++>____ Good Aim. “I met your father last evening, and spoke to him about our being married.” I don’t doubt it. He is “Did he strike you favorably?” “Well, not exactly rather accurately.” favorably, but 23 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. a\\ Sil, = “SUNBEAM FUR COATS We make the finest line on the market. Profit winners. Write for Clothing Catalog now. BROWN & SEHLER Co. GRAND RAPIDS, MICH. Use Tradesman Coupons Large Stocks Prompt Service Right Prices Paul Sieketee i ‘sons Wholesale Dry Goods Grand Rapids, Michigan Excelsior Gold Eye Needles EXCELSIOR Large Round Eyes Put up in Attractive Wrappers 100% profit Stewart’s Duplex Safety Pins Best Quality Extra Heavy Wire Superior Nickel Finish Write to your jobber for samples and prices THE JUNIOR PARTNER. How He Achieved Commanding Po- sition in the House. “Before I had finished high school, necessity compelled me to work for a living. and | had younger brothers and _ sis- ters; thus my dream of a college ed- ucation never came true. I have al- ways regretted this; yet [ am not sure I should have come off any bet- ter in business had I taken a univer- Vision is sity course. Broadness of the chief advantage college gives a man destined for business — and somehow I came into that naturally. The main, underlying reason for com- mercial or individual failure is a nar- row outlook upon the factors that make success. A man can not con- trol those factors unless he sees them distinctly, and he can not see them when he is down in a mental hol- low.” The junior partner was speaking. Technically. he is not a partner but a stockholder in a big department store that does a wholesale business as well and conducts a dozen manufacturing enterprises. He is one of the four controlling members of the corpora- Yet his associates speak of him Partner. tion. familiarly as the “Junior Although not. far thirties he is worth—well, at a guess, advanced in his perhaps a quarter of a million. For the last ten years he has been the executive in charge of the “organiza- tion,” If you do not know what that means the narrative of the junior partner will open up for you a ver- itable fairyland in the business field. The man who plays skillfully on the keys of an organization can work as- tomishing magic in the profit and joss account. “T was about 16,” he went on, “when | entered the employ of our estab- lishment. The store ghen had less than one-tenth of the floor-space we now Since that time the city has doubled in population, while occupy. our volume of sales has grown sou per cent. You see, therefore, we have gained more than a mere natural in- crement. Moreover, our business has competitive; we have violating any been severely not walked up by equity that the people at large have in life. I hold this to be a test of true success. “It was several years, however, be- fore I began to see things as I do [ was really in a mental hole It is singu- now. up to the time I was 23. lar that so many: men stay in an in- tellectual swamp all their lives when —if they took the trouble to closely at the things about them— they could not fail to see why their business concerns were butting them into the ditch.” McNulty’s Methods. “I'd like to say, in the first place, that a business organization, as we understand it here in our own under- takings, is not a mere list of offi- look Business cials. I am going to tell you briefly what it is. Nor is it necessary to have a big store or huge factory in One of the best organizations I know is in a little retail store that has five order to have an organization, My mother was a widow’ MICHIGAN clerks. Since the store was acquir- ed by a man with a vision, the busi- ness has got out of the mire and is tackling the mountainside. | expect to see a hundred clerks in that busi- ness some day. “When I had been a stockboy per- haps a month a new youth was taken into my department and I was told to instruct him in his duties. This ] proceeded to do; but that night I re- ceived a profane lecture from an old- er stockboy, whom we knew disre- spectfully as ‘Freckled Squint. He was a coarse, illiterate lad, of a class that I refuse at the present time to have in the store: but in those days he was a fair type. If you were sail- ing a ship you would not throw out a lot of little anchors to drag on the bottom and impede your progress; but every employe of this sort drags on the business. ‘I seen you showin’ that new kid how to do things,’ said Freckled Squint threateningly. ‘Don't you know you're cuttin’ your own throat? If you learn the new kid he'll get your job away from you. Never learn no- body nothin’! That ain’t ‘the way to play the game. Just learn yourself. Then the old man can't fire you, ‘cause there won't be nobody ‘cept you to handle stock. See?’ “Since I lacked the broader vision, this argument had effect on me. For a time I iet the newcomers alone as much as I could. You know this is the spirit that pervades many a business house to-day: it is one of those vicious undercurrents that oft- The man who refuses to train an under- some en get into an organization. study for fear of losing his own job is the kind who stays in one job un- til his shoulders hump up and_ his chin sinks in, On the other hand. the tells its expect ad- have business men that they can not vancement until they others to do their work. modern. successful trained The very foundation of a successful organiza- tion lies in the training of competent workers. “IT was knocked round the various stockrooms for two or three years, ‘arning six or eight dollars a week, and finally landed down in the base- ment, in the Here I stayed two years longer. 1 still lacked the ability to through the brainfog that shut me in closely. I was surrounded by nar- row-minded men, who influenced me the wrong way. delivery department. break I was as ignorant of the eternal truths of business as a child is of economics. Economics, by the way, make up the broad science The universities are teaching this science now: and_ the men who come forth thus fortified— if they do not have their heads too high in the air—are the ones of business. who have the mental attitude to succeed. “In a few minutes I'll try to make this perfectly concrete to you; but for the moment I want to go along with my story. In the delivery ment my foggy outlook began to clear away’ slowly. A delivery de- partment is the one place in a store where the condition of the whole or- ganization is best reflected. Here all depart- TRADESMAN the incompetence and tnwillingness of our force was strongly felt. We constantly in hot water over upstairs — misdirected parcels, illegible handwriting, mixed purchases, and so on. in addition; were the mistakes the blunders and indifference of the department itself added to I began to see that some- wrong with the things would delivery our woes. thing was vitally management or these not happen. “Up to that point our business had because the opportu- The markets crowded grown chiefly nity forced it, upon us; the city was obliged to have goods. Opportunity will build a busi- ness sometimes up to a certain point; crowding outlet. then the trade will and seek other channels of Our store had reached that point, as I learned afterward. The business had stood still for a year, and was now sliding backward. The weight of organization — one stop an incompetent that almost wholly lacked the ing uplift—was swamping it. sell- “A temporary emergency in the no- tion department resulted in my go- ing there as a clerk. This advance- ment, however, was not the result of any plan, but was mere chance. You see, chance plays something of a part in these things; but too often chance operates the wrong way—the incapable men are advanced, while the good ones remain submerged. “Adjacent to the counter where | worked was a section of the toilet- goods division. The girls there were much over-worked and underpaid, and the things they said about the man- agement—when the management was not within hearing—were at picturesque. If employers could al- least ways know what the workers are saying about them, and doing, an il- luminating ray would be thrown on a most important problem of organi- zation—the handling of employes. Fhe head of goods was a girl whose name, if | stock in the toilet recollect right, was Birdie McNulty. She was a fair sample of an employe advanced without logical cause. She Aug. 7, 1912 was sugar-coated, but bitter within. When any one with authority ap- proached, Birdie assumed an ethereal] sweetness; but, in truth, she was a most pernicious talker and very ac- tive in harmful motion. Yet she had currents in ample cause It was the most nat- ural thing in the world, and setting for her grouch. sirdie You can not build an or- ganization and overlook. human na- ture. was human, “One day a morning newspaper had an article in its beauty column ad- vocating the use of a facebrush with A brisk demand sprang up that day for brush- es of this sort, but there was not one bristles of a certain material. in stock. ‘If the old man was wise to it,’ remarked Birdie to me with a wink, ‘he'd get in a lot of these brush- es on the double-quick! I could have sold a hundred of them to-day—pbut you can bet your last cent I’ll never tell him.’ “It was evident, you see, that the toilet-goods section was not paying as well as it might, and never would so long as Birdie McNulty and her satellites were there—and_ so long as the ‘old man’ was‘in charge of it. This old man was the department mana- ger; in reality he was a young snip of a chap who clapped his hands loud- ly at the girls-and went about like a peacock. Everybody hated him and he hated everybody. You see, he was getting only a hundred and twenty- five dollars a month and was always looking for a better job, which he could not find. “Well, I’ve told you this incident of the face brushes merely because Birdie MecNul- ty, you see, had a conerete — selling idea, but she kept it carefully con- cealed, She it was a typical one. how the © store might sell a certain lot of goods, but knew the store never had the advantage of her knowledge. This was happening right along all through the establish- ment. Every day a thousand forces were operating within our own or- ganization to hold the business down outside and counteract a thousand FOOTE & JENKS’ me 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) FLEISCHMANN’S YEAST is to-day sold by thousands of grocers, who realize the advan- tage of pleasing their customers and at the same time making a good profit from the goods they sell. If you are not selling it now, Mr. Grocer, let us suggest that you fall into line. You won’t regret it. & & & & w& 4) i Cae Gee US > ee et ok i Aug. 7, 1912 forces that were struggling to make it grow. “The singular part of this situa- tion, as I look back upon it, lay in the fact that it existed without the proprietors of the “business knowing it. However, the same situation ex- ists to-day in many a business. The poor organization is the one that does not get the knowledge and ability of the men and.aomen who compose it. The greatest thing in business, as | look at it, is the organization that works shoulder to shoulder to boost things along.” Rags and a Rocking-Chair. “From the notion department | was shifted to the groceries, then to the dress goods, then to the furniture. All these changes were made on the mere exigencies of the moment. My spe- cial qualifications for these jobs were never considered. Throughout the store the clerks were being sent here and there aimlessly, without ever a thought that the changes might or might not develop them and help the business accordingly. “One day, in the furniture depart- ment, a clerk nicknamed ‘Rags’ set me thinking seriously. A. customer asked him for a high-backed rocking- chair, such as he knew very well we had in stock; but he had just had a rumpus with another customer and was in a disagreeable mood. ‘We're out of them sort o’ rockers,’ he said, and turned away. The customer de- parted and, no doubt, bought the Eight dollars had store and walked chair elsewhere. walked into the out again, but the high-backed chair remained; it represented a profit that the store might have had very easily —but didn’t. "Rags was getting a twelve dollars a week; this, too, was my own salary. That evening, at home, I tried some original calcula- tions; and these really formed the salary of basis of a sweeping revolution in our organization. It didn’t come, how- ever, until quite a while afterward. “My daily sales were not averaging more than fifty dollars. I had heard that the firm expected a net profit of 20 per cent., at least, on the goods in my department; so, if I sold fifty dol- lars’ worth of goods in a day the net profit was ten dollars. Part of the selling expense, of course, was+my wages of two dollars for the day. “Then I assumed a_ hypothetical Suppose, I reasoned, that ‘[ should sell one hundred dollars’ worth of furniture a day—how much could the store afford to pay me and still retain a reasonable increase of Case. profit from my greater sales? “This problem, you see, was a high- ly technical one, involving a lot of cost figures that I didn’t possess. I’m not going into it here, except to state results. Every evening for a week I floundered in a maze of figures, filling all the loose paper I could find at my home. My mother remarked that per- haps I was losing my mind—but | wasn’t. On the contrary, I was just coming into that wide, keen. vision that was destined to show the way to success. Sometimes an employe becomes broader than his boss; thats the best time to hunt a new job. MICHIGAN “Unable to reach a definite answer I took my puzzle to the chief ac- countant at the store, with whom | had a slight acquaintance. He laugh- ed at first; but, as he glanced through my crude calculations, he caught a glimmer himself of the light that was trying to penetrate the cracks in my skull. He promised to solve the prob- lem for me. “The next day I was called to the office of the senior partner. He was a nervous, worried man at that time— Heaven knows he had enough to dis- turb his repose! He told me after- ward that he used to get up in. the middle of the night and go down- stairs to let in the cat, wind the clock and do anything to keep -iim- self from thinking. He didn’t really know what it was that made him think all night long. Well, I'll tell you what it was. It was a whole aggregation of people like Freckled Squint, Birdie McNulty and They were bleeding his business to death. Rags. “The senior partner looked at me curiously and invited me to sit down, Although I'd been in his store for years -he didn’t know me. Now that’s a situation fit for a play! Introduc- tions are very good things in busy ness, even for senior partners. “*What made you assume,’ he ask- ed, ‘that a clerk now selling fifty dol- lars’ worth of furniture a day could be expected in reason to sell one hun- dred dollars’ worth?’ “Here was an opportunity to un- burden myself of ideas that had been accumulating in my time. ‘ brain a. lone Because, I answered with some diffidence, ‘I believe that most of the clerks in this’ store could sell a far greater volume if they worked under different conditions: many: of them, 1 am sure, could sell double the vol- ume.’ “*That is a broad assertion,’ said the senior partner incredulously. ‘Still, if you could demonstrate it to be true it would mean a great deal of money to us.’ Here he picked up a sheet ot paper on which the chief accountant had worked out my problem. ‘I’m afraid, he continued, ‘these ~caleula- tions are quite .theoretical; however interésting.’ ; “Then. he’ showed me the figures. On the assumed basis of sales at one hundred dollars a day the house could afford to pay me twenty dollars a week. Even though it paid me this additional’ wage of, a. dollar thirty- “three and a third cents‘a day, it would earn for itself an increased net profit of eight dollars a day.” Furniture Department Put on Oxygen. ““Well,’ said I, ‘the figures may be theoretical at present, but I’m will- ing to demonstrate their practicabil- ity if | can. If the house will pay me a salary based on these. calculations I'll do my best to sell a hundred dol- lars’ worth of furniture a day.’ “We had a. long. talk—the seniot partner and I—during which I told him some of the things that had hap- pened in the store. If the average proprietor could get his employes to TRADESMAN talk to him frankly many a business would take a new spurt. I mentioned no names, but I gave the senior part- ner a rare glimpse back of the scenes, The result was an agreement where- by my salary was re-adjusted on the basis I had suggested. “It is wouderful what a definite in- centive will do to the right sort of man. From that day I became alert for selling ideas ‘and keen for cus- tomers. [ improved my personal ap- pearance and atmosphere. I reach- ed out for the dollars and dragged them into the store. “PIE be brief. for I’m not talking on the art of selling goods, but on that bigger thing—organization. | wish merely to touch on some of the things I did, for they led to impor- tant organization policies. Our fur- niture department had been some- thing of a dead proposition. We had a good stock, but we lacked the quality I call ‘punch. We had row after row of polished chairs, long lines of shining tables, aisles border- ed by stiff chiffoniers, and the like. To a certain extent this was unavoidable: still, when a merchant has a stock that lacks life of itself, he should use the oxygen treatment upon it. If nec- essary, he must use artificial respira- tion until it breathes. A successful business, like a successful book, must have a peculiar faculty of gripping the human mind. If you punch a man in the side when you pass him on the street he'll stop short: so, if you punch a customer with a selling idea he'll slow down in his race for your competitor’s round into yours. store and_ shy “T was engaged to a college girl, and the first thing I did was to enlist her help. She came down to the store and together we fitted up a college girl’s room as a floor display. When we were through with it the thing was worth coming miles to see. Then our advertising man came up and talked with me, and the next day our advertisement in the morning had a new flavor. papers Instead of invit- ing the public to come in and inspect 29 cheerless rows of lifeless. furniture it had an air of mystery and motion about it. “Well, we had model living rooms, efficiency kitchetis, bachelor dens and drawing rooms; one week we showed a room furnished complete for fifty dollars; the next week one that would cost a hundred: then one requiring two hundred. We had a ‘Blue Room,’ modeled after the one at the White House, and a reproduction of the cw- cular office of the nation’s president. You see, it is possible to do a lot of things to sell goods if the men who sell them will unlock their ideas. | have just given you a glimpse, how- ever, of the way we punched up the people and got them coming. There wasn’t a week that I didn’t originate at least one selling idea—and the sen- ior partner backed me up all through. “For two or three weeks I fell short of my hundred dollars: then on several days | Suddenly | Our furniture sales picked up in a remarkable man- ner. For a month I. averaged a hun- dred and fifty dollars a day. During the whole year I sold over forty thou- sand dollars’ worth, or a daily aver- age of about a hundred and _thirty- three dollars: scored. went over a hundred. This was a third more than my agreement required, and the firm paid me twenty-five dollars a week for the entire year. furniture clerks had been taken into the game— “Meanwhile the other all except Rags. You'll always find a few men in every organization who'll fail to respond to the hypodermic needle, The senior partner did not like to fire Rags, because he had been there a long time and had twin babies at home: but there was a job vacant down in the sub-basement. “My experiment had been the sub- ject of a great deal of discussion among the higher executives. On nu- merous occasions I was called to the office during these talks and given an opportunity to take part. One day the senior partner said to me: “*You have opened up extraordin- Jams Mr. Pickle of Michigan Good Things to Eat “Vows —— Jellies Fruit Butters 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 Mustards Catsup Preserves Vinegars Pork and Beans SOME RRA EHS WE cathe Hy i & i * BALA aN RR a tesa NE he sat WW i 28 26 ary possibilities, young man; _ and, since you have demonstrated these possibilities in the furniture depart- ment, we are going to give you a broader field. We have created a new executive job, and hereafter your title will be Organization Manager. Your duties, in short, will be to get better results from the human mate- riai in this business. In order to do that, you are to work out your own ideas.’ “So, at 24, I was given a desk and a salary of a hundred and fifty dol- lars a month. It was a huge and endless task I began—but it meant the redemption of the business. “At first I had not much of a plan. It is easy to talk grandiloquently about one’s organization, but to make that organization stand for anything definite is a different proposition. Once I spent half a day with a friend who was stage manager for a forth- coming spectacular musical show. I stood in the empty pit of the theater and watched the first rehearsals. The thing was all a jumble. Afterward 1 saw the finished production, in which each person knew his or her part: and the whole moved like an auto- matic machine. I know a great many business houses to-day that are only rehearsing. Their organizations are mere jumbles, in which few of the actors know the right steps or fig- ures, Worst of all, their stage mana- gers do not know the turkey-trot from the manual of arms. “You see, I was the stage manager of our business. It was not up to me to advertise the show, or take in the money, or look after the properties. My part was to see that the actors performed their evolutions properly. So, instead of beginning with the whole big mixup, I resolved to start with one department. I selected the notions. “First, I secured a list of all clerks at the notion counters; and then, one by one, I sent for them and had a five minutes’ talk with each at my desk. My purpose was two-fold—I wanted to study the clerks at first hand and I wanted to get all the ideas they could give me,” When the System Began To Work. “A few of them, I discovered, were not made of the material I wanted.- A good stage manager picks his grace- ful dancers and retires the awkward squad. In the badly managed busi- ness the awkward squad is often the larger element. Almost everywhere | go I see men and women out of place in their jobs. Once a young man ap- plied to me for a position as eleva- tor conductor in our store. He had worked three years in that capacity in a large wholesale establishment, I was struck with his pleasant atmos- phere, and his clear, convincing man- ner of talking. ‘You don't belong in an elevator,’ I told him, and gave him a salesman’s job in the shoe depart- ment. To-day he is the manager there. The wholesale house’ might have made a high-class salesman of him, but it kept him out of the run- ning and, I have no doubt, sent out more than one road man who ought to have been in an elevator. In build- MICHIGAN TRADESMAN ing an organization the thing to do first is to pick your raw material in- telligently and put that material where it can do its best work. I re- call one young woman, in particular, whom I discovered through my talks with the clerks in the notions. Her atmosphere was particularly agreea- ble and she had qualities, it seemed to me, that ‘titted her for work that was more productive. So I transferred her to the infant-wear section, where she was called on to meet a high- class trade.° Before long she was made head of stock and raised that section to a plane never before at- tained. “I’m talking just now about the no- tions, however. I picked a new man- ager for that department and spent a day or two talking to him. I show- ed him in detail what I had done in the furniture and I told him we could accomplish as much in the notions. I put the thing up to him absolutely, and promised him a bonus that amounted to an increase of a 100 per cent. in his salary if he brought the volume of sales up to the standard I fixed. All the clerks in the notion section, also, were put on a premium system. “T have not time to tell you in de- tail what this young chap did, By simplifying his arrangement of stock and making it follow an_ invariable rule, he did away with a tremendous loss of selling time; he made it pos- sible for the same number of clerks to wait on 75 per cent. more custom- ers. He and the advertising man, to- gether, put over all kinds of selling ideas; and we sold that year 60 per cent. more notions than ever before. “Next I took hold of the white goods; then groceries; then the sta- tionery; then domestics—one by one I took up each of the separate activ- ities of the store and I made it dance gracefully. In charge of each I put a competent dancing-master, and I quickened the music of the whole pro- duction. I made each department head responsible for the men and women under him; showed him how to develop them, and mapped out a system by which every employe had definite and ironclad duties. You know how a flagman automatically drops off the rear of a train when it is blocked. Well, my idea was to have a railroad’s scheme of organiza- tion all through. “In the course of time I extended my work to our wholesale establish- ment and to our manufacturing enter- prises. In the latter I found just as many opportunities for betterment as in the selling branches of the busi- ness. The right organization in a factory will quicken production im- mensely and cut down expenses and costs. For example, I said to one superintendent: ‘You must cut the unit cost of this number nine piece from eleven to six cents.’ That was a radical order. On the fact of it, it seemed impossible; but the superin- tendent had developed an organiza- tion under him, and when the prob- lem was studied by intelligeint men a machine was perfected by which the cost of making this piece of apparel was reduced to five cents, and subse- quently to three, On another occa- sion, when a similar order was given, a folding machine was invented al- most immediately that accomplished the necessary result. If you have the right men in your organization and develop them properly they will work magic for you when you wave your wand. “At the beginning, however, I found the same story all through our business—no_ well-defined _ policies: lack of the right human material: want of incentive, and a woful need of initiative. In the wholesale house, for instance, the manager of the gar- ment department belonged to a school of business twenty years out of date. He had not got the modern viewpoint—the ‘furniture viewpoint,’ as our senior partner expressed it. I tried faithfully to make him see things as I saw them; but for a week I made no impression. Then I said to him: ‘If you get the spirit of win- ning into your men you can easily sell 30 per cent. more stuff than you sold last year. We will give you what new blood you need and we will pay you and your men what you earn; but if you fail to sell the extra 30 per cent.—well, in that event you auto- matically fire yourself.’ In his case I put the proposition unusually strong. “Well, sir, he woke up; his coat- tails did some lively stunts about our mercantile stage. He acquired the mental attitude, forgot his traditions and went over the mark I set for him: but he did not do it alone—if he had not organized his men for the effort he would not have done it. It is the men who work for you that do the thing very often.” Organization—A Fine Art. “In the flannels we had been dis- gracefully deep in the mire of incom- petence. I put in a new manager be- cause there was no hope for the old one, There isn’t any use trying to make a clubfooted man toe out. The new manager demonstrated my __ the- ory that if you set a reasonable goal for a man to attain, and set the right Aug. 7, 1912 man at the task, he will achieve it nine times out of ten, no matter if he sells only batts, waddings and burlap. One thing this new manager did was to sell four times as many steamer rugs as we had ever sold. He did this by clever ideas in featuring. “It was really astonishing how the different departments responded as [ touched the keys of organization. The silks, laces, cloths, prints, carpets, ho- siery, books—all the departments, in fact—got into line; so each of them began to show results from 10 to 100 per cent. better than formerly. Yet, in reality, it was a logical result. When you improve the ingredients that go into the soup: you make better soup! “The actual improvement of the in- gredients of our organization, how- ever, was a patient, laborious process. As I have shown you, I first sur- rounded myself with a lot of depart- ment heads whom I imbued with the broader vision. I gave each the in- centive to originate selling ideas and short cuts in expense. Each had his goal set for him—his expect- ed volume of sales. Its attainment meant a much larger individual bon- us than if he fell short. And in order to knit all the departments together, and make each manager interested in the welfare of all the departments as well as of his own, we offered in ad- dition a general bonus. This we di- vided equally among all the depart- ment heads. It was based on the to- tal net profits of the house, “Thus each of these managers be- came the head of a little world of his own. He was, in effect, the organiza- tion manager of that minor world. It was his duty to make detailed reports to me concerning each worker. In my office we kept a_card-index system, showing the monthly sales, clerk by clerk; but that was not all. Each department had a suggestion box, in- to which any employe could drop a written slip, bearing a definite idea by means of which more goods might be sold or methods improved. Every idea accepted was credited to the em- Ramona L. J. DeLamarter, Resort Manager REED’S LAKE The Pleasure Place of Grand Rapids Bigger, Better, Brighter than Ever Always a First-class Refined Vaudeville Show Dancing every evening except Sundays in the carefully conducted Ramona Dancing Academy. Everything popular priced. q a gi ee ote SS a A <. h P et oe e e Aug. 7, 1912 ploye furnishing it; and not only was a cash payment made in return, but the number of ideas supplied by each clerk became a matter of record. Ad- vancements were made for cause, not through personal favoritism. Please observe that this plan was designed to give us human material vastly more profitable than Birdie McNulty! “The ideas that remain on ice in the brains of the average business will surprise you if you get the sawdust cleared away. Some business men try to club out the ideas with a blud- geon, but the modern organization manager gets them ally.” coming natur- A Member of the Firm. “Of course we extended our pre- mium or bonus system down through the ranks. When you go to a store to buy butter you have to pay for quality; but a lot of business men think they can get creamery-brand labor on a butterine basis. You can make a horse pull by sitting behind him and swearing, and you can make a dog crawl to you on his belly; but the men who can sell the most goods for you are not built that way. “In order to train our people in the broader habits of thinking and doing we established a school on an upper floor of our store where we had grad- ed lectures-on management; here, too, we taught our clerks the essential things about goods. You know that in many business establishments the chief weakness lies in the sales force. The goods may have all sorts of fine qualities, but if the salesman is not able to talk intelligently the initia- tive of the factory is largely wasted. So, too, is the splendid selling ma- chinery, one often sees in establish- ments where the human element is ‘way below par, I often think of this when I go into business houses and see the fine buildings, the attractive fixtures, the smooth-running elevators —and the human organization that is not half organized. “One of my greatest troubles lay in the difficulty I found in recruiting department heads who were broad enough to see all these things. So | adopted what I called the ‘travel plan.’ Men who travel much—provid- ed they have the right foundation— get above the commercial level; but the sort of travel I gave these young chaps required no railroad fare. Whenever any department developed a man to the point where he prom- ised well as an executive I started him going. I gave him a month, say, in the linens; then another month in the curtains; then two or three weeks in the washgoods; then a week in the sporting goods. I fixed up several courses that covered periods ranging up to two years, finishing with _the different departments of the office. Wherever the future executives were sent they did plebeian work alongside the regular workers. They understood what the scheme was, and almost without exception they took hold vigorously. One of those chaps to- day frequently goes into a department that is utterly strange to him and within a week recommends improve- ments that mean larger sales or re- MICHIGAN TRADESMAN duction of cost. It is the viewpoint, you see. travel If only you have a definite policy of developing men it will work out every time. “Thus we always had ample mate- tial from which to draw our depart- ment heads; and from our department heads we now draw the men we take into the business. “As for myself, I was taken into the corporation the year after I became organization manager. On the eve of my wedding the senior partner called me to his office and gave me a check for a thousand dollars. eDhis! he said, ‘is a gift from the house.’ Then he handed me a hundred shares of stock, ‘But these,’ he went on, ‘you will have to pay for. We are going to charge you with ten thousand dollars and interest on that sum at 6 per cent. Then we will credit you with the profits on your stock, and you can settle the debt in that way. The big- ger you make the profits the sooner the indebtedness will be canceled. If at any time you should wish to dis- pose of the stock you must sell it back to us.’ “In less than three years I had cleaned up my block of stock and was charged with another block—this time forty thousand! Our remodeled or- ganization was now piling up as- tounding results; we were making, money so fast that it dazed us. Ex- pansion was imperative and we put up a new building. In our greater busi- ness I was allowed a liberal share. My partners advanced the cash and I gave them my note. This note is now paid in full. In a way, my in- terest in the business was given to me; but in reality I earned it. “About twenty men have followed in my footsteps, although some of them are small holders of stock. Ev- ery one we take in is a picked man. Nor is there any element of mere friendship in this policy of giving our best executives an in*-sest in the business. We do it because it pays big dividends. It brings out the mer- chandising and manufacturing genius of the organization, The average partnership, you know, is a wretched aggregation of men drawn together through chance or acquaintance. In our establishment no man is ever ad- mitted who has not proved himself in advance—after we have applied our own particular brand of development. “Our latest arrival is a young man who started ten years ago as an um- brella checker in the main vestibule. One day, through the suggestion box, I received a selling idea from this boy. He proposed that on rainy days we have a special window display, devoted to wet-weather goods. There- after we kept a section of a window that could be transformed quickly to meet weather conditions. We mate- rially helped. our sales of umbrellas, raincoats, and the like. “This boy we alertness. promoted for his It was not long before we heard from him again. We kept on hearing and he kept on going up. We have had hundreds of such instances. You see now what I mean by the term ‘organization.’ It is the organiz- ed effort of the best men and women we can get hold of. It is the effort they put forth—not for the primarily, but for themselves. store “There is no way to get this organ- ized effort except to go after it, The nation is full of ten-dollar clerks who offer splendid material for business organizations. There is an amazing opportunity for ten-dollar clerks who will get hold of a mental scaling-lad- der and climb on top of the wall— where they can see over!’—Edward Mott Woolley in Saturday Evening Post, 27 Chicago must be growing in grace or it may be the high cost of living, but anyway its beer consumption fell off If the Windy City is growing better that would ac- count for the falling off, but it may be that the residents of the breezy city 35,000 barrels last year. on Lake Michigan are economizing. The fact that there was a decline also in the sale of internal revenue stamps, and an increase in the sale of oleo- margarine stamps would support the latter theory. Some dealers say Chi- cago is drinking buttermilk instead of beer. If so, there should be a de- crease in the death rate, for eminent scientists declare that buttermilk kills germs in the human system and_pro- longs life. ——_>-.___ Have you any bed bugs you would like to dispose of? If so, send them to G. M. Zimmer, Superintendent of the United States Agricultural Experiment Station at Vienne, Va. He will pay five cents for each bed bug up to $5 worth. Most people are willing to give bed bugs away, but here is a grand chance to make money. Mr. Zimmer can’t get enough of the cimex tectu- Jarius for his experiments. He wants to set them at work exterminating an- other insect which is destroying an orchard on the Government farm, and Virginians do not seem to be able to furnish enough bed-bugs for his pur- pose. He wants them alive, and will pay the highest market prices. ee When a man can buy a suit of clothes for 10 cents he is not particular about the cut or style. An Illinois merchant dug up more than 100 old suits in his store that were a little out of date. but made of good material. fe ad- vertised a sale at 10 cents each, and 500 men and women besieged the store, nearly tearing it down in their efforts to make a purchase. OU ARE ALWAYS SURE of a sale and a profit if you stock SAPOLIO. You can increase your trade and the comfort of your customers by stocking HAND SAP at once. LI0 It will sell and satisfy. HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate Jjeeugh 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. “yea penis Ke cresarepss 28 MICHIGAN: _ = — SZ 4 y* SoS SoG, oe 2 Soe SS WOMANS.WORLD | || SED i } ol =: ”» Cin Matchmaking—From a Girl’s Point of View. Written for the Tradesinan. You are Truly this Dearest Rosalie: ever my refuge in time of trouble. is a time of trouble with me, for | am doubt and long to tell you all about it. in great perplexity, and | Aunt Mildred wants me to say “Yes,” and is all the time telling me the many advantages that she sees and urging me light” and She insists “not to stand in my “neglect my own interests.” that any sensible girl would jump at own such a chance. Forty times a day I am admonished of his kind and considerate disposition, of the excellence of his fam- blood least ily—the Gilmans have the bluest Auntie and at twenty-four Mr. Gilman father—is in town declares seventy-five times every hours she reminds me that Senior—Clarence’s wealthy, and that as Clarence is an only child it will be his some day. She thinks I’m foolish,” she frankly tells me—to_ hesi- foolish —“wickedly tate a moment. Not every girl is given the opportunity to have as fine a house as there is in town, servants, an auto, a trip to Florida every winter, and such a husband as Clarence Gilman will make into the bargain, she declares. She tells me she is advising me just as Papa and Mamma would if they were living. She makes light of it when I say I don’t care for him and quotes to me the old saying that “When poverty comes in at the door love flic out at the window.” “Tft's surd,” absurd, Katharine, simply ab- she says over and over again, “for a girl in your circumstances, who has to pound her bread and butter and clothes out of a typewriter, to so much as think of turning down such an offer. If you don’t take Clarence Gilman, you deserve to live and die an old maid and be compelled to earn your own living all your life.” Sometimes she takes on a_ plaintive and that she different about it if she had money to leave me; but as it is, that if she could manner says would feel see me married and in a good home of my own, and in circumstances that would) make me days, she could independent all my Auntie’s health is very good and she’s only forty- die happy. eight, so I hardly think there is great danger of her immediate demise, but that’s the way she puts it. She calls my ideas soulful and ro- mantic and thinks that I ought to have more practical sense. It has been her observation that girls who will marry only for love either get husbands who are as poor as Joh’s turkey, or never marry at all. else In her estimation either fate is unspeakably bad, She told me last night that I could like Clarence if I tried to. But Rosalie dear, there’s the trouble. ! can’t even like Clarence, and I’ve tried faithfully. He’s so dull. He’s had the best advantages —been to college and all that—but he’s not a bit bright nor brainy. Time seems His society bores me. insufferably long when he is here. To think of spending my life with him—lI can compare it to nothing else than an interminable journey over desert sands. Rosalie, pity me, for I don’t know what to do. Katherine. Two Weeks Later. Dearest Rosalie: I have taken arms against my sea of troubles and refused Gilman. I'll tell screwed my point. You must with all her matchmaker. Clarence what sticking you courage to the Aunt Mildred qualities is a There’s no that excellent know denying it. And I saw the dreadful results of some of her work. Two years ago Jimmy Dalton and Agnes Barrows were mar- ried. Agnes’ mother and Aunt Mildred were close friends, so of course Auntie took it look out for Agnes’ future. She picked upon Jimmy as the most eligible unattached man in town, and upon herself to then she set her snares to bring those two young souls together. She You know what a compelling way Aunt Mildred has. and she’s so kind and pleasant that it’s hard to resist her, succeeded. Before they really knew what they were doing the wedding day Was set. They quarreled from the start. and ten days ago Agnes sued for divorce, At a two men talking about it, and one of them said jokingly, “I wonder if. the lady who made the match will be on hand to pay the divorce lawyer.” He meant Aunt Mildred. Of course he didn’t know ] could hear. reception I overheard [ considered that remark rather vul- gar, but still 1 wonder if Aunt Mildred feels her responsibility for the wreck of those two lives. 1 decided that her judgment as to my affairs was not to be followed when it was contrary to my own. I knew that if it really seemed more attractive to me to keep banging away on my type- writer than to marry a rich young man who has nothing against him but his stupidity—certainly he could not be the right man for me. So J] refused Clar- ence, Think of me as scribbling dictations and thumbing them off on my machine, but not—not marrying that bore that Auntie selected for me. With my heart’s love. One Year Later. My precious Rosalie: Katherine. I have some happy news to tell you. I am engaged. TRADESMAN I want you should know Robert soon as ever you can. We met about a year ago—soon after I refused Clarence Gil- man—and it was a case of mutual in- terest and admiration at first sight. Robert is a very steady and _ reliable fellow—I am glad I can say that—and he’s bright and intelligent and has char- acter. We are congenial in our tastes and sympathies. We shall not be married for two or three years, until Robert is a little bet- ter established. Until then I shall keep We are happy, happy, happy in the hope of a home together. Aunt Mildred still believes I made the mistake of a lifetime when I turned down poor Clarence But | think of Agnes shudder. on working. with his money. 3arrows and | deluded Aunt Millie. How can she, how can she? I never should dare. Who can fathom the mys- teries of temperament so as to know who will make a congenial life com- panion for another? I never shall be guilty of the abominable sin of match- making, Poor Katherine. These letters show the subiect ‘of matchmaking from the point of view of youth—youth that is ever optimistic, egotistical and sure of its own wisdom. But is there not enough of truth in it to stay the hand of the woman who is possessed of an itching desire to ar- range the lives of other people? The matchmaker usually means well, but takes no thought of the misery she may cause hy vremg a reluctant girl into a distasieful marriage. Truly fools rush in whie angels fear to tread! Quillo. -——_v7-- He Took One. “In going on your vacation last month you took along a canoe,” said the law- yer to the insurance man. “I—I did,” was the reply, with some- thing like a groan. “You were probably afloat a good share of the time?” No reply in words, but another groan. “Did you find it much handier than a punt?” “Oh, Lord!” was exclaimed. “What’s the matter—colic 2” “No—the canoe. “Well ?” “After taking four days to make up my mind, I got into the blamed thing. I had the help of four men.” “And—and—” Say— say—” “They rolled me on a pumped me out. barrel and They estimated it at a barrel and a half of lake water. Also estimated that I was at the bottom of the lake for two minutes.” “But you were not discouraged ?” “No. The next time I got all of a rod from shore before she turned turtle. Two barrels of water this time.” “Gaining on it, eh?” “Slightly. The third time—” “Yes? You are a brave man.” “The third time, I suppose she turned turtle again.” “You suppose! “No, I don’t.” “That's funny.” “But L can’t help it. Don’t you know.” When I came to for the third time my wife had given a man $20 to accept the canoe, had set- tled the hotel bill, and had me home on a special train, and I was able to recog- nize her and the baby. Oh, yes; I took Aug. 7, 1912 the canoe along—of course, I took a canoe.” —__2-<-_____ A Costly Dependent. “Well, madam?” “The allowance my husband makes me isn’t enough.” “But, madam, we decided it was am- ple for your support and the support of the children.” “Yes, | know, judge, but I'll need as much more for the support of the au- tomobile.” Watson - Higgins Milling Co. Merchant Millers Grand Rapids et Michigan Satisfy and Multiply Flour Trade with “Purity Patent” Flour Grand Rapids Grain & Milling Co. 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. TRACE Your Delayed Freight Easily and Quickly. We can tell you BARLOW BROS., Grand Rapids, Mich. how. Just as Sure as the Sun Makes the best Bread and een This is the reason why this brand of flour wins success for every dealer who recommends ne ATOLERO UA MROH TSMR OLU EN TON MB aT eRe Te] VES ERS ICCC line, but you can add new trade with Crescent Flour as the opening wedge. The quality is splendid, it is always uniform, and each pur- chaser is protected by that iron clad guarantee 0% absolute satis- eLennTey ae Make Crescent Flour one of your trade puliers—recommend it to your discriminating cus- ikeetaes Voigt Tite ‘Ore OTe Tim eek Mich fy ‘oi @ ) « fy Aug. 7,/1912 THE NO-CREDIT STORE. Success Depends on Kind of Goods Sold. Written for the Tradesman. “After the first of July,” explained a provision dealer to his customer, a month or more ago, “there will be no books kept in this store. If | can't get the cash I will keep the goods.” “That is where you are making a mistake,” insisted a customer. “The credit store is becoming the whole thing. Why, I can send to Chicago, to a firm which never heard of me, and get credit on a suit of clothes or the furniture for a house.” “Yes,” added another customer, “and I can go across the street and do the same thing. I can get any- thing | want in this town on credit, If you go on a cash system you go backwards.” “Right you are,” put in still anoth- er customer.. “Why, I can buy a home on tick. All I have to do is to pay one month’s rent in advance and get a land contract. The grocers are about the only people I know of who are changing to cash deals.” The merchant pointed to a filing case. “You see those innocent looking little drawers?” he asked. “Well, they have cost me $1,000 in a year. They hold accounts upward of $1,000 which can never be collected.” “Oh, you'll charge the loss up to your cash customers,” laughed one of the group. “If there were no cash groceries in the city I might do that,” grinned the dealer, “but, in order to do as you suggest, | should have to advance my prices, and that would never answer. Such a course would drive my best patrons away.” “Then be careful people,” another suggested, “Now, don’t think that all the peo- ple who owe the bad bills are dis- honest,” replied the dealer. “Some of them have paid me hundreds of dollars. Most of them are honorable in every particular. The trouble is that they have had bad luck, or have not managed judiciously. One man who owes me neatly fifty dollars lost his wife and a daughter within a The undertaker and the doc- tor took all his savings. Then he was taken ill and could not work. What could I do? I kept: on Jetting him have goods after | knew that he would not be able to pay for them for a long time, if ever. Now he has gone away, and the account is no about trusting month. good.” “But other credit houses don't have such troubles,” urged another of the group. “If they do they say noth- ing of their troubles.” “You read of their troubles in the newspapers,” said the grocer. “For some incomprehensible reason the laws of Michigan make every justice court and every sheriff's office.a col- lection agency for these credit hous- es. The system costs the = State thousands of dollars a year, When the laws are fixed so I can have a man arrested for not paying his grocery - bill I'll sell on contract, too.” MICHIGAN “That would be funny!” laughed a listener. “You would have to show that the contract of purchase was not yet fulfilled, and that the pur- chaser had, with intent to defraud, concealed the purchase or removed it from the State! Why not make a contract of your own and set a false pretenses trap for people who do not pay? Most of the deadbeats lie to get credit. That would jail a few and teach the others a lesson.” “I can run my business without asking the State to collect my hills for me.” “If all the laws for the collection of debt were abolished,” complained another, “the: tax would ‘be lower. Where is the use of the State going to the expense of sending an_ offi- cer to California to bring back a man who beat an installment house out of a $10 suit of clothes?” “You can search me,” grocer. replied the “The people who make the laws are influenced to pass some very foolish ones. It is of no benefit to a community to have a certain class of credit stores—especially stores where cheap furniture and shoddy clothing are sold on contract. There are hon- est mén in the installment business, but in some cases the workingman who gets into the easy payment habit is in the same fix as a man who gets into the clutches of a loan shark. No, I don’t want the State to guarantee my accounts. Me for the credit sys- tem after the first of July.” The first of July came and the grocer opened up his store with fear and trembling. He had advertised the change of system extensively, and had also advertised a few specials, His store was hung with placards warn- ing buyers not to ask for credit® He did not see how he was going to refuse credit to his old-time cus- tomers. It makes no difference what rules one makes, or how definitely the statement is made that there will be no exceptions, there are always those who think the rules do not mean them. It was one of these persons who gave the merchant an idea which proved of value. It was a bright young woman, and she came swinging into the store with her purse in her hand. First she or- dered about three dollars’ worth of goods, but made no motion to pay for them. Finally she said: “How much do we owe you?” The grocer said it was. $10. “You don’t insist on payment. to- day, do you?” was then asked. “Why, of course not.” She opened her out $3. “ihen Wil pay cash’? she said. “1 have the $10 in here, but if I pay that bill I'll have to go to another store where I can get credit. I'll pay the bill at the rate of $2 a week, and here’s the first $2. We shall have to live on $8 the next week,” purse and_ took The grocer looked at the lady and laughed. “You.are loyal,” he said, “and you have solved the problem. My cash system goes. All my old-time cus- tomers can let the present bill stand TRADESMAN and pay cash. I'll take chances on collecting in time.” “And it will be a good thing for lots of people, too,” said the lady. “Don’t you see that we will be $2 a week ahead on it? And when we get the bill paid we'll not increase our expenses, either.” The cash grocery is still doing busi- ness without accumulating bad ac- counts, and the State is still doing the collecting.’ for numerous firms which do business on the uneasy pay- ment plan. Alfred B. Tozer. Sl The Instinctive Fear of Death. Written for the Tradesman. Upon a high cliff that over-looked the sea, a man stood. He was coat- less and_ hatless. house, nor a There was not a human being within miles, and yet this man seemed not to be alone, so much was he a part of nature. He was, in fact, a creat naturalist and he stood there thinking, dreaming, admiring the scene before him. It was 9 o'clock on a summer day. The sea was calm and the sun’s rays made it beautiful. In the distance could be seen the top of what appeared to be a small rock and the naturalist seemed to be observing the tip end of this rock, but,.in fact, he was looking farther seaward, where there was something which looked like a tiny speck upon the surface of the sea. The minutes passed. The tiny speck grew larger. Suddenly the naturalist became aware that it was a man and that he was alive and struggline to reach the shore. Ten, twenty, thirty minutes passed, and the struggling man was within a few rods of the shore of safety; but his strength was failing, had failed. The naturalist, high upon the cliff was powerless. He could offer no aid. All he could do was to watch, and as he watched, he was _ horrified to see come into the struggling man’s eyes, as he sank, that fear, that terri- fying fear of death. 29 A black cat had been killing chick- ens for a farmer. The cat did not seem to belong to anybody and the farmer decreed that the cat should die. Taking his gun, one summer day, the farmer followed the cat into a small forest near his home and there shot it. The farmer’s aim was good, but the cat did not die immediatly; and as the farmer stood looking down upon the dying cat, he was startled and never will forget, the fear—the instinctive fear of death—that came into the eyes of that dying animal. A bird that had found means of entrance in the garret of a home was one day engaged in the peaceful occu- pation of building its nest therein, wher it was suddenly surprised by the appearance of a boy and a cat. The bird tried to make its escape, but finding its way of retreat shut off, it was soon engaged in a_ hopeless struggle for life; and as the boy watched the cat pursue the bird, he saw come into the eyes of the bird that fear—that death. instinctive fear of A fly on a window pane was sun- ning himself. Near by stood a scien- tist, who was closely observing the fly, with the aid of powerful magni- fying glass. After a while, the scientist chased the fly into a corner from which it could not escape and began to threaten the fly’s life, and as he closed his finger down upon the spot where the fly sat, he observed that fear, that in- which haunts us_ al! altke—the fear of death. stinctive fear, Benjamin Franklin Woodcox. Soothing. She—What was it the choir just sang: : ae : He—From the appearance of the congregation, I think it’ must have been some kind of a lullaby. Fire Resisting Reynolds Slate Shingles After Five Years Wear Beware of Imitations. Write us for Agency Proposition. REYNOLDS FLEXIBLE ASPHALT SLATE SHINGLES Fully Guaranteed Wood Shingles After Five Years Wear For Particulars Ask for Sample and Booklet, Distributing Agents at Saginaw Kalamazoo Toledo Columbus Rochester Boston Detroit Lansing Cleveland Cincinnati Buffalo Worcester Jackson Battle Creek Dayton Youngstown Syracuse Scranton H. M. REYNOLDS ASPHALT SHINGLE CO. Original Manufacturer, GRAND RAPIDS, MICH. i { ‘ h 30 MICHIGAN TRADESMAN Aug. 7, 1912 i = How to Increase the Butter Supply. Written for the Tradesman. It is estimated by those in position to obtain the most complete statistics that there is produced in the United States each year a full billion pounds of butter. margarine and other butter substitutes This is exclusive of oleo- and yet this enormous quantity of but- 800,000,000 pounds of eating and ter falls short the amount required for cooking purposes. That this is a low estimate of the amount needed is seen when we figure out that only 20 lbs.a year is allowed for each person—less than one ounce a day. If we allow that infants and others who do not need or care at all for butter constitute one-ninth of our population, this would give a full ounce per day as the requirement of each person or 221% Ibs. a vear—less than a half pound per week. The amount of butter actually produced is then but 55 per cent. of the amount needed according to this low estimate. The ordinary family which does not continually stint itself in the use of butter will use nearer one pound a week for each person. That not more than one-fourth of this amount is actually used or can be obtained shows. that there are a great many people in this country who are denied what was once considered the most common as. well as one of the least expensive foods— plain bread and butter. It is plainly evident that the time is fast approaching when not only work- ing people in the cities will have to a large extent to forego the luxury~ of butter but farmers themselves will find manufacture too ex- pensive for their own use. Even now there are dairy farms where the men who do the work never get a taste of butter produced on the farm, because the butter they there is none produced—no butter made. Milk and cream are bottled and shipped away, and in case butter can not be had of small farmers in the vicinity or at the nearest stores oleomargarine or process butter is purchased. This looks very much like a violation of the commandment: “Thou shalt not muzzle the ox when he treadeth out the corn.” 3ut there are others beside dairymen who raise or manufacture for market what afford. While there is no prospect of ever they themselves cannot again producing in this country all the butter normally needed, while the num- ber of consumers increase faster than the butter supply increases, while the demand for milk and cream grows and curtails manufacture of butter, while pasture acreages decrease the possible and high prices of meats encourage raising beef cattle, still there is a pos- sibility of increasing the supply of but- ter to a considerable extent. The output of butter from the pres-. ent number of dairy cattle could be in-' creased by better care of the cows and also by the use of modern appliances in butter making. By the use of a cream separator at least ten per cent. more butter may be obtained from a given amount of milk than by the form- er method of raising cream in shallow pans. Better methods of farming will result in larger crops and thus permit the keeping of more cows to a given number of acres. Storing in silos will conserve the feeding value of various crops and still further aid in the same direction. Care in selecting breeding stock, additional care and feed in rais- ing heifers for the dairy and prompt culling out of unprofitable cows so that all available feed and labor shall be ex- pended upon those which yield best re- turns will also aid in increasing the butter supply. Then comes the losses after butter is made. Eliminate the poor butter mak- ers and butter will not become unfit for use between leaving the farm and reach- ing the city consumer if proper pre- cautions are taken. This is now being done to a large extent by the establish- ment of creameries so that those who cannot or do not try to make good but- ter can sell the cream and still help to maintain the butter supply. After all this has been done, or even now, it is up to those who buy and sell butter to do their best to stop other losses and help conserve the supply. One way in which this can be done is to push the sale of fibre butter boxes. Get farmers and dairymen to put up the butter in quantites just right to hand out to customers, and so do away with the mussy, wasteful method of dishing it out of crocks, spreading it over wood butter plates and plastering it down with wrapping paper. E. E. Whitney. ee Educational Circular Issued by Large Egg Handlers, Dickerson Brothers, of Knoxville, Iowa, who operate over a consider- able territory in Southern Iowa, have sent out the following communication to county papers in their territory. It has been quite generally used, and should do good: “July, 1911, was the hottest on rec- ord, and while it may hardly be ex- pected that we will have a repetition of such extreme and long-continued hot weather this year, the heat is af- fecting quality of eggs very fast, and we should like to offer some sugges- tions, which, if carried out, will, we believe, insure much better quality and more money for eggs and bet- ter satisfaction to produce dealers, grocerymen and consumers. “Tt is estimated that $45,000,000 are lost yearly by carelessness in han- dling and marketing of eggs. The tendency to waste in unwise efforts at haste as well as the old-fashioned disregard for many of the possibili- ties open to the careful farmer should be eliminated with the new methods that are coming in use. “Merchants have learned to com- pute breakage and other losses care- fully and to crowd the waste in this direction down to a minimum. It is time farmers realized--some of this kind of economy and reduced the $45,000,000 a year for unnecessary loss. “Gather eggs twice or three times daily during hot weather. Keep in cave, cellar or cool, dry place, free from odors. Protect eggs from sun while bringing them to town. Market them twice each week if possible. Male birds should not be allowed with hens except for breeding pur- After that period separate, kill or sell roosters, thus saving feed and improving the product and keep- ing quality. Some authorities claim hens lay more eggs when separated from male birds. We do not know whether that is a fact or not, but all authorities agree that infertile poses. eggs will keep a great deal longer than fertile eggs. We do know from ex- perience that fertile eggs will nor keep in hot weather as long as infer- tile eggs. We tested it out by plac- ing fertile and infertile eggs in an in- cubator. Fertile eggs commenced to incubate in a few hours, and within forty-eight hours blood rings began to appear, which destroy the value so far as being fit for human food is concerned, and it is punishable un- der the pure food law to offer same for sale, Infertile eggs will stand the heat of an incubator three or four days before showing effect of heat or other defect.” All Kinds of Feeds in Carlots Mixed Cars a Specialty Wykes & Co., “wa State Agents Hammond Dairy Feed We want Butter, Eggs, Veal and Poultry STROUP & WIERSUM Successors to F. E. Stroup, Grand Rapids, Mich — ESTABLISHED 1876 — MOSELEY BROTHERS WHOLESALE FRUITS AND PRODUCE GRAND RAPIDS, MICH. Hams and Bacon 100 per cent. Pure All-leaf Lard , If you are not a customer and you want something that will please your customers and bring them back again arop a line to our nearest salesman, Ludington, Mich., F. L. Bent Grand Rapids, W. T. Irwin, 141 Lyon St. N. E. Kalamazoo, H. J. Linsner, 91114 N. Burdick Lansing, H. W. Garver, Hotel Wentworth Adrian, G. W. Robnett, Hotel Maumee Port Huron, C. B. Fenton, Harrington Hotel Saginaw, W. C. Moeller, 1309 James Ave. St. Johns, E. Marx, Steele Hotel Mild Cured Write to-day Cudahy Brothers Co. Cudahy-Milwaukee ace ne ee oe 5 eat ea Rak an aales sea. co Aug. 7, 1912 Successful Salesmanship Is Intelli- gent Salesmanship. The person who sells merchandise these days must be a successful sales- man. There is no room for any other class. Webster defines a salesman as “one whose occupation is to sell goods or merchandise.” That is probably a good dictionary definition, but it does not cover the full scope of successful salesmanship. Successful salesmanship 1s intelli- gent salesmanship and that means satisfied customers, which is the sole aim of every reputable retail firm. No matter how hard the head of a con- cern works, if the customer does not et intelligent service the store wiil be injured instead of building up a substantial patronage. I am a firm beliver in the schooling of salesmen. No matter what class of goods is handled, the persons in the selling end of the business must be thoroughly trained to know the policy of the house and must have a verfect knowledge of the stock be- fore they can be classed as success- ful salesmen, The object of such training is to bring the policy of the firm to its customers through the sales force. Unless they carry out their instructions to the letter the pa- trons do not get the satisfactory serv- ice the store is trying to give them. Test of Salesmanship. I make it my business to be on the floor as much as possible; it is stim- ulating to the salesmen, and enables us to know their strong and weak points. Saturday is usually a busy day in all clothing stores, and that is when the true test of salesmanship comes. The rush is so great that we are compelled to put on extra sales- men. Sometimes a man goes into a cloth- ing store to buy a suit and the sales- man, either because of lack of knowl- edge or through indifference, puts a wrong size on the customer, although the right size is there, and then per- suade him to buy it. Such things may happen anywhere. That is where so many salesmen make mistakes — they do not take enough interest in the customer, or they lack knowledge and training. It that customer purchases the ill fit- ting suit he will be dissatisfied and the store probably will lose a cus- tomer. That is why it requires in- telligent service to make successful salesmen. Must Be Judge of Human Nature. A salesman above all else must be a good judge of human nature, ca- pable of deciding at a glance the temperament and _ peculiarities of customers. He must know how to approach and how to talk to per- sons of every class. He must have confidence in his own ability and in the merchandise he is selling, other- wise he can not convey that confi- dence to his patrons. He must avoid all arguments and must know what to say and when to say it. Some persons require a great deal of “selling talk’—others very lit- tle. A successful salesman knows in- tuitively when the psychological mo- ment has arrived to close a sale. The MICHIGAN TRADESMAN unsuccessful salesman keeps on talk- ing and the customer goes away with- out buying. A salesman should familiarize him- self with his surroundings and know every detail of the stock he is han- dling. Otherwise he will not be in a position to show goods in an intelli- gent and satisfying manner. He should meet his prospect pleas- antly, look him straight in the eye, ascertain his wants as quickly as pos- sible, and do everything he can to aid the buyer in making a judicious purchase. No matter how exacting a customer may be, he should be ac- corded the same courteous treatment given to one who buys quickly. Time spent in showing goods is never wast- ed, whether a sale results or not. In our store we try to get men of the highest class as salesmen, men who have these qualities of mind. We are always willing to pay such men all they are worth. We want men who can serve our customers as well as serve us. Forced Sales Never Pay. The successful salesman never at- tempts to force a sale. It is bad busi- ness, and nine times in ten results in dissatisfaction for the customer. Many good sales and good customers have been lost forever to a house by the use of such methods. Above all, a salesman should be honest and straightforward in all his dealings. Never misrepresent an arti- cle in order to make a sale. Look to the customer’s interest first, last and all the time. Serving their interest best means serving your employer better. To be well served means to be well satisfied, and a satisfied cus- tomer is the upbuilder of business. While it is probably true that the most successful salesmen in any line are those who start at the bottom and learn the business from the stock room up, I do not believe that is true in all cases. Not all good sales- men start at the bottom of the lad- der. I have always contended that salesmen are born—not made. If a salesman is successful in hand- ling one line there is no question that he can make good in any other if he makes an intelligent study of it. No. successful firm can afford to hire inexperienced salesmen, for the simple reason that such men are not in a position to give the trade that intelligent service which is neccessary, and which people demand and to which they are entitled. L. F. Simon, —— +2 >—___ No Misrepresentation. Summer Boarder—What’s the cause of the scarcity of fresh corn and toma- toes around here? Farmer—We advertised home cook- in’, didn’t we? Summer Boarder—Yes. Farmer—Well, we’re giving you can- ned vegetables, same as you're used to. —>~+ Looking Forward. “Why don’t you marry him, he is rich and old?” “Old? He may live for ten years yet!” ; “Marry him and do your own cook- ing.” Why Not Sell Flowers on the Market. A fine display is made on the city market every morning of fruits and vegetables truck. But Why should not flowers be also among the things offered on the market? ° The market, of course, is not a retail in- stitution. The ultimate consumer does not come in person to make his or her selections. The great bulk of the buying is done by the grocers, the hucksters and the commission men, If flowers were sold it would be to these and why should not the grocer and the huckster carry flowers as well as carrots and cabbage and potatoes? Bunches of seasonable flowers wheth- er outdoor grown or greenhouse, at- tractively displayed, is it not likely they would sell at a margin that would yield a profit? There are half a dozen exclusive flower stores in the downtown district and they all seem to prosper, and often the department stores have flowers to sell. Coming in closer contact with the people could not the grocers and hucksters if they really tried work up enough trade in flowers to make it pay? In the great retail market in Washington many of the stalls have flowers to sell and flowers are often as much a part of the regular morning order from customers as vegetables or fruit. In the spring in this city the grocers and hucksters carry potted geraniums and other bedding plants and have no difficulty in selling them. With a lit- tle effort seasonable flowers that can be sold at moderate price, such as and garden there is one thing lacking. 31 sweet peas, asters, gladioli, dahlias and roses, might be handled and at a profit, both direct and through the trade it might draw. This would be to the advantage of the gardener as well as the dealer for it would be adding one more crop to the list of things to grow—a crop the women of the household or the children could look after. en nll al oe A horse must be broken before he can be driven, but it is different with an automobile. 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, 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. 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. eS ETE aT ae TOT ae 32 MICHIGAN TRADESMAN Aug. 7, 1912 to know about us he gave me such spite of myself, I found that he was NS = —» began to think better of him. his youthful enthusiasm; for he was c s - = = ="; = yy “Of course I wasn’t just then pre- a young fellow less than twenty-five é isi = t = 2% = = pared to make him a proposition, but Years of age. \3 OF THE SHOE MARKET : | sort o’ called him out by asking “*Now,’ he said, ‘I'll tell you why = 2 3 = 2 how he was getting on, how much I’m so glad you came around to see = ae Ze business he was doing, and what plans me: I[ am going to put it straight gs gr? cf he had for the future. and then he up to you and your house. I like “a SO ZED surprised me some more. He told me your line; and I am willing to push that he had made up his mind to move _ it to the limit—provided you are will- down in down. ing to make me the right sort of ‘But where?’ I required, for I terms. You understand, of course, Unusual Experiences of Shoemen—_ the time, it served as an unexpected Could think of no available location vat LE e gone te aes big Tony Collins’ Story. test—and a very severe one, | assure suited ‘to his requirements. propor ey: pee o ae Written for the Tradesman. you of my nerve ‘In old man Horner's grocery "'Y®: but by jingoes! I’m strong on Chapter V. : : stand,’ he replied—and it almost took "E€TV®- Phe question is: are you “It is odd,” said Tony Collins, “how one is now and then surprised by some unexpected whirl the wheel. | was particular interested in McEar- land's story of the old bought his daughter thirty-six dollars’ didn't cents. miser who worth of footwear, when he look like he was worth thirty And 1 for one think our friend Mack was pretty nervy not to show the when everything seemed that he was showing shoes white feather to indicate to no purpose. I tell you fellows, the chap who's got the nerve is the lad who gets the business. When everybody's had his speil and you are prepared to get right down to brass brads, the that counts most 1s pure and unadulterated nerve. “Il oot the idea driven in good and thing early in my experience on the road. I started in with the Metz people, you know; and I’ve been with deep real the concern sixteen years the first of the month. When I went with the Metz concern, old man Jacob, Metz was the high calif.. You knew old Jacob Metz, didn’t you Courtland? Yes: I thought so; and he good as gold, wasn’t jhe? Well is the thing ‘old Jacob said to me: ‘Tony, the whole science of business of salesmanship consists of just two your man; man. in was as this first approaching your youll things: second, staying with approaching man need tact, common your caution, wisdom—in other words, sense—and common: seiise, only kind of And in Tony, is the sense that amounts to a d—. staying with your man all you need is nerve 1 believe you've got sense enough to eet at your party; and [ think you can him things when you get of his coat and look into tell him by the lapel the only question is, have hang on his eyes: enough to I hope you have, you got nerve like a cockle-bur. Tony; and Ill be awfully disappoint- ed in you if you haven't.’ “] hawe heard many a ginger talk since,” continued Tony Collins, ‘ ‘but | have never heard anything that seemed -to burrow down into, my system like that little talk by old man Metz.” And here Tony Collins paused to blew some fancy sinoke- rings. 3 “But a man’s nerve,” Williams, “is tested in a good many different ways.” “Right are Williams,’ Tony Collins, “and that remark chimes in most beautifully with the dJittle incident that I am going to While | wasn't aware of the fact at observed Bud you replied relate. We had who hadn't “It happened this way. customer in Middletown been treating us on the level. He wasn't pushing our goods, at all. It wasnt that the good weren't right: for they were; and its wasn’t that our weren't right; for he himself The truth is he to like a rival house did us, and he goods prices admitted they were. somehow seemed better than he just took enough of our to keep other Middletown dealers away from our line. I into a cockle-bur and tried to get myself duly Middletown customer—but all to no purpose. It written in the books that he should carry a kink in him to the end ot the chapter. transformed myself annexed to our Was Therefore I began to rub it in on our Middletown customer good and hard. I told him that I had about reached the end of my tether; and that if he didn’t hurry up and that somebody give us some business was while, I'd let have that would push it. worth the line “I told the house: what |-proposed - to do in the premises provided some- thing didn’t develop on a certain trip. And when | made Middletown I de- livered my witimatum, Nothing doing. So 1 went another shog store—the next best shoe store in the over to town and tried to get them to consider exactly why 1 but would you nothing | our line—explaining wanted to transfer it; believe it, there was I] talked myself hoarse. But allito no purpose. I coudn't get~’em to warm up to us a little bit. The two brothers who jointly owned and-ran that store doing. were a brace of veritable bone-heads from Boneville. You could no more introduce a new les than terior of a duck by pouring aqua pura on the back of the duck. What was I to do? There were only three concerns in that blooming little town: and the third a pftecarious proposition. It little dinky, dingy shop, poorly equipped and bad- ly located least a square out of the best part of the town. And you know what that means in a little town or a large one. And the young fellow that owned the store was utter- ly inexperienced. But anyhow I de- cidett to go afound.and: have Bio- The next step in the search was to find the exact place where Emerson had used it, but the as urance inspired by Marden and White was soon dis- pelled by a search through the index to Emerson's works. Then came the suggestion that perhaps Thoreau was the author, but the resulting search was futile. A letter to Mr. White, publisher of the National Cyclopedia of American Biography, asking him for his authority, brought a reply that 35 he had received a similar query from Dr. F. W. Emerson, the son of the author, who was indexing his father’s works. Dr. Emerson wanted to cite the quotation in the index. Mr. White was unable to give the information. Newspapers then became interested in the search and even editorials were written on it. The New York Times Book Review tried to find the author of the quotation through its depart- ment of queries, but with its thous- ands of readers it failed to do so. The search is still on and it has become 9 general that no public speaker now give the quotation nor can any firm use it without their being deluged with enquiries for the authority as to Emerson’s authorship. Authorship of the quotation has been claimed for Elbert Hubbard, of East Aurora, N. Y., who is supposed to have “evolved it from the depths can and for Dr. John Paxton, pastor of the West Presbyterian church, New York City, fron, of his cosmic consciousness:” 1882 to 1893, who is supposed to have sed it in a sermon on the text, “He could not be hid.” Elbert Hubbard’s if such a claim has been made—may be disposed of by the simple question, Did Elbert Hubbard this phrase previous to 1894, the date of the publication of Mr. Marden’s book: The question may be put in another form in regard to the claim made for Dr. Paxton, Did Mr. Pax- ton preach his sermon on the text, “He could not be hid,’ previous to 1894, and has the sermon appeared in print? If these questions can be an- swered perhaps the “ghost,” as it has Perhaps claim— evolve same been called, will be laid. ———_.-. Torturer, “Nobody knows how I have suffered,’ she complained. “Does your husband abuse you?” her friend asked. “No, but he can sit for hours without hearing a word I say.” ———_2>-+___ The Meanest Man. Customer—I want a rake and hoe. Clerk—Something fancy? some with slivers on the handles. I want them to loan. Earnestness is the best of power, and deficiency of heart is the Customer—No; mental cause of many men never becoming great—Bulwer. No. 2610 in Black at $1.80 count.” as a rock. Because of Values such as this our leather shipments for July show an increase over a year ago Of Over 166 Percent The reason is clear to those active ones who ‘Make their money This Elk outing Bal. is made from clean, smooth stock and is as solid Less 10 Percent in 10 days. Grand RapidsShoe & Rubber(®. The Michigan People Net 30 Grand Rapids ee Soar ce are Sinan initimc lh Pt Sen Ul abe Re A ARLE 2 Mi is RUBE SRE EOE FETE AALS EINSTEINS MR LEARNED TOO LATE. Secret of the Failure Webster. Hemmed in between a saloon on one side and a large dry goods store on the other, there is an old drug store. Its window can scarcely be called trimmed. It contains some medical and surgical supplies, a meager display of rubber goods, and some blocks of cotton with a big red cross on each package. The sign above the door is old. The name of the proprietor—Daniel Webster—is hardly legible. of Daniel A person, unacquainted on that par- ticular street, looking for a drug store, would be likely to overlook this place and be attracted by a glittering electric sign, “Cut Rate Drug Store,” two blocks farther down. Only men and women who have lived in that district for years know of Daniel Webster’s drug store and patronize him. Occasionally Daniel Webster gets a prescription from a physician a_ the other end of the city. The phy ician, like Webster, is now a man in the sev- enties and sticks to the old medical terminology and old drugs. He advises his patients to go to Daniel Webster’s drug store to have the prescription filled because he knows that Webster will understand the prescription best and is sure to have the exact drugs pre- scribed by him. If he were to send this prescription to a younger druggist the probabilities are that the pharmacist would not know what half the drugs named in the prescription were and how they were to be used. Business Once Profitable One. Daniel Webster is an old man, but his face is far from serene. He is agitated much of the time and morose and disappointed. He is a failure in the drug business. The drug fraternity says so and he does not deny it. On the contrary, Webster talks about his failure volubly. There was a time when the drug busi- ness enabled Mr. Webster to keep up a nice home and send his boys to col- lege. Now his. sons have married chil- dren of their own. Mrs. Webster is dead these ten years and Webster lives in the two rooms behind the drug store. His expenses are small and it is a good thing they are. It is just this that enabled him to keep up his little shop. Otherwise he would have been bankrupt long ago and would probably have been thrown into the street to shift for himself. For Webster is not the sort of a man to be dependant upon some one. Even if there was only the free lunch counter between himself and_ starvation he would not come to his children to be dependent upon them. Success Accentuates Failure. The failure of Daniel Webster is accentuated when one looks at Mr. Weegman, a druggist a few streets away. Mr. Weegman likewise is a man in the seventies. He started in the drug business at the time Webster started. In fact, they were friends once upon a time. Now Weegman owns several places. He does not work in any one of them. He keeps an auto- mobile and chauffeur and drives around from store to store every morning to MICHIGAN have a talk with his son in one of the stores and with his mangers in the other places. The afternoon Mr. Weegman spends riding around the parks or strolling about the lawn of his beautiful house. Mr. Weegman is not morose. There are hardly any wrinkles in his face and people tell him that he looks remark- ably young for his age. His grand- children, and, in fact, all children, like his company and his neighbors acclaim him “a nice old man.” What accounts for the failure of Mr. Webster? In a roundabout way the question was put to the old druggist as he was dust- ing the show cases, for Mr. Webster keeps no clerk and has to do the dust- ing and the cleaning himself. Result Same Under Any Name. “You might call it conservatism,” Mr. Webster answered. “I would call it upholding the dignity of: the profession. I started out in the drug business some fifty-five years ago. After the Chicago fire I opened a drug store right next door to this place, where the saloon is now located. I was a dispenser of drugs there for over twenty years and did pretty well. “In other parts of the city druggists were installing soda fountains. A little later they set aside part of their estab- lishment for an ice cream counter, To- day they even put tables and chairs in the middle of the room and convert the drug store into an ice cream parlor. “We older druggists looked down up- on this innovation. A druggist, as we understood it, was to dispense drugs, and not soda water. That was more suited for a bartender. Many of the more respectable druggists objected strongly to this running down of the profession. “One evening a man came to me and made the proposition that I install a soda fountain in my place. I don’t re- call exactly what happened, but that man left my place in a huff. I threat- ened him with my stick, or something, for suggesting that I, a chemist and dispenser of drugs lower myself to the occupation of mixing drinks.” Beginning of Downward Journey. “If you want to put it dramatically, then, that act of mine in chasing out the man who promised to install a soda fountain in my store was my undoing. It was the beginning of my downward journey. I am merely saying that the man saw the course which the drug business is taking better than I did. “The druggist in the last generation has been gradually slipping away from the grade of a professional man and is sinking to the grade of the tradesman. The druggists of to-day are business people, more than professionals. This course the profession took with the soda fountain. By objecting to it I put my- self in the way of the steam roller of modern tendencies and the roller went over me. “The soda fountain, followed by the ice cream counter, was only the begin- ning of a change in the character of the drug store. A year after I chased out the man who offered to install a soda fountain in my store, a man came in to see me one evening and repre- sented himself as a salesman of a large TRADESMAN candy factory. Well, what did he want of me, then? I asked. I was not in the candy business; I was a druggist.” Many Followers of Success. “The man explained that his factory was going in for a campaign to get all the drug stores in the city to sell its candy. The soda fountain and ice cream counter had proved a success in the drug store, he explained. So they de- cided that a show case, beautifully laid out with all sorts of candies would attract trade. There would be a good profit in it for me, the man said, with an air of taking for granted that I would at once go into the candy busi- ness. “Well, I did not chase that man out of the store. But I refused to take in candy. To keep candy after having kept out the soda and ice cream would make things look sort of incomplete. On the other hand, to take in the candy and follow this with a compromise with myself and take in also soda and ice cream, to this I could not reconcile my- self. “As the candy salesman left the store I looked long after him and wondered if by refusing his offer I was not ham- mering another nail into the coffin in which my success lay. buried. Still the feeling that I was doing no more than holding up my dignity as a dispenser of drugs, as an apothecary, braced me up.” . Another Chance Passed By. “A year and a half later a young man entered my store rather briskly one morning. Instinctively I recognized a salesman in him. I was not mistaken. He represented a big tobacco and cigar firm. All of the druggists in the city were installing cigar counters. He said: Would not I install one in my store, too? “IT looked about my store. It was still a quaint apothecary shop. A cigar counter would make it a sort of semi- public place, almost like a saloon. I had refused to install the soda foun- tain. I had refused to handle candy. The profits from the cigars would not be nearly as large as they would be from the soda fountain and the ice cream and the candy. I told the sales- man that my store did not seem to me the best location for a cigar counter and that I would have to pass up his offer. “He looked me and the store over with one rapid glance and left without advancing any more arguments. I was by this time in the fifties. My children were all more or less fixed in the world. They had moved away from me. The neighborhood had grown immensely. Population had increased by leaps and bounds. Even without these accessories to the drug business I was earning a respectable living, though I could not save anything. 1 was beginning to fear, however, that ‘soon the landlord might raise my rent. Rents were going up in the neighborhood.” Mission of the Landlord. “One morning the landlord came into my store, talked about the weather and things, asked how I was getting on, and seemed slightly embarrassed. I thought I knew what was up. He was going to raise my rent, but I did not know it all. When, to end an unpleasant situation, I suggested that I knew that he expect- Aug. 7, 1912 ed to raise my rent, as he had raised the other tenants, a sickly smile spread over the man’s face. He did not come to raise my rent, he said. He came to give me notice that I would have to move in three months. “I was thunderstruck. That was the last thing I expected. I protested that I would pay the rent demanded by him and there was no reason for throwing me out of the place. But the landlord produced a newspaper from his pocket and told me to read it. I glanced at the paper, but could not see what con- nection it had with my having to move. The landlord explained. “The street car company was planning a cross line which would pass right by my store. A man desiring the location of my store for a saloon offered the landlord three times the rent I was pay- ing if I would vacate the place. I could not compete with the saloonkeeper in the matter of rent. The landlord, though a friend of many years, could not be expected to let his property for a third, or even a half, of what he was offered for it. For some moments I lost the power to think. But the land- lord was there ready with a plan. He would give me a store three doors away, I could move in there without much loss except, of course, the location, I moved into that store. You see the cramped place it is.” Store Helps Make Trade. A young woman came into the drug store, cast an embarrassed look about her, and would have gone out again had not the druggist been too near for her to get away unnoticed. She wanted a certain kind of face cream. The druggist did not have it and she went out. “Once in six months I get a call for that cream,” the druggist said by way of explanation, “so it does not pay to carry it in stock.” A little later he added: “You see, it is this way. The store creates business as much as the busi- All Good Things Are Imitated m™ Mapleine aN (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. Cran n a ae Up-to-date Stores use 00 SS eC Na eR DOVE 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. GRAND RAPIDS MICE Aug. 7, 1912 ness makes the store. If I had taken the soda fountain in twenty years ago, and the candy and the cigars, there would have sprung up a requirement in my store for all sorts of toilet articles. The girl who goes in for an ice cream reminds herself that she needs face cream. And sometimes when you dis- play the face cream on the counter it looks so attractive that she will buy it anyhow. “Then there is soap, and all kinds of rubber goods and toilet articles. There is money in all of these things for the druggist. My conservative step in the first place, my refusal to adapt myself to the modified functions of the druggist, my refusal to become a trades- man first and an apothecary after- wards, has limited and circumscribed my business. With a circumscribed business I had to limit my stock. I could not pay the high rent demanded. I had to move. And there you have the secret of my failure.” Failure Evident to All. “For failure it is. I can see that for myself. I know well that as soon as I close my eyes there will be no drug store in the place I now stand. The space is too narrow. It does not per- mit the display which is essential to the modern drug store. In an up-to- date drug store drugs are taking up a tenth of the space and bring only a tenth of the income. It is the acces- sories that count. Perfume, powder, face cream, ice cream soda, candies, cigars, soaps, stationery, comic post- cards, and a score of other things make the drug store of to-day pay. Elias Tobenkin. ———~-.____ Do Not Hurry a Prospective Pur- chaser. Written for the Tradesman. Do not try to hurry a customer when he or she seems slow to make up his mind about a purchase. Do not imag- ine that by talking every minute you can bring him sooner to a favorable decision. With some people such talk either delays matters or causes them to leave without deciding. They must think it out without interruption. It is their way. They can not reach a satisfactory conclusion otherwise. And do not give a customer the impression that you are bored. Wait cheerfully as well as patiently. Do not appear anxious to be through waiting on a customer, lest he conclude that you have more important business else- where. If you have, leave serving cus- tomers to a clerk. E. E. Whitney. —_++2>____ Children Do Not Like to Wait. Do not slight the child who is wait= ing to buy something. The child’s time may not be valuable, but the parent may be anxiously awaiting its return and if the merchant is at all to blame for a delay it is liable to be exagerated. When a man is beyond his associ- ates in any one thing, we are apt to lose sight of his other superior qualities. ———_2--.-__ Simply because a bluff goes uncall- ed is no sign of success, Most men have something better to do. Eternal vigilance is the price of more than liberty. In advertising it is the price of Efficiency. MICHIGAN TRADESMAN GENERAL WELFARE. How To Prolong the Life of Mer- cantile Associations. There is something more to be ac- complished through association work by merchants than simple discussion of the immediate affairs of business. Trade should receive attention, and is an important part of organized ef- fort, but it need not be the exclusive feature. Too often it has been found that business men’s associations have died of dry rot. Members are enrolled for the purpose of accomplishing trade betterments, and something is achieved. But interest flags when production is slow. Storekeepers go into association work expecting to do great things immediately, and are disappointed when they find they are unable to set the world on fire in as brief a time as they hoped. Then they condemn the whole thing as no good, They either draw out, or be- come indifferent, neglect meetings and criticize the undertaking. Anything worth while takes time, and it is the tediousness of waiting that discourages. Americans want to see something doing every minute, and are not content to wait the nec- essary working out of events. Diversity of Interests. What is needed is to have a diver- sity of enterprise so that there is constantly something on hand to en- list the interest and co-operation of all included in the membership. When there is accomplishment along some line there is greater content, and a more patient spirit. An association that has for a part of its schedule the doing of things for the community is able to gather together a greater number of mem- bers of different kinds. In a small town there is a dearth of active spir- its in strictly mercantile pursuits. This is true even in cities, except very large ones. Even in the latter the successful organizations have not been the strictly prohibitive sort that embraces only a particular trade, business or profession. Variety of Subjects. Chambers of commerce and boards of trade have accomplished more than strictly mercantile or profes- sionl organizations, and the reasonis not hard to find. It.is on account of the greater variety in the subjects discussed and the projects under- taken. As a rule associations of store- keepers are formed primarily for the purpose of protection against bad debts. Then the question of insur- ance is often considered, resulting in incorporation for mutual protection. Price cutting receives attention, and early closing is sometimes further- ed. Perhaps legislation is part of the scheme, but this requires nation- al or state co-operation of many lo- cal organizations. Here is where de- lay occurs, with its many obstacles. It is not always possible to line up the other bodies of men in the dif- ferent towns. Good For Everybody. For a local association, calling it- self by some general name, like a board of trade, there is a greater outlook. It would pay to try the Tylerdale plan where associations have not succeeded in the conven- tional manner. Not only would mer- chants be included, but business and professional men of all callings. The character of the work would then be varied. Whatever makes for the improve- ment of the community is good for everybody living therein. A _ better town attracts people and _ causes growth. It also creates civic trade in the hearts of those who have al- ways been residents. They are bet- ter satisfied with the town, and are more impressed with its possibili- ties, They think that after all it is a good place in which to live. Satisfied With the Town. You may not have noticed it, but a good store in a good town has more chance than a good store in a bad town. It is likely the people would not acknowledge it, but it is a fact that they have about the same opinion of everything in the com- munity as they have of the commu- nity itself. If they believe the place is all right they will think the busi- ness men in it are all right, too. If they have a poor opinion of the town they will think the merchants can not amount to much or they would not stay in it. It is unnecessary to ask anybody if this is true, for they will deny it, in the average case. In fact such a condition of thought has not been defined by the person possessing it. It creeps upon one unawares, and makes the impression so subtly that it has not been worked out as an ac- tual proposition. But it exists, as any analysis of human nature by the ob- serving philosopher will prove. Attractive Streets. Hence the virtue in bringing the town up to a standard which is of recognized importance. Merchants in some cities in their associated effort are going to see to it that streets and walks are kept clean and attrac- tive, This is important. It is of di- rect value. It will tempt the in- habitants to make more use of the streets for shopping expeditions. If it is a pleasing walk down town they will take that walk oftener. Every time they take it they perhaps think of something they want to purchase. In fact, they may hunt up something as an excuse for the walk. Little Men, Big Idea. Perhaps the lights of the thorough- fares are insufficient. Even if there is a town council which should look after such things the very largest and wealthiest cities have found it furthers improvements’ when civic clubs keep after the authorities. An association of business men, taxpay- ers, can bring much weight to bear upon the regularly elected officials. They are the controlling force in the community. Many other things will suggest themselves to the citizens interested in the welfare of the place in which they live and do business. Getting together for the purpose of accom- plishment of this kind brings out 37 suggestions which will be valuable, The quiet little man back in the cor- ner will often have a big idea which he would never have expressed ex- cept for the influence of the associa- tion of which he is a member. Opportunity For Discussion. Every now and then town meet- ings are called so that citizens may give voice to sentiment along some line. Such meetings are not half so effective as the regular organiza- tion which is always thinking about the general welfare. There is then constant opportunity for discussion. —_++.___ It is estimated that the total gross business of the large mail order houses of the country is near $200,- 000,000. That comes almost entirely from the farms and the smaller cen- ter That two hundred millions worth of trade centralization is all this country needs in the centraliza- tion line just now. We should sub- tract from it rather than add to it. Sea aanaine agen aie amend When our competitors wins the sale it’s “good luck”—when we win it is “higher salesmanship.” ce Big jobs generally go to men who prove their ability to outgrow smaller jobs. ELEVATORS Hand and Power For All Purposes frequent Also Dumbwaiters Sidewalk Hoists State your requirements, giv- ing capacity, size of platform, lift, etc., and we will name a money saving price on your exact needs. Sidney Elevator Mfg. Co. :: Sidney, Ohio Chase Motor Wagons Are built in several sizes and body styles. Carryin capacity frem 800 to 4,000 pounds. Prices from $7: t9 $2,200. Over 25,00 Chase Motor Wagons in use. Write for catalog. Adams & Hart 47-49 No. Division St., Grand Rapids ns errr ed ae oe siecle ‘ eae TILED I G. & M. Line Every Night Fare $2 Holland Interurban 8p m Boat Train at.......... id) yt )) Aww COME LEC (LCC: (cedes “| Z. > Zz é& > MICHIGAN ) 1) +1) ruin —. CUCUt pan esp aden pe Should Handle Investment Securities of Small Denominations. A service which the banks might very well give their patrons but which they do not to any extent is in giving them the chance to purchase investment securites in small denom- inations and bearing what might be interest rate, 6 per cent. The regarded as a good meaning 5 or savings and certificate deposits in the banks now amount to something like $17,000,000 and the three National banks cairy enough more in savings deposits to make this an even $20,- 000,000, and perhaps a million or so more. The book savings receive 3 per cent. interest and the certificates when left a year 3% per cent. This interest rate may be all that the banks can conservatively allow, but it is not very satisfying to the depositor who looks to his or her accumulation for an income, The meagerness of the returns on the bank deposits leaves the depositors open to temptation to pull out their money to put it into something that p.omises better in- come and often the something better is a get rich scheme or a bit of blue sky offered in small denominations and on alluring terms. If the banks themselves could offer the depositors something that they know to be good and which the depositors could buy with the bank’s 1ecommendation they would be saved from the disappoint- ments and losses which so often come to the unsophisticated investor who tries to work out his own problems. There are many securities in the market which the banks could con- sistently handle in dealings with their depositors. Municipal and school bonds are usually regarded as gilt edge and, with an interest rate of 4 or 4% per cent., would satisfy the conservative who look upon safety as preferable to large income. Many of the utility bonds bearing 5 per cent. and which can be purchased in the open market at prices that will yield a still higher income, are high grade, so far as security of principle is concerned. Some of the timber bonds bearing 5 and 6 per cent. and which usually are short term are as good as anybody could ask for. There are corporation and real estate mortgage bonds that could be safely recommended. Some of preferred stocks of mercantile, industrial and utility corporations carrying 6 per cent. dividends or better, usually pay- able quarterly are first-class for in- vestment purposes. The banks in of- fering such investments to their de- positors need not guarantee them but after a thorough investigation could recommend them as_reason- To be en- tirely satisfactory the bank offering ably safe and desirable. investment securities to their cus- tomers should be prepared to quote the price at which the securities will be bought back as well as the sell- ing price, but this is a matter of de- tail. Another matter of detail is in the denomination in which the secur- ities are issued. The usual denomi- nation of bonds is $1,000, with some issues at $500, but what the small investor wants is in $100 lots, and these can easily be procured if the banks let it be understood they are wanted. There is a fine opportunity for the banks in investment. securi- ties and it is a matter of surprise that they have not taken up this branch of the banking business. The Old National and _ the Michigan Trust Company do considerable over the counter business in bonds, but the others neglect their opportuni- ties, possibly through a fear that this might pull down their deposits. This fear might be realized at first, but ultimately the deposits would grow faster than ever as incomes would be larger. The People’s Savings Bank for several years has issued certificates of deposit in bond form and these may be regarded as investment se- curities of the very conservative type as the income is only 3% per cent. These certificates are in denom- inations of $100, $200, $500 and $1,000, and are issued for three year periods, with semi-annual coupons attached and have proven quite popular. The Grand Rapids. Savings Bank has lately adopted a similar certificate bond. But what the depositors want is some form of investment that will pay them better than 3% per cent. and the neglect of the banks in furnishing them what they want and ought to have, makes them easy victims of the get rich quick contingent. interest The Citizen’s Telephone Company affords an illustration of how the small investor wants a good place to put his money in small amounts. Of the $3,600,000 stock outstanding, fully $2,500,000 is in the hands of smail investors, in amounts from a single share of $10, up to several thousands. This stock has been sold at par as the money was needed for development, and there are numer- ous instances where individuals have taken out a share at a time as they could spare the money or as_ their system of saving made it possible. The company has been in operation sixteen years and the amount in the Aug. 7, 1912 TRADESMAN Fourth National Bank Savings United Commercial Deposits States Deposits Depositary Per Cent Per Cent : Interest Paid Interest Paid an 8 Certificates of Savings : Deposits Deposit Left Compounded One Year Semi-Annually Surplus Capital and Undivided Stock Profits $300,000 $250,000 2%% Every Six Months Is what we pay at our office on the Bonds we sell. $100.00 Bonds—5% a Year THE MICHIGAN TRUST CO. We Offer and Recommend The Preferred Stock of Consumers Power Co. Largest Underlying Company of Commonwealth Power Ry. Lt. Co. Netting about 614% and TAX EXEMPT 733 Michigan Trust Bidg., Grand Rapids A. E. Kusterer & Co. oo Both Phones: 2435, GRAND RAPIDS NATIONAL CITY BANK Resources $8,500,000 Our active connections with large banks in financial centers and ex- Lo 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 — Ft ot Ot OU}! =e et 4 me eh oe et 4G met A wt hull Oe ellCUCrrFlCU FC Oe ww] < ao av — et us di Aug. 7, 1912 hands of small investors represents an average of $156,000 a year from this source. Would not other securi- ties move as well if the banks offered them over the counter and especially in small denominations? The bank clearings have been making new records this summer, even though business has politics and other things to contend with. The clearings for July were $14,585,093, and only once before has such a total been 1eached, and that was in March. The clearings last week were $4,278,879, and this is believed to be the largest for a single week on rec- ord. One reason for the large clear- ings last week was the transfer of $120,000 city sinking fund money irom the City Trust and Savings to the Peoples. Another factor was the last day payments of city taxes by the banks, corporations and capital- ists. The money poured into the city treasury in large checks, and these checks went through the clear- ing house. The transfer of the city sinking fund last week proved to an be inter- esting incident. This fund has been carried by the City Trust and Sav- ings Bank at an interest rate of 3.57 per cent. on daily balances. New bids were sought upon the expiration of the old contract, the bids to be sealed and to be in at 3 o’clock Mon- day. The Old National responded with a bid of 2 per cent., the City Trust and Savings with an offer of 2% per cent. and the Commercial, 2.85 per cent. On the face of the returns the Commercial was entitled to the contract and was so advised. Half an hour later a bid was received from the Peoples, offering 3. per cent. flat. The banks which submit- ted sealed bids as asked for were advised of this belated bid and were asked to meet its terms, but they regarded the incident as closed and refused. The money was awarded to the Peoples in spite of the very carnest protest of President Graham, of the Commercial, who held that bona fide bids should receive prefer- ence Over any private arrangement that might be made after the bids had been opened and made known. The amount of the sinking fund will average around $100,000, and the dif- fernce between 2.85 and 3 per cent. interest will amount to less than $150 a year. In banking circles the inci- dent is looked upon as a case of jockeying quite characteristic of the present administration, unworthy of the city and not worth the profit, If the banks are not to. receive fair treatment when they make bids they will keep out of the compe- tition or combine for their mutual protection and profit. The tactics used may win once, but it may be different the second time. The combined resources of the Grand Rapids National City and its ally the City Trust and Savings Bank last week reached a total considerably in excess of $11,000,000 the highest total in their history. About a million of city tax money and $200,000 county money received from the sale of the MICHIGAN TRADESMAN good roads bonds helped to swell the total. The deposits in the postal savings bank in this city amount to $23,641, and there are 295 depositors. The postal bank will be one year old on September 20. This cannot be regard- ed as a tremendous showing, and it is easy to tell why. The banks in this city have such a splendid record of sol- vency that the people have confidence in them and prefer to deposit their sur- plus in the banks rather than with the government, the larger interest rate paid of course helping them to make this decision. The City Trust & Savings Bank has purchased the lot at the north- east corner of Wealthy street and South Divison avenue and will erect a branch bank building there as soon as the plans can be prepared. William E. Elliott has purchased two blocks of stock in the Michigan Exchange Private Bank. He _ ac- quired the holdings of the late Sam- uel M. Lemon and the Dorr Savings Bank, paying upwards of 200 there- for. — +2. Quotations on Local Stocks and Bonds. id. Asked. Am. Gas & Elec. Co., Com. 80 83 Am. Gas & Elec. Co., Pfd. 46 47% *Am. Light & Trac. Co. Com. 407 409 *Am. Light & Trac. Co., Pfd. a 110 Am. Public Utilities, Com. 57 Am. Public Utilities, Pfd. 80 81 Can. Puget Sound Lbr. 2% 3 Cities Service Co., Com, 113116 Cities Service Co., Pfd. 89 91 *Citizens Telephone 95 96 Com’wth Pr. Ry. & Lt., Com. 68% 63% Comw’th Pr. Ry. & Lt. Pfd. 91 9214 Dennis Salt & Lbr, Co. 95 100 Elec. Bond Deposit Pfd. 83 85 Fourth National Bank 200 203 Furniture City Brewing Co. 60 70 Globe Knitting Works, Com. 110 Globe Knitting Works, Pfd. 100 + =101 G. R. Brewing Co. 200 G. R. Nat’l City Bank 175 176 G. R. Savings Bank 185 Holand-St. Louis Sugar Com. aig 10% Kent State Bank Mase Co., Com 360 Lincoln Gas & Elec. Co. 42 45 Macey Company, Pfd. 95 98 Michigan Sugar Co., Com 90 92 Michigan State Tele. Co., “Pta. 100 101% National Grocer Co., Prd. 8644 87 Ozark Power & Water, Com. 45 48 Pacific Gas & Elec. Co., Com. 66% 67% Pacific Gas & Elec. Co., Pfd. 911% 92% Peoples Savings Bank 250 Tennessee Ry. Lt. & Pr., Com, 24 25 Tennessee Ry. Lt. & Pr., Pfd. 78 79% United Light & Railway, Com. 70 75 United Lt. & Railway 1st Pfd. 874%4 88% United Lt. & Railway 2nd Pfd., (old) 80% 81 United Lt. & Railway. 2nd Pfd., (new) 73 75 Bonds. Chattanooga Gas Co. 1927 95 97 Denver Gas & Elec. Co. 1949 95% 96% Flint Gas Co. 1924 96 97% G. R. Edison Co. 1916 97 99 G. R. Gas Light Co. 1915 100% 100% G. R. Railway Co. 1916 100 = 101 Kalamagoo Gas Co. 1920 95 100 Saginaw City Gas Co. 1916 99 *Ex-dividend. August 6, 1912. ——_>e 2 _______ The Squire Explains. I wanted a month of complete rest, where neither debtor nor creditor could find me, and so I hied me up to a village in New Hampshire and engaged quarters at the inn. I real- ized that as a stranger I should be an object of curiosity, and that every one would feel free to question me, and great was my surprise, therefore, when I found myself pretty severely let alone. That is, no one asked where I came from, what my business was, how long I was going to stay, or any of the leading questions generally put to strangers. When I was ready to leave I said to the old Justice of the Peace, who had dropped in every evening: I TE I eT “See here, Squire, I can’t exactly make you folks out. I’ve always heard that villages were full of curiosity re- specting a stranger. ““Yes, we be,’ he replied. “But I have been here a month and no one has tried to pump me. What's the matter? ‘Well, sir, I'll tell you how it is,’ he said, as he leaned back with a sigh of regret. ‘Here’s me, for instance. I’ve just married my fourth wife, with my third hardly cold in the grave, and I’ve got to keep purty quiet for awhile. There’s Joe Hastings, who is suspect- ed of stealing a cow, and he feels like keepin’ his head shet, Deacon Saun- ders wanted to know all about you the very first day, but he is bein’ sued for breach-of-promise and dasn’t gab too much. There’s about ten others who are wonderin’ who you be and where you come from, but they’s got quinsy, bronchitis or lockjaw and can’t talk. Do you see through it now?” ol dou “Then come back next year, when we are all in good shape, and if it takes us over ten minutes to find out whether you are a convict in hiding or a consumptive after mountain air, we'll all eat our hats to the last inch of band!’ ” Joe Kerr. Merchant’s Accounts Solicited Assets over 3,000,000 Cc Sa a “GND Reins § avincsB ani Only bank on North side of Monroe street. We recommend the purchase of the Preferred Stock of the Cities Service Company at prevailing low prices Kelsey, Brewer & Company Investment Securities 401 Mich. Trust Bldg., Grand Rapids, Mich. Kent State Bank Main Office Fountain St. Facing Monroe Grand Rapids, Mich. $500,000 $300,000 Capital - - - Surplus and Profits Deposits 634 Million Dollars HENRY IDEMA — =) = J. A. COVODE - - Vice President H. W. CURTIS - - - Vice President A. H BRANDT - - + = Cashier CASPER BAARMAN ~ Ass't Cashier 34% Paid on Certificates President You can transact your banking business with us easily by mail. Write as about it if interested. FAILURES ist six months 1912 Defaults 8317 Liabilities $108,012,223.00 We Insure Book Accounts Write for our plan and avoid the danger lurking in every credit American Credit-Indemnity Co., of New York W. J. Brueckman, Agent, 311 Henry Ave., Grand Rapids SURPLUS FUNDS surplus. Individuals, firms and corporations having a large reserve, a surplus temporarily idle or funds awaiting investment. in choos- ing a depository must consider first of all the safety of this money. No bank could be safer than The Old National Bank of Grand Rapids, Mich., with its large resources, capital and surplus, its rigid government supervision and its conservative and able directorate and management. The Savings Certificates of Deposit of this bank form an ex- ceedingly convenient and satisfactory method of investing your They are readily negotiable. being transferable by in- dorsement and earn interest at the rate of 314% if left a year. New No. 177 Monroe Ave. THE OLD NATIONAL BANK GRAND RAPIDS, MICH. 233 Oid No. 1 Caxal St. Place your Buy and Sell orders with cit. 22 ~«C, H. Corrigan & Company Bell M-229 INVESTMENT SECURITIES 341-343 Michigan Trust Building Grand Rapids, Mich. They will be handled promptly and properly and only a commission charged you. MICHIGAN ace = = << pe E ae & OMMERCIAL TRAVELER. Michigan Knights of the Grip President—C, Pp, Caswell, Secretary—Wm. J. Port Huron. Treasurer—John Hoffman, Kalamazoo. Directors—F, |, Day, Jackson: C. H Detroit. Devereaux, Phillips, Lapeer; I. T Hurd, Davison; H. P. Goppelt, Saginaw; J. Q. Adams, Battle Creek; John D. Martin, Grand Rapids. Grand Council of Michigan, U. C. T. Grand Counselor—John Q. Adams, Bat- tle Creek. Grand Junior Counselor—E. A. Welch, Kalamazoo. Grand Past Counselor—Geo. B. Craw, Petoskey. Richter, Grand Secretary—Fred Cc. Traverse City. Grand Treasurer—Joe C. Wittliff, De- troit. Grand Conductor—M. S. Bzown, Sagi- naw. Grand Page—w. §. Lawton, Grand Rapids. Grand Sentinel—F. J. Moutier, Detroit. Grand Chaplain—c. Dye, Battle Creek. Grand Executive Committee—John D. Martin, Grand Rapids; Angus G. Mc- Detroit; James BE. Burtless, Eachron, Marquette; J. C. Saunders, Lansing. Wafted Down From Grand Traverse Bay. Traverse City, Aug. 5—Our U. C. T. picnic will be held next Saturday and the committee has arranged for a spe- cial rate of 25c¢ for return trip on the M.& N. E. Train leaves at 9:30 a. m. for Fouch. James Fortier and family, of Grand Rapids, are spending a few weeks with us resorting. We are glad to see you, Jim. B. J. Reynolds, we understand, is tak- ing a German course at Manistee. Wie gates, Bern? mis. O. 7. O'Reilly, of our city, is visiting in Grand Rapids for a short time. Hope you will return for our picnic. A. W. Stevenson, of Muskegon, rep- resentative for the H. & P. Drug Co., of Grand Rapids, has been practicing osteopathy at South Boardman the past week. We had the pleasure of meeting Homer Bradfield. formerly with the National . Biscuit Co., but who now car- ries a grip for the Woodhouse Cigar Co., of Grand Rapids, and we can safe- ly say that Homer is a conscientious worker, for he did not turn into the hotel at Mancelona until 1 o'clock in the morning. We are glad to see you and wish you success. Ned Carpenter formerly covered this teritory, but he has become connected with a paper company. Lee Barnhart, formerly of our sec- tion, now resides in Grand Rapids and will cover the territory formerly work- ed by Homer Bradfield for the Na- tional Biscuit Co. Best wishes, Lee. We can readily see that the Grand Rapids correspondent furnishes articles of a Keane nature and we surely wel- come you. W. A. White, our popular candy salesman, attended the U. C. T. picnic at Bay City the past week and reports a fine time and that the Bay City boys are of the right sort. Wilkie felt very much honored, as he was requested to make a speech. One thing he did not have with him and which he very much regretted and that was his better half’s bicycle. Can you imagine him going down Union Street? Some figure! We understand that the management of our base ball team has erected a sign in the grand stand “No betting allowed” for the benefit of Jay Young. Nuff Sed. Mr. and Mrs. Will Godfrey, of Grand Rapids, were called to our city owing to the death of Mrs. Godfrey’s sister, Mrs. C. O. Smith. The entire fratern- ity extend sympathy. U. C. T. Assessment No. 112, expires Aug. 14. Have you favored your sec- retary with the two dollars and thereby protected you and your family? If not, get busy. The boys will certainly appreciate the new Hotel Seiting, at Kalkaska, for the management expect to be in posi- tion to serve the boys this fall. It is a fine brick structure. We are pleased to report that Mrs. Wm. Vandermead, of Petoskey, has re- covered so as to be able to be moved to her home at Petoskey. Jack Gilchrist once more is able to be out after being confined to his home with an accident. Jack was favored with a check of $100 from the U. ¢. T. for the time lost. With all due respects to Howard Ives, of Grand Rapids, we do wish he would refrain from delivering temper- ance lectures in railway coaches. How- ard had some experience the past week on the M. & N. E. E. A. Stowe, of Grand Rapids, was seen on our streets last Saturday. He evidently met with an accident with his touring car, for he purchased a wheelbarrow of one of our local mer- chants. Glad you called before 5:40 P. m. or possibly you would have been short the auto. Fred C. Richter. —_<+--._____ Baiting Her. “What are you cutting out of the Paper?” “About a California man securing a divorce because his wite through his pockets.” “What are you going to do with it?” “Put it in my pocket.” went ——__ +2. A Fish Story, “Don’t you know that fishing is for- bidden in this pond?” “T’m not fishing; I’m just teaching my worms to swim.” Ses Women are naturally of a clinging nature—and so are some men, judg- ing by the way they hang on to their money. TRADESMAN What Some Michigan Cities are Doing. Written for the Tradesman. The Michigan Good Road Associa- tion will hold its annual convention at Kalamazoo Sept. 18 and 19 and nearly 2,000 delegates are expected to attend. The annual junket of the Port Huron Business Men’s Association into Thumb territory Aug. 12 and 13 will be attended by 150 men. The Detroit & Mackinac will build new passenger stations this year at Rog- ers City, Hale, Linwood, North Bay City and Maltby. The Big Four is expending $150,000 at Dowagiac in erection of a round house, coal docks and other improve- ments. Saginaw is considering plans for dis- posal of its garbage. Sturgis is boom, enjoying an_ industrial with new factories being built and old ones enlarged. The school census of Pontiac shows a gain of 234 pupils in the past year. Kalamazoo people eat four million bananas annually, spending $50,000 for this tropical fruit. The first bunch was seen in that city about forty years ago. The religious census recently com- pleted at Battle Creek reveals the fol- lowing facts about that city: average three members; every third house is owned by occupant; every fourth person works for his living ; every fourth person is a church member. Electric power will supplant steam in pumping the city water at Marquette. It is estimated the change will save the city at least $5,000 a year. The annual camp meeting of Indians will be held at Northport Aug. 9-19, Battle Creek People eat three and a half million bananas a year—about 110 per capita. Dowagiac’s home coming celebration will be observed Aug. 28 to 31. Pontiac’s new Federal building has families received its finishing touches and is now ready for formal acceptance by Uncle Sam. Upper Peninsula golfers will meet at Houghton Aug. 21 and a Northern Michigan League will be formed. The Michigan Art Carving Co. is the title of a new industry established ’ at Lake Odessa. Muskegon has taken the first steps look- ing toward the building of a macadam- ized road to parallel the shore of Lake Michigan from the southern boundary of the State through to the Straits of Mackinac. Supervisors of the different counties will be invited to join in an association for this improvement. Such a highway tapping Chicago and other large centers would be of immense com- mercial advantage to Western Michi- gan. The Crown Chemical Co., a new in- dustry at Cheboygan, will soon be man- ufacturing turpentine, tar and oi] from the Norway pine stumps found in that section. Thursday, Aug. 8, is the date of the annual picnic of Bay City grocers and butchers and it is expected that other. merchants will shut up shop, making it a civic holiday. ; The Escanaba high school offers a special course in agriculture this year. Aug. 7, 1912 Onaway has organized a Board of Trade. The Eady Shoe Co., of Otsego, has been invited by the South Haven Board of Trade to send representatives there to take up the matter of securing stock subscriptions necessary to secure the location of a branch shoe factory at South Haven. Kalamazoo has Prepared plans for grade separation there, which have been placed in the hands of Michigan Central officials for consideration, Bellevue is preparing for a big home coming celebration Aug. 22. Plans for a new armory building at Kalamazoo costing $40,000 have been submitted to the state military board for approval. A convention hall with seating capacity of 3,500 will be located on the ground floor. A get-together banquet of 200 of the live business men of Battle Creek was held last Friday night and it was de- cided to go ahead with an organization in behalf of a better, busier and bigger Battle Creek, Almond Griffen. A recent consular report states that not all American products can be sold in Germany. Many are shut out by customs duty, others by the fact that the home product is as good as the best, still others by food-law regula- tions, often designed mainly to pre- vent importations. American type- writers still have a large sale, but Germany is now making first-class typewriters, and they are cutting heavily into the demand for standard American machines, Germany is also making excellent adding and calculat- ing machines, but they are not yet considered so good as those turned out by America. German factories now make shoes of American form and on American lasts that look like the real thing and can be sold for $1 to $1.50 per pair less than the Ameri- can shoe. The American manufac- turers of a staple article must always expect to face this situation. If his article is a superior one it will hold its place for some time, and even after the German has succeeded in Producing a Satisfactory substitute may continue to find demand, but will have to meet the price of the home product, which, with duty and transportation charges, is not always possible. German machinery and machine tools are usually as good as the best, and it is generally the new device, fully protected by patent, that finds the best market. If a man lives to be 40 and has never been in love, he might just as well be chloroformed. BOYS! BOYS! Boys! Stop at ARBOR REST PENTWATER, MICH. New Beds Entirely Refinished—Individual Towels OFFICE OUTFITTERS LOOSE LEAF SPECIALISTS Co. 237-239 Pearl St. (near the bridge), Grand Rapids, Mich = ae as ag Sa a ce Re a cpg gee ee mts ok AD fi ae ee ee ar eh eae a a vw ea fH ff Lf 'S SCR FV D> bok Aug. 7, 1912 News and Gossip About Grand Rapids Boys. Grand Rapids, Aug. 6—Some of the boys called on J. K. Coffee, and re- port that his leg is in very very bad shape. In fact, it is worse than our friend Coffee ‘realizes, If any of the boys have any time to spare, call at 349 Hollister avenue and say Hello! O. W. Stark is resting a little better this week than last. Last week he didn’t feel so good, but now he takes more nourishment, looks much better and feels better. He is still in bed and is now able to visit with any of the boys who call. His address is 610 Lake drive. _It is your duty, brothers, to visit sick or injured brothers. If you have ever been on the sick list or banged up, you can appreciate the fact that you should call at least once. Our friend and esteemed brother, Jim Goldstein, has informed the pic- nic committee that he and his family will be on deck Aug. 17, to attend the picnic. Jim draws a picture of a tomb- stone on his return card and on it, it says: “J. M. Goldstein, age 33, husband of his wife.” Now we don’t see how he could be the husband of anybody else’s wife. He also drew a picture of an angel on the tombstone flying downward. Jim seems to know where he is going. We will be glad to see you, Jim. Bill Drake rode the goat Saturday evening and is now a member of the Grand Commercial Army. Bill is some speech maker. He made quite a lengthy speech, during which he ad- vertised the Woodhouse Co. R. J. Ellwanger is now a subscriber of the Tradesman. Better send in your dollar and address. Mrs. Harry McCall left Monday for a two weeks’ vacation, going to Mt, Clemens. Mrs. McCall, will be back in time for the picnic. Walter Lawton certainly makes a fine speech, jingling a dime and a nickel every meeting night. When the lights are out, boys, you must refrain from lighting matches. Paul Berns and Cliff Herrick were the guilty ones last time. David Cavera takes E. A. Clark’s position with the Casabianca Co. He will be known as the “little banana kid.” Abe Mindel and family have been down to Spring Lake since July 1 and are all enjoying the nice winter weather. Abe goes down Saturday and Sunday to fish, also to keep his wife from freezing to death. The high cost of living increases. The Dalzell bus and baggage line, at Big Rapids, compels the boys to buy round irip tickets, whethe: they are going to use them or not. Charlie Logie reports no dry spots on his territory, How could he after all this rain? W. C. Beelby has had an attack of quinsy, but is now able to be around. It is about time Herbert Benjamin, of the Pittsburg Plate Glass Co., was coming into our fold. He is a jolly good fellow and we need boys like Herb. in our council. H. B. Wilcox was seen on a Frank- lin car with a vacuum cleaner. We MICHIGAN, TRADESMAN always thought Mr. Peck objected to sidelines. Be careful, boy. Have you noticed that Percy Eng- lish, at the Union depot, puts all U. C, T. notices in conspicuous places in the Union depot? He always puts himself out to accommodate the boys Chas. Giddens, who runs the Hart- ford Hotel, at Hartford, holds a little seance of rum each evening. The idea is to hold the boys over night. It is a good stunt, Charlie, the boys like good entertainment. The meals and beds are good, and he (Charlie) takes care of your grips in his auto No. 1234 —year 1910. The boys are assisting fine with items. Keep it up, boys, I can handle all you hand in. We understand that our worthy Secretary, Handsome Harry, on his recent visit to Columbus, purchased some cut glass for Mrs. H. D. It seems to be a question in the boys’ minds whether this was included in his expense account to the Council. We understand, of course, John D's employes include everything in their expense accounts, Mrs. H. G. McWilliams has recov- ered sufficiently to be removed to her home. We are glad to hear she i: improving. C. A. Young, a member of 131, was arrested, tried, convicted and fined $50 for jay crossing. It seems Young didn’t know enough to turn square corners in our large city. He knows now. Geo. Rysdell has taken to the road again. Bag and sample case. Good luck. W. F, Gallinger, who represents The Sherwin-Williams Co., has re- turned from North Branch, where he spent a couple of weeks’ vacation. He looks fine after his rest and is now ready to make his competitors hustle Wm. Lovelace and family now live at 850 Sheldon avenue, South, phone, 1866. Ed. Ryder spent the morning chas- ing a stork. He almost had him once, but it flew away. Harry McCall stole someone’s cast- ing rod and bait. No one knows what Harry was casting for. Maybe Harry can tell us. The health officers recently ordered Hook Visner out of town, on the first train. The cap he wears is very dirty. It doesn’t match his clean suit, The first train did not leave until 8:03, so Hook left town 6 p. m. on foot. F. K. Mooney did it. He ordered chicken for dinner. It seems they don’t serve chicken in Grand Rapids. Chas. Lillie couldn’t sleep in the hotel, so he went to church, where he slept peacefully for two hours. Fred Rathman just went over to take $2.40 home in a quiet game of set back, Walter Ryder being the goat. There were more there—Everett, True, Rudolph, and others. Don’t make any dates for Saturday, Aug. 17, You belong to us on that day. It’s going to be a red letter day on picnics. No basket, no eat—so bring the basket. Another brother informs me he would like a position in the speciatty line. In grocery specialties he has had four years, experience and is a good all around salesman and a hustler. If you hear of anything, boys, along any line let me know. The writer has to go to Letroit Friday for a week, but will try and have some news for the Tradesraan just the same. J. A. Keane. —~++-+__ Status of the Local Stock Market. The unlisted securities market has shown unusual strength for the last few weeks. Trading is more brisk and the orders being placed are for larger amounts than is generally ex- pected at this time of year. A visit to the outside markets reveals a very optimistic feeling and, while condi- tions may be somewhat unsettled on account of the political situation, the universal sentiment is that we have before us a very good business year, regardless of the result of the next Presidential election. Pacific Gas & Electric Co. common stock has been particularly active. Barring unfavorable developments this issue looks very attractive and on its merits should sell higher. State- ments show the company to be in very good condition with a constantly in- creasing earning capacity. Owing to the fact that this is a Western proposi- tion, it will probably never sell rela- tively as high as some of the local issues, but a price of eighty or even higher is not unreasonable to expect from a stock paying 5% with earnings considerably in excess of this figure. American Light & Traciton Co. com- mon stock is holding very firm and higher prices are looked for as soon as the trading in dividend warrants is cleaned up. It is very noticeable that more holders are filling out their com- plete shares at the price of 407@410 than when the stock was quoted around 300. The net return on the in- vestment at present prices is approxi- mately 12.44% and a peculiar feature of this issue is that no matter how high the stock might sell, the net re- turn would never be less than a frac- tion over 10 per cent., so long as the present dividend is maintained, be- cause the value of the warrants paid in dividends increase with the price of the stock. It has been repeatedly stated that it is the intention of the company to increase the capital and continue the present dividend indefi- nitely. Cities Service Co. common made a new high record, with sales up to 118 and then re-acted to to-day’s price of 111@114. The preferred has shown very little change. Enquiries are again being made for some of the issues of bank stocks, but little or none is being offered. A bid of 200 and better is to be had for . Grand Rapids Savings and there were buyers for Grand Rapids National City, which has been quiet for some time. United Light & Railways Co. first preferred was a litle easier, but the two issues of second preferred were in good demand and the new issue has shown an advance of three points in the bid price. The common continues to climb and a few lots have been sold as high as 75, while the quotation now stands at 72@75 with the market Ne eee ence eee rea nccncnenen e eee 41 practically bare of stock. Statements for two months of operations with the addition of the new properties shows a very large increase in net earnings even over the estimates made and fu- ture statements will, undoubtedly, continue to show this condition. Very large profits have accrued to local investors who have purchased the various securities of this company. The preferred stock of the Ameri- can Public Utilities Co. showed a fractional decline, but the common is more than caring for itself and, with the quotations at 56@58, the under- writing already shows purchasers a very nice profit. Quite a little interest was shown in the list of loca! industrials, but trading was mostly at current quota- tions. Sugar stocks showed a little more life aud Michigan Sugar Co. common sold up to 91% dividend on. Holland-St. Louis Sugar Co. common was unchanged. Commonwealth Power Railway & Light Co. common is being sold rath- er than purchased just at present by local investors. With unfavorable operating conditions the earnings are not showing up so well as anticipated and dividend payments are liable to be further delayed and it is felt that the stock may be purchased later as low if not lower than at present. The preferred as a conservative invest- ment is being picked up at around 91@91¥4. The new Henry L. Doherty & Co. syndicate underwriting caused quite a stir and the local allotment was subscribed for almost immediately. The regular offering to investors will be made about October first. This will be a preferred stock with a bonus of common and it is planned to pay a dividend on the common as soon as issued, C._H. Corrigan. ee os A Detroit correspondent writes: Heber L. Bassett, widely known in the cigar trade throughout the State and veteran of the civil war, died re- cently at the Clio apartment house, on Jefferson avenue, which he owned. He was 66 years old. Mr. Bassett for many years conducted, in Detroit, a selling agency for cigars. He used to spend a good deal of his time traveling on the road for his agency and in that way formed a large State acquaintance. His civil war service was with the Eighth Connecticut in- fantry, and he was a charter member of Detroit post and always active in its affairs. Besides a widow he leaves two sons, Harold, of Detroit, and another living in New York. —_+->___ A Kalamazoo correspondent writes as follows: W. T. Curry, a wholesale grocery salesman who entered court a few days ago and pleaded not guilty to a charge of forgery, to-day told the officers that his conscience hurt him and he wanted to go in court and change his plea, Within an hour Curry had. appeared before Judge Knappen, pleaded guilty to forgery and was remanded for sentence. Curry is a resident of Ohio. Sa Some men are too lazy even to in- dulge in guesswork, MICHIGAN Ye Tepe =: 7 =z & E2 a . * Ts | ag = Michigan Board of Pharmacy. President—Ed. J. Rodgers, Port Huron. Secretary—John J. Campbell, Pigeon. Treasurer—W. E. Collins, Owosso. Other Members—Edwin T. Boden, Bay City; G. E. Faulkner, Delton. Michigan State Pharmaceutical Associa- t on. President—E. W. Austin, Midland. First Vice-President—E, P. Varnum, Jonesville. Second Vice-President—C. P. Baker, Battle Creek. Third Vice-President—L. P. Lipp, Blissfield. Secretary—M, H. Goodale, Battle Creek. Treasurer—J. J. Wells, Athens. Executive Committee—B. J. Rodgers, Port Huron; L. A. Seltzer, Detroit; Ss. C. Bull, Hillsdale and H. G. Spring, Union- ville. Michigan Retall 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. | C. Kirsech- gessner, Grand Rapids; Grant Stevens, Detroit; R. A. Abbott, Muskegon: Geo. Davis, Hamilton: D. G. Look, Lowell; C. A. Bugbee, Traverse City. Next Meeting—Muskegon. Grand Rapids Drug Club. President—Wm. C. Kirchgessner, . Vice-President—E. D. De La Mater. Secretary and Treasurer—Wm. H. Tibbs Executive Committee—Wwm. Quigley, Chairman; Henry Riechel, Theron Forbes. Plans Adopted by Druggists To Pro- mote Prosperity, August is the great month for va- cations. If you have done no vaca- tion advertising this is a good time to do some; or if you have, this is also a good time to do more. I sug- gest that you run a brief advertise- ment like this in any local medium that is available. If you can do no better you can at least have some such notice in the window: Going On a Vacation? Call at the Practical Drug Store, 411 Good Health Ave., before you go and receive a free gift that you will be glad to take along. Now your free gift may take the form of paper drinking ‘cups, with your advertisement thereon, or an advertising fan, a sample of your cold cream or anything useful to the va- cationist that you feel you can af- ford. A firm in Boston has brought out an inexpensive package contain- ing soap, paper towel, paper drink- ing cup and toilet paper. This would be an excellent thing to use, especial- ly as it carries your advertisement. The main thing is that the offer brings people to your store and once there you have a chance to sell them something else. There are all sorts of things in your store, from cigars to soaps, that a person might like to take along on a vacation trip. And they have to buy them somewhere. And don’t forget to tell those people who do avail themselves of your of- fer to come in again when they get back and let you see how brown they got, or how much they gained, or how many fish they caught. Interesting the children is always a good idea and it occurs to me that you can utilize the vacation season to make an appeal to the little folks. Offer a prize to the boy under 12 years of age, who brings you the best story of his vacation. Have another prize for the girls. The story must be brought to the store by the writ- er, of course, Have some small gift you can offer for each vacation story of merit. I need not wink the other eye—like a Campbell Kid—when I Suggest that the stories will pretty much all be meritorious! You can have a_ second or _ third prize, of course, if you wish. And when the contest is over, which would be on a date announced with the offer, the prize winners’ names should be dis- played in one of your show windows. If you can get a Photo of each, so much the better. And do not forget to have a list of the “also rans.” In- stead of a story of vacation you can make the offer for the most praise- worthy act which any boy or girl per- formed during the summer, enumer- ating a list of suggestions showing what you mean. Most drug stores sell souvenir post cards. There is good profit in them even at one cent, but it is much bet- ter to carry better cards that sell for more money. More profit with less time taken in the transaction. In the matter of local view cards one way to improve the value, and by the same token the salability, of a card is to give a better description of the picture. In my travels over the coun- try I have been repeatedly struck by this omission. Cards that would oth- erwise be very interesting are passed by because they do not contain a few brief words of explanation. Here, for instance, in my collection is a card depicting “Old Chain Bridge, New- buryport, Mass.” Who would not be in- terested to know and = much more likely to buy the card if they were told this was the first suspension bridge in this country, with the date of its building, and that the chains were hand-forged of Norway iron? Then here is “Boatcwain Allen’s House, Newcastle, N. H,” Well, who was Boatswain Allen, anyway, and why should we desire a picture of his house? I give it up and so did the salesgirl who took my money. We can not all be historians; the cards should help us. And are we not told of the great educational value of the post card? ‘Bits of information Jike TRADESMAN this will help to sell cards that would otherwise be quite uninteresting. Right here I am reminded of an instance where post cards helped to build up a run down drug store. It was in the early days of the souvenir card, when they were universally sold at two for a nickel. I came upon a drug store in a New England city where there was a fine display of post cards and they were offered at one cent each. I mildly remonstrated with the druggist for starting cut prices so early in the game. He ex- plained that the store was an old one and badly run down. He had pur- chased it, refitted it handsomely and made it an up-to-date store in every way. But he said it had been form- erly a great loafing place and ladies had gotten out of the habit of coming there. (It had ‘been a store where the principal and frequent prescrip- tion filled was “Spiritus Frumenti Q. S.” This was the cause of the loaf- ing.) He put out this line of cards at a penny to attract the ladies back to the store, and it proved a great help. Following out the idea of local view cards, you can perhaps do a good bit of advertising if your store is located in some large block or in some square or other location that will per- mit of a good view. Have a card made up, giving it the proper title, Say nothing in the title about your Store. But when the view is taken see to it that your store shows tip well. A good card has “The Acade- my of Music” in a Western town. The drug store has a bright colored awning on which is lettered plainly the name of the firm, drugs, toilet ar- ticles, soda, ice cream. The name and number of the street are shown in the overhanging border. Now, if you can approximate something like this, put it with your other cards and let it sell as it will. When a customer has picked out several cards and you are placing them in the envelope, slip one of these cards containing a pic- ture of your store into the envelope if they have not already selected one. Call their attention to the fact that you are giving them an extra card. Say nothing about what card it is. The customer will be pleased with the courtesy and the card will go on its way advertising your store. —_+~--___ Waterproof Hat Varnishes, The best of these depend for their effectiveness upon the admixture ot inflammable solvents, such as ether, benzole, toluol, etc., so that care is required in their employment. meddatac (a 1 07. meee 100 grs Set ee 10 ozs Vee 2 to 8 ozs. Dissolve the gums in the ether and add the benzole a little at a time, shaking well on each addition, until the desired consistency is obtained. Another, that gives a more pliable and elastic varnish, is: Sandarac Pe ea 40 gms. Canada balsam ............ 10 gms. hie ee. 500 gms. Pens grrsee> --240 gms. Aug. 7, 1912 Mentholated Face Lotion. a; Menthol ..... seeseeeee e412 to 30 ars. Oil bergamot 2) ..202. 2; 15 to 30 min. Glycerin 2.20 cs 4 drs. Alcohol oe 3 5 55 ->-.14%4 ozs. Ammon: carb; (0200530. 3 gts. Tiiet cudbear 55250. q. S, Water, make <2.) 000.5... | 1 pt. Dissolve the menthol and oil of bergamot in the alcohol, add the: gly- cerin, and then the water in which the ammonium carbonate has been dis- solved. Filter through magnesium carbonate and add enough tincture of cudbear to color. 2. Menthol ..o.....5, 33) 12 to 30 grs. Oil lavender: 2). 2. 6 min. Po, tragacanth (92370073. 30 grs. Glycerin... 4.625.555 Y% oz. Alconol ...0.505005050 5 1% ozs. Ammonium carbonate ...... 10 ers. Tinct. cudbear ....0, 227 2. q.s. Water, to make...) 4.2. L pt. Dissolve the menthol and oil of lavender in the alcohol, add the trag- acanth and glycerin, then add the wa- ter in which the ammonium carbon- ate has been dissolved. Shake vigor- ously until a smooth mixture is ob- tained, and then color with the tinc- ture of cudbear. A more reddish color, bordering on purple, will be obtained by using car- mine in the place of cudbear. 22-2 Rouge For the Face. Zine oxide 4.2.0. 2% ozs. Bismuth subnitrate ......... 2% ozs Aluminum plumbate ........ 2% ozs. Posin oe 1 dr. Essence bouquet .. 0.25. 2). 2 drs. Camiphot 2.0.2.2 6 drs. Oil peppermint 2. 3 | 20 min. Almond oil, sufficient. Dissolve the eosin in the essence bouquet and mix with the camphor and oil of peppermint; add the pow- ders and make into a paste of the desired consistency with the almond oil. For a dry rouge first prepare a base of 4 drachms of cornstarch and 6 drachms of powdered white _ tal- cum. To color dissolve 10 grains of carminolin No, 1 in 4 drachms of wa- ter; mix this quantity intimately with 6 drachms of the base and dry. The product may be powdered or put in- to tablet form by mixing with a lit- tle syrup and drying. —_2+____ Testing Paris Green. Best Paris green is -of a light green color and flows smoothly when poured, while a poor grade is dark green and clings in masses like flour. Always buy a brand which you have formerly sold and know that it gave satisfaction. If this 1s not possible, then personally examine the goods and decide by the above tests. ——_22-.—___ Birth is an accident from which some men never recover. DRUG STORE FOR RENT Best location in Middleville. a thrifty town supported by an excellent farming community. First time in fifty years when there has been only one drug store in the town. Enquire of DR. L. P. PARKHURST. : 89 Monroe Ave.. Grand Rapids. ren oraernanees eter ae we nesetey siekneoe ee pssireeeancne cna ea es see ap RA FA FR REA OO OTN A re eH AaAH ‘peer BR MmMRMRMHARnD HNRNADZZHOOOHON> > >>> TQQQQQAAM>>>>r QQQ Woe edeb> Gy see ae" ee ee ~~ Aug. 7, 1912 MICHIGAN TRADESMAN ‘ 43 W HOLESALE DRUG PRICE CURRENT Lupulin ......... @275 Saccharum La’s 20@ 30 Olls Lycopodium .... 60@ 70 Salacin eeecceees 4 50@4 75 bbl. gal. i Macias... ... 80@ 90 Sanguis Drac’a .. 40@ 69 Lard, extra - 85@1 00 ee en Nae Copaiba ........ 150@1 75 Scillae .......... @ 50 Magnesia, Suiph. bbl. g 1% Sapo. G we aks $ 15 Lard, No.1...... 75@ 90 ee Gee Ge Gutebee 22... 4 00@4 50 Scillae Co. ....-. @ 50 Magnesia, Sulph. Sf Gere, & ....... - We Linseed pure raw 0@ 71 repens Mee. 0@ 15 Erigeron Seager 2 35@2 50 Tolutan ......... @ 50 Menthol ......7. 8 00@8 50 Seldlita Mixture’ 205 35 Linseed, boiled 68 71@ 76 So ee ae os Evechthitos +--+» 100@1 10 Prunus virg. .... @ 50 Morphia, SP&W 4 380@5 05 Sinapis ......... 20@ 25 Neat’s-footwstr 80@ 85 hs ae 1% °¢ Gaultheria ..... 480@5 00 Zingiber ........ @ 50 Morente, SNYQ 4 80@5 05 Sinapis, opt... “ @ 30 Tee eae eee Nitrocum ...... 5%@ 10 Geranium .... oz 75 Mookie co “4 — 05 Snuff, Maccaboy, What ina ee Oxalicum ...... 144@ 15 Gossippil Sem gal 60@ 75 Tinctures Myri tie: ee 7 coy A = Soe ee Salicylicum -:.' 40@ 42 tedaeoma ea Ae 60 Nox Vor 0.1 25@ 40 Snut, Sh Devers @ 54 Paints Phosp..orium, dil. @ 15 EOTH fess « @ Aloes & Myrrh @ Os Bee ca po 15 a 10 Soda, Boras ..... 54@ 10 Suiphuricum .... 1%@ 5 Junipera ....... 40@1 20 2 : . Pesais es 7. @ 30 aoa Boras, po ..5%@ 10 bbl. L.. Tannicum ..,.. 1 W120 Levendula ..._. 90@4 09 ““nconitum Nap’sF 50 a ae “ee ot's Tart 2@ 38 Green, Paris ....14%@ i Tartaricum .... 38@ 40 Limons ........ 2 00@2 10 Suconitum Nap'eR 60 Picts Lia NN = 9" SoGa" Bicarh 2.129 ¢ Green, Peninsular 18@ 16 hee a aials Mentha Piper .. 3 75@4 00 aes geluewiey 50 pe 1802: ate @2 00 Soda, Ash ...... 1%@ 4 Lead, red ....... T4@ 10 Aqua, 18 deg. ... 3%@ 6 Mentha Verid ... 5 00@5 25 Mprteoa : 15 Picis Lin bints,, St 20 «Soda, Sulphas ....1%@_ 94 Lead, white .... 7%@ 10 Aqua, 20 deg. ... 44@ 8 Morrhuae, gal. 110@1 25 ‘Tope Belladonna 60 Pil Hydrarg po 8) = @ Spiel menos @ 55 Ochre, yel Ber 1 2@ 6 nee fo iae ee Ly Myricia (1. 3 75@4 35 Auranti Cortex .. 50 Piper ‘Aiba po 35 g 30 ae in Otte ans = Putty, comm’l 2% 2%@ 5 Pee ane: “@ eae goes: 2 50@3 25 Barosma ....... 90 Piper Nigra po 22 @ 18 Spts. Vini Rect bl @ 22 Red Venetian, bbl 1 Aniline Picis tanuiaa, a ee ; Benzoin ......... 60 Po oe ---- 10@ 12 = Spts. Vi'l Rect %bbl g © Te... ce. 2@ 6 Blace 2.0.6), nee ” Ricina (4. 98@1 25 Benzoin Co. .... 60 Pulvis Ip’ oe eis a a oo a a z g Shaker Prep’d ..1 50@1 65 oo te oo : BOSaG ox. Aye 11 es 00 Cantharides ...,. 15 oo, bxs. H Strychnia Crys'l 1 00@1 30 Vermillion, Bng. 90@1 00 Yeuow 2.5.0... 1 00@% 50 Sahing 0? 1 75@2 Capsicum ....... 50 ‘0. doz. @ 75 Sulphur, Roll ....2146@ 5 Vermillion Prime fe anere @2 00 Pyrenthrum, pv.. es a0 Sulphur, Subl. 2%4@ 6 American ..... 13@ 16 ee Santal 000. --. 450@5 00 Cardamon ....... 7 Quassiae ....... 10@ Tamarinds ...... 8@ 10 Whitng Gilders’ 1@ 5& Cubebae 0@ 75 Een ae steeee 90@1 00 Cardamon Co. .. 1 Quing, N.Y, .... a1 O31i Terebenth Venice 40@ 50 Whit’g Paris Am’r @ 1% Junipers ....... @ 8 ga 400 #0 Cassia Acutifol .. 50 Pea &. Ger. 21% 31% Thebrromiae .... 55@ 60 Whit'g Paris Eng. ee Taye occ 50@ 60 Cassia Acutifol Co 50 Rubia Tinctorum ba ti aie Suen : "oO 10 Whiting, white S’n @ ™ Guleaniam cas Opt 2205.) @160 Castor ........... 2 75 A Copaiba .....2.. 70@ 75 io viet o Catechu ........ ; 50 Per oe cess 2002 2b 0 eo aoe Cinchona Co. .... Terabin, Canad. 65@ 75 Potassium Columbia a POMEAN 65. se 90@1 00 Ri-Carb 15@ 18 seterees 50 oe Bisnis 40 Water Thin Biscuit 11100 Novi wes Siac te foe g Te es . SHOE BLACKING Olibwa, be. 2202202207 tas a Ox, per doz 5 Lambs: i...-63..: - Bel hiiee 700 BaZa Ginger Snaps «| $9 No 2 Box bet doz. | 90 sheanlngs--:: 100. 28 ponetees 14 oo Hanay Bow ares,? 9 $2 Petoskey Chiet, 14°. $98 sec eecseees 0 Ox, er dos. (ih i ee oe ee OGRE sees eee sae » Smez wade 5 Ze. Other Package Goods No. 3 Taper, oe i 3 Tallow Rump, new ........ 15 00 SBixby’s Royal Polish 85 Red and Honey, $e 5 76 Barnum’s Animals .... 50 2 oz. Flat, F M per dz.150 No.1 ............ 5 Pi Feet Miller’s Crown Polish 85 yee Bell, 16 oz, ...... 3 96 Chocolate Tokens ....250 Jennings DC Brand NO 2 -+-+ +e eee ee OF. 4 bites ae 95 SNUFF cone Lene 2. a a 2 50 Extract Mexican Vanilla Wool % bhis.; 40 tbs. ....... 190 Scotch, in bladders 37 Sweet "Cul oe 32 ~«CSilver Gloss, 16 31bs. .. 6% Ho Dip * op Golden Horn, bakers ..5 50 Snider's, large, 1 doz. 2 35 . 11088, 8. .. 6% ney Dip Twist, 5&10 rH Orange, eaiag 2 Wisconsin Rye ....... 4 25 a Cee 95 Snider’s, small, 2 doz. 1 35 Silver ar . 8% ae car ’ . $ tb... “ Connosiar Cluster 1 Ib. 7 Judson Grocer Co. ve Chow, 0Z. CS, SALERATUS 48 1tb. packages ...... 5 Kentucky Navy, 12 tb. 32 : Ceresota, %s ....... 4 per doz. ......... 225 Packed 60 Ibs. in box. Keystone T Fiiee henachecls Bor 7 7% Ceresota, os baie 6 40 PICKLES hee wed ees 6 ae oe eke gpa tes 4% foam en ae Loose Muscatels 4 te Coveanta, Jan .......:. 6 30 Medium Wyandotte, 100 %s, .-3 00 50m. boxes ........... 3% one ee Sea... 2 L. M. Seeded, 1 tb. Lemon & Wheeler Barrels, 1,200 count ..6 75 erry ow, 12 th 32 ’ SAL SODA Nobb Callsernia Prunes Wingold, %s ........ 6 25 ee on te aoy count 4 5q Granulated, bbis, ..... 80 —* Peso. ae = 90-100 51D. boxes...@ 7 Wee Be ee ce a ee ee Barrels .,....------ a7 Parrot, 20 Tb. -....... 28 80- 90 25Ib. boxes...@ 7% ego are oe _— , oe Half barrels. -. _ 80 Patterson’s Nat Leaf 93 RAXVOIS os ais a cin 2 a's. 0/0 dle 8 25 ences ¢ & 2 o — O38” . Worden Grocer Co. oo ae 4 65 SALT ae sate, No. 2 ....1 66 Ph ment a s Fs tb. 40 . b ay 8% urel, %8 cloth ---6 50 5 gallon OQS e055. 56 2 25 Common Grades ae aro, No. 2% 2 01 Pi Heid ick vas 45 60- 60 25ib. boxes... Laurel, As cloth 2: 6 40 100 3 lb. sacks ........ 240 Blue Karo, No. 56 ....1 95 per Heidsick, 4&7 th. 69 40- 50 25Ib. boxes...@ 9% Laurel, % & As paper 6 30 Gherkins 60 5 Tb. sacks ........ 5 Blue Karo, No. 10 ....1 86 Piper Heidsick, per doz. 96 FARINACKOUS Goops !4urel, %s cloth ...... O. fae eee a So Hoa are Ma a a ae edit, a. a Beans Wykes & Co. 6 gallon kegs ........ _ . 2 8 Red Karo, No. 6 ......2 20 Bed Iden, € & g 12 tb. 30 Meso wand picked’ \..1346 Sleepy Bye: Ys cloth 6 0 nee Sensi Warsaw ee ee eM Ae Tee Oe on ed. n ed . » AS clo Barrels |. .<..--..-- ‘ 50 Sherry Cobbler, 8 oz. 32 ieee ee ee a ee Se Ee Geek gees 0 Bath owen eee-. 16 SOSRE eae thom. ‘arina , 5 gallon kegs ........ ; GOOG co eedscsciccccces 20 ba 25 1 tb. packages .....150 Sleepy Eye, 4s paper 6 20 iia eek Choice 35 Spear Head, 7 oz. ... 47 400 PIPES Solar Roc d bees se ccaecads Sq. Deal, 7, U4 & 28 tb. 28 ee oe ee 400 Boitea ... Mem. g 49 Clay, No. 216, per box 175 56 tb. sacks .......... 24 TABLE SAUCES Star, 6, 12 & 24 tb. | 43 Original Holland Rusk Golden Granulated ’..4 69 Clay, T. D., full count 60 Common Halford, large ........ 75 Standard Navy. T%, 1 Hyves ose es a aoe Wheat CON cess eo. +eeee.. 90 Granulated, Fine ...... ‘ ¥ Halord, aniall .......; 2 25 & 80 We oii cs 5 coltainers (61) rolls 4 75 i $00. BEAMING CARDS ee TEA hows Tule, $6 one i” oe Hominy eee sewer erases No. 15. Rival aenaited 1 25 Cc d ; Japan Yankee Girl, 6, 12 & 24 32 Pearl, 100 tb. sack ....2 0 : @ats fia, 80. Hover, enema 1 66 h bi 7 Sundried, medium ..24@z6 Maccaroni and Vermicelli Michigan carlots ...... eal ag “ad i am Lares, OO °s: é % Sundried, choice ....30@33 Scrap Less than carlots 57 No. 572, Special ......175 Smuall, whole .... 7 Sundried, fan '136@40 All Red, 5c ..... as feowetoa’ Pe = Ls "9 Hs Cern No. 98 Golf, satin fin, 200 Strips or bricks .7%@10% Basket-fired medina a Am. clon’ Scrap a 10 : 2 a Carlots ..)...5..-..... 48 oe or we oe vhist 2 He Pollock .......- @ 4% Basket-fired, choice 35@37 Bag Pipe, 5c ........ 5 88 on Barley » Less than carieia =. 88 ourn't whis a Halibut ‘ Basket-fired, fancy eae Cutlas, 24% OZ. «0.. 26 Ches se eeceseeeece POTASH TIPS cocccccscccssees SS socccccccccccee Globe Scrap, 2 oz, .. 30 Mmpire .........00e. 525 Ga riots Hay i609 «Babbitt's ....-- a. 00 Chunks ..........--.-. 16 i set teereeres ois savey Gn 2 oz. 30 hens co ae Waihi e esas Ee “ Holland Herring MIPUNIGE sccecceese 5 oney Comb scrap, be 5 76 Green, Wisconsin, bu. ” unig oe PROVISIONS Y. M. wh. hoops, bbls. " S Gunpowder Honest Scrap, bc ... 1 55 Green, Scote:, bu. ..- 800 treet Car Peng Barreled Pork Y. M. wh. hoop, %bbl. 6 Moyune, medium ..... 35 Mail Pouch, 4 doz. 5c 2 00 Sat i ie eeree é PPC. i icc. e 5 33 Clear Back .. 20 00@21 00 Y. M. wh. hoop, kegs po Moyune, choice ...... 33 Old Songs, ic ...... -. & 76 0. orn & Oat Feed .33 18 50. Y. M. wh. hoop Milchers Moyune, fancy ..... 50@60 Old Times, % gro. ... & 50 go Cracked corn .......... 32 Short Cut Clear 18 50@19 00 keg 72 Pingsuey, medium 33 Polar Bear, 5c, % gro 5 76 East India ..... tye. 6 Coarse corn meal...... 32 Brisket, ied "s0..nards - Queen, ae ae 00 Pingsuey, choice ...... 35 Red Band, "be % gro. 5 76 rman, sacks ...... 4 RTT I ova ccvevaacsk 00 Queen, % bbis. .......5 25 Pingsuey, fancy ....50@55 Red Man Scrap Se 1 48 German, broken pkg. Mason, pts. per gro...475 Clear Family 111... 2600 Queen, kegs ......- Scrapple, 6c pkgs. .... 48 y * _— Hyson Tapioca Pe ae “ne er gro...5 10 ee alle was Trou Choice 3 oe whet, Se, \% gro. 6 16 : son, gal. per gro.7 35 ry Sa Cate. es dn eee a ee ofan Yankee Girl Scrp 2 oz Flake, 100 tb. sacks .. 6 Maeok cae pl = 140. 8 P Bellies ..... ps No. 1, 100 Ibs. od BO Keno 6.62555. 3 5 40@50 pan Handle Serp % gr 5 76 Pearl, 130 tb. sacks .. 6 . No. 1, 40 Ibs. ........ 3 25 Oolong Peachy Scrap, & 190 Pearl, 36 Ks Co ee GELATINE Lard No. 1, 10 tbs. ....... 90 Formosa, Fancy ....50@60 nion’ Workman, 2% 6 00 Minute, 3 eee. 2) oo o> : — serme ered a Pure in tierces as No. 1, 8 ths. ........-- 75 re. ae oo 2 | ‘ Ox’s, oz. small ...1 Com: ow d Lard @ 9% Mackerel OP ELORS, CHORE +444 mokin FISHING TACKLE ¢ Bnox\s Sparkling, doz. 125 80 tb. tubs navn % Mess, 100 Ibs. ...... 16 50 English Breakfast All Leaf, ta & atin (& a. parkling, gr. a . Ib. tubs ...advance % Mess, 40 Ibs. ......... 700 Medium . BB, 3% 02. ....-+++. . 6 00 Uners Ama Sa tae an Lg — +. ones ¢ Mess, 10 Ibs. ....-.... 1 85 Choice BB, 7 Of: oc ccecoccsees 112 06 Gatant oe - pa -. advance Mess, 8 Ibs. eee 150 Fancy BB, vs OB, baakecgeut 24 00 Plymouth Hock: Phos’ 128 °§ tp. balls lliadvanse1” Neo 1! 404 BBA sonn-88 08 jai ee... ek Ee ce ee 5 ee ; pecan Ber, 4.GE. sep ence, Dae ee Plymouth Rock, Plain 90 pails ...advance 1 No. 1, 40 ths. ........ 6 60 No. 1, 10 the. ....60-06 t 25 WOME coc. sccces 04 Badger, 7 0Z. ........11 63 eee ence eee nen ane eee nen nce nance nnn ee ars gegen seni gepe eine neg morn NR ia OAR AETHER TRADESMAN Aug. 7, 1912 46 MICHIGAN Special Price Current e 12 13 14 Manner, 6c... -5....- 5 96 Rob Roy, 50c, doz..... 4 12 Mop Sticks Banner, 8 oz. ........ 1 60 = . _ ETOSS .... 16 Zrojan anne wee. 90 : >. & M., . % ..3 2 ‘Aipse patent spri Banner, 16 oz, ..... +8 20 Soldier ‘Boy, 5c: gross 5 95 No.- 1 oe pring . Belwood Mixture, 10c 94 Soldier Boy, 10c -10 56 No. 2 pat. brush holder 85 Big Chief, 2% oz. .. 6 00 Sw ees A ». ceed 80 ideal NOT oe as 85 : et Caporal, 1 oz. .. 2Ib, cott Big Chief 16 oz. ...... 6° Senet Lobe ce oe . cotton mop heads 1 45 Bull Durham, ic .... 5 90 Sweet Lotus, 10c ....12 00 Pails Bull Durham, 1l0c ....10 80 vale oo Fer doz, 4 = 2 hoop Standard staan 2 00 rhe > pee wose, 2% oz. : -hoop Standard ...... Ball Durham, te 846 Breet Tipton". 28 gute Sabie oa eer Dara, 6 os. 8) Sweet TD The. £6 oe. as COMbr al bed aes a ee Bull Durham, 16 oz. ..6 72 Sweet Tips, % gro 10 08 3-wire Cable .......”” 2 30 Buck Horn, 6c ...... 5 76 Sun Cured, 10c ...... 1175 Paper Bureka ..,.._") 2 25 Buck Horn, 10c ...... 11 50 Summer Time, Sc ....5 76 Fibre ............ sso te 40 mraar Pipe, 6c ....... 6 00 Summer Time, 7 oz. ..1 65 Briar Pipe, lc ...... 200 Summer Time 14 oz. ..350 Toothpicks Black Swan, 6c ...... 5 76 Standard, 2 oz, ...... 90 Birch, 100 packages ..2 00 Black Swan, 14 oz, .. 350 Standard, 3% oz. 25 ideal 0. 85 Bob White, 6c ....... 5 90 or Jing pane 68 Trap Brotherhood, 5c ...... 5 95 Seal N. C., 124 cut plug 70 : . Brotherhood, 10c ....11 00 Seal N. C., 13, Gran 63 ae ee. wood, 2 holes 22 Brotherhood, 16 oz... _ 39 Three Feathers, 1 oz, 63 Mouse, wood, 4 holes 45 carnival, 5¢ .......; 5 70 Three Feathers, 10c 10 20 ace wood, 6 holes 70 Carnival, 344 oz. ..... 39 Three Feathers and ge tin, 5 holes .... 65 Carnival, 16 o%........ 40 | Pipe combination 2 25 Rat’ VOOR eee, 80 Cigar Clip'g Johnson 30 Tom & Jerry, 14 oz. ..3 60 Rat, spring ........! 75 Cigar Clip’g, Seymour 30 Tom & Jerry, 7 oz. .. 1 80 Identity, 8 & 16 oz... 30 Tom & Jerry. 3 oz. |. 8 75 20-in BE Tubs Darby Cigar Cuttings 450 Trout Line, je ....., 595 45 a andard, No. 1 7 50 Continental Cubes, 10c 90 Trout Line, i0¢ ....10 00 i6ac. Standard, No. 2 6 50 Corn Cake, 14 oz, .... 255 Turkish, Patrol, 2-9 5 76 }f-in. Standard, No. 3 5 50 Corn Cake, 7 oz, .... 1 45 Tuxedo, 1 oz, bags .. 48 18-in a No. 1 ....8 00 Corn Cake, ic ...... 5 76 Tuxedo, 2 oz. tins .. 96 an. Sat No. 2 ....7 00 Cream, 50c pails .... 4 60 Tuxedo, 4 oz. cart |) 64 No 7 able, No. 3 ....6 00 Cuban Star, ic foil .. 5 76 Tuxedo, 16 oz tins ..1. 64 are G ae ttt eteeees 10 25 Cuban Star, 16 oz pails 3 72 Twin Oaks, 10c .... 94 No 6 tree 9 25 Gnibe, 10c ......:.... 20 Union Leader, 50c 5 36. "0. 3 Mibre 2. 8 25 Dills Best, 154 oz. ... 79 Union Leader, 25c .... 2 55 Ww Dills Best, 3% oz. ..... 77 Union Leader, 10c ..11 60 Bron ashboards Dills Best, 16 oz. ..... 73 Union Leader, Se .... 5 95 Den Ee Globe’; . 6.2); 2 50 Dixie Kid, 1% foil .... 39 Union Workman, 1% 5 76 Do bi bree ece cack. 1 75 Duke's Mix, 5c ...... 5 76 Uncle Sam, 10c ..... 10.80 ge ae missense 3 75 Duke's Mix, l0c ..... 11 52 Uncle Sam, 8 oz. ....2 20 Dank, oe Stee ee eee 3 15 Duke's Cameo, 1% oz. 41 U. S, Marine, 5c .... 6 00 Sin ng - eerless ...... 3 75 Prin, OC 8... es 5 90 Van Bibber, 2 oz. tin 88 N ar eerless ....... 3 25 DE AZ oz. ........ 495 Velvet, 5c pouch .... 1 44 a Queen ...... 3 35 wm A 7 oO; .......- 11 50 Velvet, 10c tin ....... 1 92 Gon le Duplex ......, 3 00 Fashion, ic ......... 6 00 Velvet, 8 oz tin ...... 3 84 So TUG es: 2 75 Fashion, 16 oz. ...... 43 oie, 16 on. can... 9 68 ~~ Uversal es 2. 3 00 ive Bros., 5c ....... 5 60 Velvet, combination es 5 75 Five Bros., 10c ...... 10 70 Wer Path, be ...... 595 45 ; Window Cleaners Five cent cut Plug... 29 War Path, 8 oz. ...... 160 fg tetera e oe 1 65 m0 8 100 .........- 1150 Wave Line, 3 oz, .... 40 16 Re eres 1 85 Four Roses, 10c ...... 96 wave Line, 16 oz. |... _ tLe area ek cies 2 30 Full Dress, 13, 0z 72 ay up, 2% oz. .... 5 Glad Hand, 5c ...... 44 Way up, 16 oz. pails .. 31 13 in ner Bowls Gold Block, 1% oz. .. 39 Wild Fruit, 5c ...... 5 76 is in Ga 1 50 Gold Block, 10c ..... il 88 Wild Kruit, 10e ..... 11 52 17 in. Rome tes 2 00 Gold Star, 16 oz. ..... 88 Yum Yum, 6c ...... 600 45 in (Bae --3 75 Gail & Ax Navy, 5c 5 95 Yum Yum, 10c ...... 11 52 Absortcl as ern 6 00 Growler, 5c .......... 456 Yum Yum, lib., doz, 4 80 Assorted, 15-17.19 ot e Growler, 10c ......... 2 70 TWINE ’ oe e4 25 Growler, 20c ........ 2 63 WRAPPING PAPER Giant Ge o.....450..1-5 155 Cotton, 3 ply .......... 21 Common Straw ...... 2 Giant, 16 OZ. .......-. 33. Cotten, 4 oly .......:: 21 Fibre Manila, white .. 3 Hand Made, 2% oz. 50 Jute, 2 ply ........... 14 Fibre Manila, colored 4 Hazel Nut, bc ........ 76 Hemp, 6 ply ......... NO ee 4 Honey Dew, 1% oz... 40 Flax, medium ......... 24 Cream Manila | 2111177 3 Honey Dew, 10c ...... 11 88 Wool, 1 tb. bales ..... 6 Butchers’ Manila ...., 234 Hunting, 1% & 3% oz. 38 VINEGAR Wax Butter, short e’nt 13 [ X L, Be .......6ee 6 10 White Wi Wax Butter, full count 20 I X L, in pails ...... 52 he Wine’ an Brain 4% Wax Butter, rolls ..... 19 Just Suits, 5c White Wine, 80 grain 1114 Just Suits, 10c White Wine, 100 grain 13 . eo CAKE wae ried, 25c i : agic, Dis es 1 ae et a Oakland Vinegar & Pickle aint § aac 1 00 King Bird, 3 oz. ...... 11 00 King Bird, 1% oz, .... 5 70 fa sarka, SC ...-..-. 5 76 Little Giant, 1m, .... 2 Lucky Strike, 1% oz. 94 Lucky Strike, 1% oz. 96 Le Redo, 3 0%. ....-.. 10 80 Le Redo, 8 & 16 oz... 38 Myrtle Navy, 10c ....11 80 Mytrle Navy, ic .... 5 94 Maryland Club, ic .. . 50 Mayflower, 5c ........ 76 Mayflower, 10c 96 Mayflower, 20c 1 92 Nigger Hair, 5c ..... 5 94 Nigger Hair, 10c ....10 56 Nigger Head, 5c ..... 4 96 Nigger Head, 10c .... 9 84 Noon Hour, 5c ...... 1 44 Old Colony, 1-12 gro. 11 52 Old Mill, 5c 5 Old English Curve 14402 96 Om Crop, 6c. ...-...-- 5 76 Old Crop, 25c P. S., 8 oz., 3@ Ib. cs. 19 P. 8., 3 oz. per gro. 5 70 Pat Hand, 1 oz. ..... 63 Patterson Seal, 14% oz. 48 Patterson Seal, 3 oz. .. 96 Patterson Seal, 16 oz. ae Peerless, 5c .......... 70 Peerless, 10c ........ 1 92 Peerless, 3 oz, ...... 10 20 Peerless, 7 OZ. .....- 23 76 Peerless, 14 oz. ...... 47 52 Plaza, 2 gro. cs. ..... 5 76 Plow Boy, bc ......-- 5 76 Plow Boy, 10c ...... 11 00 Plow Boy, 14 oz. ..... 4 50 Pearo; We |......... 11 80 Pride of Virginia, 135 77 Perse GC oss. 5 76 Pilot, 7 oz. doz........ 1 05 Pilot, 14 oz, doz...... 2 10 Prince Albert, 10c .. 96 Prince Albert, 8 oz. ..4 92 Prince nee, - oz. ..8 ueen Quality, 5c .... f Rob Roy, 5c foil .... 5 99 Rob Roy, 10c gross ..10 20 Rob Roy. 25c doz. Co.’s Brands. Highland apple cider ..18 Oakland apple cider ..14 State Seal sugar ..... 2 Oakland white pickling 10 Packages free. WICKING No. 0, per gross ...... 30 No, 1, per gross ...... 40 No. 2, per Brose ...... 50 No. 3, per gross ...... 75 WOODENWARE Baskets Bushels a Bushels, wide band .. 1 15 Market 3.5.0 5...2.5555 40 Splint; large ..::..... 3 50 Splint, medium ...... 3 00 Splint, small ........ 2 75 Willow, Clothes, large 8 25 Willow, Clothes, small 6 25 Willow, Clothes, me’m 7 25 Butter Plates Wire End - Ovals. % Tb., 250 in crate ...... 30 % Tb., 250 in crate ...... 30 1 Ib., 250 in crate ...... 30 2 tb., 25@ in crate ...... 35 3 Tb., 250 in crate ...... 40 5 Th., 250 in crate ...... 50 Churns Barrel, 5 gal., each ...2 40 Barrel, 10 gal., each ..2 55 Clothes Pins Round Head. 2 A inch, 5. QTORS ......555 45 4% inch, 5 gross ........ 50 Cartons, 20 2% doz, bxs, 55 Egg Crates and Fillers Humpty Dumpty, 12 dz. 20 No. 1, complete ....... 40 No. 2, complete ....... 28 Case No. 2, fillers, 15 Bets: 255.55 3s Bee teow 1 35 Case, medium, 12 sets 1 15 Faucets Cork lined, 8 in. ...... 70 @ork lined, 9°in. ...... 80 Cork lined, 10 in. .... 90 Sunlight, 1% doz, .... 50 Yeast Foam, 3 doz. ..1 15 Yeast Cream, 3 doz. ..1 00 Yeast Foam, 1% doz. 58 AXLE GREASE per gross 9 00 3 Ib, boxes, per gross 24 00 BAKING POWDER Royal 10c size .. 90 . cans 1 35 . cans 1 90 - cans 2 50 - Cans 3 75 cans 4 80 - cans 13 00 . cans 21 50 CIGARS Johnson Cigar Co.’s Brand Ss. C. W., 1,000 lots ....31 El Portana ..... nis oisine aie Evening Press .......... 2 Exemplar ......cccceee+-88 15 16 li Worden Grocer Co. Brané Ben Hur Perfection ..... .... <2saeD Perfection Extras ...... DORATes oo... ce. sa oe cOD Londres Grand ....... 22-35 RANGE oe ocak occ woe 35 PUricayos: oo kes css 2230 Panatellas, Finas .......35 Panatellas, Bock ........ 35 Jockey Club ............. 35 COCOANUT Baker's Brazjl Shredded 10 5c pkgs., per case 2 60 36 10c pkgs., per case 2 60 16 10c and 38 5c pkgs., per’ Case ..6.)..5: 2 60 COFFEE Roasted Dwinell-Wright Co.’s B’ds Pd 23 4 a WHITEHOUSE HE AHH COFFEE Sead Ted ne White House, lth. ........ White House, 2th. ........ Excelsior, Blend, 1th, ..... Excelsior, Blend, 2%tb. .... Tip Top, Blend, 1th. ...... 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; ( mark, Durand & Co., Bat- tle ek; Fielbach Co., ee edo. Full line of fire and bur- glar proof safes kept in stock by the Tradesman Company. Thirty-five sizes and styles on hand at all times—twice as many safes as are carried by any other house in the State. If you are unable to visit Grand Rapids and_ inspect the line personally, write for quotations. SOAP Gowans & Sons Brand. ‘ingle boxes Five box lots Ten box lots 2 Twenty-five box lots ..2 85 Lautz Bros. & Co. Acme, 30 bars, 75 Ibs. 4 Acme, 25 bars, 75 Ibs. 4 00 Acme, 25 bars, 70 Ibs. 3 Acme, 100 cakes 3 Big Master, 100 blocks 4 00 German Mottled ...... 3 50 German Mottled, 5 bxs German Mottled, 10 bx German Mottled, 25 bx 3 3 3 Marseilles, 100 cakes ..6 00 Marseilles, 100 cks 5c 4 Marseilles, 100 ck toil 4 Marseilles, 4% box toil 2 Proctor & Gamble Co. DLenOS . 650555204 Sees 3 00 Tvory,::60 0%. 3 4 00 Ivory, 10 Of: 0) 52... 6 75 Star. 3.0: aes coca 3 85 Tradesman Co.’s Brand Black Hawk, one box Black Hawk, five bxs 2 40 Black Hawk, ten bxs 2 25 A. B. Wrisley Good: Cheer: 324 00 Old: Country 2 35..5.55. 3 40 Soap Powders Snow Boy, 24s family SIZG) oo ee kas 3 75 Snow Boy, 60 5c ..... 2 40 Gold Dust, 24 large ..4 50 Gold Dust, 100-5c -4 00 Kirkoline, 24 41b -3 80 Pearine ooo ke ook: 3 75 HOARDING 27 es 4 00 Bawbitt’s 1776 wecoe 00 ROSCine | ee os 3 59 ALMGUIS co 3 70 Wisdom: ook ee 3 80 Soap Compounds Johnson’s Fine ....... 10 Johnson's: XXX: 2. oo) 4 25 Rub-No-More ......... 3 85 Nine O'clock ...:.....:. 3 30 Scouring Enoch Morgan’s Sons Sapolio, gross lots ....9 50 Sapolio, half gro. lots 4 85 Sapolio, single boxes 2 40 Sapolio, hand ......... Scourine Manufacturing Co Scourine, 50 cakes ....1 80 Scourine, 100 cakes ... Paris Green Labels jo PARIS CREEN Antidote. Lime Water in copious draughts, em- etics of Sulphate of Zinc. Give Flaxseed Tea, or Slippery Elm Tea. ee Tradesman Company, Grand Rapids 100 labels. 25 cents 200 labels, 40 cents 500 labels, 75 cents 1000 labels, $1.00 Labels sent postage prepaid where cash accompanies order. Orders can be sent through any jobbing house at the Grand Rapids market. The Paris Green season is at hand and those dealers who break bulk must label their packages according to law. We are prepared to furnish labels which meet the requirements of the law, as follows: th at ee ee a tp Sey RR ) ) Aug. 7, 1912 BUSINE | Advertisements inserted under this head for two cents a word the first insertion and one cent a word for each subsequent Po eontin uous insertion No charge less than 25 cents. Cash must accompany all orders. MICHIGAN TRADESMAN SS-WANTS DEPA 47 aD A Daa BUSINESS CHANCEs. Pharmacist-Physician—Situation or lo- cation wanted. Address Pharmacist, No. 332, care Tradesman, 332 For Sale—Cheap, practically new, four- drawer, electric National Cash Register. Must be sold to close bankrupt’s es- tate. Fred Maichele, Trustee, 519 Mich. Trust Bldg., Grand Rapids, Mich. 333 For Sale—Brick store and. stock of general merchandise, in good railroad town, at half its value. Address No. 329, care Tradesman. 329 If you want to install a system of book-keeping or have any books to audit, send for Lester Ivry, Expert Ac- ‘countant. Best of references. Lake- view, Michigan. 330 For Sale—Bakery, ice cream, confec- tionery; property and business, at rea- sonable price. Enquire J. A. Chamber- lain, Newaygo, Michigan. BY For Sale—Hstablished city drug busi- ness. New stock and fixtures. Fine location. Good reasons for selling. Ad- dress No. 326, care Michigan Tradesman. For Sale—A good lumbering town in Minnesota touched by two big railroads, plenty of hardwood timber; a good man- ufacturing plant, main building 40x160 outside of engine room; finishing and packing rooms 36x80 and 40x80 feet; 40- horsepower engine with a new 80-horse- power boiler; dry kilns and office; 400 feet of trackage on railroad; actual cost of above plant is $40,000 and is equipped with all machinery necessary to modern wood working plant. The whole propo- sition can be had for $10,000. Good terms to right party. Investigate. S. R. Fletcher, 311 sichigan Trust Bldg., Grand Rapids. 323 For Sale — Established dry goods, clothing and shoe business. Best corner location in good manufacturing city of 9,000, lower Michigan. Stock $17,000, can be reduced one-half in 30 days. New lease, $65 rent. Yearly sales $34,- 000. Retiring account of old age. Ad- dress ‘‘P’’, care Tradesman. 325 For Sale—Women’s ready-to-wear and milinery business at reasonable price in hustling manutacturing city and trading center, Watertown, N Y. Population, 28,000, established thirty years. Double store. Will reduce stock and fixtures to $5,000 by September 1. Owner must leave city early fall. Address W. K. Sherman, Watertown, N. Y. 324 For Sale—Farm and timber lands, bought and sold in Georgia, surround- ing states. Write us what you are in the market for. Weathers Realty Com- pany, Atlanta, Ga. 322 For Sale—Bakery, ice cream and con- fectionery. Only one in live factory town of 2,000 population. Surrounded by first-class farming country. Doing a big business. Best of reasons for selling. If interested this will bear closest investigation. Address No. 320, care Tradesman. 320 For Sale—Must go at once, a good paying gents’ clothing, shoes and. fur- nishing business. Booming town, popu- lation 2,000. Two large factories em- ploying 700 men. Good farming com- munity. Invoices about $4,000. Lots of new buildings going up. Reason for selling other business. Address No. 319, care Tradesman. 319 Auctioneers—We will advertise your stock, arrange it, and sell it at auction at prices that will make you money. Re- fer you to merchants you know. Cor- espondence stictly confidential. Owen Cash Sales Company, Lansing, oe For Sale—Stock of dry goods, clothing and gents’ furnishings in one of the best towns in Northern Michigan. Lo- eated right in the fruit belt near Torch Lake. Only exclusive dry goods and clothing store in the place. Brick build- ing, plate glass front, rent reasonable. Modern fixtures. No old stock. Invoice about $5,000. Address Lock Box 51, Central Lake, Michigan. 334 Cash paid for stock or part stocks of merchandise.. Correspondence _ strictly confidential. Owen Cash Sales Com- pany, Lansing, Mich, : 316 For Sale—Gardner Block, Pentwater, Mich., or will put it in and add some cash to a manufacturing plant to be located in it. Building is solid stone and brick and contains about 63,984 square feet floor space, lots 200 and 374 feet. F. O. Gardner. 331 Wanted—Salesman for established chick and underwear line. H. M. Joyce & Co., 242 Pearl St, Grand eke a Michigan. 18 STORE AND OFFICE FIXTURES SHOWCASES OF EVERY DESCRIP- TION, ALL KINDS OF OFFICE DESKS AND CHAIRS, SAFES, COMPUTING SCALES, CASH REGISTERS, BOOK- CASES, FILING CABINETS, COFFEE Ss ACCESSORIES. COMPLETE DRUG STORE AND CONFECTIONERY OUT- FITS. WE MAY HAVE IT eT ae : U MONEY. MICHIGAN STORE & OF- FICE FIXTURES CO., 929-931 OTTAWA AVE., N. W., GRAND RAPIDS. 278 Wanted—For cash, stock of general merchandise, clothing or shoes, Ad- dress Box 112, Bardolph, Ill. 315 For Sale—At once, art and novelty store in good town of 12,000. A fine growing business. Reason for selling, poor health. Address No. 304, care Tradesman, 304 For Sale—Drug stock located in town of 600 in best farming district in Michi- gan. Good railroad facilities. For furth- er particulars address No. 301, care Michigan Tradesman. 301 Wanted—To buy interest in drug stock where services of pharmacist are required. Address No. 300, care Michi- gan Tradesman. 300 For Sale—Cheap, McCaskey, American and Simplex account systems, second- hand, For particulars write A. R. Hens- ler, Battle Creek, Mich. 299 Salesbooks A Specialty. Specially con- structed machinery for that purpose. No need in sending out of the state. Write for samples and prices. Wolverine Salesbook Co., Lansing, Mich. 298 For Sale—Hardware, stove and crock- ery stock, appraised at $7,500. Fine lo- cation, brick building, reasonable rent. Established 37 years. Splendid opening. Must_be sold at once. Best offer takes it. James Gracey, Trustee, Greenville, Mich. 297 C. W. Reimer, Auctioneer. Merchan- dise and real estate sales a specialty. Write for dates. Arcola, Il. 277 For Sale—Fine grocery stock, St. Joseph, Michigan. Business established 25 years ago by owner, who wishes to retire. Snap for right party. Address B. O. Greening, 315 Main St., St. Joseph, Mich. 282 Merchants—Save money on your print- ing. Job work of all kinds. Envelopes, note, letter heads, statements, sales books, tags, ete. Engemann Brothers, Printers, Belding, Mich. 274 Invest in fruit land in great and fer- tile Arkansas Valley, Colorado, 20 miles east of Pueblo. Tracts 10 acres and up. Railway facilities. Light power and tele- phone at door. Good terms, Don’t fail to investigate. Come and see or write owner, H. F. Sutton, Pueblo, oa : 263 Auctioneers—Fifteen years’ experience has taught us how to close out any stock at full value. We go anywhere. Ferry & Caukin, 440 S. Dearborn, Chicago, Il. During July and August address 1546 W. 51 Place, Los Angeles, Cali. 259 Salesmen Attention—For a special or sideline, send for a Northey refrigerator catalog No.12, 170 pages. It has all kinds of refrigerators for every purpose and can be sold anywhere. Write today. Northey Manufacturing Co., Waterloo, Iowa. 258 Government positions are easy to get. My free booklet X1105 tells how. Write today—Now. Earl Hopkins, Washing- ton, D. C. 214 ‘Will pay cash for stock of shoes and rubbers. Address M. J. O., care Trades- man. 221 I pay cash for stocks or part stocks of merchandise. Must be cheap. H. Kaufer, Milwaukee, Wis. 92 $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 For Sale—A good clean stock of variety goods, invoicing about $2,500. Located in southern part of state. Population 6,000. Shops employing about 1800 men. A live town. Good reasons for selling. Address S, care Michigan Tradesman. 222 Appreciated advertising is the best ad- vertising. Just to convince you and to get acquainted, I’ll print your advertise- ment on 250 lead pencils for $4; 500 for $6.75; 1,000 for $11.50 delivered. The ad- vertisement that stays is the advertise- ment that pays. Burton §., Osborne, Camden, N. Y. 310 Merchandise sale conductors.. A. E. Greene Co., 135 Grand _ River Ave., Detroit. Advertising furnished free. Write for date, terms, ete. 549 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 Safes Opened—W. L. Slocum, safe ex- pert and locksmith. 97 Monroe Ave., Grand Rapids, Mich. 104 Auctioneers—We have been closing out merchandise stocks for years all over this country. If you wish to reduce or close out, write for a date to men who know how. Address Ferry & Caukin, 440 South Dearborn St., Chicago, Ill. 134 For Sale—One of the freshest stocks of groceries in Michigan and located in the best town in the State. For further particulars aauress Lock Box 2043, Nash- ville, Mich. 976 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 HELP WANTED. Wanted—An experienced shoe. sales- man for Southwestern Michigan and Northern Indiana. One who is familiar with the trade. Good position for the right man. Address No. 306, care Michi- gan Tradesman. 306 Wanted—Drug clerk, registered assgist- ant, to begin Aug. 19. References re- quired. Address C. E. Van Avery, Kala- mazoo, Mich. 309 Wanted—Two experienced salesmen to represent us in the states of Michigan and Northern Indiana; only those who have an established trade in our line need to apply. No other applications consid- ered. We manufacture a very strong line of workingmen’s clothing and have an established trade in the state of Michi- gan. Applicants must come well recom- mended. A good position for the right party. The Hershey-Rice Mfg. Co., 47 East Chestnut St., Columbus, Ohio. 291 Wanted—Girl cigar-makers, bunch- breakers and rollers. Good wages. Fac- tory conditions finest in country. G. J. Johnson Cigar Co.. Grand Rapids, aa Wanted—Clerk for general store. Must be sober and industrious and have some previous experience. References required. Address Store, care Tradesman. 242 SITUATIONS WANTED. Salesman—Experienced salesman want- ed, acquainted with dry goods and clothing trade to represent our line of cotton and woolen hosiery and mittens in Upper Peninsula. Goods have es- tablished reputation in that section and large list of customers to turn over to right man. May be handled as a side line. References required. Clare Knit- ting Mills, Saginaw, Mich. 328 Wanted—By young man; position as road salesman with good shoe _ house. Have had retail experience. Would con- sider a position as manager of general store, being also experienced in meats and groceries. Willing to start on small salary. Address at once, General, care Tradesman. 321 Want ads. continued on next page. line of business, Business Printing. How About Your PRINTING THs question is a very pertinent one for business men. because every day Business Printing takes on added significance as A FACTOR IN TRADE. Time was when any sort of Printing would do. because not much was expected of it. but nowadays Printing is EXPECTED to create and transact business. For this reason. good Printing is exceedingly necessary in every We have been producing GOOD Business Printing for years. We have kept pace with the demand for the BEST in printing. As a consequence, our Printing business has grown splendidly, shop facilities. to increase equipment quite regularly. We have the requisite mechanical equipment, and with one of the best equipped, as well as the largest Printing establishments in Western Michigan, we are in the very best position to give to the business man the highest standard of GOOD This includes everything, from envelopes to the most elaborate catalogs. We respectfully solicit your patronage. giving the assurance that all orders will not only be PROMPTLY EXECUTED, but the Printing will come to you in that quality of excellence you desire and. withal. at as reasonable a price as it is possiblé for us, or anyone else, to deliver GOOD PRINTING. Orders by letter or by phone will receive prompt attention, and if you desire, a qualified representative will wait upon you without delay. We have been compelled to enlarge Tradesman Company, Grand Rapids ST EY ET OER LEAMA L EERE Spittal oS hy Bias 48 AN INTERESTING PRECEDENT. A dispatch from Schenectady tells of the commencement of legal pro- ceedings against what is called there the “Municipal Grocery” conducted by the Socialist administration of that city. The proceeding is on the complaint of one David B. Maxwell, a grocer and an ice dealer, who thinks his business is being interfered with and he seeks permanent injunction. The plaintiff alleges that the groceries and produce in this store were not only used by the department of chari- ties and given out to the poor of the city, but that they were sold in com- petition with the Schenectady dealers at prices which would not leave a living profit for a private dealer. The progress of the case will be watched with interest, not only by every man who keeps a grocery, but by the Owners and managers of all other stores. The specific facts in this par- ticular case may give it a local color not carried in the dispatches and may even go to the merits, but the case as reported is at least interesting. Mayor Shanks, of Indianapolis at- tracted a good deal of attention to himself and helped boom his canvass and political promotion by buying potatoes and other produce at whole- sale and selling it at lower rates than the dealers charged, but that was only political claptrap to show that exorbi- tant profits were enjoyed in certain lines of business. A grocery store kept by a city is a different proposition and looks more towards permanence, If the city only bought at wholesale for distribution among the poor, public funds were thereby saved, but if it not only bought but sold and went into the grocery business it is a different matter. The other day reference was made to the proposition which finds favor in some quarters for the govern- ment ownership of the railroads, tele- phone, telegraph and other public utility companies. It is but a step, of course, from the government owner- ship of public utilities to the owner- ship of the grocery stores, because all deal in necessities which the people must have. Of course if the govern- ment can own the grocery stores it can own the dry goods, hardware, jewelry and all other kinds of stores, and if the stores, then the shops, factories, etc. Thereupon the private business man would go out of business and become a government employe. lt is one of the things which, perhaps. the people of this country will one day have to decide, whether or not they approve of this procedure. —_++2>____ THE SUBSTITUTION EVIL. A .woman who did most of the family gardening resolved to have a wheel hoe. Imagine her misgivings when her husband brought home a long handled 4-tined affair which was to be dragged over the ground in lieu of the hoe, her husband being persuad- ed that this was a much more suitable tool for a woman. She found that it was an improvement over the hand hoe, and in time became half reconcil- ed to the failure to fill her order. But then came a friend who had experi- enced with the more modern tool and knew its greater efficiency as well as MICHIGAN TRADESMAN the ease with which it is manipulated, She was right, and only now feels vexed that she did not insist upon the filling of her original order. ‘There is henceforth just a bit less of friend- liness toward the man who tempted them into a purchase which they did not want and which they are now convinced made. When tempted to offer a substitute, study seriously the situation, and apply the golden rule before advocating a change. Think of the permanent dissatisfaction of the woman who drags the weeder which should have been mounted on wheels. Instead of persuading the change, how much better to have tested the goods she did want. The profit in this instance would have been greater; catering to the wishes of patrons along useful lines*always pays; and you will be enlarging your possibilities with your field. A careful reaching out, an en- larging of the radius along practical lines reacts in a wholesome way. Every special order which can be filled with standard goods is a prize. The experience gained through the new venture with well tested articles means something. When there is a call for material which you should keep in stock, beware of the substituting. It is as fatal to you as it is distasteful to your patron. Get the goods which are wanted, even if you-are obliged to telegraph for them. Prove that your house can furnish what is want- ed. should never have been —_+22—___ THE FEMININE SIDE. Said a lady whose back yard was adjacent to the rear of a hardware store, and who was a friend of the proprietor, “I like to walk through his store once in a while and just look. There are so many interesting things. For instance, the other day he gave me a plate cleaner,—rubber- tipped for cleaning plates when re- moving them from the table, and sav- ing a useless muss later in the dish pan.’ Not one woman out of ten ever heard of such a thing, yet when it is shown or even described to her, the practical use is apparent. No con- vincing discourse is needed. It ap- peals at once to her common sense and she wonders why some one did not invent it long ago. The price is so trifling that she becomes at once a purchaser. More, she shows it to her friends, and they likewise give it a trial. And yet, woman does not usual- ly consider the hardware store within her precincts. She must have some special object to induce her to enter. And only by special effort will the little novelties which should appeal to her alone be brought to her notice. Your stock is full of little things which may be familiar enough to the trade, yet which need some boosting to attract those outside, Why not have a woman’s window, fully stocked with the little things which count for so much in convenience of efficient work. You have a new griddle or pancake turner, a dish washer, kettle cleaner, apple parer and a host. of other things, some of them costing only a few cents, yet worth many dollars to the housewife in a year. There are dozens of women who spent hours stoning cherries this very year, and who never saw a cherry stoner. This is one of your lost opportunities, but there are others which you can still catch. Specialize upon labor sav- ing devices for her use, and gather them together. Then by special in- vitation induce her to call. Show up your goods, and they will themselves do the rest. —_—_>-2--.————_ Cincinnati has adopted a plan for the reduction of the danger of fires in residences, which deserves the con- sideration of every other city having a fire department. It consists of a house to house inspection by uniform- ed members of the department. The premises are scrutinized for any litter and rubbish which might make easy places for flames to start, and such accumulations as are found, are order- ed destroyed. Then the houses are examined and conditions which might not appear at all dangerous to the layman are pointed out by the fireman, as being liable to cause trouble. It 1s another application of the old adage that “an ounce of prevention is worth a puond of cure.” This is peculiarly true in fighting fire. for a blaze thar might have been blown out at first, may easily kindle a conflagation, if unchecked. And besides, tending to prevent the considerable property loss which results every year in this country from fires, this inspection gives the members of the department something to vary the monotony of their life. Aug. 7, 1919 The fact that duty should come before pleasure doesn’t mean that it is to take the place of pleasure. Yay need recreation as much as you ne da food. Take it regularly and in tie open air. —_2++2s___ If you want to become a trust. employe, one whom the boss wil] d.- pend upon, you will have to do more than avoid evil; you will have avoid the appearance of evil. —_+~++__ If you are going to be the independ- ent sort that slams the goods down with a _ take-it-or-leave-it air, you might just as well begin looking for another job right now. —__~-22»__ There are no snaps in the business world. Any time you have spent in looking for one is so much wasted out of the limited supply available for making success. BUSINESS CHANCES. For Sale—Clean stock of general merchandise, invoicing about $2,000. Hustling town, fine farming country. Mecosta county. Good reasons for sell- ing. Address No. 305, care Tradesman. 305 For Sale—Drug and = grocery stock. Stock is clean and in first-class condi- tion, located corner of Main and State streets, best location in Painsville, Ohio. Must sell immediately. Address E. D. Heartwell, Adminsistrator, Painsville, Ohio. 337 For Sale—Small stock of bazaar goods in good location. Reason for selling, poor health. Address No. 335, care Tradesman. 335 For Sale Cheap—Drug stock, show cases, shelving, fixtures, _ete., in the growing city of Muskegon. Stock in- voices over $1,500, price only $1,250, do- ing good _ business. Rent only $20 a month, steam heat. Stock can be re- moved. Splendid chance for someone. Address J. E. Kraai, 122 Pine St., Mus- kegon, Michigan. 336 Are You propositions chants of Michigan, tunity. The In Earnest about wanting to lay your business before the retail mer- Ohio and Indiana? If you really are, here is your oppor- Michigan Tradesman devotes all its time and efforts to cater- ing to the wants of that class. It doesn’t go everywhere, because there are not merchants at every crossroads. It has a bona fide paid circulation—has just what it claims, and claims just what it has. It is a good advertising medium for the general advertiser. Sample and rates on request. Grand Rapids, Michigan e Manufactured Under Sanitary Conditions G. J. Johnson igar Co. Makers Grand Rapids, Mich. fe I ADDS V\VGEsS 4 = £ : eo ae 3 Take Care of the Pennies So That the Dollars Can Take Care of You You lose money because your store system does not show you where every penny comes from and where it. goes. It does not tell you how much money you should have. It does not protect your money and accounts against mistakes and losses due to thoughtlessness, carelessness or indifference. A National Cash Register will keep track of-every penny you take in or pay out. You get a correct record of every transaction occuring between your clerks and customers. All your money and accounts are protected against mistakes and losses. A National will increase your profits. The National Cash Register Co., Dayton, Ohio