ia é & & ( hy © IVEAK OS ARS \\ PES oe (ax eu OX ON OO SS A 22 Mf so U® a a BLISHED WEEKLY IOSSO! Thirtieth Year GRAND RAPIDS, WEDNESDAY, OCTOBER 30. 1912 Number 1519 Pass on the Praise ““You’re a great little wife and I don’t know what I would do without you.”’ As he spoke he put his arms about her and kissed her and she forgot all the care in that moment. And, forgetting it all, she sang as she washed the dishes and sang as she made the beds and the song was heard next door and a woman there caught the refrain and sang also, and two homes were happier because he had told her that sweet old story—the story of the love of a husband for a wife. As she sang, the butcher boy who called for the order heard it and went out whistling on his rounds, and the world heard the whistle and one man, hearing it, thought ‘‘Here is a lad who loves his work, a lad happy and contented.”’ And because she sang her heart was mellowed and as she swept about the back door the cool air kissed her on each cheek and she thought of a poor old woman she knew and a little basket went over to that home with a quarter for a crate or two of wood. So, because he kissed her and praised her, the song came and the influence went out and out. Pass on the praise. A word and you make a rift in the cloud, a smile and you may create a new resolve, a grasp of the hand and you may repossess a soul from hell. Pass on the praise. Does your clerk do well? Pass on the praise. Tell him that you are pleased, and if he is a good clerk he will appreciate it more than araise. A good clerk does not work for his salary alone. Teacher, if the child is good, tell him about it; if he is better, tell him again. Thus, you see, good, better, best. Pass on the praise now. Pass it on in the home. Don’t go to the grave and call ‘‘Mother.’’ Don’t plead, ‘‘Hear me, mother; you were a kind mother; you were a good mother and smoothed away many a rugged path for me.”’ Those ears cannot hear that glad admission. Those eyes cannot see the light of earnestness in yours. Those hands may not return the embrace you now wish to give. Why call so late? Pass on the praise to-day. Putnam’s Menthol Cough Drops Packed 40 five cent packages in carton Price $1.00 Each carton contains a certificate. ten of which entitle the dealer to ONE FULL SIZE CARTON FREE when returned to us or your jobber properly endorsed Makers GRAND RAPIDS, MICH. You cannot say too good things about “WHITE HOUSE’’—for the good things are REALLY THERE. The Coffee will “back you up” every lime 2B Bm BEKB HE BH SES SD SD WHITE HOUSE DWINELL-WRIGHT CO COFFEE Fragrant—Delicious JZ Satisfactory — Ti bp On BEST CS — RoASTED “Ay GROCER? —<—,7 i 7 ae Le ee ere were In 1,2, and 3-Ib. ee = sealed tin cans only. ay Never sold in bulk. ; SUITS WHEN OTHERS DISAPPOIN an . “amy tS gD In point of fact, “WHITE HOUSE” is to-day probably the most CONSPICUOUS coffee on the market—for grim, uncompromising HONESTY. 2 &% 2 S&B r County Bidg. PUTNAM FACTORY, National Candy Co. T. Knowlson Company Near Wayne EE a 5 WHOLESALE c= Gasand Electric = Supplies Michigan Distributors for Welsbach Company 99-103 Congress St. East, DETROIT Telephones, Main 2228-2229 Ask for Catalog Ceresota Flour The PRIZE BREAD FLOUR of the WORLD CERESOTA Flour for many years has been firmly established in the homes of Michigan, as a high grade family flour—made from hard Spring Wheat. It will continue to meet the favor of the housekeepers. Retail Food Merchants will find a sure and growing demand for it. We stand for CERESOTA Flour. Manufactured by The Northwestern Consolidated Milling Company MINNEAPOLIS, MINN. L) > SUVA) =! . Registered in U. S. Patent Office JUDSON GROCER COMPANY, Distributors Pri eae OXO) 4 Boy Washing Powder | Saul; Breayte, Puttalo, N.Y. A yg POEL ATL BONER Abc SE: NRE “Dassen 5 AEE Wie, sommes BER HOH meee SEs peo + encoesiagare eye coaas great -— sSNA IN Tnirtieth Year SPECIAL FEATURES. ing favor slowly © Ta Page. €, WAFERING TO BE TOLD. rely Keeping at it 2. Bankruptcy Matters. and so glaring, meeting only a luke \ fault excused to-day will go un ; +. News of the Business World. warm reception save from those read wotieed te eee te Vinee cd 5. Grocery and Produce Market. oe oe POUL Cit ready noticed MOrrow and in itward ‘ : 6. Financial. 16 Court any fad blemis ften bet s an inward re 8. Editorial. 1 1 10. Window Trimming. aa eran LESSmess. One day a mer vas p 12. Dry Goods. HOW YOU WRITE. ime there Se eface ann Tee 1 1 14. Men of Mark. La i inc tI re and n some 16. Traveling Brokerage. [here are sood business men 11 badly soiled eum tages on a tableful of 18. Hardware. ee / Le a ee ee i 19. Road Building. i Oey wi Cannou white 2) china) plates. | ile asked fot 1 20. Modern Business. ' fh ee 1 1 4 | ~ 2t. Then and Now. o¢ € depa Ent an lee S 22, Butter, Eggs and Provisions. Be 1 to tl aod 5 Lake Pirates. _ i ne He 4 27. Takes Issue with Pace. () ves 1d @ man | ut 28. Behind the Counter. 4 : 1. : t 30. Woman's World. : , UWict) ea 32. The Co-operative Idea. Ru ] met in . I 34. Shoes. : 1 ‘ 36. Fifteen Counties. tl pont \ \ } ne 38. Clothing. ' ‘ 1 \\ : ' 10. The Commercial Traveler. COL VV ers 12, Drugs. not tl ; rit ¢ an fact t + 5 ¢ 43: Drug Price Current. co ; i ( it. Gnocery Price Current. 1 ra ( | I 460; (Special Price Current. : ; 1 : : I THE OUTLOOK IN SHOES. tags ( wet nd 1 7 1 } 1 \ has see YT Mrom Sldes COMes tne re-assur- - a 5 : ; \nd le O's S ing news that the new models will b Alone t S outline : ‘ i €ssions received at rot ‘ Lt 1 are not le Q hun He heh eel ine oan oe 1 high he i gon De vou have ¢ amides ey thre +] os 9 at ends may, that the unnatutr Hd eet a | t enews a al : hee nd the tipping o : Si ' ere and d ur work ( ti 1 V + larry + } oun = al Gasy One upon thie y in I 1 Salary to gum know better and are y in the o tages \ s n¢ Set 1 : i : ‘ oe tes | ley rhe ‘ toosc } 2 forced into bolstering up such an un WHO Us ' Ae = ce a ‘ Ki ed pas : fs ++ ] re na ite } ro4ee ts = Navinal position, Whe extreme fomm aud a eI SES S i tee ‘ which this tashion took was as grace a tvpewriterc ihe letter Head it to know when they ought to be changed : less as 1 i the more mat. 15 @ tecommendation, a testuvonial and to change them without beine told inal form will be welcomed with that he is doins somet s ¢ n oe pleasure. business forms now cost so Niqe ) me f Id to « : Go to any remnant counter of shoes less, really than the hand wor!-—that duty that stands plainly bet lid ithe olferimes are almost univer Sally these or forms—the heels Ga kiown as | iirench nd so unwieldy s | S s at (Ney Were throwing the wearet : 1 : rom I STEEeT i, OF With) toEcs S\ : i LEOM the Vcraoe, 1OOt ould oes ' a Of be crowded into then NIL this | 4 shows that the extremes are not the : CMoice OF the public and that whe : | TI hey adopt them it is be € OF a } i ; a Nay ; HiOSst CONPDULSOLY INGasure: A\Nd NOW iL = he spring pr are for the lower ; | C¢ and Loe wider, nore rounded LOG c hh are suund to be popu- : ‘ at 1soOn They are neat co. q there are no broken a he shoe is mad2 proot oe : ‘ ae ' : ; against the entrance of rain or snow : : | Protter the Elliott fastening, but im- dq Vo a alo. oe Stnuct the buyer that a more periect i , a i sine€ss 1S 2rowil is ques \ s { can be guaranteed if this perma- \ ae | i Be ul Les NOt WICH =) <1 : S € \ nent fastening is deferred until aitet tei : rey } \\ Gx \ \ I l s < Q e the shoes are worn a few times. Then ee 1. ; fi 5 t . IN 1 od i ( ( Ss the foot adjusts itself naturally and ae : ee ' the change can be made, ensuring a Lae Te a Le perfect and a Suarantee against the Whe oupreme Count of Ono bas a a 4 ak 1: . eee Deca fecigian that ani | . cee mee - t plague which once assailed the but- rendered a decision that worn nik ? fo de he is to leeep i S of the toned shoe, that of continually being are legal tender. Phe case was at : : i 1 ee - i t Ss c 1} Dy ay S all L \ LT required to sew on buttons; for the ofa street railway company in Cincin ae a : : : rhe . . 1 i 1 tab U1 t al L abt hand-sewed buttons are soon loose nati against a man who had tendered , aie ae. ae TI ' ea a - : : - a Han? 1¢ alt let 1s re ¢ I t I S Ss with the strain; but the patent fas- a smooth nickel to pay his fare, which ; ‘ ; ‘ Ee eta ; : - a oe CVetyWHere 15 tOf Inén WilO Can keep : E me a ‘ tenening is there to stay, much more coin was reiused.: The decision may a a i a / ee i el . E . el ' up FE the apace ta OF Dis ess de- 1 Well bet SOl n permanent and sure than laces and have some effect upon conductors who a a rman ) ; elopment sé yblems more dressy. refuse to take worn coins, but those ad ee i sc . : iB ee oes f tha 1x4] minh ny ry : The white shoe will still be popular, who haven't heard of the legal opinion ARE YOU IN A TREADMILL? Phe man 10) Wot semetimes as it is easily cleaned and altogether will continue to refuse battered [Is the work you are doing to-day make a sacrifi | doesn't belong serviceable; but the red shoe is mak- nickels. essential to your progress or are yOu on the team. MICHIGAN TRADESMAN LARA DEES RE BIS IG IEE GS TOES October 30, 1912 BANKRUPTCY MATTERS. Proceedings in Western District of Michigan. October 23—A voluntary petition was filed by Edward M. Andrews, a farm implement dealer of Clarksville, and he was adjudged bankrupt by Judge Sessions and the matter refer- red to Referee Wicks. An order was made by the referee appointing Ernest Nash, of Clarksville, as custodian, and also calling the first meeting of cr2dit- ors to be held at his office on Novem- ber 6, for the purpose of electing a trustee, examining the bankrupt, proving claims, etc. The bankrupt’e schedules show the following assets: Real estate, (Homestead) $ 800.00 Promissory notes, 120.00 Stock in trade, 1,958.00 Household goods, 200.00 Debts due on open account 1,147.15 The household goods, real estate and $250 of the stock in trade are claimed as exempt. The following creditors are sched- uled: Preferred Creditors. Village of Cla.ksville for fakes eS Sep State Bank Clarksville, mort- vase on homestead ...-....- 150.00 Unsecured Creditors. International Harvester Co., Grand Rapids, . . $2,440.12 Gale Mrg. Co., Albion 30.30 Dowagiae Drill Co., Dowa- Pane oo) ee 79.13 American Seeding Machine Co, Sprmegheld, ........- 178.50 American Buncher Mig Co., ingdiamapolis =...-.-..-.. 50.40 The Merrill Co., Toledo, 164.20 $3,124.65 October 24—In the matter of the Fargo Shoe Manufacturing Co., bank- 3elding, the final meeting of _creditors was held. The final report and account of Henry A. Smith, trustee, was considered and allowed and a final dividend of 634 per cent. declared and ordered paid to general creditors. A first dividend of 10 per cent. was paid in this matter on July 1, making the total dividends paid 1634 per cent. In the matter of Hoare & Warren, bankrupts, formerly of Ludington, the trustee, A. A. Keiser, of Ludington, filed his final report and account showing balance of cash on hand $168.71, and an order was made by rupt, of the referee calling a final meeting of creditors to be held at his office on Nov. 12 to consider such report and declare a final dividend, if any, for general creditors. Creditors have been directed to show cause, if any they have, why a certificate recom- mending the discharge of the bank- rupts should not be made by the referee. October 28—In the matter of Wil- liam Snelling, bankrupt, of Grand Rapids, the first meeting of creditors was held. It developed from the examination of the bankrupt that there were no assets above exemption and no trustee was appointed. De- cision as to the bankrupt’s exemp- tions was reserved. In the matter of Cornelius Bylenga, bankrupt, formerly of Grand Rapids, the final meeting of creditors was held, and the final report and account of the trustee, Fred Maichele, was considered and allowed, and a final dividend of 221% per cent. declared and ordered paid to general creditors, No cause to the contrary being shown by creditors, it was determined that a certificate recommending the bank- rupts discharge be made by the ref- eree. A voluntary petition was filed by Lewis Hancock, a laborer of Grand Rapids, and he was adjudged bank- rupt by Judge Sessions and the mat- ter referred to Referee Wicks. The schedules filed show no assets ex- cepting household goods claimed as exempted, and the calling of the first meeting of creditors is being delayed until money for actual expenses is advanced by the bankrupt. The fol- lowing creditors are scheduled: J. Dentlerder, .../)........... $ 6.00 Otte Getz, .................. 20.00 Jaises Villas, 9:0... 2... 4.00 Predemck Muller, 62.2... ....:. 80.00 Mrs) VWalte 2.602) 6... 6.00 Mo 2ormnea ee. 4.00 Mrs) A. Shoemaker .:.....; 6.00 Martin Zimser, 2.20.5... ..... 18.00 Ei Oram 2 4.00 Bert Lawton, ...9............ 2.00 Haricon and €o, 2... 64.00 Dr CM: Draste 2. 10.00 DOr DE Cox... 2. 22.00 John Colleton Estate. ...__- 23.00 John Rowe, oo | 000 CB Adams Co ............ 2.00 Moon take Ice Co.,.......... 12,74 Mes) @ Stacy 212.0 20.210... | 6.00 Marl: Stacy. oi 10.00 Joseon Dazzler...) 2. | 3 iS $310.99 See The Outlook. Sometimes when I think of the days that are before us, and the better things that a few more decades of progress must surely bring—the fuller fruitage of certain general tendencies for good now springing up, the fuller utilization of the undeveloped power and resources in men and women; the higher ideals and standards as to the aesthetic phases of business life; the gravitation of more rational men toward the control of industrial affairs; the awakening of popular appreciation of the opportunities of self-improvement ; the uprooting of biased theories which warp the judgment and misguide men and organizations; the reform of sys- tems and policies to more properly con- serve, develop and distribute the energy, materials, and products of industry; the increase in the spirit which welcomes constructive criticism; the rapidly in- creasing improvements in mechanics, architecture and systems of transporta- tion and communication; a wider rec- ognition of individual rights to comfort- able working conditions, peace of mind, leisure and the fruit of one’s labor; and the broadminded co-operation in efforts that make for the common good—I can- not but feel that the outlook is cheering, and that the moments are all too few in which to fully prepare ourselves to intelligently appreciate and take a worthy part in the activities and en- moral and joyments of that time. Waldo Pondray Warren. NEW YORK MARKET. Special Features of the Grocery and Produce Trade. Special Correspondence. New York, Oct. als of coffee have caused quite a gen- erous supply and buyers will find at any rate a better assortment than for some time. Trade during the week was only moderately active and on the last two days really dull. At the close Rio No. 7 is worth, in an invoice way, 15c and Santos 4s, 164%c. In store and afloat there are 2,615,307 bags of Brazilian coffee, against, 2,- 181,350 bags at the same time a year ago. The quietude in the coffee mar- ket, it seems likely, is due to the war- like conditions in Europe, rather than to any factor here. Mild grades sym- pathize with the Brazilian and are very quiet. Refined sugar is quiet, although the situation is not much unlike that of other years at this time. With big supplies in sight it seems altogether likely that lower quotations will be made. The prevailing rate is 4.95c. Nothing of interest can be picked up in the tea trade. There is: simply a routine business at quotations show- ing absolutely no change and neither buyer nor seller appears to be much 28—Recent. arriv- interested. Rice is quiet, but there is apparent- ly a better undertone to the market, which is pretty well cleaned up. Prices are unchanged and firmly adhered to. Good to prime, 5@53<¢c. In the spice trade, pepper, nutmegs and cassia are being more sought for and the market as a whole is, perhaps, in better shape. Quotations, how- ever, show no observable change. With the advancing season the de- mand for molasses shows steady im- provement and, with a prospect oi light supplies, the outlook seems at this time decidedly in favor of the Quotations are as yet un- good to prime centrifugal being listed at 26@34c. slow and without change. Canned tomatoes of really standard quality seem to be in rather better supply than a week ago at about 85c. Buyers are not scrambling to purchase and the quiet. seller. changed, Syrups are general situation is rather Fancy corn, 824%4@85c, with fair demand. Offerings are rather light. Peas are in light supply, but there seems to be enough to meet the moderate demand. Other goods are steady. Butter is steady, with the situation rather in favor of advancing quota- tions. Creamery 314@ 31'%c; firsts, 29@30%c; seconds, 27@ 28'%4ce. Imitation creamery, 25@25%c; factory, 24144@25%c. Cheese is steady, with, perhaps, a little easier feeling. Whole milk, 1734 fase. [Eggs are on the upward way at a merry rate and 52c is the rate for select near-by stock. The range of Western is from 32@88c, with the general outlook in favor of the seller. ——_——_.e 2 Nearly Fifty Years With One House. R. E. Blumrich, of the H. Schneider Company, will soon complete the frftieth year of his service with one house. Mr. Blumrich entered the employ of Edward specials, Mohl in 1863 as a cigarmaker and con- tinued with the house of Mohl after H. Schneider was admitted to partner- ship, in 1865, and since the death of the principals, with their successor the H. Schneider Co., to the present. He is one of a quartette, composing the four mer- chants longest in trade in Grand Rapids. Albert Preusser, Joseph C. Herkner and Wilder D. Stevens, of Foster, Stevens Co., are the others. Mr. Blumrich en- tered upon his work as a salesman in the year 1870 and has scarcely missed a day at the store in forty-three years. He is a son of Dr. Blumrich, one of a community of Austro-Hungarians of high character who settled in Grand Rapids sixty years ago. As a mere boy he served in the Union army during the war of the rebellion and won an honor- able discharge when peace was estab- lished. He is jolly, generous and kindly man, whose buoyant spirit and humorous pranks in his edrlier years attracted a host of admirers and friends. He is now quiet and sedate, as becomes his age. He organized the Cuckoo Club, a merry coterie of lovers of sports of the field and the stream, many years ago. Nightly meetings were held at the store of the H. Schneider Company, when the tales that were told and the songs that were sung would stir the envy of Baron Munchausen and Signor Brignolia to the depths. Harvey O. Carr, Capt. Jack- son, George W. Fairchild, John Bren- nan, Jacob Eisenhardt and John Kraus- kopf were members in various degrees of standing in the Club. Mr. Blumrich is in the prime of life and in the full enjoyment of health and_ happiness. When the writer saw him last, he was about to enter the store of a florist for the purpose of buying a bunch of roses to be presented to his wife, in recogni- tion of the umpty-sixth anniversary of her birth. Not a bad sort is Mr. Blum- rich. Arthur S. White. —~>2 > Got What He Was Looking For. Battle (reek, Oct. 28 —Charoins fraudulent use of the mails, Frank Sherwood, a local business man, has made complaint to Government au- thorities against Straus & Schram, a Chicaso mail order firm. east August he alleges he purchased a stove from the concern sending in an order and accompanying it with a check for $2.75, the first payment. As yet he has not received the stove. a As every business man has something to sell—merchandise or services—it is important to acquire those qualities which go to make up salesmanship: courtesy, tact, knowledge of goods, judgment, accuracy, energy, appearance and dignity. It avails nothing to say that these qualities are inborn. Who- ever lacks them can measurably acquire them. The way to do so is open; ob- serve those who possess them, adapt but do not imitate their best traits, analyze the subject and master it in sections, love your work and be in earnest all the time. Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color and one that complies with the pure food laws of every State and of the United States. Manufactured by Wells & Richardson Co. Burlington, Vt. i ‘ t ; i ; ; j j i a TI 26h ea RENE MLO RRR aRSCeAR ani Aenea October 30, 1912 MICHIGAN TRADESMAN S. H. Burton, General Merchant, Writes Us on Sept. 28 “I am exceptionally well pleased with the result of your plan. It was a success in every respect and now we are doing a strictly cash business. That is the result of your plan on us and was the making of us.” The Tennessee Consolidated Coal Co., who operate a general store, write us saying: “Your plan has been a pleasure to us from the very first day it started. In one day it brought us in $1,841.” R. O. Grover, who is using our plan, writes us saying: “Recently we put on a special sale of talcum powder and during the sale we sold 150 cans at 25c per can, and the very same article was selling across the street that day at a special sale for 15c per can.” REMEMBER THIS By taking hold of our business-getting plan right now you can do the biggest holiday busi- ness in the history of your store. Not only this, but it will save you from running at a loss during the dull months of January and February—in fact it will help you make these months the biggest of the year, and it will do it without your putting on a ruinous cut price sale even though your com- petitor does—our plan will get you the business in the face of a cut price sale. Our Business Getting Plan gets hundreds of people directly interested in your store—it has this army of people hustling for you—it has them urging the people of your community to trade at your store. And it keeps them hustling for you for six solid months or more. With our plan you can make dull Wednesday a bigger day than busy Saturday. You can work off slow sellers and old goods at full prices. In other words, our plan eliminates the necessity of putting on a cut-price sale and throwing away your profits. And you need not hold a cut-price sale even though your competitor does—even though he cuts the very life out of prices—our plan gets vou the business. You will sell all of your goods at regular prices for cash while your competitor carries the absolutely-necessary-charge-accounts at cut prices. Do You Want to Raise Some Extra Cash Quick That is, do you want the people of your community to pay you cash for goods that you have not even purchased—to say, would it be any advantage to you to have the people of your community deposit their money with you to be traded out later. In other words, do you want a lot of ready cash in the bank to meet the bills that will soon be due? There is one feature of the Brenard Manufacturing Co.’s Business Getting Plans that will get you a lot of ready cash and do it quick. We will be glad to explain this feature more fully to you if you will write us. $7,500 in cash was deposited with Dearing Orman & Co., to be traded out later. $3,750 in cash was deposited with E. S. Clark. $2,500 was deposited with R. H. Evans Company. In addition to this $2,500 they have asked for supplies that will enable them to get in $2,500 more. Oliver Hill Company telegraphed for supplies that will bring up the money deposit with them to $5,000. Linn-Crumley & Company has written for additional supplies that will bring up the money deposit with them to $15,000. $2,000 was deposited with S. A. Hodges to be traded out later. And, mind you, this $2,000 was deposited with him in less than six weeks and in a town of 600. $2,500 was deposited with the Peerless Clothing Company. Our Plan Gets Full Prices at Special Sales With one of our special plans—in which the most minute detail has been worked out you can hold the largest clearance sale in the his- tory of your store—you can clean up your stock—dispose of your odds and ends and slow sellers without reducing—without slaughtering your present prices one bit. You can do this in the face of a cut-price sale by your competitor. In writing us on March 25th E. N. Hall says: “I have found your plan excellent for disposing of unsalable goods.” In one day he put $2,569.14 into his cash drawer. On January 29th H. R. Pollock wrote us saying: “Notwithstanding that this is the very slowest time of the year your plan up to date has secured us a net gain in business of over 81%.” What Merchants Say of the Results of our Plan Ward-Coppage Mercantile Company, Missouri, says: ‘Contest closed in great style. Last day’s sales over $1,500. Our sale show $15,000 increase Over same period last year as result of contest.” E. H. Harrison, Clothier, Ohio, says: “Contest closed December 30, 1911. Was great sales maker and very successful with us.” George S. Tate, Dry Goods, Tennessee, population 750, says: “Contest closed in blaze of glory. Biggest day our little town ever saw. Day’s sales amounted to $1,700. Sold 179 $5 Trade Books that day.” Collects Monthly and Old Accounts Besides overcoming competition, our plan will collect your monthly accounts; that is, get the cash into your drawer between the 1st and the 10th. 3esides collecting your monthly accounts, we will be elad to tell you just how it will collect those old accounts that you have practically given up hopes of ever getting. : Mr. E. N. Hall writes us that in one day he received $659.22 on account. Mr. Geo. Garber writes us that in one day he received $1,468.13 on account. _ RR. P. Ransom writes us that for a cash producer, as well as a mover of old stock and a collector of old accounts our plan is certainly a winner. Overcome Catalog House Competition _ It will cause the person to buy the hundred dollars’ worth of goods from you which he was going to buy from the catalog house. It will cause a woman to change her mind about joining a soap club. She will stay out to spend her money with you. [t will stop a person from coming in, getting your prices and saying that he will look around only to go out, come back and say that so-and-so up the street will give it to him for less. He wants to beat down your prices. With our plan he will stop such work. He will pay what you want without questioning. It will stop that fellow who has things charged at your store and pays cash to others. He will not only start to giving you his cash trade, but will settle up his bill in full. a WARNIN( The Brenard Manufacturing Co. is not operating under any other name. This statement is deemed necessary as recently our attention has been called to the fact that firms under other names with similar propositions to ours have claimed connection with us. Our Plan The small merchant can increase his sales just as easily as the’ large merchant with our plan, the details of which are so worked out as to appeal to the selfishness of people, and you know as well as we do that every human being is intensely selfish. If he thinks he is go- ing to get something for nothing he will not only buy more goods than usual, but will tell all his friends and neighbors about the bie ad- vantage of buying all their goods from you. [ The advantage of this plan is that it so centers the customer's at- tention on getting something for nothing at some future time, that he loses sight of present values and pays you your regular price and glad of the opportunity. People will be so intent on securing the piano for their own homes or their relatives that they will ask their friends and neighbors to buy their goods of you. ; Le Maybe you carry a $20,000 stock and maybe you don’t. Goods are easily bought; as our plan brings in the actual cash, you pay your bills and get the discount. | ae You buy a bill of goods on the first of the month—they are reason- able—our plan will sell them—will turn them into cash before the bills come due—you pay the manufacturer or jobber his share and you bank the balance, which is profit. This profit you have made without in- vesting a cent. You make it off of the other fellow’s capital We Protect You If you accept our proposition we will agree not to sell it to any other competitor in your town as long as you remain our customer. [f you desire to increase your business with our plan, do not delay writ- ing us. If you do delay, it may be that your competitor will already have secured our service. We will close the deal with the first merchant who wants it in your town. Address Brenard Mfg. Co., lowa City, Ia., and Chicago, II. MICHIGAN TRADESMAN Ae Cee ne Ea October 30, 1912 Movements of Merchants. Owosso—Fred Croft has engaged in the meat business here. Grand Ledge—A. D. Baker has en- gaged in the harness business. St. Johns—Stephen Temple has en- gaged in the meat business here. Detroit—The Marx Market Co. has increased its capitalization from $20,- 000 to $50,000. Elwell—The Elwell Gleaner-Farmer Elevator Co. is erecting a grain and bean elevator, 80x30 feet and 50 feet high Charlesworth—Robert Carkroff, re- cently of Springport, has leased a store building here and engaged in general trade. Carson City—Chester R. Culver has purchased she J. H. Ruel stock of general merchandise and taken pos- session. Brimley—-A bank has been organ- ized under the style of the Brimley State Bank, with an authorized capi- tal stock of $20,000. Charlotte—Ira Woodard has closed out his stock of groceries and removed to Battle Creek, where he will engage in a similar business. : Greenville—C. N. Ware was uttered a trust mortgage on his drug stock, securing about twenty creditors. Lee M. Hutchins is named as trustee. Owosso—Earl Rancour has pur- chased the Vandebogart & Co. stock of groceries will continue the business at the same location. and Zeeland—Jacob Lokers, who con- ducted a bazaar at Borculo, has re- moved his stock here and will con- tinue the business in Zeeland. ~Parshallville—L. E. Smith has sold his stock of general merchandise to A. W. Stein, who will continue it as a branch to his Fenton store. Mackinaw City—G. M. Harris has sold his stock of general merchandise to Amos Risk, who will continue the business at the same location. Hillsdale—A. J. Manee, recently of Jonesville, has purchased the David Manheimer store building and will oc- cupy it with a stock of meats Nov. 1. Cloverdale—Howard Mosher, who has conducted a general store here ever since the town was laid out, died sud- denly from heart disease, Oct. 28, aged 65 years. Morenci—J. C. Becker has sold his stock of bazaar goods to William Lewis, recently of Carlton, who will add a line of paints and wall paper and continue the business. Detroit — The Scotland Woolen Mills Co. has been organized with an authorized capital stock of $10,000, of which $5,000 has been subscribed and paid in in cash. Battle Creek—The Helmer & Good- ale Drug Co. has purchased the Chas. E. Humphrey drug stock and will con- tinue the business at 420 Maple street as a branch store. Morenci—Carl Baum has sold his in- terest in the bakery of Baum & Fellows to H. J. Mohrmann and the business will be continued under the style of Fellows & Mohrmann. Albion—Sibley & Clark, who have con- ducted a grocery store here for the past nineteen years, have dissolved partner- ship, Frank E. Clark taking over the interest of his partner. Deckerville—Frank Harrison and Martin VanSickle have formed a co- partnership under the style of Harri- son & VanSickle and engaged in th> clothing business here. Harlan—Fred Plowman, Jr., has ut- tered a trust mortgage on his grocery stock, securing all his creditors. H. T. Stanton, of the Judson Grocer Co., is trustee of the mortgage. Benton Harbor—Charles Schaefer, re- cently of St. Joseph, has purchased an interest in the stock of the Fred B. Collins Drug Co. The business will be continued under the same style. Prairieville—W. H. Rockwell, deal- er in general merchandise, has admit- ted William Norris to partnership and the business will be continued under the style of Rockwell & Norris. Edmore—Mrs. A. i. Pierce is clos- ing out her stock of dry goods, cloth- ing and shoes and will retire from business, having conducted a store here for the past thirty-one years. Jackson—Charles S. Furman, whole- sale dealer in clothing in New York City, has opened a clothing store here at 213 West Main street, under the style of the Great Four Clothing House. Lowell—Jones & Fashbaugh, of Saranac, have bought the meat mar- ket of Taylor & Staal. Frank Taylor, of the retiring firm, has been in busi- ness at the same location for the last ten years. Carson City—A. N. Dumas, recently of Chesaning, and Harry Wilson have formed a copartnership and engaged in the poultry, butter and egg busi- ness under the style of the Carson City Produce Co. Battle Creek—The Stern-Cramer Co. has engaged i business for the pur- pose of selling wearing apparel, with an authorized capital stock of $5,006, of which $2,000 has been subscribed and paid in in cash. Republic—Carl Peterson, the veter- an hardware dealer, has purchased the stock of the Republic Hardware Co., which entered the field as a competi- tor two years ago. The transfer in- volved about $3,000. Owosso—A. C. Dowling, who con- ducts a grocery store on West Main street, has sold a half interest in his stock to Frank Brown and the busi- ness will be continued under the style of Dowling & Brown. Detroit—Russell & Duncan Co. has engaged in business to buy, sell and deal in merchandise on commission and otherwise, with an authorized capital stock of $5,000, all of which has been subscribed and paid in in property. Big Rapids—Mrs. Clara Peterson, grocer on Fourth avenue, has sold her stock to Mrs. B. Williams and son, Horton, recently of Grand Rapids, who will continue the business at the same location under the style of the Williams Grocer Co. Marquette—Louis Getz, who conducts a dry goods and women’s furnishing store in the Adams block, has leased another store in the same block and will occupy it with a stock of men’s and boys’ clothing and shoes under the man- ugement of Charles Mogren. Pontiac—Daniel Thomas & Co., deal- ers in furniture, have merged their busi- ness into a stock company under the style of the Thomas Furniture Co., with an authorized capital stock of $25,000, which has been subscribed, $7,500 being paid in in cash and $17,500 in property. St. Ignace—C. H. Eby has sold his bakery to Ed Rudd, recently of Ce- darville, who has taken possession. Marquette—J. H. LaRochelle, who has conducted a millinery and fancy goods store here for the past twenty years, died at St. Luke’s hospital, Oct. 28, as the result of a delicate opera- tion. Mendon—Recently Robinson’s hard- ware inaugurated a unique prize con- test, the object of which was to find the oldest stove in this part of the country. Mrs. Jonas Evert was the lucky one. She has a cook stove pur- chased in 1859, made by James Hager, which has been in continuous use ever’ since it was purchased, and is still in excellent condition, and she won the $5 worth of merchandise offered by Mr. Robinson. Manufacturing Matters. Monroe—The Chicago Candy kitch- en has changed its name to the Lotus Candy Shop. Saginaw—The Saginaw Milling Co. is building a bean elevator, 50x100 feet and 140 feet in height. Detroit—The Warren Motor Car Co. has increased its capital stock from $300,000 to $600,000. Burr Oak—The Whitehouse Under- wear Mills filed an involuntary peti- tion in bankruptcy Oct. 26. Lansing—J. E. Maynard Co., en- gravers, have increased their capital stock from $7,000 to $12,000. Detroit—The Michigan Steel Cast- ing Co. has increased its capitaliza- tion from $60,000 to $90,000. Detroit—The capital stock of the Trussed Concrete Steel Co. has been increased from $1,200,000 to $2,000,000. Butternut—George H. Merrifield has traded his 120 acre farm to Sidney Holsinger for his feed mill and plan- ing plant, and will continue the busi- ness. Roseburg—The Roseburg Butter Co. has been incorporated, with an authorized capital stock of $3,000, all of which has been subscribed and paid in in cash. Traverse City—A. W. Wells, presi- dent of the Wells-Higman Co., manu- facturer of baskets and fruit packages, died at Battle Creek Sanitarium Oct. 24, following an operation. Muskegon—The West Michigan Steel Foundry Co. has been incorpor- ated with an authorized capital stock of $15,000, of which $10,000 has been subscribed and paid in in property. Detroit—The Standard Tool & Manufacturing Co. has been organized with an authorized capital stock of $20,000, of which $10,000 has been sub- scribed, $4,000 being paid in in cash and $6,000 in property. Detroit—A new company has been organized under the style of the T. W. Ward Company to manufacture and sell, at wholesale and retail, chil- dren’s dresses and other garments and wearing apparel, with an authorized capitalization of $10,000 of which $5,710 has been subscribed, $510 paid in in cash and $1,700 in property. Mecctants Wal Coane Catalogue House Business. Kalamazoo, Oct. 29—Kalamazoo mer- chants will combat the catalogue houses through the medium of the catalogue. This was decided upon at the last meet- ing of the retailers’ division of the Com- mercial Club. Activity of catalogue houses in this part of the State has for a number of weeks been attracting the attention of members of the division, who have de- cided to make a concerted effort to see what can be accomplished in com- bating this sort of trade. “It is planned to reach every pur- chaser of merchandise in southwestern Michigan within a radius of twenty-five miles of this city,” said Secretary Louis Conger. “There should be no reason why the plan should not prove a suc- cess.” A prepared list of local people who patronized catalogue houses was dis- cussed without coming to any decision what action should be taken in that regard. The use of the parcels post also was talked over. The board of directors of the retail- ers, division is composed of W. M. Bryant, chairman; F J. Maus, drugs; C. W. Carpenter and D. T. Jones, dry goods; A. S. Prentice, furniture; F. A. Cowlbeck, furnisher; Meyer Desenberg, Jr, furniture; W. W. Williams, dry goods; W. A. Hamilton, jeweler; A: W. Walsh, grocer; H. J. Bresson, meats; W. A. Wooden, office supplies; F. A. Appledoorn, shoes; A. L. Blumenberg, installment house, and J. C. Ross, hard- ware. —_~++— Experience cannot properly be meas- ured by time. One man mastered five branches of printing in ten months: typesetting, type-founding, linotyping, sterotyping and web press operating— and taught them to inexperienced men in Australia. It is possible to step over the arbitrary time limits for gaining experience, to shorten the process of crowding achievements closer together, and thus save many a wasted year. j i i i October 30, 1912 MICHIGAN TRADESMAN eats ow _ - = * = 2 GROCERY 4» PRODUCE MAR . oe x a 3 : » The Produce Market. Apples—Wealthy, Wolf River, Mai- den Blush and Baldwins command $2.75 per bbl. Spys and Snows fetch $3 per bbl. The market is weak and the demand light, owing to the large crop of winter fruit. American apples are greatly esteemed in Europe, where it seems impossible to grow the win- ter varieties. The foreign demand for the products of our orchards is bound to increase as shipping facilities are improved and transportation rates modified. Bananas—$3.75 per 100 tbs. Beets—60c per bu. © Butter—The consumptive demand for butter is normal and the market is firm, due to a falling off in the make. Arrivals are showing average good quality and are meeting with ready sale at an advance. Under grade butter is very scarce. Creamery ex- tras are now held at 31c in tubs and 32c in prints. Local dealers pay 25c for No. 1 dairy grades and 20%c for packing stock. Cabbage—$1.50 per bbl. Carrots—60c per bu. Cauliflower—$2 per doz. Celery—18c per bunch for home grown. Cranberries—$7.25 for Early Blacks and $8.75 for Late Howes. Chestnuts—18c per lb for Michigan sweets. Crabapples—$1.25 per bu. for Sibe- rian or Hyslips. Eggs—Receipts of fancy fresh con- tinue very light and arrivals mee: with ready sale at an advance of ic per doz. over the orice ruling une week ago. The is consumptive dema:1 is good ani absorbs everything as it comes in. The market is healthy and no radical change appears in sight. Local dealers pay 26c for fresh, loss off. Egg Plant—$1.50 per doz. Grape Fruit—$3.75 per crate for 54s, 64s or 80s. The quality so far is only fair. The crop this season is an enormous one and prices are sure to rule low. Grapes—California Tokey, $1.25 per crate of 40 lbs. Malaga, $3 75(w4.50 per keg of 50 to 60 @s. Green Onions—12c per doz. for Evergreen and 15c for Silver Skins. Honey—18c per fb. for white clover and 17c for dark. Lemons—tThe price has declined to $6 per box on California. Lettuce—Southern head, $2 per bu.; hot house leaf, 10c per Ib. Onions—Spanish are in fair demand at $1.50 per crate; home grown com- mand 40@50c per bu. Country buyers are paying 28@30c. The crop is the largest on record. Oranges—$4.25@5 for Valencias. Pears—Kiefers, $1 per bu. Peppers—20c per doz. for red; $1.25 per bu. for green. Pickling Stock—Onions, $1.25 per % bu. box. Potatoes—Country buyers are pay ing 25@30c at outside buying points. Local dealers quote 40c per bu. in small lots. The estimate of the crop- reporting board of the Department of Agriculture that the 1912 crop of po- tatoes will be 401,000,000 bushels, or 123,000,000 bushels more than the yield of 1911, had the effect of seding prices down, and yet there is abundant indi- cation that our entire crop, enormous as it is, will ultimately be needed to supply the world’s demand; for the wet, cold weather that prevailed throughout the greater part of Eu- rope during the latter half of July and all of August, brought disaster to all the growing crops, including potatoes. Poultry—Local dealers pay 10c for springs and fowls; 6c for old roosters; 8c for geese; 10c for ducks; 14c for turkeys. These prices are for ‘ve- weight. ‘)ressed are 2c higher. Quinces—$1.75 per bu. Squash—$1.50 per bbl. for Hubbard. Sweet Potatoes—$2.25 for Virginias and $3.75 for Jerseys. Veal—6@11c, according to the qual- ity. —_»>++—____ Geo. Ford & Son will open with a new stock of groceries in the old Ford block at Ludington. The store will be operated under the title of Fords’ Grocery Store and will be in the old stand where the senior Ford carried on business successfully for thirty- three years. The stock was furnishel by the Musselman Grocer Co. -_——_>-. F, R. Willett has purchased the store building of John Karcher, five miles from Remus, and engaged in the grocery business there, purchasing his stock of the Worden Grocer Co. Mr. Willett was formerly engaged in the grocery business at Butternut. The Ginseng Syrup Co. has filed a trust mortgage covering the entire stock, furniture and fixtures at 206 Clark building to Glen W. Holmes as trustee. The assets are listed at $1,- 535.07 and liabilities at $1,579.50. Antoinette Faught, who formerly con- ducted a grocery store on Turner ave- nue, has removed to the stand formerly occupied by Homer Klap, at the corner of Shawmut street and Lexington ave- nue. Wm. H. Van Leeuwen, Jr., Manager of the Grand Rapids Notions & Crockery Co., is happy over the advent of an eight pound boy at his home. The Grocery Market. Sugar—The market is weak. Re- ports from nearly all beet growing sec- tions of the country indicate that the crop will be large. It is said that the present European beet crop promises to be two and one-half million tons larger than in the year of 1911-12. Tea—The market continues to hold firm in all lines, but without special activity. Japans are now coming in freely, the principal demand being for the better grades. Ceylons show con- siderable strength in all grades. Tip- py Orange Pekoes have advanced from 1@3c. First crop China Ceylons are being firmly held for higher prices. The lower grades are being offered at rather lower prices. Coffee—Prices are steady in spite of occasional weakness in options; and the demand is fair. Mild grades are firm at ruling prices and are in fair demand. Java and Mocha are un- changed and quiet. Canned Fruits—Gallon apples are selling at an attractive figure for the time of year, but still the trade is not taking supplies very readily, as it is stated consumers prefer the fresh fruit to canned. California goods are com- ing along slowly, somewhat delayed. Canned Vegetables—While the pack of tomatoes is probably larger than was expected, there was no caryover from 1911 and prices are sure to re- main high. It has developed that the pack of corn in the East was not as large as expected early in the season, and it has strengthened the Western markets, as many buyers are said to be buying large blocks of stock in the West. There is a good demand for peas of quality. The pack was small and jobbers have had a great deal of trouble in getting sucffiient supplies to fill their future orders. It is said that some peas are on the market which are of poorer quality than a soaked pea of past years. Dried Fruits—Apricots are steady to firm and quiet. Raisins are cheap and easy. The demand quiet as yet. Currants are about 4c higher on ac- count of the war situation in Greece, and the demand is fair. Other dried fruits unchanged and in quiet demand. Prunes are even easier than they were a week ago. The market is decidedly in buyers’ favor, but the demand is still light owing to buyers’ uncertainty as to whether prices will go even low- er. High grades of peaches are held firmly, but the lower grades are easy and show decline. Syrups and Molasses—No change in either corn or compound syrup. The demand for compound syrup is quiet. Sugar syrup is quiet and unchanged, as is molasses. Cheese—The consumptive demand is fair. The market is likely to re- main firm at unchanged prices for a while at least, as stocks of cheese in storage are also lighter than usual. Under grades are in the same relative condition as the better grades and show a fair demand at relatively lower prices. Rice—Prices are unchanged during the week, but reports coming from the South are to the effect that the mar- ket is very firm at all primary points. deliveries being 5 Considerable losses due to the frost are reported from some districts. Pickles—The pack is not over 50 per cent. of normal and there is sure to be an advance of fully 25 per cent. before spring. The greatest shortage is shown in small and dill pickles. Fish—Cod, hake and haddock have not yet opened their fall demand. Though moderately, are steadily maintained. moving prices All grades of salmon are unchanged and quiet. Both domestic and imported sardines are in light demand, although the latter is relatively much firmer than the form- er. There has been no change in mackerel during the past week. Nor- ways are heldy firmly on a compara- tively high basis; demand fair. Other grades show no particular chang.e Provisions — The consumptive de- mand for smoked meats has fallen oft considerably. The supply is ample and the market appears to be fairly healthy on the present. basis. and compond lard are firm, with a seasonable consumptive demand. Dried beef, canned meats and barreled pork are in fair demand at unchanged prices. Pure _—_—_>---2 Michigan Has Bumper Crop of Beans. Receipts of beans from farmers the past week have been very heavy and the grocers are now supplied with a few bags each, which will keep them out of the market except for needs for some time. immediate Most of them are looking for a much lower price and are not inclined to carry much stock. Elevaters are well filled up and are lowering their price to farmers, as they are unable to sell their finished product for future shipment except at a long discount. Michigan has a bumper crop of beans. New York State and California are fully up to the average. Foreign beans are being offered in Eastern markets at 10(@20c per bushel below our price. Red Kidney Beans, Yellow Eyes and 3rown Swede beans have declined with white beans and, aside from a little Cuban export demand on Reds, the mar- ket is very weak. a —~+22___ Adam Hertel has bought the interest of his partner in the meat market of Hendershot & Hertel, on Stocking street, and has moved to the corner of Valley avenue and Bridge street. -_—ses a The Wolf-Lewis Co., Ltd., 47 Di- vision avenue, south, has filed a trust mortgage covering its entire assets. Frank W. Hines is named as trustee. Liabilities, $4,020.10. —_++2—___ E. J. Hammersley has engaged in the grocery business at Clifford Lake, five miles from Stanton. The Wor- den Grocer Co. furnished the stock. ——_++2—___- Advertisers in the big city newspa- pers seem often to forget the out-of- town subscriber and fail to provide the full information he needs. +> W. A. Skillman has bought the gro- cery stock of Albert May, at the corner of Leonard and Taylor. - The man who is looking for trouble seldom has to go away from home to find it. MICHIGAN TRADESMAN ae Se October 30, 1912 — ~ FINANCIAL voppeaedo yd CeCe rae ees } Need of a Blue Sky Law in Michi- gan. Following the annual meeting of the American Bankers’ Association in De- troit last summer; a meeting of such bankers as make a specialty of invest- ment securities was held in New York to organize an Association of their own to serve purposes peculiarly their own. The organization then effected will be perfected and made permanent at a convention to be held in New York Nov. 22. The purpose of the organization is to make investment banking safer and to eleminate, so far as possible, the get- rich-quick class of securities which are constantly being floated. The purpose is not only to protect the bankers them- seives, but the investing public as well. The plan of operation has not been de- tailed as yet, but it will not be difficult for the Association to establish stan- dards and to refuse recognition of such issues of stocks and bonds as will not come up to the requirements. The time seems very opportune for such an or- ganization and it is significant that bank- ers all over the country are giving the new Association every encouragement. The bankers realize, if the investing pub- lic does not, that there is entirely too much blue sky afloat. At different times this blue sky has been mining proposi- tions, oil wells, railroad building, the organization of trusts and various other visions. Just now the popular form seems to be water power developments and the merging of utility corporations into holding companies. Some of these promotions are safe and sound, others are exceedingly visionary, and such an organization as the Investment Bank- ers’ Association ought to have a salu- tary effect in checking the unworthy schemes. Michigan will undoubtedly have a blue sky law before another year passes, fol- lowing the session of the next Legis- lature. The sentiment for it is strong in many parts of the State and the bill, when introduced, will have a powerful backing from the bankers of the State, the commercial bodies and others. Kan- sas was the first State to enact such a law and the results have been so satis- factory that several other states have done the same, and now it seems Michi- The Kan- sas law requires a financial statement from corporations proposing to sell se- curites in the State and the authorities have power to go behind the statement gan’s turn to fall into line. if they desire to investigate the propo- | sition and its merits. Those who sell securities in the State must first comply with the regulations by submitting to the authorities their offerings for in- spection and investigations. The feo- ple of Kansas, it is stated, have been saved millions of dollars by the pro- tection which the blue sky law has given investors in that State. There is need for just such a law in Michigan and it is probable that no where in Michigan is such a law needed more than right here in Grand Rapids. Again there is talk of the organization of a new trust company in this city. As yet the project is intangible, but the impression seems so strong that there is room in Grand Rapids for another trust company that it would not be strange if it took definite form. The sentiment back of the discussion does not seem to be antagonistic to the Mich- igan Trust Company, which now has the field to itself, but appears to be based on the sound business principle that there is room here for another and that competition will develop enough more business to make both of them prosper. The Michigan Trust Company was or- ganized in 1889 with a capitalization of $200,000, and has had a very prosperous and successful career. According to its last published statement it has a surplus and undivided profits account of $565,150, or nearly three times its capital and probably in a liquidation it could show a still wider margin. In 1894 the Peninsular Trust Company was organized with a capitalization of $100,- 000, with offices on Monroe avenue where the Siegel store is now located. The name can still be seen on the build- ing. The Peninsular Trust continued in business until 1900 and then was ab- sorbed by the Michigan Trust at a handsome permium on the stock. In its six years the Penisular Trust ac- cumulated surplus and profits of $28,- 552. The city has grown in population and wealth since the Peninsular dropped out twelve years ago and the territory tributary to Grand Rapids has had a great development. Considering all the circumstances, it is strange indeed that the organization of a.new trust com- pany has not been effected before. There are various services which a trust company could render, but which the Michigan Trust Company does not touch, and the development of these would alone give the new company an One of these services might relate to real estate titles. When a piece of real estate changes hands the buyer, either at his own or the sellers’ expense, employs a lawyer to make a thorough search of the rec- excuse for an existence. Merchant’s Accounts Solicited Assets over 3,000,000 “(AND RgPIDsG AvINGSB ANK . Only bank on North side of Monroe street. We recommend 6% Cumulative Preferred Stock of the American Public Utilities Company To net 74% Earning three times the amount re- quired to pay 6% on the preferred stock. Other information will be given on application to 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 7 Million Dollars 3% Per Cent. Paid on Certificates You can transact your banking business with us easily by mail. Write us about it if interested. service to GRAND RAPIDS NATIONAL CITY BANK Resources $8,500,000 Our active connections with large banks in financial centers and ex- tensive banking acquaintance throughout Western Michigan, en- able us to offer exceptional banking Merchants, Treasurers, Trustees, Administrators and Individuals who desire the best returns in in- terest consistent with safety, avail- ability and strict confidence. CORRESPONDENCE PROMPTLY REPLIED TO Savings Deposits 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annually Capital Stock $300,000 Fourth National Bank Commercial Deposits 1 3% Per Cent Interest Paid on Certificates of Deposit Left One Year United States: Depositary Surplus and Undivided Profits $250,000 i * I v oe ll III ‘ pares : POPE iterates UW thai sn SA Se ONS ARENS ESET WS Bat ibe pera October 30, 1912 MICHIGAN TRADESMAN ords clear back to the title from the Government and this may cost any- where from $5 to $25 and even more. When the property again changes hands the same proceeding is gone through with and at the same expense, and this goes on and on as a perpetual tax on transfer. If we had a company or cor- poration that made a specialty of real estate titles, one searching of the rec- ords and a guarantee that no cloud or flaw existed would effect a great saving of money and time and greatly facilitate real estate transactions. A new trust company could find a field in small de- nomination investment securities and in real estate and farm loans payable in small and frequent installments. ‘In various other ways it could do business without infringing upon the field of the Michigan Trust Company and it could develop business along the old com- pany’s lines which the latter cannot touch. The city may not urgently need another trust company, but it is certain that no great amount of optimism is needed to see a field for one. The First National Bank of Manistee has been hard hit by a crooked Assistant Cashier, but the officers and directors of the bank are game to the backbone. The defaulter is John W. Sibben, who has confessed to a shortage of $44,800. According to his own statement, his peculations began sixteen years ago, when he took a flyer in the Chicago wheat market. He won at first and then the market went against him and he lost and he continued to loose and the money to keep up his margins came from the bank. Three years ago, when his short- age had reached $44,800, he quit trying to beat the Chicago game and his sole ambition since then has been to con- He accomplished this by juggling the certificates of de- posit and the juggling was done just be- fore the visits of the bank examiners to make the books balance. Last week the examiner dropped in unexpectedly and, unable to manipulate the records, Sib- ben knew that detection was certain and confessed to the officers of the bank be- fore the examiner accused him. The officers and directors immediately made up the amount of the shortage from their own resources and the bank will continue business as usual. They ac- cepted their responsibilities without question or quibble and in so doing showed a conscience worthy of the best traditions of banking. Sibben will be dealt with in the United States Court in this city. The United States Court does not deal leniently with offenses of this character. ceal his defalcation. Comptroller of the Currency Murray addressed the National bank examiners of northern Pennsylvania, western New York and eastern Ohio at Buffalo a few days ago and gave them a few things to think about. He urged them to greater vigilance in the discharge of their duties and especially instructed them as to their examination of the small town banks. In the small towns he said the examinations must be made in the presence of and with the co-opera- tion of the officers and directors who must be called together for the pur- pose. The examinations in the small banks must be as thorough and search- ing as in the banks of large capitaliza- tion and the work should be done dur- ing banking hours and not at night. This may involve hardships for the examin- ers, but it is in the interest of sound banking and the security of depositors and must be done. —_—_—_——~><-- Quotations on Local Stocks and Bonds. Bid. Asked. Am. Gas & Elec. Co., Com. 91 93 Am. Gas & Eilec. Co., Pfd. 4814 50 *Am. Light & Trac. Co., Com. 432 435 *Am Disht & Drac. Co. Pid, 109 Ltt Am. Public Utilities, Com. 58 591% Am. Public Utilities, Pfd. 80 81 Can. Puget Sound Lbr. 3 a Cities Service Co., Com. 119 123 Cities Service Co., Pfd. 89144 90% Citizens’ Telephone 96 97 Comw th Pr. Ry. & Lt. Com. 69% 710 Comw th Pr: Ry. & It. Pfd. 891%, 90% Gennis Salt & Lbr. Co. 95 100 Elec. Bond Deposit Pfd. 79 80 Fourth National Bank 200 203 Furniture City Brewing Co. 60 70 Globe Knitting Works, Com. 114 116 Globe Knitting Works, Pfd. 99 100 G. R. Brewing Co. 200 G. R. Nat’l City Bank 180 G. R. Savings Bank 185 Holland-St. Louis Sugar Com. 10 10% Kent State Bank 266 Macey Co., Com. 200 Lincoln Gas & Elec. Co. 40 41 Macey Company, a 95 98 Michigan Sugar Co., 8944 90% Michigan State Tele. ee bea, 100 101% National Grocer Co., Pfd. 90 92 Pacific Gas & Elec. Co., Com. 64% 65% Pacific Gas & Elec. Co. Wid. 9% 95 Peoples Savings Bank 5 Tennessee Ry. It. & Pr., Com. 232 3% 25% Tennessee Ry. Lt. & Pr., Pid. 17% 79 United Light & Railway, Com. 79 82 United ft & Ry., ist Pid. 8434 85% United Lt. & Ry., 2nd Pfd., (old) 9 80 United Lt & Ry., 2nd Pfd., (new) 75 76 Bonds. Chattanooga Gas Co. 1927 95 97 Denver Gas & Elec. Co. 1949 951% 96% Flint Gas Co. 1924 96 97% G. R. Edison Co. 1916 981% 100 G. R. Gas Light Co. G. R. Railway Co. 1916 100 101 Kalamazoo Gas Co. 1920 95 100 Saginaw City Gas Co. 1916 99 *Ex-dividend. October 29, 1912. —_2+->___ How the Levi Family Has Scattered. Arthur C. Levi, manager of the Atter- bury Company, New York, spent a few days in the city last week. “It always seems somewhat strange when I reflect that I left Grand Rapids thirty years ago, married a young lady in New York and raised a family,” Mr. Levi remarked. “My wife is dead and I come to Grand Rapids three or four times a year to visit my daughter and son-in-law, Mr. and Mrs. B. May.” Mr. Levi was one of the four brothers who settled in Grand Rapids in 1867 and established the Star Clothing and Star Hat Stores. The clothing store is still at the original location, while the hat store was located on the northeast corner of Lyon street and Monroe avenue. A few years later the firm dissolved, Henry C. Levi mov- ing to Indianapolis, where he established the Hub Clothing Co. and accumulated a fortune. Later he moved to Chicago, re-engaged in trade, changed his name to Lytton and is now a millionaire. His sons carry on the business under the firm name of Henry C. Lytton & Sons. Jacob J. Levi has resided in Philadel- phia many years. He is in poor health and blind. He is a highly educated gen- tleman and,during his residence in Grand Rapids, was a frequent and al- ways welcome contributor to the daily press. Isaac C. Levi continued the man- agement of and ownership of the Star Clothing Co. until his death. which oc- curred a few years ago. His successor, a brother-in-law, Jos. Solomons, has demonstrated ample capacity to manage the business. Mrs. Levi lives in Europe with two daughters. She is a heavy holder of stock in the company. Arthur S. White. 1915 100% 100% ANNOUNCEMENT Beginning October twentieth, nineteen twelve Williams, McConnell & Coleman Sixty Wall St., New York discontinued sending their circulars into the Grand Rapids market. Exclusive reciprocal arrangement has been made with Howe, Corrigan & Co. 339-343 Mich. Trust Bldg. Grand Rapids, Mich. who will be in a position to provide information in regard to the Public Utility Securities of the New York market and to execute orders for the same with promptness. The Old National Bank GRAND RAPIDS, MICH. Our Savings Certificates of Deposit form an exceedingly convenient and safe method of invest- ing your surplus. They are readily negotiable, being transferable by endorsement and earn interest at the rate of 3% @% if left a year. 244% Every Six Months Is what we pay at our office on the Bonds we sell. $100.00 Bonds—5% a Year THE MICHIGAN TRUST CO. We Offer and Recommend The Preferred Stock of Consumers Power Co. Largest Underlying Company of Commonwealth Power Ry. Lt. Co. Netting about 644% and TAX EXEMPT A 8 Rustee: & Co OS... Both Phones: 2435, Grand Rapids is your market place. You buy its furniture, you read its newspapers and deposit in its banks. Buy your Life Insurance there also of The Preferred Life Insurance Co. Grand Rapids, Michigan Wm. A. Watts, Secretary and General Manager Conservative Investors Patronize Tradesman Advertisers DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY. Grand Rapids, Mich. Subscription Price. One dollar per year, payable strictly in advance. Five dollars for six years, payable in advance. Canadian subscriptions, $2.04 per year, payable in advance. Sample copies, 5 cents each, Extra copies of current issues, 5 cents; of issues a month or more old, 10 cents; of issues a year or more old, 25 cents. Entered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWE, Editor. October 30, 1912 IN THEIR OWN LIGHT. The farmer mind is something diffi- cult to understand at times. Kent coun- ty has been designated as one of the counties in the state to have the benefits of the “farm management” service of the agricultural department. The Govy- ernment pays $1,300 of the expense, the Association of Commerce provides of- fice rent, stenographer and _ stationery, equivalent to at least $309, and the county Board of Supervisors was asked to appropriate $1,000 to make up the remainder needed. The service is en- tirely for the benefit of the farmers, to show them how to make better use of their opportunities, to be more modern in their methods and more successful mn their business. The agent assigned ;o duty in this county is a graduate of che Agricultural College and has him- self been a successful farmer and dairy- man, and with him in the field any farmer in the county has an expert at hand to whom to go with his problems and perplexities. The matter of appro- priating $1,000 as the county’s share of the expense came up before the super- visors last week and, strange as it may seem, had it not been for the practically unanimous vote of the city members the proposition would have been defeated. The city pays 76 per cent. of the tax and the outside townships only 24 per cent. and yet more than half the coun- try supervisors were opposed to a serv- ice that is certain to make the farmers of Kent more prosperous. An almost similar situation arose in the matter of issuing bonds for $600,000 for the build- ing of good roads in Kent county. The good roads are all to be in the country to make it easier for the farmers to market their products and the town- ships will pay only 24 per cent. of the tax, and yet the farmer vote for the bonds was so very small that had not the city vote for the bonds been large the proposition would have been lost. Farmers have always been noted for their conservatism, but in these two instances conservatism seems to have been carried to an extreme. TRICK OF THE TRADE. Higher price marks on the furniture may be looked for another season. The manufacturers are facing the necessity of ge‘ting more for their goods or go- ing out of business and, as they are not inclined to the latter, the prices will have to go up. The cost of ‘umber has gone up 10 to 15 per cent. the past year MICHIGAN and is still upward inclined. Other ma- terials which enter into furniture con- struction have advanced in cost. With the adoption of the nine hour work day the labor cost has increased materially. The spirit of the workingmen’s com- pensation and employers’ liability law is ‘that the industry should be added to the cost of the goods produced, and this has added to the expense which the manu- facturers must pay. Under the old com- mon law practice one of the local man- ufacturers paid between $400, and $500 per year for indemnity insurance, and now the bill is between $2,500 and $3,000. This must be shifted to the ultimate consumer in the price he pays for his furniture. The method of advancing prices in the furniture industry is not to make a horizontal uplift, as may be done in most other commodities when the manufacturer feels that he needs more money. The usual plan is to leave the old price marks on patterns carried forward from one season to the next, but to put the higher prices on the new More than usual of the old patterns will be dropped out of the line and more new patterns brought out and the revision of the line will be con- tinued until all the old patterns are dis- continued. This plan saves the retail dealer the trouble of explaining to his customer why a chair or a table shown a few months earlier is higher priced now. If the pattern is different no mat- ter to how small a degree then the higher price can easily be accounted for. This is one of the tricks in the furni- ture trade. patterns. At a special meeting of the Grand Rapids Clearing House this week an appropriation of $1,000 was voted in aid of the Holland U. B. A. hospital, the payment to be prorated in the usual way among the banks. There was con- siderable opposition to the proposition, not on the ground that the hospital was not entirely worthy, but on grounds of sound policy and unwise precedent. If the banks, through the clearing house, can contribute to the Holland U. B. A., it was urged, they will be asked to contri- bute to other causes equally meritorious and it wil be difficult to draw the line. The question was also raised as to the legality of the banks using their money for charity purposes. The department at Washington and the State banking de- partment in recent years have been dis- posed to scrutinize closely any diversion of funds by the bank and it was suggest- ed that an appropriation of this character would be open to criticism. Contribu- tions by the bankers as indivduals would be eminently proper, and most of them, it is stated, are already on the list, but for the banks to make appropriations without the consent of stockholders would, it was urged, be improper. The appropriation was voted however, and now it will be up to the directors of the various banks to come across with the coin. Some men are always going at high speed, but they are headed in the wrong direction. It takes a brave man to face a little woman at the head of the stairs at 2 a.m. - A man may have a swelled head with- out having a broad mind. TRADESMAN YOUR CHRISTMAS GOODS. It is high time that most of these were ordered, yet in making his se- lection the local merchant will do well to consider his surroundings. It is not always what his patrons do buy so much as what they should buy which is the essential thought in the mind of the merchant. It may be that the chance for placing their money where the value received will be greatest has not come to them. In the rural dis- tricts, where a trip to the city is an annual event or, perhaps, the extrava- gance of a lifetime, the purchases run In a groove, wide or narrow, accord- ing to the ideas and capital of the local dealer. It is to such people that the mail order eventually appeals. While the hustler knows that it may be eliminated, it is up to him to antici- pate probable needs, to look over the situation carefully and to plan for his patrons as carefully as for his family. What have you to offer that is new and tempting to supplement the time- honored Christmas dinner? There are fruits which may have never found place in your town, special brands of confections which are deserving of notice, pickles and condiments which need some special mention. There are articles of dress which have been un- tried; standard goods, the beauty and durability of which have been many times proved, which may have been thus far a little above your heads. There are furs, laces and other acces- sories which some of your patrons could use to advantage. Study the situation over carefully. Get some of these things for a special week’s sale, with the privilege of returning those unsold. Work up a bit of enthusiasm over the Christmas goods. Prove that you mean what you say. Get up an attractive window and give instruction at every new point. Strive to have something for each member of the family. Cater to your community, but have in mind always that it is a rising one—and then see to it that you help it to rise. THE CLOSER TOUCH. On every side there is dissatisfac- tion about the high cost of living. It is burdensome and in many _ in- stances seemingly unjust; and you, who come in direct contact with the consumer, are the who must take the blame. True, there is a man occasionally who revolts at the idea of paying five cents for an apple such as he used to pass by on the old farm as not worth picking up. He sends back an order to the old home for a barrel of the fruit, and when it comes and he deducts transportation charges and throws out the decayed portions, he still finds that his apples cost him about the same. But this is an extreme case. In many instances it might be different. People if they only knew how and where to apply could in many cases save money. Fortunately for you, they do not know or, knowing, do not want the extra annoyance. But you can do a part of this work for them and save both to yourself and to them by a bit of extra care in getting into close touch with the pro- ducer. It is your business to get man October 30, 1912 fresh goods at as low a price as pos- sible. This can be most fully accom- plished by keeping in closer touch with the varied productions. There are provisions raised in every agricul- tural community which you should make use of; yet if you greet the farmer in a half-way tone, he will naturally conclude that his butter and eggs are a drug in the market and will, perhaps, resolve to use more of them in his own family and buy less of something else. Get a move on. Find out where you can dispose of them to the best advantage, and where you can purchase what he needs in their place direct. The short cut will pay you, both in money and in repu- tation. A A training school in’ publicity should be established for such public and semi-public institutions as look to the newspapers to awaken public interest to the enterprises they may have in hand. The West Michigan State Fair, the Land and Apple Show, the Association of Commerce, the various hospitals, the Park and Bou- levard Association, the Charity Or- ganization Society, the churches— these are some of the institutions re- ferred to and there are others. The newspapers are kindly disposed to- ward these organized efforts and would gladly help them in every way possible. But those active in the Management almost invariably refuse to co-operate. They will not take the trouble to furnish the basis for the publicity which they want. They not only ask the newspapers to give them all sorts of space, but demand that they shall dig up the material with which the space shall be filled. To insure publication an article, besides being properly written, should have some element of popular interest. A properly trained publicity agent could easily secure a column a day in each of the city papers for almost any public enterprise and for an indefinit2 period by observing the ordinary rules of the game. If these under- takings do not get the free advertis- ing which they think they ought to receive and to which, perhaps, they are entitled it is usually their own fault in not going at it properly. They will not even furnish the facts upon which the stories shall be based, and the newspaper, in disgust at this lack of co-operation, usually quits as soon as it thinks its duty has been discharged. The banks in southwestern Michigan, from Ottawa and Allegan counties south have been paying 4 per cent. inter- est on savings deposits. The impression has been growing the past year among them that this rate is too high and a reduction in the rate to 3 per cent. has been agitated. A meeting was held in Kalamazoo Tuesday to discuss the mat- ter and L. Caukins, of the Fourth Na- tional Bank, and A. T. Slaght, of the Grand Rapids National City, attended to assure the southwestern bankers that in this movement toward safer and bet- ter banking they would have the moral support of the Grand Rapids banks. There are more brands of cussedness than there are brands of religion. 4 i fi i { ae ie a ge ~~ + ~~ ef AM tn 2 ee oe October 30, 1912 THE OLD BOARD OF TRADE. It seems more or less fashionable in Association of Commerce circles to refer with something like con- old Board of Trade. Often we are asked to forget the mistakes which the old Board made, rarely is anybody invited to remem- ber it worthy achievements. This policy of belittling the old organiza- tion may be self satisfying to those in control of the new, but it is not easy to see how it can be grateful to those who gave generously and unselfishly of their best energies, their time, abilities and money to car- ty on the work which the old Board did. The old Board certainly made mistakes, as any person or any organ- ization is bound to do which tries to do things, but why eternally refer to these mistakes when so much can be found in the mended? tempt to the records to be com- The Association of Commerce is a splendid organization and worthy of the city. It is splendidly equipped in finance, ability and membership. It has a membership of something over 1,200, with an annual income in ex- cess of $30,000. It has a Secretary at $4,000 a year, an Assistant Secre- tary, three regular stenograhpers and others for emergency use. transportation It has a department, with a recognized expert at its head, and it has other departments with heads chosen with special reference to their abilities. The Association is up-to- date and it is doing good work and the money invested in it will certainly bring results. These strength in the new organization are mentioned merely to contrast the dif- ference between the conditions of the present Association of Commerce with those under which the old Board of Trade did its work. For twenty vears, while H. D. C. Van Asmus was Secretary of the old Board, the mem- bership never reached 1,000, its income in its most prosperous year was less than $10,000. The Secretary had a stenographer, but otherwise did all the work himself, with such aid as the officers and directors could give him, and his salary was $2,500 a year. He was an experienced railroad man and personally conducted the transporta- tion department, and his work in this direction has never been improved upon. He conducted the convention bureau and it may be recalled that Grand Rapids was one of the best known convention cities in the State. He looked after the interests of the retailers, and civic demonstrations of all kinds designed to draw visitors to the city were under his charge. He looked after the interests of the wholesalers and the Trade extension excursion and the Merchants Week festival were both instituted under his administra- tion. He was the city’s industrial agent and the Stickley Bros. Furni- ture Co., the Retting Furniture Co., and the Malleable Iron Works are some of the industries brought here under the help and encouragement of the old Board. It was with the en- couragement of the old Board that Grand Rapids made such progress to- ward becoming a great furniture mar- elements of MICHIGAN ket, with exposition buildings for the outsiders. The old Board gave its active encouragement to the building of the Muskegon branch of the G. R. & I. and was an important factor in securing the extension building of the old Detroit, Lansing & Northern from Grand Ledge to Grand Rapids, now a part of the Pere Marquette system. The old Board boosted the building of the Holland and the Muskegon in- terurbans amd interceded with the Council to secure for them favorable franchises. The present Association of Commerce is standing calmly by while the Council is sand-bagging the proposed Kalamazoo interurban with an old tax title on property which the interurban wants to buy for terminal facilities. The old Board of Trade raised the money for buying the river boulevard from Grandville to the Lake Shore bridge, incluling the twenty-three acres of Indian mounds. The old Board helped to secure ap- propriations from Congress for the improvement of the river and was a potent factor in securing attention to this city’s need for a new postoffice building. The old Board put the West Michigan State Fair on its feet. It was under the old Board that the Municipal Affairs Committee became an active and influential factor in the city affairs, in the development of the park system and in the improvement of city conditions. Many of the former presidents of the Board never presented bills for personal expenditures, although in some cases their traveling expens-_s in behalf of the Board amounted to hundreds of dollars. Many other things could be recalled to the credit of the old Boarl of Trade, with its scanty equipment and meagre income, but enough has been cited to entitle the old organization to an occasional pleasant word from those who are active in the management of its suc- cessor. The old Board may have made mistakes, but it was honest in its purposes, zealous for the upbuild- ing of the city, earnest and sincere in all its undertakings, and the rec- ords show that, considering its oppor- tunities and the support it received, it did a great work for Grand Rapids. Its greatest achievement — greater than the new industries created under its auspices, greater than the material improvements that were brought about—was the training of the busi- ness men of Grand Rapids to work together for the common good. But for the training received under the old Board the present Association of Commerce would be an impossibility. Instead of speaking contemptuously of the old Board of Trade, the present Association of Commerce should refer to it with respect and remember it with admiration, and endeavor to make a record which, in some degree, will compare with what has been done before. The ability to write a good business letter is a valuable asset. Since almost every large transaction turns on the pivot of a letter, the man who writes the letter wields a power which is worth cultivating. TRADESMAN BOOMERANG CLAIMS. One of the stock arguments of the railroads is that the reduction of the passenger fare from 2 cents to 2 cents a mile necessarily compels the rail- road to employ inferior workmen and clerks. It is a matter of common knowledge that the passenger earn- ings of nearly every railroad thus effected show a material increase since the fare was reduced, due to the con- sequent increase in travel. Further- more, an interesting analogy is found in the operations of the express com- panies. Everyone concedes that the express companies exact enormous overcharges from the public, so that dividends are paid on stock that rep- resents 99 per cent. water and 1 per cent. acttial investment. In other words, practically all of the capital- ization of the express companies is represented by stock dividends, on which the public is compelled to pay handsome cash dividends, yet the ex- press companies have kept the wages of their employes down to so low a point that the personnel is at a very low ebb. In this city men are em- ployed who cannot read and write. The slums of the cities everywhere are drawn on for express employes. No attempt is made to public well and faithfully. Business men as a class are willing to pay a fair price for anything they require and any time the railroads can show that they have the managerial ability to handle the traffic of the country as it should be handled and can prove that present rates are not sufficiently high to pay dividends on actual in- vestments, the public will very cheer- fully consent to an advance in rates. Three-fourths of the railroad stocks of the country represent nothing but water. never issued as corporations serve the They were ordinary issue stocks. The roads were bonded to cover the cost of construction and the stock was divided among officials and others who were close to the powers that be. It is preposterous to expect the public to pay la-ge dividends on stock of this character and when a railway official whines and complains that he is not getting a dividend on his stock, the first enquiry the public should make should be to ascertain what the stock actually represents. Does it represent actual value or does it rep- resent water injected into the organ- ization through graft, craft and greed? DISCHARGING A MAN. It is a serious thing to discharge a man—it may change his whole career. It is often a positive injustice, as well as a business mistake, to dis- charge a man in a fit of temper. A department head in a mercantile house came to the superintendent and said: “I want your permission tc discharge that man right away—right on the spot.” The superintendent, noticing that the man was angry, said: “You are mad now. Just cool off before you do anything. Come back to-morrow and see me and let me know if you still wish to discharge him. If you do, you have my per- mission.” The next day the man came back 9 to the superintendent and said: “You were right yesterday. I don’t want to lose that man. He did all I said he did, but it was only a misunder- standing. We talked see now how it was. H out and f I might have made the same mistake myself. I believe that man is as earnest as any man in the department and I want to keep him.” That is a good rule for every man in authority—wait until you cool off. Don’t take a step when you are angry that may harm another man. In such a state of mind it is impossible to think correctly about a case and any view you might take of it would per- haps be distorted. Nothing is lost by waiting a while and talking it over with another person. a George J. Cowan, of the Dry Goods Reporter, Chicago, gave the Grand Rapids Advertisers’ Club an interest- ing talk last week on window dis- plays and interior decorations. The talk was illustrated with views of show windows in every age and in every country, and it was instructive as well as interesting. Instead of being one of three speakers of the evening, however, Mr. Cowan should have had the entire evening to him- self and it would have been better had his audience been confined to those who are directly concern J in show windows and the stories they tell to the shopping world. Mr. Cowan should be invited to return for an evening with window trimmers and retail merchants who have win- dows for the display of their wares and who are directly interested in the best methods of window advertising. The character of his audience last week and the necessity of hurrying along compelled him to omit much that would have been in the highest degree instructive to the trade, and should he return these interesting de- tails could be given. “In no branch of advertising has such progress been made in recent years as in window arrangement and display. No longer is the window left to chance or to some clerk with an idle hour on his hands. The window now calls for thought, study, artistic ability and the services of an expert. In no city in the country, perhaps, has the change in window methods been so marked as in Grand Rapids and it is likely that no where could be found a’ more appreciative audience should Mr. Cowan return. A movement is on foot by the retailers to get up a win- dow display contest, with prizes for the most attractive displays in the ditferent branches of trade. A lecture by Mr. Cowan on the technicalities of window trimming and what other cities are doing would be an appro- priate part of the proceedings. coe The most far-reaching work is teach- ing; for it calls into action the latent capacities of others, virtually accom- plishing in the aggregate vastly more than the teacher could do by his own efforts, however great his individual capacity for work. The business cap- tain of the future will be more than ever a teacher. 10 MICHIGAN TRADESMAN October 30, 1912 ‘ > Claus placed in the center of the upper painted by some scenic firm in Chicago : ni Ze portion of the window. This has been at a.price of 25c per square foot. Wm g = flanked on either side with tall, box Our next illustration is that of a % - columns, over which has been fastened novelty goods window, decorated by W. g WINDOWaND INTERIO} % cotton batting or cotton wadding in H. Bates. This shows an exceptionally g = a imitation of icicles. A thick coating of good line to be displayed during the A = diamond dust has been placed over this Christmas season and most stores, even N Cee . a most realistic snow effect. though they may not handle this line the vines and —— of artificial all the year through, put in a small line - i holly have also been used in this decora- ort fer the Che: i. i a lu tion to introduce a bit of color. The Poe ee ee Otte ' tall posts on either side of the window, cludes all types of manicure sets, toilet on which are fastened the plates, is a ‘ets, fancy mirrors, small clocks, hand Do Not Neglect the Christmas Win- exactly what you want them to. They very clever method of showing these bags, leather goods of all kinds, ete. { dows. are designed with an exact knowledge goods. In fact, the arrangement of For a line of goods of this kind, it Weare for the ee of your requirements, with an expert merchandise all through the windows is necessary to place them in a window Your plans for your Christmas win- knowledge of how the merchandise has been carried out very cleverly. The : noo dows this year deserve more than the should be placed and with all of the introduction of fancy pieces of linen is “ihe aed ey Care eee eee tae ordinary consideration and they should beauty of design and attractiveness of most appropriate in a window of this ground. The goods themselves are of be well laid and carefully thought out. finish which adds tone and character to-. kind, because one associates them with 2 high character and look best if the china. This also would help surroundings are harmonious and not i r sales during the Christmas sea- too sensational. son for the linen department. Just above the French windows is an In showing this window, you artistic arch effect, cut out of wall board , must realize that this will not and painted with Alabastine to match \r only be helpful in the showing the side panels, and decorated with the F of china and crockery, but this holly wreath and holly vines. same background can be used These two illustrations give you two for the showing of practically definite. suggestions for your Christmas any line of merchandise which displays, both of them being very good + They should be taken up early, with the all important fact in mind that with your windows you are going to create the desire to buy. The public this year have the money to spend and they are going to spend it and, if your store front is inviting and your goods well displayed, you are going to get more than your share of it, because most merchants do not give the attention to their window dis- plays that they should. It is up to you to be an exception this year and see how much it means to money.” The location of your store, the size of your city, town or village has absolutely nothing to do with the case, for if the merchants who are located out of the business centers of the cities or those located in the smaller towns and villages would give the at- tention to their window displays that they should the public would trade at home. How long would you tolerate a clerk who would drive trade away from your store or who, through indifference, would not make the sales that he could? Now, then, let us ask you how long you are going to permit your windows to be anything less than 100 per cent. efficient? The excuse is too often made that the city-merchants and the big stores em- ploy expert trimmers and have up-to- date facility. Perhaps you do not know that you can secure equipment now with which the proper display of mer- chandise is not at all difficult, for fix- tures these days are designed to do you in “real your displays. The Christmas windows are in many ways the most important of the entire year. It is also true that more mer- chants pay attention to their Christmas than other event. This means that everyone of our read- ers will at this time be deeply interested in anything that will give them suggestions that will be helpful in putting in their Christmas displays. With this, idea in mind we are showing here- with — several illustrations of windows that have been in- stalled and that have been proy- en profitable. The first win- that we show is used for displaying chinaware, which, of course, is an ex- ceptionally good line to show at this time of the year. The background of this window has had the large painting of the head of Santa displays any store dow it is worth while featuring at this time of the year. If you have no one in the store talent- ed enough to make the large painting of the Santa Claus head you can have this done by some one who is artistically inclined in your own town. Probably the best party to ap- proach on this subject would be some sign painter. If, however, there is no one in the town who can do this, you will be able to buy large paper pos- ters, on which a large head has been printed in brilliant colors. These posters can be bought from any firm handling bill posting supplies or they can be pro- cured through your local bill poster, who has a catalogue illustrating all the pos- ters which are on the market. If you want something more pretentious than this, it would be possible to have this for the particular line of merchandise which they are intended to display. The Christmas fireplace is always a very attractive feature, not only for the toy window, but for any kind of mer- chandise that is featured for gifts. The fireplace can be used alone or worked into many pleasing background ideas in which snow and frost can also be fea- tured along with holly wreathes and evergreen, Don’t neglect the windows this year. Keep them clean, well lighted at night and brightly attractive at all times. Don’t carry economy too far, for really good equipment for the windows and attractive backgrounds are not things / you can afford to stint. They are active, money making trade pullers. They-are best advertising and well equipped your windows are a constant * your once source of revenue, prestige and happi- No article can cost more than its price less what it earns. J. S. Fisher. | ness. i + | > October 30, 1912 MICHIGAN TRADESMAN 11 For Your Christmas Windows NOW is the Time to Start with Perfect, Easily-Made Displays and Classy Modern Windows Done with Fixtures That Cost Least of All. The Windows Will Create the Desire to Buy This Christmas Season of Plenty Three Big Assortments for Little Money These assortments contain just exactly the correct selection of fixtures. display attachments and parts of all kinds with which you can create the most attractive. modern displays of dry goods and general merchandise. Are you getting along with poor fixtures. or worse still no fixtures at all? Don’t waste any more time or money by neglecting your ‘‘SILENT SALES- MAN,” your windows. The size of your town or location of your store have nothing to do with the case. “The Better Way”’ is the biggest. most complete. beautifully designed. perfectly made and richly finished line of fixtures and we are the largest ex- clusive manufacturers of display equipment. Because of this you cannot get anything that would cost less and our expert knowledge of the business and your requirements insures satisfaction. OUR EXPERT SERVICE If these special assortments are not just what you want. write us at once telling us what kind of merchandise you handle, sending us a rough sketch of your windows showing the length and depth and we will IMMEDIATELY send you full information. prices and illustrations of an assortment of fix- tures selected expressly for your own windows and any kind of merchandise. For Dry Goods, General 7 No. G 1 $20.00 and Department Stores A * complete assortment for two windows. This outfit con- tains the rigid and telescoping stands, display attach- ments, and Adjustable-Attachable Cross Arms and Shelves for all merchandise. Unit Display Made For Dry Goods, General With Parts in Assortments No. G 2 $25.00 _and Department Stores. Same assortment for two windows, containing all of the various stands, attachments, and the addi- tion of the Draping Set shown on the left, consisting of Adjustable-Attachable Draping Form, Big Adjustable Draping Shelf. etc. ae For Dry Goods, General and Department Stores. Two full windows No. G 3 $35.00 or more, and containing all that the other two do for all merchandise. and also containing a full set of 5 clever new draping pedestals. complete with slabe (in assorted heights. 10 pieces.) These stands, the ‘“‘Adjustable-Attachable’’ Draping Choice of 8 Standard Grand Rapids Finishes: Form and the ‘‘Adjustable-Attachable” Draping Dis- Natural Oak Fumed Oak Bog (Green) Oak Natural Birch play Shelf. are part of assortments No. G 2 and No. G 3. Golden Oak Weathered Oak (Mission) Silver Filled Mission Mahogany Make Your Windows Express the Christmas Spirit of Your Store | The “Ole Fashion” Christmas Fire Place Made for Your Window---Ready to Set Up BR AUSE we specialize exclusively in window and display equipment and possess every modern facility for making the best at the least cost this “SPECIAL” will appeal to the merchant requiring the best. Made “take down” in the best manner possible, it can be used again and again and because we can make them in quantities, we can give you a finished article that you cannot afford to make up yourself. The old fashioned imitation red and white brick work is 6 ft. high and 4 ft. wide. The massive Mantel Shelf is 38 inches from the hearth and the imita- tion wood andirons complete it in every essential detail. It can be placed easily in a few minutes time and by add- ing the hearth log, stockings, toys, a background, and pictures, the Christmas Eve picture is complete. Finished in a rich Brown Mission. Don’t Put Off---Order Now. PRICE $5.00 £.9-8-Stand Rapids shipping Weight 50 Ibs. gees se bp e “The Better e ° Interchangeable Fixtures Co. “wore. Grand Rapids, Mich. Ship the following via— ae : Le [_| “Ole Fashion” Christmas Fire Place. Price... $ 5 00 Name — [| Dry Goods and Gen’l Mdse. Assortment No.G1 20 00 a [| Dry Goods and Gen’! Mdse. Assortment No.G2_ 25 00 [|__| Dry Goods and Gen’ Mdse. Assortment No.G3 3500 Town __________State 12 MICHIGAN TRADESMAN October 30, 1912 5 = ' = i E ’ 2 DRY GOODS. = /- _ a =s —_— FANCY GOODS“°N | TIONS: Status of the Principal Dry Goods Staples. The cotton goods markets are firin with buying showing more breadth and with ahead. mary markets purchases have become large and bookings have been for de- liveries extending into next Roadmen farther In some quarters of the pri- buyers looking year. who are out with spring merchandise are sending in some very good business. This applies to many lines of dress ginghams, to several lines of fancy goods, to lace and em- broideries, to knit goods for fall and spring delivery, and to various lines of miscellaneous merchandise wanted by the retailer and the jobber. Cot- ton domestics are firmer and_ are showing more activity, especially on any goods that can be delivered in the last three months of this year. There has been more firmness shown in sheetings and drills for No- vember and December delivery and the buying has been more general. Wide print cloths are higher and some numbers are very scarce for delivery this side of November 15. Narrow print cloths have hardened in the past two or three days. Staple col- ored cottons, such as denims, tick- ings, lines of chevoits and many working suit goods are decidedly firm for any nearby delivery and the cutting trades are doing a much bet- ter business with jobbers and retail- ers. Improvement is noted in the call for low printed lawns and for nov- elties in wash fabrics for delivery to Southern and Southwestern retailers. The lining trade with clothiers has been a little slack, but the prospects for spring are excellent. Converters of these goods have worked stocks low and clothiers have light stocks. Southern mills making sheetings, drills print cloth, yarn convertibles and other brown goods have laid the foundation for a large spring busi- ness. They have accepted contracts that will carry into March, and in sev- eral instances they are covered on cotton for the covered on cloth sales. For October deliveries period these mills have very few goods to of- fer. This fact is gradually becoming apparent to jobbers whose orders are running out and who have not been able to pick up surplus stocks save at mill prices in the past three weeks. The largest handlers of Southern napped cottons state that they have never had such light stocks at this time of the year. The chances now favor going into a new season with absolutely clean stock sheets, some- thing that has not occurred in a long time. On all standard flannelettes the market is very strong and buyers are willing to pay stiff advances for spot deliveries. Dress gingham business is coming in every day. It is irregular in dif- ferent houses. Staple ginghams con- tinue to hold steady, without much prospect of an advance in the near future. Jobbers are not ordering their usual volume of ginghams for spring, although there are some well known exceptions where the business placed with mills has been materially in excess of last year. Shirting chambray continues well sold up. Denims and tickings are under or- der in the leading houses for the next thirty or forty-five days. The busi- ness recently submitted has been small, and seasonable so, but agents have been glad of the lull, as it is giving them a chance to catch up on delayed deliveries. The yarn markets are showing signs of a steadily broadening trade. The worsted yarn markets have not been in such a strong position in five years. The raw material market is strong, and the finished goods market could hardly be stronger, in so far as strength is reflected back to the spinner in the form of requests for quick and prompt deliveries. Cotton yarns rule steady, with business com- ing from a wider area. There is a better trade coming for- ward for spring on laces and em- broideries. Some of the manufactur- ers of fine underwear are ordering fine embroideries more largely than last year and are placing business on the costlier qualities. in favor. Laces continue There is a well-settled conviction in large houses in dry goods that the spring trade is going to be very ac- tive. This thought is based on the steadiness with which re-ordering has been going on and the caution shown by every one at a time when con- sumption is increasing beyond any reasonable doubt. It 1s beginning to become apparent to buyers of many novelties and dry goods specialties made in New York State, that the new short-hour law, which went into operation October 1, is going to have some effect on merchandising because it is going to restrict deliveries very materially and is going to restrict production at once. A great deal has been pub- from time to time in the past few months, but it lished on this topic have fallen on deaf :ars. This change of law means a reduc- tion of running time amounting to 10 per cent., or a reduction from sixty hours to fifty-four hours weekly. The many underwear and hosiery mills, the fancy knit goods mills, the hun- seems to dreds of factories where aprons, skirts, waists, ties, etc., are made, in fact, the whole of the cutting trade, will be effected. If there is to be no larger demand for goods in the next three months than there has been in the past three there will then be a famine in stocks. The indications are that the demand for merchandise will broaden in the next three months, hence buyers will have to take into account the chances of getting the goods they order, and which they now think will come along as usual. The world’s wool markets continue to gather strength and to advance in price. The flax markets are strong. The -jute markets have been very strong. Cotton, of all the staples in textiles, is relatively cheap, but with a full demand it is hard to see how it will remain uninfluenced by other raw materials. Foulards and other printed silks, embodying many new ideas in fab- rics and colorings, are now confident- ly expected by a considerable part of the trade to have an important part in the business for next spring. This opinion is held despite a considerale sentiment on the contrary, based on the acknowledged overdoing of the foulard business of late years. A few- er number of converters are now said to be working on foulards, meaning, it was stated, that most of the busi- ness will be done another season by a limited number of houses of estab- lished reputation in the manufactui- ing of this fabric. One of the leading manufacturing concerns in printed silks has already shown its new fabrics for next sea- son, and others, it was learned, have been working on new ideas in foul- Speaking of the trend for next season toward a new impetus in priut- ed silks, a well-informed member of the trade pointed out the contusion that had arisen in regard to these fabrics, particularly showing how the name foulard was commonly misitsed to express the whole list of printed silks, The historp of the trade showed, aris. he said, that the term printed silks really referred to many articles be- sides foulards. He named over a list of printed fabrics that had been pop- ular in the past twenty years, such as printed cantons, printed Japanese and Shanghais. Then came the fine twills, which were the real foulards. Printed satins also had a run, he said, followed by a season of printed fleur de soie, and lately crepes had had some call. printed Immediate silk business was stated by a large part of the trade to be moving satisfactorily. Orders, it wis Stated, were as a rule not of large size, but were coming in frequently by mail and wire. Prices on popula: fabrics were stated to be firm and likely te advance by another season. In staple silks for next spring a growing demand was reported, and manufacturers generally were stated to be showing more indepenience in raming prices. Many reperis have circulated as to the weak pos tien of certain grades of messalines. but as a matter of fact desirable merchan- dise, it was claimed, was bringing at least as firm prices as last season. The price situation in ribbons was the topic of general interes! in the trade, the opinion being strong that aciiuz’ eavances would, before many days be asked by most of the leading mills and selling agents. Such an ad- vance will apply, it was stated, to practically the whole ribbon list, high- er prices, of course, having been ob- tained already on goods in greatest demand, and in which supplies are short, such as fancy edges. Advances of 5 per cent. have been talked of by at least one house for some weeks, and announcement of an advance of 2% to 7 per cent., of course, has been sent out by another. Although a portion of the trade felt that a general advance was hardly obtainabl: right now, it was reported bp several houses as being consider- ably in excess of a year ago at this time. Leading importers and manufac- turers of embroideries profess to feel trimmed. 12 inch Doylies 30 inch Shams 50 inch Scarfs - 18 inch Center Pieces 30 inch Lunch Cloth We are showing a new handsome line of white embroidered Fancy Linen, scalloped edges or lace - $1.15 Dozen 2.20 Dozen 4.25 Dozen - 4.25 Dozen - 4.25 Dozen Exclusively Wholesale Grand Rapids Dry Goods Co. It Grand Rapids, Mich. Siomcararensi set Cetober 30, 1912 certain that another spring will wit- ness the beginning of a trend toward wider skirts and consequently a larger’ use of their goods. They base their opinion on information received from the garment and dressmakers as to style trend. In this connection the predicted vogue of the pleated skirt next season is pointed to as a_ be- ginning. Unquestionably the opening of the embroidery business. for next spring has given support to the present feel- ing in the trade. Business has not started with a rush according to the best reports, but the number of or- ders and the character of the buying was especially satisfactory. Some improvement the ‘demand the underwear manufacturing trade has been looked upon as indicat- ing the trend of fashions. noted in from Large houses making a_ specialty of high grade imported goods stated that orders were coming in somewhat beyond expectation. Embroideries selling as high as $8 a yard have been taken hold of already by large buyers. At the time the staple goods have not suffered. same more The trade was not sure of the goods that would lead in the next season’s trade, fashion not having been es- tablished enough so as to. decide whether it would be bands, wide goods or something else. So far in- terest has been shown, it was stated by several houses, in broad range of goods. Flouncings 45 inches in width have been quite freely ordered, also 27-inch goods and even narrower. The present demand in high grade effects of course means more to the imported articles, but it was pointed out that such a demand was natural! in the early part of the season. Busi- ness, it was stated, in domestic made goods would improve in proportion provided the present high expecta- tions as to embroideries materialized. of knit goods have been dropping into the market from differ- ent sections of the country, mainly to replenish stocks of fall underwear. The report was that they were having difficulty in getting deliveries on new orders in time to do them much good for this season. Advances in price are willingly paid, the one consideration being shipments in time for this sea- son. Heavy ribbed goods, for ex- ample, in which an advance of 25 cents a dozen has been made, were said to be scarce. Buyers First hand reports on trade condi- tions in the Middle West show that jobbers there are in a strong position, with stocks in good shape and orders coming in satisfactorily. Some prog- ress, it was said, has already been made in spring underwear business by jobbers’ salesmen. The volume of this business placed already, it was stated, was not large, but considered as satisfactory for the time of the sea- son and other conditions, chiefly pol- itical, that are now existing. On the leading question of the mo- ment, namely, the shortage, if not scarcity of certain lin-s of fall goods, the situation that New York State mills have to face through the enforce- ment of the new fifty-four hour a week MICHIGAN law, was being discussed in the trade. Actual experience under similar laws in cther states, such as Massachusetts, was said to have shown a full loss of 10 per cent. in production. Preparation, it was found, had been made early by a number of mills to meet the new conditions created by the law, several having already put The full ef- fects, of course, will not be known for its terms into operation. some time, but the feeling was gen- eral that prices would tend to become firmer. Whether they actually particularly in underwear, where the competition is so keen, was other knit goods, such as sweaters, for example, an increase in prices was held to be inevitable, considering the additional factor, the higher prices of yarns. ad- vance, held to be uncertain. In Scattered orders of small size were reported as coming from buyers who had delayed their initial business in spring balbriggans. Considerable in- terest was shown in the recent public announcement by a large concern of its entry into the nainsook branch of the business. The result of combination of the woven goods busi- with printed agreed, would be watche1 with inter- such a ness goods, it was est. ———_> > Winning the Confidence of the Cus- tomer. The customer buys for one of the following five reasons: Avarice. Ambition. Pride. Profit. Necessity. These five reasons are modified by his ability to earn and his willingness to spend. The man who buys from avarice is the bargain hunter—the man always looking for something for nothing. He must be taught to buy for profit instead of mere avarice. The ambitious buyer is the one who wants the best of every thing. As a rule, his willingness to spend is more strongly developed than his earning capacity; but if properly handled, and if the value is always in the goods which he purchases, he will make a good customer. The man whose pride alone prompts him to buy must be handled very carefully. If too high priced an arti- cle is shown him he is flattered by your error in judgment in regari to his circumstances and too proud te admit to you that he cannot afford the article. Great tact is necessary here in letting him down to his proper level and a little human interest on the part of the salesman frequently helps in closing him for the article which he really should guy. The man who buys for a profit is your best customer. His earning capacity and willingness to spend are in perfect balance and it is only nec- essary to show value in order to sell him a high priced article. In the man who buys from neces- sity, as a rule, the earning capacity and the willingness to spend are both at a low ebb. His very necessity will surely make one sale for you. But it is always necessary to handle this TRADESMAN customer very carefully, else the one sale that you make will be your only sale to him. Here is a splendid opportunity to sell at a profit both to the and to the any slow moving stock; but it must always be born in that the value must be there. house customer, mind The Service a Customer Expects. In discussing the goods, the clerk must have a thorough knowledge of them. He must know, not ontv th strong points of his own article and how best to put them up in a pleasing manner to his customer, but he must also know the weaknesses of his cceni- petition. He must know the partic- ular adaptability of his goods to his customer’s needs; he must know the amount of the ex- pects to get from a particular shoe; and he must know what shoe in his stock will best serve that customer. service customer the needs oi As to the specific merits of a shoe, why should the customer rather than some other shoe? The clerk must be thoroughly ac- quainted with the strong points oi every shoe in the store to be able to point out every strong feature that is in that shoe. He must be able to convince the customer that a certain shoe is the one shoe that will give him the desired service and he must make it so attractive that the cus- tomers can not refuse to buy. | The sale proper is divided into three parts: The approach, or interview. The demonstration. The closing. What a Successful Sale Is. Certain fixed conditions exist in every sale and are always the same, whether voluntary on the part of the customer or induced by the salesman. That is to say, the mental process is the same, whether you step into a buy this shoe cigar store and purchase a 5 cent cigar or into an automobile sales- room and order a $5,000 car. These elements are attention, interest, con- fidence, desire and conviction. Attention may be divided into two parts: attention, or the customer’s ordinary manner, and fix- ed attention, which means that the salesman has obtained control of the customer’s mind to the exclusion of all sense perceptions. Interest is merely intensified enthu- siasm on the part of the salesman Assumed 13 the Jf the customer gives attention and you can not immediately win his interest you can not hope to hold his attention very long. and must immediately succeed fixed attention. you his fixed The salesman must show a ready interest in the sale himself, together with enthusiasm, to get the customer interested. The Customer's Contidence Won. The next step is to win the cus- tomer’s confidence. The personality of the salesman, together with his thorough knowledge of the goods so impresses the customer that his con- fidence is won; and that confidence, secured, should never be trayed. once be- We have now placed the customer in the proper mood for the demon- stration ot the goods. A customer in this frame of mind, to whom the article is properly demonstrated, can not resist the desire for possession. Settled conviction from. the logical reasoning and summing up of all the specific merits and the par- ticular adaptability of the goods to the needs. [i each of steps—attention, interest, confidence, and desire—have followed each other in logical order the settled conviction must result and the sale is bound to follow. E. L. Kruse. —_+--___. Two Talking Machines. “Everything comes customer’s these four lovely down at the house ?” “Yes; we are leading the quiet life these days.” “How do you work it?” “Well, you see, we have a phono- graph, and it alternates with my wife after supper.” ——_+-—_ Where a_ publication carries well- written and well-set advertisements the advertising columns receive unusual at- tention. 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. Wholesale Dry Goods With nearly every article of merchan- dise one particular kind wins the popular approval and takes its place as the best. This is because it has important advan- tages over all others. “Utica”™’ class referred to. we will tell you why. chant should have this in their line, are distributors for Western Michigan. PAUL STEKETEE & SONS Utica fleeced underwear is of the Look over the line and Every live mer- We Grand Rapids, Mich. 14 MICHIGAN TRADESMAN October 30, 1912 MEN OF MARK. C. E. Lawrence, Writer of Trade Journal Advertising. Clifford E. Lawrence was born in Chicago in 1885, but in a few years his parents moved to Woodstock, Illinois, and in this little city he received all his schooling, so he calls Woodstock his home. It became necessary for him to leave high school after the first year and he went to work in the Oliver typewriter factory, which institution, by the way, is the city’s chief industry. In all he was with this company five years, during which time he progressed from unskilled day work at $3.75 per week to the highest type piece work, which paid $18. Irom the day he entered the Oliver building he had one great ambi- tion—he wanted to go to college. He realized that he could never be satisfied with the work of a mechanic. His mind was on drawing, writing, speaking—any- thing, in fact, but what he was doing. This desire for more schooling would not be held back. After five years he had saved enough to give him a little start and he determined to strike out and work his way through school. Then followed one of the happiest ex- He went to North- western College, at Naperville, Ill. Ev- periences oi his life. erything turned out quite as he had He soon found jobs enough to keep him busy and was even scheduled for a paper in one of the literary clubs. One bright Saturday he went to the country to shock corn. It was his first experience at work of this kind and the day was a hard one. At dreamed it would. . . ¢ night he was tired and soré and warm Riding home on the back of the farmer’s wagon he from so much exertion. There was no warm water where he roomed, so he very foolishly took a cold bath. The next morning he was ill with pleurisy, which developed so rapidly that he returned to his home. The result was that he was critically ill with pneumonia for weeks. The sickness not only took all his savings, but it also left him without strength. He finally had to go to the Northwest and work with a lumber company. For six months he worked as a common laborer in a lumber yard for $2 per day. The experience was very trying, but he would not take a great deal for it at that. He lived with working people and he found it interesting to study their caught cold. monotonous lives. After having fully regained his strength he returned home and went to work for the International Correspon- dence Schools of Scranton as their rep- resentative at Eigin, Illinois. He was doing very well with them, but was still quite sure that he had not found his life work. School now seemed quite out of the question. He concluded to find a line of work which would make up, in some measure, for what he had lost by not getting the schooling he sought —and he found it in advertising. An- swering a Chicago Tribune advertise- ment he applied at Butler Brothers for work in their advertising department and was successful. He went to work with a light heart and firm determina- tion to succeed. His duties were check- ing proofs, holding copy or doing any- thing else a beginner could do. The work was hard, but he liked it better each day. He made considerable head- way. In fact, he progressed much fast- er than was usual in a place of that kind. The work held his interest from the start. He realized that he was learn- ing new things of value each day and saw that he had chosen wisely. He worked in every part of the advertising department and finally succeeded in handling the work so successfully con- ducted by Glen Buck. About a year ago he accepted the edi- torship of a chain of trade papers at Cincinnati, but reliquished this position to accept a more lucrative one with the National Cash Register Co. as the writer of its trade journal advertising. His experience since then has been so valu- able that he would not exchange it for twice the cost. It has opened up a much wider field of effort. It has enriched his life in many ways, for which he is thankful. He is now going with Finch, Van Slyck & McConville, of St. Paul, and will have complete charge of their ad- vertising. In a personal letter to the Tradesman, Mr. Lawrence writes: “I cannot begin to tell you with what pleas- ure I look forward to the new work. I really believe that I will be in St. Paul for many years to come. Wife and I are already planning to buy our long coveted little home next spring. I am jubilant because I feel the same confidence in myself that I have always felt and because I know I am in my right sphere. I could never describe how much I love my work. I am go- ing to school every day and can look forward to continue doing so all my life. Wife and I were just saying a few nights ago that advertising seems to have come to me as a sort of a com- pensation for the sacrifice I had to make.” : Mr. Lawrence has the air and bearing of a student, but he has a pleasant per- sonality which is worth its weight in gold to any man who has back of it a sterling character and a laudable am- bition to succeed. —__>-+~.____ Because one advertiser does not find that his advertising has cumula- tive effect is no reason why another advertiser may not find just the op- posite. ——_»>2.____ Everybody who knows much about advertising knows that as yet the best informed know only a part of the sci- ence of the business. Wanted the Work That Appealed To Him. In the Dakota town where Brandman was raised and made his start in life he was given up as ‘ There ‘a good for nothing.” were just exactly two places where he could get work in that town. One was the village store; the other was the mill. In neither of these places did Brandman last long, and both his employers lectured to him on the virtue of constancy, and quoted the proverb about the “rolling stone.” 3randman’s father was worried about his boy. How could he help but worry when two such pillars of success as the town miller and the grocer were firmly convinced that the boy would never amount to much? Neither the miller nor the grocer had anything to say about Brandman’s honesty or sincerity. He was a boy of excellent habits, and could be trusted with money, they testified. Only he tired of his jobs easily. He lost interest in them, and once his in- terest in the work was gone there was no use keeping him. He tried to be honest with his employer and give him his money’s worth, but whatever he did his lack of interest in the work always came to the surface. Finally Brandman landed in Chicago. Just before the train pulled out of his home town Brandman’s father embraced him and, in a subdued voice, pleaded with his son to “settle down to work,” to master himself, overcome this habit of wanting to change places. Brandman promised. Kept on Changing Jobs. But promises are easier made than kept. In Chicago, too, Brandman kept on changing. He had, several good jobs as jobs go. But he quit them be- cause he was not interested in his work. times Brandman left a job which paid him $15 a week to take one for $9, for no other reason than think- ing that the $9 a week job would agree with him better. One streak ran through all his roving and job seeking. He was looking for work where he could make use of his mental faculties, of his imag- ination. Unconsciously Brandman aimed at that sort of work which can be best done with hands folded but with the brain working at top speed. One day he landed in an office where there were only two young men and their two stenographers. The two young man would talk to the stenog- raphers every half hour or so, and the stenographers would then click away on the typewriter letters about land in Texas and the possibilities of that land; or they would click away on the ma- chines telling all about the latest inven- tion in farm machinery, a new cream separator which will interest every farm- er, or something similar, or rather dis- similar, which was a thousand miles re- moved from the office on the tenth story of a skyscraper. Succeeded in Work He Liked. Brandman’s employers were in the ad- vertising business. Brandman got a job and became interested in it. It was brain work. It required breadth of vision. That was five years ago. Brand- man is to-day drawing a salary of $125 a week. It is conceded that he has a great future before him. Ask him how he found his success and he will tell you: Several “Because I followed my inclination, and never stayed in a place or position that I did not like simply because other people thought the position attractive. I wanted to find the work that would appeal to me and interest me. I found it, and you cannot help succeeding when your work is a part of yourself.” What Brandman said in simple words Carlyle has put into literary language something like this: “Give us, O, give us, the man who sings at his work. He will do more in the same time; he will do it better; he will persevere longer.” There are many men nowadays who choose their occupation carelessly, and as a result do not get nearly as far ahead as they would if they had given their choice of a life work more atten- tion, more thought. “Tl take anything so long as it will pay me a living,” says the young man. Yes, take anything so long as it will give you a livelihood. This is the prop- er way to proceed. But do not be satis- fied with that anything. While sticking to the job which pays you a living wage, but in which you are not interested, look about yourself to find not merely a job but your life work. If you are pent up as a clerk in a store, and clerk- ing does not agree with you, either physically or mentally, while the job of a delivery boy appeals to you, take the job which will give you the-most satis- faction. It is a bad recommendation to have to look for jobs frequently because you have been discharged by each of your employers for incompetency, but it is not a disgrace to change jobs often be- cause you are looking for the sort of work which will appeal to you most. Life is long, and to be hitched all your life to a job which is at variance with your tastes, with your physical and men- tal makeup, is a pereptual inquisition. R. F. Vogle. —+-+___ A great many colums in trade pa- pers are devoted to telling clerks how to perform their duties, and caution- ing them to be zealous. There is less space devoted to advising managers and proprietors to remember they also owe something to the employes. As a matter of fact it is much easier to preach duty than it is to practice it, but it is difficult to find much that is new to say on the subject. There is a great deal of harping on one old string. There should be a happiness in duty. It should be possible for the entire force to work together so harmoniously as to make it a pleasure to be one of the number. The man who can create an atmosphere of that kind in his place of business is a real general. Frequent dicussions of ways and means are good things. Taking all the employes into your confidence, and asking them for advice as to how to improve methods is not only good team work, but is often productive of profitable ideas. Some business men in large concerns have these meet- ings daily—others weekly. Once in a while the office boy springs an idea that is worth while. Young America is very observant. —~++2s—___ The mental attitude of the sub- scriber is of fully as much importance as his purchasing power. October 30, 1912 MICHIGAN TRADESMAN 15 Largest Wholesale Grocery House In Western Michigan W'* have nearly completed the extensive improvements we decided to make in our Grand Rapids establishment at the time we acquired the stock, business and good will of the Lemon & Wheeler Company—enlargements which were necessary to enable us to house and handle the largely increased stock we will be compelled to carry 1 hereafter—and the Lemon & Wheeler stock is now being removed to our store and so arranged that we can fill orders for the Lemon & Wheeler brands with the same celerity for which the Worden Grocer Company has been so long noted. Our coffee roasting, tea importing and sugar grinding departments will all be greatly strengthened and augmented and every feature of our business will be so completely sys- tematized that we can fill all orders the same day they are received— sometimes the same hour. The Kalamazoo store of the Worden Grocer Company, under the management of Mr. Barber, will continue to handle the Lemon & Wheeler Company brands which have proven so satisfactory to the trade in the past and also the leading brands controlled by the Worden Grocer Company, thus greatly strengthening its position in the trade. We bespeak the continued patronage of an ever increasing circle - of customers. WORDEN (;ROCER COMPANY GRAND RAPIDS KALAMAZOO The Prompt Shippers 16 TRAVELING BROKERAGE. It Sounds the Death Knell of Present System. Written for the Tradesman. Most traveling salesmen feel a hunch at some time or another, that they would like to carry a little side line of their own. This may com2 about either by reason of his financial interest in some small manufacturing enterprise, or the importunings of some friend who has an article he wishes introduced. Always, in 3uch cases, the salesman feels himself treading on dangerous ground; unless he happens to be so situated that his firm will not object to his unde-tak- ing a secondary venture. The whole ethics of salesmanship is against the salesman taking “up the sale of a second line of goods without the ful knowledge and consent of his principal. Some salesmen have ven- tured into such business surrepti- tiously and found themselves in a most embarrassing position. The story is told of a stove sales- man who undertook by stealth to sel! a line of artificial flowers. He sold his artificial wreaths and_ sprays largely to country undertakers. For a while he made out very nicely with extra commissions, but the inevitable had to happen. On one occasion he gave an undertaker his stove firm business card. Some time later, his stove firm got a wire, bear- ing a country town addres:;, and read- ing: “Ship two dozen wreaths at once in accordance- with our price talk.” It happened that the firm made a stove that had rather an ornate wreath on the front door. Not wish- ing to seem obtuse, they hustled off two dozen of these stoves at once. When the salesman got back to the house, he was complimented on the nice little order he had worked up at Cinderburg. He nearly dropped apart as he realized the situation. He had the flower order filled and set earnestly about squaring things. It took all the extra money he had made on the sale of flowers to straighten the thing out by re-shipping the stoves in small quantities on orders of buyers unknown to his house. The country undertaker paid the bill for the stoves all right; but the salesman had to settle with him. The incident naturally had the effect of curing him permanently of the side line habit. The growing importance of sid2 lines has had the effect of changing the attitude of both firms and sales- man toward them in these latter days. Numbers of salesmen are now making contracts containing a clause which permits them to carry non-competing lines at their pleasure. Salesmen have a desire to make their short years of highest earning power as profitable as possible, and if firms are satisfied with the results produced by their salesmen in a given territory, there is no one else to be considered. The traveling i carelessly salesman, for in- stance, will make a contract with a manufacturer of a short line of wom- en’s and children’s shoes who grants ‘the privilege of adding a line of men’s shoes or work shoes. The clothing salesmen will handle pants or work MICHIGAN clothing as a side line. Salesmen for women’s clothing will carry petti- coats or underwear and non-compet- ing items. With these men, the main line will be carried, perhaps, on a commission basis with a guarantee or drawing account, based upon an agreement on the part of the salesman to produce a certain amount of business from his territory within a year or during a certain specified period. The side line will be handled on a straight commission basis. Some salesmen have gone a step farther than this. Having more con- TRADESMAN capitalized their selling talents and are prepared to assume business risks the same as any other dealer. These men work entirely on com- mission and upon their own time. They pay all their own expenses and live as they please. They may handle one or a dozen lines of goods. They accept no selling contracts with strings to them. They are selling free-lances and many of them are highly successful in a financial way. The whole tendency of selling good; on the road in these days is toward the development of this type of sales- man. Selling costs are invariably to go. take his hand, understand. to hear; seems near. pass it on am gone. lost? they cost? plan, vanquished man? wrought, I have fought. my place. to his bride, of space, face. dawn— I am gone. The Fellow Who Takes My Place. Here is a toast that I want to drink to a fellow I’ll never know, To the fellow who’s going to take my place when it’s time for me I’ve wondered what kind of a chap he’ll be and I’ve wished I could Just to whisper, “I wish you well, old man,’ in a way that he’d I'd like to give him the cheering word that I’ve longed at times I'd like to give him the warm handclasp when never a friend I've learned my knowledge by sheer hard work, and I wish I could To the fellow who'll come to take my place some day when I Will he see all the sad mistakes I’ve made and note all the battles Will he ever guess of the tears they caused or the heartaches which Will he gaze through the failures and fruitless toil to the underlying And catch a glimpse of the real I dare to hope he may pause some day as he toils as I have And gain some strength for his weary task from the battles which But I’ve only the task itself to leave with the cares for him to face, And never a cheering word may speak to the fellow who'll take Then here’s to your health, old chap! I leave an unfinished task for you, but God knows how I tried. I’ve dreamed my dreams as all men do, but never a one came true, And my prayer to-day is that all the dreams may be realized by you. And we’ll meet some day in the great unknown—out in the realm You'll know my clasp as I take your hand and gaze in your tired Then all our failures will be success in the light of the new-found So I’m drinking your health, old chap, who'll take my place when intent and the heart of the I drink as a bridegroom fidence in their selling ability and posses3ing capital enough to carry them, regardless of results, they have cut lose entirely from salary or other form of guarantee and have engaged in what has come to be known as Traveling Brokerage. Men who do this have, as a rule, considerable com- mercial instinct and possess much skill and judgment in picking out lines that will sell in the territory they propose to cover. Usually they are high types of salesmen. They are no man’s serv- ant. They are in business for them- selves as surely as are the men whos3e business they call to solicit. They have figured to include both the salesman’s salary and traveling expenses. The day of the fat, loosely aulited ex- spense account has passed forever. All salesmen to-day understand that the larger their traveling expenses the smaller will be their personal pay. Salesmen realize that they are, in fact, working on commission, no mat- ter what basis is used in paying them for their services. This realization leads more and more of them each year to throw off the wage yoke and put their operations on the sound business basis as fixed percentage for selling expense. They claim the full October 30, 1912 percentage and produce their results in their own way. Some have thought that this method would eventually destroy team work in the selling organization; but this does not necessarily follow under the direction of a wise 3ales manager. It may have the effect of doing away with certain forms of petty tyranny which obtain in some sales departments, which would be a good thing for all concerned. Naturally, as the fixed percentage selling system becomes more firmly established, the enterprising and ener- getic salesman objects to the waste of his time involved in handling a line so exclusive that he can only call upon a very limited amount of trade in a given town. The handling of legitimate side lines comes about as a direct outworking of the system. From the development of the past, it may be confidently predicted that traveling brokerage will be almost the only system within the next ten years. The effort of the real salesman will not be to get a position on salary with expenses paid, but his sole con- cern will be to secure the right con- nection with a good firm and be guaranteed protection in a good ter- ritory. With this plan fully established, the salesman will come into his own. He will attain coveted commercial inde- pendence and be saved from abandon- ing his sales work, perhaps in the prime of life, and very often embark- ing in some business enterprise with inside duties and untried responsibil- ities for which his years on the road have utterly unfitted him. Once hav- ing acquired the art of salesmanship and knowing that as his physical powers become impaired it will be- come increasingly necessary for him to finance himself in the practise of his calling, he will save his money, with this end in view. If opportuni- ties do not open to him otherwise, he will, at least, be spared the bitter experience of becoming in his de- clining years a man without an oc- cupation. With the myriad of things to be sold there will always be some- thing to be taken hold of by the traveling broker, able to assume his share of the financial risk involved in the tryout. Charles Edmund Barker. i Eiffel Tower Sinks and Rises. The remarkable discovery has been made that the Eiffel tower sinks over an iach into the ground in certain atmospherical conditions, rising again later to its normal state. It was known that the tower swayed hori- zontally to the extent of several cen- timeters, and M. Guillaume of the Academy of Science conczived the idea of stretching a piece of wire from the second story to the ground. Leaving the wire taut, he found that twice after storms it has loosteied to the extent of an inch or more. Further investigations have shown that the tower sinks several hours before the approach of stormy weath- er—in other words, the great struct- ure is an admirable barometer. Th: Eiffel tower is 985 feet high and was constructed by the engineer Eiffel for the great 1889 exhibition. — . October 30, 1912 MICHIGAN TRADESMAN 17 Consider First Your “"Turn-Over” That’s where success or failure comes to a business. If it isn’t what it should be, you are accumulating dead ¢ stock and tying up too much good capital. We offer you a line of goods with the best profit and greatest “‘turn-over’’ of capital on the market to-day. Magazines and other > Periodicals is That Line On monthly publications you get twelve, and on week- ly publications fifty-two “‘turn-overs”’ a year, ed your profits well surprise you. ‘ Tell us, on what other class of merchandise can you make such a ‘‘turn-over?”’ Then why not write asking us for our price list of periodicals and full particulars how a profit-paying News Department may be installed without risk or expense to you. It’s free. For convenience, fill out the coupon below. — The American News Company - 9 to 15 Park Place New York City The American News Company New York Please send me your price list of periodicals and full particulars how a profit-paying News Department may be installed without risk or expense, Name 22 ee Address Lies Eaten ak eee eee eee ae nace ee MICHIGAN TRADESMAN —_ ~ tli wcertec( STOVES 4*> HARDWARE ein ene wr 4 Ny ~— - - Pip) svseverveiyy = zs Zz g Z Michigan Retall Hardware Association. President—Charles H. Miller, Flint. oe A. Rechlin, Bay Mecoctery—Axthur J. Scott, Marine City. Treasurer—William Moore, Detroit. The Salesman As Interpreter of the Goods. Written for the Tradesman. “The trouble with young fellows now- a-days,” remarked the old hardwareman, thoughtfully, “is that they don’t make the slightest effort to learn things. They just mosey along, trying to earn their money with the least effort. there are exceptions. But as a rule there’s precious little effort to study the stock so that they can talk the goods.” My young friend, just starting hard- ware—Can you talk the goods? Of course, Salesmanship demands it—calls for it every minute of your working day in loud, clear tones. more—that terms Salesmanship demands you interpret those goods in which your customer can understand. Our friend Customer, viewing hard- ware from beyond the counter, dwells on the outer fringe of more or less mystery. Can you interpret this mystery of hardware so that it grows luminously intelligible to Customer? — If you can't interpret the goods, you are not yet a true salesman. And you can’t interpret the goods if you don’t know them thoroughly, from tacks to turpentine and from saws to sewing machines. Knowledge of the goods is the solid rock on which rests the very foundation of selling power. “But,” you falter, “My waiting on cus- tomers pays for that $5 if I bothered about the old goods, the boss would be getting the best of the dicker.” Don’t you know that learning the goods thoroughly makes it a_ sight easier for you to earn that five-spot and to earn and to pocket chunks of currency that make the pedro card re- semble a lost deuce? Doubt is a poor salesman and doubt is the child of ignorance. Certainty, born of knowledge, to sell things. By certainty, I don’t mean cock-sure- ness; but intelligent confidence founded on a thorough knowledge that enables yofi to find in the least possible space of time the very article that customer wants, to display the thing you’re han- dling before customer in the most con- vincing light, and to interpret your helps goods in terms that he can’t help but understand. An ounce of timely, intelligent inter- pretation of the goods is worth a ton of fulsome, eulogistic praise. Don’t be. satisfied to tell the cus- tomer—show him. That’s interpretation—it’s salesman- ship—it converts hardware from slow, unpleasant drudgery to proud, exalted science. So dig in, studying the goods you handle in every detail that you may interpret them to the great world of buyers. William Edward Park. —_o2-o— Merchant and Consumer Pay for Use- less National Advertising. Wricten for the Tradesman. No hunter, in his right mind, thinks of pumping shot after shot into the carcass of a “killed” animal. No seller of goods is foolish enough to send several salesmen after the same prospects. Why? Because no_ sales- organization can survive unless each salesman can account for many cus- tomers. Reverse the system, secure each sale through the combined efforts of several salesmen, and that business will find the road to ruin easier tobog- ganing than the rosy path to perdition. Then, why do nine hundred and ninety national advertisers out of every thousand persist in useless duplication of printed advertisements ? These national publicists choose mag- azines that have little but metropolitan circulation, and they run the same ad- vertisement in several different publi- cations. Did everybody read but a single magazine results might be dif- ferent. Instead of this, the average city family keeps from three to a dozen popular magazines on its reading table and by the time all of them are in- spected, Mr. National nouncement has become so familiar that Advertiser's an- it is no longer noticed. Some folk will say, “But think of the cumulative effect.” Yes and think of the cumulative effect of your own door- knob. How many times do you think you’ve seen and felt it? Yet we're willing to wager you can’t even tell what it looks like. Varied repetition is effective, but monotonous repetition produces little else but weariness and oblivion. Besides this, city stores deal less in trade-marked goods than is generally supposed. The average department store has its own brands, and these are the goods that are sold to customers. Even if the effect of the monotonously re- peated advertisements were to produce action, the department store would probably substitute a “just as good” private brand for the goods desired. Here, therefore, is where another one of the wastes due to national advertis- ing comes in. The announcements are needlessly duplicated and that, too, in the very field where stores most com- plete dictate what goods shall and shall not be sold. that Mr. National Advertiser decides to use sev- Suppose for the moment eral prominent magazines, each of which has a circulation of three hundred thousand. If he uses six, the circula- tion he pays for approximates two mil- lion. But suppose also that the readers of these magazines are what they most probably will be—readers of several different magazines. A conservative es- timate would place the number at three. Then, instead of reaching the two mil- lion paid for, Mr. National Advertiser really shoots at but six hundred thou- sand. But he has paid for two million. In other words, his selling expense is based upon a possible public of 2,000,000, while his sales can come from an actual public of only 600,000. October 30, 1912 This means that his selling expenses are three times as large as the market warrants. Of course, he doesn’t go broke. He makes up the loss somewhere—some- where meaning from the merchant and the consumer—and goes megrily onward adding the cost of his useless adver- tisements to the price of his goods Anderson Pace. Do you take care of yourself as you do of your horse? You are much more necessary to your business than is the animal. —_—__~. +> First impressions count. The man- ner of greeting the customer has much to do with the sale. —— No man is stronger than his weakest habit. 10 and 12 Monroe St. Foster, Stevens & Co. Wholesale Hardware 4 Grand Rapids, Mich. 31-33-35-37 Louis St. Ionia Ave. and Island St. We carry a Complete Line Winchester and U. M. C. Ammunition Winchester, Remington & Stevens Guns and Rifles ob Michigan Hardware Company Exclusively Wholesale GRAND RAPIDS, MICH. rm October 30, 1912 ROAD BUILDING. Some New Phases of Work in the South. Written for the Tradesman. A most serious element in the prob- lem of road building in this country is the extent of the fertile regions where the ordinary materials for construction are considered practically out of reach. Nearly all of the central prairies and much of the most productive localities in the cotton and cane regions of the South come under that description. With large areas of unvarying clay and humus soils, the most productive in this coun- try, with not a pebble which had not been brought long distances, the out- look for ever controlling the soluble clay so as to make transportation pos- sible, was decidedly dubious. The hope- lessness of the situation was such that in many regions the great study was to convert the food products into the most transportable forms, as in pork raising, and where this could not avail, to watch for the condition of weather and, by main effort and at great cost, accomplish all possible in the way of transportation. Thus in the South there was nothing to do but to carry the heavy, though valuable, cotton bales to the nearest railroad or river. In many localities this cost of transporta- tion would be greater than the cost of most favorable growing the cotton, so that the value of cotton land, as indeed, of all in these high near shipping worthless at a dis- regions, was very points and almost tance. The problem for many years present- ed what seemed insuperable difficulties. Naturally the efforts of those working for the solution would be along the ac- cepted lines, studying to find the most accessible materials in use and to have them transported to of the greatest need at great and varying cost. Thus such roads as are built out from the cities in those regions are of tre- mendous cost and, owing to the nature of the soil, wet climate, etc., decidedly perishable. localites As so frequently happens in the solu- problems of this kind, help comes from the most unexpected sourc- es. Not long ago the statement that the simplest possible use of materials right at hand in much of the regions described would be found abundantly effective, would not be credited, and yet that is the way the work is being accomplished. While the method has been in use long enough to demonstrate its practicability and also its lasting qualities, just where or by whom the plan was first demonstrated seems likely to remain unknown. The principle involved is the well known quality of clay to make brick by burning. One of the consequences of poor transportation is the growing up of young trees and brush on much of the land abandoned from cultivation. This growth is easily cut in any quanti- ty required in the immediate neighbor- hood of the road to be built. The method of operation is to dig trenches across the road every four or five feet, in which brush and wood is losely piled. The clay thus removed and more from the sides of the road, is piled up with layers of the brush until it is built up to a sufficient height, say four or five tion of MICHIGAN feet—the higher the better and more durable the road. For firing advantage must be taken of a dry spell of weather, and the better the results if a high wind is made one of the factors. In a recent Scientific American article on such roads in Mississippi, it is claimed that the cost per mile is less than the cost of the average gravel road in the North, although, possibly, this may be partly attributed to the abundance of cheap negro labor available. After burning, the materials must be shaped and rolled to give the usual Permanence is assured on ac- count of the well known indestructable quality of brick. Such a road, effective- ly burned, properly drained by ditches, would make a foundation for all time. With the addition of the same materials, screened as in the case of gravel, a surface. perfect surface could always be made, thus assuring permanence without un- due cost. To what extent this development in road building will grow must, of course, be a matter of conjecture. will determine Long use its effectiveness in the variously constituted clays. The present methods of improving are probably very crude. Work in the regions where labor is more costly will, doubtlessly, employ spe- cial handling apparatus and machinery. It is not too much to assume, however, that the new method is bound to have a wide recognition. In view of its re- ported cheapness, as compared with the standard methods of road building, it may be found that Michigan will have to look to her laurels in the better start given by abundant materials for the older methods. W.N. Fuller. —_—_~2+~+—.___ Motor Device Prevents Dust. A British engineer has invented an apparatus which, it is claimed, will prevent the clouds of dust raised in dry weather by other vehicles. The device, which is simple and inexpensive, collects the dust as it rises. motors aad The dust is drawn into con- duits which are funnel shaped at the mouth and which run from the rear of the front wheels to the rear of the back wheels. These conduits are connected with a box into which the dust is driven by the pressur2 of air, or this end. can also be accomplished by the aid of a centrifugal faa geared to the driving shaft of the car. The contents of the dust box can be dis- charged by pulling a lever at the front of the vehicle. ———_>+2_ ___ The Need of the Agriculturist. “Here I am,” said the returned wan- derer, “back with the fortune I said I would make, and ready to pay the mort- gage off the farm!” “Ef that ain’t hard luck!’ exclaimed the father. “As times are goin’ now that mortgage ain’t botherin’ nobody. I'd a heap ruther have seen you broke an’ ready to do regular work for wages.” ——_++.—___ Encouraging. First Farmer—I understand your boy Josh is experimenting on the lines of perpetual motion. Second Farmer—Yes, and I feel some encouraged about it. I thought for awhile that the only thing Josh was goin’ to take in was perpetual rest. TRADESMAN Who? Who helps to build your school According to the golden rule? When Miss Fortune’s hand has struck, Knocked down your plans and changed your luck, Who speaks the word that scatters fears, Gum & Sward, Sawbuck & Shears? church and When bills you owe are over due, Who is it says: “I'll wait on you Until you've gathered in your crop; Go right ahead—you needn’t stop.” Who helps you out when you are stuck? Gum & Sward, Sawbuck & Shears? Who, when you haven't got the dough, Comes to your aid, gives you a show? Who sends the goods and pays” the freight, And tells you that he is glad to wait, Wipes from your eyes the briny tears, Gum & Sward, Sawbuck & Shears? Who says to you: ‘We can’t express Without the cash with your address, You know we never sell on time To any one in any clime; Send us the cash, dismiss your fears,” Don’t that sound like Sawbuck | & Shears? And when you want to make a note, Sell a pig or calf or goat, When you need something right away— A mower blade to cut your hay, Or a plow point (without ftars); Do you call up Sawbuck & Shears? And at last when you're in bed, The doctor says: ‘‘You’ll soon be deud.”” Who'll be there to wait on you, Who'll sit up the whole night through, At the funeral shed some tears, Gum & Sward, Sawbuck & Shears? Who, when _ ground, Won't rush away, but linger round, And when the last “‘Amen”’ is said, Will scatter flowers o’er your head, And brush away the briny tears, Gum & Sward, Sawbuck & Shears? ——~72->_____ A merchant who had died suddenly left in his bureau a letter to one of his correspondents which he had not sealed. His clerk, seeing it necessary to send the letter, wrote at the bot- tom: “Since writing the above I have they've placed you under died 7 19 Established in 1873 BEST EQUIPPED FIRM IN THE STATE Steam and Water Heating Iron Pipe Fittings and Brass Goods Electrical and Gas Fixtures Galvanized Iron Work THE WEATHERLY Co. 18 Pearl Street Grand Rapids, Mich. Aeroplane Toys And High Grade Wheel Goods Send for catalogue MICHIGAN TOY COMPANY Grand Rapids Chase Motor Wagons Are built in several sizes and body styles. Carrying capacity from 800 to 4,000 pounds. Prices from $750 to $2,200. Over 25,00 Chase Motor Wagons in use. Write for catalog. Adams & Hart 47-49 No. Division St., Grand Rapids Your Delayed TRAG Freight Easily and Quickly. We can tell you how. BARLOW BROS., Grand Rapids, Mich. INTERLOCKING Merchants Are Fast Learning About the Wonderful Fisk Advertising For Dry Goods, Department, General and Variety Stores $10 Per Year for 52 Issues One a week. Sold to only one dealer in a town. After Jan. 1, 1913, $25 Per Year Service For Clothiers and Furnishers 52 ads, one each week fora year, text mat- ter only e Privilege to buy cuts if desired. Check must accom- pany order. using a Fisk Service. in a town. Other Fisk Services Ready Every retailer in America. in these lines, can make more money by Samples sent on request. but I advise you send order and check before your competitor gets ahead of you. as I sell only one dealer HENRY STIRLING FISK, President FISK PUBLISHING COMPANY SCHILLER BUILDING, CHICAGO For Hardware Dealers 52 ads. one each week for a year, text matter only . e Privilege to buy cuts if desired. Check must accompany order. 0.00 Privilege to buy cuts if desired. Check must accompany order. For Grocers 52 ads, one each week for a year. text matter OnIY 6.68556. 2 ie. a i aka ea a MICHIGAN TRADESMAN October 30, 1912 MODERN BUSINESS. Some Changes Which Fifty Years Have Wrought. The world has made greater headway in the last forty years than it did in the 2,000 years preceding. Lincoln’s son is president of the Pullman company, but Abraham Lincoln never saw a Pullman car: he never dined in a dining car, nor slept in a sleeping car; he never saw the steel frame of a sky-scraper, a con- crete bridge, a self-binding reaper; he never saw an adding machine or a piano- la or a bicycle or trolley car or automo- bile or aeroplane or cash register or typewriter or a type-writist, two beau- tiful things. They are here and here to stay. The world swings and centers around a few unforgetful dates. I will give them to you: 1492, 1776, 1876, and 1912. Scientists have told us where we came from and the preachers have told us where we are going to go. We are sure of one thing, and that is that we are here, and we admit it. There is no chance for an argument on that point. Man was discovered in 1776 by Thomas Jefferson, and Thomas Jefferson was the world’s first, last and only democrat With him died the race. Thomas Jeffer- son had red hair, the only President we have had who had red hair. We have only had two great Presidents, Thomas Jefferson and Abraham Lincoln. If I knew a man with a similar color of hair to that owned by Thomas Jefferson, | would vote for him, irrespective of party. We want another redhaired heather. Thomas. Jefferson said this: “The chosen people of God are the peo- ple who till the soil.” TI will tell you a thing about Thomas Jefferson you don’t know and it happens to be true; that he was the discoverer or inventor, so far as America is concerned, having seen the principle applied in France, and bringing it back to us in 1776, of the mold board plow, the plow that turns a furrow. The old shovel plow that scratches the soil is an old proposition, but the mold board plow traces its pedi- gree to the brain of Thomas Jefferson. He was a tree planter, a man with a perfect vision. We want to catch up with him. Lincoln learned statesmanship at the feet’ of Thomas Jefferson, and he had a few qualities which will distinguish any man who possesses them. He had the quality of humor; he had the qual- ity of taste; he had the quality of per- sistency. He gave everybody their own way and at the last he had his. Lincoln swung no. big stick. He founded no Ananias club. You couldn’t get in now if you had the ambition, be- cause there is a large waiting list. The nearest thing to an unkind remark I ever heard of Lincoln making was when he wrote to George B. McClellan, and said: “Dear General: If you are not going to use the army, I would like to borrow it.” Lincoln was as honest as any man could be and still succeeded in the practice of law. He wasn’t a great success as a lawyer either. He left no estate to speak of. But he had qualities and we have taken on the qualities of Lincoln and we have succeeded just as we have taken on those qualities— humor, patience, honesty and_persist- ency. I was a farm hand once. Yes. When I was a farm hand in Iowa, I would sometimes awaken at night and hear a peculiar noise; it was the gnawing of the mortgage, and this mortgage worked night and day and Sundays; always at it, and my memory goes back to a time of overhearing my father and mother talk about that terrible thing, the mort- gage. But when you visit an lowa farm now you do not hear of the mortgage; you hear something more harmonious, more beautiful—you hear the pianola and the victrola; and then you hear an- other musical thing—you hear the crank- ing up of the buzz wagon. It is a wonderful thing to visit the lowa farm- er and see him crank up his automobile and come in to town and collect his rent. The farmer is now respectable for the first time in history, because he has a bank balance. Any man who hasn’t a bank balance or bank account in this country to-day is out of the equation, not worth considering. “\WWhat is the finest book in the world,” I said, “The bank book.’ No microbes in a a lady asked me this morning. bank book. The farmer is no longer a hayseed; no hk ~ger a buckwheat, because no man is a buckwheat who has a bank balance in the right color, and we respect the High prices are here to stay. When Lincoln passed away, two-thirds of our people were farmers; thirty-five farmer. years ago half of our people were farm- ers, and to-day only 27 per cent. of the people are farmers. The population has increased in the cities and high prices are here to stay—dollar wheat, 60 cent corn, 9 cent hogs, 8 cent cattle—this means prosperity for the farmer. ['arm- ing is the most important business in the world to-day. We get our food out of the soil. The farmer will be here when all the rest of us have migrated. The second most important business in the world is transportation, because you have to have a thing at a certain place at a certain time; otherwise it is of no value. Railroad men now are in part- nership with the farmer. I can remem- ber when this was different. I was a traveling man once. There are two ways to make money when you travel on the road; one is to sell the goods, the other is to work the expense ac- count. I did both. There was a time that railroad men made money by mulct- ing bondholders, but the railroad men now know that they profit only as the people who live along their lines thrive. The railroad man is in partnership with the farmer. I believe in the railroads. I am ashamed of my country when | stop to think that no class of men have been so reviled, so disparaged, so cov- ered with muck by the muckraker, as the railroad men of America. The muck- raker is the man whose motto is: “I found your city marble and I left it mud.” We have been ruled by the demagogue and the demagogue is the man whose highest ambition is to stand at the grave of industry and boast of his bloody deeds. Yesterday, in the Chicago Northwestern station in Chicago, I took off my hat—and I didn’t throw it into the ring—lI took off my hat to the man who built that palace of concrete, of marble, of granite, steel and glass and gave it to the people. Everybody wel- comes such a beautiful thing for your convenience; it is yours for the asking; all you have to do is to conduct your- self as a gentleman. The conveniences and luxuries of that place are yours, absolutely without price. All the rail- road asks you to do is to buy a little of their accommodation. What have they got to sell? One thing, transportation. What is the price?) Two cents a mile —carry a human body a mile for two cents! Carry a ton of freight a mile for one cent; that is all. And they have built that palace and dedicated it to time and generations unborn that will be here long after we have turned to dust. Yet we disparage these people; we revile them until the world of in- vestors have lost confidence in the rail- road man. Now the railroads will haul for you a ton of freight for a cent a mile. Do you know what it costs a farmer to haul a ton a mile? It costs him 30 cents. It costs the farmer 30 cents if the roads are fairly good. There are times in Iowa and Illinois when. you can’t haul a ton a mile for any price, because your roads are absolutely impassable. Do you know that 72 per cent. of the money we raise from the general gov- ernment goes for war and war appli- ances, and the result of war, and only 28 per cent. goes for the arts of peace or arts of education—an infinitesimal part of this goes for good roads. We have got to spend less money for the Dread- noughts and more money for good roads and we will become a civilized people. I know many a farmer who pays more for carrying his products from his barn to the railroad station than he does for carrying them from the railroad station to the city market. We are great and sane only as we stand together and as we believe in each other. The greatest book written in the last decade is that written by Maurice Maeterlinck, “The Life of the see.” It is the best book that has been written for twenty years. In this book you will find, that if you take the bee alone, four miles from its hive, it is lost and undone and can never get back. A bee alone makes no honey ; a bee alone has no intelligence; but a hive of bees has a great and magnificent intelligence. A hive of bees knows things man will never know, while a single bee has no intelligence. A hive is what Maeterlinck calls the “Spirit of the High,” intelizgence of the whole. Now, they are specialized. They pro- duce the drone and the worker and a The Trade can Trust any promise made in the name of SAPOLIO; and, therefore, there need be no hesitation about stocking HAND SAPOLIO It is boldly advertised, and will both sell and satisfy. HAND SAPOLIO is a special teilet soap—superior to any other in countless ways—delicate enough for the baby’s skin, and capable of. removing any stain. Costs the dealer the same as regular SAPOLIO. but should be sold at 10 cents per cake. —+2>___ It Fitted the Case. The girl asked the polite salesman if he had good cheese. “We have some lovely cheese,” was the smiling answer. “You should not say lovely cheese,” she corrected. “Why not? It is,” he declared. “Because’—with a boarding school dignity—‘“lovely should be used to qual- ify only something that is alive.” “Well,” he said, “I'll stick to lovely.” ——__+ 2. There is always a big demand for a thing that cannot be had. 23 Take a Lesson From the Mr. Merchant, take, a lesson From the ordinary hen; How she loudly advertises Her great usefulness to men. Lays an egg, then tells about it— Lets the world know what she’s done; She’s not like the lazy rooster, Crowing at the rising sun. When you've done a thing that’s worthy, When you've got something to sell— Why, just emulate Old Dorking, Advertise, and do it well. Rea & Witzig PRODUCE COMMISSION MERCHANTS 104-106 West Market St. Buffalo, N. Y. Hen. Established 1873 Liberal shipments of Live Poul- try wanted. and good prices are being obtained. Fresh eggs in active demand and wil! 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, G. J. Johnson Cigar Co. S.C: WwW. El Portana Evening Press Exemplar These Be Our Leaders Wm. Alden Smith Bldg. Potato Bags New and second-hand, also bean bags, flour bags, etc. Quick Shipments Our Pride ROY BAKER Grand Rapids, Mich. The Vinkemulder Company JOBBERS AND SHIPPERS OF EVERYTHING IN FRUITS AND PRODUCE Grand Rapids, Mich. SEEDS WE CARRY A Can fill all orders PROMPTLY and SATISFACTORILY. x x& Grass, Clover, Agricultural and Garden Seeds FULL LINE. BROWN SEED CO., GRAND RAPIDS, MICH. We are in the market to buy or sell — ESTABLISHED 1876 — Potatoes, Beans, Onions, Apples MOSELEY BROTHERS GRAND RAPIDS, MICH. Call or write MICHIGAN TRADESMAN October 30, 1912 % | j ¢ ; —— — oo : rN — é LEY n , GRAND RAPIDS, MIC } Y WHI PATENT ROLLER PROCESS b October 30, 1912 MICHIGAN TRADESMAN 25 w) | Let Machigan Dollars | Buy Maichig an Flour Every dollar sent outside the State of Michigan for flour means dollars less for your farmers to pay you for the goods you have to sell. A truly patriotic firm will push Michigan made goods in preference to those made outside the State. YPRLEVG>, A wise retailer will so conduct his business that he will ‘Nee J keep the dollars of his State at home. | cards : Dollars spent for flour made outside the State are gone, Siew: never to return. | LILY WHITH They are divided into profits between three outside classes: ue The outside farmer, The outside miller, . The outside railroad. As a retailer you get no money from any of them. They do not help pay your taxes and they buy no goods from you. Show the local farmer that you are buying and selling outside flour and how can you blame him for patronizing outside mail order houses? ' Set him a good example. i Buy and sell “Ghe Flour the Best Cooks Use.”’ Made in the State of Michigan, of Michigan wheat and by Michigan labor. . We grind one million bushels of wheat a year, for which we paid last year over ‘ co one million dollars. If the Michigan retailers bought no outside flour we would grind two millions bushels of Michigan wheat and pay Michigan farmers two million dollars instead of one and the Michigan retailers would get that money over their counters. Show your farmer friend that you re doing your best to sell the products made from his raw material and you Il have some excuse for asking him to patronize you instead of the mail order houses. Think it over seriously. \ ; : Valley City Milling Company A GRAND RAPIDS, MICH. Wg TU WLU ———— eee \ Wh" : 26 LAKE PIRATES. How Floating Supply Boats Are Conducted. Written for the Tradesman. 3reathe it not in Gath, but Chicago is the rendezvous of the greatest crew of lake pirates in the world. Down on the water front almost any day the bands congregate, with their ill- gotton gains, and then, after the fashion of pirates, they slink off to dispose of what they can. It is a fascinating career—that of being a lake pirate. Let’s walk down State street some morning, looking the shops over. Here’s a great china store and in the course of a year there are lots of things chipped, cracked or partly broken there. Wear and tear, care- lessness by a customer who is too good a buyer to quarrel with, careless extra help who have nothing to pay with and can only suffer discharge for their negligence—at the end of the year then are great hogsheads down in the cellar with these things. What to do with them? Sell them? Just to put them even on a remnant table would lower the standard of the store. Twice a year, regularly as clock work the lake pirate comes around and buys. Each individual piece he haggles over, as a ragman does with the things in his pack, but, after all, he carries the things off and leaves he merchant richer. So again the furniture store, the picture and art dealer are regular patrons of the pirate. They have ‘ong ago learned that it pays to set things aside for him, notably old chestnuts—perhaps good as new—but which have proven bad sellers. Then, again, your pirate buys other things. From the butcher, the baker, the candy man, from even the coffin factory and from the little corner maker of tomb-stones, from the old second- hand store where cradles are sent after the family is scattered—from all these he draws his supply. Out someyhere on the water front his ship is waiting. It doesn’t fly the the black flag with skull and cross bones, may be, but it might assume the symbol of three gilded balls, for it is the home of a Shylock. Then, well stocked, the boat begins its long journey. From town to town on the five great lakes the little steamer plies. Big cities it avoids, except perhaps to gather fresh material for selling else- where, for experience has proven that folks there don’t buy. When for a dime, you can get a bisque vase in the 10 cent stores on La Salle street, without blemish, you won't give a quarter for a genuine Limoges with one leg chipped off the ardent lover. But out in the country, it is dif- ferent. Like the circus, the floating supply boat—that’s the polite name for the vessel, although every one calls it the lake pirate—has its ad- vance men, who know the _ ropes. They get off, say at St. Ignace three or four days before the vessel will dock there. They have hand bills setting forth bargains, and particularly big things that the pirate would dis- pose of, and these only need to be MICHIGAN TRADESMAN rubber stenciled with the name and date of the respective stop. Of course, they have their own rubber alphabet with them and print the lit- tle handbills in no time at all. Then, like the spokes of a wheel, they radiate. Each man in a buggy travels as far in one direction as one might go in a day. At every farm house he leaves hand bills. At every crossroads he drops a bunch of them or ties such to the telephone pole. Farmers are curious and he knows none will pass this without taking a bill. At the wayside inns, at the toll gate, at this, that and the other place, they Jeave bills in numbers. There is never dearth of towns-folk when the pirate drops off at a town. Peo- ple surge aboard, and find that the whole lower deck is one great storeroom, where everything imaginable is to be found. There are the new things, for the pirate is also a bona fide merchant, and there are the old. Such bargains, too, as you can get there. The village monument dealer—who, thanks to slack trade, is, perhaps, also a farmer— —couldn’t let that little cross in white marble pass him. Haght Bros. & Co., down Chicago way, wouldn’t sell it, be- cause the cutter had flawed it and it would be a standing disgrace to them to have any one point it out in a Chi- cago cemetery, and tell where they got it; but what does Wicson Rulter, the rich farmer, who’s been enquiring about a stone for his late deceased child, know or care about flaws in cutting? It’s a nice white stone, with a fern leaf de- sign and space for the Rest In Peace he desires. Wherefore long before the Rutlers’ dirve into the vessel, Mr. Mon- ument Dealer has cornered this. What a boon this institution is in the smaller places can best be described from actual experience. I was still new to the Michigan wilds one summer. I had been dropped, long after dark, by an excursion steamer at one of the hotels of which I knew no more than that it occupied a place on the maps that had advertised fishing, bathing and wood- land, and that its rates were so and so many dollars a day. Out on deck that evening the breeze carried off my cap. Woe was me, but only until my destination was reached I supposed. Far greater woe was mine. Once on terra firma, there was no store, no village, no shop! What should I do? The nearest settlement was too many miles away for even the best rowers. Then they told me of the happy relief, I need only await the pirates. Every so often, sometimes twice in a week, one such would drop in here. It was a steamer, carrying no passengers, but was fitted up like a country general store. In fact, you would almost sup- pose yourself transported to a grocery in the back woods. At one side, the counter; behind it the wares. At the other what would have been the loft, had it been above, was the heavier mer- chandise. At the front, the green gro- ceries. Young folks bought their set- ting-out from the boat’s stock of wares, babies were ushered into clothes that had been bought from cloth off the supply boat; old folks were laid to rest in coffins that were part of its equip- ment. All of the romance and glamour of sweet country girls, led aboard by sum- mer sweethearts from wicked old Chi- cago to buy candy or some crackers or possibly town pears. All of the sadness of the poor, the lone logger or Indian, come to barter for fare. All the pic- turesqueness of the Chippewa women, in their shawls and raven hair, loiter- ing over the gang plank to sell their baskets, to be re-sold by the pirate in Chicago. What prices won’t he get for these there—for the baskets, the maple sugar, the huckleberries and the sassa- fras! It’s all money his way, this bar- ter. I asked the pirate what he carried. He pointed to his stores. There were flour sifters and jugs in one corner. Above shoelaces hung down. There were can-openers in paper bundles and then rubber shoes hung by cords. Dust- pans rubbed corners with salt-bags and corsets; pitchforks reclined against cof- fee-pots and lamp chimneys; where the ink wells were packed there were cups and saucers, and there, too, fishing tackle and glass jars, turpentine and boots, brooms and vinegar and packages of tea. It was hard to guess what was not on October 30, 1912 that vessel. I discovered milk pans and slop-pails with lanterns under some hay rakes. I found sauce pans, Indian bead work and hammocks. Then there were eggs and scythes, tubs and meat, and, probably of long standing, some hats and garden hose. Even such minutiz as tooth-picks, braces and egg-beaters were on board. Long before it had rounded the bend, in coming, the three blasts announced the pirate and every one left what he might be doing to come. Until all were satisfied it remained at the landing. Then triumphant in its knowledge of a good business done and promised, it turned its nose up-stream, weighted with the remaining offal of Chicago to be sold at some other point. Felix G. Koch. Some presidential candidate needs your vote, but not so much as your store needs your attention. For Dealings in Show Cases and Store Fixtures Write to Wilmarth Show Case Co. Grand Rapids, Mich. Mr.Pickle of Michigan Good Things to Eat “Villloanes) ———— Jams 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 Brecht’s Artificial Refrigeration For GROCERS’ Display and Refrigerating Cases, Storage Rooms, Keeps Butter. Cheese. Milk, Dried Fruit. Candies. Vegetables, etc. Better, Longer and Cheaper Than Ice All the larger and most progressive Grocers are adopting Mechanical Re- frigeration as a matter of economy. and eliminating ice bills and spoilage loss, Simple to operate, We furnish complete plants including the Refrigerators, Cold Storage Rooms, Refrigerator Display Cases, etc. - Full particulars, free estimates, etc.. by addressing Dept. K. THE BRECHF COMPANY Established 1853 Main Offices and Factories: 1201-1215 Cass Ave., St. Louis, U.S A New York, Denver, San Francisco. Cal., Hamburg, uenos Aires "a ‘A October 30, 1912 TAKES ISSUE WITH PACE. Sturdy Protest From a Local Adver- tising Writer. Written for the Tradesman. Really it was a surprise to find that first article of Mr. Pace’s in the issue of Oct 16, entitled “Hit Hard” It was a novelty, for in this day and age to attack the merits of advertis- ing seems odd indeed. | have not the pleasure of Mr. Pace’s acquaint- ance. I do not even know his advo- cation. He may be a merchant. I doubt it. 3ut | do know Mr. Pace is writing cleverly about a matter which, un- fortunately, he seems to have figured on the wrong side. He has stated that advertising decreased the deal- er’s profits. I am an advertising man. I have been a salesman and have traveled among dealers in thirty-two states of the Union, I have found dealers alive to their own interests demanding advertising. I am with a concern which advertises for trade in competition with concerns which do not advertis. in the same identical lines. I defy any man to show a higher price in the catalogues of the concern advertising than in the one which does not advertise. True, unknown brands, goods which have no guarantee back of them, which the dealer must waste time and effort in disposing of, may sell for a few cents less than advertised goods; but figure the time and effort of the dealer in making a sale of un- known, perhaps unreliable goods, as against those nationally introduced MICHIGAN and for which a demand is created, by this same advertising Brother Pace seeks to run down. It is a positive fact—and none can gainsay it—that if an article has no merit, it cannot be successfully ad- vertised. To keep in the market, with increased _ sales, proves its intrinsic worth. means an_ article The advertising can introduce and increase demand, but the article must possess real quality. The buying public realize this fact and any line, whether tobacco, food stuff, fabrics, clothing or any other article which is exploited py advertising immediate- ly gains the faith of the public. Mr. Pace makes the statement in a paragraph thus: “Go into the mag- azine room of a library and count the number of readers who are stuJdyiu.g the advertising pages.” He claims very few, thus the pages afe a advertising failure. I do not believe, as an advertiser, I would ad- vertise extensively to those who spent tirae in public reading rooms. Rather would I go to the man or woman at home. But aside from this phase of the question, I went into the Ryerson Library (here in Grand Rapids) and I saw a woman copying adresses from the advertisements in a woman’s jour nal. I counted in one hour six men who did look at and read the adver- tising pages. Mr. Pace quotes “a well known in- vestigator’ as saying that fewer than 5 per cent. of all readers. paid the slightest attention to the tooth-pow- der talks and automobile advertise- TRADESMAN ments. Whether or not Mr. Pace refers to the readers in the library magazine room is not clear. Suffice to say, I would not presume those who have to read magazines in the reading rooms would be interested in autos and perhaps not in tooth prepa- rations. A national magazine recently made a canvass by mail, direct with its read- ers. It asked this question, “Do you, or do you not, buy articles from the advertising in the columns of this paper?” Eighty-five per cent. answer- ed in the affirmative. Surely this would indicate advertising pulls and pulls mighty hard. Mr. Pace says advertising does not cut prices. I do not know of any dealers who are looking for cut rates. The market is open to all and cer- tainly a price must be right or the product will not sell. I will-ask Mr. Pace a question. He is at liberty to answer or not as he sees fit. Mr. Pace, will you kindly name the five best selling brands of food stuffs, or articles in a grocery store, includ- ing soap, baking powder, coffees, ce- reals, etc? Another question: Will Mr. Pace repeat the remark made by thousands of druggists every day when a sales- man tries to secure an order for non- advertised articles? Advertising needs no apology, per- haps no champion, but really the op- portunity to read an article, or arti- cles such as Mr. Pace has placed in the Tradesman makes every business 27 man and student of commercial cause and effect, sort of want to “come back.” As a good friend of mine once re- marked—and he was wise in business: “The man or merchant who states advertising is not worth while has done no advertising or has done mighty poor advertising.” I could quote 1,000 large business men who will state without equivoca- tion that advertising has been the means of building up their present business. I can secure 10,000 state- ments from merchants who declare advertising is essentially vital to mod- ern merchandising, both in a national and local way. Mr. Pace, the pace is swift these days, the battle is to the strong, the ways of yesterday have passed by and to-day modern business goes onward. He who studies the trend of the times, if he be honest with himself, must say that the multitudinous successes achieve. by advertisers is a weighty obstacle in the path of the man who would belittle benefits and financial advantages to the dealer, the manufacturer, the consumer, the pubusher and your humble servant. Hugh King Harris. — 2.2s—_ Harmony in an organization is an essential, but it should not be sought by making costly sacrifices to wrong conditions and tendencies. A fair com- promise has its uses; but if the right is the real object of both sides it can be discerned and followed to the entire satisfaction of all concerned. advertising ural color. Consumers are Wedded to the Hart Brand Canned Food Because Quality is Always Notable All products packed at our five plants in West Michigan, in the finest fruit and vegetable belts in the Union, are grown on our own lands adjacent to the various plants; packed fresh from the fields and orchards, under best sanitary conditions, insuring exquisite flavor, fine texture. nat- Every can is well filled. The HART BRANDS Satisfy Consumers They Are Trade Winners and Trade Holders Vegetables:—Peas, Corn, Succotash, Stringless Beans, Pork and Beans, Pumpkin, Red Kidney Beans, Tomatoes, Spinach, Beets. Fruits:—Cherries, Strawberries, Red Raspberries, Black Raspberries, Plums, Pears, Peaches. W. R. ROACH & CO., HART, MICH. MICHIGAN TRADESMAN October 30, 1912 = = = =~ = Taking on New Life in New Field. I don’t want to discourage the young fellow who has the determination to push out and establish a business for himself in a new country or in some other country than that in which he was born and raised. The people who have to push out are the ones made the world what it is. lf it hadn’t been for men of that kind American would never have had the nerve who have been dis- covered and if it hadn’t been for the same kind the people who came here first would have stuck on the eastern border of the country and the best part ot the United States would never have been settled. But while that is true don’t get the notion into your heads that everything is going to be easy where you think of going. Some real estate boomer may try to make you think that you can gather up money by the handful somewhere else than where you are, but the average man never finds that kind of a place. After you get settled you will discover a lot of difficulties that you never dreamed of before you left home. Here is the fact. The man who can do well in Kansas will do well in almost any reasonably good country. If, on the other hand, he is a failure in Kansas he is likely to be a failure wher- There are exceptions of course to this rule. I have known men who seemed to lose their grip en- tirely in one locality who moved to an- other state and seemed to take on new life and courage and strike their gait. They made a success by moving, but that is not true as a general rule. Are You Born to be a Clerk? There is this, however, that I would like to impress on the mind of the young man. You may find in a new country more opportunities to get into business for yourself and then if you have the right sort of stuff in you you will do better than you would do slowly work- ing your way up as a clerk for some- body else. There are men who were born to be clerks. They make good clerks because they are honest and in- dustrious but lack the initiative which is necessary to succeed in their own business, but the man who has the stuff in him to succeed as manager of a busi- ness of his own makes a mistake to work very long as a clerk. Advice Easy to Give. It is easy to give advice, isn’t it? Any fool can give advice and I think that I have noticed that frequently the men who never succeeded in business for themselves were most ready to hand out advice for other people. And here I am handing out advice. Well, there is this consolation; there is no law that compels you to take advice unless you want to do so. And what is more, I know of few men who really do take ever he may go. much advice. Often they will consult some one else and appear anxious to get the opinion of the other party but the fact is that they are hunting for opinions that will agree with what they want to do. Most of the sound maxims of business are old. If you will read the Proverbs with care you will find most of the basic principles of success in business there, but men have gone their own way through all the ages since Solomon lived doing as they pleased. as far as they were able and paving little attention to what the wise man said. The fact is that Solomon didn’t follow his own advice. He handed a good deal of it out to other people which he would have been wise to have followed himself. It has been understood ever since business became a regular thing and civilization became comparatively settled, that the man who succeeded as a general thing was the one who gave his undivided atten- tion to his business and did not scatter or go off on side issues. Nevertheless men continue to go off on side lines, to take money out of their regular lines where they know they can make reasonable profits and waste them on speculations of one kind and another knowing that the chances are several to one that they will lose every dollar invested. Men have seen other men tolled off into politics and finally los- ing their business and coming out with- out.a dollar or any regular business to fall back on, but still they listen to the voice of the tempter and want to run for office just the same. I have known a good many men who lost out by being elected to some country office and I can’t remember a single one at this writing who in the long run made money by going into local politics, but that fact will not deter other men from wanting to run for office. Holding a political job has a certain fascination for a good many men. They like the game. They like to feel that for the time be- ing their narres are in the public mouth even if it is only in the mouth of the people who live in the county or city where the candidate lives. Fly Traps. The other day I stood and watched one of these wire fly traps which are just screen affairs open at the bottom with a pan of sugar, mixed with a little vinegar sitting on the side walk under the trap. The flies were going in under the trap and filling themselves on the sweets. After they had feasted it would have been easy enough to have turned round and walked out of the trap but the fool flies never thought of that. They must go up -into the trap and try to find a way out at the top. There was no way there and so the fool flies wore themselves out crawling round until they finally fell down into the heap of dead flies who had gone before. The fly has nerve but no sense. It will ven- ture anywhere and take all sorts of chances simply because it has no brains. In fact what we call nerve on the part ofa fly is just lack of sense. It is no credit to run into danger without hesi- tation if you do not know that there is any danger. The brave man is the one who realizes the danger but goes in any- way. The fly has less sense perhaps than any other insect of its size. In that trap was a peck of dead flies. Still the live flies were going into the trap in endless and steady procession. You might suppose that out of the thousand that were going in some one fly would have sense enough to turn around and come out the way it went in and thus save its life, but I didn’t see a single one that showed that amount of brains. Men laugh at the fool flies and yet most of them haven’t much reason to boast. Generations after generations men have gone on to destruction in the same foolish ways. The paths to hell are worn deep by the feet of succeed- ing generations, but the people travel- ing in these well beaten paths are as numerous as ever. Each succeeding generation seems to learn but little from the experiences of the generations that have gone before. Business Failures. I was much interested in an article that appeared in a recent Saturday Evening Post giving the experience of a business man who first started out when he had just reached his majority with a cash capital of six thousand dol- lars and made a complete failure. It was not a complete failure either be- cause the young man learned wisdom from his experience and then starting with just a few dollars he had man- aged to save out of his earnings for a year, he made another start and wor His experience taught him that a good many failures were caused by the lack of knowledge of the business the man was engaged in. It looks like a self evident fact that in order to succeed your expenses must not exceed your in- come, but a good many men do not heed that simple maxim and therefore fail. If the man who wrote the story and his partner had not been given as much credit as they got from the wholesale house they probably would have pulled through. They overloaded and went in deep, just as you have seen a man over- load his team and get stuck in the mud. If he had just put on as big a load as his team could comfortably haul and no more he would have gone along all right, but when he undertook to haul a third bigger load than his team could pull he failed. Then these young men did not study the law of demand. They did not know what goods their custom- ers would buy and consequently loaded up with goods they could not sell read- ily. As a result they could not turn the goods in time to meet their bills and finally had to make an assignment and sell the goods at a tremendous sac- rifice. It was a hard lesson, but the young man learned it and finally suc- ceeded. There is encouragement in the story in that it shows that the mere fact that a man may fail utterly once is no reason why he should be a fail- ure all his life. [f he has the right sort of stuff him he will learn. from his failures and make them the stepping stones to suc- cess. Be Thankful You Live in America. The average income of the inhabitants of Japan is $23.00 per annum. Out of this beggarly sum the government of Japan takes $4.50 per annum in the way of taxes, leaving the Jap a trifle less than $1.50 per month to buy his food, clothing and other expenses. The result is that millions of Japanese people never know what it is to have enough to eat, to say nothing of luxuries. There is a general impression that all Japs eat rice. They do not, for the reason that they can not afford to eat rice. How they manage to live at all is a mystery. The poorest workman in America can earn what would seem to be a princely income What is true of Japan is true of the masses of many other countries. Life is a bare ex- istence from the cradle to the grave, only the figure is not accurate, for they have no cradles. They could never afford the luxury of a cradle. Partial starvation is their lot. Famine walks beside them We do a deal of grum- bling here in this blessed land. If we can not afford to have meat on our tables three times a day and fruit at least once we think our lot is nearly unbearable. The people of this country except in a few rare instances, do not know what poverty means as it is un- derstood in Japan or China or in parts of Europe. As compared with the peo- ple of these impoverished lands our peo- The reason is to the average Japanese. all their lives. ple are physical giants. THE SUNBEAM PERCHERON COLLAR The best selling collar on the miarket. Has more good points than any collar made, advertised and backs up every claim. Get details and catalogue if you want the finest trade in your locality. SUNBEAM FUR COATS We muke these ourselves, from our tan- nery and tailor shops to you, at one small margin. You secure classy garments and make big money. Great demand this sea- son. Write for catalogue and post up on Sunbeam Lines. SUNBEAM TRUNKS BAGS SUIT CASES GLOVES, MITTENS Holiday scllers which we can ship quick. Best peices, most complete lines, backed by Sunbeam Advertising ly guarantee. CATALOGUE ON REQUES BROWN & SEHLER CO. Home of Sunbeam Goods GRAND RAPIDS, MICH. j fe fr October 30, 1912 plain. Starvation for generations has produced dwarfed races physically. The matter of race domination is a matter of food. The well nourished races will dominate the races that are half starved. We ought to thank God that we have been permitted to be born and live in this favored land.—Old Business in Merchants Journal. —_~++.—___ False Rung in the Business Lad- der. The manager of a large clothing house was puffing at his cigar leis- urely. He had just finished his dinner and between puffs he would take a sip of coffee. “T see, Jim, you are feeling fine.” said the man who was sitting across the table from him. The speaker was the vice president of the company of which Jim," or Stromberg, was manager. racher James E. “Ves, I am feeling pretty good,” the manager admitted to the vice president. “And this is rather un- usual with me on a day when I fired a man, “Did you discharge some one to- day?” the vice president aske “TI did,’ was the answer, “and for once [ am glad of it 1 believe | have saved the house thousands of dollars and I have saved hundreds of our customers or would-be customers unnecessary humiliation at the hands of a snippy little clerk. “You know that fellow with the pasty hair who always looked so dan- dy-like. He was in the men’s suits department. I have been watching him for some time and studying his methods. Somehow I always found that whenever he got hold of a cus- tomer that customer had a tortured look in his face and seemed ready to take anything that was handed to him only to get away from the store. “T did not like the manners of the clerk, but I did not know just exactly where the trouble lay. This morning I discovered it. “A young man accompanied by his wife asked to be shown a 3uit. This clerk with the pasty hair ani smartly pressed clothes waited on them. He began showing them suits which were pretty high priced. The young man and his wife winced when they heard what the prices were. They evident- ly wanted something cheaper. “But the clerk did not give them a chance to state their wishes. Instead he kept on telling them that so ex- pensive a suit wears much better and is cheaper in the end. He also point- ed to the workmanship and style that one gets in the expensive suit. “He talked in this strain for some minutes. I stood right close and [ heard him. From his talk and the superior airs with which he uttered every word—uttered’ is the proper expression for it—you would think that nothing but beggars wore a suit that was less than $30. Yet, as a matter of fact this same clerk that talked so loftily wore a suit for only $18 himself and now that he is out of a job he will probably have quite a time before he is able to pay even that much for a suit. “Well, the long and short of it wa3 that the young man who wanted to MICHIGAN buy a suit finally came out point blank that he wanted a suit for only about $18. The young wife blushed at the confusion into which her hus- band was thrown by this painful ad- mission. “The clerk, with an air that was below zero and with a visible apathy in his face and movements, took them to a different part of the room and showed them the cheaper suits. | did not interfere. I kept a watch, however, upon the couple as they were leaving the store. They had bought a suit, all right, but by the haste with which they were making for the elevator I could see that they wished themselves out in the street and away from the eyes of the clerk with the pasty hair. I doubt whether they will ever enter our store again. “T immediately called the clerk in- to my office. I asked him where he learned those aristocratic manners of his and those distinguished airs he was putting on. Did his father wear a suit fer not less than $30. And if he was so highly bred and came from so well-to-do a family that was wear- ing nothing less than $30 suits he had better look for a job at some more aristocratic occupation. “Our store, I told him, was for all the people. We handle high grades and lower grades of goods to meet the demands of all sorts of customers; but the man_ get- ting a suit for $12 its entitled to just the same attention as the man getting a suit for $30. He should not be made to feel that $12 suits are worn by an inferior class of people. I told him the snobbish clerk had no place in our establishment. “T never felt more justified in firing a man in all my life. Moreover, | think it will do the firm a lot of good I am going to go over our entire force and wherever I detect snobbish- ness on the part of a salesman I will eradicate it root and all in the quick- est manner possible.” Richard R. Vogle. ———_.2>—__ Once a Coward But Now a Star. Griffin was sitting in a dark corner of the office waiting for the time when he would go into the room of the “Big Chief” and explain just why he didn’t make that sale. Griffin did not know just what to say. He had run out of his usual stock of excuses, and now there must be a new one. Come to think of it, why had he not made the sale? As far as he could see he had made every effort. The man had said “no,” and that had been all there was to it. He could not knock him down with a sledge hammer and sell him brooms while he was unconciots. Griffin stirred in his seat. This was a rotton business, anyhow. There was nothing to it but rebuffs, a life of constant pleading, haggling—Griffin scowled a little and clasped his hands. He was begining not to care wheth- er he made any explanation to the Big Chief. The office boy walked past him. “How long will he be busy?” Griffin asked. “About ten minutes,” came the an- swer. TRADESMAN Griffin settled farther down in his chair to wait. His eyes began to They spied a pamphlet on a nearby table. ment of travel a_ bit. small A mo- lazy uncertainty and then Griffin picked up the pamphlet. It was a little advertising booklet, filled with quotations that might be used at banquets. As Griffin turned the pages, one of the sayings caused him to stop and to read again: “Instinct 1s a g@reat master: [| was a coward on instinct.”—Shakespeare. Griffin closed the book and laid it again on the table. Something, a strange something, too, seemed to have swept into his heart and found a lodging place there. A coward on instinct—could that be him? meant for A coward on instinct. Ile began to think about himself. Why had he made a practical failure at being a salesman? Honestly, now, was it not because, even before he had seen his man he had _ believed that he would not be able to make the sale, to convince the buyer that he needed the goods? Truly, now, was that not it? Griffin saw that it was. He saw that he had looked upon this thing only as work, that he had not put his heart into it, that he had not implanted that natural in- stinct, so much needed, in it. He had that instinct, he knew he had it. Yet he had allowed coward- ice, mental cowardice, to intervene and cripple it. The office boy, com- ing out of the inner room, started a bit to see Griffin sitting tense-faced at the table, his hands gripping, his eyes staring in a far away nothing. “Mr. Hastings is ready to see you,” the boy broke in. Griffin rose and followed, into the room where the white haired man was sitting, tapping his desk with his glasses. “Well?” asked the empicyer in a manner that betokened he threadbare excuse was to Griffin hesitated. Then: “There’s no excuse for this thing, Mr. Hastings, simply because | haven't finished working on that man. He’s going to buy. I’m sure of that —and I’m going to sell him!” knew a follow. Ten minutes later he was hurrying down the street. The instinct was in him now and uppermost. He felt a confidence now. He would not allow the thought of failure to enter his brain. He had been a coward before —hbut all that was over.. He entered the store of the prospective buyer and 29 smiled at the frown which greeted him. But I don’t want—” Now. look here!” Griffin's tongue was going fast. The feeling of the hunter had taken pos- session of him. That man needed stock—and he also needed to be con- vinced. He was “Yes you do. headstrong; that must be. overcome. Griffin started out to accomplish it. Three hours later he strolled jauntily into the office and told the boy he wanted to see Mr. Hastings at once. “T just got a double order for luck,” he announced with a “Old Beeler’s a rather tough nut to con- vince, and so | thoucht Id do all 1 could while the selling was good.” And then— Well, you've guessed the rest. Grif- smile. fin, the man who was once a coward and who found his instinct, is the star of “the bunch” now. Jonas Howard. Not a Substitute Mapleine Is an original flavoring producing a flavor similar to Maple in cakes, candies, puddings, tasties and sugar syrups. Order a stock from your jobber, or The Louis Hilfer Co., 4 Dock St., Chicago, Ill. Crescent Mfg. Co., Seattle, Wash. TM Rs oy aU USE © CHIGAN STATE 4 Moe enone OFFICE OUTFITTERS LOOSE LEAF SPECIALISTS tue Tesch Hine Co 237-239 Pearl St. (near the bridge), Grand Rapids, Mich Up-to-date Stores use CUO 2ee nw DUPLICATING UAB SOLO) 0) Made of good BOOK paper, not print % OFF IN TOWNS WHERE WE HAVE NO 15 AGENT. | WRITE FOR SAMPLES TO MIDGARD SALESLIP CO. STOUGHTON, WIS, Also manufacture Triplicate Books. Carbonized back Books, White and Yellow Leaf Books. Klingman’s Sample Furniture Co. The Largest Exclusive Retailers of Furniture in America Where quality is first consideration and where you get the best for the price usually charged for the inferiors elsewhere. Don’t hesitate to write us, You will get just as fair treatment as though you were here personally. Opposite Morton House Corner Ionia, Fountain and Division Sts. Grand Rapids, Michigan MICHIGAN TRADESMAN October 30, 1912 Her Book. (Mina Irving in the New York We sat together on the stair, I much admired her golden hair; J talked of authors, Keats and Moore, And Ibsen’s wild, fantastic lore, With rapt, adoring looks’ she And hung upon my every word, And great indeed was my delight To find a maid so erudite. Times.) heard, “Here I have met at last,’”’ I thought, “The kindred soul I long have sought.’ “What book of all,” I asked ‘do you Admire the most? Pray tell me true. I waited for her lips to frame Some famous work’s familiar name, My faith her answer sadly shook. She promptly said, ‘‘The pocket-book.” Most of Yourself At Home. The business of being a husband, the business of being a father, the business of being a wife, the business of being a mother, these are businesses which in our present day civilization are often badly managed. As a result every other business to which the individual devotes himself suffers some or much loss. To be successful in business we must submit to discipline, bend ourselves in certain directions, and not go in others. To be successful in the business of life we must do the same thing. Life will discipline us whether or no. The ques- tion is, Shall we try.to thwart her— which we never can do—or shall we try to work in harmony with her dic- tates—work harmoniously and _ intelli- gently with her. People are often very impatient of the obligations of life. They cannot or will not realize that there are many laws to which all human beings are as sub- ject as physical things are subject to the law of gravitation. They may know that Napoleon lost a battle because he ate his dinner too hurriedly. They may know that it has been definitely proved that a man, perhaps in a flying machine, has lost his nerve because of indiges- tion, yet they will boast of defying all such laws as those of digestion, and de- light to tell of incidents—often quite wonderful chance occurrences — where such resistance resulted satisfactorily. Oblivious of Small Effects. Such people are so oblivious to any- thing but present, immediate effects, and so regardless of such small effects as that produced by the dropping of water which wears away the stone in the end, that they will not see the advantage of looking more than an inch before their noses, especially when such gaze involves effort or some tiny sacrifice of the pres- ent. The greater good does not appeal to them, especially if there must be im- mediate denial and restraint. In the business of being a part of a family self-denial and restraint must be practiced. It is an unfortunate family where the children are brought up with- out being trained in these virtues. They suffer a great wrong, for these are vir- tues which they must have for the most successful commerce with the world, un- Make the less they are so placed, as to be wonder- fully exempt from its requirements. They are being wronged, because to be happiest they must enter into relation- ships which once entered cannot be de- parted from without great loss to the business of living and personal failure in some or many of the matters of life. We have to put up with the weather, and life is not all beer and skittles. It has its clouds and tempests as well as the most beautiful of sunshine and warmth. A man has ‘to put up with rainy days and hot days and’ windy days, but often he absolutely refuses to put up with a home in which there is not per- petual sunshine. Ideas of Happiness Vary. There is a bit of doggerel rhyme to the effect that, “Isn’t the day most ter- ribly long when all goes right and noth- ing goes wrong; and isn’t the time most awfully flat when there’s nothing at all to grumble at?” The people who try hardest to escape the days when things go wrong, and places where everything is right, cannot succeed, and if they did they would not be happy. They have entirely perverse ideas as to what really after all constitutes the greatest happi- ness. The people of the city where no one ever died got terribly bored, and those who try to escape from all discom- fort are likely to be the people who suffer most, and most often, from fright- ful boredom. There are men who will put up—be- cause they have to, perhaps—with all sorts of tribulations that are incidental to their business life, but the moment such tribulations enter their home their patience ceases. The children in the home have their responsibilities, the husband usually has the great responsibility of maintaining the home—which fact he sometimes con- siders of sufficient importance to release him from all other duties—and there is the responsibility of the wife and moth- er. It is a little strange that most writ- ers upon “The Happy Family” lay upon her almost the entire obligation of be- ing pleasant and cheerful, of making the home a bright and cheery place. They do not take into account the fact that she has often less to animate her, less to arouse her enthusiasm and brighten her interest in things, than the one who goes out, meets many people, and learns many things. Overlook Uncongenialities. There aie sometimes uncongenialties in the home that it is hard to put up with, especially in our day, when men do not aspire to sainthood through the enduring of tribulations, but a good philosopher, a disciplined person, can overlook these and even turn them to account. A sense of humor will keep a man from taking too seriously things which cannot be remedied but may easily be endured if there is the will. Men and women who isolate them- selves from the home, unless for ex- ceptional reasons, stand convicted before the world of being undiciplined in tem- per, unable to adapt themselves to oth- ers and to live and work harmoniously with them. A few men and women may have work to do which compels such isolation, but the millions must accept for better or worse—and whether it is better or worse depends much upon them —the responsibilities of home life and fulfill them honorably, cheerfully, and nobly. The father of the family often claims exemption from disturbance, or it may be the brother or sister in the family to whom all give especial consideration, while those demanding such attention grow thoughtless, selfish and inconsider- ate. Many a mother has to work to keep the children quiet and to coddle her lord and master while he selfishly exaggerates his function. Quite the opposite of this is the hus- band and father who accepts his share of the responsibiliy of keeping his chil- dren happy and busy. I have recently known a charming family of middle aged children of a genial Englishman who, when they were children, enter- tained them of a Sunday afternoon by a simple device, the precious memory of which they treasure in their loving recollections of him. Home Amusements Valuable. He would take a great apple and pare it most elaborately while they looked on, entering into the business as serious- ly as they. Then he would cut it into many little sections, some of which he nicked, others of which he notched, and others yet he left without nick or notch. These he fitted back around the core of the apple and then he would say to each one, “Nick, notch, or no notch?” After they had guessed which, he would pull out the piece into which he had stuck his knife. If the child had guessed right he or she got the piece, but if not the father, a professional man of much dignity—ate it himself, or gave it to the one who had been very unfortunate in his guessing. This seems like a simple thing for a dignified man to occupy himself with for an hour or two, but these men and women children of his, scattered over the world, look back to those happy and ex- citing Sunday afternoons as among the best of their lives. Of course their re- gard for their father had been strength- ened and built up in many other ways, or they could not have been so excited and happy over such a little game as this. An old fashioned word for husband and wife was helpmates. To-day we mean much the same thing when we say comrades, but there is something more significant and beautiful in the older word. It has been said that the reason it was dropped was because it was used almost exclusively in reference to the wife. There must be give and take when people are real helpmates. The selfish one seldom seems to realize that he is so selfish as he is, or perhaps he does not want to realize . Duties of Men and Women Same. History and literature and everyday men are forever setting off in air tight compartments the duties of men and women, but there is bound to be a place where these overlap, as they most surely do in the home. It is to go back to primitive man to draw hard and fast lines in these things, to times when it was man’s duty to hunt, fish and sit about, although the women were often as good as the men in the more strenu- ous business. It has been said that among primitive people the men were considered better fitted for violent and brief muscular effort and the women for prolonged ex- ertion. A certain Indian chief once said, “Women are made for work. One of them can carry or haul twice as much as a man can do.” It is impossible in our day to be dog- matic about the different spheres of men and women. Attempts to be so are often responsible for unhappy homes. Each has trespassed upon the territory of the other, as anciently conceived and defined. Ancient proverbs and faithful old saws are often quoted to prove the one thing or the other. A man possessed of the idea of ruling his home with a high hand may say that if two people ride one horse, one must ride behind.- He for- gets, however, that many things have dis- appeared with the pillion. Men and women to-day mostly ride side by side, except when the man is an underling and must take the box or driver’s seat. There is also confutation of the idea in the fact that the most flourishing and well conducted business enterprises have been managed by partners in many cases where the community of interest could not be so nearly one and indivisible as in marriage. Family Co-operation Helps. A modern theologian in writing on the subject of the happy family has said: “The family can get along with a good deal of individual eccentricity and be the better for it. At the same time a common domestic consent, a household loyalty, an unreserved participation in the large interests of life, and the habit of doing things together, are plainly in the direction of the family good. Under these conditions brothers are more likely to love their sisters and children their parents. Out of such a home boys and girls are more likely to come out into strong, wholesome manhood and woman- hood.” C. S. Maddocks. ——_-2.___ Pleasant for Clarence. The sharp penetrating voice of the young woman’s mother rang out on the still night air: “Marie, come in the house this minute! Haven’t I told you—” “Mamma,” interrupted an equally sharp voice, appearing to come from somewhere on the front porch, “this isn’t Jack! This is Clarence!” —_—_—_—_>2—__ Within Comprehension. Gilmore—The newspapers tell to- day the story of a man who charges another man with running away with his wife and $25 of his money. Monroe—I suppose the injured hus- band wants the man arrested ani punished? Gilmore—No; he only wants his money back. ——— +> It’s easier for love to find the way than it is for it to pay the way October 30, 1912 MICHIGAN TRADESMAN 31 Doll Headquarters VERY DOLL we sell is priced as low as train- load buying can make it. Into its cost has been fig- ured the expenses of no mid- dleman. Our buyers go direct to the homes of the makers and practically dic- tate the materials that go into the goods we sell. We sell more dolls than any other distributor and here’s the reason: Every number in our line is a triple- sifted seller. Of a maker’s assortment we pick only the five or six best sellers. Therefore our huge stock of dolls are distinctly the X XXX values of a host of manufacturers. This year, fifteen million little girls are going to spend all Christmas day rocking, cuddling, brushing and dressing fifteen million dolls. Your share of the fancy profits on these fifteen million dolls de- pends directly upon the number you buy from us. BUTLER BROTHERS 32 THE CO-OPERATIVE IDEA Offers Retailer Little Which Is Not His Already. The retail merchant whose stands alone, whose capital is invested in a single store and whose buying and selling plans have solely to do with one stock of merchan- finds his business undermined by chain stores, large department stores and mail order houses. His competitors are usually well supplied with capital. Their credit is almost invariably better and their ability to buy in large quantities necessarily follows. It would seem, therefore, that if no method of protecting him- self from their competition were de- vised, in the course of time every independent retailer would be put out of business. busi- ness a° aise, Yet, in the face of these facts, we are told by the publishers of the Sat- urday Post: “The retailer has the strategic po- sition. “Whether it be the giant depart- ment store, which is as much an in- stitution as the great thoroughfare of the city; or whether it be the ‘veneral store’ in the village where the farmer goes for his pitchfork or the barefoot child for his taffy—the retail store commands the situation in its entirety. “The retailer speaks with a voice of authority to the people of his They look to him for merchandising— Evening community. that refinement of service. He is nearest the consumer. lle extends credit to customers who would be unknown to the manufac- makes possible small He shows goods in allur- He performs direct serv- selection and making turers. He purchases. ing display. ice, aiding in exchanges readily.” : If it is true that the retailer has the strategic position, then what shall he do? The Bugaboo of Competition. Most retailers who are worried by competition never try to discover what are the really dangerous meth- ods used by their competitors. What really hurts is not the ability of their competitors to buy and _ sell cheaper but the fact that their com- petitors are usually better salesmen. Of all the methods of salesmanship which are most difficult for the re- tailer to down, the mail order stands Yet there is not a mail order house which can equal the average merchant in point of service and quality of goods supplied, if the merchant is ‘on the job.” At best, they are forced to resort to extraor- dinary expedients in order to make customers feel that supreme. their distant they are giving real service. The Co-operative Catalogue. The co-operative catalogue is an attempt to fight the devil with his own fire. But fighting the devil with fire is a mighty poor policy. Fire is the one thing the devil knows how to use best. The method of meeting catalogue competition must vary with every retailer. It is a great mistake to look for a method which may fit the case of a retailer in a small town MICHIGAN in Maine and think that it will also fit the case of a retailer in some growing city in Texas. This is the great weakness of the co-operative catalogue. It may be just the thing for a general store which finds it difficult to keep in touch with its trade. On the other hand, it may prove to be a vicious blow to the community where the hardware dealer, the grocer, the fur- niture dealer and the clothier ‘are each doing a thriving business. This disadvantage the co-operative catalogue seeks to minimize by pro- viding that the profits on a hardware sale shall go to the hardware dealer, even though the sale is made by the grocer. But supposing the _ hard- ware dealer circulates only 100 cata- logues, whereas the grocer circulates 500. Supposing the hardware dealer daoesn’t advertise his catalogues at all, while the grocer spends a consider- able amount of money in advertising them both in the newspapers ana through circulars. In a few words, supposing the grocer makes five times the selling effort of the hard- ware dealer, would it be fair to have the hardware dealer get all the hard- ware business when he has done only a fifth of the work of selling? Co-operative Selling. Reduced to its simplest form, a co- operative catalogue is not merely a ineans of fighting mail order compe- tition nor is it a method of enabling the retailer to buy more cheaply. It is in part these things, but in reali- ty it is principally a method of co- operative selling, and the method by which a_ retailer will conduct his business will be determined by those who prepare the catalogues. In advertising their mail order business, every retailer in the town will have to agree upon uniform methods. They will have to agree about credit, about freight, about express, about methods of remitting and almost invariably this agree- ment will not be what they may wish but what the central organiza- tion from which they buy the cata- logue determines. Whether they wish to have it so or not, they will become nothing more nor less than agents, and while their profits as an agent will be great owing to a reduction in their ex- pense, they will find that in the long sun they are aggravating and not preventing mail order competition. Co-operative Buying. Co-operative buying is an attempt to imitate the condition of competi- tors who are able to buy better. Not only are these competitors able to buy on better terms and_ through fewer middlemen but they can take advantage of innumerable economies which the retailer who must keep his capital invested exclusively in cne stock can not consider. Just at this time a number of co- operative buying schemes’ which seemingly enable the independent retailer to buy at an equal advan- tage are being widely discussed. In one form or another each of these methods claim that they enable the retailers to buy at a lower cost by affecting three economies: TRADESMAN 1. Buying direct and the jobbers. 2. Buying by mail and eliminat- ing the salesmen. 3. Buying for cash and eliminat- ing credit losses. These are economies, surely. But zre they worth the cost? And is it not possible for the wide-awake mer- chant to buy to equal advantage without committing himself to a method of doing business which makes him nothing more than an agent for a buying agency? The Futility of Buying Direct. Few retailers are of the opinion that consumers can save themselves money by buying direct and elimin- ating every form of middleman. There are certain inevitable losses which must be added to the manufac- turing cost of goods and there are certain services demanded by con- sumers which must be included in the price they pay. Whether they buy direct or whether they buy from the retailer they will have to pay for these losses and for whatever service they demand and they will have to pay the profit not only upon the manufacturing cost but also upon the retailing cost. This is so well understood by re- tailers that any suggestion to a re- tailer to buy direct from a manufac- turer ought to be laughed out of court. Yet every form of co-opera- tive buying is nothing more nor less than an attempt to eliminate the fac- tors between the retailer and the manufacturers, the jobbers and their salesmen. Advocates of co-operative buying, no matter what form their system may assume, claim that they can eliminate the profits of the jobber and reduce the cost of moving goods trom the manufacturer to the con- sumer. It is entirely possible that the profits of the jobbers can be shifted, but it is altogether absurd to claim that this cost of moving goods from the manufacturer to the retailer can be eliminated. And if it were pos- sible to reduce it the jobbers, eliminating October 30, 1912 prompted by self-interest, would be the first to undertake to do so. Few manufacturers who could be induced to undertake a jobbing busi- ness would long remain philanthro- pists. If they do a jobbing business they will expect the jobbers’ profit. Buying For Cash. We believe cash talks just as loudly to a jobber as to a manufacturer, while the jobber can render better service. Whether the day for merchandis- ing from top to bottom on an ex- clusive cash basis has yet arrived is extremely doubtful. Instead of a cash business being more profitable than a credit business, the very re- verse is frequently and should al- ways be true. A credit business in which the ac- counts are carefully watched and restricted is a business in which each customer buys regularly a consider- able amount, while a cash business is a business in which almost every customer is a transient who must be attracted by changing selling argu- ments. Almost without exception the large and scientifically managed department stores cultivate charge accounts. But of course the credit is not indiscriminate, and the losses from bad accounts are negligible. Buying in Large Quantities. The saving possible by buying considerable quantities is another of the advantages presumed to come from the co-operative buying system. As an actual matter of fact, except in a few scattered instances, co- operative buying on a large scale is very impractical. It is possible that the merchants of a given section may combine to buy an occasional carload of merchandise which is saleable in their district, but the assumption that orders can be pooled from many sections and turn over to the manu- facturers to fill when they must ship each part of the large order to wide- iy scattered parts of the country, is fallacious. Careful students of retailing have come to the conclusion that the suc- cessful retailer is not the one who Churches modest seating of a chapel. Lodge Halls luxurious upholstered opera chairs, 215 Wabash Ave. GRAND RAPIDS We Manufacture > Public Seating Exclusively We furnish churches of all denominations, designing and building to harmonize with the general architectural scheme—from the most elaborate carved furniture for the cathedral to the : The fact that we have furnished a large majority of the city Schools and district schools throughout the country. speaks volumes for the merits of our school furniture, and materials used and moderate prices. win. We specialize Lodge. Hall a. Our long experience has given us a knowledge of re- quirements and how to meet them. Many styles in stock and built to order, including the more inexpensive portable chairs, veneer assembly chairs, and Write Dept. Y. (American Seating Company NEW YORK BOSTON ft Excellence of design, construction Assembly seating. eae, CHICAGO, ILL. PHILADELPHIA hy i October 30, 1912 seeks to do his business on a wide margin of profit, but the retailer who seeks to do business on a compara- tively small margin of profit, but with a very rapid turn-over of his capital. Such a retailer depends up- on his jobber to carry the bulk of his stock, while he himself carries simply sufficient to supply his trade from time to time. Eliminating Jobber and Salesmen. In certain lines of business a de- termined attempt to do away with the jobbers would paralyze the manu- facturers. The manufacturers who are apparently willing to sell direct at a low cost do so because they feel they can sell through the jobber a certain proportion of their output at a very profitable figure. Let the job- ber be eliminated and immediately the manufacturers will begin raising their prices. Assuming that the jobber adds to the cost of the goods 15 per cent., it by no means follows that if you buy direct from the manufacturer you save this 15 per cent. It is pos- sible in many cases to do so by mak- ing special contracts with the manu- facturer, if the bulk of his output is otherwise taken care of. But the manufacturer who would depend en- tirely upon his ability to sell direct would soon raise his prices to cover the jobber’s 15 per cent. or else go out of business. Every retailer can think of instanc- es of manufacturers who sold direct and whose prices were raised, slow- ly perhaps, but raised in the long run to a greater extent than when they sold through the jobbers. This was due to the fact that whereas the jobber gets his 15 per cent. by selling to one retailer the product of many different manufacturers, the manufacturer must rely upon a sell- ing organization which sells only the products of his own factory. “A Better Day’s Profit.” Recently the Burroughs Adding Machine Co. made an exhaustive study of what ails the retail mer- chant. It discovered that 95 per cent. of all retailers were just barely exist- ing and being gradually forced out ot existence, while a bare 5 per cent. were really succeeding. Then it be- gan to study the methods of the 5 per cent. who were succeeding and the conclusion was that the only dif- ferénce between the two lay in the fact that the successful stores were running their business from positive knowledge. It tried to answer the following questions: “Which lines show a profit and how much? “What does it cost to obtain that profit? “Are my clerks earning more or less than I am paying them? “Are there any leaks, and, if so, where?” Then it says: “The average retailer is a poor buyer. Ninety per cent. of all retail stores over-buy. The biggest store leak is in the failure of the retailer to turn his capital often. “A jobber’s discount of 50 per MICHIGAN cent. from list price is a loss if the goods will not sell. The retailer must not buy for the extra discount but for the profit.” When it speaks of profit it does not mean immediate profit, but profit in the does it attribute the lack of success to any- thing but poor management. long run. Nowhere A careful study of every phase of this co-operative buying and selling idea will convince the unprejudiced that it offers to him little which is not his already. If he can buy for and induce his tomers to buy upon a cash basis, he can sell for cost and make his en- tire profit out of his cash discounts. If he will study his trade sufficiently he can make contracts for consider- able quantities delivered at regular intervals and paid for month by month, and obtain most of the ad- vantages of purchasing in large quantities without the disadvantages. lf he will spend the same amount of in advertising and circulariz- ing that he would have to spend for the catalgues and for distributing them, and bend every effort to make his advertising vitally interesting, he will obtain a larger trade for his own stock without regard to his competi- tors. If he will co-operate with the jobber and the jobber’s salesmen, he will be able to carry a larger stock, which turns over more rapid- ly, and even though his profits on sales be smaller, his profit on his in- vestment will be much larger. Finally, if he will co-operate with the more than one million retailers ef the nation to make it difficult for the manufacturer to sell at one price to mail order houses and chain stores, and at another price to independent retailers, he will worry less about the competitors who underbid him. But this work can only be done through a national organization of such magnitude that the entire na- tion will respect its wishes. —_+++___ Cost of Goods a Secret Not Always Necessary. Written for the Tradesman. When the commercial traveler visits the general store in the village or at the crossroads the store-keeper has no separate room where he can _ inspect samples and obtain quotations. Busi- ness with the agent must often be transacted in the presence of custom- ers, some of whom are always eager to “catck on” to wholesale prices. Most traveling salesmen recognize the unavoidable condition and quote prices in a guarded tone or use a pencil. Occasionally an agent seems utterly unconscious of the fact that a merchant does not want his custom- ers to know how much he pays _ for goods, and will quote wholesale prices so as to be plainly heard by the ap- parently interested bystanders. This so annoys the merchant as to preclude his giving any order or causes him to abbreviate the one already begun. Some customers are by no means satisfied with what they may “happen” to learn about wholesale prices and should the merchant be called away a moment to give instructions to an em- ploye they begin to quiz the commer- retailer cash cus- money TRADESMAN cial traveler: shoe?” “How do you sell this “What is such a suit worth,” etc. The courteous and discreet agent quotes the usual retail price of the goods in question and the inquisitive one is no wiser as to wholesale prices. Whenever a customer asks the mer- chant point blank what he pays for such and such goods, he sometimes gets an exact and truthful quotation, and yet does not believe it because he thinks the merchant makes a much larger profit. Again the wholesale price giv- en in reply to such questioning is so ridiculously low and the possible profits so great that the customer realizes at once that the merchant does not pro- pose to enlighten him. That it is not always necessary to keep wholesale prices a secret, that it does not always injure trade if cus- tomers know what the merchant pays for goods may be seen in the case of the city grocer. He many times buys butter, eggs, fruit, farm and garden products right in the presence of cus- tomers to whom he retails the same. He bargains openly with the farmer or gardener, and all who choose may lis- ten. He can not always do otherwise. It would lower him in the estimation of many did he try to bargain secretly— aside—in an undertone. His customers are generally intelli- gent and many of them well-informed in business matters. They know that he must have a margin of profit suf- ficient to cover expenses, losses and an income for himself. He is seldom to blame for high prices; therefore, he does not regard the common plaints about prices as directed against him. Another thing the discreet does not do: He does not turn from his buying for the store and proceed to inform the nearest customer about the unavoidable losses in handling this or that product, nor of the heavy expense of retailing and delivering littie dabs, such as many insist on purchasing. He leaves such explanations until com- personal—as STOcer some one who thinks he is taking too big a slice for himself needs to be enlight- ened. Seeing that publicity does not hurt the grocer, why may it not be used to advantage to a certain extent by other merchants? It seems that might something be done to offset the claims of the mail order concerns. Not content to give prices and de- scriptions, over and over state that the local dealer much more for the They along this line again they will ask so same kind of goods. readers of their catalogue to believe that the home merchant is making exorbitant profits. And yet publicity as to wholesale prices would not avail much with those who would admit that the home deal- er’s profits are none too large if they still gave credence to the want mail order concern’s claims that of buying in enormous quantities the latter obtain goods much lower than the home deal- er has to pay. E. E. Whitney. a Queen Has Solid Silver Phone. Queen Victoria probably has the most remarkable telephone in the world. It is Of with a gold trans- supported by figures, which a boy leaning against a Spanish tele- (a golden wire) with an Eng- solid silver, Mutter and is four bronze Hercules between coat-of-arms is conversing by phone lish girl in close proximity to a Brit- ish lion. Above the mouthpiece are two goddesses in angel attire. One may well ask if it is possible to get such a con This stands on her majesty’s and connects with the the wrong number on trivance. The queen never does. work of art writing table royal nursery. 139-141 Monrov St. Le Crd GRAND. RAPIDS, MICH. Fire Resisting Reynolds Slate Shingles After Five Years Wear Beware of Imitations. REYNOLDS FLEXIBLE ASPHALT SLATE SHINGLES HAVE ENDORSEMENT OF; LEADING ARCHITECTS For Particulars Ask for Sample and Booklet. Write us for Agency Proposition. Saginaw Smear, Toledo Columbus Rochester Boston Chicago Detroit Lansin Cleveland Cincinnati Buffalo Worcester Jackson Milwaukee Battle Creek Dayton Youngstown Syracuse Scranton Fully Guaranteed Poe et Wood Shingles After Five Years Wear Distributing Agents at H. M. REYNOLDS ASPHALT SHINGLE CO. Original Manufacturer, GRAND RAPIDS, MICH. SERRATE TOT A I I ae ELS 34 MICHIGAN 45) ) Will Ere Fi 4 [7] Ha “aap)) WV NY\\ N\as a » mM ul = (s i y Wr g2 >a \ EW ETE SHOE CT = cache Ss _—rgnsa 2 Aa < S. BAA 5 e : aR 7 4 i ood) asvt HA (( UJI IDI Y, sult fins = a ol ((lt 4 x o ef h. et SAD Children a Mighty Factor in Shoe Retailing. The purpose in running a shoe store is to make money. Theories, likes and dislikes may have some influence with the management of a retail busi- ness, but the real interest lies in those facts which bring in cold cash. Hav- ing passed the childhood stage, we may sometime forget the pleasures, sorrows and actual feeling of child- hood days, and in the scramble for the almighty dollar we clined to believe that can be made in selling of men’s or women’s shoes than there is in waiting on a mother wanting shoes for her children. Probably we may at some time or other have had a sad experience of spending twenty to thirty minutes selling a 50 cent soft sole with 12% cents profit, but when we consider that children take a great many more steps than grown-ups, and that they require a great many more pairs of shoes, we find that the chil- dren’s business is a mighty good fac- tor in shoe retailing. In selling children’s shoes we should consider the open field resulting from the number of dealers who do not feature children’s shoes. When we consider the greater number of pairs of children’s shoes that are sold in comparison with the sale of men’s and women’s shoes it will be seen that the juvenile trade of a shoe store is a mighty important thing after all. We might say that it requires just as much time to sell an infant’s shoe at 50 cents as it does to sell a $4 shoe to the mother. Some merchants claim the stock is hard to keep and in spite of their most careful efforts, they are bound to be stuck on some lines of children’s shoes. Suppose these mer- chants paid as little attention to the adult line! Business would be sure to drop off, perhaps to such an extent would be called in six may be in- more a $4 or $5 pair money a receiver months. To attain success iu handling chil- dren’s trade this stock should be plac- ed in a separate room or department, and divided from the rest of the lines. Certain clerks should be em- ployed in selling little folks’ shoes and the entire department given un- divided attention. By employing this separate treatment a greater interest is obtained from the customers, goods are more easily sold, and the cus- tomers appreciate the service and are willing to come again. If clerks are engaged to sell nothing but children’s shoes they unquestionably tender a better service to the customer desiring children’s shoes. Are you aware that fitting chil- dren’s shoes is based entirely on self- reliance? Why? The salesman must be both judge and jury in this case. This is true in fitting all sizes, from The foot alone , since scarcely any de- pendence can be placed on statements made by the child. Special advertising directed to this class of trade will produce good re- sults. But many shoe dealers seem to neglect this very important part of their business and seem to be under the impression that no great amount of profit can be obtained from the juvenile department. As a matter of fact, however, retailers are making a great mistake if they do not feature children’s shoes to the degree that they should, because the trade of chil- dren is well worth catering to. The same dealers who complain about th> multiplicity of shoe styles in men’s and women’s lines are usually those deal- ers who overlook the fact that chil- dren’s lines, while they follow the style tendencies of shoes for their parents, are of a more staple charac- ter. / Smaller children will be more than pleased to receive a personal lette1 asking them to call and see the new school shoes. Not being inv the habit of receiving mail, such a letter will create a strong impression upon them and ought to be productive of good results. A young man found after buying a shoe store that his predecessors had not given much attention to children’s trade. He found, also, that most all other stores were equally indifferent to displaying or advertising chillren’s footwear, so he began hammering chil- dren’s shoes. One Saturday he would sell soft soles in all colors and sizes cacks to misses’ sizes. offers a guide at nine cents a pair. They cost him seventeen cents, so on fifty pair he lost $4 and the expense of selliig them, but he made a score of new customers. Another time he would advertise the gift of a small sled with every pair sold on one day. With dozens of plans, each different from the one before, business began to im- prove. His children’s department grew by leaps and bounds and with it the mother’s trade was also secured. The young man is still on the job fitting eleven and twelve feet that have never been fitted in any other store than his and some of them are the nine-cent customers. He attributes his success to the fact that his competitors neglect their children’s business. They show men’s and women’s shoes, advertise men’s and women’s shoes, think men’s and women’s shoes and forget children’s footwear almost altogether. Judging from these facts it seems that it prop- er attention is given to the children’s TRADESMAN department there can be more actual money made there, than in any other part of the stock—Shoe Retailer. —_++.____ Old-Time Shoe Manufacture Before the introduction of machin- ery the manufacturers of the vicinity gave out a great deal of their work to families in the villages and on the farms, especially in the colder months of the year. Most of the up- pers of prunella or cloth shoes and carpet slippers were done by the wom- en, but the leather work and _ bot- toming was done by the men, who worked in small outbuildings warmed by stoves and furnished with the old- fashioned cobbler’s bench, with its array of shoe-pegs, sparables, shoe- makers’ wax, heelball, blacking pot and bristles, shoe thread, awls, knives, lapstone, hammer, strap and lasts. shoe Generally these buildings were small, holding from four to six bench- es, and they naturally became a favor- ite resort for the boys and old men who from time to time came in to tell and hear the gossip of the neigh- borhood. Many a sharp political or polemical argument was fought out, many a good story told and racy scandal recited “between meals,” for everyone started in with a good break- fast and lost no time when the din- ner-horn called them home at noon or to a hearty supper at the early sundown. The old Franklin or “airtight” stove kept their little shops warm and dry; they smoked or “chawed” between the intermittent exchange of argu- ment and conversation, and they felt October 30, 1912 perfectly independent of foreman or manufacturer so long as their work was good, and they were up to time on deliveries. Their work was good, too, whether honest work, “pegged” or “sewed,” and the boys were each set to work splitting out and pegs, shoe- threads, “chores” at not beyonl sharpening twisting and and doing waxing such of the house and barn as were their strength. The women for the most part did their share of the work at home, call- ing in when necessary their neigh- bors’ daughters, who chatted merrily you may be sure over labors that eked out the family resources or gave them a little money for dress, education or travel. But that feature of shoe manufac- ture has gone by, and only here and there may be seen the tiny shops and the rotting cuttings of leather, and bits of wood and iron that tell of a phase of industry as extinct as the dodo.—National Megazine. ——_+<-._____ Button Fastener Machine Replevined. Chicago, Oct. 28—The Heaton- Peninsular Button Fastener Co. has replevined a machine used by Vincent Canopa on the grounds that the les- see had substituted bogus fasteners. There is also a suit pending in the United States court against the O. K. Leather & Findings Co., of this city, for selling bogus fasteners to be used in Heaton-Peninsular machines. The H.-P. Co. states that this action is the first of a series of suits to be prose- cuted on similar charges. These Wonderful Shoes are different. Every pair a beauty. trade. operatives, expert conditions. Our specifications de- mand the best of mate- rials and workmanship and WE GET THEM. Ze \WONDE oe Shoe Sure to please your most critical Extreme care is exercised in the making of these shoes—high grade in the art, make them under finely appointed Try No. 114 B-C and B $3.00. Less 10% in 10 days; 5% in 20 days. Get in touch with Michigan’s Modern Specialty Shoe House. Net 30 days. The Michigan People Grand RapidsShoe & Rubber (6. Grand Rapids October 30, 1912 What Some Michigan Cities Are Doing. Written for the Tradesman. Durand is to have free mail delivery chrough the efforts of Congressman Fordney. Joseph P. Tracy has. resigned the Secretaryship of the Saginaw Board of Trade, to take effect Dec. 31, and will return to Chicago to engage in business for himself. Saginaw is expecting 800 delegates at the ninth annual meeting of the Michigan Retail Implement and Ve- hicle Dealers’ Association, to be held Nov. 19 to 21. Representatives of the Thumb dis- trict are urging the need of a boat line to Saginaw, Bay City and Port Huron, touching at Port Hope, Har- bor Beach, Forrestville, Port Sanilac and Lexington. During the present year 352 new buildings have been erected in Kala- mazoo, which is not quite up to rec- ords for the past two years, owing to labor troubles. Onaway is hoping to secure a beet sugar factory. Marshall seems to be booming. For the first time in years there is not a vacant store on its main street and the Council is having difficulty in finding a place to hold its election. The Otsego Commercial Club will give a banquet in honor of the ladi-s who were so successful with the doll parade at the street fair and home coming. The Albion Council has voted to hold up all electric light bills pres- ented by the Commercial Power Co. until better service is rendered. The present lighting contract expires in January. Work on the new manual school at Menominee will begin this fall. The Wabash will build coal docks at Adrian and will make that city a coaling stop for passenger and freight trains. Benton Harbor will have a new daily evening paper, the Leader, which will start Nov. 15. The Marquette County Gas & Elec- tric Co. will erect a plant at Ishpem- ing for the manufacture of roof paint, using by-products of the gas plant. Benton Harbor will be made head- quarters of the Baker-Vawter Co., the general offices being transferred to that city from Chicago. Dog licens? money reached nearly $2,000 in Kalamazoo this year and brings the city more money than any other form of license tax. Kalamazoo has laid two miles of pavement this year, while 13,300 feet of sanitary sewers has been installed. The deal whereby W. H. Kitto, of Cleveland, was to have established an automobile factory at St. Louis has fallen through. Bay City will have its street car tracks extended near'y a mile this fall out Farragut street. Grand Traverse supervisors have voted to co-operate with Muskegon is the project of a maca lamized high- way from Chicago to the Straits of Mackinac, skirting Lake Michigan. Jobs are hunting for men at Petos- key and industries are running short- handed. MICHIGAN Kalamazoo county will have a farm demonstrator, the Commercial Club of Kalamazoo having raised sufficient funds for the work. The recent reception for farmers given by the Battle Creek Chamber of Commerce was a success, being at- tended by over 1,000 farmers, with their wives and families. The Cham- ber sent out 1,100 invitations and al- most every one was returned, being brought in by the farmers in person. It is stated that the affair will be re- peated at least four times a year. with downtown Kalamazoo will luminous arc streets. experiment lamps in Cadillac has had a bucket shop for the past six months and will refuse to renew the license. The manager has been talking of going to Petos- key, but Mayor Homer Sly says: “We have no use for bucket shops here.” A fine business block will replace the Colby-Hinkley mill on West Main street, Benton Harbor. South Haven people have granted the gas company a new franchise and the company will make extensions and other improvements. Ludington has passed the weights and measures ordinance which has been hanging fire for the past two years. Bay City is enforcing its milk ordi- nance and one of the largest dealers has been notified to discontinue ped- dling milk until the plant is cleaned up. Enrollment in the night schools of Battle Creek on first night was over 300, or an increase of nearly 100 over a year ago. There will be seventeen teachers, an increase of four over last year. Holland citizens are enquiring whether there is not a plumbers’ trust in that city. There must at least be some community of interests for the following public notice is being is- sued: “The plumbers of Holland wish to notify the public that the price of labor hereafter will be 60 cents, in- stead of 50 cents per hour by reason of the insurance they are compelled to carry for each employe, on account of the workmen’s compensation law, which went into effect Sept. 1. The increase is to take effect immediately.” Ann Arbor citizens say that the street car service there is rotten and the company makes the retort that the city lines “don’t pay nohow.” Benton Harbor has been told by a manufacturer of reduction plants for earbage disposal that it ought to buy a plant and stop dumping its garbage in the marshes and low places about the city. Benton Harbor is thinking about it. Marquette has a dairy inspector who is on the job every minute. Premises of the thirty milk produc-rs who supply Marquette are visited once each month and sanitary measures are enforced. Enrollment at the State Normal School, Marqu>‘te, is 300—the largest for a regular term since the school opened. The boulevard system of lights for Eight street, Holland, is being con- sidered by the Merchants’ Associa- tion, TRADESMAN The North Side Board of Trade has been formed at Holland, with Chas. Collins as President and Walter Flood as Secretary. Efforts will be made to secure another railroad for Holland and to have Black river dredged and opened for navigation. Almond Griffen. —_>+.____ Every man on earth considers a prom- ise sacred—if made to him by another. 35 The Line That’s Up-to-Date HONORBILT SHOES Use Tradesman Coupons It’s the Name that Protects You workmanship. “H. B. HARD PAN” shoes have been made so well and so long that every FARMER, MECHANIC or RAILROAD MAN is satisfied with the goods shown him if they bear this name. They know that the name H. B. HARD PAN is a sure protection against inferior leather and poor Think what an exclusive agency for this line means fo you in protection and profit. THEY WEAR LIKE IRON HEROLD-BERTSCH SHOE CO. GRAND RAPIDS, MICHIGAN No. 408 A Tan High Cut Now on the Floor for Delivery on Receipt of Orders This is a 12 inch tan Elk shoe with full bellows tongue, two straps and buckles at top, three soles, the outer sole being of No. 1 viscolized stock. The upper leather runs full under the toe cap, giving double wear at that point. Rouge Rex High Cuts Hirth-Krause Company Hide to Shoe Tanners and Shoe Manufacturers Grand Rapids, Mich. Satisfy a ec Nm Re Ne Se i a ROLL RNR POSS SISA ECCLES AE SIC DENN INTE, OLN G RE EG AP RTE SS FIFTEEN COUNTIES. Almost Boundless Possibilities of the Upper Peninsula.* For twenty-live years of my early manhood | followed the profession of a commercial traveler. My line was agricultural implements, which brought me to the iront door of the retailers and jobbers in this line in almost every state in the union, so I have had a better opportunity than many to judge the traveling men and their work and worth in the Eastern Western, Northern and Southern states. I do not know of a class of men who are so untiring in their ambition to succeed and are more honest in their statements and more generous to their friends. A real traveling man is always in the sunshine, he is pleasant and tries to make others so, he possesses a tal- ent that sometimes is not made and cultivated by staying in one place and by not mingling with the people of the world, and that is the power to diag- nose and judge men’s natures and characters. As a rule they are quick in their perceptions, they are clean and or- derly in their appearance, accurate and methodical in their methods, al- ways on time, for if they are not they lose their train and their opportunity of getting to the next town before their competitor does. They have more real love and respect for their homes than many men, and the love for their homes and their dear ones is the potent power which guides their steps in the path of real manhood. The indiscreet acts of a very few have cast a reflection on many whose social and business lives are as pure and sweet as the breath of a beautiful rose. As a class they are untiring and persevering, and try not to show dis- appointment, always trying to benefit their customers with their accurate knowledge of the value of the goods they represent. A real salesman always depends on the future for his success, and he will never endeavor to sell unworthy goods in large quan- tities to his trade, knowing if he did that his future orders would be as barren as the top of Pike’s Peak. As a class there is no stronger pow- er to gather the real sentiment that exists among the people, and their power of making sentiment and gov- erning the actions of people is possi- bly greater than any other class of men possess. With their frequent visits they carry information to the moun- tain top and into the valley. No hid- den customer even in the wilderness or in the older settled country is miss- ed by them. They are better con- ceivers of the value of any location, and the people, as to their commercial economic and religious value than any other class of men. I heard Governor Rusk remark once that if the traveling men of Wiscon- sin wanted him for Governor and would manifest that desire by talking to their customers in reference to his *Address of Colonel Mott, of the Upper Peninsula Development Bureau, given at the banquet of the United Commercial Travelers at Marquette. MICHIGAN ability to occupy that position, that was the only force or power of organization that he would care for, that they had the power of saying more good things and were freer irom jealousy, and they always stood for the weak as well as the strong. | have seem in my life’s path many opportunities to test their sympathy and love of doing for the unfortunate. Several times I have seen hats passed around in railway trains and hotels and public stores to relieve some un- fortunate person, and during any of these scenes I have always failed to find one ungenerous, selfish and un- sympathetic traveling man. I have failed yet to see one refuse to answer questions or give information to any one who applied to him. I do not, as I have said previously, know of a class of men that I could place as much faith in their ability of TRADESMAN Through your help and through your ability to describe this country and its value as an agricultural proposition you can create sentiment and stir up and stimulate your customers even right here at home to a better appre- ciation of the value of this country than almost any other class, and when a man will stand up and fight for his country he is a loyal man, he 1s a good man, and it is that fighting spirit that must exist among the merchants of these fifteen counties if we are success- ful in bringing and keeping the right people, and you gentlemen can carry to each location and to each store words that are bathed in sunshine in- stead of knocking and fault finding words. While you are waiting for your trains after you have closed up your business in each town take it upon yourself to tell the people, if you are in Marquette, how much energy and October 30, 1912 that could be produced in Cloverland. Think how: much larger your ord:rs would be, how much more permanent your customers would be, how much better they would pay their bills if they had three million instead of three hundred and twenty-five thousand peo- ple to sell goods to. Gentlemen this rests on your shoulders more than on the man who owns the land. He is looking for a one day profit. He can only sell th: lands once, while you can constantly be deriving, every month in the year, revenue from the man to whom these lands are sold, because he cultivates and makes wealth for you and your customers. | tell you, gentlemen, that lots vf you can make more money by talk- ing to your customers of the value ot this empire than you can by playing Of course, I know that no man before me knows how to even Rummy. HIS MASTER’S VOICE doing things, and doing the right things, as the commercial travelers. Now let me give you a little view- point of the future. I have been in the past, and it is from the past that we know the future. If you want more sales you have got to have more customers, and these customers have got to have more people to sell to, and there is no class of people in the world that is of so much value to the traveling man as the farmer. It is the farmer who produces something that gives him the opportunity of pay- ing his bills during a strike or lock out. You gentlemen who confine your efforts and traveling in Cloverland, let me say to you that these fifteen counties are an empire in themselves, for as Andrew Jackson once said, “any country that could not feed and clothe itself should not exist, and a country that could do this was an em- pire.” progress is being displayed by the farmers of Delta or Menominee coun- ties, and when you are in Houghton tell them how much alive the farmers in Iron, Dickinson and Gogebic coun- ties are. Tell them that they are satis- fied with Cloverland, that it is one of the greatest vestibules of wealth that you know of. I, myself, do not know of fifteen counties in one solid body that possess so much wealth under the ground as well as on top of the ground as is here. Instead of having three hundred and twenty-five thousand people for a pop- ulation these fifteen counties should have, and could easily support three million people, and of these three million people, if two million of them were agricultural people, and the bal- ance miners, manufacturers, mer- chants, traveling men and profession- al men, no one can figure the wealth play Rummy, but you might have heard of some one who did. What I mean is wake up to the re- sponsibility that rests upon you for 1f your customers do not succeed you can not get any orders or be prosper- ous and be known as a first class salesman. You travel in other states speak of this empire to the outside world, for it is here we need people The well settled congested farming districts in the Southern, Western and the Middle Western states do not need the same care and thought and loyalty on your part in the direction of the upbuilding of the same that this territory needs. Hundreds of congested families on small acreage that stand around the country store and listen to the stories of the traveling man would be much more benefited by giving them a neat who Cetober 30, 1712 description of what this country can be made by actual farmers. Let us analyze a little for your bene- fit these fifteen counties of Cloverland. This is the home of wild and tame grasses. Clover, timothy and other tame grasses grow wild without tne culture and handiwork of man on the cut-over and forest lands. Sugar beets and vegetables possess a better flavor and are greater in quantity than any lands I know of. From a revenue standpoint I call your attention to the farmers of Menominee County last year who went into the culture of peas and obtained from sixty-five to one hundred dollars pere acre for their crops. Cloverland has over a_ thousand nules of shore line, whick is a na- tural tocation for the cult ire of apples, pears. cherries, plums and for ail varieties of bush and vine fruits. The large bodies of water, Lake Superior, Michigan and Green Bay seem to protect the trees and vines from killing frosts. Fruit also does well in the interior counties of Clover- land. The large body of snow that remains on the ground in this territory from December until April is a blanket of wealth which prevents the ground from freezing, so there is generally not more than half an inch of frost ex- isting in the soil during the winter. The snow also protects the roots and vines, and it seems to be a rare thing for grasses to be winter killed. Huron, All the rivers, creeks, lakes and wells are spring fed, so that a high grade of pure water exists in all of the different counties, and as every gallon of milk contains about 94 per. cent. of water, the better the water, the better the grasses and the more contented the cows, the higher the quantity and quality of milk. 1 expect in a very few years with more agricul- tural settlement and when more cows are fed and reared in the territory, that many in St. Paul, Milwaukee and Chicago will look to this territory for their milk supply. Fortunately in this territory there is no prevalent August and September droughts so that the pastures offer six months of grazing to about four and a half months that exist in th counties of lower Michigan and Wisconsin. Every product from the field or fac- tory in these fifteen counties can be carried by rail in ten hours time to eight million people. I remember years ago when the tar- iff was first discussed, that the plum- ed knight of the Republican party, the Honorable James G. Blaine, said in a public speech that | listened to when a boy, “that there had been an anxious demand on the part of the people to have their wheat and other products shipped to Liverpool and London and desired that the tariff be torn down and free trade exist;” he said, raising his right hand above his head, “Ladies and gentlemen, you do not want to live in a country that does not protect its labor, what you seem to desire is a market for your products. You don’t need London and Liverpool, you can do business at Kalamazoo and Kokomo if the people have got the. money. A mar- MICHIGAN ket is a place where people have mon- ey, and if they have money they need what you have to sell them if it is something to eat or wear.” Gentlemen, just cast your eyes to the Western states, to the far off Can- adian wheat fields, and what do you see? You see long freight trains moving eastward loaded with the pro- ducts of their fields, with nearly three thousand miles to go to find a market, a market where the people have mon- ey, which is the Middle Western and Eastern states. Now the cost of the transportation of these products is to be added to the product, it is always the consumer that pays the freight, but the more freight charges the less profit to the producer. Cloverland’s location is only two hundred and fifty or three hundred miles by lake or rail to reach the same market to compete with the far away products of the West. The same market that Cloverland is cater- ing to and the same people they de- sire to do business with prefer the fruit, field and dairy products of our location on account of their quality and freshness, and the cheap and quick transportation places the people of Cloverland with far more advantage for profit than lands located a long distance from the center of popula- tion. Let us look at some of the advant- ages that this empire offers. Its schools are as good as the best that exist in the world. We have well established district, public, high schools, normal schools, the best min- ing college, with County agricultural schools, and any improved policy ex- isting.in any school is found in Clover- land’s institutions of learning. Church- es of every denomination are here and extend a welcome to Christian people to come and live their own and worship God as dictat> without any interference. The climate is exhilarating and invigorating. There are more miles of good roads and macadamized roads in thes? fif- teen counties than any fifteen coun- ties of any state in the Middle West. Its soil exceeds in producing power more than the soils of other states. It is strong in the production of ce- reals, grasses, vegetables, sugar beets, fruits and dairy products. Its pota- toes are the best grown and can be made to bring better prices by sorting and improving their looks, which will give them more commercial value than any potato on the market. This territory can build up a more favor- able reputation for the growing of a superior quality of potatoes and for a natural home for wild and tame grasses. Good pure water and good grasses is the concrete foundation of all dairy countries. I make this prophecy, that in the very near future there will be numer- ous cars loaded with milk on the dif- ferent trunk lines in all of these coun- ties to be shipped with only a night ride to Minneapolis, St. Paul, Milwau- kee and Chicago to compete with the dairy industry located near these cit- ies. It has a vast number of water pow- ers that are only waiting to be har- conscience may ee See aE ene eee TRADESMAN nessed and placed in position to be of commercial value. Factories can ex- ist here free from the annoyances that are sometimes common in the great cities, and have more opportunities for cheaper transportation for any preduct manufactured from iron, cop- per or wood, and all manufactured goods can be placed on the market with more profit than elsewhere. Gentlemen, this is an empire. It is in your hands to make this empire known by advertising it by word of mouth to your friends and trade in the adjacent states, and also try and build up more genuine appreciation and enthusiasm among your Clover- land customers for their own terri- tory. Go to it boys. I know you will suc- ceed, and there will be no one who will appreciate your efforts more kind- ly than the Development Bureau of the Upper Peninsula of Michigan. 37 Brown City Merchants Organize. Port Huron, Oct. 25—The organi- zation work has commenced for the year and I have just returned from organizing a strong local association at Brown City, with thirty-five charter members. They will adopt the Port Huron system of rating their custom- ers. They will also take up the mat- ter of civic improvement. They have elected a bunch of hustlers for their officers, as follows: President—Geo. A. McKay. Vice-President—Chris Shoenhals. Secretary—John Cawood. Noble. They will meet Nov. 4 and elect directors and committees to continue the association work. Treasurer—Chas. I. . Pererval: ee Work properly applied is what counts. There are more cases of mis- directed energy than laziness. WOONSOCKET BRAND HEAD” BOOTS. Rubber Boots For Your Fall Trade Let us ship you a case or two of famous \ WALES 4) GoopYEAR 1 snoeco. of TRADE MARK Fay We op SBA. Bear Brand “ELEPHANT Wales Goodyear Conneticut Woonsocket THE MAUMEE RUBBER CO. 224-226 Superior St., TOLEDO, OHIO cas % Fa SE a i] The Boys’ Hard Wear Shoe that will satisfy boys’ hard wear, and you know what that means. Rindge, Kalmbach, Grand Rapids, Mich. Mee PHOSVSSPSRHVTY Re eT Econ eet ea raat era Pi Sse fie Logie & Co., Ltd. AGAGEEELESESREEEEEEAEEEEEREAEEE i ‘ : MICHIGAN TRADESMAN October 30, 1912 bY ig fe 8! $e x t H] a it CLOTHING | ys cs atl x — TT : RS YY : | a? Ny Ng J, ES\\\“N Bay We A = GON Gre Dy (inu@? \ aL [| We Lie Repeat Orders for Fall and Winter Goods. Clothing manufacturers are doing a good business in fall suits and over- coats, according to the reports that are being received by men’s wear sell- ing agents. Retailers evidently under- estimated the size of their fall require- ments when they placed initial orders, for the wholesalers are being required to increase orders ina way that proves that retailers are finding their stocks either too small or that the demand from the consumer hasalready made inroads that have reduced retailers’ supplies to points that require re- plenishing. The repeat orders that the manu- facturing clothiers are receiving cause them, in turn, to enter the primary market for additional lots of heavy- weight merchandise. Stocks of piece goods to meet this demand do not ex- ist in first hands. Of course, there are some fair size lots available, but such goods are not available in lots big enough to provide buyers with the yardage they require. It was stated by a high authority that the men’s wear market was never so well cleaned up of woolens and worsteds at this season of the year as at present, and that owing to the fact that the majority of the mills were running full on orders there was lit- tle liklihood of any stock goods being produced in anticipation of the demand which is expected to develop with the arrival of cold weather. This state of affairs means that buy- ers of piece goods will not be able to have re-orders on good selling styles filled and that when retailers dispose of their present stocks the substitu- tion of other styles will have to be re- sorted to. Mill agents believe that in many instances retail clothiers will be compelled to go through the fall season with a smaller assortment than has been the case in a long time. One of the peculiar phases of the business passing in heavyweight goods is that buyers, knowing the po- sition of the market, are not willing in all cases to pay full prices for 42- sirable stock grades. Mills that were not sold up so tight that no work other than the orders on the books for the current fall and the next spring season could be considered, used up whatever surplus yarns they had on hand recently and produced very moderate size lots of fancy worsteds for stock. These goods are b2ing held at the opening fall quotations, but when purchasers find that they can obtain these for quick shipment they expect sellers to make sharp conces- sions, which, it is needless to say, are not granted. On the other hand, duplicate orders on good selling numbers for which yarns are available are being placed by the clothiers at full market rates. Anything that must be made is ap- parently considered worth all that is demanded, but stock goods for some unexplained reason are not consid- ered worth full prices, although they may be desirable in every way as pos- sessing additional value because hold- ers can make quick shipments. Enquiries for overcoatings are also quite numerous. The leading produc- ers of high class goods have no over- coatinge to offer and will not be able to furnish any in excess of orders dur- ing the remainder of the season. Con- ditions in overcoatings are perhaps even more acute than in suitings, and while buyers must be thoroughly con- versant with the state of the market, nevertheless there is a steady enquiry for desirable goods at low prices, which are wanted for some special purpose. —_s2s__ The Wing Collar Growing in Favor. Make way for the wing collar and watch it grow‘in favor. Indications point to its regaining a large portion of the popularity it knew some years ago, and it will be seen encircling necks to which it has been a stranger for a long time. This is not because it is comfortable, but because the fold collar has had a vogue so long the restless public is demanding a change, and the wing is the result. The stylish “wing” will not be the old-fashioned large tab, however, but a small one with the two points set close together. Discussing the position of “knits” for autumn, in the Clothier and Fur- nisher, a well-known Broadway fur- nisher said: “I have tried hard to find something new and different in patterns, but the search is in vain. Manufacturers are simply duplicating the old designs. In consequence, I will have to show the same thing I showed last spring or ‘pass up’ knits altogether, except in solid colors and fine accordians. _I am not blaming manufacturers, as the limitations of knitting machines keep them in a groove, but there must come a de- ciijed change in this class of goods if they are to maintain the place they have won in the dealer’s stock.” As a matter of fact, a change is already under way. Experiments are said to have been successful in producing open-end knitted four-in-hands in both popular and fine grades. More- over, machines are being tried out to apply delicate figures to “knits? sim- ilar to those seen in flat silks. If “knits” can parallel flat silks in their range of designs and colorings, they will take a fresh grip on general favor and graduate from a fad into a staple. Open-spaced fold collars have brought a vogue for wider four-in- hands that tie into a sizeable knot and can be pulled up high. This demand is chiefly confined to the big cities. In small towns the narrow four-in- hand still leads. Knitted silk mufflers will be large- ly worn this winter. These “pratec- tors” are one of the “little things” which add to comfort as well as ap- pearance and keep the linen in that “snowy” condition of whiteness so greatly desired. Aside from the white silk mufflers, solid colors and a va- riety of combination of colors are being shown. Firms that make a specialty at this time of the year of putting up combi- nation sets in boxes for the holiday trade have surpassed all previous ef- forts along this line. The sets this year are more numerous and more elaborate than ever before, and re- tailers are advised to make their se- lections as early as possible. Sus- penders, garters and belts are indi- vidually boxed in a great variety ot styles. Then there are smart combi- nations of suspenders and garters, sus- penders and belts, and garters and belts. Cravats and suspenders are ai- so packed together in attractive gift boxes. In the way of hosiery ans cravat combinations there are any number of handsome things to be had, and one of the best selling items is the three-piece combination, com- prising hosiery, tie and handkerchief. Men’s jewelry is also put up in very attractive combination sets, ani ihese make most acceptable gifts. ——_ 2. __—_ The Onrush of Stiff Hats. While there is no reason to be- lieve the popularity of soft hats pre- vailing for a couple of years has been a fad, and that it will soon pass away, yet it is not going to supplant the stiff hat so largely during the cum- ing season. iKcep an eye on the trend of pur- chases. Nozice what the men are wearing. They still want a soft hat in their wardrobe, but they want the derby also. This should mean better business in the hat department. in many instances it will result in the sale of two hais instead of one. In soft hats both crease and tele- scope styles prevail, with a leaning toward the former. The tendency is to buy hats which may be formed into either shape rather than those which are machined into the style in which they must be worn. Mixed hats with some plain blacks and other sombre shades are most popular. English cloth hats, which have made a bid for favor during several seasons, are again being shown. They have never gained the popularity hoped for them by their makers, and it is not likely they will occupy a very large place in demand. As predicted, the first rush of early fall business in the retail stores promptly depleted the stocks of hats and in consequence early September witnessed the usual conditions at the factories with the daily receipts of duplicate orders for immediate deliv- ery, says the American Hatter. The situation was unusually acute this year, for many of the manufacturers themselves were unprepared for the avalanche of orders and were a week and sometimes two weeks late in fill- ing initial orders. Much has been written in the way of advice to retailers emphaizing the great danger of overbuying, and in many trades there is probably a great necessity for such caution. Few re- tailers of hats, however, experience this danger—on the contrary, many of them would do a much more profit- able business and secure a remarkable increase of prestige if they would ex- ercise their judgment and, confident in their knowledge of the require- ments of their trade and in their abil- ity to select the winning styles, place their orders in more nearly sufficient. Silk Clothes for Men. The silk manufacturing trade agrees with the idea that men are showing more independence and originality in their selection of clothes, particularly in connection with garments that insure more comfort and ease in times of hot and humid weather, than the traditional wearing apparel. Accordingly next spring is expected to record the entry of the all-silk suit as an important choice for the man who really wants to have a fair chance with the hot days bound to follow in the summer. Not that the silk suit is an innovation; it has been made in a few styles for some time and met with a limited sale. Next spring, however, according to leading silk manufacturers, will see the silk suit on the market in a larger range of styles and at a price that will attract a good- sized trade. These new silk fabrics it was claimed, will tailor satisfactorily, the weight be- ing all that is desired in that respect. As to prices, while it was admitted that the cost of the finished suits would necessarily place a limit on the extent of demand, at the same time the possible trade in the country was very large. ——_>-2.____ It is helpful often to think of the fundamentals of your business. When dealing too continuously with details, thought is apt to become narrowed down, principles and policies forgotten, and efforts misdirected. Clothing does .not make the man, but he who keeps himself as well dressed as. his circumstances will per- mit, maintains the greatest degree of self-respect. The true diplomat is the man who has advanced more than others in the gentle art of getting along with his fellow men. What Have You to Sell? a DRY a stock; or part of it? a CLOTHING STORE; or part of it? a GENTS' FURNISHIN NG STORE; or part of it? a SHOE STORE or an odd lot of SHOES? We Buy anything and everything For Cash and do it Quick. Write Today and we’ll be there Tomorrow PAUL L. FEYREISEN & COMPANY Mid-City Bank Bldg., Halsted & Madison Sts., Chicago (od oun bg Ae co MICH. October 30, 1912 Doings in the Buckeye State. Written for the Tradesman. Cleveland is fighting an outbreak of diphtheria. The Zanseville Chamber of Com- merce held its annual meeting Nov. 20 and elected eight new directors. E. M. Statler, proprietor of Cleve- land’s newest hotel, entertained 150 of the city’s newspaper men at a re- ception and banquet. A net increase of $14,461,650 is shown in the 1912 valuation of natur- al gas companies operating in Ohio according to the figures of the State Tax Commission. Columbus recently made thirteen awards for street paving and on only two streets will asphalt be laid, the remainder being brick. Hikes for girls, as well as for men and boys, under auspices of the De- partment of Public Recreation, are proving popular in Columbus. Points of interest , historically or otherwise, are visited. Rest rooms have been provided in four of the public schools of Canton, each of them equipped with a couch, chairs, a lavatory and a medicine case for use in event of sickness or acci- dent. Ground has been broken on the cam- pus of the Ohio Northern University, at Ada, for the Lehr memorial build- ing. a $150,000 structure, erected in honor of Dr. Lehr, who founded the college in 1866. Toledo has granted the Hocking Valley Railroad concessions in the way of vacation of streets and alleys and the company will start work soon MICHIGAN on its proposed $2,000,000 terminal in East Toledo. The new directory of Fremoht shows 2,800 homes and a population of over 12,000. Toledo is showing renewed interest in public playgrounds and a bond issue of $750,000 for improvement and ex- tension of the park system is pro- posed. Cincinnati will provide winter sport in the parks, including skiing and toboggan sliding on the hills. Field houses equipped with gymnastic ap- paratus will probably be established in several of the larger parks.. The outcome, however, is dependent large- ly on the $750,000 bond issue which will be voted on at the coming elec- tion. Regular policemen on the beat in Cincinnati will hereafter serve as san- itary officers as well, with powers to inspect kitchens, cellars, yards and attics to see that they are kept in wholesome condition. Beating car- pets in the back yard, heaping piles of ashes and mixing garbage with other refuse have been designated as misdemeanors by the health depart- ment. The corner stone was laid last week in the new thirty-four story office building at Fourth avenue and Vine street, Cincinnati, the tallest structure in the city. By recent order of the Safety Di- rector of Cincinnati no vehicles may stand for more than five minutes on any street in the district bounded by Elm on the west, Main on the east TRADESMAN and between Fourth and Sixth ave- nues. Will the schools of the future be able to supply the sort of boys and girls for which the industrial world at present is calling in vain? In re- ply Dr. W. O. Thompson, President of Ohio State University says: “Trade schools can do this if the manufacturing interests will pay what is right. Wages must be made better in many instances. Labor unions put a premium on_ mediocrity. The schools have got to break up that thing, sooner or later. We must ulti- mately come to a quality basis for all service.” Forty members of the manufactur- ers and wholesale merchants board of the Cleveland Chamber of Commerce made a two days’ trade extension trip in nearby territory last week. The Ohio Supreme Court decided in favor of Cleveland in its fight to get possession of fifty-one acres of land along the lake front now claimed by the Pennsylvania Rairoad and cov- ered with tracks, wharves and coal docks. The city’s victory paves the way for a system of wharves and other improvements. The railroad company will carry the case to the highest court. The Cleveland Council has passed an ordinance authorizing a bond issue of $2,000,000 to cover the cost of com- pleting intercepting sewers and estab- lishing a sewage disposal plant in the upper river valley. This action is a result of an order from the State Soar1 of Health directing that steps be taken to remove the sewage from Cuyahoga River and to abate the nuisance cause. by river contamina- tion. The Dayton Power and Light Co. has completed the purchase of the Miami Valley Light, Heat & Power Co., of Piqua, the price paid being about $500,000. The Dayton Chamber of Commerce is waging war against blockade of the streets. unnessary Transient peddlers displaying their wares are classed with outdoor advertisers who use the streets as nuisances to be eliminated. A membership of 1,000 and a Cham- ber of Commerce building are being worked for by the Zanesville Cham- ber of Commerce. Almond Griffen. 2 ———— Butter, Eggs, Poultry, Beans and Po- tatoes, at Buffalo. 3uffalo, Oct. 29—Creamery butter, 27@31c; dairy, 25@30c; poor to good, all kinds, 20@24c. Cheese—Fancy, 17@17%c;_ choice, 16a16%c; poor to common, 8@12c. Eggs—Choice, fresh, candled, 30@ 35c; cold storage, candled 24@25c. Poultry (live)—Turkeys, 14@17c; cox, 10@1ic; fowls, 14@15c; springs, 14@16c; ducks, 15@16c; geese, 11@ 3c, Beans—Red_ kidney, $2.50; white kidney, new $3.25; medium, new $3; narrow, new $3.25; pea, new $3. Potatoes-—45@50c per bu. Rea & Witzig. —_~+- + Some men are stingy they won’t even tell a joke at their own expense. others. Use Your Head Instead of Your Shoulders “Many a man goes through life with his shoulder at the wheel, who would have gone farther and with much less friction had he hitched his head to the tongue.—W. L. Brownell. A man in business if he would be successful must use his head. In some men’s heads the bump of caution is more fully developed than in Every business man whose bump of caution is normal realizes that he is running a great risk when he leaves his books of account on a shelf or under the counter when he locks up his store at night. Did You Ever Investigate and Find Out For how Little Money you Could Buy One of Our Dependable Safes? Just drop us a line to-day and say, “tell us about your safes and name us some prices.” a i _ GRAND RAPIDS SA FE CO, Tradesman Bldg., Grand Rapids, Mich. ea ae Le a Lae aC ine ind Me IL ST a a Na ni pa aS fa sie at MICHIGAN TRADESMAN October 30, 1912 —_ = mmily =< = AAS NAN AQ SSW UU COMMERCIAL TRAVE wy A = — - Michigan Knights of the Grip President—C. P. Caswell, Detroit. Secretary—Wm. J. Devereaux, Port Huron. Treasurer—John Hoffman, Kalamazoo. Directors—F. L. Day, Jackson; C. H. Phillips, Lapeer; I. T. Hurd, Davison; H. Goppelt, Saginaw; J. Q. Adams, Battle Creek; Grand Rapids. Grand Councll 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. Grand Secretary—Fred CC. Richter, Traverse City. Grand Treasurer—Joe C. Wittliff, De- troit. Grand Conductor—M. S. Brown, Sagi- naw. Grand Grand Rapids. Grand Sentinel—F. J. Moutier, Detroit. Grand Chaplain—C. R. Dye, Battle Creek. Grand Executive Committes—John D. Martin, Grand Rapids; Angus G. Mc- Eachron, Detroit; James E. Burtless, Marquette; J. C. Saunders, Lansing. John D. Martin, Page—W. S. Lawton, Wafted Down From Grand Traverse Bay. Traverse City, Oct. 28—The third of our series of winter parties held last Friday evening was the biggest success ever. The attendance was large and everybody reports a fine time. A num- ber of travelers from out of town also attended. W. J. Armstrong, of our city, who represents the Johnson Candy Co., of Milwaukee, has decided not to go to Cuba, owing to a heavy extra expense which he was obliged to meet at Grawn one recent evening. Bill had finished his regular business calling on the trade when he was enveigled into spending the spare time in a game of smear while waiting for the 11 p. m. train for Trav- erse City. Mr. Josephson, who happened to know something about the game and happened to enjoy a good run of luck, incidently figured here was some easy picking and about midnight informed Bill that the train had pulled through and our victim of the evening was ob- liged to engage a livery rig at a heavy expense and drive to our city. Mr. Josephson consoled Bill by stating that he knew it was near train time, but did not think that Bill cared to interrupt the game by leaving. A friend in need is a friend indeed. The G. R. & I. depot at Pellston is nearing completion and that city can boast of one of the finest stations along the line. W. LeRoy Perkins, of the Tradesman Company, of Grand Rapids, spent a por- tion of last Sunday hunting for game, at Bellaire, but in the evening attended church, as usual. The daughter of Ned Lowing, who has been under the doctor’s care, is, we are pleased to report, on the mend. Mr. and Mrs. R. E. Weaver, of “Big Weaver” fame, spent- Sunday at Grand Rapids. The daughter of Sam Taylor is threat- ened with a case of appendicitis, but we do hope for a speedy recovery. L. D, Miller spent Sunday with his family in Detroit. Con Broene and Dick Warner, of Grand Rapids, and Archie Jourdan, of our city, entertained at the Wolverine, Boyne City, this week. One “old fam- iliar bird” was also a great factor to make things pleasant. Harry Hurley, as a side line, is now picking up empty beer bottles in dry territory. Possibly he is working for some glass factory. crossed the hot sands and now wears the button. Past Senior Counselor M. L.- Moody, of Auto City, Lansing, paid us a visit and gave us a nice talk for the good of the order. Brother Moody is always a welcome visitor. Brother McCloskey was there also to defend his good name. Thanks, Fred. The meeting was a success, with the spirit of harmony prevailing. Fred. McCloskey says there is a zood licking in store for the guy who wrote that letter. Well, we were all with you, Fred. While there is nothing in our consti- tution that forbids Jim Flaggert from selling soft drinks to our members in our Council chambers, we all figured that to work six days was enough with- out working the sixth night. Brother W. A. White offered a reso- lution in reference to voting that would benefit every traveler in Michigan. We certainly have a live bunch in this Coun- cil, always starting something. Brothr Oole again presided with the same ease as if he were selling gro- ceries. A Senior Counselor who is on What Five Birds Are Shown in This Illustration? A year’s subscription to the Michigan Tradesman will be allowed for the first correct answer to this puzzle. Frank Geiken and wife, of Pellston, enjoyed a short honeymoon this week. They have been married ten years and went down home to celebrate the oc- casion. Scott, of Grand Rapids, was seen joy riding in our city Saturday afternoon. Gene Scarletina has visited the home of W. E. Bennett and three of the children are confined to their beds. They are getting along as well as can be ex- pected and we hope for a speedy re- covery. Harry Hurley, our Secretary, spent most of Saturday afternoon collecting assessment No. 113 of the boys. It seems as though the boys would ap- preciate the services of our Secretary enough and not ask him to become a collection agency. Think it over, boys, and get there on time when the next one is called. R. W. Woodruff, of Howell, a mem- ber of our Council, has requested a transfer to Auto City Council No. 305. Our loss is Auto City’s gain. Traverse City Council held its regular meeting Saturday evening and one more was added to our number. Fred C McCloskey, of Red Wing Flour fame, to his job is a great help toward a suc- cessful meeting. Weare pleased to note Zephyrs From the Lake Superior Regions in last week’s issue. News from the U. P. looks good to us, for we all have a certain number of friends up there and they are a bunch of good fellows. Come again, you are certainly welcome, Ura. Mrs. Thos. Travis and daughter, of Rapid City, are spending a few days in our city. We think fall shopping. Clement T. Lauer and W. G. Wyman, the Harvesters Co.’s Siamese twins, at- tended our meeting and held a social session during secret session. Think it over, boys, also Jim Flaggert and Jay Young. Ray Thacker and A. E. Ford left for home before our meeting was regularly closed. Missed some good things, boys. Remember Tuesday, November 5, is election so be sure to plan your trip accordingly and get in your best licks. Every traveler should arange to be at home. He owes it to himself, his coun- try and his firm. If you have anything nice to say about a man don’t wait for his funeral. Say it now, even if he is a competitor. Albert Sorenson, of Manistee, spent Saturday evening, Sunday afternoon and Sunday evening on Second street in our city. Seems to us as though things were beginning to look serious. Look out, Albert, Christmas is near at hand and under these circumstances it calls for a set of furs or a gold watch, with your picture on the dial. “Yankee Girl Pete’ Anderson and Dick Benway worked Traverse City Saturday evening. Grover Mapel, Marshall Field & Co.’s salesman, expects to again to be in position to take up the road work this week, after being confined to his home with illness. Grover’s left foot is all right again. Dick Benway received the following wireless message here from Bill Cos- grove, who spent Sunday at Petoskey : “C. Q. D.” We might suggest that it might be well to carry a few personal checks in matters of this kind. Bill and Dick make their home in Saginaw. Anderson, Benway and Conver held a full dress “rum” party in room 14 Whit- ing Hotel, but the boys state that Pete was attired in his night robe. For Pete’s sake we would suggest that here- after he not allow them in his room. Fred. C. Richter. —_+-.__ Sunday School Named After Sales- man, Whitefish Lake, Oct. 28—At the regular session of our Sunday school yesterday, it was decided to change the name from Nazarene Sunday school to Byron S. Davenport Sunday school. We did this voluntarily, be- cause of the interest Mr. Davenport takes in the organization and the manner in which he assists us finan- cially. Instead of spending the day fishing, as many nen would do who travel five or six days a week, Mr. Davenport is punctual in attendance at our Sunday school and when he has guests over Sunday, he insists on their accompanying him. As trav- eling men are liberal contributors to Sunday schools and religious work generally, our revenue from this source is considerable On a recent Sabbath Mr. Davenport and each of his guests deposited $2 in the con- tribution box—all but M. L. Elgin, who gave only $1. We trust the ex- ample set by Mr. Davenport will be followed by many other traveling men. Deacon Brown. aoe One of the candidates for the re- presentation of a county district in the course of a speech just previous to the general election had occasion to refer to the flogging of children. Some folks nowadays, he said, object to beating youngsters at all, but he agreed with the truth in that saying of the wise man: “Spare the rod and spoil the child.” “I suppose that I was no worse than other boys,” he went on to say, “but I know I had some flogging myself, and I believe it did me good. Now, on one occasion I was flogged for telling the truth!” “It cured you, sir!’ said a voice from the back. ee Resolve not to mistake a demijohn for the fountain of youth in 1912. ay © October 30, 1912 MICHIGAN TRADESMAN 41 News and Gossip Around Grand Rapids. Grand Rapids, Oct. 29—Mr. and Mrs. J. M. Christensen, 940 Worden street, are the proud—indeed, very proud— father and mother of an eleven pound boy, who was born to them, Monday, Oct. 21. James Joseph is the name un- der which the new heir in the Christen- sen family will go through life. Both the mother and the boy are doing fine. The boy, according to Mr. Christensen, is the only and original “white hope.” “Papa” says the boy is some eater, being on the job of eating sixteen of the twenty-four hours of the day and that when he howls you can hear him a block. Many happy returns of the day. The second dance of the series of dances given by the U. C. T.’s during the fall and winter season was held last Saturday night at Herald hall. About forty couple attended and a fine time was had. The first dance may have been a fine one, but the last one was a grand success in every way. Tuller’s orches- tra furnished the music and many musical surprises were sprung. Re- freshments were served. Among the dancers were Mr. and Mrs. C. D. Law- ton and Mr. and Mrs. A. F. Rockwell. Mr. Lawton and Mr. Rockwell will be installed into the U. C. T’s next Sat- urday night. Mr. Lawton is sure a live one and he kept the dance committee busy at the “doings.” Mr. Rockwell was a little more peaceable, but he vows he never had a better time. There are a lot of season tickets for the dances left and if you have not yet secured one, get busy. You can get one from the following gentlemen: C. I*, Aupperle, F. E. Scott, H. F. DeGraff, C. W: Bosworth, J: Hi. Bolen, B. E. Bartlett, Chas. Nye and F. C. Mooney. M. J. O’Connor, of Flint, and a brother U. C. T. who makes his head- quarters at the Livingston Hotel most of the time, trimmed Charles Miller, the well-known cigar dealer, out of a “lot” of cigars the other evening. Mr. O’Connor represents Wm. Ayers & Son, of Philadelphia. It is very important that every mem- ber should attend our regular meeting next Saturday night. Very important business will be transacted. No. 131 proposes to organize a band under the leadership of Fred E. Beardslee, Bro. E. A. Bottje will act as conductor and it is requested that any brother —~i:0 knows anything about music make it known. Come along, you musicians, and get in line, so that you will be in the band that will lead our parade at the 1913 convention. One of the most welcome sights in Grand Rapids last Saturday was the appearance of Bro. O. W. Stark at the general chairman’s meeting. Mr. Stark has been confined to his home for four months and for a time his life was dispaired of, but his fine constitution carried him through. Mr. Stark is now only a ghost of his former self, having lost eighty-six pounds. Will be glad to see you, Bro. Stark, at our meeting Saturday night. C. P. Reynolds is seen a lot riding in an auto nowadays. Mr. Reynolds lives out on Burton Heights and says the machine beats street cars. Don’t have to hang on a strap. Some machine, C. P. J. A. Keane, the editor of the U. C. T. Bulletin, is wearing a new suit. The trousers are cut in the latest style. You all know, somewhat short. A friend of J. A.’s asked him if he did not think they were a trifle short, but he replied, “No,” but that “he had gotten into them too far.” O. F. Moore, of Saginaw, was in our midst this week. Mr. Moore is a sales- man for Studebaker, of South Bend. He is a booster and will be at our con- vention next June. Speaking of street cars, reminds me that I saw one of our popular members, who is short and rather stout, jammed in among a crowd in the aisle of a car the other day. He was too short to reach the strap and at every stop and start of the car was being stepped on. He was seen to smile and offer up a prayer of thanks. He had discovered a sign in the car which read: “For space in this car, apply to the Street Car Advertising Co. in Michigan Trust building.’ When last seen our friend was making tracks for the Michigan Trust. All the brothers are glad to know that L. E. Janney, of the Bostwick-Braun Hardware Co., has fully regained his health and is back on the job. I feel I owe an apology to Mr. Janney for get- ting his name in wrong in the Oct. 16 number of the Tradesman. Now, Mr. Janney, the brand of dope one has to use to get these articles for the Trades- man is something fierce. One doesn’t last long and look at the results. For ex- ample I may refer you to James Gold- stein, of Ludington, Walter Ryder, Edward Ryder and J. A. Keane. Have a little pity Mr. Janney and overlook a few mistakes, for just look in whose footsteps I am following. I trust my apology is accepted. Otto Weber is in New York City, where he is buying the latest modes in men’s furnishings. Mr. and Mrs. Wm. Cook, of Kala- mazoo, spent a few days with Mr. and Mrs. Peter Fox, of Lafayette street, who are the parents of Mrs. Cook. Mr. Cook is a representative of the Worden Grocer Co., of Kalamazoo. “Cookie” and Mr. Fox are brother U. ©. Des: The ladies will gather with the men at the regular meeting Saturday night. During the time the men are in session, the women will enjoy themselves by play- ing cards and other games. After the business session a fine musical enter- tainment will be rendered. A few mornings ago Fred J. Gray sauntered down to the depot, purchased a ticket and then boarded a train. Fred travels out of here so much that he knows on which track every different train stands, so on this particular morn- ing he picked out the track the train he should take should have been on, but fate was against Fred, for the P. M. and M. C. trains had switched tracks. Not noticing this, he piled on the wrong train. Just about 30 seconds before the train he was on was due to leave, someone asked Fred where he was going. Not until then had Mr. Gray discovered his mistake. He jumped up, grabbed his grips and got off just in time to get on the right train. When the conductor came in after tickets, Mr. Gray dis- covered he had left his ticket in the ticket holder of the other train. Fred had to dig down. Hard luck, Fred. The Franklin Pierce who made a po- litical speech at Zeeland not long ago was not our “chief squirt.” Walter Ryder sprung one the other day. He said it was new. He asked Harry D. Hydorn what kind of a hen laid the longest. Harry, being a chicken raiser, wanted to know and Walt told him a dead one. Walt is some Roy K. Moulton. Walter is the man who put the first four letters in Bulletin of our U. C. T. Bulletin. Chas. Nye’s hand, in which blood poisoning had set in, is better. T. W. Parker, the Marquette U. C. T. member, who is living here now and is going to transfer to 131, was hunting last week near Atlanta, Mich. Where is Atlanta? Anyhow, Mr. Parker re- ports securing a fine bunch of birds. You should hear him tell about it. The pen cannot describe it. Mr. Parker is going deer hunting the latter part of November. Some game supper we will have, boys, when he gets back. Mr. and Mrs. Harry McCall are hav- ing their home remodeled. At present they are living on a shingle, according to Mrs. McCall. Inquisitive. No, I never expect to get the shirt I loaned Walter Ryder. It now develops that our friend, Fred Richter, is also some eater. At Mance- lona he ate so much one day that he fell asleep at the table and, in trying to explain, he said he was in a “stupe- fied condition.” Louis Hake, the 4 X man, says he travels nights so that he can sleep at home daytimes. Rufus Boer Sundayed in Petoskey and became so interested in a woman suffrage argument that he forgot to go to church. Hurry those advertisements for the Bulletin, boys. We go to press this week. How about mailing that subscription to U. C. T. Bulletin? Finance Committee meeting, Saturday Nov. 2, 11 a. m. at Association of Com- merce rooms. Convention Committee meets every Saturday, at 2 p. m. at Association of Commerce rooms. You are requested to attend regularly if you are on this Committee. F. C. Mooney. -——-2-2 ——_ Chirpings From the Crickets. Battle Creek, Oct. 28—Albert Ren- kers, formerly of Dowling, has bought a stock of groceries and dry goods at Clarksville. Albert was in business with his father and brother at Dowl- ing. He reports good sales in his new store. P. W. Rice, of Yorkville, with his wife, has just returned from a short auto trip into Indiana. Mr. Rice con- ducts a large store at Yorkville, on the shores of beautiful Gull Lake. He and Mrs. Rice always put in a busy summer and well earn their fall out- ings. F. G. Solomon, member of the firm of E. A. & F. G. Solomon, of Rich- land, is the father of a dandy nine pound girl. F. G. is passing good cigars around to his patrons and men who call on him. Mother and chili are getting along fine. Fred was tacking signs around the country last week, advertising his fall and winter tion of ee eee NN rane ott ee er te ree eee eee go ee line of shoes. One more mouth to feed and he wants the business. The Temple that the Masons are erecting at Hickory Corners is, or would be, a credit to a town of larger population than Hickory Corners. The structure is of brick and modern in all ways. Willis Rockwell, of Hickory, had a furnace man in-tow Thursday. Willis is on the committee and has to be shown. G. Blackman, of Delton, starting Monday, will take care of city sales for Miller Candy Co. of Kalamazoo. Council No. 131, Grand Rapids, has sent out stickers, advertising the con- vention to be held in their city next June. They can be seen on trunks, grips, post caris and busses. This coming convention will, without any doubt, be the largest Michigan U. C. T.’s have pulled off. Wm. Masters is confined to_ his home with sickness. — Bro. Chas. R. Foster is a success- ful salesman. His recipe for success is “continually at it.” For years Charles has always assisted, in an entertaining way, at club meetings, lodge gatherings, etc. Being natur- ally of a studious disposition—as nat- urally as a flower budding—Charles has developed into a professional en- tertainer. During this transformation stage from salesman to professional entertainer, he has continued to cover his allotted territory to the entire satisfaction of his firm and financial gain to himself. But ability will out and he began to get demands from stay over and stopping place and put on or pull off, just as the case might be, one of his entertainments. He has got together a large collec- wigs, make-ups, etc., and a portable dressing room. Charles has put on several of his stunts before our Council and his work has met with the approval of all the boys. He had and fulfilled an engagement for one of his patrons (whose wife held a reception) in an Indiana town last week. his patrons to either make their homes his M. L. Blakeslee, one of our charter members and an old road man, is having his troubles. The executive staff in his office in Chicago has been changed and Mark has to submit a detailed report on sales and collec- tions, expenses, etc., each week. This is new dope for Mark and it makes his Sunday afternoons short. Geo. Fay, Augusta, is putting up a new store building. He will carry a stock of baked goods, candy, cigars and tobacco. He sold his business sometime back to Wm. Purdy. Mr. Purdy is from Lansing. O. J. Wright, of Urbandale, has added a meat department to his large stock. Orin will have a chance to explain high prices of choice cuts. Guy Pfander. ——_-o If you spend two-thirds of the wak- ing hours of your life in an office there is no harm in making it habitable. ——2-2-o Salesmen make paths in the forests of prejudice which afterwards become the streets of a metropolis. MICHIGAN e oa -_= = = . 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. Foulkner, Delton. Michigan State Pharmaceutical Associa- ion. President—Henry Riechel, Grand Rap- d s. First Vice-President—F. E. Thatcher, Ravenna. Second Vice-President—E. E. Miller, Traverse City. Secretary—Von W. Furniss, Nashville. Jonesville. Committee—D. D. Alton, Ed. W. Austin, Midland; C. 8S. Koon, Muskegon; R. W. Cochrane, Kalamazoo, D. G. Look, Lowell; Grant Stevens, Detroit. Treasurer—Ed. Varnum, Executive Fremont; Michigan Pharmaceutical Travelers’ As- sociation. President—F. W. Kerr, Detroit. Secretary-Treasurer—W. S. Lawton, Grand Rapids. Grand Rapids Drug Club. President—Wm. C. Kirchgessner, Vice-President—E. D. De La_Mater. Secretary and Treasurer—Wm. H Tibbs. Executive Committee—Wm. Quigley, Chairman; Henry Riechel, Theron Forbes. Over One Hundred Varieties of Com- mercial Sponges. The sponge is an animal which has only recently ceased, geologically speak- ing, being a vegetable. When sponges are first taken from the sea they are black The whole sponge is covered with a thin caul, which is a sort of sieve that keeps out a good deal of foreign substance which otherwise might be siphoned through the sponge and give him appendicitis. For two thousand years sponges have been hooked up from the bottom of the sea. But now, in Florida, the business has been standardized and divers do the One diver will collect as many sponges as twenty-five working with hooks from a boat. “Give him the hook,” may have originated on a sponge- boat, but that is neither here. nor there. After the sponge is taken from the water it is exposed to the sun for a time. This kills the animal. The outside skin is then scraped off, and the sponges are thoroughly rinsed in water so all the fleshy substance is washed out. They are then put on strings about a yard long. all sizes mixed, and offered for sale at the various sponge markets. Sponges are sold by the pound, but there are ways of increasing the weight of sponges by loading them. Sometimes they are colored or discolored in order to make you think that you are buying a Turkish Sponge or a Sheepswool Sponge, when what you are getting is something very different. We remem- ber the Irishman who looked at one of those great big potatoes on a dining- car and, in astonishment, turned to the conductor and said, “Begorra! It wouldn’t take many of them to make a dozen.” The most important sponge-market in America is Tarpon Springs, Florida. in color. work. Sponges are now complimented by spe- cial legislation that protects them. Lob- sters the same. We have all heard of the chorus girl who boasted of going to Rector’s and finding in the course of interviewing a dozen blue points, a pearl that was worth a hundred dollars. When she told this to a fellow vaudevillist, the other girl said: “That’s nothing! I got a diamond necklace out of a Pittsburgh lobster.” The legal life of a lobster was once explained to me by that great and good man, Thomas Brackett Reed, of the State of Maine. He was engaged in a lobster litigation—not a breach-of-prom- ise suit. His mind being full of the subject, he talked it out to me in order SaaS INGOT CARES TRADESMAN ; sponges a day, by machinery, with a very small amount of manual labor. And science, which can tell you how to make sensitized photographic paper, can also tell you how to bleach sponges. There is a book on sponges written by the world’s greatest living thinker. In order that no Smart Alexander will think that I am talking about myself, I will explain at once that the world’s greatest living thinker is Ernest Haeckel of the little town of Jena in Germany. Darwin also has a good deal to say on the subject of sponges in his book, The Origin of Species. All animal life seems to start from about the same basis. Things then move off in various directions. Nature has tried about all the processes that can be imagined, and a good many that can’t, in her endeavors to make a man. The sponge seems to be the universal embryo. Everything in animal life begins in a sack filled with a jelly-like substance. In order to produce a man, Nature draws strings across the sack, closes it here, lets it out there, then ties it up, and out of this sack protrude, in the course of time, arms, head, limbs, eyes, organs, dimensions, passions, political ambitions, thoughts, schemes, plans, that ~*~ ca pre PEALERS IN Invoice Over Forty-two Years Old fran fopids, eee ce | Bought of PUTNAM, BROS. & C0, <" BALTIMORE OYSTERS, And Manufacturers of Pure Confectionery, 20 BRONROBD sTREDT. J. te LL wok. , 2 Fists Lents ie 2a ar pe 0 of Ki lb, tf Kee. r@> pf | Te Ju 7, on | Si ds to get the thing straight for himself. The whole talk was vastly illuminating, as anything is when it is aproached by a mind of the Thomas Brackett Reed order. I venture that the average citizen of America knows less about sponges than he does about lobsters. Florida followed the lead of Maine and protected her infant industries. There are federal statutes also on the subject of sponge- fishing. Once it was a very easy matter to get soaked on sponges, but now wise buyers protect themselves by dealing with a responsible firm. There are one hundred thirty-seven different grades of commercial sponges. These range in price from a few cents a pound up to forty or fifty dollars a pound. The various grades are sorted into firsts, seconds and thirds, and these again subdivided into various sizes. At one warehouse I saw a black sponge thrown into a tank. In a little while it came out of another tank a beautiful golden color, one of those soft, fluffy, blonde, peroxide things that you see in the druggist’s window. It illustrated the value of bleaching. There are sponge firms which have a capacity of bleaching thirty thousand evolve into an executive. The sea is the great universal mother of us all. in Nature is Every substance found found in the sea. And the sponges seem to represent a very early form of life that fell a victim to arrested develop- ment. The sponge of commerce is the skel- eton of the animal. The oyster and the clam and Baptists all have hard shells. The turtle and the lobster are evolved types of jellyfish, fitted out with armor. Instead of armor, man has a brain and he protects himself with ideas. The Irishman who suggested that, instead of putting a bunch of flowers in the hands of his deceased partner, a brick in each mitt would be more appropriate, was not far from right. The sponge finds safetly by attaching itself to rocks in the bottom of the sea. It is not much of a traveler. All those holes and apertures in the sponge are for the purpose of sending currents of water through. They havea distinct purpose. The holes of the sponge carry eats to the animal that is inside. The whole body of the sponge keeps up a peristaltric motion, absorb- ing water and throwing it out. From the particles that pass through, the October 30, 1912 sponge gets a living, but he has to work for it, just as we have to work for a living. The sponge is first cousin to the coral- insect. The coral-insect deposits a cal- careous matter, this being a sort of waste. The sponge puts out calcareous matter, but it is believed that an ab- solutely healthy sponge does not allow any lime to get in his bones. Sponges with calcareous matter will scratch your automobile body and are, therefore, with- out much commercial lay eggs. female value. Sponges We have the male and the living happy relationship, without scandal, near each other, hap- pily attached to one big rock, living out a beautiful life of self reliance, rais- ing a big family that go off into the sea and attach themselves in turn to rocks and earn an honest living. Sponges usually attain their growth in about ten years, but in some centers we are told that they grow for fifty or a hundred years. in Sponges that are used in America come largely from Cuba and from the coast of Florida. There are other peculiar and valuable sponges that are found only along the Mediterranean Coast and the Isles of Greece. Elbert Hubbard. + ___ The Peculiar Position of His Ap- pendix. First he hit him lustily on the chest. Then he applied an ear-trum- pet to the left lung. little conversation through a long, ing tube. Then he held a with the heart evil-looking speak- “Well, doctor,” said the patient, “what’s my trouble?” The doctor pulled his whiskers thoughtfully as he replied: “Appendicitis.” “Nonsense! You must taken!” eclaimed the patient. “Sir!” answered the doctor huffily, am never mistaken!” “Well, you are this time. I tell you I haven’t got appendicitis.” “And I say you have. You've got it badly—dangerously—maybe fatally. The idea of contradicting me!’ brid- led the doctor. “Why, I don’t believe you even know where your appendix is!” “Oh, yes, I do!” retorted the pa- tient. “It’s in a bottle in Dr Jones’ surgery!” be mis- “T —_22+ + Back From Vacation. “Tl hear your wife is back from the trip, but confined to the house. Too bad the trip did her no good,” said the friend. “Oh, the trip did her good, all right.” “Then she isn’t confined to the house?” “Yes; she’s confined in the house.” “When does the doctor expect to have her out?” “dt ism a case for a doctor, old man. The washwoman expects to her out in a few days. She hasn’t a thing fit to wear.” .« — eo Finding a Motive. “So he believes that nearly all pres- ent-day reformers are actuated by selfish motives?” “Ves, he evea insists that a bald- headed man started the swat-the-fly crusade.” . have ANSE RAEN t i a October 30, 1912 MICHIGAN TRADESMAN 43 ' ae i WHOLESALE DRUG PRICE CURRENT | i Acids Cubebs ..... eee @4 50 Digitalis ........ @ 60 A INCETC! Oe 6. css oe 6°@ 8 Hrigeron -....... @2 50 Gentian ...... Be @ 60 i BOG eset. oe les 10 @ 15 MSucalyptus .... fo@ 85> Ginger )...)..... @ 60 } Carbolic ..... ..-24 @ 28 Hemlock, pure .. @100) ‘Guatiae 25... .... @ 60 i Citric ......../..45 @ 50 Juniper Berries @1 25 Guaiac Ammon. @ 70 i peli 1 5 Juniper Wood.. 40@ 50 Todine 2255053... @1 00 f Muriatic ........ 4@ Lard, extra .... 85@1 00 Iodine, Colorless @1 25 Nitric ........... 5%@ 10 Lard, No.1 ..... ae ae Fneeee Ps g a ‘ Lavender Flowers @ PO, ClO ....... ; eo ere 4 OM gee Gea Soca) mane @ 175 : ' Sulphuric o¢ ° geome... @250 Myrrh .......... @ 60 ' : Marntanic ......... 38@ 42 fLinseed, raw bbls. @ 55 Nux Vomica @ 50 i Linseed, raw less 58@ 62 Opium .......... @2 00 Ammonia Linseed, boiled bbl @ 56 oe conepe as @ 175 Water 26 deg. .. 6% 10 JTinseed, boiled less 59@ _ 63 pium, Deodorz’d @2 2 sh : 18 a . ee g Mustard, true ..4 50@6 00 Rhubarb ........ @ 175 ye = PAS Mustard, artifi'l 2 75@3 00 Water 14 dew. .. 34@ 6 Neatsfoot ....... 80@ 85 Paints f ' eee ee Oe ee ee : d a, Lead, y 2 ty \ @hioride: 5.....-. 12, @ 15 Pe aaa 1 50@1 60 aa ve ay ie a Balsams Olive, Malaga, 150@1 60 Ochre: yellow bbl 1 @ 1% “ ee a CCID Ts >. 70@1 15 Wax ..... pose see 75@1 25 Blueberries Standard ............ 1 30 Galion {2..2.6...-50- 8 19 Clams Little Neck, itb. Little Neck, 2t!b. 90@ No. 3 cans, per doz. .. Early June sifted 1 45 ie No. 10 size can pie ue ee on % Mustard ok Dunbar, ist, doz. Dunbar, 13s, doz. wasn 8 OILS D. S. Gasoline .. Deodor’d Nap’a Se : pints ..... 1 35 aos City ...-. Sag Swiss, Eg TRADESMAN 3 CHEWING GUM. Adams Black Jack ... 55 Adams Sappota ....... 55 Beeman’s Pepsin ..... 55 Chiclets 0h seo: 1 25 Colgan Violet Chips .. 60 Colgan Mint Chips .... 60 Dyes cl aug Vey a eS A 1 20 Milage Spruce .2 0.065... 55 sulcy, Pruitt ...,....... 55 med | ROVIN 3.) 6... 55 Sen ea (Jars 80 pkgs, fe ai elieleie ele sie 16 o Beek Wrigleys .. 55 Spearmint. 5 box jars 2 75 Spearmint, 3 box jars 1 65 irunk Spruce ....:6.; 55 NWuCAtAN) eco ee cs 55 MONO 6255 i eels. 55 5 boxes one kind, 3c per box less. CHICORY : ad 5 7 Scheue a Sooo. 6 Red Standards ...... i 60 MVinite ooo 1 60 CHOCOLATE Walter Baker & Co, German’s Sweet ....... 22 Prenmagumm so se es oi 30 Datards . 36, le 23 Hershey’s Almond 5c .. 85 Hershey’s Milk, 5c .... 85 Walter M. Lowney Co. Premium, “se ........., 2 Premium, 46S |... 0.52... 27 CLOTHES LINE per doz. No. 40 Twisted Cotton 95 No. 50 Twisted Cotton 1 30 No. 60 Twisted Cotton 1 70 No. 80 Twisted Cotton 2 0@ No. 50 Braided Cotton 1 00 No. 60 Braided Cotton 1 25 No. 60 Braided Cotton 1 85 No, 80 Braided Cotton 2 25. No: 50 Sash Cord ..... a 45 No. 60 Sash Cord ...... 2 00 No. 60 Jute ..... ee 80 No. 72 Jute .....05.62.. 1 00 No. 60 Sisal ........ fice SD Galvanized Wire No. 20, each 100ft. long 1 90 No. 19, each 100ft. long 2 10 COCOA Baker's. | .o..5 Bo gee een 36 Cleveland ...... Sebo e ss 41 Colonial, %s ...... cei 88D Colonial, 468 .......... 33 MS! Ge Sonic csipccie cia 42 Hershey SEIS cowie le 3 Hershey’s, ee a 28 Lett tog 36 Lowney, %s ..... bases Be Lowney, Ws ...-.s+-e. 32 Lowney, WS ..ccces+« - 30 Lowney, 5 Ib. cans .. 30 Van Houten, %s .... 12 Van Houten, %s ..... . 28 Van Houten, Ws ....... 36 Man Houten, is ...... 6d WeDD ee en a 33 Wilber, 465 ........... 33 Wilber, “sa ....... cs oe COCOANUT Dunham's per Ib. igs, 5b, case ........ 30 Ys, 5Ib. case ..... oe oo 4s, 15t, case ...... 29 44s, 15tb. case ...... = 1s, 15Ib. case ....... %s & ¥s, 15tb. case 28 Scalloped Gems ..... 4s & Xs pails .... is Bulk, PANS ....-..- 46 ulk, barrels ...... 12 Por ee. Seer ° Comraon 5555555455555. 2 Fair peeeceseseesss | lOle Choice | bebe ces See ae Maney ....\. Sesieneecs Oe Peaberry ....... tees) ae Santos Common ...... sevens 20 PAT ec sccu ees Ole Choice anigicicc sie eis 21 UOMO os ce. cies ss. s 23 Peaberry ..:......... 23 Maracaibo ROAST Sees eects cele ces 24 Choice... .3.)...-. 25 Mexican Cholee: ..0. 2555... sos 2D WONCY 22656002 05.. 20 Guatemala Mair ....- SR SASdS 55545 25 BANCy 6. occ ee soe 28 Jav. Private Growth - -26@30 Mandling ...........81@35 Aukola we tgercctees* 30@32 ocha Short Bean .........25@27 Tong Bean orehtnets aeaeee H Fancy .... 26 suxchange Market, * Steady Spot Market, Strong Package New Take Basis ATDUCKIC ...o0see.-- 24 75 MAOM 2c cet pees 24 50 McLaughlin? s XXXX McLaughlin’s XXXX sold to retailers only. Mail all orders direct to F. McLaughlin & Co., Chica- go. 4 xtract Holland, i gro boxes 95 Felix, % BrOss ......; 15 Hummel’s foil, % gro. 85 Hummel's tin, % gro. 1 43 CONFECTIONS Stick Cand i Standard oe Standard HH.” . 8% Standard Twist cock. 9 see SeID. . oo Bee en 1 etia Cream tisleleis oe 14 Big stick, 30 tp. case 9 Mixed C Grocers ...., : ad s OF oc, esis oes Special seus See ‘ 107 Conserve : Royal ..... Ribbon .... Broken ... Cut Loaf ‘ Meader (2000) 8% Kindergarten ......,. a1 Krenek) Cream ©... 9 Hand Made Creams se 1T Premio Cream mixed 14 Paris Cream Bon Bons 10 Fancy—In Pails Gypsy Hearts 5 Coco Bon Bons ....": 14 Fudge Squares ....... 14 Peanut Squares ...... 17 Sugared Peanuts ole wise Salted Peanuts ...... 12 Starlight Kisses ...._" 13 Lozenges, plain ....... 1 Champion Chocolate ..12 Eclipse Chocolates ....15 Eureka Chocolates 16 Champion Gum Drops 10 Anise Squares pecs 10 Lemon Sours ....,._! 10-- DOD eWiAIS Geos) 10 Ital. Cream Bon Bons 13 Golden Waffles 0205. 4 e ose Gum Dr Auto Kisses a Coty, Totty, {03 2.) 00) 14 Molasses Mint Kisses 12 Fancy—lIn 5tb. Boxes Old Fashioned Molas- Ses Kisses 10tb. bx. 1 30 Orange Jellies Lemon Sours hound drops Peppermint Drops .. 70 Champion Choc Drops 65 H. M. Choe, Lt. — Dark, No. 1 -_ aml oe palate Gums, feel 60 A, Licorice Drops 1 00 Tapes printed ... 65 Lozenges, plain .... 60 Imperials <........<. 65 Mottoes .............. 65 G,. M. Peanut Bar > 08 Hand Made Crms 80@90 Cream Wefers ...... 65 String Rock ......... 7@ ‘Wintergreen Berries 60 Pop Cen Cracker Jack ....... 3 25 Giggles, 5c pkg. “es, 3 50 Oh My 100s ...... -.-3 50 coe Drops Putnam Menthal ....1 00 Smith Bros. ...... sed 25 NUTS—Whole Almonds, Tarragona 18 Almonds, Drake .... 15 Almonds, California soft shel] ............ Brazile ......-s. @12 MUIDETES! ooo cc. @15 Cal No. 1. .....- Walnuts, sft shell Walnuts, Marbot .. @15 Table nuts, fancy 14@15 Pecans, medium @15 Pecans, ex. large.. @I16 seo Nuts, per ser h Cocoanuts ........... Chestnuts, New "York State. per bu. ..... Salted Peanuts .. @12 Shelled Spanish teanuts e@ 6a Pecan Halves ... @80 Walnut Halves .. @35 Filbert Meats .. @30 Alicante Almonds @45 Jordan Almonds .. @47 Peanuts Fancy H P Ssuns 6@ 6% Roasted ......... 7@ 7% CRA CKERS National Biscuit Company Brands Butter N. B. C. Sa. bbl. 7 bx. 6% Seymour, Rd. bbl. 7 bx. 6% Soda N. B. C. boxes ........ 6% Premium ....- . Th Select ......... eels Saratoga Flakes ho as Zephyrette .......0+---18 October 30, 1912 5 Oyster N. B. C. Picnic boxes 6% Gem, boxes (. 0055.7... 6 Shell cee ee 8 Sweet Goods AMimals 22 22 eas 10 Atlantics - 200.0) ec. Atlantic, Assorted .... 12 Avena Fruit Cakes ...12 Bonnie Doon Cookies 10 Bonnie Lassies .......10 Bunty Shortbread ....20 Brittle. 0.020 Dee eice il Brittle Fingers Bumble Bee ...... 1 Cartwheels Assorted . 8% Chocolate Drops ......, “17 Chocolate Drp Centers 16 Choe. Honey Fingers 16 Circle Honey Cookies 12 Cracknels 6.) 6. 6 Cocoanut Taffy Bar “e Cocoanut Drops .... Cocoanut Macaroons— 23 Cocanut Hon. Fingers 12 Cocoanut Hon. Jumb’s 4 Coffee Cakes Coffee Cakes, Iced 12 Crumpete, 28.2: -10 Diana Marshmalow Caeser: 16 Dinner Biscuit) ...... 25 Dixie Sugar Cookies .. 9 Domestic Cakes Hventide Fingers ....16 ely Cookies Fig Cake Assorted ....12 Fig Newtons ...... - Florabel Cakes 12 Fluted Cocoanut Bar ..10 Frosted Creams Frosted Ginger Cookie ae Fruit Lunch, Iced Begs 10 Gala Sugar Cakes ..... 8% Ginger Gems .......... 8% Ginger Gems, Iced .... 9% Graham Crackers 8 Ginger Snaps Family .. 84 BC. Ginger Snaps N, ROUNG ee ce ae: 8 Ginger Snaps N. B. C. Square Hippodrome Bar ...... 10 Honey Cake, N. B, C. 12 Honey Fingers As. Ice 12 Honey Jumbles, Iced ..12 Honey Jumbles, Plain. . 12 Honey Blake |... ..) 14 Household Cookies .... 8 Household Cookies, Iced 9 imperial ...... sicccic os Bae S0URIe 62.006. «ee 84% Jubilee Mixed ....... Kream WKilips 22.02...) l.eap Year Jumbles ig lemon Biscuit Square 8g 17 Demon ‘Dhins «2.2.0... lemon Wafers ........16 Lemona ........., mee 8% Mace Cakes: occ. 820i 8 Mary ADM 65.05.05 - 8% Cake eee Marshmallow Walnuts in? Medley Pretzels ....... Molasses Cakes ....... ° % Molasses Cakes, Iced .. 9% Molasses Fruit Cookies Weeds son cme es ed Molasses Sandwich co oeae Mottled Square ....... 16 Oatmeal Crackers .... 8 Orange Gems ......... 8 Orange Sponge Layer Cakes |... piste ve eice ke Penny Assorted coccee 8% Peanut Gems ......:.. 9 Picnic Mixed .......... 21% Pineapple Wafers .....16 Pretzels, Hand Made .. 9 Pretzelettes, Hand Md. 9 Pretzelettes, Mac. Md. 8 Raisin Cookies ........10 Raisin Gems .....:....11 Raspberry Cakes. .....12 Revere, Assorted .....14 Rittenhouse Fruit Biscuit ....; cece clc che Royal IMNCH fees ccccice 8 Royal Toast ....36..35 8 Rube rie cees. - 8% Lorna Doone Shortbrd “20 Spiced Currant Cakes 10 Spiced Ginger Cakes .. 9 Spiced Ginger Cks Icd 10 Sugar Fingers ........1% Sugar Cakes .......... 8% Sugar Crimp .......... 64% Sugar Squares, large OF SGA. geo. Sultana Fruit Biscuit 16 Sunnyside Jumbles ..10 SUDORDA Ys cies cee ee cciesis 8% Sponge Lady "Fingers 25 Triumph Cakes .......16 Vanilla Wafers ..... Sede Wafer Jumbles cans 18 WHVCLY( 5...¢c.ccecs 10 In-er Seal Goods per dos. Albert Biscuit .........1 00 Amimals) -.0.200.00 secok © Arrowroot Biscuit : «eel 06 Baronet Biscuit .......1 Bremmer’s Butter WV ATOTR occ e ccc oc ceck OO Cameo Biscuit ........1 50 Cheese Sandwich ..... 1 00 Chocolate Wafers ..... 1 00 Cocoanut Dainties .-1 00 Dinner Biscuits ......1 50 Faust Oyster .. 1 00 Fig Newton ..........1 00 Be cfeleeiecierei es &% 4 sc sneliotanati > October 30, 1912 MICHIG AN TR ADESM AN 45 6 % 8 2 10 = oe Tea Bruit aie 2108 we Neg Saas bees Graham aa N, B.C. 1 0° pe 2, Seu 8 Broad oo BAGS Label rackers, Red No. 3, Awuoskeae 1S) era Smoked Meats Temnod Pi pias siete sicis. «sie « 1 00 N eo 19 ms, 12 Ib pS ......- 0, 5, 15 Har - av, 16 g ; i oe Caen 4 a No. 6, 15 taal i | Sage HERBS Eee ae ee wi ee aa oiacu Begg 00 No. 7 U8 feet .......0-. ee 5 ams: 18 Ip. av. isk@is 10 Ibs ToRaces Oo alt Biscuit ..---1 00 NO) S615 feet 15 Hops vise ceeeesee >» Skinned . av. 144%@15 10 Ibs. Fin > ysterettes .......se0+ 00 No. 9, 15 ea 18 Ss urel Leaves -. | 15 Ham d “Hams. 16 @161 8 Ibs. Blot e Cut SE Sodas .....- 1 a8 HEOOE ba peae es 20 enna Leaves ........ 15 sets ried beef @16% 100 Ibs. Husie 16 oa Fe eel Ha. Md. 1 a Small Linen Lines fe Ab bee 25 California Hams 20 @201 40 Ibs. Bugle, 16 da... 1... 1 45 oyal Toast .. at 0 Mea IDES AND PEL Picnic Bo Hams 13 Ora 10 tbs Dan P Heres. 8. +++ 3 84 Siitine Lee eas i Large Sorrrreeeeeeees 20 Green, N eee las Pog pone oe eo ie ee 75 Dan Paten 8 and 16 Pe 32 ae 2 aes oO. ‘ d Hams 150 = SEE ealcie ais iclers ay ees le 8 ee eee Re tes See ae \ ae Tea Biscuit ...-1 00 eee 14 ft., per doz Gared eo 1 oa ae 15%@16 ea; ee 1 Higwee 16 ||, 5 76 eee Biscuit 1 50 vee cer Te eee Bee Gon Be Geltekin: Ge a: 12 Bolog Sausaace a ee Hineane aoe oe See a daar NBC 100 F , 18 ft., per doz. CAlicbin, @ecen' qe tae es ee a : Mac Wades wll * ae 8. 8 Butter c peret te ree | EXTRACTS Caeein’ Sued we ala” ee i@ 8 ao eet . Ne mnie an "0°53 Tes ter trackers 15 nnings D Calfskin, 7 INO: I ankfort ...-++ : Hades Russian No Tie ae 6 Uneeda Biscuit 50 Terpenl C Brand skin, cured, N 16 Pork soo Ul @ris emp, Russian .... 40 o Limit, 1 See siete 17 Uneeda nick ee 50 No. 1 ess Extract Lemo PNe 9 ee Veal... cl 12 @14 bh Mixed Bird an 220i. 5 Ojibwa, 2 G 6m... 3 8 * Uneeda Lunch LG ee F ey Be gez. 7 Old Wool pelte Monee 2..0500.06 6... a Bivatard, ee 5 on aoe 16 oz. 40 ong wafers ae Ne Boe ber doz. | 90 Bambs oasis @_ 30 Hadi At BODDY «----sesessceeee if Clowes, Be on .-..-..-. 11 10 ater rhin Biscuit a a o. 3 Taper, ’ oz. 1 75 cinenmlines Bee Sie eel ee ee ee 9 eee Sse P ey Chief eiaiei aie alas 1 85 Ps Giner sane "enn FM per dz. 1 50 6 ee on 1 SHOE BACKING... petoniey Cute 14°, 4 0 So. : SS ...------- an G R 0 : 0 Other Pack 1 00 i ennings D C No. 1 .. allow Rump, new +. £200 Ef y Box, large ¢ = ed Bell ney, 5c Barnum’s ere 50 Nor Mexican a anin Noo. @s ce ieee 19 00 Bixby's Boe po “ os a Bell. 8 foi pees 3 ae Chocolate Tokens Nee 20 No. oF Box, per foal a aoc @ 4 \% bbls ig’s Feet Miller’s oyal Polish 85 Ss erling. t eS teens 1 98 America 2 Box 3 o ceeecc Crown : gh «= Sweet 5 aS ts No. 4 F Box. per doz. 1 40 Unwashed Wee! i bbls., 40 tbs. ae eels s 100 Polish 95 Sweet pris candle: oe 26 Butter p SNARE +s 50 ue 3 Taper, Be coe 2 25 Unwashed, a g 20 fe ae 2 09 deateh oNUEE Sweet ae be ate 9 1s amily package . Flat F M : 5 EL ietce clu alestaisincie cg Maccab ; ers 2 ...317 Sweet Cuba. ee eada fy 2 NBC 2 50 caeeue M per dz. 200 p HORSE RADISH ~ .. 800 French a in jas) uf Sweet Sane i Ib. tin - 93 famil ypackage i 950 Grand R a FEED er doz 0) oe. a le 15 tbs ripe ppie in jars ..43 ewe! Gun’ ee a ay : : ei eie api 3 cms sooo hs bis. Met ee auglsia le ois so s reet B Bi, 2 foil 2 95 in, Special Win Packages oe Grain & bib. aie TEE 4 % bbls., ee ee ed i Sweet tree ae : 7 : 5 ane : ' sees , py ey 5 Sweet Burley, oz. ..2 Festino ...-- or ane Purit nter Wheat. 15tb. pails, per pall, +2 20 Melish 6.2... 02; 22 Sweet surley, 24 ..2 45 pamina aie Bt ee a ee a a ai A Se ae abisco, 25¢ .-++++++° 00 Sunburst. esota .. 5 ae sf, rounds, set... 17 5 Ww w Bl Sf om .. 141 pees MOR geese a e Wisara Fi ee a 1% JELLY GLASSES Beef, dale. ace |. Wigwty © 2D aeice re Spices Metents Mist, 8 oz --11 10 Champagne Wafer ‘01 50 Wizard Gouna a - = bbls, per doz. 15 Sheep, per lt ..90@95 Allspice, pene ek eo 9 Tiger, - ae 35 e gy Per tin in bulk Wizard Gra m ..... 560 °& ne n bbis., per Ae Ae Wncalar : Co Waco. 12 ata coe: dan 14 Uncle Dan 1 i Festino rd Buckwheat “680 MAPLEINE 18 untry Rolls @16 Gi , pkg. doz aie > Daniel io OO sear ee see Pap inger, a a oo Me or ie Bent’s Water Crackers 1 40 LNalley City Milling Ss 80 2 os, bottles, per do Gouen tee ina Mea” feet, 8% Pi ce CREAM T Li ite ee. ne . i z. 8 00 corned beef, 2 s 2 ace, Penang ie 1416 a Ne jug . Bae or HL an 33 oo ay 2 ue Per oe MEAT Coe eee 1 1D. oe ag oe pi ree aS bad ee 10. te ba tree 32 ee, ‘ fee ee ee aoc ee ae 80 ef, 2 i 4 5 Mi ie 31 544 . Drumm ee | ee tt eee oe aes ee 2 Bee ae rs c ye 41 20lted Me eta eles oasis. 6 2 00 New Pott m, 4s al Nutm » 70-80 ....... 3 ummond e552 | DRIE CGee sou ke 1 90 Fancy Ope Orleans Fore Ham, ¥s ... 45 Dennen HO 10 ae per doz Nat Leaf, 60 2 Eats S Voigt Milling C Choice pen Kettle .. 42 eae ne a » Pepper, wack es 15 parte ere 96 Evapor’ed, ence Hite. 8 abe Beco e e ae ig Good ......- ae 35 Potted T am, 72S Le Gr Pepper, Ca IT@ ....e =220 a Gand 12 ih 28 vi s shoice yulk 8 oigt’s Cres 1510 Bair 22 P ongue, 4s Papri ayenne 99 ig Four, 6 2 Ib : syapor’ed, Fancy pkg. 9% Voigt's moet Ue 5 70 a ete as oa 30 otted Tongue, a ae 45 les ennai | Boot Teta ‘oe aaa 30 & igt’ 7 es s 2c ext : ve ure G =? oot J: ox, ¢ Ib. .. ? < Apricot oigt’s Hygien 5 70 ra. Ae round i t Jack, per sees California . Lei . 14@15 Voigt’s Royal ae ae cet % Ib oe Fancy RICE auspice, Jamaica ral ean 16 oa doz. .. a Citr Watson-Higel en 2 6 oe een 6 eae Cassia, oe 12 Climax. Golden Twins 46 : on Pperrecki gins Mill Brok Re Gs aa anton ‘limax, 142 ins Corsican ..---- 15 Tip fect Flour me Co. a OLIVES mOKeM ......- 3% ene Geer. ee 12 Climax, 7 a Cla ae a eaisile eles “ L ) Top mau 9 50 ulk, 1 gal. ke see 4@4%, Mace Pénane ........ 18 Days’ V i 0%. Se Gopi 4 oo Coen Sheaf Flour .. 5 10 Bul 2 gal. en} nes 15 Rolle ROLLED OATS Nutmege, 75°80 teteeeee 75 Creme vee 7 & 14 Yb 47 pkgs. +. 944 Marshall’s Best F ws 4180 sulk, 5 gal. k @1 05 olled Avena, bb a Cones, Black ....... 35 Derby & Menthe, lb, 37 Imported, bulk ..-- 91, oo ast Flour 4 95 Stuffed, 5 oz egs 90@1 00 — Cut, 106 in oe 75 Pepper aoe Ue 16 os 5 Jp. haves’ b: 62 re ri St ’ hones ue Monarch, Ce 360 Ff ; Wile 2.1... 35 2 a ibe 2 tee so Peaches Quaker, ao €o. ques : OZ... 4 a oe ee ape. eens 4 af Panne Cayenne ... 35 Four Hoses, 0c. Ae a ieee ee Gu a say PLE cod Beads? © a . Givenie MGI mde 8 es” 38 Wuirs 25 Tb. Dg Spring Wheat. . aha. Ol laeae - s De, Donates. Fancy, Peeled, 25 ig 7 Spring Wheat pe ae oe ker, 20 Family ....4 ae a sae Gold, Rope, a . tn. a . oy Baker — Lunch » 8 OZ ....-. 90 SALAD ingsford 3. O. P., 12 & 8 tb. 58 Peel Gold ia F ch, 10 oz. . Ye DRESSI M , 40 Ibs. | Granger Twi & 24 ] 2 Lemon, Americ Gelicn Horn, family 5 0 Lunch, 16 oz. oe cns lk oo Coe wont. NG Oey oi akes 7M G. Tv Twist, 6 ae 36 Or erican’ .... 12% olden Horn, bak 5 00 Queen, Mammoth, 19 2 25 olumbia, 1 pi gee 220 uzzy, 40 1b es bi, W., 1014 : 46 range, American . age Wisconsin ne ae — 90 oz. Jammoth, 19 Durkee’s, ae ae 00 GI - pkgs ae a Shoe, ¢ 2 . Ha 36 tae audsen Grocer Go 00 Quee eee cesses OO urkee’s, S , oz. 4 50 _ atoss ey Dip Twi 2 Ib. 43 Connosiar Aa nter Ceresota, oe oz, Mammoth, 25 ° Snider's fee 2 oz 525 Sliver cin yoy Tar, 5 - 5&10 45 D uster 1 Yb. 17 avocota: gS ... 5 Olive how, 2 ac Snider's, ge, 1 doz. 235 Sil oss, 40 11d oD. bee 8 Ib. e Dorner notes 1 1b. 21 Cola a 3 a e Choe 2 doz. es 25 r’s, small, 2 doz. 1 35 Baivee ae 16 sibs. : BS Kentucky ~ he = 008 neeatels 3° Cr 7 Seresota, %S ......-- 2 er doz. a Ss i yer Gloss, 12 E.. 6% ISeys Navy, 12 tb. 5 Loose Muscatel ee ea i ee 2 25 P ALERATUS , 6Ibs. gi, } eidsick Ses 45 FA a “ ykes & 9 ommo e Kar ‘ oy «6—Euper idsick, 4& : RINACEOUS GOODS Sleepy Eye, %s ea, Barrels Gacerns 100 3 Ib. aces Grades Blue a Ne. Qoatees 1 70 Pate, Heidsick, per te 69 Drea Li Beans cee Bye, ps ore 550. 6Half PaRcigg a a alee i! 2 40 pms foo Na 2% e 06 Redicut a per a re Wana oe Le. pu s eepy 7 ily a LY, re 5 40 5 gallo See ce cce oc i ineisacks 8. 2 95 3lue Kar ’ . 00 Red oe 2% OZ. . é Med. Hand Pick Lae Oe eee y Hye, ‘es Agen 5 3 n kegs ... 56 Ib sacks ....2 1 Red K o, No. 10 $ Eien 6 © 12 an” 38 Broth | Hous joked ...290 epy Eye, %s pa h 9 30 cueee Small a sae . No. 2 "1" 91 Scrapple, '2 © 12 30 and. 3 25 Sleepy Eye oo per 5 3 anneal et Small ih sacks 40 ted Karo, N Lo fon sherry , 2 & £4 8 i seine » wae aper 5 3 weet Small Warsaw E ee oO. x yi ae ,G0z. ‘ 25 4 tb. packeee i ee Half barrels .--+++=: 4 50 War. ie ce See Tee a Sor moe a Bulk, pe packages ....1 50 Bolted eal 5 gallor a fee pu oe dair ae ed Karo, No. 10 96 Speer Head 12 ogi 4a Orighisl Hollen: -++-150 Golden Granulated”. 4 40 oa dairy in drill bags 400 pair C a0 oe ee rr pane rae tee Rusk esi 20 day n PIPES rill bags 20 Gua eo ae Sq. Deal 7, a a ‘ ee cn) rolls 2.85 Tee 1 05 Clay, Le Dy full ieee ca on an Good sees eese ieee. 20 Bede Nace i & Se ei | oe eee lo Or Be Navy, 7 eg th oS wee 1 oe COb o.6- 2-2 eo 30 G Gdauncn ee “ SU Hu eauee a ven be We ae eae : aioe an Races eke cisias Ce e.g oo © Mebie Oats PLAYING CARD Granulated, re Halford, large ss ae a 31 Maccaroni and V -.-.2 00 Less gan carlots No. 90, Steamb S edium, Fine ....+++.: 95 Halford, small ........ 375 Yank alk, 14 oz = Domestic, 10 1b Sot oo ee Bee ay oc ae cue 1 00 , small ........ oo eu 4 mrered, = ex ue 50 Carlot Corn — No. ot2 Rover, enam'd i 50 La ie Tee iS) oe rr Pea BONS cs ecre - No. , Special .... Large, W All crap poo on ee oa Less than carlots .... a aa ge ag a i Small, eee ae @T™% eoaucg a ae a eats 5 76 See 0 4 ene 4 . 808, Bicycle ..... rips or bricks .7 7 ndried, ..24@zd Bag Pi ‘Scrap. .... * ‘ a a cae ise eae eee Boke” HAGE Cilla, Eig ea ta G _ Peas ss than carlots ... 5 00 ee 4% asket-fired ‘!1136@40 Globe ‘Scrap Be es ceee Gren Wisconsin, bu rlots ... 18 00 cue Strips Halibut Basket-fired ne 2 a0 ee oon oa. = Green, Scotch, bu : Fee etna C Jeceeeesaca cnc Basket-fired, noice 35@37 H hought, 2 oz. 0 Split, tb, |. - s+-3 00 Sareet Car ocd PROVISIONS cg Ce SS re Nibs red, fancy 40@43 Boney, Come Scrap ee 30 Re es Si giis) ailagetie 5 o. 1 Cor seseeees 033 Holl aiale sield'e 6 Sitti Ge ay asap aero SO @Ebe nes Scrap, aoe ce 5 76 West Indi Sago Cracked 2S Oat Feed .33 Clear Barreled Pork Y. M. eee thee Biaesnes cee ee au BM oe " a 55 German aa _—. ee 5% Coarse corn meal...... = Short ere .. 22 00@23 00 = - wh. hoop al 7 a Gunn oe 14@15 Old Thee Ge i. ” 5 he » SacKS ..--+- Ee ee ee . S Clear 2 ee y. M. wh. . Moy owd : eA sta... German, sacks 3 8H atason pies per at ery oe oe eee Mar Boer, of Hero. 6 i . Taploce ‘ 7 pts., eer ere. 5 10 it Clear 22 aooa8 a Q kegs p Milchers Moone. choice oe 3 a Band, Be Ve ao 6 76 ak : » qgts., Sete ee oe ueen, loyune, fancy . ae Red Man_S a Re! 7 eo ee won SF oy Clear Family 221... an Ghee. @ pees inn. es Serapple, 5c oe Te Pearl, de oie sacks .. 5% Mason, can bea oho. 7 60 a . ‘TIT! 96 09 «©Queen Poe. chaice: = ore Shot, 4 7 48 % Minute, 36 BS. sceeees 2 25 ae : Os y Salt Meat 4 suey, fanc seeee 5 nkee Girl $ 6 sro. 5 76 ‘ » 86 pkgs 5 76 GELATIN P Bellies s - v ....0@ns Loe Pad crp 2 oz 5 76 \ soteeeee 975 Cox's, 1 E oe tacos sks No. 1 _ Young H Pe le Serp 4 FISHING ' Cox’s, doz. large ‘ N : Choice yson eachy Scra gr 5 76 % to Li TACKLE ox’s, 1 doz. small -.-175 Pure i _ Lard 0. 1, ene See 30 Union Worl p, 6c ...1 90 1% to 2 Sf 6 acre Sparkling, d ie onan tierces ..12%@1 we ee ccncen, Se 40@50 rkman, 2% 6 00 ese 7 nox’s Sparkling, oz. 125 80 apo Lard 9 @ : o. 1, 8 Ibs. . Formos Oolong s ae 1 Nelsone os --s3. Sie a ee ee 9% Homes, Song 5 0 All Leaf, 24 8 9 2 in. 2 11 Knox's Acidu’d. a — ae : ladvanee 2 ae a ae ee ooh & Ton BY n. Te ae aia P Pe ce ° th. ...advance x » choice ..-..- 35 i Oz. ors 0 Sedu ea belo ais ae Rock, Phos. 1 e 10 tb. set ...advance ¢ oe nica Breakfast ee eo 12 00 ymouth Rock, Plain ae 5 Ib. pails ...advance % Noo 3 8 Ibs. .. Choice 25 Baars: tes 24 00 0 8 Ib. pails ...advance 1 Ne. 1, 100 Ibs i 5 Fancy Badacks 3 oz own eS ...advance 1 o. 1, 40 Ibs be wees ek. 00 adger, 7 0 5 04 No. 1, 10 tbs. cee 6C ndia oo an 11 52 Ibs. eylon, choi , Bc .. : Leveeccccd 20 Fancy choice ..... 30@35 oe & oz. cc ccccee 5 96 Aeeweecseccce | & nner, 16 ee ceeeee 5@50 Belwood Gt esas 20 e, 10c 94 MICHIGAN TRADESMAN October 30, 1912 Special Price Current 12 Big Chief, 2% oz. .. 6 00 Big Chief 16 oz. Bull Durham, ibe .... 5 90 Bull Durham, 10c ....10 80 Bull Durham, 1l5dc ....18 48 Bull Durham, 8 oz. .. 60 Bull Durham, 16 oz. — 72 Buck Horn, ic ...... 76 Buck Horn, 10c ......11 50 Briar Pipe, Sc ....... 6 00 Brier Pipe, 10c ...... 12 00 Black Swan, 6c ...... 5 76 Black Swan, 14 oz. .. 3 50 Bob White, 5c ....... 5 90 Brotherhood, 5c Brotherhood, 10c ....11 00 Brotherhood, 16 oz. .. 39 Carnival, 5c 5 Carnival, 3144 oz. ..... 39 Carnival, 16 oz. Cigar Clip’g Johnson 30 Cigar Clip’g, Seymour 30 Identity, 8 & 16 02z.. 30 Darby Cigar Cuttings 450 Continental Cubes, 10c 4 Corn Cake, .+ 02. .2 55 Corn Cake, 7 oz, .... 1 45 Corn Cake, bc ...... 5 76 Cream, 50c pails .. 4 60 Cuban Star, 5c foil ..5 76 Cuban Star, 16 oz pe ; 72 os, OC 4... --s--- 88 ) 20 Dills Best, 1% oz. ... 79 Dills Best, 3% oz. .... 77 Dills Best, 16 oz. .... 73 Dixie Kid, 13% foil ...._ 3! Duke’s Mix, 5c .....-- 5 76 Duke's Mix, 10c ...-- 11 52 Duke’s Cameo, 125 0z 41 Drum. 6C ....---.-+-- 5 90 FF A, 3 oz _ £35 FF A, 7 0z -11 50 Fashion, 5c ... . 6 09 Fashion, 16 oz. . 43 Five Bros., 5c 5 60 Five Bros., 10c 10 70 Five cent cut Plug o 29 ew © B 10c ....-.--.- 1 50 Four Roses, 10c ...... 96 Full Dress, 1% BZ; 6c a2 Glad Hand, 5c ...... 1 44 Gold Block, 1% Dy: .- 38 Gold Block, 20c -...-- 11 88 Gold Star, 4G oz... 38 Gail & Ax Navy, 5c 5 95 Growler, 5c 4 42 Growler, 10c ........ 2 94 Growler, 20c -..-..-.- 1 85 Giant, Se) oo... ee 1 55 ent. 16 Oc. .----.---- 33 Hand Made, 2% oz. .. 50 Hazel Nut, 5c ...-..- 5 76 Honey Dew, 1% Cy 40 Honey Dew, acc. 11 88 Hunting, 4 & 3% OZ. 38 . Xi, Se 2..-.-2 2. 6 10 Ix, in pails ....... 32 Just Suits, 6c ...-... 6 00 Just Suits, l0c ...... 11 88 Kjin Dried, 25c ...... 2 45 King Bird, 7 oz. ....25 20 King Bird, 3 oz. ...... 11 06 King Bird, 1% oz. ... 5 70 La Turka, 5c 5 Little Giant, 1 Ib. .... 28 Lucky Strike, 1% oz. 94 Lucky Strike, 1% es 96 Le Redo, 3 oz. ...... 80 Le Redo, 8 & 16 oz. 3 Myrtle Navy, 10c ....11 80 Myrtle Navy, ic .... 5 94 Maryland Club, ibe .. 50 Mayllower, 5c ........ 5 76 Mayflower, 10c ...... 96 Mayflower, 20c ...... 1 92 Nigger Hair, bc ....- 5 94 Nigger Hair, 10c ....10 56 Nigger Head, 5c ..... 4 96 Nigger Head, - ccc. O1ee Noon Hour, 5c ...... 1 44 4 Old Colony, 1-12 “gro. “ 52 Old Mill, 5 7 Old English Curve 13 eee 96 57 Pat Hand, 1 oz. 3 Patterson Seal, 1% “oz. 48 Patterson Seal, 3 oz. .. 96 Patterson — 16 a "5 00 Peerless, 5c er Peerless, ee 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, 6c ........5 76 Plow Boy, 10c ......11 00 Plow Boy, 14 oz. .....4 50 Peore, 20ce .......... 11 80 10c 1 Pride of Virginia, 1% #877 Pilot So ...-..--..... 57 Pilot, 7 oz. “doz. se Pilot, 14 oz. doz...... Prince Albert, 10c .. 96 Prince Albert, 8 oz. .. 4 92 Prince Abert, 16 oz. .. 8 40 Queen Quality, 5c ... 48 Rob Roy, 5c foil 5 90 Rob Roy, 10c gross “10 20 Rob Roy, 25c doz. 2 4 Soldier Boy, Soldier Boy, 10c Soldier Boy, 1 tb. Sweet Caporal,1loz... 60 Sweet Lotus, Sc .... 6 00 13 14 Sweet Lotus, 10c ....12 00 Sweet Lotus, per doz. 4 85 Sweet Rose, 2% oz. 30 Sweet Tip Top, 5c .. 2 00 Sweet Tip Top, 3% oz, 38 Sweet Tips, % gro 10 08 Sun Cured, 1@c ...... 11 75 Summer Time, 5c --5 76 Summer Time, 7 oz. ..1 65 Summer Time 14 oz. ..3 5@ Standard, 2 oz, ...... 90 Standard. 34% OZ. .... 28 ea 4 OZ. 2 68 Seal N. 1% cut plug 76 Seal N. rc 1% Gran 63 Three Feathers, 1 oz. 63 Three Feathers, 10c 16 20 Three Featherg and Pipe combination 2 Tom & Jerry, 14 oz. ..3 Tom & Jerry, 7 oz. .. 1 Tom & Jerry, 3 oz. .. 8 75 Trout Line, 5e ...... 6 Trout Line, 10c -10 Turkish, Patrol. 2- - 5 Tuxedo, 1 oz. bags 48 Tuxedo, 2 oz. tins .. 96 Tuxedo, 4 oz. cart .. 64 Tuexdo, 16 oz. tins .. 64 Twin Oaks, 10c ..... 94 Union Leader, 50c .. 5 06 Union Leader, 25c .. 2 55 Union Leader, 10c ..11 60 Union Leader, 5c .... 5 95 Union Workman, 1% 5 76 Uncle Sam, 10c ..... 10 80 Uncle Sam, 8 oz. ....2 20 0. 8. Marine, be... 6 00 Van Bibber, 2 oz. tin” 88 Velvet, 5c ‘pouch . 1 44 Velvet, g0c tin’ .cl eee 1 92 Velvet, 8 og tin ...... 3 84 Velvet, 16 oz. can. 7 68 elvet, combination es 5 75 War Path, oc ..)..5.. 5 985 War Path, 8 oz. . 1 60 Wave Line, 3 oz. 40 Wave Line, 16 oz. ... 40 Way up, 24 Oz. - 5 75 Way up, 16 oz. pails” oe ok Wild Fruit, 5c ...... 5 76 Wild Fruit, a0¢ .....41 52 Zum Yum, 6c ...-.. 00 Zum Yum, i0c ...,.- 13 52 Yum Yum, iltb., doz, 4 80 TWINE Cotton, 3 ply canes GC Common, 4 ply ....-+.- 22 Jute, 2 ply ...........14 Hemp, 6 ply ....-.--. 13 Max, medium ........ . Wool, 1 tb. bales ..... VINEGAR White Wine, 40 grain 8% White Wine, 80 grain 11% White Wine, 100 grain 13 Oakland Vinegar & Pickle Co.’s Brands. Highland apple cider ..18 Oakland apple cider ..14 State Seal sugar .....12 Oakland white pickling 10 Packages free. WICKING No. @, per gross ...... No, 1, per gross ...... 40 No. 2, per gross ...... 50 No. 3, per gross ...... 75 WOODENWARE Baskets Busnes ...-...: see}. 00 Bushels, wide band .. 1 15 Diarket .....---.--- ce 40 Splint, large ......... 3 50 Splint, medium ...... 3 00 Splint, small ........ 2 75 Willow, Clothes, large 8 25 Willow, Clothes, small 6 25 Willow, Clothes, me’m 7 25 Butter Plates Wire End or Ovals. % ib., 250 in crate .. ¥% lb., 250 in crate . 1 lb., 250 in crate . 2 th., 250 in crate . 3 Ib., 250 in crate ..... 5 Ib., 250 in crate .... Churns Barrel, 5 gal., each ...2 40 Barrel, 10 gal., each ..2 55 Clothes Pins Round Head. 4 inch, 5 ere soca eee 45 414% inch, 5 gross ......-. 50 Cartons, 20 ra ee Dxs, 55 Egg Crates and Fillers Humpty Dumpty, 12 dz. = No. 1, complete ...... . No. 2, complete ...... . 28 Case No. 2 fillers, 15 CTR cba swe wee se Case, medium, 12 sets 1 15 Faucets Cork lined, 8 in. ...... 70 Cork lined, 9 in. ...... 80 Cork lined, 10 in. .... 90 Mop Sticks Trojan spring Eclipse patent spring 85 No. 1 common ... 80 No. 2 pat. brush holder 85 Ideal No.. 85 12%, cotton heads 1 45 2-heop Sian ocooese OD 3-hoop Standard ...... 2 35 2-wire Cable ..../.... 210 Cedar all red brass ..1 25 3-wire Cable ......... 2 30 Paper Eureka ........ 2 25 Pebne obo 2 40 10 qt. Galvanized ....1 70 12 qt. Galvanized ....1 90 14 qt. Galvanized ....2 10 : Toothpicks Birch, 100 packages ..2 00 deat ee eee 85 Traps Mouse, wood, 2 holes 22 Mouse, wood, 4 holes 45 Mouse, wood, 6 holes 70 Mouse, tin, 5 holes .... 65 Rat, miOodt fae ae 80 Rat, spring ....05.. | 5 : Tubs 20-in, Standard, No. 1 7.50 18-in. Standard, No. 2 6 50 16-in. Standard, No, 3 5 50 20-in. Cable, No. 1 ....8 00 18-in. Cable, No. 2 -7 00 16-in. Cable, No. 3 ....6 00 No 1 Fibre: 2... |e 10 25 Noe: 2 Mibrea |. (0.112. 9 25 Ne 8 Wbre 2.02. 8 25 Large Galvanized -.5 75 Medium Galvanized ..5 00 Small Galvanized 4 25 Washboards Bronze Globe ........ 50 DEWEY 262. 175 Double Acme .........; 3 75 single Acme .....)..: 3 15 Double Peerless ...... 3 75 Single Peerless ....... 25 Northern Queen ...... 3 25 Double Duplex .......3 00 Good Tuck — 2 ..5.).5.: 2 75 Universal 2.2 5....5..: 3 15 Window Cleaners BO a ee 65 ae aa og ee 1 85 SG AR Oe ae 2 30 Wood Bowls 13 in. Butter ..... ooeek OO a5 im. Butter ..... 6. 2 00 17 an. Butter ..... SsceOueD 19 in. Butler 6... oe 6 00 Assorted, 13-15-17 ....3 00 Assorted, 15-17-19 ....4 25 WRAPPING PAPER Common Straw ...... 2 Fibre Manila, white .. 8 Fibre Manila, colored 4 No. 1 Manila ...... 4 Cream Manila ........ Butchers’ Manila ..... 2% Wax Butter, short e’nt 13 Wax Butter, full count “4 Wax Butter, rolis ..... YEAST CAKE Magic, 3 doz. ..... seed ao Sunlight, 3 doz. ...... 1 00 Sunlight, 1% doz, .... 50 Yeast Foam, 3 doz. ..1 15 Yeast Cream, 3 doz. ..1 Yeast Foam, 1% doz. 58 AXLE GREASE 1 Th. boxes, per gross 9 00 3 Ib, boxes, per gross 24 00 BAKING POWDER Royal 10c size .. 90 14%4%h, cans 1 35 6 oz. cans 1 90 1%Ib. cans 2 50 341b. cans 3 75 1M. cans 4 80 3tb. ens 13 00 5Ib. cns 21 50 CIGARS Johnson Cigar Co.’s Brand Ss. C. W., 1,000 lots ....31 Hl Portana ...2 2.66. -.5000 Evening Press ..........82 Exemplar ...............82 Worden Grocer Co. Brand Ben Hur Perfection: ...2. ..... . 385 Perfection Extras ......35 TGONOMCS | oi oo conen - oes +235 ee Grand ....:.. 0585 Standard .......2.... osc 8D Puritanos ........0> Panatellas, Finas ee eceee 15 16 1% Panatellas, Bock ........ 35 ner, Jackson; Godsmark Pp ’ ; s , roctor & Jockey Gab |... Duend & Go, Batis a Gamble ot COCOANUT Creek; Fielbach Co., To- Ivory, 6 an ee ' 00 Baker’s Brazil Shredded ledo, Ivory, 10 oo aoe ar 15 SEAT oe. ee eos 58) BS The only Tradesman Co.'s Brand Cleanser Guaranteed to equal the best 10c kinds SAFES Black Hawk, one box 2 50 a. : es Black Hawk, five bxs 2 40 c pkgs., per case i Ie ca ber case 2 Black Hawk, ten bxs 2 25 ce an c pkgs., A. B. Wrisley per case .......... 2 60 Good Cheer ...........4 00 COFFEE Old Country ..........8 40 Roasted Soap Powders Dwinell-Wright Co.’s B’ds Snow Boy, 24s family Size ©. 22... picie sess 10) 00 Snow Boy, 60 5e .....2 40 i Snow Boy, 100 5c as Full line of fire and bur- Gojq Dust 24 large : . glar proof safes kept in Gold Dust, 100-5c ..4 00 stoc’. by the Tradesman Kirkoline, 24 4b. 3 80 Company. Thirty-five sizes pearline ....... "3 75 and styles on hand at all ee 400 times—twice as many safes Baibitt’s 1776 a 16 as are carried by any other Roseine ......... 3 59 house in the State. If you Armour’s ... | 70 are unable to visit Grand wisdom .......... a 80 Rapids and _ inspect the Ss oe line personally, write for oaP Compounds quotations. Johnson’s Fine .......5 10 Johnson’s XXX ......4 25 oor Rub-No-More .........3 865 Wie eae i Lautz Bros. & Co. Nine O'clock ...... . 22-8) 80 White House, 2tb. ....... Acme, 30 bars, 75 Li 4 00 Excelsior, Blend, llb. ..... aeme ze bars, oe o ; 00 Scouring =xcelsior, Blend, 2th. cme, 45 bars s. 3 80 ; Tip Top, Blend! 1th. |... Acme, 100 cakes ....3 00 Enoch Morgan’s Sons Royal Blend e000. Big Master, 100 blocks 409 Sapolio, gross lots ....9 50 Roya ipa Grade). 205 German Ottled —- 2... 315 Sapolio, half gro. lot Superior Blend .2.:....... German Mottled, 5 bx 3 15 Se sin | ; c Boston Combination ...... German Mottled 10 bx 310 "#POU0, oo iistributed by Judson ee ge = bx ; 05 Sapolio, hand .........2 40 rocer Co., Grand Rapids; arseilles, 100 cakes ..6 00 Scourine Manufacturin Lee & Cady, Detroit; Sy- Marseilles, 100 cks 5c 4 00 Scourine, 50 cak ang 2 mons Bros. & Co., Sagi- Marseilles, 100 ck toil 400 Scourine, 50 cakes .... naw; Brown Davis & War- Marseilles, % box toil 210 Scourine, 100 cakes ...3 50 Are You In Earnes about wanting to lay your business proposition before the retail mer- chants of Michigan, Ohio and Indiana? If you really are, here is your oppor- The tunity. 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 It is a good advertising the Sample and rates on request. what it has. medium for general advertiser. Grand Rapids, Michigan ’ October 30, 1912 MICHIGAN TRADESMAN BUSINESS-WANTS DEPARTMENT Advertisements inserted under this head for two cents a word the first insertion and one cent a word for each subsequent continuous insertion. No charge less than £ 25 cents. Cash must accompany all orders. BUSINESS CHANCES. Business man in Boston with wide acquaint- ance in community, where he conducted his own hardware business (now sold), desires to repre- sent one or more manufacturers in special lines, in New England. Salary or commission. Can guarantee good results if quality and prices are right. W.S. Smith. Wyoming Heights, Brelinee: Mass. 516 Brother Merchant If you will send an addressed envelope, I will tell you how I got rid of my old stock without loss. Ww. D, Hamilton, Galesburg, Ill. 514 s080 acre stock ranch for half its value for quick sale; address owner for further information. A. J. Johnson, Merchants National Bank Bldg., Springfield, Mis- souri. 513 For Sale—Owing to ill health, I offer for sale my general stock, inventorying between $6,000 and $7,000, living rooms above, storage below. Location excep- tionally good. Business established 18 years. Store has always enjoyed an ex- cellent trade. Address Snover, Mich. Sale—A clean $5,000 stock of dry John Harriman, 512 For goods in growing town. Splendid oppor- tunity. Adar ess D. Danner, Prop., Willows , Cali, 611 For Sale—Only drug store in town of 1,800; railroad division; monthly payroll, $9,000 to $12,000; coal mine $600 to $10,000. Low rent. Owner in business 50 years; retiring. Address L. B. 309, No. Mc- Alester, Okla. 510 Business Opportunity—Modern store for rent, center of Galesburg, Mich. —___ Snator Jonathan Bourne, Jr., of Ore- gon, who made himself so obnoxious to the better class of citizens by his selfish devotion to the few mail order house people who wanted parcels post, is having a hard time. He was turned down by the Republican party when he sought renomination. Then he went to the Progressives, but they declined to flirt with him. As a last resort he has succeeded in getting himself nominated by a petition signed by a few of those for whom he fought. Of course he can- not be elected under the circumstances. Thus does vengeance pursue the wicked. He scorned the will of his constituents who made him Senator. He misused his opportunities, knowing full well that he was flying in the face of the people. Such renegades deserve no sympathy. —_ +22. __ Kalamazoo Telegraph: When the Michigan Motor Car Co. appointed Eugene A. Welch its salesmanager, the company added to its strong force, one of the most progressive and up-to-date hustlers in Kalamazoo. The city con- gratulates the company upon its suc-' cess in securing a man of such high ability, one who will not only prove a valuable man to the company, but who in his new capacity, will have a greater opportunity to advance the name of Kalamazoo. Act First and Talk Afterward. Jamison, the book-keeper, ap- proached the desk of his employer and stood there hesitatingly. “I came in to find out if I couldn’t get a little raise,” he began, when op- portunity came. “I’ve been working here—” The employer raised his hand. “Jamison,” he said, “I have been intending to raise your salary for some time—and I have been holding off in hope that you would deserve a better raise than the one I am about to give you. Now, sit down. I want to have a little talk with you.” Jamison’s face lighted at the ease with which he had won. “Thank you,” he said, as he seated himself. “I’m glad to know that I’ve been doing good work and—” “You’re the worst disappointment I have had in this office in the last ten years,” the employer cut in, rather sharply. “I am giving you your raise simply because you are a disappoint- ment. Now, let me say what I start- ed out to say. “When you came here a year ago I thought I had found a prize. Re- member the day that I stopped by your desk over there and asked you how you were getting along? You answered me with alertness, and al- most swept me off my feet with the flood of ideas that you were going to put into execution. You had more ideas than a dog has fleas. Some of them were good, some of them in- different, and some of them worse than no ideas at all—but they showed the right spirit, and right then I was for you, and for you strong. You will remember that I told you to go ahead and put your ideas into execu- tion—whether they won or not. I want a man to come to me with ideas. I’m willing to lose a little money ex- perimenting on him.” Jamison attempted to say some- thing, but the employer went on: “Three weeks later I was again by your desk. The day I had left you I had prophesied to myself within a month that you would be managing the whole office instead of doing book-keeping. But three weeks of that time had gone by and I had not seen any results that would justify me in sitting up nights to think what a great manager you were. Not one of those ideas had shown any work- ing. You had simply told me of them and then forgotten them. “That day we talked together again. You had an entire new set of dreams of things you were going to do. I waited a month, but nothing turned up. Two months later I remember we chatted together a few moments. You were the possessor of a new set of plans which nobody but yourself could carry out. Well, I waited for you to do some carrying, but nothing occurred. And that, Jamison, is why you are still in the position you had when you began with this firm—and it is also why I call you my great- est disappointment. You're fast ‘in the head and slow on your feet. I suppose you have another batch of hunches cooked up for me right this minute, the only trouble being that you're the man who must carry them out, and you will get tired before you begin. Isn't that true?” “Well, I’ve got some ideas all right,’ Jamison said. “Now for in- stance—” The employer stopped him. “T’ve got a better idea than any of yours,” he said. “And that is for you to go and carry out some of your plans first; then tell about them after- ward.” “Ves, sir,” said Jamison meekly. John A. Howland. —_.+ +. —___. Even a wisdom dispenser shouldn’t prolong the performance until people get weary. BUSINESS CHANCES. General store with adjoining dwelling, located in Southern Wisconsin. Prosper- ous community, growing business, good stock of groceries, shoes, men’s work clothing, dry goods and notions. An ex- cellent opening for profitable business. Foster Merc. Co., Bristol, Wis. 518 HELP WANTED. Wanted—A good shoe salesman to work in a first-class shoe store in the Upper Peninsula. State salary desired, years of experience and give references. Address No. 517, care Tradesman. M. O. BAKER, - POTATOES WANTED Quote your price on track or delivered at Toledo - Toledo, Ohio The Will P. Canaan Company WHOLESALE Stationery - Post Cards - Holiday Goods NOW LOCATED AT 5 AND 7 NORTH IONIA AVE. Near Bishop Furniture Co. HOLIDAY LINES We have many Holiday Novelties that you should see when in Grand Rapids ne, ie: wee FIRST CAR OF THE First Prize New York State Buckwheat From Penn Yann, New York — Just Received _ JUDSON GROCER CO. 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Prints Sales-Strip Tell us the line of business you are in and the number of clerks you employ and we will send you further information. The National Cash Register Company ee Dayton, Ohio Six Complete Cash Shows Four Separate Totals Four Complete Cash Nine Complete Cash Registers in One Prints Receipt Prints Sales-Strip Registers in One Registers in One