CATON QD) IED ene Beye ees ATO ACE \ ar Ma) \y fail bhsg b ym ‘ PARC AS a IL (C } Bp Re hie Kd Tea ae: PTF iS Saal \) tan” @ EG. % 6 ) LS, eS iF iS Pa 77/64 7 es 1 “We . LS 4, = aX vV LO e 5 CAG © PE NG EOE Te Eg Pe hols ao CourzeAlt Ne Gace ee SO ep PUBLISHED WEEKLY 8 (G5 are ESMAN COMPANY, PUBLISHERS AON) 4 ¥ ZZ — : TTS ‘sy = SOR a OOO RELA 4 TRS 2 SS ’ wy) Yep KR SED t Sx ASN > Mt Thirtieth Year GRAND RAPIDS, WEDNESDAY, APRIL 2, 1913 Number 1541 HANK GOD every morning when you get up that you have something to do which must be done, whether you like it or not. Being forced to work and forced to do your best, will breed in you temperance, self-control, diligence, strength of will, content, and a hundred other virtues which the idle never know. Charles Kingsley. TRIP Earth’s Waiting Unkissed by the sunshine, unbaptized of showers, With buds scarcely swelled which would burst into flowers, We wait for thy coming, sweet wind of the South! For the touch of thy light winds, the kiss of thy mouth, For the yearly evangel thou bearest from God— Resurrection and life to the graves of the sod! O, rose of the springtime! its light and its breath Bring warmth to this coldness, bring life to this death; Renew the great miracle, let us behold The stone from the mouth of the sepulchre rolled, And Nature, like Lazarus, rise as of old! Let our faith, which in darkness and coldness has lain, Revive with the warmth and brightness again; And in blooming of flower and budding of tree The symbols and types of our destiny see; The life of the springtime, the life of the whole, And as sun to the sleeping earth, love to the soul. J. G. Whittier. HE truths of Nature are one eternal change, one infinite variety. There is no bush on the face of the globe exactly like another bush; there are no two trees in the forest whose boughs bend into the same network, nor two leaves on the same tree which could not be told one from the other, nor two waves in the sea exactly alike. Ruskin. WHEN YOU SEE THE GOOD SIGN OF CANDY “DOUBLE A’”’ Remember it came from The PUTNAM FACTORY, National Candy Co., Inc. Grand Rapids, Mich. Why Put Your Hand in the Lion’s Mouth? F you feel that you must adopt the trading stamp sys- tem to enable you to compete with your neighbors in trade who are putting out system stamps, go your neigh- bor one better by adopting YOUR OWN STAMPS, bearing your own name or the name of your store, and thus avoid all chance of substitution which has caused hundreds of merchants large losses and much annoyance. These stamps can be redeemed by articles from your own store or cash from your till, thus enabling you to absorb the enormous profits which middlemen derive from their im- perfect and wholly one-sided systems. We are prepared to make specially designed and engraved plates for this purpose for $15. This done, we can then furnish the stamps in sheets of 100, bound in books of 50 sheets each, as follows: 125.000 stamps...... -.--o10 250,000 re eee ie 500,000 ee 45 Loon) 85 The small books in which the stamps are attached can be furnished on equally favorable terms and on short notice. TRADESMAN COMPANY Grand Rapids we « SA A \nmext (th WORDEN (GROCER COMPANY THE PROMPT SHIPPERS Grand Rapids Kalamazoo Insurance: PACKED SECURELY IN TIN CANS SEALED BY THE LABEL, this superb coffee IS REALLY INSURED against Dirt, Deterioration and Disappointment— the 3 “Ds” modern sanitary re- quirements and people paying good money for coffee don’t want and WON’T HAVE— ; ids eaada aoe | they'll go somewhere else first. BOSTON-cHICAG?- See ? JUDSON GROCER CO.—Grand Rapids, Mich. Wholesale Distributors of DWINELL-WRIGHT COMPANY PRODUCTS 7. ana LO PRE COFCO OEE IR ETE Dont forget to includ a box in your next order ne Snow Boy Washing Powder be 0 a‘ CL lial . SN et PP een Ty, Gaul, Brosy€e. Bulialo, N.Y. Wwe > ~~ (el \ ——— Jin . Ea Breen ' ~~ Oi —_ ~& Thirtieth Year Number | SPECIAL FEATURES. Pypecte (and Geld lane | eae rests ‘ eias, mes a a) ne € Page. \ / | 1 1 1 2. Clovertand. ae HOU Ilerely ¢ LO ‘ 3. Bankruptcy—Western District. rut en t lore News of the Business World. : 5. Grocery and Produce Farket. LNGll ACElal Existence Line Cry 1 pulled 6. Financial, : ; ie : 8. Editorial. FCI DiatiOl Ol tne POssipiiities < i PICr Vas 0. Bankruptcy—Eastern District fcde haa alee dl 7 a4 2. Coin Collecting. : ee ca Hee : Ss. Around the State. it every sincer ma } nibitioz fastet 14 Practical Salesmanship. en : 16. Start Right. tO take some erect ul ° el 18. Let Well Enough Alone. wall tq oll hh ( p | 20. Butter, Eggs and Provisions. a . i 22. Clothing. sities, the utilities, and | the vhole as 23. Disconcerted Drummer 1 + Ory Goods. ' ) I ren yE | Tk 26. Tea and Coffee. hall ioe a 7. Parcel Post. : a : 28. Woman's World. fake @ worthy part in tiie ( 29. The Castle of Gold ‘ / 32. Hardware, ‘ i) Howden Clie MMMINS y ce ! 34. Farmers’ Auctions. ! ' reds Ta eee Wait. Ned 36. Shoes. 7 / i 38. Renew Your Youth. Themseives that question as ihe real vild 39. The Traveling Salesman. ‘ a 1 al 1 10. The Commercial Traveler. ' red Ie vil UTCh) 72. Drugs. 13. Wholesale Drug Price Current. a4. Grocery Price Current. eth ve act | | 1 cst i 46. Special Price Current. he | 17. Business Wants. be : C anowerl \ thenise es I tie FeSe¢ ‘ Ss CEBAN UP PROMPTLY. [tS Mprovement Vv acquirines little things lf the vast inundation of the Middle sound business and social principles fh is) er West had to come, this was a most op ys tia roadcmin® Of their sympa vhet portune time. The spring houseclean- ties, t reaking [ unimecess ing had not yet been done. The en In > ot tl rhe a | forced renovation after the flood will LCT ¢ 10m and correction f erroncous asl performes ( ms ( 1 he labor . ( nlargemen ‘ A ‘i 1 1 1 1 1 Jor 1 ous ol in snecial | Doses, and upliten Gdn tioneht ideale People det Cinpty af Nope o rd end 1 ! ¢ at } 1 ' Wintel ne | I fi S iS ‘ t ) yr CNT } and a Cite iit nore ' Mass ¢£ LDOUL a I 1 | i ; disagree 1 thing as yo Nn vo i >>. Buy When T an be imagined cc ae iryOUs 53 By all means ciean up at once. Tin VALUE OF AN IDEA. sell ¢ 1 efuse, slime filth of all kinds i Who can measure the value of an : : \ en Starti ef] | not only a most agreeable thing, but Ee me S ( a most unwholesome one. Just what u f pecomes S res ! . i 4 te 1 miochty caks Peoinnin S 1) ( ; Te ce id ; ; a VOU SLOD (O think, that it is mwhole ao ‘ 2 Goes (os Sie - : ee het | f SOM nougi Fiyveienic reasons are ee coN ‘ | ! Ss insistent t make vour. firs enter around which all thimes | i m3 ‘ Ta cute ( Ideas begin et enterprise nee i | ii I ind diginte rule ref manage t 1 ace ¢ her will star de Ci ) | nations und Crrics ‘ t | waste things i Ideas I thc M1 \¢ | ve ‘ plait ( eae m ise the plow boy to preside ; Tae ae Rin. a istitute the primal elem hi ; . ( 1 S 1 n i } m on the light; keep : Css IN LG I 1 | . : cae Hen ae aad ace. the I he re witch liohits ( i : 1 ) rooress 1 he ¢ it your commane S| leading ae ° une @ 4p FIVE VOU @ food lel ACCAS al nc) Wal ‘ A { eSset_b 4 +____ The Leonard Hobart Co., dealers in china, silverware and _ stationery, has changed its name to The Hobart Co., Incorporated. MICHIGAN BS =| ‘ty))) —— Sans > 1 r\ x \ Frit (ccc SS ABA UA (\ | @ XM a ie Ke J AK it = <= See i i q Lf ay) “sy ———, (ttre nga Real Boosters for Farm Encourage- ment Movement. The annual meeting of the Michigan Bankers’ Association will be held this year at Lansing and the dates will be June 10, 11 and 12. The convention headquarters will be at the Hotel Dow- ney and the sessions will be in Repre- sentative hall in the capitol. With vivid recollections of the fine entertain- ment which the Kalamazoo bankers set up last year, the Lansing bankers have already begun their plans for making the Michigan brethren glad they came. The programme for the convention has not yet been arranged, but one topic undoubtedly will be a review of the banking laws after their revision by the present Legislature. Agricultural de- velopment in the State will also receive a fair share of attention. of the The bankers State have become real boost- ers of the farm encouragement move- ment and the State Association has a special committee to recommend poli- cies that will be helpful to the farmer. ee In regard to the farmer, the discus- sion as to the financing of the agricul- turist is not so active as it was a few months ago. The subject is still men- tioned occasionally, but for ‘some reason not so much interest seems to be taken in it. This may be, not because the farmer is no longer in need of being financed, but other and more talk about. The subject, no doubt, will come because important topics have arisen to up in due time again, and once more there will be the opportunity for the airing of a lot of theories. As a matter of fact, so far as the Michigan farmer is concerned, the matter of finance is not very serious, at least not with such farmers as have methods of doing that entitles them to credit. The surprise is not that the farmers have difficulty in obtaining credit, but that they are able to find ordinarily and sensible bankers willing to give them credit. A manufacturer or merchant who did not keep books would have difficulty in borrowing at the bank, on any terms, but the farmer who keeps books is the rare exception. J. H. Skinner, of the United States farm management service for Kent county, has been making a canvass of the farm- ers in this county and he says that not one in a hundred can tell how much money he has received during the year or what he has done with it. President Robert D. Graham, of the Commercial, says that the only book-keeping the average farmer does is the manure pile back of the barn. If the pile is large in the spring the farmer knows he has had a good year, but a small pile means that times have been bad? When the farmers learn to do business in a busi- business sane ness like way and as it is done in every other field of activity, there will be less complaint that farmers have trouble in getting credit at the bank to finance their work. The Legislature is still grinding and up to date has enacted three amend- ments to the State banking law. One of these amendments pertains to the consolidation of banks, prescribing the procedure. Certified copies of the ac- tion by the directors of the banks in- terested must be filed with the banking department, also the agreement between the banks. Both banks shall be ex- amined by the department and the con- solidation shall not be effective until the department gives its sanction and not even then if the consolidation is to de- feat or defraud any credit. Another amendment to the law makes compul- sory the appointment of an examining committee from the directorate or from the stockholders who shall semi-an- nually make a detailed examination of the bank and its affairs and report the same to the directors, a copy of such report to be filed with the banking de- partment at Lansing. The third amend- ment relates to the organization of banks, the election of officers and di- rectors, the requiring of all officers and clerks who handle the money to give bonds and various other minor details. Several other amendments to the bank- ing law are still pending, but they re- late to details rather than to principles and are designed to make the present law more efficient in its operations. The new Grand Rapids Trust Com- pany probably will not file its articles of incorporation until week after next. The delay is not due to any hitch in the proceedings, but merely to avoid an expensive interview with the tax assessors. The State law requires banks to file lists of their stockholders with the county clerk not later than the second Monday in April, and from the lists thus filed the tax assessors make up their rolls. By putting off the in- corporation until after the second Mon- day in April the new Trust Company can side step the taxes. The taxes will amount to $4,000 or $5,000 for the year and no easier way to make this amount can be suggested that to put off the start in business. The work of remodeling the Michi- gan Trust Company’s offices is still under way and it will probably be another month at least before the offices can be occupied. When the work is completed the Trust Company will have offices as nearly fire proof as metal, concrete and tile can make them. Even the desks and chairs will be of metal and the waste paper baskets will be of TRADESMAN April 2, 19138 Fourth National Bank Savings United Commercial Deposits States: Deposits Depositary Per Cent Per Cent Interest Paid Interest Paid on on Savings Certificates of Deposits Deposit Left Compounded One Year Semi-Annually Surplus Capital and Undivided Stock Profits $300,000 $250,000 GRAND RAPIDS NATIONAL CITY BANK Merchants, Treasurers, Trustees, Administrators and Individuals CORRESPONDENCE PROMPTLY REPLIED TO Resources $8,500,000 Our active connections with large banks in financial centers and ex- tensive banking acquaintance throughout Western Michigan, en- able us to offer exceptional banking service to who desire the best returns in in- terest consistent with safety, avail- ability and strict confidence. We recommend (as a class) for Public Utility Preferred Stocks conservative, profitable investments, to net 54% to 714%. Circulars of the various companies mailed upon request. HOWE, CORRIGAN & COMPANY Citizens 1122 533-535 Michigan Trust Building Grand Rapids, Mich Bell M 229 2%% Every Six Months Is what we pay at our office on the Bonds we sell. $100.00 Bonds—5% a Year THE MICHIGAN TRUST CO, Sn ne a a aE ESE EE eal NURS Siete er ee i : ; ; i scaasirnccuicastéiecate. April 2, 1913 wire. It is stated that some unmannerly and possibly irate individual once told the Michigan Trust Company to “go to h——1,” and President L. H. Withey decided the only thing to do under the circumstances was to so equip the office that a visit could be made to the hot place if business reasons demanded. J. Pierpont Morgan, the recognized head of American finance, is dead. Morgan was a great man and in his day probably controlled more millions than any other man in the world. He had wealth of his own, but it was not his own wealth that gave him his power over the wealth of others. It was his recognized ability, his high character, his genius for success, his unerring judgment. However wealthy he might be in his own right, a small caliber man, a dishonest man, a man without character, scruples or con- science, a2 man without the elements of leadership would have created little more than a small splash in the world of finance, but J. Pierpont Morgan, having the qualities that make for suc- cess, and that win and hold confidence, rose to be a giant among his fellows. His leadership rested not on the gold of the commercial world, but upon the sterling value of true worth as a man. The Morgan banking business will go Om just as it has inthe past. Other men will take up the lines and drive on. Morgan the great financier, is no more, and it will be long before his successor appears. The wealth he possessed can be passed on by will or gift, but his qualities of leadership can- not be devised or inherited. The man who takes Morgan’s place will rise to pre-eminence, not through favor, but ‘ on his own merits, on what he is him- self. Even in the dollar worshipping commercial world it is character and not wealth which makes for greatness. The dishonest man, the trickster, the shallow man, may be ever so rich in dollars, but he cannot be great. The Supreme Court has given its ap- proval to the merger of the Home Tele- phone Co., of Detroit, with the Michi- gan State Telephone Co. The Home was the independent company doing business in Detroit and environs. The absorption of this company by the Michigan State was arranged and the State Railroad Commission approved the plan. The independent interests at Grass Lake opposed the merger on the ground that its interests were not fully protected. The Circuit Court of Ing- ham county sustained the merger and now the Supreme Court has given it its sanction. This should settle the right of rival telephone companies to merge and thus do away with the un- satisfactory dual system in existence in so many towns in Michigan. and the continued useless duplication of plant and equipment. Now that the validity of the law has been sustained by the Supreme Court, it is within the possi- bilities that the merger of the Citizens’ in this city with the Michigan State or some satisfactory division of the terri- tory to put a stop to the competition will again become a live subject. Mer- ger or division of the territory plans were very seriously discussed several months ago, but the litigation following MICHIGAN TRADESMAN the Detroit merger and the possibili- ties of action under the anti-trust laws caused them to be dropped. Both com- panies have been very friendly during the suspension of negotiations and as soon as conditions seem favorable, it is quite likely that the negotiations will be resumed. The Detroit Savings Bank has de- cided to establish four new branch banking offices, increasing the num- ber of the Bank’s branches to twelve. The new locations are Oakland ave- nue, opposite Clay avenue, the south- east corner of Fort street West and Campball avenue, the southeast cor- ner of Greenwood and Holden ave- nues and the southeast corner of Russell street and Canfield avenue East. he First National Bank of Munis- ing has added to its staff Robert M. Mayes, of Mayfield, Kentucky, form- erly assistant cashier of the City Na- tional Bank of that city. He has also been connected with banks in New Mexico and with one of the leading banks of Chicago. Mr. Mayes’ bank- ing experience should make him a valuable man for the First National. The Commercial National Bank, of Benton Harbor has increased its di- rectorate from seven to eleven mem- bers. The new directors are Post- master J. W. Needham, E. A. Blakes- lee and O. A. D. Baldwin. The di- rectors selected a new Cashier, H. T. Campbell, of Minneapolis, who for several years has had charge of the Minneapolis branch of the Continen- tal Commercial Bank of Chicago. For seven years Mr. Campbell was cash- ier of the State Savings Bank of Lansing. He is a brother-in-law of George Caldwell, who has secured part of the stock owned by President J. M. Ball. Illness of Cashier A. N. Reece necessitated the selecting of his successor. ne Quotations on Local Stocks and Bonds. Bid. Asked. Am. Gas & Elec. Co., Com. 78 82 Am. Gas & Elec. Co., Pfd. 44 46 Am. Light & Trac. Co., Com. 375 385 Am. Light & Trac. Co., Pfd. 106 109 *Am. Public Utilitis, Com. 61 63 *Am. Public Utilities, Pfd. 75 76 Can. Puget Sound Lbr. 3 3 Cities Service Co., Com. 114 «6118 Cities Service Co., Pfd. 854% 87% *Citizens’ Telephone 90 92 Commercial Savings Bank 215 Comw’th Pr, Ry. & Lt., Com. 67 6814 Comw’th Pr. Ry. & Lt., Pfd. 89 91 Elec. Bond Deposit, Pfd. 74 76 Fourth National Bank - 212 Furniture City Brewing Co. 50 Globe Knitting Works, Com. 125 135 Globe Knitting Works, Pfd. 100 G. R. Brewing Co. 155 G. R. Nat’l Sity Bani 180 181 G. R. Savings Bank 216 225 Kent State Bank 266 Macey Co., Com. 200 *Macey Company, Pfd. 95 97 Lincoln Gas & Elec. Co. 28 33 Michigan Sugar Co., Com 40 Michigan State Tele. eo ‘Prd. es 101% *National Grocer Co., Pfd. 92 Old National Bank 207 Pacific Gas & Elec. Co., Com. “38% 5746 Peoples Savings Bank 250 Tennessee Ry. Lt. & Pr., Com. 20 24 Tennessee Ry. Lt. & Pr., Pfd. 75 7 *United Light & Rv. Com. 77 78 *United Light & Ry., 1st Pfd. 79 81 *United Light & Ry., 2nd Pfd. (old) 76 77 *United Light & Ry., 2nd Pfd. (new) 73 74 Bonds. Chattanooga Gas Co. 1927 95 97 Denver Gas & Blec. Co. 1949 95% 96% Flint Gas Co. 1924 96 97 R. Edison Co 191 1 G. R. Gas Light Co. 1915 100% 100% G. R. Railway Co. 1916 10 01 Kalamazoo Gas Co. 1920 95 100 Saginaw City Gas Co. 1916 *Ex-dividend. April 2, 1913. You'll not be able to throw any more light on the subject by burning your candle at both ends. —_» +. A modest man gets over it before he meanders very far from home. Ask for our Coupon Certificates of Deposit Assets Over Three and One-half Million “(Gennt JPIDSG AVINGSB ANK, $100 WILL EARN (F INVESTEO IN A SOUND MARKETABLE PUBLIC UTILI- TY BOND. INTEREST PAYABLE SEMi- ANNUALLY MARCH AND SEPT. BONDS AMPLY SECURED AND PROTECTED BY A SINKING FUND. WRITE FOR DESCRIPTIVE CIRCULAR, KELSEY, BREWER & COMPANY MICH. TRUST BUILDING GRAND RAPIDS, MICHIGAN If You Have Money to Invest You Owe it to Yourself to Investigate the stock of the National Automatic Music Company 42-50 Market Ave. N. W. Grand Rapids, Mich. Which has paid 45 consecutive monthly dividends amounting to 6812 per cent. Send for particulars 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 re Per Cent. Paid on Certificates You can transact your banking business with us easily by mail. Write us about it if interested. ing your surplus. The Old National Bank GRAND RAPIDS, MICH. Our Savings Certificates of Deposit form an exceedingly convenient and safe method of invest- They are readily negotiable, being transferable by endorsement and earn interest at the rate of 3% % if left a year. FOR INVESTMENT We recommend the First Preferred Stock United Light & Railways Co. Now earning over two and a half times its dividend requirements At present market yields over 7% % Write for Circular and Map HOWE, CORRIGAN & CO. 533-535 Michigan Trust Building Grand Rapids, Mich. Grand Rapids, Michigan Grand Rapids is your market place. its newspapers and deposit in its banks, Buy your Life Insurance there also of The Preferred Life Insurance Co. Wm. A. Watts, Secretary and General Manager You buy its furniture. you read jr (Unlike any other Paper.) DEVOT ED TO THE BEST INTERESTS OF BUSINESS: MEN “Published Weekly by TRADESMAN COMPANY. Grand Rapids, Mich. Subscription Price. One dollar per year, if paid strictly in advance; two dollars if not paid in ad- vance. Five dollars for six years, payable in advance. Canadian subscriptions, $2.04 per year, payable invariably in advance. Sample copies, 5 cents each. Extra copies of current issues, 5 cents; issues a month or more old, 10 cents; issues a year or more old, 25 cents. Entered ; at ‘the Grand Rapids Postoffice as Second Class Matter. a _E. A. STOWE, , Editor. April 2, 1913. MAKES MEN MORE HUMBLE. The recent tornado which swept the West, destroying many lives and mil- lions of property, and the still more recent floods in Ohio and Indiana, illustrate anew how puny is man and how utterly insignificant are _ his mightiest efforts. Man is quite prone to be proud. He boasts of his achievements. He builds to heaven. He bores far down into the earth. He erects temples which he says shall be eternal. He dams the rivers and dikes against flood and defies Nature to undo what he has done. And then Nature gives a gentle sigh or sheds a few tears and the work of a life time is gone in an hour, scattered to the winds or afloat on the flood. In these spasms of destruction Nature never seems to be exerting herself unduly. She never seems to be going the limit or to be doing as much as she could.. It is but a pass- ing mood—a little frolic on her part —and yet what havoc it plays with the proud works of man! These ter- rible disasters serve their purpose. They tend to make men more hum- ble in their attitude toward the un- seen but all pervading Power above. They make men less confident in their own supreme power.. The greatest and best service that disaster renders, however, is in teaching their depend- ence not only upon the Almighty, but upon one another. Disaster makes brothers of men, bringing them closer together in charity and help- fulness.. As soon as the direful news came from Omaha of the calamity there, as soon as it was known how destitute the floods had left Ohio and Indiana, without waiting to be asked for help, all the country began collect- ing money and clothing and food and hurrying it forward for the relief of ethe sufferers. One of the disguised blessings of calamity is the oppor- tunity it gives for the awakening of the spirit of charity and benevolence. THE ROBBER - RETAILER. Most of the men who call the retailer a robber know nothing about the ex- pense, labor and worry that go on be- hind the counter. These mud-slingers have an aptitude for stringing: pretty phrases together and get paid for the space they fill. Their success is based on the same principles that used to make the “Afri- MICHIGAN TRADESMAN can Dodger” popular. If you ever at- tended an old-time county fair, you'll remember the crowds that watched cer- tain people throw things at a man who could dodge, but couldn’t get away. Most of the men who call the retailer a robber know nothing about the cost of doing business, but if they dig down into the truth of the matter they dis- cover that the retailer is rendering a big service for very little pay. When the average layman learns the difference between the retailer’s cost price and selling price, he jumps to the conclusion that the entire difference goes into the retailer’s pocket. In re- ality, most of it goes into service for the consumer, as we can soon show. Among the things that add to the cost of the goods you buy, but which cannot be eliminated without injury to you, are rent, heat, light, wages, taxes, de- livery. To this the retailer must add his own living expenses and insurance. Suppose, now, that this typical retail- er invests $7,000 a year in stock, and desires to get the very reasonable re- turn of 5 per cent. on his _ invest- ment. He cannot hope to break even until his expenses are balanced off, and so he adds to the cost of his merchan- dise an amount sufficient to care for his expenses and leave a balance of 5 per cent. His rent may be $35 a month or $420 a year. This is an item which cannot be eliminated. If the consumer bought goods in quantities sufficient to get the price which the retailer pays, he would most certainly have to provide for their housing and shelter, so that this ex- pense would exist even if all retailers were eliminated. Heat and light, other necessary ex- penses which direct buying will not eliminate, might total $100. Wages to two clerks, at $10 a week, would amount to $1,040 a year. Even the co-operative buying enterprises have not been able to eliminate clerk hire. Taxes, delivery and _ miscellaneous necessary expenses could easily add an- other $200. Of course insurance, which the retail- er must have and which any co-opera- tive society would be compelled to carry, might not amount to more than $30, but the lowest possible estimate of the retailer’s ilving expenses would allow him at least $15 a week, or $780 a year. Could the manager of a co-operative store be induced to per- form to perform his duties for less than that? Now add up the totals, and you have $2,570, and all of it expenses which co- operative buying would not eliminate. What gross profit will the retailer have to add in order to break even and get his justifiable 5 per cent? We'll suppose that this retailer han- dles $7,000 worth of goods in a year. To cover his expenses, therefore, he must add 33 per cent. to the cost of his merchandise even to secure a sell- ing price that enables him to break even. Five per cent. more makes 38 per cent. On this basis, he will sell the merchandise for which he paid $7,000 at a total selling price of $9,660, and if he averaged up his selling prices throughout the whole line, he’d sell dollar goods for $1.38, two dollar a ee aE UE SPS goods for $2.76, 10 cent goods would cost him 7 cents and so on. Now what is 5 per cent. of $7,000? Would the average man be willing to work twelve and fourteen hours a day throughout each year for living expens- es of $15 a week plus $350? Of course, all storekeepers do not work fourteen hours a day and all of them do not confine themselves to the figures shown here, but we have chosen a typical ex- ample, merely to show the rewards of a “laboring: man” whose hours are governed by no union, whose usefulness is not impaired by infamous regulations enforced by the walking delegate and who does much to make life livable for the people who buy goods from him. Every man is worthy of hiz hire, and the next time you hear the retailer called a robber, ask voursel? if you are getting a greater reward than you de- serve. AFTER THE FLOOD. Great as has been the physical suf- fering and financial loss, the mental anguish and heartaches, there is still a rainbow of promise in the skies as surely as in the days of Noah. Look where we will, catastrophes of seem- ingly crushing import have in the end resulted quite the reverse. It would have taken Chicago a generation to ac- quire the new lease of life—or rather, the lease of a newer ilfe—which the great fire brought to it. San Francisco is a greater city to-day than she would have been had not the earthquake made her work her best. In many places there will be the weaker ones to look after. This can, in some instances, be done without real- izing that it is a burden carried. Make a clearance of your damaged goods and get them out of the way. Cull out such as are not salable and strive to apply them where some one can get some good out of them. There are plenty of people who will be glad of the protection they offer, even though the colors are too much disfigured to find a buyer. Trying to work them off in the ordinary way will be less satis- factory for a double reason. Others will make a clean sweep of their dam- aged goods and the people will invest with them to the full limit of such ma- terial wanted. The culls will continu- ally come to the surface, causing dis- satisfaction among patrons who have bought them for regular stock and you will thus lose their good will and the public trust. It may be that this very thing is needed in your own case to renovate, as in the days of the first great flood. The general innovation should enthuse everyone concerned with a new life, a greater energy, a resolution to com- mence anew, and to have all things new. New paint will conceal the disfigured walls. The old sidewalk, which, now that you recail it, was a shabby affair, will be replaced by the substantial ce- ment. New life within and without will cause you to appreciate by another year that the flood was in many ways a real help. eee As you travel in the smoking car of life you will notice a lot of men who merely chew stubs. April 2, 1913 THINK BIG. Men often think of a position as being just about so big and no bigger, when, as a matter of fact, a position is often what one makes it. A man was making about $1,500 a year out of a certain position and thought he was doing all that could be done to advance the business. The employer thought otherwise and gave the place to another man who soon made the proposition worth $8,000 a year—at exactly the same commis- sion. The difference was in the men— in other words in what the two men thought about the work. One had a little conception of what the work should be and the other had a big conception of it. One thought little thoughts and the other thought big thoughts. The standard of two men may dif- fer, not especially because one is na- turally more capable than the other, but because one is familiar with big things and the other is not. The time was when the former worked in a smaller scope himself, but when he saw a wider view of what his work might be he rose to the occasion and became a bigger man. It is just as easy to think of a mountain as to think of a hill—when you turn your mind to contemplate it. The mind is like a rubber band—you can stretch it to ft almost anything, but it draws in to a small scope when you let go. Make it your business to what is the know best that might be in your line of work, stretch your mind to conceive it and then devise some way to attain it. HIDDEN STRENGTH. t is a great day in a man’s life when he truly begins to discover himself. The latent capacities of every man are greater than he realizes and he may find them if he diligently seeks for them. A man may own a tract of land for many years without knowing its value. He may think of it as merely a pas- ture, but some day he discovers evi- dences of coal and finds a rich vein beneath the subsoil. While mining and prospecting for coal he discovers de- posits of granite. In boring for water he strikes oil. Later he discovers a vein of copper ore and, after that, silver and gold. These things were there ali the time—even when he thought of his land merely as a pas- ture. They have a value only when they are discovered and utilized. Not every pasture contains deposits of silver and gold, oil nor granite, or even coal, but beneath the surface of every man there must be, in the nature of things, a latent capacity greaer than has yet been discovered. One discov- ery must lead to another until the man finds the deep wealth of his own possi- bilities. Uistory is full of the acts of men who discovered somewhat of their own capacity; but history has yet to re- cord the man who fully discovered all that he might have been. To a man the most fascinating wom- an in the world is the one he almost, but not quite, won. Lots of things come to the man who waits until he doesn’t want them. penned April 2, 1913 NEW IDEAS IN EDUCATION. An idea is not necessarily the best in the world because it is new, nor is the fact of that newness anything against the worth of the idea. But when common sense seems to be combined with a new method of con- sidering an old problem, then it is time for earnest attention to be given the matter in order that theory and practicality may be separated. lf for no other reason than this, there would be much interest taken in the ideas of Principal William D. Lewis of the William Penn High School of Philadelphia. The element of Mr. Lewis’ doctrine that will claim the most general attention is that the taxpayers are not getting their money's worth out of the school plant. That is, they are putting mon- ey into an enterprise which is used part of only five days a week. The wider use of the schools for day and night sessions, community meeting places for social or other affairs, in short, making the school building a busy center from which to conduct educational and social campaigns, is so eminently justifiable from every point of view as to require no argu- ment. It is by making the school just such a busy place, Mr. Lewis argues, that the power of the saloon, the dance hall and other temptations can best be combatted. What will strike some persons as revolutionary is the Lewis places upon technical training in the schools. He adopts a_ safe ground at the outset by recommend- ing that this shall be co-ordinate with and shall not supersede the classical studies which have an undoubted broadening and cultural effect. He would have the technical high school and the classical high school togeth- er so that there may arise no invidi- ous distinctions between those who choose to work with their heads and those who prefer to train their hands as well. But the mere fact that he would give the pupil a chance to choose for himself between the two schools will strike many as an up- heaval of the traditions on which our educational system is based. emphasis Mr There are some who believe that it is about time for an _ upheaval. The underlying principals of most college courses have not been greatly changed in a century and the work in high schools has been shaped gener- ally to meet the requirements of the colleges. A hundred years ago when many people could not read and the educated showed their superior intel- ligence by quoting bad Latin, per- haps a knowledge of the dead lan- guages was necesary to give the im- pression of university training. But any school man can tell you how small is the proportion of the gram- mar school graduates to enter the high school, and in turn, what a rel- atively small number of the high school graduates finish a_ college course. The high school has come to be the college of the people and it should, in the nature of things, fur- nish what the people require. The educators are not to blame because modern developments in industry and MICHIGAN TRADESMAN commerce -have made an_ expert knowledge of book-keeping or steno- graphy or financial methods more readily convertible into cash than ability to translate omnia vincit labor: An increasing percentage of the boys and girls who attend high school must earn a living when they get out of school. Obviously, their earning capacity will depend upon their ability to perform some definite task. A man can not be of a jack of all trades in this day and succeed. But he can know all about one thing and find ready market for his knowledge. In the name of common sense and in the interest of society, what better work can the schools do than place with- in reach of the boy or girl the train- ing which will be of immediate and practical benefit on graduating from school life to life’s school. THE RECORD EVERYWHERE. This city has its full share of large, well-equipped and well-conducted de- partment stores; in fact, it has more of them and better department stores than most towns of this size Her- polsheimer’s, Friedman’s, the Boston Store, Ira M. Smith’s, Spring’s, Steke- tee’s, and Wurzburg’s—there are no finer or better stores of the kind to be feund anywhere for the quality and variety of goods carried or in the service given. One of the inter- esting facts about the department stores here is that not one of them came full fledged into existence ap- plying for Grand Rapids patronage. All of them are developments irom comparatively small beginnings, and another interesting fact is thar the houses now doing husiness are all of long standing. The oldest busi- ness is that of the Spring Dry Goods Company, which dates back alnost to village days. Hervolshcimer and Steketee have been doing business tor a half a century or longer and Wurzburg is another old house. The Boston Store, Friedman’s and Ira M. Smith’s are comparatively young, Lut even these can look back twenty to thirty years. These stores were all started as dry goods stores and, as the town grew, the population in- creased and opportunities preserted themselves, one department after ar- other was added until what was sim- ply a dry goods store became a full fledged department store such as are to be found in the big cities. Dur- ing the years that these business houses have been grewing up there have been other dry goods store's in Grand Rapids and other merchants, and these others, no doubt, had equal opportunity to grow and become strong. But where are they to-day? The merchant who is satisfied with his present business; who does not recognize opportunities when they pass his way; who is not everlasting- ly pressing on to greater achieve- ments; who does not grow with the years-—such a merchant soon falls by the wayside and his name disappears from over the door. This has been the record in Grand Rapids; it is the record everywhere. Many a good farmer never saw an agricultural college. Already, it is said, disappointed of- fice seekers are finding fault with the manner President Wilson is dispens- ing the patronage. It is asserted that he has too many Southern men in the cabinet and the South is liable to have too much to say in the admin- istration. Mention also is made of the tact that the ambassadorship to England has been offered to two old men, -while real live wires politically have been overlooked. The disap- pointed ones are not making their complaints in public, but the Repu- licans are attending to that matter and making as much capital as pos- sible out of the alleged grievances and perhaps manufacturing some of the material. The people at large seem to be pretty well satisfied with President Wilson’s appointments thus far—except his placing an arrant dem- agogue at the head of the labor depart- ment—-as well as his general policy and it is safe guessing that the criti- cism at this time springs from those who have failed to get what they sought and those who would profit by dissension in the ranks. Democratic Pennsylvania is in the throes of dis- cussion about a State flower. Some weeks since a bill was introduced in the Legislature at Harrisburg which provided for the adoption of the daisy as an emblem. But when the farmers heard of it they snorted and declared they would not have one of the meanest weed pests made a State flower. They would like to see the daisy abolished from vania entirely Pennsyl- instead of having it flaunted as a flower to represent the Keystone State. The bill was amend- ed to make the purple violet the State posy, but the friends of the trailing arbutus put forth arguments to show why that shy and delicate blossom should be made the floral emblem of a great State. The Daughters of the American Revolution have de- clared for the arbutus, and are en- deavoring to interest the other wom- en in its selection as the official flow- er. et Dr. Mary Walker advised people to eat onions every day if they would be well, but her advice had little influence on the onion market. Now comes the Assistant Horticulturist of the United States Department of Agriculture to say that a large part of the 1912 crop of onions is languish- ing in storage, while the price of the vegetable is the lowest ever known. He suggests that the housewives in- augurate an onion campaign, crying for the delicacy so loudly that the onions will burst the storehouse doors and make their escape. The housewives would have no trouble in crying if they were with the onions and the strength of the latter ought to be sufficient to cause any door to break down. It is better to be a guest at the Impecuniosity Hotel and be able to pay your bills than to dwell in pam- pered luxury at the Waldorf-Astoria at the expense of kiting checks and drawing drafts on the Bank of the Blue Sky. 9 GREATEST BUSINESS MAXIM. The business life affords perhaps the best opportunity to test the prac- tical value of the Golden Rule. I+ is significant that busines men are com- ing more and more to see and advo- cate this rule—not merely as a result of moral teachings received outside of business circles, but as a conclusion which business experience itself has forced upon them. In business affairs the practice of the Golden Rule stands for all that is honorable and progressive and just. The business houses which attain a measure of prestige and wholesome reputation are those in which this spir- it in some degree obtains. Perhaps no wrong trait in the personality of a business more quickly receives the censure and discredit of other busi- ness men than does the absence of fairness—-which is but another way of saying the absence of the spirit ot the Golden Rule. With a record of centuries to at- test its value and the evidences in its favor accumulating day by day as inen become more enlightened, the Golden Rule stands pre-eminent as the wor:d’s greatest business maxim. The top- pling towers of vast business interests that have been built on a less worthy basis show the insecurity of all seem- ing success obtained otherwise than by acting habitually on this funda- mental moral law. enamel The tendency to eliminate drum official life Installing gov- major propensities in seems to be growing. ernors and presidents with cannon and gunpowder suggests barbaric dis play and appeals to the portion of human nature that never thinks deep- ly or seriously on important propo- sitions. Ceremonials and poppycock apparently are slipping from the af- fairs of men. on Elbow-touching won results all the way irom Marathon to Waterloo and from Waterloo to Appomattox and other great sword-crossing contests that have changed the map of the world. Elbow-touching will produce the results in industrial life. Elbow- touching is organization. Organiza- tion to be most effective must have all the units. The man in overalls with grimy hands doing an honest stunt of work is more deserving of respect than is the pampered pet of the drawing-room whose forefathers were neither afraid to tackle the toughest job nor asham- ed of the fact that they knew how to toil and overcome obstacles. eee There can be no progression where the channel you are sailing in is filled with the eddies and whirlpools ot envy and resentment. There is no investment that pays a bigger divi- dend than to display a liberal spirit toward your competitor in business. eee Perseverance doesn’t shine with the same brilliancy as genius, but it has a steadier light and will outlast the more brilliant glow. So just keep on perservering. Few people can afford to feather their nests with borrowed plumage. MICHIGAN TRADESMAN April 2, 1913 BANKRUPTCY MATTERS. Proceedings in Eastern District of Michigan. March 21—In re James I. Lancas- ter, of Lapeer, grocer, the first meet- ing of creditors was held, the bank- rupt examined and Harry Palmer, of Imlay City, elected trustee, with bond in the sum of $900. No order of sale of the property was made, the case being adjourned to April 15, at De- troit, at 2 p.m. The bankrupt sched- ules priority and secured claims amounting to $632.39 and general un- secured claims in the sum of $2,223.39 a total indebtedness of $2,862.78. The assets are scheduled as real estate, $900; stock in trade, $600; household goods, $100. Clarence E. Cole, doing business at {_apeer, under the name and style of Cole Brothers, filed a voluntary pe- tition and was adjudged bankrupt, March 5. The first meeting was held at Lapeer to-day, at which meeting the bankrupt was examined and Harry A, Eberline, of Detroit, elected trus- tee with bond of $5,000. No order of sale entered. Inventory of property is now being taken by trustee. The bankrupt schedules priority claims of $373.29 and unsecured claims of $11, 949.68. The assets are scheduled as follows: Cash, $20; stock in trade, $8,422; household goods $500; books, prints and pictures $10; automobile, $410: machinery, fixtures, etc., $500; open accounts, $627.69. The bank- rupt was conducting a general mer- chandise store. March 25—-In the matter of C. F. Taylor & Son. The stock and _ fix- tures of the bankrupts’ hardware business was sold by the trustee, J. i’. Wilson, of Port Huron, on March 24 for $7,650. Two vacant lots were also sold for $20. Books accounts of the face value of about $4,100 were also offered for sale, but were not soid. Tie stock and fixtures were appraised at $12,375. The partnership liabilities are scheduled as secured $3,850. of which $850 is secured by pledge of two insurance policies and the balance of $3,000 by mortgage on homestead of bankrupts appraised at $6,000. The unsecured claims amount to $22,472.18. A first dividend of 1624 per cent. has been declared on the partnership claims filed and allowed. The individual liabilities of Charles I’, Taylor are: priority claims, $305.- 76; general, $100. No individual as- sets beyond homestead mentioned above. The individual assets of Ward LL. Taylor consist of insurance poli- cies fully pledged. His liabilities are about $300. In the matter of David Chatlin, the bankrupt, at the first meeting of cred- itors offered a composition of 22 per cent. This was accepted by the credi- tors and duly confirmed by the court on the hearing of the order to show cause. The composition divi- dend will be paid early next week on all claims filed and allowed. Mr. Chatlin was engaged in the dry goods business at 228 Gratiot avenue, De- troit. unsecured In the matter of the Eagle Furni- ture Co., the final dividend, amount- ing to .0137 per cent., was mailed creditors March 29. A first dividend of 5 per cent, has already been paid. In the matter of Jacob F. Meier Co., trunk and bag manufacturers of Detroit, on March 25, the trustee was authorized to sell the property of the bankrupt at private sale for the best price obtainable up to and including April 10 (without the limit of 75 per cent.), when a further report of sale will be heard and considered. The trustee has filed the following report: ; Appraisal Sold. Raw material $7274.00 $4074.01 Finished stock 5646.36 5109.53 Machinery 4098.98 159.95 Office Fixtures 1104.78 The liabilities are scheduled as un- secured claims, $19,941.51. In addi- tion to the property above mentioned, the trustee received cash of $828.20 and bills receivable and accounts of the face value of $3,348.17. In the matter of the U. S. Auto Supply Co., under which name Millie Waclhman was transacting business, the property of the bankrupt was ap- praised at $7,955.38. A portion of the property, appraised at $3,500, was sold and confirmed at $558. Frede- rick T. Witmire, Detroit, has been elected trustee. The liabilities of the company are. scheduled as follows: priority and secured claims, $4,991, of which $600 is secured by land con- tract and $3,400 covering stock and fixtures in consideration of which the secured creditors agreed to ship a car load of metal polish, but which has not been delivered. The unse- cured claims amount to $5,740.45. Advertising Toilet Specialties. The tremendous business now being transacted in the various toilet spec- ialties is largely the result of liberal advertising conducted on broad and comprehensive lines, the effect being the exerting of an almost irresistible force in creating a general demand for the articles so exploited. This advertising has created a de- sire in the minds of thousands of peo- ple, and has been the means of at- tracting countless numbers of women to the toilet department in search of the goods which they have read about in the various publications devoted to their interests. Instead of ignoring this source of trade, it is a wise buyer who will lay in a stock of such goods, and help to keep up the standard which the manufacturer is endeavoring to main- tain by spending thousands of dollars in advertisements that tell of the mer- its of his goods. As has invariably been the case, in this, as well as other lines, the short- sighted buyer usually finds himself at the end of the season in the position of seeking goods which, had he over- looked his prejudice, he would have had in stock all season, and which would have produced a_ satisfactory revenue, as well as have added pres- tige to the department. — 22. The man who stands at the bottom of the ladder and steadies it is often of more benefit to the country than the one who climbs to the top. —_++ If you want a man to deliver the goods, employ one who doesn’t talk. The Growth of the Shine Parlor. Written for the Tradesman. It is interesting to drop into a popular metropolitan shine emporium and watch the artists of the polish- ing rags and brushes at work. In- teresting to watch the people comiig The shine shop of the better class is becoming a _ tremen- dously popular place, and th2 busi- ness, though an humble one, is evi- dently remunerative. Most of us can remember the time when the village bootblack (in our Southland he was either a negro or an extremely .unkempt and unaspir- ing white youth) used to go about the street with his box, brushes and blacking or polish; so when you wanted a shine or a polish, you gave the high sign and the bootbiack hove to and you edged off to a some- what sheltered part of the walk, with your back to the wall and your foot on the box. And there, with more or less visible confusion and some- times very appreciable jostling, you had your shoes shined. Polishing implements in those days were few and crude; and the most daring bootblack at that time could rot imagine the forthcoming «devel- opment of his humble business. Now shoe polishing concerns oc- cupy valuable rooms on the busiest streets of our busy cities, and many of them pay enormous rentals for the use of the property. While many of them are ensconsed in rather small quarters, here and there you'll find a pretty good sized room, right in the very choicest shopping and hote! district, devoted to the shoe-shining business. And _ these dingy, ill and going. shine parlors are not kept, poorly equipped places; or at least the better class of them are not. They are neat little shops, with clean floors and cl2an windows. And the furniture is often equal in elegance ‘and value to the furniture of the best shoe stores of the city. Richly figured mahogany and fine, quartered oak, upholstered in leather, are none too good for the shine shop of to-day. And it is equipped also with things in the way of conviences—electric fans in summer; ice water, newspapers to look over while your shoes are being shined, a cigar counter (with a jet of gas always blazing), and the like. And everything is crisp and busi- nesslike. When you enter, if you are a stran- ger to the place, the manager will in- dicate by a nod where you are to sit. In an undertone (and like as not, in a language you do not understand), he’ll instruct one of his men to wait On you next. And you do not have long to wait, for the artists of the polishing rag work rapidly. Modern Leathers Require Much pol- ishing. I had occasion recently to call at- tention in these columns to the in- creased call shoe polish manufacturers are receiving for their product. Great quantities of this polish is consumed in shine parlors in the downtown sec- tions of our big cities. It is true, I think, that the average Cn ee ne a en Le a a person of to-day is a bit more parti- cular about his footwear than the average person of other days used to be. The refinement in lasts and the increased price that consumers have been willing to pay for their shoes, indicate that people are more inter- ested in footwear appearances than they used to be. And when I speak about the “increased price,’ I mean the higher asking price due to grad- ing-up rather than to the general ad- vancement in prices due to the gen- eral law of increase that takes in prac- tically everything. Manufacturers are putting more actual value into shoes for the average man and woman than they used to do a few years back; and of course shoe manufacturers would not do that unless the people were willing to pay for it. Realizing more and more the im- portance of keeping his shoes neatly cleaned and polished in order to make them appear at their best, the aver- age person is spending more money in the shine parlor; or, if the shine parlor is not accessible, more money for shoe polish and polishing mater- ials. And this tendency to keep one’s shoes neatly polished has received a decided impetus froin the educational propaganda that shoe dealers have carried forward: namely, that it makes shoes last longer to keep them polish- ed. But there is another side to this matter; and that is that shoes made from the kinds of leather that are now being used actually require more pol- ish than old-fashioned leathers used to require. Fine footwear for men used to be largely calfskin, tanned with a good deal of grease and oil that kept the leather soft and pliant whether they were “blacked” or not. Rut modern leathers are treated to processes that remove much of this grease and oil—in fact, pretty much all of it. The leather is not less soft and pliant; but it is more porous. It is somewhat less durable, perhaps, but it is infinitely more sanitary and satisfactory. And when it comes to appearance and style-features, the old- fashioned leathers, with all of their real and alleged merits, are not to be mentioned in the same breath with our modern leathers. But the point I am driving at is this: this modern leather from which we are making shoes positively re- quires polish—and much polish. Tan shoes, for instance, ought to be pol- ished at least twice a week; and often- er in case of rains. And dull leather shoes should be polished just as often, if not oftener. Even patent leather becomes hard unless it is polished occasionally; and this should be done whether the shoes are dingy or not. Removing the dirt and thus making the shoes appear better is only a part of the benefit of the shine: softening up the leather is quite as important as enhancing the appearance of the shoes. The Shoe Dealers Shine Parlor. This is always a timely topic—more especially as spring days approach. Some dealers have tried it and giv- en it up; others have thought of try- ing it, but have never worked up their courage to the sticking point; and prcrenisever April 2, 1913 some dealers have thought it not worth their while. And yet there are a few dealers that conduct successful shine parlors in connection with their stores. This question, like all other problems that confront the individual dealer, must be answered in the light of local conditions. But there is this to be said in favor of the store that has some little nook in which shoes (particularly women’s shoes) can be polished: it will serve to draw trade and enhance the store’s good will in a very appreciable man- ner. While women in the cities do not hesitate to patronize the better shine shops, in many of the smaller towns and villages there are, of course, no such facilities. And yet these women of the lesser communi- ties are quite particular about their footwear as their sisters of the larger cities. Consequently they are com- pelled to do their own polishing at home. And yet could (and would) gladly pay the nominal charge of five or ten cents to have it done in a more expert manner by others, if there were those who could do it. Now the advantage of attracting visi- tors of this kind to the shoe store are obvious. You make your money, not on the shines you sell, but on the sale of other merchandise occasioned by these visits. Take it all in all, if you are a shoe dealer in a small town, the proposition is well worth consid- ering. Chas. L. Garrison. ——_++>____ Maintaining the Receptive Attitude. Written for the Tradesman. A man is never too old or too young except when he is too old or too young to learn. He is always the right age, moreover, so long as he is old enough—and young enough —-to discriminate. they The receptive attitude is charac- teristic of the merchant or merchant's helper who is on the high road to improvement and success. The mer- chant or clerk who is always willing to learn from his own experience or from the experience of other people, is the one whose capacity for doing things steadily enlarges and who day by day becomes more valuable to his business, to his customers and to him- self. When a man ceases to be re- ceptive to new ideas, or has not yet learned to be receptive, stagnation is his business portion and failure must largely be his reward. Ever now and then we hear of an old established and apparently pros- perous business drifting on financial rocks and, as a result, undergoing re- organization—for as a rule the name of the old established business is too valuable an asset, it itself, for enter- prising men to allow it to founder utterly. Such an incident represents the climax of a process very frequent- ly met with in men and in mercantile and industrial undertakings. A man of enterprise and initiative starts in business and, by dint of originality, plus hard work, makes good. He finds in his experience that certain methods conduce to successful busi- ness and pins his faith to these meth- ods, rather than to his own intelli- gence. Ile ceases to develop; his business cgmmences to decline. New pecans oer nS nre ne ane ES Paneer Bare MICHIGAN TRADESMAN men in the same field have adopted methods of business more advanced; he has failed to keep pace with them. Often his name and his personality carry the business successfully along, and the decline commences only when his heirs, brought up in his now abso- lete ways of doing business, take hold. In any event new blood, with accompanying new ideas, must be in- fused into the business. A new start is made; and the business in the new hands in course of time goes inevit- ably through the same process. lt doesn’t pay a merchant, a clerk or any individual. for that matter, to pin his faith to certain methods. The surest and safest asset for a success- ful business is a steadily growing and developing individuality. To be suc- cessiul, a man must, of all things, be most careful to avoid the ruts. “The most profitable two weeks I ever spent while in business,” states one merchant, “were two weeks that I never went near the store. I had been digging in for four years, stead- ily, with never a break except for Sundays. Business was commencing I did not know what was the matter, but I felt nervous and tired and irritable. So I just left the head clerk to run things and went to the sea shore for two weeks, and never went near a store. “When I came back I found that business had worried along fairly well in my absence. But I found, too, that I looked at the store from a to- tally -different and freshier viewpoint. I nad grown so accustomed to it be- fore I left that defects were not ap- parent; | looked on it now as a new thing and inside of a week had put my fingers on seven or eight serious weak spots in the methods of doing business. to drag. “That holiday paid, because it help- ed to jolt me out of what might easi- ly have been a fatal rut.” A fresh, new attitude toward our everyday work is a good thing, now and then. A man is apt to come to the point where he places all his re- liance in a certain routine and ceases to think things out for himself. Two classes of failures develop in this pro- cess. The first failure is the man who subconsciously lacks confidence. Un- able to do anything of his own ini- tialive, he yet responds readily to almost any suggestion. When he hears of some new thing, undertaken by a competitor, he adopts it without pausing to consider how adaptable it is 9 his own circumstances. He no longer between the novelty which is likely to “catch on” with his particular clientele and the novelty which is too expensive or too cheap for them. Unable to discrim- inate, he yields to every suggestion, good or bad. The other failure is the man who is perfectly self confident. He has developed certain methods which, at one stage in his career, have been very successful. He has proven their value. Hence, he is satisfied that they are the furthest that anyone can travel in the direction of achievement. New ideas he rejects, without even considering whether they may prove discriminates valuable, let alone trying to adapt them to his circumstances. He is ut- terly impervious to anything beyond his own “furthest north” in the cease- less march of progress. The man who retains his receptive attitude does not fall into either of these ruts. With a clear view of himself and his business, he is ready to absorb whatever is good, and to reject whatever is bad; to discrimi- nate, to pick and choose, to think all things out for himself. William Edward Park. ——_>->—____ Town Boosting By Means of Elbow Touching. Traverse City, April 1—Taking ad- vantage of the opportunity is one of the factors which has done more to- ward putting Traverse City on the map than anything else. I have told you several of our plans in the past and I believe you stated at one time that you would be elad to know of any advanced step that we might take. Ifere is another case: The business men had to take care of an important inatter at once. They called a meet- ing by telephone and took care of it. It seemed to the people interested, that it was a psychological moment to take care of things and then and there they organized a committe of twenty- one, that being the number of men present. This was done on Monday They said, “Let’s do this next Monday,” but they found that the morning was a busy time for the merchant to leave his business and so they changed it to the evening at 6 asking the people to come to dinner and discuss matters further. In a week’s time we outgrew this dining room. morning. The committee in charge of these meetings was the house committee of the Elk’s Lodge. They went before their organization that night at their business meeting and “discovered” a room on their fourth floor which they have fixed up to accommodate 150 men at banquet tables. The Elks have, furthermore, given the free use of this, fitting it up in a very fine man- ner, saying that they wish to do their share toward the welfare of the city. The chef of the Elks’ cafe furnishes the dinner and we meet at 6 o'clock every Monday night. The chairman is changed every week, so there can be no set form of procedure, the Secretary necessari- ly holding over from week to week. Every matter of importance which comes before the city is given a chance for airing and being discussed from all standpoints. Holding meet- ings weekly, nothing can escape the notice of the people, and the fact that seventy-five or 100 business men can meet from week to week, touching el- bows, rubbing off the points of stran- gers, meeting as brothers for one common good, for the relief and wel- fare of the city in which they live, has only one logical end—the cementing of friendships, bringing merchants and business men generally closer togeth- er and the free discussion of all mat- ters Their belief in the “star cham- ber” act and the taking of the public into the confidence of this organiza- 11 tion which has no limit of membership does the most to overcome the critical people and turn their hammers into jack-screws. In weeks’ time the membership has grown from the original twenty-one to 169 and many are included in the membership who formerly were the most bitter in their criticisms against any action that the Board of Trade chose to advocate. The only condition of membership is that possibly some time, if the needs require, each member will contribute $10 during the year for necessary ex- penses that may be incurred. So far it has not been necessary to ask for a cent and many are already sending in their checks. Such matters as discussing the plans for the new commission form of goy- ernment, which was most successful at the polls, and the seven bonding for schoo! purposes and other matters that have caused a lot of criticism have been successfully handled. It is a most harmonious, hearty zathering of men and the best solution of difficult problems that has ever been devised. It means considerable, of course, for a certain few, as is always the casc in aty boosting town, but whatever they do seems to be just right in the minds of these critics As time goes on I shall give you the results of some of our meetings. Merritt B. —_>-~.____ Inventor of Ice Cream Soda Dies. Mred Sanders, well-known confec- tioner of Detroit, and the inventor of ice cream soda, died recently in that Gity. converted future Holley. In an interview, some years ago, Mr. Sanders told how he came to invent ice cream soda. Confaction- ers for many years were in the habit of making cream soda with soda wa- ter and sweet cream, but there was no ice cream soda. “Well, the fresh sweet cream used to get sour toward evening, and I had to disappoint some customers,” said Mr. Sanders. “One night, just before I was get- ting ready to close up, a newly-mar- ried couple came over for a cream soda. All the cream was sour. I don’t know what made me do it. I had never thought of it before; but I wanted to keep that couple’s trade. Anyway, I put some ice cream in the soda. They liked it and asked for another, and that was the first ice cream soda. “The fame of the ice cream soda spread all over the city, and Detroit peopie. when they got to other cities, began asking for it. Dealers in other cities began writing me letters about it, and it wasn't long before ice cream soda was as commonly known as milk throughout the country. “At first quite a few of them didn’t believe it would work. My place used to be called ‘that little soda place back there in Detroit.’ ” Mr. Sanders was born in Germany in 1847 and came to this country with his parents at the age of 1 year. ——>.—___ No, Cordelia, your husband’s brain fag is probably not due to thinking of you while you were away during the summer. MICHIGAN TRADESMAN April 2, 1913 COIN COLLECTING Pleasant Side Lines for the Small Merchant. Written for the Tradesman. One of the disadvantages about coin collecting is that the collector must examine the date of every coin taken in over the counter. This has a tendency to discourage the collect- ing of old coins. Merchants say the chance for getting coins of value are too slight to justify the degree of watchfulness required, that the same ammount of energy expended in other directions promises better returns and that this constant thinking about the dates takes up energy should be given to pushing business. With a well-planned system any man undertaking a small business can find time to look at the date of every coin coming to his cash drawer. Everything depends upon having a system that works smoothly without diverting muck thought from his busi- ness. A good plan is to start each day with a large supply of small change (new coins) from coppers to dollars, and when coins are received in pay- ment for goods place them in a spec- ial compartment of the cash register, empty at the beginning of the day, a compartment kept especially for the coins received each day, making change out of the new coins’ with which you start. Never let a coin go out as change until you have had time to look at it. Then, after clos- ing at night, go through the coins taken in that day and sort out the new ones for use next day, putting the old ones away. Follow this system awhile and it becomes mechanical and you can pur- which one’s sue it for years without givine much thought to it. All you need do is to drop the incoming coins in your spe- cial compartment ard think no more about them until after business hours and your house is closed. Thus you do not expend mental energy upon something which may not profit you greatly, while you have in working order a system which enables you to detect and hold out some rare coin which may nean hundreds of dollars to you, and in any event a great many of moderate value, yielding a reason- able profit on each coin. If you pur- sue this policy for say twenty years and never gct a single coin whose premium value is enormous, you have not lost much time trying, and there’s almost a certainty of your securing enough coins of moderate premium value to pay you for your trouble. Take, for example, the 1804 dollar, called the “King of American coins.” There were but very few of these dollars coined, makes them very rare and high priced, for it must be remembered that the value of a coin depends upon its scarcity more than its age. Up to eight or ten months ago ali but one of these cqins were in the hands of collectors. Nobody knew what had become of it, whether it had been lost, melted up or become so badly worn as to be sold as old silver. which Every collector in the country was watching for it and offering a big price for it, as well as every business man who made a hob- by of collecting and who knew the value of the coin. About ten months ago it is said that an old farmer up in Maine came to his country town one day to buy groceries, and gave this 1804 dollar in payment of his bill of groceries, at its face value, of course, not knowing its enormous premium value, and the grocer, who did know, turned it in to a collector, receiving therfor the neat sum _ of $1,206. While such coins as this are ex- ceedingly rare and the collector would not have a chance once in fifty years to realize such a sum from any coin taken in in the ordinary course of business, yet by saving a great many on which there is a moderate premium he mizht make as much on the many as this grocer made on the one. There's always the possibility of doing so, at least, and there is a fascination in this. It is exceedingly unlikely now that 1852, Half dollar, Liberty seated. 1853, Half dollar, Mint Mark O, with- out arrows, no tray3 around Eagle. 1251, 1852, 1854 and 1858 Dollar. 1866, Dollar, without “In God We Trust.’ 1873, Dollar, Mint Mark S. 1895, Dollar, no Mint Mark. 1900, Lafayette Dollar. 1904, Dollar, no Mint Mark. Proof. 1842, 18€5, 1875, 1851 and 1885, $2.50 Gold, no Mint Mark. 1872, $2.50 Gold, Mint Mark S. 1890, $2.50 Gold, no Mint Mark. Proof. 1854, $5 Gold, Mint Mark S. 1864, $5 Gold, Mint Mark S. 1875, 1876, 1877, 1879, 1887, $5 Gold. no Mint Mark. 1873, 1875, 1876, 1877, 1890, $10 Gold, no Mint Mark. 2882, 1883, 1884, 1887, $20 Gold, no Mint Mark. 1907, $20 Gold, Flying Eagle, Date in Roman letters. It generally pays, also, to save coins of all denominations which are no other way, Boyne City. April 1,—I am sending you a postal card of a window I re- cently photographed by request of some of the business men here. The picture is of a window of Frank Thompson's men’s furnishing store. You will note there are no reflections of anything in front of the store at all. I made this picture merely to prove that this can be done as easily as any Ray Chase. a collector would find any really old coins in circulation, and the vast ma- jority of people think none of the more recent ones are worth saving for their premium value, hence they give no thought to the subject. But there are quite a number of tiie more recent coins which have some _ pre- mium value and a few of them are quite valuable and there will be many chances to save some of these. Among the more recent coins with a premium value which you are apt to find cir- culating are the following, and every business man with a hobby for cal- lecting should keep this list near at hand: 1856, Nickel cent, with Flying Eagle. 1877, Bronze cent. 1909, Lincoln cent, initials. 1877, Nickel. 1846, Dine. 1894, Dime, Mint Mark S. 1853, Quarter dollar, Liberty seated, without arrows. 1838, Ualf dollar, with O Bust and Date. with engraver’s between longer being coined by the Govern- ment, when they can be taken in at their face value, although the pre- mium on some of them is very slight. Tt is very rare, indeed, that the busi- ness man will get one of them, so he must depend very largely in the col- lecting of valuable coins upon the above list. Isaac H. Motes. ——_++-___ Turn the Old Stock Into Money. Written for the Tradesman. The merchant who has gone through the mid-winter stock-taking usually spends a portion of the quite time immediately after its conclusion in nursing vain regrets. Upon his shelves he has found all sorts of ‘stickers,’ which represent cold, hard cash, often paid out when the prob- lem of scraping together the cold, hard cash was by no means easy. ‘there are goods which the mer- chant really didn’t want to buy, but which he was over-persuaded into buying. There are other goods which promised golden profits—and which unaccountably failed to sell. There Se ET a ee Ea a ae is two-thirds of that big consignment of stuff which he bought in large quantities in order to secure a special discount and which didn’t move out as fast as the traveler predicted it would. There are lines which have genuine, proven merit behind them, but which are lagging because the merchant hasn’t found time to push them properly. Finally, there are for- gotten odds and ends of stock, which have accumulated through sheer for- getfulness or through inadvertently re-ordering before that step was ac- tually necessary. All this old stock represents inter- est on the money (accrued, not col- lected). It represents, furthermore, a certain percentage of the overhead expense of running the store. There is involved in this stock, also, the dangerous element of lessened value throught deterioration—a danger not yet realized, but bound to be realized eventually unless the stock is clear- ed out. The proper thing for the enterpris- ing, go-ahead merchant to do is to turn that old stock into money as speedily as he can. The goods that are suffered to stay on the shelves, day after day, month after month, steadily eat up the profits on the quick sellers, add to the taxes and in™ surance account, take up store room that could be used to better advan- tage and involve the risk of ultimate dead loss. : The merchant who understands his business will realize that much of this stock can be cleared out by simply pushing it—giving it a prominent place for a few days, proffering this line or that to a customer or advertising it. This is particularly the case with goods of genuine, proven quality, for which—or at least for goods of the saine general nature—there is a more or less steady demand. That the goods in question have failed to sell is, as a rule, due largely to neglect. For other lines, which are ‘dead ones’ pure and simple, the axe is the only remedy. This does not, mean, however, reckless slashing of prices. Such a step is neither necessary nor desirable, but it is usually quite feas- ible to put a price on such goods which will move them out and give the store some advertising, while at the same time jeaving a margin of profit for tne retailer. A very small reduc- tion will often do the trick and will, as a rule, do it quite as effectually as a marked “cut,” the latter very often arsusing suspicion as to the merit of the goods. The clearing out of “dead” stocks is a matter of business, pure and sim- ple. In a great many cases they can, by dint of a little energetic pushing, be moved out without tinkering with the price. But in extreme cases a slight cut will enable the merchant to clear out a slow moving line and re- invest the money in new, up-to-date and desirable goods that will pay a steady and a surer profit. William Edward Park. —_+-+___ Good cooks are also born—once in a great while. ———_.-->____ Letters a man doesn’t never read in court. write are carseat saree i April 2; 1918 MICHIGAN TRADESMAN 13 What Some Michigan Cities are Doing. Written for the T'rradesman. lint has a population in excess of 40,000 and will have upwards of 50,- 000 when the next Federal census is taken in 1920. Lansing will entertain the annual convention of the Michigan Bankers’ Association June 10-12. Ward H. Parker, of Grand Blanc, has been chosen as farm demonstra- tor for Genesee county and will have headquarters with the Flint Board of Commerce. His salary is $1,800 and expenses. Battle Creek is preparing for home coming week in August. The “Busy Bee” has been adopted as the official emblem, to be placed on pennants and advertising matter and the colors de- cided on are a combination of blue, red and dove gray. The Board of Trade of Lowell is arranging for sports, street fair, etc., to enliven the summer months in that town. lioughton is planning to establish a public market, together with public scales and an inspector of weights and measures. Lansing will have three an possibly four playgrounds for children this summer. One general supervisor will be secured, with several assistants. Ald. Reiser, of Cadillac, says that the lake front there must be improv- ed and that the improvement should start right now. He wants the pret- ty city park to be extended to the edge of Lake Cadillac and to see the entire lake front from Chapin street to the club house cleared of boat houses and made beautiful with grass and flowers. Evidently there are people in Cadillac who do not realize what such an improvement would mean for the city, for the lake front plan was suggested years ago and was urged year after year by E. Eugene Haskins, a public spirited citizen, un- til his death. St. Louis has sold its $16,000 pav- ing bonds to a Toledo firm and will start its street improvement this spring. A petition signed by the business men of Otsego will be presented to the officials of the Grand Rapids- Kalamazoo electric road asking that a branch be built from Plainwell to Otsego, and possibly on to Allegan. The Reed City Board of Trade has re-elected officers, is clear of debt and starts the new year under sunny skies. The Michigan Wood Preserv- ing Co. was located there during the past year and the Board is negotiat- ing with other concerns. Flint will open public playgrounds covering several acres on North Saginaw street. Bay City has 127 saloons, which is thirty-seven more than the law al- lows, or should allow. The State regulation is one saloon to every 500 persons. The plan of letting citizens vote on the question of an increased license fee was defeated in the Com- mon Council. The Marshall Butters Lumber Co. is erecting a large plant at I.’Anse. The report of the Light and Power Commision of Marquette for the fis- Gitte aac aaa acc bli scachstSinin indi RL cA, AL bla nti cal year ending March 11 shows a gain of over $43,000, which is the best showing for any year since the city went into the electrical business. The Commercial Power Co. is in- staline new lights at Battle Creek at cost of $25,000. . Lapeer will probably adopt the beulevard system of street lighting. The week-end trip rate from Ann Arbor to Detroit via Michigan Cen- tral is $1, but the round trip rate starting from Detroit is $1.48. The Ann Arbor Civic Improvement Asso- ciation is trying to do away with the discrimination. Secretary Butler and members of tne Commercial Club of Kalamazoo are planning to provide the people with wholesome entertainment Sun- day afternoons in the way of muni- cipal concerts in the auditorium of the new State armory. High grade music will be furnished and possibly moving pictures. Mt. Clemens has purchased 600 water meters, which will be installed there. Linden now has electric lights and is hoping to secure new factories. Mayor Potts, of Paw Paw, is urg- ing that the old court house grounds be converted into a public park, Owosso has been granted an addi- tional city ietter carier, making nine carriers there. This week is merchants’ trading week for people of the Grand Tray- erse region at Traverse City. The contract has been awarded for a new postoffice building at Gay- lord. It will be located at the corner of F and Main streets. “When the peddler comes, call the police.” This is the request made of all householders at Jackson by the police department and is an emergen- cy measure to capture itinerant mer- chants who may be evading the li- Ceuse fee of $1 a day, The Grand Haven Board of Trade has granted the request of the Com- mon Council for a loan of $4,500, to be used in paving Washington, How- ard, Fourth and Fifth streets. At last three new business blocks and many residences will be built at Coloma, in northern Berrien county, this year. An Improvement Association has been formed at Casnovia, with a view especially to push the fruit interests of that section. Saginaw will spend $110,000 for new pavements and about $45,000 for sew- ers this season. A stock company is being formed at Midland to operate the brick and tile plant there. Benton Harbor will vi te next week on the question of a bond issue of $100,000 for water main extensions and improvements. Chief Belfy, of the Muskegon fire department, is asking for new auto- mobile equipment and other improve- ments, so that the Elk’s temple blaze may not be repeated. Almond Griffen. —_——_+ + When the average man does make an honest confession he makes it in strict confidence to himself. Substitute for Gasoline on the Mar- fuel is a white smoke similar in ap- ket. pearance to that caused by an ex- The Standard Oil Co. announces cess of oil. that a substitute for gasoline has The great consumption of gasoline been discovered after a year’s exper- by motors has been threatening the iments. It also was announced that available supply for some time, and the new product, which will be called has been advanced as the chief rea- motor spirit. will be marketed by the son for increasing the price of gaso- company immediately. line. Motor spirit will cost 3 cents a gal- lon less than gasoline and will fur- nish, it is asserted, 25 per cent. more mileage, The new fuel is an additional by- product of petrqleum. It was dis- covered by W. M. Burton and patents Wail of the Mail Order Buyer. for the process of manufacture were This town is going to the dogs granted the first of the year. The the ee ea help spirit has a greater range of boiling A mpumborike they auld points than gasoline. This, it is said, A fellow in his fights, : : And, when he gets the worst of it. will allow a motor to be started as Should help him get his rights. easily, or more easily, with the new Hui do the people de like that ee fl ator [Ete (ouiie the Kaeeo, By the discovery of the spirit the Do they come helping me? lie : : For instance, with the railroad I output of fuel for gasoline engines from a given amount of crude petro- leum is declared to be practically doubled. This it is believed will tend to prevent any rise in the price of The new fuel has been under test by the Standard Oil Company for several weeks. and its efficiency, it is declared, has been proved satis- factory to the company’s engineers. —_>--2—___ Have got some trouble now; Have people helped me as they should To fix that little row? You see I bought some shingles from Chicago, where they're cheap: I saved a dollar on the lot. For here they're pretty steep. gasoline. I needed them, and right away, i el j The rainy days were near: Motor spirit resembles gasoline The railroad took a month at least ee : r t the shingles here. closely except it is yellow in color oe es ae bore and has a pungent odor. The com- pany intends it for use in motor trucks and stationary engines, but its cheapness is expected to encourage its use in pleasure cars notwithstand- ing there are several discouraging features from the standpoint of pleas- ure car owners. Chief of these is the exhaust of a car which employs the spirit as a And, when I got them, half a bunch Was missing from the lot; I guess it was the better half— The poorest ones I got. The freight bill was another fright— They overcharged me, too: And I won’t pay it, not a cent— I won't be robbed. Would you? But I can't get the shingles now, Nor get my money back. The railroad will not give them up— It’s raining in the shack. : The merchants they won't do a thing— I think it is a crime: They ought to rise and make a kick And bring that road to time. TWO BIG IDEAS should be kept in mind in buying display cases. FIRST, that they shall show your goods to the best possible advantage; in fact be real ‘‘Merchan- dise Movers.” SECOND, that they be so constructed as to be ‘Labor Savers,” so as to reduce your selling costs. For the past 16 years we have been working out show case designs, along these lines, which embody the ideas of the best merchants all over the country. You can profit by this accumu- lated experience. Our catalogue shows a number of cases especially designed for your line, and we probably make just what you are looking for. WILMARTH SHOW CASE CO. GRAND RAPIDS, MICH. Chicago—233 W. Jackson Blvd. Pittsburg—House Bldg. 14 PRACTICAL SALESMANSHIP. Some Observations on the Person- ality of the Salesman. Written for the Tradesman. There is big money nowadays in the selling end of the big businesses and there ought to be good money in the selling end of any business. The volume of business and the prof- its of the business depend to a great- er extent upon than most retailers and manufac- turers realize. salesmanship many The reason for the failure of many a retail business is the lack of the ability to sell goods, either upon the part of the proprietor or his em- ployes. Whether the business is s9 small that the manager does all his own selling, or so large that it is all done by salespeople, the rule is the same; the better the salesman, th: larger his sales. To develop the selling power of the people who meet the customers is to develop the business itself. In order to be a success as a sales- man you must first be a success as a Begin at the beginning. If it is too late to begin at the beginning. then begin right where you are. It will never be any earlier. There are a few so called “born salesmen,” people to whom the art of persuading others to buy is as natural as it is to eat or to breathe. Such persons are comparatively few and though they need less instruction than others, still the individual who has nothing further to learn about his work from others is indeed a won- der. : A salesman should begin with his personal appearance. This does not mean that he should wear his Sun- day-go-to-meeting clothes every day. That would be over-dressing for th= part and it would be a mistake in any business. He should be well dressed, but inconspicuously dressed. He is well dressed whose clothes at- tract no attention. Of course we must all dress for our work, but if a man is compelled to wait upon customers at intervals of unpacking goods or cleaning the store, that is still no reason why he should appear before his trade in a slovenly, untidy garb. Even a jump- er and overalls may be neat. There are a good many people, customers, buyers, upon whom cloth- es have little or no effect, but even such persons will not be unfavorably effected by clean, attractive and suit- able clothes. No one likes to do business with a salesman who is offensive in any par- ticular or in any degree. An unpleas- ant breath, dirty linen, blackened teeth, unkempt hair; all of these send somebody away or effect somebody adversely, though there may not be the slightest hint of it given. 3ear in mind that I am not accus- ing the selling members of this trade with any greater laxity in such mat- ters than any other class of business people. They no doubt possess less. But we are all likely to become slack in matters of dress or care of the body. The individual who never does man. MICHIGAN TRADESMAN backslide in such directions is not in need of advice, but there are a good niany who need to be prodded vigor- ously and constantly. Physical condition has more to do with selling success than we are apt to think it has. To be a good salesman, to be fit to compete with the brightest of com- petitors, a man needs to be right on his tiptoes when he is talking with a prospective purchaser. He must be alert in every sense. His mind must be keen and his wit nimble. Can any salesman fulfil these condi- tions after a night out with the boys, or when his mind is befogged with al- cohol or tobacco? There have doubtless been instanc- es where a salesman has apparently succeeded though addicted to all man- ner of vices. But no matter whet tne facts of his success may be, if he has had any, it has been in spite of this severe handicap and never on account Ol it, There a:e enough handicaps and disadvantages in business without a man loading himself up with any un- necessary ones. You should not only have no han- dicap of ill condition to overcome, but you should, if it is a posstile thing, be so fit at all times as to possess ti handicap over ‘he other fellow who is less careful. The big organizations of selling men who are employed by the must successful manufacturing concerns of the country are nowadays giving the most careful attention to matters of physical fitness. They know that no man or woman can do high class work when in low class physical form. Can you induce the customer to buy a better article than he came in to buy, can you make large and satis- factory sales when you are suffering from a headache or a tootache, or even when you are merely feeling dull anl listless? You may have less time to get out ot doors in connection with your business than some kinds of mier- chants but you should not give up to this disadvantage, but make it your business to get out as much as you can, for it pays to take time for out- door exercise winter and summer alike. There is one quality that spoils a man for successful salesmanship. It is a common quality, one that trou- bles most of us at times. laziness. It means the absence of energy. Nobody ever heard of a lazy hustler. Nobody ever heard of a man_ suc- ceeding if he possessed the habit of letting whole hours slip away in idle- ness. There is no time to be lazy if you are going to succeed in your business. This has nothing to do with vaca- tions. Everyone needs occasional rest, but rest is not laziness. It is simply the necessary relaxing that al- lows the mind and body to come back. While one is on duty he should cut out mental and physical laziness ab- solutely. He should be filled with an energy that will keep him looking for something to do. We are fond of calling the commer- cial successes of to-day “Live wires.” That is what they are every minute they are on duty. They may let down and shut off the current of energy while they are away irom business. It is wise that they do. But did you ever see one of these “Live wires” loafing on his job?” You who have already achieved suc- cess in your business or established a trade that you know will last you out, may be able to afford the lux- ury of taking it easy during working hours though you probably will not do it. But you who have not yet reachel the height of your ambition, and that means about nine hundred and ninety-nine men in a thousand, you cannot spare time to loaf. You need t> put in all the time not required for rest and recreation in doing or in learning how to do. Now, I know some employes are going to read this who will say, “That's all right but you needn’t think I'm going to work myself to death and lose all the fun in life for what pay I’m getting.” The person who takes that attitude makes a mistake. He probably does his employer some injustice, but he does himself infinitely more. The employer is entitled to get more work from his help than he pays for or he will not make a profit on them. But if he has an employe who is not making good he can let him go. You, as a salesman, cannot do your employer any more injustice than he is willing to permit. But you cannot get away from yourself. $y shirking you are robbing yourself of the advantages of experience and you are saddling yourself with the qualities of a quitter. lf you expect to be a success some day you have got to begin right now to develop the qualities required for success. Success comes because the man has developed the qualities that make it. The rule never works back- ward. No man ever became a success and then developed the necessary qualities afterward. The good salesman is not the re- sult of a day’s study. Salesmanship is not to be picked up at odd times. It is not a smattering of this and that. It is a well developed mental quality and it comes only with a course of hard training in the school of ex- perience. The man who would be a good salesman must have the courage to stick to his learning. Sticktoitive- ness counts for almost more in sales- manship than in any other line of work. The man who cannot stick cannot sell any merchandise. He may be able to hand out the goods that are asked for, but his usefulness ends with the absolute demand of the cus- tomer. You must stick in order to learn salesmanship and you must stick af- ter you have learned it. If you are easily discouraged and cannot get over that unfortunate quality, I would be inclined to advise you to get out of the business of selling. Still, when you come to look over the fields of vocations you will be quite apt to find that the places where April 2, 1913 no sticking quality is needed are all tilied—by failures. I advise a man who would be a good salesman to read. I advise him to read his trade journals and litera- ture about the goods he selis, and | advise him further to read some good literature every day to develop his mind and his vocabulary. You probably think that you can’t learn much about selling goods out of literature of the real, literary sort, but let me tell you something. Every statement you make to a prospective buyer loses or gains something in the way you make it, in the words you use and in the way you arrange those words. The men who have made the good literature of the country, the strong writers, know how to express them- selves in the way that gives the full- est value to what they have to say. By reading just a page or two of that kind of literature every day vou are certain insensibly to absorb some good language and learn some new words that can be made to bring in a money return when the right time comes. The talker, the salesman who uses poor grammar, labors under a handi- dicap just as surely as he uses booze cap just as surely as he who uses booze and tries to mix it with his business. I believe that any man can be or do almost anything that he sets out to be or do. I believe that even for the average man success is possi- ble beyond anything that he himself realizes. The trouble with too many fellows is that they set out with the idea that they can accomplish only so much. They place a limit on their ability and naturally they cannot rise above that limit. Every salesman should assume that he is competent to handle any class of trade. He should acquire a self- confidence that will enable him to hold up his head in any company. ive should have faith in his ability to make people think about his goods as he himself thinks. It you limit yourself in your sell- ing ambitions you will never be a salesman. You will stop with being a clerk, an order taker, a mere pup- pet. But if you say to yourself, “Why can’t I get all the trade of that rich Floggenheimer family instead of just the things they forget to buy down- town?” and if you set about getting that business, you will one day find that you have added the Hoggen- heimers to the list of regular custom- ers. The man who does not aim high will never shoot high and the dealer who shoots at the cheap trade will get no more than he aims at. Make up your mind to get the best trade, to hold the business of the high class customers who are now only occa- sionally buyers, and then study how to do it. If you know of a high class sales- man in any line of goods and have an opportunity to watch his work, watch it at every chance. See how he sells goods. Buy from him your- self if necessary for that very pur- 1 SENET eg SLES N ITO April 2, 1913 MICHIGAN TRADESMAN 15 pose. Get the high class bee in your bonnet and keep it there. If your first efforts along that line meet with failure, remember that few things worth doing are done easily or right- ly at the first attempt. doing these things worth while is secured only by practice. in any kind of work comes only with abundant training. A slot machine will sell goods as well as the clerk who simply sets out what the customer asks about and then leans back against the shelves and waits for the customer to sell himself the goods. A slot machine would be better because it would work over- time without complaint and never make mistakes or disgust customers by lack of interest or attention. Success in Perfection Kew salesmen treat every customer as an opportunity. They make it their business to sell the goods that are asked for and they stop there, and no man ever became a Hundred Point salesman on that basis. Of course it is not to be expected that every dealer or traveling man or clerk can or will become a perfect salesman. Perfection is rare in any- thing. But its rarety and the difficul- ty of attaining it need not prevent any of us from trying to become as nearly perfect as we can. Michael Angelo said, “Trifles make perfection, but perfection is no trifle.” We are too apt to think that this or that little thing is not of enough im- portance to bother with, when as a matter of fact, the great things are all made up of little ones. All of the qualities that go to make up a man, help to make the success- ful salesman. Honesty, industry, sobriety, everyone of the homely old virtues counts in salesmanship. The salesman cannot shew quali- ties that the man does not possess. The man will show through the front of the salesman and attract or repel the people with whom he is trying You may think that insofar as your relations with your customers are concerned, it does not make any particular difference what kind of a man you’ are underneath the surface you intend to show. You are all wrong. You do not give the general public credit for the discern- ment it actually possesses. Ii you are not honest at heart, your customer will find it out and nothing that you can say about your goods will carry the weight you want it to carry, no matter what your accent, intonation or language. lf you would be a good salesman, make yourself a man. None of the effort put forth in getting right as a man will be wasted in the making of yourself into a top-notch salesman. Frank Farrington. to do business. —_+>>—___ The Customer’s Side of the Cash Sys- tem. Written for the Tradesman. Many a merchant has been ruined by long credits. Many another merchant with hundreds and thousands of dol- lars outstanding on his books would gladly inaugurate the cash system, if only he were sure that his custom- ers wouldn’t take offense. The fear of what his customers will think im- pels the merchant to hesitate. His own side of the question he knows from bitter experience, but how the innovation will appeal to the buyer is another matter. Merchants who hesitate to take the leap are hampered by the fact that they haven’t studied the problem from the purchaser's view point. Nor will the cash system ever become general until the purchaser’s side of the ques- tion is urged in support of the change. Men and women, if they buy for cash and nothing but cash, will do so, not because the course conveniences the merchant, but because it is in their own interests. Spring the “sympathy gag’—the old story that credit buying robs the merchant of interest on his money and is unfair to the merchant —-and $0 per cent. of the public will continue to buy on credit just the same, but show the buyer that unlim- ited credits are disastrous to him, and there's more than a fighting chance that he'll at least make an effort to change his ways. Cash buying spells for the buyer just what cash selling spells for the seller—the difference between success and failure. No man can succeed who doesn’t keep his running expenses within his income and no man who buys strictly for cash can very well exceed his income. The income of every household should provide, not merely for every item of its running expenses, but al- so for a margin to be set aside for the threatened rainy day or for safe investment if the rainy day turns out bright. To this end, the household should start with a little modest fur- niture all paid for, and enough mon- ey to keep things going for a few weeks ahead. With that start, the joint management will make it a point to buy closely and pay cash for every- Adhering rigidly to that sys- tem, they'll get better value for their money than if they buy on credit and there'll be no phantoms of unpaid bills to pop up at unexpected mo- ments and scare them out of their financial wits. thing. This plan does not bar the purchase of a home on mortgage, which comes under the head of investment. It merely requires that a household should not eat or wear out more than it earns. Fach week’s running expenses must be met by a previous week’s income and leave a margin, however slight. That, in brief, is the philosophy of cash buying, from the cash buyer’s standpoint. That’s the line on which to educate the public, if the merchant wishes his “cash only” arguments to convince as well as appeal. It is good, sound business, and education in that sort of business is a matter, not merely for individual merchants or mer- chants’ associations or boards of trade, but for the schools. If merchants and people generally want to see good results along the line of cash buying, they ll take united and sytematic ac- tion to convince Mr. and Mrs. Pur- chaser that living within the family income and paying cash is better busi- ness for them than running up long credit and long before it is earned. William Edward Park. spending their income Use Your ea S f i 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 others. 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.” GRAND RAPIDS SAFE COQ, Tradesman Bldg., Grand Rapids, Mich. MICHIGAN TRADESMAN April 2, 1913 START RIGHT. When You Engage in the Grocery Business. The main drawback to the advance- ment of any young man who desires to become his own boss in the gro- cery business is that he does not con- sult with persons who are in a posi- tion to advise him what is best to do. They open their stores, in many cases, absolutely regardless of location or neighborhood conditions, and the re- sult is their business does not flour- ish as it should. The new proprietor should first see the sales manager of a reputable wholesale house, the man who, above all others perhaps, has the interest of the prospective merchant at heart. His own interests are so closely allied with those of the new merchant that he will go far out of his way to guide the young man and caution him against the pitfalls that he should steer clear of. A good start in the retail grocery business, like in every other line of trade, means everything. The young man first should get in touch with a wholesale house, one that handles a branded stock of goods tor which there always is demand. When he has decided upon who his wholesaler will be, ehe should get in communication with the credit man- ager, show his references, and estab- lish a line of credit. This accomp- lished, the sales manager and_ the salesmen with whom he does business after he once has started will take care of the rest. Much Depends on Neighborhood. The size and quality of his initial stock would depend wholly upon the neighborheod in which he opens his store. Ordinarily a stock of grocer- ies representing an outlay of $1,000, or even less, might be ample. This could be increased or diminished in certain varieties of stock as soon as the new merchant has felt out his trade and got a line on what was and was not in demand. It would not take long before he ascertained the general trend of his trade, and he should, therefore, buy most conservatively at the outset. On his purchases he could, with satisfac- tory references, arrange terms of from thirty to sixty days. On some com- modities, such as tea, for instanec, he could have four months; but, if able, he should take advantage of ail dis- counts, for by so doing he can save enough to defray his expenses on a good summer vacation. An important feature he should consider is getting and keeping good help. A competent clerk, for exam- ple, can fill more orders in an hour than one who does not know the game could fill in a half a day. He should not buy too many items —-tnat is, he should not be too quick in stocking up with a lot of new nov- elties and items that may not move off his shelves. Many articles come on the market that are purely specu- lative, items that the wholesaler knows little more about how they are going to take than does the retailer. Keep Operating Expenses Down. The beginner should be exceedingly careful to keep his operating expenses down to the lowest possible mini- mum. I cannot lay too much stress on this feature of the business. High rent should be avoided, he should have no more clerks at the start than he absolutely needs, and the number of his horses and wagons for delivery purposes should not be more than his business warrants. He should get none of these things before he actu- ally needs them, for they make a bad showing on the credit side of thie ledger. His fixtures should not cost him more than 20 per cent. of his working capital. Second hand fixtures are de- sirable if they are clean and in gool condition. The new merchant can make some profitable trades in second hand fixtures if he bides his time. The young man should ever be on the alert in building up his business. lie should not overlook anything tha will bring a customer into his store, and that customer, once eurolled, should not be permitted for any rea- son to depart. He should meet his trade personally and never overlook an opportunity for getting acquaint- ed. One customer, given personal at- tention, begets additional customers. He should adopt a liberal policy in exchanging goods and in replacing damaged orders with new gools. Tf he can possibly do it, personal selici- tation will prove one of the best trade builders ever conceived. His deliveries should be prompt and he should make no promises that he cannot fulfill, When a housew‘fe has ordered her groceries and expects them at a certain hour in order that she may begin the preparation of a meal she should not be disappointed. The order should be at her back door at the time it is promised. Of course, the good customers ot any neighborhood, are hard to get. The new merchant will find that the “undesirables” of his particular com- munity will swarm in upon him, but the right business methods will bring the desirable ones. In opening accounts ke should use the utmost care and vigilance in ex- tending credit to those who apply tor it. Nothing in the world eats up prof- its faster than a book filled with ques- tionable accounts. His mercantile agency will prove invaluable in giv- ing him a line on his customers, and he should avail himself of every oppor- tunity for learning who is and who is not entitled to take goods out of his store without paying cash for them. Close personal application should be given to all transactions. The proprietor of a retail grocery store cannot afford to take too many chanc- es. Like every other pursuit, that of conducting a retail grocery store en- tails excedingly hard work on the part of the proprietor. He should work harder than anybody else connected with his establishment, for on his efforts the success of the enterprise depends. With the right location, the right goods, the right class of trade, ana conservation of operating expenses the new merchant should make a liv- ing and a good one. R. F. Haegelin. Solution of the Problem of the Uni- verse, Traverse City, March 29—As there is much talk about the high cost of living going on in this country, I would like to give a few of the views which have been brought up in the past six years through my experience as a grocery clerk. These all apply to our own city, because all Michigan cities are not alike. I would also like to hear from other interested people on the subject through the coiumns of the Michigan Tradesman. The common laborer should live within the wages he gets each week. For instance, if a man gets $10 a week and tries to spend $11 he is surely going. behind all the time. No- body is to blame but himself. Buying on credit, too, is bad busi- ness. If people would limit them- selves to what cash they have on hand, instead of looking for the future to pay for it, many people would be better off to-day. For instance, a customer goes into a store where his credit is good. He will buy several articles he could have gotten along without, provided he had to pay the cash. Along with the rest comes style. Everybody wants to have just as good as his neighbor. For illus- tration, Jones puts in city water and electric lights. Brown, next door, can’t stand that. He has to do the same or something better. So the story goes. No person wants the other to get ahead of him. A good illustration now is biting off more than you can chew. This ap- plies not only to the poor, but, in fact, everybody. For instance, a man’s prosperity can’t hold out any longer, so he starts buying something on the installment plan, for people can buy as long as they have the first pay- ment. Jones buys a house or piano or furniture—anything but groceries. Mr. Jones gets along with the pay- ments all right until hard luck raps at his door. He gets so far behind on the payments that the owner fore- closes on him and what has he got? Nothing. He is just as poor as ever. Buying away from home does not help to build up ‘the home town. Tnousands of consumers are sending to Buffalo and Chicago for their goods because they can get them for nothing, so they think. No doubt, if the consumer would take the cash he sends away and look around at home, as no person is married to any one trading place, he would get along just as well or better than if he had helped build up Buffalo or some other big city. By trading at home you make one hand wash the other, for if you spend your money in the town where you work you can always get work in the town where you spend your money. Giving away premiums is another good bait for the man’s money, be- cause when a concern gives away a $10 premium free with $10 worth of goods, there is something wrong somewhere. The outside buyer had better open his eyes because we don’t see any of these premium houses zoing out of business by failing. They are giving the premiums away all right and somebody is paying for them. Who is it but the pin headed customer who buys their products? It looks to me as though people who are hollering hard times ought to have a guardian appointed over them to show them how to spend their money. In a few years they would have more than they have now: Another item worth mentioning is too many places to spend the nickels and dimes. In places where there used to be one place for them, there are now twenty-five. Of course, we have to consider that money in some peo- ple’s pockets is like fire, it burns through. A man can’t turn around without spending 5 or 10 cents for something he could get along with- out. Commonly speaking, a great many people can’t stand prosperity. If they see prosperity coming they will soon get out of the way. Saucy Clerk. —— 2 The “Ten Demandments.” For gross worldly wisdom it would be difficult to surpass the “Ten De- mandments” hanging in one of the many salmon canneries at Stevenson, in Western Canada: 1. Don’t lie. and yours. It wastes my time I am sure to catch you in the end, and that is the wrong end. 2. Watch your work, not the clock. A long day’s work makes a long day short, and a short day’s work makes my face long. 3. Give more than I expect and I will give you more than you expect. I can afford to increase your pay if you increase my profits. 4. You owe so much to yourself you can not afford to owe anybody else. Keep out of debt or keep out of my shops. 5. Dishonesty is never an acci- dent. Good men, like good women, never see temptation when they meet it. 6. Mind your own business, and in time you'll have a business of your own to mind. 7. Don’t do anything here which hurts your self-respect. An employe who is willing to steal for me is will- ing to steal from me. 8. It is none of my business what you do at night. But if dissipation affects what you do the next day and you do half as much as I demand, you'll last half as long as you hoped. 9. Don’t tell me what I'd like to hear, but what I ought to hear. I don’t want a valet for my vanity, but one for my dollars. 10. Don’t kick if I kick. If you’re worth while correcting you’re worth while keeping. I don’t waste time cutting specks out of rotton apples. —_+-. Buy At Home Buy at home and try at home To give the town a_ show; live at home and give at home And help the town to grow. Make your cot the nicest spot _ That’s under heaven’s dome; Just buy a bit to brighten it— Buy and buy at home. If you’d like a town to strike All comfort and content, It will be the town, you see, In which your money’s spent. If you’ll find the finest kind Of town, you needn’t roam; Just boost a bit—and live in it By-and-bye at home! Ra adel ’ all 5:ieaemanienimsiegeneennm April 2, 1913 MICHIGAN TRADESMAN 17 The Annual Puffed Rice and Puffed Wheat Coupon Sampling Offer is Here The coupons will begin to reach the housewives _ about April 10th at an average rate exceeding ‘wo millon weekly. 760,000 a week on the average offer one package entirely free All we ask of you is merely to get ready for the first of this coupon demand. We take the risk on goods you purchase to take care of the business sure to follow this offer. The Guarantee Buy two cases each Puffed Rice and Puffed Wheat, and should any part remain on August Ist, we will re- lieve you of the surplus on request. You get your full profit on every coupon you redeem. We reimburse you in cash at the retail price. We urge you to anticipate by ordering your Puffed Rice and Puffed Wheat now. The Quaker Oats Company 18 MICHIGAN TRADESMAN April 2, 1913 LET WELL ENOUGH ALONE. True Story of a Tragedy in Real Life. Written for the Tradesman. “I have had an offer, Angeline,” said Horace Wilington, entering his wife’s presence one summer morning: his usually pale face aglow with en- thusiasm. “An offer—for the farm?” “Ves, for the farm, for everything just as it stands. It’s not quite what the place is worth, but it may be best to sell.” “Twenty - five enough—” “But two thousand in cash is worth more to us now, Angie, than more later on,” broke in Horace. “My health is getting worse all the time. T have worked too hard this summer; I'ma broken man at forty. The place is all right, capable of being made one of the best fruit farms in Michi- gan. I kind of hate to part with it; but you know how it is.” “Yes, I know,” and the little woman pondered thoughtfully. “I think,” she went on, “that the best thing we can do is to sell and go into business— I’m in for that, Horace.” hundred is small “T thought you would be, Angie. I'll go to town and cap that bargain tor the Holdiman store. Then we'll sell the farm and go into business in town!” A brilliant and engaging prospec? for husband and wife. When Horace and Angeline married and went into the wild forty they had health, mutual love and a rich promise in the future for strong hands and willing hearts. Glowing prospects do not always pan out pay dust, however. The few years of digging and clear- ing the forty were very happy, despite the hard work, for were these two not building for themselves a home? [In the midst of the work, when every fairy air castle seemed destined of fulfilment, came Calamity with a big C. The forty was well nigh cleared for the plow, yet there remained one small field in the northeast corner where the nest of pine stumps _lin- gered as if bidding defiance to the farmer. Wihile engaged in removing these stumps Horace Wilington met with a severe accident, an injury to his spine which laid him on a bed of ill- ness for many months. That was the first real pullback they had experienc- ed. The farm had been cleared, sev- eral hundred dollars placed in the bank, with bright prospects ahead for complete independence blow fell. when this It is needless to tell of the long weeks of illness, of the many doctors summoned, of the dwindling of the little bank account until the last dollar went into the discard and the couple found themselves stranded. Angeline was a_ brave’ heroine through it all. She nursed her hus- band, worked indoors and out, even took in washings to earn enough to keep the pot boiling. After two years Wilington rallied sufficiently to be- gin work in a light way. He suffered very much still, yet he went at the work while his body was wracked with pain. The farmer had his ups and downs, all the time he was hoping for a com- plete restoration to health. This, however, never came, although at times he was able to do a fair day’s work: It was in the days of farm in- stitutes, the Grange, with its plans for the betterment of the agricultur- ist, and Wilington took an active part in what promised the up-building of farmers in general. In days when crops were good and prices low the whole talk in Grange and Institute was of the middleman, his wiles and methods of lining his pockets at the expense of the honest farmer. Although a man of unusually good sense, Horace gradually imbibed the fever of discontent, and finally decided to quit the farm, which in itself was perhaps well enough, since there was no prospect of his ever being a well man again. Not being strong enough to run his farm in the way that it should be run, Horace Wilington decided on selling out and going to town to play the roll of middleman for himself. “It needs an honest man in the store business,’ said his wife. “The big profits of the merchant is what has kept the farmers poor all these years. It will be grand to show the farmers at least one merchant under- stands their needs. You have hosts of friends who will be glad to trade with you, and it seems to me there can be no doubt of your success.” Although the prospect was not quite as rosy appearing to Wilington as it was to his wife, he yet believed that he could make good in the field of mer- cantile endeavor. He went to town, a small country burg of perhaps six hundred souls, and bargained for the store building about which he had spoken to his wife. He had thought to rent the place for one year, with the privilege of taking it for a longer period at the end of that time. There were living rooms overhead which would be just what the couple needed for housekeeping. “Three years is the least I can let the building far,” said the owner, who had gone out of business and was moving onto a nearby farm. After some haggling Wilington took the lease which bound him to his experi- ment for three years. There were a dozen stores, little and big, in the town, one other be- sides Holdiman’s being empty. It was a day of mail order houses also, which fact the Wilingtons had failed to take into account. The farm was sold for two thousand in cash and Angeline went with her semi-invalid husband to become a fac- tor in the town, to become the model merchants of this thriving mart of trade. When everything was arrang- ed, fixtures bought and the little gro- cery stock nicely arranged on the shelves, the Wilingtons sat down to await the inrush of trade. Horace placed a modest advertise- ment in the village paper, calling at- tention to the new grocery firm of H. Wilington & Co. “Wie don’t ex- pect to become millionaires,” smiling- ly said Mr. Wilington, “oh no, but we expect to gain a small competence previding we treat the people right.” Not a man among those engaged in trade in the town but commiserated the new merchants on the outlook. Farming and selling goods in the open market, with the fierce compe- tition of others who are intent on wresting a competence from hard worked clerks, is quite a _ different proposition. Never until now did Horace Wiling- ton discover that the lot of the retail merchant is not a rose-strewn one. He was astounded on the morning after opening his doors to the public to find his neighbor across the way advertising 24 pounds of sugar for a dollar, Other groceries were cut till there was nothing in it for the seller. “My goodness, Angie!” exclaimed the husband, “what can that fellow Jones mean. He must be clean crazy! Why, his prices are as low as that drummer asked me for mine. We can’t sell at that price.” “Of course not,” agreed the wife. It was not long before the fierce competition in business sent cold chills down the spine of the new mer- chant. He had encountered nothing of the kind while on the farm. Not one of his old neighbors ever com- peted for the trade by seeing how low he could sell his products. The first month behind the counter was a revelation to Horace Wiling- ton. Something of the gloss of store- keeping had worn off. His rosy idea of an easy job in the store fell to shattered bits. Never in all his life on the farm had he been so tired as he was nights at closing time, usually at 9 or 10 p. m. Long hours, longer than on the farm, with no noon rest; and yet his trade was far from meeting his ex- pectations. Unfortunately he had made the plunge at the beginning of hard times. Slowly yet surely the market receded. He soon learned that the merchant who buys on a falling market, must go slow, be very watchful not to overload that which may prove dead stock. At the end of the first month by the most careful reckoning Wilington decided that he had run a little be- hind expenses. Not a very hopeful outlook, yet he resolved to keep up his courage. “We are new to the business.” he told his wife. “We expect to grow, and show an increase each month.” “Well, we might perhaps if it wasn’t for that nasty Jones across the street. How can he live and sell at such prices?” “Oh, he'll quit before long,” said Horace hopefully. Wilington put in a new line of goods. No sooner done than neigh- bor Jones followed suit, placing the price at first cost. @his was dis’ heartening. Another month passed, three of them. A man passing the Wiling-‘ ton store late in the evening saw the boss reclining in a chair at his desk, his wife standing behind him, her hand on his shoulder, her face ex- hibiting unmistakeable signs of dis- tress. Horace was tangling his hair in a vain effort to comb it with his long, lean fingers, his own counte- nance expressive of the utmost dis- couragement. Two months rent due and no ready cash to meet it. “It was a sorry day we ever left the farm. This was the wife’s thought which, however, remained unspoken. It is such secrets as these that furrow the brow with care and make people old before their time. Wilington had listened too readily to the siren song of the drummer who loaded him up with unsalable goods. He even became the prey of the bankrupt stock shark, buying goods which had no right to be ex- hibited on the counter of a country merchant. They were unsalable, a drug that could no more be disposed of than a stack of last year’s almanacs. Memories of the cozy farmhouse, the garden with its various vege- tables and berries to supply the home table, filled the brain of Angeline. There was no happiness to be gained from the mercantile business such as she had imagined. The drudgery of the farm kitchen was as nothing beside the endless routine of waiting on people who had no interest in one save the matter of saving a few cents to themselves. “The middlemen are farmers!” It was the voice of Silas Deane, borne through an open window to the ears of tired little Mrs. Wil- ington, who felt ready to drop from being on her feet all day, waiting on customers who were unusually crit- ical and made few and small pur- chases. “We farmers bring our stuff to market,” rang the raucous voice of old Silas, “and the store-keeper sets his price for us, take it or no sale. He makes the prices, we knuckle to them; ah—ah—” The voice trailed off in a distant, growling burr, while the tired little woman listened, flushed and trem- bling with indignation. She remem- bered that batch of butter that had cost them 30 cents from the farmer; that had been shipped and fetched exactly 19 cents the pound. Wiling- ton had lost eighteen dollars on that deal—-and that was how the middle- man was robbing the farmer! robbing us What a farce it all was. Angie leaned her tired head against the cracker case and began to cry. A customer came in and she quickly smoothed her face into a smile, hop- ing as a drowning man clutches at a board for safety, that here was one more chance to win a few pennies to their waning coffers. At the end of the year the inven- tory showed five hundred dollars less goods in the store than at the be- ginning, a score of debts to meet with no prospects for the future Wilington realized that if he squared himself with the world he would not have money enough left to purchase one corner of the litle farm he sold to go into business. The saw, “Let well enough alone,” is often descried, yet it seems to me it might better be followed ten times out of a hundred, Old Timer. } ¢ ae April 2, 1913 ‘MICHIGAN TRADESMAN 19 Why Men Leave Home Many of them leave without any particular reason, of course, but there are a great many who pull out because they are “peeved” at the bill of fare. Sometimes it is their own fault because they do not provide the where- withal with which to produce an interesting bill of fare. But many, many times when the man is working hard and providing well, the “lady of the house” is too much the “lady” and not enough ‘“helpmate.” Just a little pains to please him with good home baking such as can be done with LILY WHIT ‘The Flour the Best Cooks Use’’ Will keep many a man plugging hard for his home and family, whereas otherwise he will lose interest. He can get bakers’ stuff at the restaurants without the expense of keeping up a home and when he comes home at night, tired and hungry, he hopes to find a home cooked dinner. He is mightily pleased when he finds it. He is tremendously disap- pointed when he doesn’t. He is especially pleased when there is bread, or biscuits, or cake made of Lily White. Try it on him to-morrow and see. Valley City Milling Company Grand Rapids, Michigan This is a reproduction of one of the advertisements appearing in the daily Papers, all of which help the retailer to sell Lily White Flour. 20 MICHIGAN TRADESMAN April 2, 1918 = —) . ee = SUTTER, EGGS 4*> PROVISI “hey = = a nm rs = —= Michigan Poultry, Butter and Egg Asso- ciation. President—B. L. Howes, Detroit. Vice-President—H. L. Williams, Howell. Secretary and Treasurer—J. E. Wag- goner, Mason. Executive Committee—F. A. Johnson, Detroit; E. J. Lee, Midland; D. A. Bent- ley, Saginaw. Cold Storage Foods Should Be Sold as Such. Refrigeration development and ap plication is a thing of recent years and its scientific features have largely It is only about ten years ago that such an been buried by the commercial. important feature as humidity receiv- ed serious consideration. Naturally the results obtained at first were not the best. It is not to be claimed that they are now the best but it requires no argument to con- vice familiar the subject that the general quality of the food stuffs that have been carried in cold one with storage is infinitely above the public conception of what the quality is and that a cleaf understanding on the part of the consuming public to the fact that to exceed 90 per cent. of the food stuffs carried in cold storage are ot so high a quality that they are suc- cesstully sold as fresh goods, would go far towards convincing the con- suiner that there is something radical- ly wrong in the public conception. There are two extreme evils in the sale of cold storage goods as fresh, to attention called and to which was largely due the hue and cry which your is particularly some two or three years ago against the cold storage in- dustry. They are: 1. dhe sale to a laree extent as coid storage goods of only that por- tion of cold storage goods as are not of the best quality—the best sold as fresh. 2. The securing from the consum- being er, by representing the cold storage goods as fresh and by asking for them the excessive price that fresh goods reach during the season of short pro- duction, and excessive profit and thus depriving the consumer of the econom- ic advantage the tion of the right existence of the cold storage industry. To this substitution affects a cold stor- which is founda- illustrate, let us consider how age commodity which reaches every household, namely—eggs. The taking out of the storage class of the best eggs and selling them as fresh, reduces largely the per cent. of fine storage eggs that are sold as such. No sane inan would expect to make popular with the public an article of stuffs of which he sold under its right name only the second grade. April of a large per cent food Stetage €fss, case count, were tast December sold to the whole- saler by the owner who stored them, at about 20 cents per dozen. After being re-graded the tops were sold again by the wholesale dealer, at from 23 cent to 38 cent. They were then sold to the consumer at from 28 cent to 45 cents per dozen. Whatever the method of each deal- er may be, fresh eges (so called) can be bought at nearly every grocery in ample quantities during the months nained—an impossibility if the eggs were actually fresh. Now in both cases the buyer aids in the fraud. The retailer says he does not want storage eggs; will not have them; cannot sell them; but, never- theless, buys a large per cent. of fancy storage eggs, Or else he pays some- thing under the actual wholesale fresh egg market price and takes the so- called fresh eggs. The consumer says “cold storage eggs are not good; I cannot use them.” Now what do these statements mean in view of the fact that at least 80 per cent of the eggs the retailer buys and the con- sumer uses during the winter months are one of them or either of them honest in their state- ment? storage eggs? Is One makes and the other los- es 10 to 15 cents per dozen more than he should. Now if cold storage eggs were sold as cold storage eggs the price on them would rarely if ever be so high as to afiect consumption; they might have been sold to the consumer at Minne- apolis during last winter (excepting a period of about thirty days when the price was forced up as a result of the extreme cold weather) for 28 cents and re- With rare exceptions during many past win- and yielded both consumer tailer an average egg profit. ters a retail price of 30 cents per doz- en to the consumer would have yield- ed a’fair profit to both wholesaler and retailer. As a matter of fact, the great majority were last winter sold to the consumer (as fresh eggs) at a price of about 43 cents. It is not reasonable to assume that a price of 15 cents less per dozen would stimu- late egg consumption, especially when the wise to the fact that at least 80 per cent. of the eggs he uses are cold storage eges bd consumer becomes whether he pays 28 cents for them or 45 cents for them? G. A. Dole. —2++____ Definition of Terms Used in Egg Trade. Candling—The process of testing eggs by passing light through them so as to reveal the condition of t'e contents. Checks—Eeegs which are cracked but not leaking. Leakers—Cracked eggs which have lost a part of their contents. Dirties—Eggs soiled with earth, droppings, or the contents of broken ood rings—Eges in which blood has developed, extending to the per- iod when the chick becomes visible. Floats, Ught—Eges in which em- bryo development nas proceeded to a point corresponding to about 18 to 24 hours of normal incubation: they are not readily detected by the casual observer, even when broken. Floats, heavy--Eges in which ihe proceeded further than in the case with the light nuats. When broken, the volk has a white and scummy appearance. development has Rots—-A term used in the egg trade to designate eggs absolutely unfit for food purposes. bactcma 9or Spots—Eeggs in which mold growth has developed locally and caused the formation of a lumpy adhesion on the inside of the shell. Watery eggs—Those in which the inner membrane of the air celi is rup- tured, allowing the air to escape into the contents oi the eggs, and siving a watery or frothy appearance. Weak which by reason of unfavorable conditions or of age the stiffness or viscosity of the lessened, producing an egg which does not stand up well or whip into a firm froth. egges—Those in eso 4s count—-A Case term used in egg buying where eggs are accepted sim- ply on the basis of number witiout regard to quality. Loss off—A term used in buying where eggs are tested by candling before being accepted. The bad eggs, usually the broken are rejected and no pay is received for them, rots and My aS C235, Seconds—A term often used when ezgs are brought on a zraded basis to designate usually the second-best eraide, * vlat—The square of strawboard which is placed between layers of eggs in the ege case. We want Butter, Eggs, Veal and Poultry STROUP & WIERSUM Successors to F. E. Stroup, Grand Rapids, Mich Watson - Higgins Milling Co. 4 Merchant Millers Grand Rapids Michigan Satisfy and Multiply Flour Trade with “Purity Patent” Flour Grand Rapids Grain & Milling Co. Grand Rapids, Mich. TR AG Your Delayed Freight Easily and Quickly. Wecan tell you how. BARLOW BROS., Grand Rapids, Mich. Rea & Witzig PRODUCE COMMISSION MERCHANTS 104-106 West Market St. Buffalo, N. Y. * Established 1873 Liberal shipments of Live Poul- try wanted. and good prices are being obtained. Fresh eggs more plenty and selling lively at lower prices. 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, os are SEEDS WE CARRY A Can fill all orders PROMPTLY and SATISFACTORILY. x & Grass, Clover, Agricultural and Garden Seeds FULL LINE. BROWN SEED CO., GRAND RAPIDS, MICH. 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. Car load lots or less. 139-141 So. Huron St. WANT APPLES AND POTATOES Write us what you have. M. O. BAKER & CO. We are now located in our own new building adjoining the new municipal wholesale city market Toledo, Ohio pe % iy pe April 2, 1913 MICHIGAN TRADESMAN 21 The Improvement of the Farm Egg. First Paper. It is an accepted fact that the com- mercial egg of this country is of a very poor quality, and when the housewife purchases eggs of the local grocer she is often compelled to break them first in a saucer before them for culinary This poor quality in eggs has been at- using tributed by the majority of persons to the retention of the eggs in cold until a large them are untit for human consump- tion. storage percentage of This condition, however, is not, as a rule, due to cold storage, but to the condition of the eggs when they If eggs are full and fresh when put into a well-equipped and properly managed go into storage. cold-storage house there is, practically speaking, no change in quality during the per- iod they are normally held which ren- ders them unfit for food. On the other hand, if eggs are heated, shrunk- en, watery, or otherwise deteriorated when they reach the storage house, they can not improve in quality by virtue of being held at a low tem- perature and are quite likely to deter- iorate to a still greater extent. In other words, the function of cold stor- age in the case of eggs is to retard ox prevent changes which are unfav- orable to good quality. From the time the eges reach the poultry packer or other large buyer of eggs they are as a rule given good care, and the deterioration from this point until they go into cold storage or reach their ultimate market is com- paratively small. While there is, un- doubtedly, still room for improve- ment during this period of the egeg’s journey to market, conditions are on the whole too satisiactory to account for the very serious which is so widespread and marked. deterioration [t is therefore necessary to go fur- ther back in the process of market- ing and to study the conditions sur- rounding the production and handling of eggs from the farm to the packing house, if a really noticeable and sub- stantial improvement is to be effect- ed. The work described in the present paper deals mainly with the situation in the Middle West and particularly in the State of Kansas. The objects sought to be attained are, to improve the quality of commercial eggs by in- vestigations on the ground to deter- mine the reasons for the poor quality of eggs so frequently seen, to devise methods for improving the conditions present reduce and, by a campaign of education, to disseminate the results of the investigation in other sections of the country where similar conditions prevail in the egg economically and the loss to a minimum, trade. The loss presented by improp- er handling of eggs on the farm and in the country store is, in the main, a preventable one. It is borne direct- ly both by the producer and the con- sumer, and affects the consumer also by curtailing the egg supply of the country as well as by lowering its quality. By preventing this loss it is possible for the farmer to realize a greater profit and for the consumer to be more certain that he is purchas- purposes. . ing eggs of reasonably good quality. Extent of the Industry. There is probably no other domes- tic animal which has a more general than the hen, and the part which she plays in the agricul- tural wealth of this country is al- most incredible. According to the most recent statistics of the Depart- ment of distribution Agriculture, the products of the American hen ageregate a total more than $620,000,000 an- This equal to the value of the hay crop for value of nually. Stim is stated to be 1908 and greater than the combined oats and for the same year. vaiue of potatoes It is nearly nine times the value of the equal to that of wheat. Poultry and eggs are produced in all sections of the country, but the business tobacco crop and finds its greatest scope in areas presenting the most favorable conditions. [lt is a noticeable fact that the bulk of these important pro- ducts is produced on the farms of the Mississippi Valley. In this section there are practically no large inten- sive poultry farms such as are com- monly found in the Eastern states and on the Pacific coast. Poultry largely inci- dental, the hens being considered and treated largely as an agency for cen- verting material which would other keeping, therefore, is wise go to waste ints a salable pro- duct. Consequently the poultry aad eggs produced by-product of the general farm. Be- constitute merely a cause prices for poultry products are comparatively low the farmers make no effort to keep larger flocks than can be supported by this waste with- out much attention or extra feed, and because individual flocks are small little attention or thought has been given to improving the product or the method of disposing of it. It should be kept in mind, however, that while individual sales of poultry products are small, the aggregate for the year is large, state in the Middle West a total of many mil- lions of dollars. Harry M. Lamon. —____ #-¢__-- On His First Trip Out. A dapper little order taker from Chicago ene day dropped into a coun- try store in Northern Michigan and finding the boss out, approached the pretty clerk. “Nice day, little one,” he began. reaching for each “Yes, indeed,” she answered, “and so was yesterday and the day before, and my name is Sadie, and I know I'm a peach, and have beautiful hair and pretty brown eyes, and I’ve work- ed here quite a while and like the place, and I don’t think I’m too nice to be working in a store, and my wages suit me, and I don’t want to go . to a picture show to-night, and if | did I would not go with you; and my husband is proprietor of this store and he weights 200 pounds, and last week he landed on a fresh $50-a- month order taker who tried to make a date with me. Now what can I do for your: “Guess I'll have to hurry to catch this train. Just tell your husband I'll see him next trip,” replied the dapper little dry goods salesman. “Good night!” Cut out the worry about yesterday's sorrows and get busy with the joys ot to-day. Packed by W.R. Roach & Co., Hart, Mich. Tell Your Trade Mapleine Michigan People Want Michigas Hart Brand Ganned Goods Products Suits the Fastidious It’s different, dainty, de- licious. Used like Lemon or Vanilla in Cakes, Icings. Ice Cream, Candies and Desserts and for Table Syrup. Order of your jobber o: Louis Hilfer Co. 4 Dock St., Chicago, Ill. Crescent Mfg. Co., Seattle, Wash. “The World’s Most Famous Milk Producer” LIVE DEALERS WRITE Michigan Sales Agents Hammond Dairy Feed WYKES & CO. 04 Riss Mich. We are in the market for Fresh Country Eggs and will pay the highest market price DETROIT PRODUCE CO. 3030 Woodwatd Ave. FRESH COUNTRY EGGS DETROIT SEEDS MOSELEY BROTHERS Both Phones 1217 Established 1876 Can fill your orders for FIELD SEEDS quickly at right prices. GRAND RAPIDS, MICH. JOBBERS AND SHIPPERS OF EVERYTHING IN FRUITS AND PRODUCE Grand Rapids, Mich. The Vinkemulder Company Judson Grocer Company ANY retail grocers have told us that their customers, the consumers, have found our canned fruits and vegetables so palatable and cheap that they have come to use them even dur- ing the season when fresh fruits and vegetables are on the market. In this day of high cost of living, more and more attention is being directed to the use of our pure canned foods. The Pure Foods House Judson Grocer Company Grand Rapids, Mich. 22 MICHIGAN The Manufacturer Who Substitutes. If you start to read this expecting that the manutacturer who substitutes is going to be roasted, then right here at the beginning you will find your- The manufacturer who substitutes is a pretty live operator— a keen judge of good things—willing self wrong. to shoulder responsibility. What prompted me to write this ar- ticle was a talk I had recently with a retailer who, in the general discussion ot merchandising methods, took ex- ception to the substitution practised Not far along in the argument the critical re- tailer seemed to have gained a_ bet- ter understanding of the reasons that by neckwear manufacturers. make it necessary for the neckwear manufacturer to substitute. what happens: The starts olf Here's manufacturer with several hundred and sometimes several thousand patterns. The silks frequently are ordered six to nine months in advance, t limited yardage. each pat- tern o Samples are given to a dozen to twenty salesmen. who spread over the entire country. Soon certain numbers are sold out; but betore the numerous salesmen re- ceive the “out” notice, more of the sold than can be The retailers have anticipated their requirements when ordering, and paitern has been made. expect the orders to be filled com- plete. The manufacturer, to his customers, takes it upon himself please to substitute a pattern very much like the one purchased—one equally as selected by the taken as by the consumer as the other, ecods as the one retailer—one that will be quickly under- The appreciative retailer stands conditions. He does not split H¥e has in mind that when he made the selection irom the samples there were many patterns in the group, all of the one family, and one as good as the other, and that he was undecided as to which to pick. To that retailer, he selected be sold out, another of the same kind will be just as acceptable as the one he selected. line of neckwear silks there’s enough of a kind similar to that which the retailer selects, hairs. should the pattern In any large always to make satisfac- tory substitution if the pattern origin- ally selected has been sold out before the retailer’s order reaches the house. mind that the manufacturers who continually over- sells is generally one who has a live Keep in neckwear One manu- tacturer whom I have in mind is con- lot of good selling silks. tinually put to the necessity of sub- stituting He has a happy faculty of knowing what will sell, and has the good taste to.pick winners. He tries, but cannot always withdraw numbers betore they are oversold. As a rule, this manufucturer’s substitutes are very acceptable to his customers, for the picking of the substitutes is not lett to a cutter or boy; it is generally attended to by the manufacturer per- sonally, or his able assistant. The neckwear manufacturer who such as the has enough substitute to satisfaction of the finicky buyer. dves a thriving business, one herein referred to, things to safely the entire 200d most His customers willing- ly leave it to his good taste to fill their orders complete even when substitu- tion is necessary. The manufacturer who must. sub- stitute most frequently is the one who is particular fortunate in picking good — seller’s.—Retailers Men's Ap- parel Magazine. ——_ 2 + —-—- The Vogue of “Stouts.” A comparatively new element in the cloak and suit industry has, durine gradually won for unassailable the past few years, itself an position with the retailer—this is the sale of These suits have so simpli- fied or entirely obliterated the alter- ation problem with the large percent- age of customers who are not of the perfect thirty-six, thirty-eight or forty sizes, and have won an army of strong friends and lasting ones for the de- partments specializing on a_ variety stouts that all buyers, SOMie 10 a Sreater, “stouts.” of styles in others to a less are now giving this phase of buying their special attention. Manufacturers of “stout” have added a greater variety of styles to their lines and have added to the large percentage of degree, sized suits “bread and but- tailored many others of a far more elaborate nature. They have added many of the individual style features which characterize the regular lines of high class suits, finding, after profitable ex- perience, that many women of large proportions like all of the novel and modish style features of the season as well as their more slender sisters. ter” simple plain models manufacturers of introduced styles in which the cut-away fronts, the waist- coat, the modish standing collar and the directoire revers have been used with just the modifications necessary to insure harmonious lines for the larger women. The leading “stouts” have To a large extent, black and very dark navy blue are favored materials in these large-sized suits, but even in this respect have the designers de- parted from the beaten path. The two-toned black and white fancy worsteds, the taupe are used for some of the handsomer models which are TRADESMAN developed in broadcloth, velvet, fancy mixtures, velour cloth, plain and fan- cy cords in chevoit weaves and in mannish serges The Hat and Cap Market. The traveling hat and cap salesmen are now making final preparations for their with the new fall lines, and before another fortnight has passed the majority of them will be on the road ready for business. Some left for their territories diately departures imme- after Easter, and others the early part of the following week, so that by the first of this month prac- tically all of them will be out. Hat men who are willing to venture a prediction as to what the prevailing or leading styles are most likely to be in soft soft hats next fall say that the tendency will be toward the mod- erately high, tapering crown and the narrow rim in the finishes. They believe that greens, and blues will continue popular, and that mixtures will sell rather smooth browns fairly well, but just what styles—shapes, finishes and colors—the trade is really going to like | after the new lines have been shown. In stiff hats a further decline in the demand for low crown, wide brim derbies is anticipated, and there are indications that a greater number of novelties than usual may best can be better determined be shown in the way of trimmings, bands, bows, bindings and in the sets and curls of Somewhat more definite information about the new fall styles will be obtainable later, probably within the next week or two. Among the novelties to be shown in straw hats this spring are the brims. rough sennits in various shades of brown, green, purple and gray, with bands to match, and it is confidential- ly believed in some quarters that col- ored straw hats in these dark shades blue, are going to be more in evidence this season than ever before, but even that is not saying a great deal. Some hat- ters look for a very good Panama hat business this summer, a business that has seldom ever been surpassed, and they base their opinion on the un- usually big sale of velours during the past tall and winter season, declar- ing that most men who wore velours last winter will wear Panamas this summer, but just how truly that fol- lows remains to be seen. ‘\ dark green derby with moderate square crown and heavy curl brim, with wide band and bow in the back, recently made its appearance on the market. The hat is made in a very unusual shape, but the makers claim that it has solid pretty well for a nov- elty. The same shape and dimensions may also be had in black. Another novelty of recent introduction is a soft hat with high, tapering crown, and flattish, narrow brim with pencil- curl edge, dipping slightly fore and aft. It is made in dark green and seal brown, with bow in the back. —_>-2-.____ Babies are smart. You seldom hear one repeating the nonsensical things woman say to them. ——>---->___ More men might get to the front if they didn’t stop to talk. April 2 io12 One trouble with the family skele- ton is that it refuses to stay in the closet. When a man gets full he is apt to use a lot of empty words. DEAL (LOTHING oO lhe. sl MICH G. J. Johnson Cigar Co. s.Cc. W El Portana Evening Press Exemplar These Be Our Leaders >. 4 ow FFICIENCY | Accounting, oe Systematizing, System Building. evens Ec a eee taining to Acc ly taught through CORRESPONDENCE. INSTRUCTION by Experts. Instruction open to business sb jons may be mike | iat cele ee aac on circulate wil! interest you al will bring them. Address] SS ay Co EGE Y'sitan™ OFFICE OUTFITTERS LOOSE LEAF SPECIALISTS 237-239 Pearl St. (near the bridge), Grand Rapids, Mich. Co. 139-141 Moaroe ere ae Oe GRAND RAPIDS. ‘iiCH Spring Lines For 1913 Now Ready Hats, “gg Straw Goods G. H. Gates & Co. Detroit Write for Catalogue & = Se April 2, 1913 MICHIGAN TRADESMAN 23 DISCONCERTED DRUMMER. Failed to Make the Old Scheme Work. Written for the Tradesman. The buyer was busy—QO, so busy. A man with half an eye could have seen that. The store was a small one, the duties of the buyer were of a comprehensive nature and he_ had many things to attend to beside the purchasing of goods. He was of rather a versatile turn and looked after the measuring of tan bark and the weighing of hay; he kept the time of the men who worked on the farm just out of town and he lent a hand at packing pork in the fall when certain delinquent customers turned in a varied assort- ment of farm produce for the pur- pose of squarring themselves with the store so that they could run in debt again for their winter's provisions. But this was not all. He looked after the pricing of goods, he was credit man for his firm, he straightened out the clerks when they became tangled in any of the multifarious complica- tions of the farming trade, and he settled any little disagreements that arose between the store and its cus- tomers. And then he kept the books. It was just after the first of the month and, like any other conscien- tious book-keeper, he had been wrest- ling with his trial balance; but unlike many another of his sort. he had been unable to get the balance sheet in shape to foot. A few minutes work at the desk had been interrupted with calls for his aid or his advice or his admonition so peristently and so re- peatedly that he was behind with the task. Towering columns of figures reeled and tottered before his eyes. Across his brain flamed arithmetical sky rockets in great variety, while nu- merical fire works of every descrip- tion sizzed and popped and burst pro- miscuously to his poor mind's un- doing; and all the while he was haunted by the feeling that he was getting no nearer a completion of the work in hand. But things seemed to be changing for the better, Not for fifteen minutes had the ju- nior clerk attracted censure upon him- self by knocking anything off the counters or the shelves, and it had been some time since any of the farm- er’s wives from over East had ap- pealed from the decisions of the senior clerk as to the best paying price for butter and eggs. And while he recognized these things, his only acknowledgment of them was a half suppressed sigh of satisfaction and the rapid accumu- lation of two great banks of figures upon the balance sheets. Then the door opened and, with mincing step and honeyed smile. there entered a fat little man who im- mediately asked for the buyer. “There’s Billings over there at the desk,” said the junior, jerking his thumb in the direction indicated. The little fat man bounced across the room. “I. am so-o-o gladt to see you,” he gurgled as he seized the limp and yielding hand of the buyer. “Huh!” grunted Billings, endeavor- ing to resume his occupation. “Ach, Misder Pillings, it iss many and many a long day peefore I shall have seem your hantsome face al- reaty yet,” and he got a fresh clutch on the buyer and tried to look into his eyes and on and on through into the very depths of his soul. “I’m very busy,” growled Billings, “and I haven't time to visit. I wish you'd go away and let me alone.” “My tear Misder Pillings, that vill I kladtly do. I vill not one small min- ute of your time take up—not one minute. I am a busy man myselluf, a fery busy man, and when I vas comink here by the vagon roadt I vas say to myseluf, I pet you a new hat dot mine oldt friendt Pillings iss puried opp mit peesness. Now | youst want to geef you a message and den I must hustle on. You see it vos like dees. Der house saidt | vos to call and see you, undt Meesiler Eisenhammer said expecially I must remember him mit you, undt to geef you his fery best. I musd surely geef you his fery best. He vos regretted dot he could not make dees trip mit me, so he could see his very good friendt und gustomer, Misder Pill- ings; but | must be sure to geef him hees fery best.” Billings turned impatiently in his chair. The drummer was a new one on him, and he knew only in a vague way that there was such a man as Eisenhammer. So he said in a man- ner that was intended to be intensely sarcastic: “It is very kind of you to give me this message and it was very kind of Mr, Squeezelfenter, too, and [ thank him from the very bottom of my heart.” “Ach, Misder Pillings, it was Mis:dler Eisenhammer, I saidt. You vill sure- ly remember Misder Eisenhammer. He is a member of our firm und my oferboss.” “QO, certainly | remember Mr. Eisen- squeeler, | got him a job once as second cook on the Manitou, and when we were at the World’s Fair together [ paid his fine when the po- lice run him in for being drunk and disorderly. He was quite a high roller in his younger days.” “You haf cerdainly mate a misdake in der man. I spoke of Misder Eis- erhammer—your oldt friendt Eisen- hammer; but couldt it pe it vos some udder shentlemans he vos _ referred to pesides you? Misder Eisenhammer vos nefer a cook on a steampoat.’ “No mistake, I am sure. Mr. Squeezelhammer andI_ were old chums together. And, by the way, how is Mrs. Hammersqueeler and Grandma Hammelsqueezer and _ all the little Squeelenhammers? I de- clare I haven’t paid the family a visit for years and years. Is the old gen- tleman as bowlogged as ever?” “Mine Gott! Misder Pillings, dees iss a horrible misdake alreaty. You vos haf your mindt set on some od- der fellers. Misder Eisenhammer iss the fery larchest maker of fine clod- dinks in der West and I haf mit me all der latest nofelties unt all der newest tings undt I vould lige to haf you see my fall line of zamples. I—’ “O, never mind the samples, I want to know more about my old friend Squeezzlemeier. He was rather on the hog when I saw him last. Had a little sausage mill in Kalama- zoo, it I mistake not, and built some Think he called it ferkel wurst; though why he did I never quite understood, for it wasn't so much worse than the common kind. Did he pull a good bundle out of that and then go into new kind of minced ham. the clothing business?’ The fat litthe drummer wiped the moisture from his forehead with a white silk handkerchief, looked help- lessly about the room for a minute, opened his mouth to reply, but finally changed his mind and at last began to back off, going?” asked “Dome be in a) hurry. | aint Malt through yet. | want to talk over old times with you and find “Where jare you Billings. out all about my old friend Meizen- skreimer. | know two or three good stories on him and, by the way, he never paid back the last twenty I| lent him. Did he say anything about it? The one I let him have when he couldn’t raise the price of his rent in 95? He was living in Jack- son, then, and there was some talk ot riding him out of town on a fence rail on account of his connection with the water works scandal. You know the papers referred to it as _ the ‘Skreivenkreimer Krime.’” The’ little fat man was near the door and, as he reached for the latch, he said in trembling tones; “IT am afraidt you gouldn’t handle a fery fine lot of goot klodinks in dees blace.” And with a deep sigh of relief the buyer turned once more to the long colunins of figures on the balance sheet. Geo. L. Phueston. ———_+<-~> The Traveling Man. Written for the Tradesman. Speak kindly to the traveling man, on’t greet him with a frown, Don’t act so mean and cross as though You'd like to knock him down. temember he knows more than you, And ’twill be worth your while To give attention while he _ talks, And catch his every smile. For as he travels to and fro, He’s like the busy bee, He gathers honey everywhere That's good for you and me. He’s got a score of plans and schemes To help us on our way, And tells us where he’s seen them tried, And knows they're sure to pay. He keeps us posted, tells the news, And seems to know far more Than we could ever hope to learn Just standing ‘round our store. Welcome the genial traveling man 1e’s worth it—I’d walk a mile To grasp his hand and hear his voice And bask in his gentle smile. Henry W. Pershing. —_———_—->—______ If We Could Understand. Full half our envy, half our hate; Full half of sorrow’s sad estate, Would never touch our heart or hand If only we could understand The nature and the lives of those Whom we through ignorance treat as foes. Full half our pleasure, half our gain; Full half of all that we attain, Or win or secure or command Depends on how we understand The natures and the lives of those Whom we through ignorance treat as foes. Benjamin Franklin Woodcox. MACAULEY SAID Those inventions which have abridged distance have done the most for civilization. USE THE BELL And patronize the service that has done most to abridge distance. AT ONCE Your personality is miles away. Every Bell Telephone is a long distance station. goods they sell. FLEISCHMANN’S YEAST is to-day sold by thousands of grocers, who realize the advan- tage of pleasing their customers and at the same time making a good profit from the If you are not selling it now, Mr. Grocer, let us suggest that you fall into line. You won’tregret it. & &B & KH SB MICHIGAN — ce ~~ = — = 2 = = ‘ 7 = F R GO = = = = - : zs FANCYGOODS ~~ NOTIONS: | C2 Foundation on Which to Build De- pendable Trade. Written for the Tradesman. Much has been made of the advan- tages enjoyed by the large depart- ment stores of the big cities in regard to buying at the lowest possible price; advertising on a scale to attract prac- tically universal attention and_ se- curing various economies in selling by means of thorough organization. Granting these, it can easily be de- moustrated that the smaller merchant has advantages sufficient to offset them in the closer contact established with his customers, in being able to eet first hand views of the consum- er’s wants and needs, and actually in being able to render better service. The last statement may challenge proof. The million-dollar department building, splendid windows and inside fixtures, motor delivery service and all the rest, declare that watch-word and that the possibilities of insuring satisfaction to the cus- tomer have been exhausted, from rest- store, with its magnificent “Service’ is the rooms for the tired shopper and res- taurants for those who want to re- main in the building while they com- plete their purchases, to special trans- portation facilities from and to rail- way stations. ; The very enormousness of these ereat mercantile institutions interferes to prevent the best possible service, just as it interposes a powerful force for the protection of the exclusive dealer in the smaller shops occupy- ing, all told, less floor space than a single department of the larger estab- lishment The little fellows in the big cities continue to thrive and multi- ply, prospering all because, or rather largely because, of their ability to ren- der service at a point where it is next to impossible for the big store to render it. The advantages enjoyed by the exclusive shop in the big city are likewise possessed by the retailer or general merchant of the smaller cominunity. Here is an instance which will illus- trate the point: A young woman goes into a big department store to buy a complete outfit of clothing for her three-year-old advanced just beyond the “infants’ wear” de- partment. She asks for the millinery department, going there to buy a cun- contrived bonnet for the youngster. The sale is made, the amount charged, and a wait ensues baby, ningly while the charge item is being o. k.’d at the office. This is finally complet- ed, and she goes on to the shoe de- partment, taking the elevator and covering acres to reach it. Shoes are tried on the little girl and, after a short time, the right pair as to size and price is found and the purchase completed. Perhaps it is suggested to her to take a transfer, as she is going to another department, but in spite of this device a lot of time is lost getting to the ready-to- wear section, were children’s coats and dresses are carried. By the time she had made her purchases there and is referred to the knit-goodsdepartment for underwear for the youngster, the latter is tired out and cross with the ordeal of making the rounds of the store and the young mother feels as though she had just finished her spring house-cleaning. She bravely makes her way to the last section. however, where she is to buy, gets through quickly and drags the whim- pering child from the store into the streets. But in the small store the very op- posite of this method rules. The head of the establishment is the chief buyer, and perhaps the only one who does any ordering. He knows his stock better than anybody else, and he is responsible to himself for its successiul movement. Therefore he can arrange it with sole regard for the convenience of the buyer, and not because of the necessities of his own establishment. In the case of chil- dren’s goods, to which references has becn made particularly, because it is one big point in which the large es- tablishment fails to give thorough satisfaction and service, he can place everything needed for the child in one section of the store, and can actually have “a store within a store,” a pro- position which he can advertise to his customers as a leading advantage ot doing business with him, and which he can make attractive and compre- hensive by devoting a little time and thought to working out the idea. tiere he can include infants’ wear, which is usually found in a separate department in the big store, along with the goods intended for children of a little more advanced age; and by featuring this wide array of stock, in which mothers would fairly revel, he can get much keener interest than when the goods are scattered all over the house, even though it is a small one, and the same peripatetic methods such as those cited above are made necessary, only on a smaller scale. “The Children’s Store” has a field all its own, for many reasons, chief of them being that the child has come into its own during the past decade and that parents are willing to spend money on the proper clothing and comforts of their children. Some lines of children’s toggery do not carry as wide a margin of prof- TRADESMAN it as they should, nor as the same goods for older people afford. Shoes form one of these items, though there is no real reason why this should be so, except that people have expect- ed to get shoes for youngsters at smaller prices, relatively, than were Where compe- tition is not so keen as to force down prices on this class of shoes, the merchant should make a_ point of pricing them in a way that will make asked for their own. them yield legitimate profit, and not sacrifice his margin simply because he has always been in the habit of dosing it. In this resolution he will have the aid of many manufacturers of children’s shoes, who, by the high- class designs which they are putting out and in the quality and individual- April 2, 1913 Tanglefoot Gets 50,000,000,000 Flies a year—vastly more than all other means combined. The Sanitary Fly Destroyer— Non-Poisonous. The Only Hose that is Kutt to Fit Without a NoSeam Here Wholesale Dry Goods Hosiery We sell all the popular and well advertised brands such as Bur- son, Ipswich, Bear Brand, Som- ersett, Forest City, Rellim, Wes- ton, etc. brands is a trade winner; put them in your stock and watch results. Every one of these PAUL STEKETEE & SONS Grand Rapids, Mich. Copyright 1942 by Wise Bros This Label Is on Every Garment TH TW r © a 2 > 9 m “The Little One” Blouses Stands all kinds of wear, baseball, tree climbing, wrestling, the grind of the washboard and even the yanking of the wringer. COLORS ARE FAST = This Label is Labe 7 TTLE Is on Every Garment Your customers’ money can be refunded if dissatisfied This line is on display on the 5th floor of our building and road salesmen are showing samples Exclusively Wholesale GRAND RAPIDS DRY GOODS CO. Grand Rapids, Mich. April 2, 1913 ity of the goods they are offering, are making a strong line for the dealer who is trying to feature his Children’s Department. Another thing to be remembered in handling children’s goods is. that it is a proper foundation upon which to build a permanent and dependable trade. The mother who gets in the habit of bringing her boys and girls to Smith’s will come there to get her own clothing, and of course will see a lot of things that she needs for the rest of the family and that she wouldn't have seen unless she had come to buy for the youngsters. Again, the child who has learned about Smith's through repeated visits there with her parent will ultimately marry and have children of her own, if she follows the course laid down by nature; and will continue to go to Smith’s for her outfits as a young woman, as a bride and as a mother. So the dealer cannot afford to neg- lect the children, not only because by so doing he neglects the parents, in effect, but because he cannot afford to disregard the future business of the rising generation, soon to be the pres- ent generation. G. D. Crain, Jr. —_——_> 2-2 Of Course They Bought. A hardware dealer with a penchant for doing things out of the ordinary decided to feature washing machines. Selecting Saturday as the day for de- monstration, when farmers from the surrounding country would be in to do their week’s buying, he hired a woman to do a washing in the win- dow of his store. It was not a dress parade affair, but a bona fide wash- ing, with the old-fashioned washboard and tub, and the woman toiled away from early morn until late at night. In the same window was a machine operated by a smiling young woman, nattily attired, the picture of solid comfort, and that machine also wash- ed clothes. All day long until closing time at night there was a crowd in front of the window. One farmer after an- other loaded a washing machine into his wagon, at the suggestion of his better half or through his own voli- tion, and with orders that came from townspeople the stock on hand was exhausted by the middle of the after- noon, a rush order being placed for another supply. ——_2-e-2____ White Crepe for Mourning. The use of white crepe for mourn- ing is becoming more and more gen- eral. It is especially suitable for young women, used for the entire hat and veil; and as facings for under brims even for heaviest mourning, it is a boon to many of the older wom- en, taking away the unbecoming qual- ity of unrelieved black. In this era of many designs of elab- orate neck dressings, collarettes, jab- ots, ete., designs for mourning have been given unusual attention. Some of those turned out in pure white crepe are extremely attractive and in combinations of black and white many were seen that were as handsome as any neckwear pieces in the market. ——— A child saves its parents a lot of money by not being twins. MICHIGAN TRADESMAN 25 How Salesmen Got at an Answer. “Tfow much were the receipts last week?” the manager of the business asked of the book-keeper. The fig- ures were given. Then the manager went back to his office to refiect on the fact that business was falling off. He determined to work it out. “Send Williams here,” he told the office boy. A moment later Williams entered. “Williams,” said the mana- ger, “how many customers have you failed to sell this morning?” About tour? “Why did you fail?” Williams hesitated. “Well,’ he answered at last, “I’m not sure just why I didn’t sell to them. I " “Think about it to-day. Take your noon hour to it if necessary, and we will pay you extra for your time. But when to-night comes I want you to hand in a written report as to why you did not sell those customers. Re- member, we appreciate an open con- fession of fault. Send Jones in when you go out.” A moment later Jones stood before the manager. Then he went out to Thomas in. Thomas was followed by some one else. All day long a stream of salesmen poured into the manager’s oftice to hear the same questions, to make about the same replies, and then go back to their work, their brows knit, their brains struggling with a problem they never had faced before. “Why did I fail to sell that custom- er?” they asked themselves time after time. And then the reasons would come. Sometimes they were ways of manner. And the salesmen were frank as to their faults when they turned in their reports. They were fortunate enough to know that they worked in a store where a confession of fault was rated higher than an excuse. A month later the manager sat at dinner with the owner of the store. They were perusing columns of fig- ures. “Things are picking up—picking up considerably,” the owner was saying. “The season must be getting better.” “It isn’t the season,” the manager answered. “That’s just as far off as it has been last year. It’s the men who are working in your store. They have learned the art of self-analysis and they’re following its principles. When a customer fails to buy they study out the reason. The same thing doesn’t happen again. That's why business is picking up.” Irwin Ellis. —__»+-.—___ The Newlyweds. Gwendolyn—Darling love, will you do me a great favor? Cecil—Light of my eyes, I would die for you! : Gwendolyn—Look in the cook-book and tell me how long I must bake these mashed potatoes. ——_++ + ‘here is no difference between the men who write to mold public opinion as to politics and the men who mold opinion as to bargains. They are both parts of the great function of the newspaper which is to render society translucent and transparent. Our Sweater Coat Holds its shape. Eliminates all possibility of crooked seaming. Lies flat and straight at all times. Will not pucker, wrinkle or get bunchy. Has no hem, lining or seam, Is made in all standard sizes and lengths for men and women, The styles are staple—no freaks. They include Ruffneck. V-neck and Byron collar. The women’s garments are made in the desirable mannish style. Our salesmen are out and will call during the season. Wait for them. The Perry Glove and Mitten Co. Perry, Mich. “The Crowning Attribute of Lovely Women is Cleanliness” The well-dressed woman blesses and benefits herself—and the world— for she adds to its joys. NAIAD DRESS SHIELDS add the final assurance of cleanliness and sweetness. They are a necessity to the woman of delicacy. refinement and good judgment. NAIAD DRESS SHIELDS are hygienic and scientific. They are ABSOLUTELY FREE FROM RUBBER with its unpleasant odor. They can be quickly STERILIZED by immersing in boiling water for a few seconds only. At stores or sample pair on receipt of 25c. Every pair guaranteed. The only shield as good the day it is bought as the day it is made, The C. E. CONOVER COMPANY ‘ Manufacturers Factory, Red Bank, New Jersey 101 Franklin St., New York Wenich McLaren & Company, Toronto—Sole Agents for Canada TEA AND COFFEE. Creating and Maintaining a Demand for the Best. The average grocer is apt to con- sider that he sells tea and coffee as a matter of course. He overlooks the fact that this is one of the best paying branches of his business and, in conse- quence, does not see the advantage there would be in making this a real live department. about coffee. Hie knows very little He does not understand the quotations as they appear in var- lous papers. He rarely tries to sell coffee or any particular brand of cof- fee, merely weighing it out when call- ed for. He does not know how the profits on coffee and tea compare with other handles. He has thought very little as to display- merchandise he ing coffee or tea and less as to ad- vertising his brands. First, he needs education. medium which tainable is the trade press. The only this is ob- There are no text books on coffee and tea that through the average grocer can obtain and he would have very little time or inclina- tion to study them, even if he could get them, On the other hand, almost every grocer takes one or more trade papers less which he reads thoroughly. more or We must not overlook the fact that the great majority of grocers are overworked, His hours are long and during the day there are many petty annoyances that leave him pretty well tired out when night comes. The grocer must, therefore, find his trade paper interesting, diverting and_ in- structive, if he is to read it carefully and regularly. Short, snappy articles descriptive of the various growths of coffee and tea nade interesting, if possible, by means of illustrations, and cut up under sub- headings can be read at odd moments. A brief market review which will give him trade conditions and so keep him posted as to the situation with reference to coffees and teas is particularly important. In this way he gradually accumulates siderable information which is apt to make him coffee some idea of con- enquire into the he is handling. Among the many coffee salesmen calling each day and their name 1s legion—there is usually the regular He calls the dealer by his first name, walks behind the counter, runs his hands into the various coffee bins and “Well, I'll send you 100 Santos, 50 No. 1 and 50 Plantation.” He has been putting out these coffees for some time. His trade is, appar- man. says, ently, satisfied. He sells about the same amount each month and_ so keeps in the same old rut. He was once induced to purchase a_ coffee from another salesman, but his cus- tomers complained, so he never tried He forgets that he tried this other coffee not because the brand apparently better, but for the rea- it again. was son that the price was a half cent less. The trade papers should call atten- tion to the care of coffee and tea af- ter it has been received. Coffee takes up moisture very readily and, if per- mitted to sand in a burlap bag where MICHIGAN it is damp, it loses its crispness and becomes tough. It is very susceptible to foreign odors, such as oil, fish and cheese, and should be kept away from such commodities. | visited a store where the dealer had placed his The smell of the fish not only affected the fresh roasted tionable to once roaster next to his fish counter. coffee, but was objec- customers who were in- terested in the process of roasting and would have been influenced by the pleasant aroma of roasting coffee. This counteracted all the advertising he oversight obtained by having such a machine in his store. It does not often occur to the grocer that he should empty his coffee bins before dumping the fresh coffee in, placing what has been taken out on top so first, This is vital in with a tea canister, ex- as to be used connection cept those that feed from the bottom on account of the amount of breakage in the leaf. Again, there is display. grocers make How many attempt at a play of coffees and teas. dis- A customer any is always attracted by something out of the ordinary and where you com- mand the attention you can frequent- ly make a sale. Only recently we packed a blend of coffee in a very attractive package. As as the first shipment was received the dealer did not proceed to stack the packages on his shelves, to be lost in the gen- eral display. Instead, he gave the coffee a prominent place in his store, surrounding it with other articles in contrast. A and remarked “What a handsome pack- I must try that.” She did and is using the brand to-day. The coffee suits, but the display started it. soon customer came in age! The tea store understands this and builds up its trade by means of an attractive display. The average gro- cer is content to have on his shelves an array of coffee and tea cans to- gether with such package goods as he is forced to carry on his shelves. Ludwig Winternitz at a Bread M TRADESMAN The trade paper can urge the impor- tance of an attractive display of these articles and offer suggestions that will be helpful as to their arrange ment. Quotations should receive more at- tention and method whereby correct figures may be given out, if given out at all. At present the prices appearing in the columns of the trade paper are import prices, cost and freight figures or exchange These have very little to do with the average retail grocer except as a basis for arriving at about the price to be paid. No roaster im- ports all of his coffees for reasons. .\t times the home market is the cheaper and again he must have a certain grade or character of goods, not always obtainable on import. or- ders. some devised quotations. various There is, therefore, the advance that must be paid for selections and the profit that the roaster or jobber is entitled to before we reack the correct quotation for the retail trade Average prices at which wholesale dealers are offering the various cof- « So. Pitan fees should be obtainable and, if not then, there should be some note of explanation so that the retail mer- chant would understand that the fig- ures are not the basis upon which he buyes his supplies or they should be omitted altogether. It would almost seem as if even the standard package brands might be listed in trade papers. The possible profits in connection with the coffee and tea departments should be clear to the retail Profits are often lost sight of both as to the lack of them in con- nection with low grade goods and as made desler. to the proper percentage to add in connection with high grade coffezs and teas. The dealer spends too much effort in trying to build up his business by selling cheap coffee and tea and not enough in trying to sel the customers an article of real worth. The dealer who is trying o make a run on 25 cent coffee which is costing arket in Java. April 2, 1915 him 22 cents is losing time. He should get 28 cents at least. Where in certain cases he considered it nec- essary to sell for 25 cents he do so, but only when forced ‘o it. Attention should be called to the profit in high grade goods and the profit that a properly run departi ent should could net. Incidents of successful stores or the growth of coffee and tea departments should be secured quoted so as to stimulate the desler to secure similar results. The dealer should be shown ple methods of advertising. He should have attractive bags for both coffee and tea. They cost but little, can be tastefully printed and are always to be preferred to the common mauilla bag. They give his coffee and tea department a tone that is noticed at once by the purchaser. Occasionally a small card slipped in with other packages calling attention to a spec- ial sale of coffees helps, or a small sign at the front of the store will induce a customer to try a brand of coffee when she had intended mak- and 31ml- ing this purchase elsewhere. The advertised brands are worth handling. Not that they should be kept under prut.st and only sold called for. The fact that a dealer carries an advertised coffee or tea which nets him a good profit indicates dealer should be shown that when brand of that he is alive to the requirements of his customers. The advertising does him geed. He is making his profit and it is the customer who in reality pays for the publicity. The more ad- vertised brands he sells the beter, provided they turn promptly enough. You will probably answer tke above suggestions with the comment that I have told you nothing new, but you must likewise admit that we have pretty good authority for the staie- ment that “There is nothing new un- der the sun.” Wm. B. Harris. U. S. Government Coffee Expert, | ] | eo we FD Soe Cee — et April 2, 1913 PARCEL POST. Not the Enemy It Was Thought to Be. Parcel post to the retailer spells more profit. Don’t wait until it has worked for the benefit of others; get busy now and use parcel post to your own and your customers’ advantage. Kemember, 1f you don’t, outsiders will do business with your customers. Stave them off at the start. It is for you to act now, and quickly. Do not overlook the fact that nationally ad- vertised goods are known to your customers, that the advertising in the Magazines impresses your customers with the standard value of the mer- chandise advertised. There are few magazines to-day that admit to their columns advertising of goods that are not all the manufacturers claim them to be, and most manufacturers guarantee the quality and service of their product. They offer their wares to the consumers backed by a willing- ness to refund the purchase price if the merchandise is not as claimed, if quality is lacking, or if it does not render satisfactory service. You do not appreciate the extent of the exist- ing demand for advertised goods, if you gauge the demand wholly by en- quiries. Your customers will not al- ways ask for the advertised goods they desire, if they see no evidence about your store that you have the desired brands. Let it be known what advertised lines you carry, and further let it be known that you are willing to secure any advertised arti- cle that you do not carry, since you can now secure the little you need of anything to satisfy any and all your customers, by parcels post, at a mini- mum mail charge, which will net you a satisfactory profit. Secure the catalogues from nation- al advertisers and file them for refer- ences should enquiry be made for a brand that you do not carry. You will then be fixed to take orders, secure the goods wanted and make your prof- it, Parcel post also admits of your stocking a wider variety of makes without investing more money in your business than at present. Why carry large stocks of a few makes when small stocks of many items will re- turn greater profit? You generally order enough to make an express or freight shipment; but whenever in need of a dozen of one thing or another, there’s no rea- son to remain without the needed goods. Order the dozen or two to come by parcel post. Variety is what you need. And prominently known lines are profitable to feautre. Give your customers what they ask for. Keep your cus- tomers from going elsewhere. We all know that nationally advertised goods are dependable and that every- where the price is the same to all. There’s no reason for your customers to look to others for their supplies of any branded line since you can fill their needs for less money than the merchandise would cost them if bought out of town, counting the ex- tra expense your customers are re- MICHIGAN TRADESMAN quired to pay for expressage or post- age. If the mail order houses have been worrying you, the parcel post affords you opportunity to keep business from going their way insofar as con- cerns the trade that is legitimately yours. You can compete with the nmiail order houses on many lines by freely using the parcel post and featur- ing advertised lines with which your trade is familiar. For example, if you have been limiting yourself to four or six makes of underwear, you now can steck more, since you can fill in sizes quickly by parcel post. You can als» have the catalogues of a dozen or more makes of underwear from which to make sales if you cannot satisfy a customer from your regular stock. If you are asked for some make which you do not carry, and your customer will take no other, turn to the cata- logue of the make asked for, in which are given descriptions, prices, and fre- quently samples of the fabrics. It is easy to make sales from most cata- logues. You are enabled to take an order, secure the two or four suits required and turn the underwear over to your customer at a satisfactory profit. The catalogues help you to cinch business that otherwise would be lost. Nothing but parcel post would permit you to do this and save for you the proper profit. What is true of underwear applies equally to hosiery and many other items. The dozen suspenders of a certain style, or garters, or the few dozen four-in-hands to freshen your stock, can be secured by parcel post at a nominal charge. The dozen col- lars of special brand or style to sat- isfy a particular customer, can be se- cured by parcel post at a cost often one-third the usual express charge. Make as many sales as you can from your own stock, but don’t lose sales on goods that you do not carry. Have underwear, hosiery, neckwear, shirt, collar, suspender, garter and other catalogues handy to refer to, that you may take orders for the goods your customers want if they’re not in your stock. The parcel post is not the enemy to retailers that many thought it would be. It is a profitable helpmate, the very weapon you needed to suc- cessfully compete with mail order houses. It places the retailer in the small town on a par with the retailer in the large city. Parcel post makes it possible for retailers to broaden their sphere of operation—to widen their area of distribution—for not only doses parcel post admit of securing stock at a low transportation charge, but it admits of selling into other communities, since you can now de- liver by parcel post the goods you sell. Advertise the fact that you will make free parcel post.delivery at dis- tant points... Whenever it is necessary to secure from the jobber or manu- facturer goods you do not carry, to fill a special order, you can promise to get them more quickly than the consumer can secure them, and save for your customer the mail or ex- press charges. That’s a talking point, for every time any man or woman in your town sends elsewhere they must not only pay the advertised price, but the added carrying charge. To learn what the possibilities are of increasing your business and your profits by the aid or parcel post, write to all the manufacturers who have ad- vertised in this issue and ask them to send their catalogues, price lists, samples, and full particulars. Do not overlook the splendid opportunity to get more business and make more money. —__—-+-o Retailers Can Prevent Price Cutting Among Themselves. To cut the price of advertised goods means no advantage to the retailer; it simply cuts his profit. When one retailer cuts the price another fol- lows, and soon he and all his com- petitors are on the same plane. If you cut the price of a 50 cent article to 45 cents, retailers near you do the same. Your having cut to 45 cents has probably stirred some other re- tailer to cut to 42 or 39 cents, and you find it necessary to meet the new cut. More of your profit has gone—and still no advantage. The average consumer knows that a cut price on an advertised article is merely bait, and he is apt to take advantage of the cut and buy only the advertised article at the reduced price ile fears to buy anything else at the same store, believing that the wun- known, unnamed goods carry extra profit. It is the same in buying from the jobber. You are suspicious of the jobber who continually cuts prices. The jobber makes only a legitimate profit on the nationally advertised goods, and if he cuts his profit he’s bound to make it up on something else. Price cutting of advertised brands is not resorted to by depend- able jobbers, who prefer to lose your order on the advertised goods rather than cut prices to fool you. The job- ber who cuts the price on an adver- tised article expects to sell you some- thing unbranded on which he can make an extra profit. So the retailer should regard with suspicion all price cutters. Retailers can prevent price cutting among themselves if they have a working agreement not to cut the prices on advertised goods. If in place of warring retailers would get together and occasionally confer, and then plan to co-operate, they could easily eliminate the price cutting that kills profit. The advertising manufacturer does his share to help retailers get the full price and full profit. It would be a serious and vexatious proposition if the advertiser did not make the retail price known to the consumer, for then the consumer would not know wheth- er the retailer was overcharging. The advertiser makes it easy for retailers to consummate sales. He gives the consumer full particulars and closes by naming the price. The consumer, when ready to purchase is also ready to pay the advertised price. The ad- vertiser has shaped things for the re- tailer to make an easy sale. The ques- tion that frequently arises in the minds of consumers, when advertised goods are offered at cut prices, is— 27 are the goods perfect? The consum- er feels that they may be seconds— or old stock—just as you know that no jobber will sacrifice his profit for the love of doing business, and you rightly suspect that there’s “a nigger” hidden. The jobber does not play fair when he offers advertised goods at cut prices. In cutting he deliberately breaks his agreement and the jobber who will break an agreement with those from whom he buys, will not hesitate to take advantage of those to whom he sells. The jobber needs profit. The retailer needs profit. And the average percentage of prolit need- ed will only accrue from sales that are made on an honest basis, where the profit on each item is reasonable and fair. Don't cut prices—and beware of the price cutter. —_—_2-¢ Some people are down on their luck and some others never have any to be down on. The Diamond Match Company PRICE LIST BIRD’S-EYE. Saftey Heads. Protected Tips. 6 size—S boxes in package, 20 packages in case, per case 20 gr. lots ..........00+0.-$3.38 Lesser quantities ............... woeees cs eee BLACK DIAMOND. 5 size—5 boxes in package, 20 ane in case, per case 20 gr. lets .. Lesser quantities .......... Glace coeds $3. be BULL’S- EYE. 1 size—10 boxes in package, 386 eo (360 bexes) im 2% gr. case, per case 20 _™ $3.38 Lesser quantities ........... Ne goes «+. $2.50 SWIFT & COURTNEY. § size—Black and white heads, double dip, 1: boxes in package, 12 packages (144 boxes) ino gross case, per case 20 gr. lots ..... -. $3.76 i $4.00 BARBER’S RED DIAMOND. 2 size—lIn slide box, 1 doz boxes in package, 144 boxes in 2 gr. case, per case in 20 gr. lots $1.60 Lesser quantities ............... occas ce. $1.70 BLACK AND WHITE. 2 size—i doz. boxes in package, 12 packages iu 2 gr. case, per case im 20 gr. lots ....$1.86 Lesser quantities ............ does e ceca es Oe THE GROCER’S MATCH. 2 size—Grecers 6 gr. 8 boxes in package, 54 pack- ages in 6 gr. case, per case in 20 gr. lots $5.60 Reemer GUMGTCEe Ck. gc n ccc cence - $5.25 Grocers 41-6 gr. 3 box package, “100 packages in 41-6 gr. case, per case in 20 gr. lots...$3.50 Lesser quantities .......... cect c cece ene SS.O5 ANCHOR PARLOR MATCHES, 2 size—lIn slide box, 1 doz in package, 144 boxes in two gress case in 20 gr. lets ......$1.48 Hesser quantities . <2... 0. cc cn cece sso ORO BEST AND CHEAPEST PARLOR MATCHES. 3 size—In slide box, 1 doz. in package, 144 boxes im 2 gr. case, in 20 gr. lots ..........$1.60 Lesser quantities ..........ccccccecccccce S108 8 size—In slide box, 1 doz in package, 144 boxes in 8 gr. case, in 20 gr. lots...........$2.40 Lesser quantities ............ as dec cicie cnc cceee SEARCH-LIGHT PARLOR MATCH 5 size—in slide box, 1 doz in package, 12 pack- ages in S gr. case, in 20 gr. lots.......$4.28 Lesser quantities .........cccccescecer cee $480 UNCLE SAM. 2 size—Parlor Matches, handsome box and pack- age; red, white and blue heads, 8 boxes in dat packages, 100 packages(300 boxes)in 4 1-6 gr. case, per case in 20 gr. lots.......$3.85 Lesser quantities ....... Gelduces daciiec coe $3.60 SAFETY MATCHES. Light only on box. Red Top Safety—0 sise—1 doz. boxes im package 60 packages (720 boxes) im 5 gr. case, per Cate fm 30 gr. [ote 20.2 cc ccc ccc cence ee Lesser quantities ...........ccccccesces ce QRe IB Aluminum Safety, Aluminum Size—1 dos. boxes in package, 60 packages (720 boxes) in 5 gr. case, per case in 20 gr. lots ......$1.90 Lesser quantities ee Perec reccerecsesecccesers E ‘ cea, SPeseermenatans cme ioc syite 28 MICHIGAN my) | EAN a oe a SRS 7 TORR, '( ?, iit] dq | WOMANS .WORLD SEES SO EK | IJ 2 vi} Foe Appreciation—a Gift That Deserves Careful Cultivation. Written for the Tradesman. Every once in a while, first in one town and then in another, we see in the papers that a minister preach- “A Model “A Model drawing his ed a sermon on Young Man,” largely lady 86 or \ Young matter irom material furnished by members subject of his congregation, in the form 9f word pictures or of answers to a set cof questions, lf he follows the usual plan, on one Sunday evening the dominie preaches the Young Man sermon, having previ- ously given his young women parish- ioners full opportunity to express themselves as to all the excellent traits that should be possessed by the youthful male ot the human species: on the following Sunday evening he preaches the Young Lady sermon, aif- ter having obtained from the young men of his flock their various ideas as to what a model young should be lke. woman While there is nothing particularly new about this little deviation from ordinary ministerial routine, since at one time or another doubtless many thousands of ministers have preached these Model Young Lady and Model Young Man sermons, still they are not likely to do any harm and may do some good, by inciting the young of both sexes to a more assiduous culti- vation of sterling virtues and pleasing and agreeable traits of character, and a inore strenuous effort at amendment of faults and failings. There is no danger that the young people of any congregation will take the matter too seriously. By the aid mother wit women discern at once that the real ideal of most of the young men is a creature more given to good clothes and less to lofty abstract virtues than the stilted figment of ideal femininity of their ready young constructed by masculine brains, lay does not mother’s daughter know that the aver- age man having delivered himself of and cierical; for every a lengthy dissertation upon the many exalted qualities that he maintains every woman ought to possess, will straightway go and fall in love with some bewitchingly well-dressed little sinner who does not possess one of them, and consider himself immense- ‘ly lucky should she deign to accept his hand and fortune? On the other hand, almost every young man_ is likely to surmise that his case is not absolutely hopeless with the young ladies of his acquaintance, if, in hu- man frailty, he falls a triflle short of the heroic propor- weakness and tions sketched by the young women RSE ED TES SEE SNPS T USELESS OASIS SaaS aac nS net ae and their pastor in their symposium of “1 Model Young Man.” \s | have said, these sermons have an upward tendency and_ probably there is no danger of there being too many of them. But there is one vir- tue that | never have seen even men- tioned in any of these efforts, which deserves sedulous study and cultiva- tion. It is the virtue of grace of ap- preciaticn. | wish the ministers would take it up and lay proper stress upon Its necessity, for it is the virtue that humanizes other exceliences of char- acter and renders them acceptable. Spare any nice, generous, warm- marrying a man who will let her soak her pretty hands hearted girl from and tire her slender back washing his clothes, and prick her fingers mend- ing his socks, and strain her nerves and blister her complexion preparing three good meals for him to eat every day of his life, without ever realizing her efforts and sacrifices, or telling her how much these comforts of life mean to him—spare any nice girl from marrying this kind of a man, no mat- ter how large a score of conventional virtues he may be able to show. And spare any honest, well-meaning young fellow from marrying a girl who, as soon as the nuptial knot is sccurely tied, will forget to be smil- ingly gracious and grateful, and will let him fetch her wraps and pick up her handkerchief and place her chair and bring her flowers and give her the contents of his pay envelope every Saturday night—all as a mat- ter of without ever seeing how much kinder and more consider- ate he is than the average run of men, cr letting him know that she cares greatly for all his thoughtful cour- course, tesies and attentions—I say spare any ‘young fellow from marrying the kind of girl that never will take the pains to tell him that he is the best husband in the world, even though, according to ac- cepted standards, she is a paragon of saintlike faultlessness. really well-meaning Young people do not know their own needs and weaknesses. Not till after that stage of development is past that finds interest and satisfaction in writing out the attributes of “A Model Young Lady” or “A Model Young Man” do they come to realize that we poor human spirits crave the compan- ionship of those who not only possess merit of their own, but who have the capacity to recognize whatever of merit there may be in us. The word appreciate comes from the Latin pretium, meaning price. One good definition of appreciation given by Webster is “to recognize the worth of.” That is what it is—simply hav- TRADESMAN ing a sense of the value of what com- mon everyday people around us are doing all the time, and giving expres- sion to that sense. It was Harriet Beecher Stowe or else some one, of her brothers or sisters who said that their father, the Reverend Lyman Zeecher had “the gift of apprecia- tion. «6 Asti gracious trait of character! Cultivate this gift of appreciation, striving to attain that higher, finer development of it that sees the mo- tive underlying the most futile or clumsy effort, that can magnify and idealize each poor blundering act into the fair propositions that it held in the heart of the doer. Don't wait till peopte are dead before waking up to their real worth. Better tell yout first wife how good her cooking is, or how sweet her singing name for a most sounds in your ears, than to defer it till she is gone, and then try to make up for your negligence by praising her memory to your second wife. Tell your husband his good qualities now; don't delay till all you can do is to have them inscribed on his tomb- stone. Appreciation is one of the livable virtues. It makés a person comfort- able and agreeable to get along with. Indispensable with children, it is hard- with iy less necessary in dealing grown-ups. You may not be a musi- clan so as to be able to play on a piano or a violin or other musical instrument, but if you have the gift of appreciation you can play on that most difficult and delicate instrument, the human heart, and make it respond at your pleasure. A sharp destinction must of course be drawn between ap- preciation, hearty, sincere, and disin- terested in its motives, and flattery, fulsome and unctuous, that strives on- ly to accomplish its end, often by means that fail because of their trans- parency. People all about you are so hungry for a word of well-earned commenda- tion, don’t on some flimsy pretext or other neglect to bestow it. “My butcher has been giving me such nice cuts for some time back,” remarked a_ thrifty but fastidious housewife in my hearing recently, “that I really should like to say some- thing to him about it, only I’m afraid he'd raise the prices on me.” Raise the prices on her! If among all the cranks and grumblers and soreheads April 2. 1913 he has to deal with, one customer should come in and tell him that the meat he had been sending her had been all it ought to be, he’d be so tickled that if he could he'd like to give her his shop! Not only be quick to see and recog- nize efforts that are made in your especial behalf, be ready to appreciate all merit and worthy purpose wher- ever found. Take pains to notice things that in your absorption in your own affairs you easily might allow yourself to consider trifling and un- important, blind Don't be one of the pur- human bats that go through life with no eyes for other people's children or houseplants or chickens or cats or dogs or automobiles or other beings find to attach whatever toys your fellow- themselves to and take pride in and lavish affection upon. oe The story is told of Phillips Brooks that at one time he was making a call upon a member of his congrega- tion, a young mother with her first baby. The infant was brought in for his inspection. Being a bachelor and profoundly ignorant on the subject of babies, he really failed to see any- thing that differentiated that little rubicand mite of humanity from oth- ers of its Babies all But his kind heart could not pain and disappoint the mother- hood standing there before him. Drawing upon his knowledge of hu- man nature and placing special em- phasis upon the word is, he remarked, “Well, this is a baby!” ure of his spirit we may well try to Quillo. class. looked alike to him. Some meas- make our own. a Nearly every mother gets in bad when it comes to selecting a middle name for her baby boy. —_—_+ 2-2 One way to avoid excitement is to live within your income. 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. Just What You Want! oe) a ae LPHABETS f DEGINNERS WCU ELI Complete Set Mailed to You for Hddress MAK P COBB al er OE OR MD | een ee Oa CULAR LMMLA Eh LaLa Se MAL ad te Aaa Wea ura) ‘ April 2, 1913 THE CASTLE OF GOLD. Ignis Fatuus Which Inspired Colum- bus and Balboa. The famed Cathay of dreams led that Columbus’ daring, but pointed navigator to make a fourth and final attempt in the year 1502 to discover a short sea route to the East. disap- After being buffeted about jor days by contrary winds in the Caribbean Sea, his small and leaky boats threat- ening to go to the bottom at any mo- ment, he at last sighted land in the vicinity of Cape Gracias a Dios, Nic- aragua. Doubling this cape on Sep- tember 14, in the year above men- tioned, he landed and explored a re- gion to which he gave the name Cera- bora. Here he ran across numerous specimens of gold ore and, by ques- tioning the Indians, ascertained that the precious metal existed in large quantities in a district to the east of there called WVerasua. He secured lumerous ore samples and obtained a rough description of the mines. Continuing his voyage, he sailed along the coast of what is now Costa Rica and Panama. passing on his way the famous Chiniqul Vasoon in the Province of Bocas del Toro, called by the Indians, Alburema, and which quite deceived Columbus for a time into believing that he had at iast discovered the much-sought-for pas- sage. While voyaging down the coast he encountered numerous storms which imperiled his boats, and on one oceasion forced him to seek shelter at 4 island. Here he found fruits, fish and game in abundance, which led him to give the place the small naine of Puerto de Bastimento, mean- ing a place of supplies. After a few days’ rest at this point, Columbus organized a tion and on November 23 left the haven, but was obliged to put in to small expedi- the coast again three days later owing to a tempest which nearly swamped his ships. This place he aptly term- Here he stayed until December 5, when he de- ed ketrete, meaning retreat. cided to turn back over his course. lie kept a westerly direction for fil- teen days, which brought him on Jan- uary 1503, to the mouth of a river called in the Indian tongue Quiebra, but to which Columbus gave the name This the natural boundary line between the Province of Colon and that of Vera- Towards the interior could be of Belen. river to-day forms guas. seen a broken mountain range which Columbus named San Cristobal. Near this spot, Adelantado D, Bartolome Colon subsequently founded the first establishment on Isthmian soil, but it did not endure long, being destroy- ed by the Indians under a chief nam- ed Quibian. At this point Columbus again chang- ed his plans and sailed back toward the East, stopping at the present site of Porto Bello, and going as far as the islands in the Mulatto Archipela- go, which lie in the Gulf of San Blas After some further journeyings back and forth, ever on the look-out for a natural opening in the barrier before him, he decided to return, the bad state of his ships making such action imperative. a enn MICHIGAN TRADESMAN History credits Columbus as having first set foot on the soil of what is now the Republic of Panama on No- vember 2, 1502, somewhere in the vic- inity of the Chiriqui Lagoon. Thus we have two important dates in Isth- main history nearly coincidental as to the day and month; the discovery, and the declaration of independence of the Republic of Panama, November &, 1903. The Story of Balboa. Many a child at school has fallen down on a hard history lesson, but rarely a dullard so great as to fail in His- tory accords it but a brief mention, albeit it is entitled to second place in the New World discoveries. Bal- boa fared forth adventuring at a com- paratively early age. the recital of Balboa’s exploit. At 25 he voy- Spanish Main, and on his return to Tlispanio- la, the Hayti of the present day, he took up the pursuit of agriculture. Hlis bent did not at all He in this di- aged with Bastida to the rection and his principal harvest was a lot of bad debts. To escape these and an occupation distasteful to him, he concealed himself one night in a cack and bribed some of the crew of a ship lying in the harbor to take the cask on board. This ship happened to belong to an expedition command- ed by one Bachiller Enciso, then fit- ting out for a voyage to South Ameri- can coast. Balboa was at this time a man of very pleasing appearance, and later, when at sea, his presence on board became known, he made such an earnest appeal to the commander that the latter reversed his earlier decision to throw him overboard. Bal- boa’s representations of the richness of the country and the fact that he had been there before in company with Bastida, led Enciso to head his course for the Gulf of Uraba and the csiony of San _ Sebastian. Before reaching the mainland one of his ships became wrecked and through this ac- cident lost all the horses and pigs he had brought with him. Still greater awaited the expedition, for on its arrival, the town of San Sebastian was found to have been burned by the Indians and the colo- nists that were there scattered. Jalboa, nothing daunted, promised Enciso that if he would accompany him, he would take him to the west- ern shore of the gulf, where another town could misfortune founded and where the Indians did not use poison- ed arrows. The offer was accepted and, together with their men, they marched into the territory of an In- dian chief named Cemaco, whom they At the town of this chieftain, they founded Santa Maria la Antigua del Darien, in honor of the celebrated image at Se- ville, Spain. easily be defeated and took. prisoner. This place is noted for its having been the site of the first Episcopal See and the oldest church on the American continent. Enciso was at the head of this new colony but it did not last long owing, in a large measure, to an interdict receiv- ed from the crown of Spain prohibit- ine the traffic of gold with the In- dians. About this time, too, Balboa and Enciso had a falling out and the former, gaining the ascendancy, sent his fellow-explorer back to Spain in irons. Balboa Seeks the Temple of Gold. The whole country of the Castilla del Oro was now in Balboa’s charge, and one of the first of his acts was to despatch Pizarro to explore the in- terior. About the same time he sent out a company of men to collect the survivors of the ill-fated town of Nombre de Dios. He then took the field against the Indians, first captur- ing and imprisoning the Cuaraca along with his family and afterwards pillaging the lands of an Indian chief named Ponca. This brought him and his men to the ter- ritory of another Indian chieftain named Comagre, at that time probably the most powerful chief in the entire Darien region. state of chieftain Comagre lived in a magnificence and had_ the mummies of his ancestors enshroud- ed in rich cloths, adorned with pearls, precious stones and ornaments of gold. Although he had 3,000 warriors at his call, he received Balboa peace- ably and gave him the freedom of his domain. Comagre’s eldest son named Panquiaco became very friend- ly with Balboa and, besides present- ing him with 4,000 ounces of gold and sixty women slaves, taken pris- battle neighboring oners in with 29 tribes, gave him the information that back of the line of mountains that reared their tops in the dim distance was a nation very rich and powerful, having ships with sails like the Span- iards and using vessels of solid gold. He also told him of a temple of gold called Dabaibe, situated forty leagues from Darien, on the banks of a great river, emptying into the Gulf of Ura- Dabaibe was the mother of the Deity, which ba. In the aboriginal belief, dominated the elements and created the sum, moon. stars and all things good. Balboa’s cupidity was greatly arous- ed by these tales and, returning to Santa Maria, prepared for an expedi- tion in search of the golden temple. It is evident that at this period Bal- boa placed some credence in the In- dian’s tale of ships with sails, but had more faith in the existence of a temple of gold. It is quite likely that this temple had reference to the treasure house of the Inca emperors at Cuzoo, an account of which, more or less distorted, might tribe to reached the Darein. easily have passed from tribe until it His expedition in trim, Balboa en- tered the mouth of the Atrato and passed up it until he reached the Rio Neero, oF Sucio, as it is commonly The Pre-convinced Buyer is a Quick Buyer HE merchant and the salesmen who recognize this fact and take advantage of itare bound to push ahead of the dealer who assumes the task of educating, convincing, and selling each customer. The store selling advertised goods is the store sought by the pre-convinced buyer. Such purchasers know what they want, and it requires no educational argu- ment to sell them advertised goods — the chances are that they are as well posted on the merits of the goods as the mer- chant or clerk selling them—and all through advertising. National Biscuit Company products are the standard of the country in qual- ity. They are nationally known because they have been nationally advertised for years. Buyers are pre-convinced in regard to N. B. C. products. argument nor effort to sell them. NATIONAL BISCUIT COMPANY It takes neither 30 MICHIGAN TRADESMAN April 2, 19138 called on account of the color of its waters. Ascending this tributory he finally arrived at the lands of an In- dian chief named Abibeib, without having seen any indication of the ob- ject of his quest. He left here a com- pany of thirty men to guard the place and then returned to Darien On ar- riving he found that the Indians un- der Cemaco and five other chiefs, with a force of 5,000 warriors and 190 ca- noes, had planned an attack on the colony, which plot was disclosed by one of their number named Fulvia. Balboa at once took the initiative, surprised and defeated the Indians and left Cemaco dead on the field. In Quest of the South Sea. About this time there were internal dissensions in the colony, but Balboa succeeded in pacifying all parties, so that by the time reinforcements ar- rived from Spain bringing to him the title of Captain-General de la Anti- gua, he was ready .to set out on an expedition in quest of the South Sea. Iie sailed from Santa Maria on Sep- tember 1. 1513, taking with him 190 of his own men, some Indians, and a number of dogs. A short distance on his way, the Indian chief, Cuareca, who had been baptized by the Span- iards, gave him guides, some Indian auxiliaries, and on September 6, after attending mass to ask the blessing of God on his mission, he took the road to the mountains. On September 8, Balboa arrived at the home of the Indian Chief, Ponca, meniioned in a previous expedition. ifere he was the recipient of the first really credible information concern- ing the great sea to the South. Pon- ca informed him that the ocean would open to view after passing mountains, which he would show him. He also gave Balboa some curious, but, hand- somely formed ornaments, which the indian said came from places on the ocean of which he spoke. On September 20 he continued his march. The surface of the ground was so rough and broken and there were so many small streams to cross that in four days he only covered thirty miles. At the end = of this march, he came to the territory of the belligerent chieftain, Cuaracua, who gave him a hard fight. The Indian was finaily overcome, and perished in company with 600 of his men. The town of Cuaracua where he now was, laid, he was told, at the foot of the last mountain remaining to be sur- mounted before his eyes could rest on the object of his long and tedious march. On September 26, a little after 11 o'clock in the morning, the Spaniards discovered from the top of the moun- tain, the mighty waters of the Pacif- ic. The priest of the expedition, An- dres de Vara, intoned the Te Deum, and all those in the company fell on their knees around him. They after- wards raised at this point a cross made of the trunk of a tree, braced up by rocks, and upon which they wrote, as well as on various trees in the vicinity, the names of the rulers of Spain. On his descent to the beach, Balboa and his men had to pass through the lands of an Indian war- rior named Cheapes, who treated them kindly, and made them a pres- ent of 500 pounds of gold. Reaching the waterside, Balboa waded out knee- deep into the sea and with the ban- ner of Spain waving in his hands, proclaimed the vast ocean and the coasts adjoining it the property of his King. Finds Pearls of Fabulous Size. Shortly after the discovery of the South Sea, as the Pacific was for a long time afterwards called, Balboa set about making arrangements to explore the vicinity The ocean at this point on the coast forms a gulf to which Balboa gave the name of San Miguel in honor of his having arrived there on the day the Catholic church celebrates this saint, which name it bears at the present time. He despatched one of his men named Alonso Martin at the head of a small company of Spaniards and Indians to expiore the coast in a canoe, while he himself embarked and went to an island inhabited by a chief named Tumaco. Martin, leaving first, has the credit of being the first European to navigate the waters of the Pacific. The island Balboa landed on was one cf the many, and to the group, he gave the name of the Archipelago de las Perlas or the Pearl Archipelago. To the largest island in the group he gave the name of Isla Rica, or Rich Isiand, on account of the quantities cf pearls he found there, some of which were of great size. Balboa’s papers relate that the canoes of Chief Tumaco had their oars incrusted with pearls, so plentiful were they at this period. Some time after this, an ex- pedition under Pizzaro and Morales, two of Balboa’s lieutenants, was sent against the Pearl Islands. They cross- ed the Isthmus by a less difficult route than Balboa had done and arrived at the islands without incident. After four different battles with the chief whom they found in possession of Isla Rica the latter finally surrender- ed, and as peace offering presented fizarro and Morales with a_ basket full of fine pearls, one of which weigh- ed twenty-five carats and afterwards sold for 4,000 ducats, equivalent to $9,120, veritably a prince’s ransom. Origin of the “Bloody Shirt.” After collecting all the gold and pearls he could lay hands on. Balboa returned to Darien, the only notable incident of the backward journey being the execution of a native chief named Ponera, together with three of his associates, accused of certain vici- ous practices. These men Balboa caused to be devoured alive by the savage dogs which he carried with him. The year following, 1514, there ar- rived at Antigua, a colonel of infan- try named Pedro Arias Davilla, com- monly called Pedraias, who had been named by the Spanish crown as goy- ernor of Darien. It is related that Pedraias was the father-in-law _ of Balboa, but history does not appear to be fully clear on this point. He commanded a_ brilliant expedition consisting of 2,000 picked men, which had originally been raised and equip- ped for war in Italy, under the orders of Grand Captain Gonzalo de Cordo- va, Cavalier of Spain. About this Ree a ae vane eee ee Ser eee en ene ee ee time La Antigua had been elevated to a metropolitan city of Castilla del Oro, and Friar Juan de Quevedo was named as the first bishop, while Gas- par de Espinosa was chosen as the first Aleade. Shortly after the arrival of Pedraias, Balboa made another and last quest for the mythical temple of gold, resulting in the usual failure. Then followéd several months of In- dian fighting. Tumanama, one of the most powerful chiefs of the moun- tains had long been at enmity with the Spanish invaders and, securing al- lies in a number of other tribes, com- menced a war of extermination against the Conquistadores. The In- dians carried a flag in their fights made out of the bloody shirts of the Spaniards they had killed, which is the iirst mention history makes of that since famous tocsin. The victor- ies gained by the Indians caused great alarm at La Antigua and the mint and other public buildings were clos- ed. Jlowever, after several desperate engagements, Tumanama and his war- riors were put to rout and a peace pact was entered into. Balboa’s Last Expedition. Upon the cessation of Indian hos- tilities, Pedrarias consented to an ex- position planned by Balboa to explore the South Sea. This involved the construction of the ships necessary for navigating the Pacific, on the At- lantic side of the divide, and their transportation, knocked-down, across the Cordillera to some point on the south coast. The work of cutting trees and preparing the parts of the ships was performed after several months of arduous toil, and then com- menced the jong and wearisome jour- ney across the Isthmus. The native Indians were utilized as carriers and history records that upwards of two thousand of them weakened and died under their heavy burdens. In mak- ing the passage, Balboa showed poor judgment. Instead of journeying by a known route, he started across an unexplored part of the Isthmus, dis- covering the Rio Balsas on his way, which stream he utilized as far as he was able. Reaching the South coast, he put his ships together, and after visiting the Pearl Archipel- ago, navigated across the Gulf of San Miguel, and toa point about two leag- ues farther on. Here the crews of his ships became alarmed at the school of whales, which they took to be reets in the ocean, and induced Balboa to put about. Reaching the coast again the entire expedition was brought to a sudden stop by orders received from Pedrarais, the Gover- nor, authorizing Balboa’s arrest and imprisonment, under the charge of being a traitor to the crown. Up to the time of the ill-planned expedition, fortune had always smiled on Balboa’s enterprises. At this per- 1od of his life, however, the fickle goddess turn her back upon him for- ever. Pedrarias the governor of Dar- 1en had iong been jealous of Balboa’s successes and this feeling culminated into one of intense hate. Whhile fear- ing to withhold his consent to the South Sea expedition he was busy planning the while how to frustrate it. The news of a great Indian em- pire iar to the south had _ filtered through to the Spanish camp and stirred Balboa to accomplish what his able but unprincipled lieutenant, Francisco Pizarro, later carried out. Fedrarias was well aware of Balboa‘s ambitious plans and this knowledge did but serve to put an edge to his jealousy and hate. With but a farce of a trial and con- demned of being a traitor to the crown on evidence of purely an ex parte character, Balboa, in the year 1517, in the forty-second year of his age, met death by the headsman’s axe, and thus ended the life of one of the greatest explorers of the New World. Balboa maintained his inno- cence to the very last, defying his accuser and murderer, Pedrarias, who occupied a window only ten feet dis- tant from the scaffold where the exe- cution took place. In view of Balboa’s great achieve- ment, history has passed lightly over his faults, among which avarice and cruelty were the most prominent; but taking into account the general cus- tom of the age in which he lived, the difficult and exasperating circum- stances and emergencies he had to contend with and overcome, it cannot be gainsaid but that he was an ex- ceptional man; an intrepid, cunning and resourceful warrior whose ulti- mate success and wonderful discov- ery secured for him a lasting place in the world’s history. Besides, his latter sufferings, imprisonment and death on the scaffold on an unjust charge, were, no doubt, ample atone- ment for his sins. Lowest Our catalogue is “the world’s lowest market” because we are the larg- est buyers of general merchandise in America. And because our com- paratively inexpensive method of selling, through a catalogue, re- duces costs. We sell to merchants only. Ask for current cata- logue. Butler Brothers New York Chicago St. Louis Minneapolis Dallas tere April 2, 1913 Putting Over Sales on the Road. During my forty years on the road I have sold everything from overalls to candy. The first job I had was selling overalls, and I’m out for a candy firm now. As a matter of fact, I’m not selling any candy now be- cause, like many other Eastern houses, we are oversold on account of the big Christmas trade. ain't it, for a man out on a commis- sion basis to get a wire from his Fine business, house that it is no use taking any more orders until they can make some more candy. This candy business would paralyze you if you but knew its statistics, but I must begin with that overall job of mine. I was just a green kid and had start- ed out on the road for a Boston firm. My first customer was at Lowell. Honestly, I was so scared that even after [| had my hand on the doorknob | turned back, afraid to go in. “You'll never be a salesman if you haven't got more nerve than that,” I said to myself, so IT went back. The merchant gave a glance at my over- alls, which were marked at $3.50 a dozen. “Make the price $3 and Il! buy fifty dozen,” he gave answer to my trembling request for an order. I told him [ would do what I could about it and rushed back to Boston. And I can see the head of the firm pulling his gray whiskers and giving me a sarcastic look to this day. “Why, a baby could do business on that basis,” he ridiculed. But I knew that the Lowell mer- chant had never been a customer of the house before, and I told the boss that if he would stand for the deal I would nake the loss up before the end of the trip. The boss was in- clined to listen to me. I met the Iowell merchant’s proposition, and | sold him bill after bill of goods after that. He had never intended to buy at the beginning, and he had only ex- pected to bluff me, but my attitude on the deal made a difference. Made Bluff at Being Busy. The next deal in my career that | recall clearly was one in which I play- ed the bluff part. It was in Chicago. I had been there for two weeks and was not doing a thing—hadn’t sold a dollar’s worth. Finally a merchant That CAI sight |b said “T can fix an appoint- said he would look at my line. was on Monilay. indifferently. ment with you for Thursday afternoon at 3 oclock:: Cant I | see then?’ sim your goods before he enquired in surprise. sorry, 1 answered, ‘but Thursday afternoon sharply at 38 o'clock is the best I can do for you.” Well, I stalled around for three days, and Thursday afternoon prompt- ly at 3 o’clock he came to my rooms. I sold him $10,006 worth of goods and he went away telling others what a busy man I was. It was when I changed to the shirt line that I was sent by the house out to Los Angeles. It was not only a new line for me but new territory as well. I was exceedingly anxious tc make good and I really did have a special inducement in the way of pat- terns. The merchant whom 1 was MICHIGAN TRADESMAN specially anxious to land agreed to come up and look over my goods. He stood for some time in study after looking over the patterns and then asked me what time I was goirz to leave town, “At 6 o'clock tonight,” I answered. “Will you go to lunch with me and take a horseback ride with me over to Pasadena this afternoon? You can fll out my order and have your trunks sent to the train in time?” He asked questions at the same time he filled out a blank for an ex- ceedingly big order, and I did not think of refusing his request. We had lunch and we took a horse- back ride over to Pasadena. When I reached the station it was close to train time. The next year when | came back it was the same—the big order, the lunch, and the horseback ride to Pasa- dena. It never dawned on me until that second trip what: it all meant. Hie simply liked my proposition so well that he didn’t want me to see any other Los Angeles customers. Let Folks at Home Try Camnly. But, as I say, it is this candy busi- ness that paralyzes one. People are eating more and more candy every year and they are eating a better qual- ity all the time. Why, we sell to one Pittsburgh firm alone three tons of caramels at a time. Christmas can- dies are made in April, May and fune, and are kept in coll storaze. When it comes time for their shipment, along in December, th2. temperature about the candy has to he heated gradually until about 79 degrees is reached. Our firm had $130,000 worth of one brand of checolates in storage in August, and now | get a telegram not to sell any more because it’s all gone. Candy is a great line to sell—better than overalls or shirts or anything else I have handled. A pair of cveratls will last a long time but candy doesn’t last long. Do you zet me? But of course it takes personality and the ability if one is in a new territory tor ability to read human nature to sell anything especially if one territory for the first time and the goods are un- tried. I remember, up in Milwaukee a year or two ago, when I spent a week without having done a cent’s worth of business. Wihat did I do? I went around to all the dealers who had turned me down and gave each of them a box of candy to take ho:ne to their folks. The folks at home liked the candy aud the orders | was after were forth- coming. Now, alas, there’s no use taking orders until scme more candy can be made. Walter Fayden. >>. The Kicker. He kicks about the price of meat, He kicks about the rent, He swears about the grocer’s bill And hates to pay a cent, He says the baker is a crook, The milkman is a thief, And vows of all the robber band The laundryman is chief. is im a. new Yet every year he packs his trunk And takes the train with glee To some obscure resort afar Beside the sounding sea, And there for dinner a la can, And room of size absurd, He gives $10 every day And utters not a word. Minna Irving. 31 Michigan, Ohio and Indiana Merchants have money to pay for what they want. They have customers with as great a purchasing power per capita as any other state. Are you getting all the business you want? The Tradesman can “put you next”’ to more possible buyers than any other medium pub- lished. The dealers of Michigan, In- diana and Ohio HAVE the MON and they are willing to spend it. If you want it, put your adver- tisement in the Tradesman and tell your story. If it is a good one and your goods have merit, our subscrib- ers are ready to buy. We cannot sell your goods, but we can introduce you to our people, then it is up to you. We can help you. Use the Tradesman, and use it right, and you can’t fall down on results. Give us a chance. TRADESMAN COMPANY GRAND RAPIDS, MICHIGAN MICHIGAN TRADESMAN April 2, 1915 om ‘| ai 5 A. = ~~ BE oF = : : ese = Y : Be mel ees es Z fe AS qn =o es Jen sslall ele age Fi =oec" AC At imix 2 ROD) ele) of ma ey y A } Michigan Retali Hardware Association. be about all you need. The ledgers President—F. A. Rechlin, Bay City. E : 3 : Vice-President_E. J. Dickinson, St. will take care of your charge ac- Joseph. , -Ounts wolunr «6 aac OF s doee ig iamaal cS Get, Marine (ON YOUR Siemmaty >! the day's Cit cash transactions in the cash-book, ‘Treasurer—William Moore, Detroit. Le : : : : | __ and your invoice accounts in the Business Record, with the daily sale The Best Way to Keep Down Ex- ie ae ee recapitulation at the back. penses. ie : : let me say; im passing, that, al- March 22— days Grants Pass, Oregon, We hear a about Systems and Business Systems, and I want to that the last item in keeping down expenses is Simplicity After writing this paper, l was much gratified to find last week an item on Modern Merchandising in the January number of Retail Equip- good deal in these say first and ment. I[t embodied in a few words what I might call the text for my discourse, and this is what it said: “Success through business system is simply an orderly and logical arrange- ment, not and room, but also of every fact and fig- ure that can be concentrated clear and concise statement, complete expression of the activities, and condition of that business.” In the first place let us look at our book-keeping. What you your books to show is, what is owing to you and what your business is doing. There who think that a double entry system is the only way to keep books, and if their books stand the test ‘of the above requirements, I have nothing to criticism. The double system has much to be said in its favor. I do say, however, that for the retail hardware store, such as most of us are trying to make profitable, a single most feasible, the easiest handled, re- quires much less time, the chances for errors and, proper only of stock sales- into a giving a want what you owe, are many say in entry ordinary entry system is the reduces with care, will give all the results that the ordinary man would receive from a double entry system. The merchant can do his own book-keeping, the expense for extra save help and wil! know exactly the condition his books are in. Nowadays there are a num- ber of stationers who publish a series which make the book-keeping a simple matter. | fer to the McBride When you go to pay a bill, hew much more satisfactory it settle an account when you know all the When a customer comes to make a settlement, I like to take him up to the desk, open the book and show him the account, so that he can see for himself just what it is. It saves time, friction and trouble, and makes a satisfied customer. Un- less your business is very complex, a loose-leaf billing ledger, a petit ledy- er or file account, a cash book and a Systematized Business Record will work of Tre- line. of books, books like you know is to items. though all this information may not appear like “keeping down expenses,” yet everything that helps to increase the your helps to reduce the time necessary for the details of running it, more time efficiency of business and is giving you for the great essential, which is selling goods. Larger prof- its mean proportionately less expense. After having tried more or less sat- isfactory methods, we have evolved this system: Duplicate salesbooks, with a sepa- rate book for each clerk, separate files for cash and charge sales, separate slip for each charge sale, separate entry of each cash sale, slip for every trans- action whether expense, freight, mer- chandise bought, out, etc. At the end of the day, about three-quarters of an hour before closing, the slips are col- lected, counted and the day’s business totalled, and by 6:15 we know just what has been done that day. We go further. We enter opposite each sale the cost of the article sold in our character cost-mark and figure the profit on every sale, so when the total business is known, we also know the profit on that day’s sales. If business has established for a year, you know what your daily and monthly expenses were the previ- ous year, and when you foot up the month’s can tell at a glance just what you are and cash exact your been business, you doing how much above or below the month's’ expense your profits are. For ex- ample, if your annual expense, includ- ing salaries, etc., is $6,000, your monthly expense is $500 and the daily xpense about $20, counting twenty- five working days to the month. If the month’s business shows profits of $700, you have made a net profit of $200 above all expenses. Keeping a record of daily your profits annual gives you a check on invoice, be- cause the difference between total ex- pense and total profits should equal the difference between the inventory otal of the previous year and of the current year. If your net profit account shows $2,000, your invoice should to- tal that much more than last year. We have followed this system for three years and, although we have not balanced to a cent at the end we have come within a reasonable figure and we know that our inventory is not very far wrong. Results in 1913 were only $250 off. of the year, Be See eee Une aT ern tr err nen rttm tran an veur un nnpun nrere unrest ats ata ec Minne ner 2 sree a acne ne nee “his may appear somewhat compli- cated, but I can assure you that usu- ally one hour is all the time necessary to figure up the day’s business and do the daily book work. We all know the drudgery of the annual inventory and how often its results are unsatisfactory. Did you ever try the plan of invoicing the re- tail price with each item? It takes really no more time and you will be surprised at the results obtained. It gives you an idea of profits which you do not get in any other way. It shows errors in marking up It shows discrepencies in prices of goods. bits, chisels, augers and all articles that run in regular sizes It is the best iof reference books and _ price books combined and if you want to find a lost retail price, it is always at hand. We keep our invoice book on the desk for ready reference and have found the double pricing an im- mense help. Try it and see how easi~ ly it is done and how much you will use your book. Speaking of profits, brings to mind that problem, which has appeared in about all the trade journals: Article cost $1. Business expense 22 per cent. Wants to make 10 per cent. profit. What should be the selling price? Answer $1.47. Not many of us average that amount of profit, and it is surprising how close to 25 per of the gross sales it will aver- age. I know a South Oregon retail dealer who handled cement by the carload on a basis of $10 per car and thought he was making money, be- cause he did not touch the cement and cent. SEASONABLE GOODS Wood Wilson Piqua Iwan ) Fenns Vaughns Invincible Universal Hercules Gibs We Stock Diamond Brand Steel Goods + Shovels and Spades Post Hole Diggers Michigan Hardware Company Exclusively Wholesale Ellsworth Ave. and Oakes St. GRAND RAPIDS, MICH. Foster, Stevens & Co. Wholesale Hardware wt 157-159 Monroe Ave. — :: Grand Rapids, Mich, tits 151 to 161 Louis N. W. ESOT Enna. SO ere ea April 2, 1913 MICHIGAN TRADESMAN 33 let the contracter unload it. The car was worth at that point about $250 and he handled it on a 4 per cent. margin. This item would appeat on the year’s business as a $250 sale and a measly $10 profit. Just look how this one time alone would cut down his average profits and increase his percentage of business cost. It is a true saying that “Any fool can sell goods at cost, but it takes an all-fired good man to sell goods at a fair prof- at There is another item of expense which is often carried beyond the reasonable limit and that is the nec- essary or rather unnecessary fixtures. What are your expensive appliances good for unless they increase your sales proportionately? I refer now to cash registers, adding machines, protectographs, Warren _ shelving, computing scales, etc. How many merchants have cash registers in their stores? How many use the store system that goes with it? Now, un- derstand me. I do not say that there is not a legitimate field for the cash register, but 1 do think that a large number of the claims made for them are not founded by the facts. Inves- tigations made among Grants Pass merchants—R. R. Hardware Co.,, Grand Pass Hardware Co., Josiah Pardee, C. H. Demaray, Whitehouse Grocery, W. C. Ahlf, C. P. Bishop & Co., Peerless Clothing Co., and Gold- en Rule Store—not one but could obtain the same service from a cash drawer. We have had plenty oi chances to buy acash register. Beard- less youth enters your store—smooth tongue—proceeds to tell you how to run your business, etc. If you have honest clerks, you do not need it. If you have dishonest clerks, it will stop them from stealing. How often does your cash register check at the close of the day’s business? How long does it take you to check up the sales strip with the sales slips? Could you not get the same results with much less expenditure of time and labor? Just look at the recent revelations of the cash register trust and ask yourselves how much extra you have paid for your whistle. The “dear people” pay for it all. No doubt you can get good service out of a $350 adding machine, but, although adding up columns of figures is not a pleasant task, it is a good thing to know how. Remember the parable of the man with the one talent. He lost what he had. You can easily put $1,000 into virtually non-productive fixtures, which with a little more ef- fort on your part you could cut out and not miss. Your store should be neat and at- tractive, but the more simple in its arrangement, the easier it will be to sell goods quickly. You want to use your common sense and group kin- dred articles together, making as cred- itable a display as you can, but un- less the samples on display boards and cabinets are accurately kept up, they will often hinder rather than help. The best way to keep down expens- es is to sell goods up to your capacity and that is the final test of your busi- ness. Some goods sell themselves, but in the main it is the personal touch between the clerk and the cus- tomer that does the business and here is where suggestive salesmanship comes in play. An instance of per- sonality comes to my mind. Some years ago a Middle West wholesale house was represented on the coast by a real salesman. It so happened that this man received a fine offer from another house and accept- ed, and on his next trip told his cus- tomers of the changed conditions. So far as I know, without an exception, that man carried his business with him to the new firm, and his old firm withdrew from the territory. That man is to-day, more than any other man, the mainstay of one of Port- land’s largest wholesale concerns. You have all come in contact with this phase of human nature. How olten does it happen that your cus- tomers come in and want to do busi- ness with “the boss” only. It is an asset in your business that you can- not afford to neglect. Every mer- chant should study this personal con- tact idea and know who the men are who are making it possible for him to continue in business. Just watch the budding politician and take a lesson from him. Now, as to advertising. Are you wasting your advertising funds or have you a definite aim in all that you do? Notice the firms who ad- vertise most and see how they stick to the central idea until it sticks to you. That is what we want to do. Save our fire until we see something to shoot at and then aim, fire and keep on firing. Make all your adver- tisements feature your store and what it stands for. A special loca- tion, a special front, a special line of goods, a special name may all be used to make your advertisements stick. Don’t use a modern high pow- er rifle with peep sights and aim at the center of the bullseye. Avoid the rocks of price cutting which often spell RUIN in large cap- itals. Grants Pass is blessed—or some might say cursed—by having four hardware stores in one block, with a total frontage for the four of 175 feet, out of a possible 400 feet. At first glance you would say that would ruin any line of business, as they will be cutting each other to the very limit. Asa matter of fact, it has done nothing of the kind. For some years we have had an arrangement by which we buy from one another on a 10 per cent above cost basis and make monthly settlements on or before the 10th of the iollowing month. This plan has worked admirably for more than six years and we have very little trouble with price cutting. Beware of the man who would lie for a nickel or a dime. Let a sale go rather than cut below a living profit. Our Grants Pass dealers are on good terms and can walk home together, visit at each others’ homes and go fishing together without the least fear of a quarrel. We have no retail price agreement, but our 10 per cent. basis has made it possible for us to fill our orders and retain our trade. A big leak often comes in clerks neglecting to make charges. Insist upon it that the man who delivers the goods is responsible for the sales slip. [f in doubt he can make a duplicate slip and that is easily detected, but each clerk should have his own sales book, with his number or inicial and should always use it. Loaning tools is an aggravation, but that can be controlled by making a loan slip and keeping it on a special hook file and destroying the slip on- ly when the article is returned. Cash discounts are a big lift on the expenses and should never be neglect- ed. The rules of paying accounts twice a month makes the detail work very slight, and it is such a satisfac- tion to know that your financial sky has no lowering clouds. If you have a large account with a good discount, it will pay you to make a short time loan, rather than let the discount period pass by. Discounting bills in- creases your purchasing power and any advantage in buying brings a corresponding increase in profit Watch the freight bills and check up the railroad company, but be just as ready to make refunds as you are to claim them. It creates the best oi feeling and will help in the adjust- ment ot your legitimate claims. If you are not carrying mutual hardware fire insurance, I advise you to look it up, for you can save your- self 50 per cent. and have the best of insurance at the same time. Keep your want book handy and put down at once the stock that is out or ought to be replenished. A sale lost is that much profit gone, and with each lost sale, goes a cus- tomer who has lost some of his con- fidence in you and your business. Save time, worry, expense and bad feeling by checking up your imcom- ing and outgoing goods with the great- est care. We have all had the humil- iating experience of reporting things “short,” and then in the course of a week or so, had to acknowledge that some one blundered and mislaid the articles for which claim was made. Whatever reduces friction in your business will make it show better results. The smooth purring, easy- running auto is usually the one that has the power behind it. That is what we want in our business—re-. Serve power to Meet amy emergency. T trust that I have not wearied you with the recital of many things that you all know. I do not claim to know it all, nor do I think that our way is the only way. I tried enough to learn that success may be approached and attained from differ- ent points and by different methods. Study yourself with a critical eye and try to see yourself as others see you. We are all anxious to make our prof- its as large as we can, and anything that tends to keep down expenses, will help to bring about that much-to- be-desired result. Thomas P. Cramer. —__ o-oo The average man would be glad to see his wife’s relations—if he could look at them over a long distance telephone. have long H. Eikenhout & Sons Jobbers of Roofing Material GRAND RAPIDS, MICH. Let us furnish you the material for that gravel roof and we will rent you the tools to apply it... Sie ee ee 0) eee ¢ Sie ce ce © 4 Save Ice Bills Save Ice Cream Save Syrups and Fruits THE GUAR ANTEE ICELESS FOUNTAIN Will do it and bring the best trade. Michigan Store & Office Fixtures Co. Grand Rapids, Mich. Serve the Coldest Soda Water and Ice Cream in Town See our special show cases. Use Tradesman Coupons MICHIGAN TRADESMAN April 2, 1953 FARMERS’ AUCTIONS. They Possess Interesting and Educa- tional Features, Written for the Tradesman. The farmers’ auction season usu- ally ends about the first of April. By that time tenant chasers aim to be farmers and pur- settled on their newly leased or purchased farms and in readiness to begin the spring work. There seems to be an unusual nuim- ber of farmers’ auctions this year. The cause can not be attributed to unprohtable farming or low prices in general, as the farmer seems of late years to be highly favored in these respects. these auctions are found in the vary- ing circumstances and another. widow Some of the reasons for which befall one A farmer dies and the does not care to attempt to hire help and carry on the farm; part- nerships are dissolved and the -nost Satisfactory way to determine the value of the property and make equal division is by a public sale; the tenant on a large farm purchases a smaller one and so has a surplus of stock and implements; a farm is sold, the form- er owner purchases elsewhere at too great a distance to profitably move or ship his effects; old age or sickness compels some to relinquish work, the personal stock is sold, the farm leas- ed and the owner removes to a near- by village or town; now and then some one has tried farming instead of work at a trade or business in town and is not successful or not satislied with the vocation. One of these or some other reason is usually stated in the notice of an auction sale. Of late the farmer has come to mcre fully realize the value of plen- tiful advertising. Bills, rather pla- cards, which will hold the head of a tack and withstand rain or wind, are now generally used instead of the common white print paper as former- lv. Besides being posted at cross- roads, corners, blacksmith shops, mills, stores and other conspicuous places for miles in every direction notices are also published in the vil- lage papers. More minute descrip- tions and more vearly complete lists of items are to be seen on sale bills than was formerly the case. The following will give a general idea of a present day action bill ex- cept as to size and display: Auction Sale! Having decided to quit farming I will sell at public auc- tion on my farm three miles north of A and five miles west of B on Friday, March 21, 1913, the fol- lowing described property. Sale to begin at 10 o'clock sharp. Stock, Farm Tools, Machinery, etc. 8 horses, i4 cows, 50 sheep, 11 hogs, 75 hens. Then follows a description of each animal, age, color and weight of horses; age, breed and condition of cows and other cattle, whether milk- ers, fresh or date to freshen, etc. Then comes the farm machinery, im- plements and tools: Binder, mower, hay loader, sulky, rake, riding plow, walking plows, hay tedder, side de- livery rake, grain drill, 2 horse cul- tivator, spring tooth harrow, spike tooth harrow, disk harrow, land roll- er, horse corn planter, single cultiva- Be a ee Ree ee OL cree ter ee eae tors, narrow tire wagon, wide tire wagon, hay racks, stock rack, hay slings, hay rope, horse hay fork and car, stack canvas, binder canvas, corn marker, gasoline engine, pumping jack, cream separator, corn sheller, fanning mill, stoneboat, wheelbarrow, woodrack, top surrey, top buggies, road cutter, bob 1000 pound scales, double harnesses, sin- ele harnesses, water tank, tank heat- er, feed cooker, cutting box, cauldron kettle, barrel, hand corn planter, three-horse whiffletrees, two horse whiffletrees, neck yokes, grind- stone, cross-cut saw, buck saw, hand Saws, axes, wedges, maul, posthole digger, fence stretcher, crowbar, lad- deis, cider barrels, vinegar, cider, 20 gailon meat crock, sprayers, scythes, pickaxe, log chains, forks, shovels, hoes, rakes and other articles. Also the number of bushels of corn, oats, barley, hay, potatoes, seed corn, corn stalks. Hot coffee and lunch at noon. Terms of sale: All sums of $5 and under, cash; over that amount, six months’ time on good bankable notes at 6 per cent. interest. Names of proprietor, auctioneer and clerk. The success of the sale depends upon sufficient advertising, the day of the week, the size of the crowd, the weather, the time of year, prox- imity of place or date of other sales, the amount and quality of goods to be sold. Weather not severe for men to stand about but not propitious for farm work if still early in the spring ensures a larger crowd than a pleas- ant day later in spring when most men are anxious to push their work. The smaller the crowd the better the bargains, and vice versa. An auction sale resembles a lottery in more way than one. No one can foretell the outcome. Nevertheless everything must be done that can be done to draw a crowd. The populari- ty of the auctioneer is an important feature, but this counts for little if a sale is not well advertised. The fail- ure to advertise in the village or coun- ty papers and to post bills beyond the immediate neighborhood of the farm may result in a loss of $200 or $300 to the proprietor, in the lower prices realized than might otherwise have been obtained. If a farmer driving to town any day for ten days previous to the sale does not see one notice of a particular sale for every mile, it is not well advertised. No one expects the sale to begin at the appointed hour and the few there at that time are there to get a better chance to look over stock and tools than they could after the sale begins. When the company seems to have all arrived, which will be about an hour before lunch time, the auctioneer may be heard calling: “This way, everybody! Right this way. We will now begin the sale.” And then mounting the big farm wagon which is filled to overflowing with tools and traps he states the reason for the sale and reads the terms, adding the warning that noth- ing is to be taken away by a pur- chaser until settled for, without the consent of the proprietor. If there be any circumstances in connection cart, sleigh, scalding with the reasons for the sale which can be used to work upon the sym- pathy or good will of the company it is well emphasized. For example, take the following: “Now gentlemen, you are probably ail aware of the fact that Mr. A has lost his wife, he has been sick a long time himself, he is not able to carry on his farm, therefore he has no use for these goods. I have al- ways heard him well spoken of in this community; he has been a square man and a good neighbor—one that you will be sorry to lose. Now I hope that if there is anything here that you need or can use that you will bid a reasonable figure for it. If any of you should happen to pay a little, just a little, more for an article than you think it really worth I guarantee that you will not need to lose any sleep over it. This may be your last opportunity to do a good turn for a neighbor.” Wagons, implements and machin- ery are ranged in a row or rows in the farmyard or in an adjoining field. The contents of the big wagon are always first in order, and by the time that is cleared out lunch is usually ready. The first article offered for sale is usually something easily held in the hand, and something apt or witty introduces it. “Now, gentlemen, the first thing I have to offer is this axe. Just the time of year to use it. There is al- ways a chance to work at the wood- pile. How much am I offered? How much? How much? Start it along at some figure. Is it worth a half a dollar? A quarter? A dime? Ten cents. Yes, Thank you. Now fif- teen. Now twenty. Now _ twenty- five. Twenty cents only I am offer- ed. The handle is worth that. It has just been ground; its worth a quarter to do that. A quarter of a dollar I’ve got; yes, thirty; thirty-five cents. Sold to Mr. Jones. “Now men, I knew some of you, some I don’t know, and some I don’t want to know. So please be prompt when an article is struck off to you and give your name to the clerk un- less I do so.” “Now, let’s pitch in again. Our time is limited. We shall not dwell long on these small articles. How much for this fork? How much? How much? It will cost you at least 75 cents at the store, and it is nearly new. Do I hear a half? A quarter then, if that suits you better? —___ Many a man who howls for justice would probably try to sneak up an alley if he saw it coming. brawls, no 35 The Money Value of Good English. It is not the clever-looking adver- tisement that sells things, nor the ad- vertisement with beautiful typograph- ical layout. It is the advertisement which says what it has to say in rich, flowing English, every sentence crisp, straight to the point, piercing the mind like clearly uttered talk. The advertiser who will pay to have his announcements written by a man who knows this kind of English, and wno has, as well, a long-trained un- derstanding of how to find the dis- tinctive points in a product and state them in logical sequence, need never think the price too high. a Faith. {f you don’t believe in don’t advertise. The man who fears will falter at the most critical time. faith is as essential as money. Don’t confuse faith nerve. Nerve is the gambler’s asset. Ad- vertising should never be advertising with a gamble. Back of every big advertising suc- cess you will find the man who be- lieves in advertising. You will find that faith made him firm. It made him stand by his guns till victory was won. No business victory is more com- plete than those won by advertising. Don't hesitate to write us. Opposite Morton House Klingman’s Sample Furniture Co. The Largest Exclusive Retailers of Furniture in America Where quality is first consideration and where you get the best for the price usually charged for the inferiors elsewhere. You will get just as fair treatment as though you were here personally. Corner Ionia, Fountain and Division Sts. Grand Rapids, Michigan Fire Resisting Reynolds Slate Shingles After Five Years Wear Beware of Imitations. Milwaukee Battle Creek REYNOLDS FLEXIBLE ASPHALT SLATE SHINGLES HAVE ENDORSEMENT OF LEADING ARCHITECTS Fully Guaranteed kd Wood Shingles After Five Years Wear For Particulars Ask for Sample and Booklet. Write us for Agency Proposition. Distributing Agents at Saginaw Kalamazoo Toledo Columbus Rochester Boston Chicago Detroit Lansing Cleveland Cincinnati Buffalo Worcester Jackson Dayton Youngstown Syracuse Scranton H. M. REYNOLDS ASPHALT SHINGLE CO. Original Manufacturer, GRAND RAPIDS, MICH. MICHIGAN TRADESMAN April 2, 1913 aA DOPSVPPSVSVETUD » a ; aren The Uplift j al . revo 1Oo Your Business AY alé) a ) Construction of the Foot and Its .\merican Indian and backwoods guide, Abuses. who we formerly supposed were flat- A perfect foot is never found ex- tooted, and who in reality give an emplified in any individual. The ten- apparent deformity only, as the mus- dency of to-day is to dress the foot cles through the arch are markedly irom the standard of the esthetic to developed from the freedom of mo- the detriment of producing one fit for tion in the moccasins and sandals oe worn. The anatomy of the foot is such Analyzing their gait, we note that as to admit of motion on three plans, they walk with the feet parallel, with which renders it capable of adapting the heel striking the ground first, and itself to the various changes of poise right along the outside of the foot and balance of the body. coming forward on the toes in a posi- The arch of the foot with the scap- tion consistent with the anatomical hoid bone—its highest point—was construction of the foot, namely, the of the soothing effects of pure foot comfort sets in motion a word never intended by nature to bear the little toe being shorter than the great of mouth advertising in praise of you and your shoes that has a brunt of the weight of the body. The toe. The mosi favorable position for tremendous value. pe straight outside, from the point of the little toe to the middle of well padded with muscles the heel, and tissue, is the natural base from the soft which tle majority of the weight of the body should rest. The center of gravity of the body normally should drop be- tween the first and second toe. standpoint of mechanics. on which we be represented by the trapezoid, with the feet almost paral- lel, the body weight falling in a line passing from the shoulder through the the great trochanter, knee joint and external malleolus. Briefly, the basis on stand can center of It would seem to be an illusion to say that the center of gravity is ac- tually borne back in a perpendicular high heel shoe. Nevertheless, this is true. This fact explains the reason why so many people feel re- lief from these symptoms of a strain- ed foot, namely, backache and pains in the calves of the legs, by wearing a high heel slipper. im a A high heel shoe, on the contrary, so eliminates any possibility of free- dom of >t*-n in the muscles of the foot and calves of the leg that they become atrophied from disuse, as when the heel is elevated, one neces- sarily combines this physical quality of the shoe with the pointed toe, so that the only firm point of bearing is in the region of the transverse arch or across the great toe joint, and as a result, this portion of the foot be- comes very much thickened and dis- torted, and such deformities as hal- lux valgus and flat-foot prevent the proper mechanics of the foot and bring about a strain of the entire mus- culature of the body. As we study the manifestations of the feet of individuals who are sub- ject to considerable use of the legs and feet, namely, the Japanese jin- rikisha men, we note the static posi- tion as described above’ with the weight almost entirely on the straight outside of the foot. This is also exemplified in the notion, would be as described. This fact has led many to the ex- treme of shoe construction, and at the present day the moccasin type of shoe, which emulates the moccasin in flexibility and sole and general alignment, has been taken up as a preventive and cure for flat foot. The promulgation of such a style has prov- ed to those of experience the fallacy that any one standard of shoe is ap- plicable to all feet. To put a foot which is not flexible or capable of bearing the plans of motion by its own muscular effort into a flexible shoe, is a mistake which is being often committed at the present time. Did we put many of the savages under environment which we live, such as hard sidewalks and uncarpeted floors, it is reasonable to suppose that they, too, would fall heir to many of our present ailments. conditions of It is inconsistent to the paths of any human being to believe that he or she can emulate the motions of gripping the side-walk bricks with one’s toes. So, briefly, the essentials of any good shoe lie in the fact of a broad low heel, carried well forward under the oscalcis, a broad shape com- ing perfectly straight on the outside, and coming out well under the upper of the shoe In fact, there may be no points in the outer bearing of the foot which is not completely support- ed. There should be a perfectly straight inside line irom the great toe joint hack to the middle of the heel. The shoe should grasp the heel firmly and from the tip of the heel to a point three the oscalcis, fairly well rounded up in the arch and with inches on a toe that is consistent with the com- fortable line of the toes without being cramped. In the of the foot, the extreme type of shoe would throw the foot into adduction entire- The demands of fashion at the present day will not average afflictions ly unnecessary. a Nanna ana AREA RUNDLE ARI NS RARE A Se a ee a ee This shoe is made over our Last 18. heavy or light leather. Goodyear Welt or Standard Screw, Ask our salesman. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. ° Yea # Get to Know Our Salesmen And Our Specialty Shoes * These salesmen are now starting out with our New Specialty Shoe Lines Showing Up-to-date Styles for Fall and White Nubuck, Black Suede, Velvets, Black Corkscrews, White Canvas Oxfords and Boots for Quick Delivery Ladies’ and Men’s Drop Toe, Low Heel English Walking Shoes The Only Specialty Shoe House in Michigan # Get to Know ° © Grand RapidsShoe & Rubber. | The Michigan People . Grand Rapids Hood Rubbers End Your Troubles . April 2, 1913 admit of the popularity of such a shaped shoe. There are many feet which will not succumb to treatment without the use ot plates, and these should only be made under the direction of one skilied in the anatomy of the foot, and should be made to order in each case to which they are applied. The plates should not be so long as to spread the foot, and in a large majori- ty of cases will teach the individual the proper bearing for the weight of the body so that they may be dis- carded aiter a certain period of time. The mechanics of the foot with all of its bearing muscles represent the most perfect exemplification of me- chanics and the problems of stress and strain can be admirably worked out, provided we give the foot the op- portunity of freedom of motion. John D. Adams, M. D. > Buy Fair and Prosper. One of the most successful men in leather some years ago -a the shoe and business was moderate sized leather dealer in Boston. He received a call at his store from a large buyer one market day and sold him quite a bill of goods. In the afternoon be- fore the buyer left Boston he came back to the seller’s place of business amd said sather abruptly, (91 | don't want you to ship that leather; I have found something that I like better.” The seller replied, “You bought that leather this forenoon, didn’t you?” “Yes, said the buyer. ‘Well, my understanding of a trade is that when you buy something you take it and sell something I deliver it. ! don't want you to ever come inside of this store again.” This was pretty drastic treatment for a small seller to deal out to a large buyer, but the small seller who believed that a trade was a trade to when I be lived up to has become a very in- factor reputed to be doing a business of over $20,000,000 per an- nuin, while the tluential who was the buyer in this little quarrel we have Man referred to has gone out of business I doubt if many of our readers would remember the name if we repeated it. This incident was brought to our minds again during the week by a statement made by a seller of upper leather. He buyers were inclined to take advan- taze of the seller, especially on those and been forgotten. felt that one or more grades which were hard to market. He explained that it was impossible to make a perfectly uniform selection of his leather; in fact, it is difficult to make uniform selection of any kind of leather. It is his experience that buyers take the selections which are hard to get and appear to be thankful for the op- portunity to get the leather, but the same men appear perfectly to take advantage and bulldoze him on sorts of leather with which the market is overstocked. willing Some members of firms which he was criticising have been in the habit of examining leather and buying it. After it was shipped to the buyer it was passed on as to quality by an em- ploye. This employe may have had MICHIGAN TRADESMAN instructions to be extra careful in ac- cepting merchandise. Usually this in- dividual takes out the best bundles and returns the rest. Sometimes after the member of the firm has made a purchase and received the goods he finds that he can buy for less else- where and returns the original ship- ment with an arbitrary letter, giving the quality is’ a reason for the return. The opinion seems to be that such buyers are practising similar methods everywhere they go and are making tiiemselves more and more undesit- able customers. making ‘There is usually nothing worse for a buyer than to build up an unfriend- lv feeling between himself and those who seil him. The man who is the best buyer is fair, considerate and sometimes generous. He expects those who sell him to make a legit- imate profit; if not, they very soon de- cline to sell or go out of business, so in any event the buyer's list of friends and his sources of supply are cut off or diminished. The practice of bulldozing, of un- fair complaints and unjust returning of goods, a conspicuous desire to buy at the seller’s loss instead of his profit surely will return to injure the parties who use such methods. There is a never failing law of com- pensation which says “If you gain some advantage here, you lose some corresponding advantage there” and this law always works between buyers and sellers. If you go over the list of most suc- cessful and esteemed merchants and mantiacturers in the shoe and leath- er business, you will find that they were fair and honest traders. Those who have taken unfair advantages in either buying or selling have been obliged to change this policy for something better or have soon disap- peared from active business——Weekly Pulletin. —__-o He Had a Worse One. A young man landed in Grand Rap- ids broke. A sign on a_ window, “Shoemaker Wanted,’ attracted his notice, and he applied for the job. The store keeper took him back into the shop and said: “Here are all the tools and the leather. I going out for the rest of the day. Sit down and make a shoe, and when I come back I will see if you are competent for the job.” The young man started to work, and turned out something that look- ed almost like a shoe at first glance. lt was so bad that he put it under the bench, out of sight, and started on another one to see if he could do better. The next morning the store- keeper came back into the shop and asked to see his work. The young man Showed the second shoe he had The storekeeper look, and said: made. took one Quality Line eho [OL diag SHOES perenne TER ee ae “That is the worst I ever saw. I’ll bet ten dollars that as poor a shoe as that was never before made in this shop.” “Do you mean that?’ young man, asked the The storekeeper warmly his offer. “Tl take you young man. repeated said the Then he reached down on that,’ 37 under the bench and pulled out the first shoe he had made. —_+--____ You may have noticed that people who listen to reason always agree with you. ———_> > 2 Occasionally a man’s friend gets the best of him while he is watching his enemies. But Mr. Dealer— at once. date numbers. for them elsewhere. to get it. on them. We have Told in the Past That the ‘‘Bertsch’’ Goodyear Welt is one of the big lines on the market Have you seen our $2.25, $2.30, $2.35 Dress Welts? If not you should investigate this line They are real, live, snappy up-to- You are paying $2.50 and up How can we do it you ask? Partly this—We are after a new selling record and have sacrificed our usual profit on these numbers The “‘Bertsch’’ value is there all right, so you cannot go wrong Send card for samples, catalogue or salesman. THEY WEAR LIKE IRON ‘Herold-Bertsch Shoe Co. GRAND RAPIDS, MICH. This shoe has met a popular demand which increases every year. It is made over full, roomy lasts, and of the most service- able stock, both upper and sole. Let us send a sam- ple pair that an eXamination may prove their worth. We tan the leather and make the shoes Hirth-Krause Co. Hide to Shoe Tanners and Shoe Manufacturers GRAND RAPIDS, MICH. oe See eee eens MICHIGAN TRADESMAN April 2, 1913 RENEW YOUR YOUTH. Learn to Make the Most of Yourself. The seedling oak grows to be the sapling; the sapling matures, and we have the cld storm warrior of the for- ests and fields, with mighty limbs siretching cut to receive volumes of wind anc rain and sunshine. It has arborized enoimously. Starting with only a puny stem, seeming scarce strong enough to hold its spreading leaflets, it has not only _____ Literary Prescription. For clearness read Marcaulay. For logic read Burke and Bacon. For action read Homer and Scott. For conciseness read Pope. For sublimity of conception read Milton. For vivacity read Stevenson and Kipling. For imagination read Shakespeare and Job. For elegance read _ Virgil, smith, Milton and Arnold. Tor common sense read Benjamin Franklin. Tor simplicity read Burns, Whittier and Bunyan. For smoothness read Addison and Hawthorne. For interest in common things read Jane Austin. For humor read Chaucer, Cervantes and Mark Twain. For choice of individual words read Keats, Tennyson and Emerson. For the study of human nature read Shakespeare and George Elliot. For loving and patient observation of nature read Thoreau and Wilton. Bacon and Gold- —_~++-____ Some of the blame for the lies we tell ought to be charged up to people who ask our candid opinion. —_++>___. It must be nice to be a critic. A critic can roast people he doesn’t like and get paid for doing it. soo April 2, 1913 Candid Comment From the Celery City. April 2—Kalamazoo Council, No. 156, held a special meet- ing Saturday evening, March 22, at which time the officers elected at the reguiar meeting were installed. After the installation, the Council rooms were thrown open and the ladies join- ed the members in a social gathering, dancing until midnight. The Enter- tainment Committee furnished a very nice luncheon and Brother Clarence L. Heath, of Boston Council, favored us with two nice selections of Irish stories. Brother Heath has been working the past six or eight weeks with the salesmen of the Lee & Cady branch in Kalamazoo, as a representative of Dwinell-Wright Co., of Boston, and for the past two Saturday evenings has INalamazoo, series of stere- opticon views on a screen across from the Burdick Hotel, assisted by Pro- Fox from the Western State Normal School. Last Saturday even- ing, atter more than an hour’s enter- tainment from the room in the Bur- dick, he was visited by the Chief of Police and informed that there was a local ordinance prohibiting the plac- ing of banners over the windows of any buildings and for this reason his work would have to cease. He then appeared in the Council rooms and passed the remainder of the evening as the guest of cil. Durine his work in Kala and the adjacent towns, he has won a very warm place in the hearts of the members of our Council, and especially with the boys with been giving a fessor Kalamazoo Coun- INAZOO whom he has been working in the local branch of Lee & Cady. AS a loyal U, Co Wi, the interests of at heart, honor of member, he has every member and he had the signing the application blanks of three of the new candidates Tt be is a sample of the men of which Boston Council, No. 44, is composed, we cer- tainly should be very glad to visit their Council. He leaves for Boston on Friday evening, April 11, and our boys hope to see him here again later in the year. . Charlies ©. Adams, 718 South Park Street, very close has for our April meeting. Kalamazoo, has returned his withdrawal card taken Dec. 14, 1907, and will be voted at the next meeting. A. L. Rose, 610 Axtell street, Kal- amazoo, has signified sending in for his transfer since he resident of our city. If more of the local U. C. %: members) would do the same, Kalamazoo would be sec- ond in size in the State. We have a large number of U. C. T. members here who still hold their member- ship outside of the city. Last Wednesday morning, as the Grand Rapids Express No. 43 was speeding down the grade into De- catur, running over an hour late, and trying to make up some of the lost time, the draw-bar knuckle on the old combination baggage and smok- er from the G. R. & I. gave way and the engine surged ahead until the slack was taken up and the train into membership has become a caught by the heavy guard chains on MICHIGAN TRADESMAN the sides of the tender. The pas- sengers received a severe shock, fol- lowed at once by the instant appli- cation of the emergency brakes by the baggage man, and for a few sec- onds it was thought they were off the track. The engine was held to the train only by the chains on each side of the tender and this play be- tween the cars and the engine gave a succession of severe jars to the passengers until the train was brought to a stop im a few car lengths. After replacing the knuckle with one from the Pullman in the rear, the train proceeded to Decatur and Chicago. Cards are out to ascertain how inany members are going to go. to the Grand Council meeting in Grand Rapids in June and the number of ladies each will have. At the present time we know of seventy who will be on the train and the cards have just been mailed. In fact, seven of the seventy have been reported by card. When time enough has passed for the have engaged Fischer’s full fifteen piece band to accompany us for two days. The best is none too good for Kalamazoo Council. Let every one turn in and boost for a grand good time. R. S. Hopkins. —_—_>2 > ___ Chirpings From the Crickets. Battle Creek, March 31—We occa- sionally read in the Tradesman’s columns where some reader speaks about things that have been sent in by some of Mr. Stowe’s correspon- dents. We are glad to have any of you readers call to our attention any article that you think is not correct. There are not many of Mr. Stowe’s U. C. T. correspondents who ever took a correspondence course in jour- nalism or ever interviewed a King, President or Pope, but I venture to state all of us have interviewed sub- jects and got by with it, that would have tried the patience of an expert ‘\ssociated Press representative and ali we wanted at that was an order. But at that, it is a pleasure to send in a weekly letter and we cannot help sweet bone, THE TRAVELING SALESMAN. Off the train he jumps at daybreak with a grip in either hand, With a stomach mighty empty and a wish for Slumberland. But he never makes a whimper as he hops into the bus, For he laughs at real discomforts that would bring the tears from us. Ever laughs the traveling salesman, and his laugh rings loud and To the poor old stranded actor or the beggar on the street, Just because the salesman helps them to their breakfast and their are, Even though it takes a greenback he can ill afford to spare. On the train he hops at midnight, and when dawn has come again You can see him swinging blithely from the cold and dreary train. Just another round of calling, taking orders in a town— Orders that he thinks are corkers—which the credit man turns down. Just another round of hustling, just a ten-mile drive or two, Lugging round a bunch of baggage that would cripple me or you; Far from home and good home cooking, far from baby and from wife, You can bet it takes a hero to endure a salesman’s life! Dodging canned stuff with its ptomaines, getting steak that’s mostly In some little country roadhouse where he creeps to bed alone, With the same old smile he slumbers, for inside his watch’s case Is the photo of a wife and a dimpled baby face. return of the cards we ought to have at least 150. One of our members states that he was informed by a member from Bat- tle Creek that they were coming this way in special cars and, if so, will join our crowd here. So far so good, Battle Creek. We hope you will have at least two cars. Every member of our Council will receive a letter from us in the near future giving him the opportunity ef subscribing to Business, a publi- cation printed in Detroit. The sub- scriptions are $1.50 each and_ the money thus received will go to the band fund. Each member ought to subscribe himself and, if possible, se- cure one other subscriber. Of course, we will not receive remittances from each member, but let each one do his share. The subscriptions have been donated by a member of the Council and he guarantees to each subscriber that he will receive full value for his money and at the same time will have helped defray the ex- penses of the band. Remember, we but know that quite a host of boys read them each week. jos. Day, of Owosso, was a busi- ness getter around Jackson last week. Joe is with the Chamberlain Medicine Co. of Des Moines, Iowa, and sits with the U. C. T. boys at Owosso. Claude De France, of Kalamazoo Council, is meeting with splendid success with his line. He is covering Michigan territory for the Bingham Hardware Co., of Cleve- land, Ohio. Claude is one of the crackerjack ball players in the Kala- mazoo U. C, T. ball team, but on ac- count of talking to the umpire so much and on account of his bow legs, the management has been forced to place him in the field. new The writer is in receipt of a Los Angeles, Calif.. newspaper clipping, dated March 21 and mailed from Chi- The article tells of a police department mix-up cago. in| Chicago re- garding the arrest of a John Quincy Adams. It seems that John Quincy Adams, of Los Angeles, is a minister 39 of the gospel and another John Quin- cy Adams, of the same city, is a crook. The two. parties resemble each other in looks and the pastor was arrested for the pranks of the crook. Who mailed me this clipping I do not know. Why they should have mailed the clipping to me I do not know. I thought at first our Grand Counselor John Quincy Adams might have sent it to me, but John had no business in Chicago at the time this was mailed. Then the thought struck me that J. Q. Adams was having such fine business on his Michigan terri- tory that his house had sent him to Chicago to make a thorough canvass for business from the foxey State street buyers and he (John), seeing this article in a California newspaper (which he had picked up to see how his gold mine stocks were quoted), had sent the article to truly to let the boys know that our John was not the party arrested. But that was not necessary. John Quincy Adams, Grand Counselor U. €. TF, Michigan, living in Battle Creek and traveling out of Jackson, would never be taken for a crook. Neither would he be taken for a minister. Brother C. B. Whipple tells me that a Battle Creek minister in an- nouncing future events in his church a few evenings back stated that Chas. R. Hoster and H. W. down for an yours Treland evening entertainment. I was congratulating Brother Ireland and full and much applause, when he informed me that he knew nothing of his future engagement. I when an. artist established like were Wishing him a house though, reputation llerbert has, that his takes suppose, gets his hooking office care of all has business details and all the principal has fo do is to warble and, take it the Battle Creek Council and friends who had the pleasure of hearing Brother Ireland sing, he sure can sing. Brother Foster is just as good in his line and the two can put on an entertainment that would make the majority of the Butterfield talent want to go back to the high grass towns in the kerosene circuit. Wm. Masters picks up his little case and goes out on the road again Monday morning. Will has been laid up for over two weeks and pretty peaked. Leo Crowell, of the United Confec- tionery Co., has developed a rooted case of poet’s fever. Seems to be of the spring type. Any of the local boys interested in real poetry and wishing to hear Leo’s first at- tempt before it is sold to some of the big New York publishers, kindly call and Leo will recite for you, possibly without much feeling, but he will go through it. The framed photo of our officers and executive committees looks very much at home in the office of our Secretary-Treasurer. W. W. Whitney, credit manager of the United Confectionery Co., has returned from Wheeling, W. Va. He has changed from La Sanoras_ to stogies since his return. The ladies in the front office have found it nec- essary to keep the transom open. Guy Pfander. from have looks well MICHIGAN TRADESMAN April 2, 1913 = a => — Jmm Wis wsecreteg ff COMMERCIAL T \ Ate RAND VN SVNLYAY) AO Grand Council of Michigan U. C. T. Grand Counselor—John Q. Adams, Bat- tle Creek. Grand Junior Counselor—E. A. Welch, Kalamazoo. Grand Past Counselor—Geo. B. Craw, Petoskey. Grand Secretary—Fred C. Richter, Traverse City. ee Treasurer—Joe C. Wittliff, De- troit. Grand Conductor—M. .S. Brown, Sagi- Grand Grand Sentinel—F. J. Moutier, Detroit. Grand Chaplain—C. R. Dye, Battle Grand Executive Committee—John D. Grand Rapids; Angus G. Mc- Detroit; James E. Burtless, Marquette; J. C. Saunders, Lansing. Page—W. S. Lawton, Michigan Knights of the Grip. President—Frank L. Day, Jackson. Secretary and Treasurer—Wm. J. Dev- ereaux, Port Huron. Directors—H. P. Goppelt, Adams, Battle Creek; Saginaw; J. Q. Martin, Grand Rapids. John D. Michigan Division, T. P. A. President—Fred H. Locke. First Vice-President—C. M. Emerson. Second Vice-President—H. C. Cornelius. Secretary and Treasurer—Clyde E. Brown. Board of Directors—Chas. E. York, E. C. Leavenworth, W. E. Crowell, L. P. Hadden, A. B. Allport, D. G. McLaren, J. W. Putnam. Wafted Down From Grand Traverse Bay. Traverse City, April 2—Traverse City Council, No. 361, closed its fiscal year with six initiates last Saturday, with Senior Counselor, W. Ff. Murphy in the chair. Traverse City Council now has a membership of 129 mem- bers and we think we have a record that we can boast of, considering the size of our city, but it only goes to show what a bunch of boosters can do with times. harmony prevailing at all We have enjoyed a net gain of twenty-six members the past year. Traverse City Council will observe Memorial day next Sunday and all U. C. T. are requested to join us and attend these services in a body. Be at the Council chambers at 10 a. m. The infant daughter of Mr. and Mrs. a Ce hope that she will experience a speedy Knowlton is very sick, but we recovery. bd ilanuigan, of Battle Creek, State manager for the Rumely Pro- ducts Co., made a special trip with the territory representative, F. H. Meyer, the past week calling on all the large trade. Was our last dancing party a suc- cess? Well, I guess it was, and you can ask seventy-five couple who at- tended, for this one was the best ever. By request the committee will arrange for another, date to be announced later. Wasn't it great though, fel- lows. to see that jolly bunch tripping the light fantastic. W. J. Cosgrove, of Saginaw Coun- cil, attended our dancing party and from all reports enjoyed himself to the utmost. Come again. Bill. Fied Meyer, of Manton, also attended and assured us that he also had a good time. Come up often. M. Carroll also attended our dane- ing party and featured with the tur- key trot, etc, which are strictly against the rules of the committee. Mike says it seems good to get away from the P. M. ticket office and min- gle with the boys. W. F. Morford has associated him- self with the I. H. Co..of A. and will cover this territory. We wish you success, Bill, which you are justly en- titled to. Chas. Van Riper has accepted a position with the Associated Manufac- turing Co., of Waterloo, Iowa, and will cover this territory. This is the position that Bill Morford haa and now Bill has Charles’ job. just changed firms. Fred Bennett, of East Jordon, at- tended our meeting and favored us with a few chosen remarks were well taken. The boys which Fred also was sonic speechmaker. 3ert Sweet, of Bay City., was seen at Beulah this week engaging launch- es for his summer vacation and to our personal knowledge, Bert has seven engaged to date. Well Bert, never did go at anything in a small way. W. J. Cosgrove, of Saginaw Coun- cil, is certainly a Traverse City Bodos- ter, for every time he is in town and there is a U. C. 7. function of some kind you will always see Bill’s smil- ing face. Bill in his modest manner favored us with a few words at our last meeting which were well receiv- ed. Welcome, Bill. Kent Buttars, of our city, is court- ing a matrimonial agency, but really, Kent, has it come to that? Think it over, for we never were in favor of this mail order proposition. This is merely for the attention of Bill Smith, of Buckley. Have you seen A. E. Ford, with that brand new high priced $3 fancy vest marked down to $1? Now he will surely attend our parties. A red necktie would also be very becoming. Al paid the lower figure for the vest. For the enlightenment of the many enquiters , we might suggest that it was not Sam Taylor, Bill Godfrey or I'rank Gardner whom we had refer- ence to in our poetry of last week in which we only used the initials. E. M. Dixon, banker of Thompson- ville, tells this one: Ed. says that while crossing the lake the other day he noticed a small hole in the ice about three inches in diameter and as he was standing there lo and behold! a pike weighing nine pounds jumped out through this hole upon the ice and as Ed. has held down the middle sack ae er nee ate nM Pee cnet MONS ST TOS ree eel een for the Thompsonville base ball nine for the past twenty years, he natural- ly had no ditficulty in landing Mr. Pike. Think it all over now, readers, and i am sure you will come to the same conclusion as Mrs. Dixon has that a quart of 89c brand brings out some queer experiences. Ed. is now looking for a good taxidermist to have this fish mounted. The subscription price of the Tradesman is only $1 per year for a short time. Think it over. One of the best trade papers in the country for less than two cents per week, be- sides the commercial items. Say, boys, did you get on to dur new Conductor, Frank W. Wilson, and and the manner he delivers his work? Frank, you were going some and the boys all appreciate it. Let follow. Did you get on to the way our new Senior Counselor, W. F. Murphy, pro- nounced the word “permeate.” Some of the boys say he said “penetrate.” Others say “pentameter.” Others say he said “prevaricate.” At our last meeting the Senior Counselor appointed a committee to consummate plans to attend the Grand Council meeting at Grand Rapids in others June and from the expressions of the: boys we expect to have at least 75 per cent. of our membership there. Our base ball team is now in the south training and we will report later. Boost for Grand Rapids, for Grand Rapids knows how. At our last meeting the Senior Counsclor appointed Fred C. Richter td act as press committee for the ensuing year. Thanks. Through a very clever piece of campaigning, Bill Bennet had all the votes nearly cinched for him at the annual election, but at that he had a narrow escape. If Bill had not voted himself it would have been all off. The tellers need a much needed rest after the strenuous labors they were obliged to perform at our last meeting. Life is real and life is earnest And the good they all die young. Oh joy, no flowers soon To “Sunny Jim” of Ludington. Fred, C. Richter. —_—_+ ++. News and Gossip of the Grand Rapids Boys. Grand Rapids, April 2—A_ jolly crowd gathered at Herald hall last Saturday night and spent the even- ing in dancing. We were very much pleased to see Mr. and Mrs. O. W. Stark present. Although Brother Stark was not able to dance, it seem- ed good to have him there. We wee all glad to see him improved so much since the time of the last meeting. The flood at Dayton caused many hours of anguish at the home of Brother and Mrs. Rufus Boer, whose daughter was visiting an aunt at Day- ton last week. A welcome message came Saturday, stating that their daughter was safe. All members of No. 131 should not forget that next Saturday, 7:30 p. m., April 5, is the business meeting of the order. All try to be present, for matters of interest to all will be transacted at this meeting. Come one, come all! : We wish to report that train No. 3 on the Detroit division of the P. M. makes a flag stop now at Lake Odes- sa to take on passengers for Grand Rapids. Thanks to Neil DeYoung, for we think it was he who brought this about. Make Sunfield a flag sta- tion and we will not say any more about it. A. N. Borden, with Buhl Sons Co., Detroit, has accepted a position with the Norvell-Shapleigh Hardware Co., Borden. : Arthur N., of St. Louis, Mo., and will cover Cen- tral and Northern Michigan. We certainly wish Brother Borden suc- cess and good luck from No. 131. There are at least three new candi- dates to take the work for the next meeting. Lets add a few moze to this list this week. Get busy all. We hope to have-S. W. Johnson's trans- fer card from Battle Creek Council by next Saturday. Uf not, we are going to charge him 25 cents a week for having his name in our roster. Wm. D. Bosman. —_2--__ The Real Salesman. Proud of his calling and election, patient amidst tribulations, hater of sham and hypocrisy, arbitrator and buffer ‘twxit the house and the buyer and loyal to both, possessor by divine tight of inheritance and cultivation of the cheerful smile and the glad hand, keen judge of human nature, blessed with tact and discrimination that “finds a way,” endowed with the discerning eye, the attentive ear and golden tongue, beloved by the canine race and little children, sympathetic and generous of heart, courteous and chivalrous to the weak, “on the job” and uncomplaining in summer’s heat and winter’s cold, forgetful of self in the keen chase for the elusive or- der, no perfunctory peddler of pro- duce, but one who sells the right goods to the right buyer at the right price with the right delivery, purvey- or of the merrie jest, knight of the grip, past master of publicity, com- mander of the faithful, ambassador of commerce—all hail to him, may he live long and prosper greatly. Chas. C. Hoyt. ——~+-+—___ Just Questions. Is your store both bright and cheerful? Are the windows looking trim? Are you working for a record With your salesmen full of vim? Do you compliment the helper Who shows he has a head? When you feel your temper growing Can you simply smile instead? Are you prompt in sending statements, And to see that they are paid? Do you_ realize the losses That delay has to your trade? ee tee ee a April 2, 1913 Seepings From the Soo. Sault Ste. Marie. March 31—The lumber camps in this vicinity are practically closing up for the season. The men are being paid off and going to their homes in various parts of the country. Mayor Short has started a subscrip- tion list for the flood sufferers and is meeting with good success. The responses are liberal and much sym- pathy is extended to the inhabitants of the fiooded districts. The Cornwell Beef Co. was the successful bidder again this year for the contract supplying the steel trust boats of the Pittsburg Steamship Company's fleet, which is one of the largest meat contracts let in the State, as all of the boats are provi- sioned here going and coming up and down the Lakes. The Cleveland Cliffs Company is dismantling the old mill at Bay Mills. This will be the wind up of a once thriving lumbering town. Frank Per- ry has a residence at Bay Mills and it may be turned into a summer re- sort later on, as it is conveniently situated near the Soo and would be an ideal spot for a resort. Joseph and William T: MacLach- lan, flour and feed dealers, have open- ed a branch store at Dafter, where they will carry a full line of flour, feed, hay, brick, cement, etc. This will be pleasing news to the farmers in that community. Traffic between the two Soos con- tinues, although the ferry service of the International Transit Company is tied up. Small boats are being oper- ated between the ice and the Cana- dian Soo ferry dock. Where the ice exisis the walking is good, the only difficuity being experienced is be- tween the slush ice on the surface. Articles of incorporation have been filed by the Gamble Robinson Co., of Minneapolis, Minn., and the Shaw Produce Co., of this city for the pur- pose of carrying on a fruit and pro- duce business, both buying and sell- ing. The association is_ capitalized at $50,000. The stockholders are Fred I’. Shaw, of this city, David T. Gam- ble, Ross A. Gamble, Harry Robin- son and George T. Freshman, of Minn- eapolis. The company will have a wholesale house in this city which will be in charge of Mr. Shaw and will also conduct a store in the Cana- dian Soo under the management of E, © Duncan. W. G. Papert. a a Cogent Criticisms From Sunny Jim. Ludington, April 1—J. H. Lee, Mus- kezgon correspondent, says that Mus- kegon Council, No. 404, is going to give a banquet the first Saturday in April and winds up thus: “Men, bring your wives; boys, bring your girls.” Holy smoke! Can’t a feller be single and still be a man? Robert Burns Richter. Looking over the list of officers elected in Traverse City Council, No. 361, reminds one of the Ancient Or- der of Hibernians. Traverse City Waft: “H. V. Wil- cox is requested to step into one of the Grand Rapids restaurants and settle for a breakfast which he en- joyed last Monday morning.” How MICHIGAN TRADESMAN could Hartwell enjoy a meal if he had to pay for it? It's a good thing they don’t judge a city by the amount of correspon- dence they send to the Tradesman. Grand Rapids has, by far, the small- est amount of any of the councils in Michigan. There are a lot of live Pity they don’t awake to their opportunity of advertising their Council. Bracing Breezes From Muskegon says T. W. Hoskins has resigned his position with a Muskegon firm to accept one with a Grand Rapids con- cern. And continues the Muskegon corespondent, “He will make his home in Muskegon still.” Huh, how can a home in Muskegon be other- wise? Editor headed an article last week as follows: “Angels can do no more.” Some comparison that—an- gels with newspaper men! Cloverland Laird furnishes his column with a poem written by Charlie Wheeler to his friend, Bill Pohiman. Billy Pohlman is too good a fellow to have any one take ad- vantage of him like that. Pretty nifty sheet last issue of the Bulletin, but we would like to utter one word of caution—cut out the per- sonalities. so and so visited a buries- que house, etc. etc. It may harm the party mentioned and it is poor reading matter besides. When people get married to each other it takes several years before they understand each other and then don’t they just become resigned? We're open for a few items for our column—but if they can’t gather enough in Grand Rapids to cover a sore corn, our chances are hopeless. Anyway, we'll ask. Last Monday, traveling pest, did you stand in line or did you buy that ticket ot the city ticket office Satur- day. J. M. Goldstein. ones there. —»-2 Honks From Auto City Council. Lansing, April 1—Another addition is being made to the Hotel Went- worth. Brother O. R. Starkweather reports business as being up to expecta- ticus so far this season. He sells automobiles instead of farm machin- ery. Brother C. S. Watters has been spending a good portion of his time lately at Pontiac and, judging from the looks of his order book, he has been busy. One day last week Brother Steel, of Battle Creek Council, finished up his business at Charlotte in time to take the local train, No.-13, for home and was at the depot waiting, when the fast train, No. 3, came in more than an hour late. George was all ready to go, but still he waited and watched the fast train pull out, prob- ably not realizing that fast trains step at such small towns as Battle Creek; but when the agent walked over to the bulletin board and mark- ed up the local train one hour and 20 minutes late, he came to and began to wonder. Proprietor Burns, at Sunfield, is handing out some very unique cards advertising his hotel as a home. eee rene een tren erate etn Se ete MEO ee Who ever saw the country roads in worse condition? Last Thursday liverymen at Howell and Williamston reiused to drive anyone except doc- tors. Don't forget the Council meeting next Saturday night. Some import- ant business is to be transacted and several candidates are to be initiated. Brother E. J. Evans says he isn’t talking for publication this week. Another of those delighful U. C. T. parties was enjoyed last Saturday evening at K. P. hall. We wish to correct a rumor that the series is end- ed. One more of these popular social functions will be given April 26 and it is planned to make this the grand- est of all. Four new members were added to our Ladies Auxiliary at their meeting last Thursday at the home of Brother and Mrs. F. H. Hastings. Prepara- tions are being made to serve another of those goody-good Bohemian sup- pers at the Council parlors at 6:30 next Saturday night. i 2. B. Oe Special Features in the Grocery and Produce Trade. Special Correspondence. New York, March 31—Prices in the spot coffee market have been steadily held and the whole outlook is much more favorable than at last report. An advance of Y%c has been noted, al- though this is not fully established. Santos 4s are quoted in an invoice way 1334. Rio No. 7, 12@12%c. Were it not for the flooded condition of a large section, the coffee market would be cheerful. In store and afloat there are 2,401,999 bags, against 2,268,809 bags at the same time a year ago. In sympathy with Brazil sorts mild coffees are firmer and quotations are well sus- tained. Good Cucuta is worth 14c. Granulated sugar, 4.25@4.30 and dragging. The low prices are an indi- cation of quiet trade. Then the tariff enters somewhat into the situation, as does the flood, and, altogether, no one seems to know just where he is at. Teas are steady as to prices and un- steady as to demand. Buyers take only enough to meet current requirements and seem to care litthe whether there may or may not be a tariff. Rice is moving in the usual way. The demand generally is for Quotations show no change. small lots. Holders in the South are still very firm in their views, although the generally light de- mand is not very encouraging for them. Good to prime, 5@55c. Absolutely no life in the spice market. Prices are unchanged. Stocks are mod- erate, but sufficient, and there seems to be no reason why this state of af- fairs should not continue indefinitely. Molasses is in no very large supply and prices, while without change, are very firmly adhered to. Good to prime centrifugal, 35@40c. Syrups, as _ last reported. Canned goods are mighty quiet. Pack- ers having tomatoes that are really honest goods want 82!4@85c and seem bound to get it. Stock can be ob- tained for 77%4@80c, but it is looked upon with suspicion. Little interest is shown in futures and the trade seems to be simply waiting for something to turn up. Maybe Canned Foods Week 41 will mark the beginning of a better era. Butter took a big upward turn, on ac- count of delayed shipments, but just now the market seems to be swinging downward again. Creamery _ specials, 40c; firsts, 38@39c; process, 28@29%4c; imitation creamery, 27@28c; factory 25%@174c. Cheese is rather unsteady, closing at 17@17t'%4c for top grade. Eggs declined under: liberal supplies. Finest white Western, fresh gathered, 201%4@22c. > o2— The Ideal Store. I like to go mto a warm store — not steam heated, particularly, but heart heated—a store where the pro- prietor is cordial, obliging and cheer- ful, where the clerks act like they are glad to see me. I like to go into a store where 1 feel welcome. In some stores I have felt like an intruder breaking into a private home. I like to enter a store by being in- vited in by attractive window dis- plays. I generally choose a store by the windows, and I very seldom find that they misrepresent the qual- ity of the store. 1 like to deal with a store where [I know the clerks work together pleasantly, where they receive prop- er credit for what they do and where the proprietor treats them well. When I go into a store I like to have the clerk take my complete or- der and then collect the articles, wrapping them in as few parcels as possible. where the clerks know where to find what I wituout I like a store want unnecessary delay. ! like to go into a store where there is plenty of light, both in the day- time and evening, and where these is good ventilation. [ like a store where the shelves are clean and where they do not show dusty packages and cans. I always patronize the find. 1 like to go into a store where the clerks are anxious to wait on me, cleanest store I can where they are desirous of showing me goods, even though I may not make a purchase. I like a store where I always get a receipt, for it is the only safe way, and I know I am getting exactly what I pay for. When goods are delivered or I send out after them I always like to have the store send me a receipt, so I may know that I get what I ordered. The ideal store is the one that has these good qualities—and more— Customer. —__>+-e—____ The successful man strikes while the iron is hot, but there are others who fail to recognize a hot iron when they see it. The man who takes no interest in public schools, good roads, religion or politics, isn’t even a satisfactory has- been. When a man thinks he’s eating brain food he is really feeding his vanity. ee Lot was glad his wife turned to salt instead of pepper. MICHIGAN - Michigan Board of Pharmacy. President—John J. Campbell, Pigeon. Secretary—W. E. Collins, Owosso. Treasurer—Edwin T. Boden, Bay City. Other Members—E. E. Faulkner, Del- ton; Charles S. Koon, Muskegon. March meeting—Grand Rapids. Michigan State Pharmaceutical Associa- tion. President—-Henry Riechel, Grand Rap- ids. First Vice-President—F. E. Thatcher, Ravenna. Second Vice-President—E. E. Miller, Traverse City. Secretary—Von W. Furniss, Nashville. Treasurer—Ed. Varnum, Jonesville. Executive Committee—D. D. Alton, Fremont; Ed. W. Austin, Midland; C. S. Koon, Muskegon; R. W. Cochrane, Kalamazoo; D. Look, Lowell; Grant Stevens, Detroit. Michigan Pharmaceutical Travelers’ As- sociation. President—F. W. Kerr, Detroit. Secretary-Treasurer—W. Ss. Lawton, Grand Rapids. Grand Rapids Drug Club. President—Wm. C. Kirchgessner. Vice-President—E. D. De La Mater. Secretary and Treasurer—Wm. Tibbs. Executive Committee—Wm. Quigley, Chairman; Henry Riechel, Theron Forbes. Be More Than an Ordinary Drug Clerk. You young men who are going to the pharmacy school, or those of you who have this intention, in the near iuture, all of you I ask, are you get- ting all you should out of the school you are attending? : In the first place, why are you at- tending Just state requires it, or that it may make the passing of the state board a trifle easier when the time comes? Or are you going because you want to learn college? because the something you don’t know and which if you use it right after you get it, will tend to put big round dollars into your pocket? Ninety per cent. of you will say the latter, while the former is really the truth. Qf course if you wish to be just an ordinary drug clerk and have no further stop this But if you have one spark anibition, reading right here. of ambition in you and care to make anything of your life, my advice is: Don’t just be content to know only enough to pass the State board, but know and understand every branch which is taught college. " (here's a reason. you in very well-regulated pharmacy school gives you all you need in the way of education, and since you are paying good money for this knowl- edge, it’s up to you to absorb all you can and then use it in the right place. How many of you about every thirty days are heard to say: “I never could could see why they required us to study all this stuff; I’ll never use it, and itll never do me any good in the drug business?” That's right, you may never use botany, or analy- tical chemistry in the drug store, bit you would in a pharmacy. There’s a difference. this tact | And to you who realize say, study every bit that is required of and then some. Wont be an ordinary student and go to college because you may be able to get a good (?) job at 15 per when you come out. you, Know your pharima- cognusy, your manufacturing pharma- cy and chemistry just as well as you do your materia medica or toxicolo- sy. Hor every one of these are im- portant one just as much as the other. lf your fortune is such that after getting through college you can own a store, if this be your ambition, make the best of it. Don’t be satisfied with running an ordinary drug store. -\nyone can do that. Conduct a phar- macy. With the chemical and ana- lytical knowledge you have gained at school, interest your doctors in having them allow you to do their and other chemical them—not free, but with a fair profit for the time spent in doing it. If you are in a country town, use your knowledge to analyze the waters, soil, etc., for the sur- rounding districts. Every farmer has it done now and then, and just think of the financial benefit. “He’s some smart fellow, that boy Smith; don’t have to send my well water to Bug- ville to have it tested now, ‘cause he can do it just as well.” This would be the very best kind of an adver- tisement for you. These are only a may think of many more to take advantage of. urine analysis necessities for few; you lor the large maiority of you upon whom tortune does not smile, and in necessary for you to toil from 8 to 11 for someone else, make the boss realize that you know some- thene and are not just a which can sell stamps and draw soda. The biggest profit in a store is in the buying, not the selling. Show him that you can manufacture some of his goods for him and thus save him money. Then if he’s the right kind he'll give you some of this gain, and make it worth your while. If he’s not this kind, my advice is for find one that is. Then there are a very large num- ber of you who wish they could get out of the drug business, for one reason or another. Well, why don’t your Haven’t you got the nerve or didn’t you study enough at college to enable you to do a little more than sell Dr. Doeverybody’s pills, or Mrs. Dopeemup’s cough balsam, or now and then put up a prescription for some Compound Getthemoneyquick patent? For if you had studied your pharmacy, chemistry and analysis thoroughly while at college and know case it be machine. you to cere ee eat eer re ener ene anal TRADESMAN how to use this knowledge, your op- portunities to get out are many. We have the manufacturing phar- micist, who sells you ready prepared products. And you say it’s better to these fellows because they are guaranteed. Yes, that’s so. Lut how do you suppose these fel- lows are able to guarantee their prod- ucts? Do you suppose they just take a chance that you'll not know the difference, or that the inspector will never come into your store for sam- ples? Not on your life, he doesn’t. Every piece of goods which comes into his place must be just right, and every elixir, syrup, fluidextract, etc., must be perfection, just right, from the best that money can buy, both material and brains. Full strength, assayed always where possible, not just where the law requires it to be. And thus the preparation is delivered to you in the pink of condition. It does not just take experience to do all this, but a good sound common by ‘em of sense knowledge of pharmacy. as well. You'll find that the fellows who hold the responsible positions these firms are men who used the knowledge they gained at college to further their welfare, and thus not have to stick in the all their life. with business And there’s just this chance for you, too. drug Of course | realize that you all can’t get into the large manufactur- ing game. But there are other places you could slip into if you tried. Al- though you needn’t expect to draw $5,000 from the start, you may only get 8 or 10 per to Start, but the $5,000 job is there, and it’s up to you to work up to it, for it will never come down to you. Outside of pharmacy we have al- most numberless industries, in which opportunities await the young man with chemical and pharmaceutical knowledge. Every large up-to-date industry employs one or more chem- ists for various purposes. If you have your analytical and pharmaceutical knowledge at your fingers’ ends, you might take one of these good posi- tions. There are the food manufacturers, flavoring extract com- panies, leather manufacturers, paint soap producers, intils, oil companies, and hundreds of others who would be only to glad to employ the right man, and you'll lind that the processes are really only pharmaceutical on a larger scale. The only thing that you'll have to be sure of is your knowledge, and not try to bluff it through, for sooner or later you'll run up against it. Every one of these positions pay well, but you'll have to start from the bottom and work up. It’s worth while, though, after you get there. Even the government offers a field for your knowledge, and a_ bright young fellow with a short enlistment with the navy could further his ex- perience to his heart’s content, for Uncle Samuel will furnish you with almost any apparatus you may need to go ahead with, and is always glad to have you do it. Then there is the food drug inspector, the agricultural and other chemists for the govern- ment. You might have any of these large companies, steel April 2; 1918 positions, but have to work for them. So you see it all depends upon how you'll much you absorb in your college. Study everything thoroughly, and then make full use of it, so that when you of college you'll be more than an ordinary drug clerk. William M. Linnett, Jr. come out —__>+-.__ Greaseless or Vanishing Creams. During the past few years various creams have been placed on the mar- ket under the name of greaseless or disappearing massage creams. These are for the most part composed of stearic acid, partially saponified by means of some alkali as potash or soda, the carbonates of these metals being the salt most frequently used for the purpose, combined with gly- cerin and sufficient perfume to give a pleasant odor. These creams, when rubbed on the skin, disappear in a short time, leaving the skin soft and smooth. For this reason they have been preferred by many to the older forms of greasy creams. The appended formulas are typical of this preparation, both with and without the use of starch: Stearic Acid ¢....... 50 drams Glycerin ./........... 15 ounces Potassium Carbonate Sodium Bicarbonate Water 20300 0300. Heat allthe ingredients together on a water bath for three hours, then remove from the fire and stir until cool. When nearly cool add any de- sired perfume in sutficient quantities. Greaseless Cream With Starch. Steame Acid ...50.00.. 4 ounces Potash Carbonate .....: 14 ounce Water (ot) ......... 8 ounces Dissolve the carbonate in the water; melt the stearic acid on a water-bath and when completely melted add the solution of carbonate of potassium (hot) and stir until a complete sapo- nification occurs. > 2 The Drug Market. Cod Liver Oil—Owing to the stormy weather, fishing has practically been impossible and reports up to the pres- ent time show but about of the usual catch. Menthol—Owing to more liberal ar- rivals, this is a trifle lower. Opium—Cable advices from Turkey report heavy snow storms and_ frost and that the growing crop is in danger. Based on the report, importers have ad- vanced their price 25c per pound. Citric Acid—The season is coming on and all indications point to higher prices. Quinine—Bark shipments have been running small and higher prices are looked for. Glycerine—The demand by the dy- namite trade is heavy, which has caused the C. P. to advance and still higher prices are looked for. ——~> 2-2 If some men would quit looking for a soft political snap and stick to their regular employment they would be bet- ter off financially. 2-2-2 No doubt a prophet would have more honor in his own country if the natives didn’t get tired of hearing him say “I told you so.” 5 drams .. 1 dram 30 ounces one fourth + i + April 2, 1913 MICHIGAN TRADESMAN 43 Acids G@ubeba es...) @450 Digitalis ........ @ 60 Acetic ........... 6 @ &. Brigeron ........ @250 Gentian ........ @ 66 } Borie .......:.4-: 10 @ 15 Eucalyptus .... 75@ 85 Ginger .......... @ i @acholle: ........: 22@ 26 Hemlock, pure @1 00. Guatac .......... @ 60 ote 48 @ 55 Juniper Berries 126 Gualac Ammon @ 70 i Maurlatic ........ 1%@ «56 a eco: * 1 . ~ eee: @i 60 ; : Ta .... ne, i Nitric 2.000000... 54%4@ 10 Lard, No.1..... 16@ 90 Ipe ula 3 i Oxalie ........... 18 @ 16 Lavender Flowers 400 Iron, clo ....... @ 60 | Sulphuric .. .... 1%@ 65 eae ae Sood : Syoch a “7c HOMIOWM ccc ca eae PY 6. se ee Martaric ...0..... 38@ 42 Linseed, boiled bbl @ 47 ae Vomica .... g 50 Linseed, boiled less 50@ 55 Opium .......... @2 00 Ammonla Linseed, raw bbls. @ 46 Opium Camph. @ 15 ' Water 26 deg. .. 64%@ 10 pone, raw less 49@ 54 op Deodora’d @2 25 Water 18 deg. .. 4%@ 8 ustard, true ..4 50@6 00 ubarb ........ @ 7% Mustard, tif] 2 Water 1d de... 3%@ 6 Noatafoct on.” a0@. saints Carbonate ....... 18 @ 16 Olive, pure ...... 250@3 50 Lead rea d 1%@ 10 Chloride ........ iz @ 15 Ollve Tiles, =. cei Le2d waite ‘ary TH@ 10 ve Malgea | Lead, white oil T% 10 Olive, Malaga, Baleams green ...... 1 50@1 65 Ochre, yellow bbi 2 1% Copaiba ......... 7@ 75 Orange, sweet ..4 00 50 Ochre, yellow less 2 5 Fir (Canada) .. 175@2 00 Organum, pure 1 25@1 50 oo eet 24@ 5 mir (Orecon 40 Origanum, com’) 50@ 75 Red Venetian bbl 1 1% ; (Oregon) @ 50 i : Pennyroyal 2 25@2 50 Red Venet’n, less 2 at: t Peri oo. ek. 2 20@3 40 peppermint ..... 375 Shaker, Prepared 1 50@1 60 q a i , x » Tolu 1 25@1 40 Rose, pure ... 16 00@ $00 Vermillion, Eng. 99@1 00 fe fen PA No acts Rosemary Flowers 90@1 00 ee Amer. 15@ 20 ema Sem Pans Berrles Sandalwood, KE. I. 6 25@6 50 wainan bb ..: 6: 1% iS yas! @ubeb ...0.:...-. 65@. 75 aoe.’ pelle : 80 2 ie ee ye ssafras, artifi’l 45 Lia Fish .........--. 16@ 20 Spearmint ..... 6 00@6 50 Insecticides gumiper ........- 6@ 10 erm ek) le... 90@1 00 Arsenic ........ 6@ 10 Paes Ash... @ 8 TER: ‘a che vidke i of isis Turpentine, bbls. | @5114 Bordeaux Mix Pst 8@ 15 : Turpentine, less 55@ 60 Hellebore, white Cassia (ordinary) 25 Wintergreen, true @5 0@ powdered ... 16@. 20 # Cassia (Saigon) 65@ 75 Wintergreen, sweet Insect Powder .. 20 85 oN Elm (powd. 26c) 25@ 30 ., birch .-... aj? 90@2 25 if... [CU CU sassafras (pow. 30c) @ 28 Wormeed | ae 00 Solution, gal 15@ 26 Soap (powd. 25c) @ 16 Wormwood ..... gs 0o0.6«Cr Paris Green ... io 20 Extracts a gee Our Home—Corner Oakes and Commerce Licorice ........ 24@ 28 Bicarbonate ses. 15@ 18 Acetanalid ‘2. 30@) | $b : oe Licorice powdered 25@ 30 chromate ..... 13@ 16 MIM 6.7. ea. 3 5 Ses c Coe Bromide ....0.. sg 55 —_ jpowdered ana We are distributors of the Walrus soda fountain made hl fy Bh ni- 5 3 . ee ee Woe OO nn Ge ta cs at Decatur, Ill. We have five complete fountains on exhibi- Chamomile (Ger.) 25@ 85 Chlorate, granular 16 20 Borax xtal or : . ts ee . : Chamomile GRom.) 40@ 60 Cyanide’ ........ 28, 40, powdered... 6@. 12 tion in our store, and we invite the inspection and con- Odide :........ antharadies none 25 : ; . Gums Permanganate .. 15@ 30 Calomel ... 1 25@1 35 sideration of all prospective buyers. Prussiate yellow 30@ 35 Capsicum 20@ 25 Acacia, Ist ..... 40@ 50 bDmissiate, red 0 60 Carmine 3 60 Acacia, 2nd 35@ 40 Sulphate ........ 30 20 Cassia Buds : g 40 Acacia, 3d ...... 30@ 35 6 a pecan: oe 30 : aes! es. Se Chalk gesaiea 578 6@ &% | Grand Rapids. HAZELTINE & PERKINS DRUG CO. Acacia, Powdered 35@ 40 Bind oawaered a % Chloroform ..... 38@_ 48 Aloes (Barb. Pow) 22@ 25 Calamus ...... mo 6 Ge Yemete I aa. t Aloes (Cape Pow) 20@ 25 Elecampane, powd 15@ 20 Cocaine ........ 410 : Gentian, powd.. 12@ 15 Cocoa Butter ... * 00 60 SS 9 r= EERE Aloes (Soc. Powd.) 40@ 50 Corks, list, less 70 5? COLEMAN S Asafoetida ..... 1 00@1 26 Ginger, African, 15 20 ornces pepe ped @ 8 FOOTE & JENKS” A _ (BRAND) _ Asafoetida, Powd. Ginger, Jamaica 20@ 25 GobPeras, iSas . t : L ; . Cc oe i "lace Sire Rowt qu wo Slhaee Jametce, Oo, Sree dame 8, g | Teens Lemon and tisncass Vanilla acne ore ” 55 60 aoe nee pow. gs 56 fae .- 2 ° Insist on getting Coleman’s Extracts from your jobbing grocer, or mail order direct to oe 35@. 40 ee ee + af . Dextrine ES apa! ag FOOTE & JENKS, Jackson, Mich. Guaijac, Powdered 40@: 60 Licorice, powd. 12 15 Dover's eowde: 2 v0@2 25 Orris, powdered 25@) 3@ =mery, Nos 10 ADO ccacs-cec ees @ 40 Poke. owdered 20@ 25 Emery, scent S 8 Kino, Powdered... w 45 Rhubarb ........ 75@1 00 Epsom Salts, bbis 1% Myrrh .......06 @ 40 Rhubarb, ‘powd 75@1 35 eo oe, Myrrh, Powdered @ 50 Sarsapariiia, Hond. %@ 8 Ergot, powdered 1 80@2 00 Ge J. 7 00@7 25 ground ...... @ 50 Flake White ...... 13g 15 Opium, Powd. .. 8 50@8 75 Sarsaparilla Mexican, Formaldehyde » 2 Opium, Gran. .. 850@8 75 gaye Une --:--: pa io 6Gelatine ... OG 4S Shellac .......... 25@ 30 quills, powderea 40@ 60 Glassware, full cases 80% Shellac, Bleached $0@ i5 ‘Tumeric, powd. ise 15 Gi weTe, lene 70 & 10% oe ozm1oq. Walerian, powd 25@ 30 Glauber Salts bbl. |@ Tragacanth .... 1 25@1 30 . . Glauber Salts less 2@ Tragacanth, Pow 60 @ 75 Seeds Glue, brown ... Hi@ 16 Turpentine ...... ie@ 16 Antse ...2...., 15@ 20 Glue, et ae : @, white ... 15 25 Anise, powdered 22@ 25 Glue, white era 18 20 Leaves he Bo sseeeee 7™@ 8 Glycerine 23@ 30 Gieba ..0.-.5: POO Gee vo oe a2 Buehu, Powd. ..290@3 2% Cardamon ...... 1 8061 75 mene gs Iodine ... 3 75@4 00 Sage, bulk ...... 18@ 26 a sete eeeees 50 [odoform ...... 4 80@5 00 Aaa eos MO & Se et: 16g : pees pent 26 18 Mlk ce ec cee wa pdium { saat, poo a0 > Fennell s101-1.0:. (@ 89 Mace “seecignea ang 3 90 MERICAN BEAUTY” Display Case No. 412—one a tian. 16@ 29 ‘Flax, round“... 4@ 8 Menthol ...... 18 00@14 0 00 of more than one hundred models of Show Case, a on ee ee S@ 1 Morphine, ail bra 4 6eq@4 80 Shelving and Display Fixtures designed by the Grand Uva Ursi ....... 10@ 15 Lobelia ......... 50 Nux Vomica .... 10 Rapids Sh ? Mustard, yellow’ 9@ 32 Nux Vomica pow _ apids Show Case Company for displaying all kinds Olis ustard, black .. Pepper, black pow 20 25 of goods, and adopted by the most progressive stores of Amer Almonds, Bitter, oe powd. a a Pepper, white .. 25@ 365 . i . 7 von sip eo Col@es) Ge a eee Bee RAND RAPIDS SHOW CASE CO., Grand Rapids, Michigan mon sitter, @1 76 Kore eee eee 6 10 Quinine, all brds 2 a1 The Largest Show Case and Store Equipment Plant in the World : Sen testes 26 80 Rochelle ‘Salts Show Rooms and Factories: New York, Grand Rapids, Chicago, Boston, Portland Almonds, Sweet, Sabadi la, powd. 36 45 Saccharine 2 002 26 : : ’ true ........ M@t00 Fae, Ameten ue i fone die’ Bab Asond, Galcet. Ora Levant 40 50 Seidlitz Mixture = 25 a Soap, green ... 20 imitation 40@ 50 Soap, mott castile th 15 Amber, crude .. 25@ 30 Tinctures Soap, white castile Amber rectified . 40@ 50 Aconite ......... 60 Case... ++. 6 25 Hales 5 ..05.55-- gthaa ee De “ aa enn. per — ag F Ki d : C Seacheie sss 3 oe Bergamot ...... @8 00 Asafoetida ....... 106 Soda Ash ..... 1% 5 our in S O oupon ooks Cajeput ......... @ 75 Belladonna ..... 60 Soda Bicarbonate 1 5 Cassia ......... 1G Se ci © ye Rete Caieaice 5 are manufactured by us and all sold on th Castor, bbls. and eed sc. “ie be Spirit Cologne ..2 76@8 00 ee wane” aes. Kg - Poo Saga 7 aoaer ron tte - 6 basis, irrespective of size, shape or denomination, A uae . Ppseicum ....... uiphnur UDI. aoe ‘ x CHonalla es : ae ” Cardamon woees 1s Tamarings gs 10g 15 Free samples on application. Soe pciesa ec amon, Comp. a Se Cocoanut ....... 18@ 20 Catechu ....... . 66 Turpentine Venice too $0 Cod Liver’... 1 25@1 50 Ginchona 6 Vanilla Hxt. pure 1 00g1 £0 TRADESMAN COMPANY, Grand Rapids, Mich. Jotton Seed ... “a. 85 Colchicum @@ Witch Hagel .... 65@1 Croton .......... Cubebs ....- @ % Zins te... 7 16 “iaaancnhcnicn saemssencnncaceinaow aie enon a aca aL NRE NS dese ammedm and are intended to be correct at time of going to press. MICHIGAN TRADESMAN GROCERY PRICE CURRENT These quotations are carefully corrected weekly. within six hours of mailing. Prices. however, are liable to change at any time. and country merchants will have their orders filled at market prices at date of purchase. ADVANCED Buckwheat—bbl. Beef Corn Fruit Jars Tobacco Flour DECLINED Linseed Oil Tragacanth Winter Wheat Index to Markets By Columns Ammonia i. Axle Grease ........--- 1 Baked Beans Bath Brick Bluing Breakfast Food Brooms Srushes Butter Color Fre peek peal eed ped pet bed Candles Canned Goods Carbon Oils (atsup ..----.-------- Cheese Chewing Gum . Chicory Chocolate .........++-- Clothes Lines Cocoa Cocoanut Coffee ... Confections See eee Cracked Wheat Crackers Cream Tartar D Dried Fruits F Farinaceous Goods ... = 1 Dr Ol im C8 08 CO COCO COCO Coro Doe oO 6 Fishing Tackle ...... 6 Flavoring Extracts ... q Flour and Feed ...... 7 Mrult Jams --.-------++ 7 G Gelatine ........ bebe. 7 Grain Bags .......-+. : q H Herbs ...-.2-c0++-> : 7 Hides and Pelts . : 8 Horse Radish .... 8 J ciel cess . es 8 J ony Glasses Lou eee ee 8 M Mapleine .......e.ee+- 8 Mince Meat ......... . 8 Molasses ....... bepece 8 Mustard ...-....--.--- 8 4 3 8 8 8 8 8 R bee eeeeeeec es oe 9 Rolled Oats 2. cece c ee 9 s Salad Dressing ...... 9 Saleratus ..........-. 9 Ral Soda ... ....-.-- ; 9 10 10 10 17 10 10 . scence 00 Serpe §.2-.-.--55.-5- 40 T Table Sauces ........ 10 Og ese ewes wep sence 0 "Toepaceo ....... 11, 12, 13 ine .§.--.-;-.--=-- Vv Vinegar .........- os oS WwW Wicking eek e ea e 13 Woodenware ........ 18 Wrapping Paper ..... 14 ¥ Yeast Cake .......... 14 1 AMMONIA Doz. 12 oz. ovals 2 doz. box 75 AXLE GREASE Frazer’s 1lb. wood boxes, 4 doz. 3 00 lth tin boxes, 3 doz. 2 35 3%lb tin -oxes, 2 doz. 4 25 lulb. pails, per doz. .. 6 00 15Ib. pails, per doz. .. 7 20 25m. pails, per doz. ..12 00 BAKED BEANS No. 1, per doz. ..45@ 90 No. 2, per doz. -75@1 40 No. 3, per doz. ...85@1 75 BATH BRICK este week... 95 BLUING Jennings’. _ Condensed Pearl Bluing Small C P Bluing, doz. 4 Large C P Bluing, doz. a BREAKFAST FOODS Apetizo, Biscuits ...... 00 ore Bear Food, Pettijohns 1 95 Cracked Ww heat, 24-2 2 50 Cream of Wheat, 36-2 4 50 Cream of Rye, 24-2 3 00 Egg-O-See Wheat ....2 7d Posts Toasties, T. No. 2 Sere e ees 2 80 Lee pinle oe cele 80 eee. are cose _. 70 Grape’ Nuts Coes eee. 70 2 2 Grape Sugar Flakes Lo Sugar Corn Flakes .. 2 50 Hardy Wheat Food .. 4 3 Postma’s Dutch Cook 75 Holland Rusk ...... 20 Kellogg . Toasted Rice Biscu 3 cote s Toasted Rice Flakes Kellogge’s Toasted Wheat Biscuit 3 Krinkle Corn Flake | (1 75 7 Wheat Flakes, OZ. to 1 o Map. can Flakes" cea Minn. Wheat Cereal Algrain Feed ......... 4 25 Raiston Wheat Food Ralston Wht Food 10c Saxon Wheat Food .. Shred Wheat Biscuit Driscuit 18 ..... Pillsbury’ s Best ‘Ger’ 1 Post Tavern Special . Quaker Puffed Rice .. Quaker Puffed Wheat Quaker Brkfst Biscuit Quaker Corn Flakes Victor Corn Flakes .. cot bo oo oS Re DRE RI RR Oboe Co Ss Washington Crisps 85 Wheat Hearts ....... 90 Wheatena .....------- 4 50 Evapor’d. Sugar Corn 90 BROOMS Pare ..-.-e see sseee 3 00 Jewel ..... Bee cee eee 3 70 Winner .......-..- cee ee Whittier Special oco.s 2 Do Parlor Gem ....... ee. 3 5 Common Whisk ...... 1 00 Fancy Whisk ........ 1 25 Warehouse .........-- 4 00 BRUSHES Scrub Solid Back, 8 in. ...... 15 Solid Back, 11 in. .... 95 Pointed Ends ........ 85 Stove No. 3 No. 2 No. 1 No. 3 No. 7 No. No. 3 BUTTER COLOR Dandelion, 25c size ..2 00 CANDLES Paraffine, 6S ........ - 10 Paraffine, 12s ...... .. 10 Wicking ......-...... 20 CANNED GOODS pples iS. . 3 Ib. Standa @ 90 Galion ........ 50@2 75 Blac! oer 2 MW. ..cccccccee 1 50@1 90 Standards eee @b 00 Baked... Red Kidney ..... 85@ 95 String : ax ..... Blueberries Standard ......... ; 1 80 Gallon 2220 - 6 75 Clams Little Neck, 1Ib @1 00 Little Neck, 2tp @1 50 Clam Bouillon Burnham’s % pt. eo» 2 2b Burnham’s, pts. ...... 3 75 Burnham’s gts. ||. | 7 50 a Corn Fair eee cul. 75@ 90 x00d chee el. 1 00@1 10 Maney... @1 30 ench Peas Mote seine) per doz... 2 45 i Gooseberries No 2, Hair 1 50 No. 2, eae Seobe sce. 2 35 ominy Standard ... 0. 85 Lobster LO ee 2 50 BD ee 4 25 Hicnic Palis |... | 2 75 Mackerel Mustard, 11m. 1.1... 1 80 Mustard, Zap. 26 2 80 Soused, aa 1 60 Soused, 2 2 75 Tomato, iD - 1 50 Tomato, 2tb. 2 80 Mushroom Hotels, oo: . @ i Butons, %s .... @ 14 Buttons, 1s Lee @ 25 Oysters Cove ii. -..... 90 Cove, 21D. .....41 60@ lums Plums) 5 | 90@1 35 Pears in Syrup No. 3 cans, per doz. 1 50 Peas Marrowfat ..... @1 15 Early June ..... @1 25 Early June sifted 1 45@1 55 : Peaches Hie @1 25 No. 10 size can pie @3 25 Pineapple Grated ......., 1 75@2 10 Sliced 90@2 60 Hair os... 80 Good 90 Fancy 1 00 Gallon 215 Raspberries Standard ........ Salmon Warrens, 1 Ib. Tall ..2 30 Warrens, 1 Ib. Flat ..2 40 Red Alaska --1 65@1 75 Pink Alaska --1 35@1 45 Sardines Domestic, \s ........ 75 Domestic, % Mustard 2 75 Domestic, % Mustard Gc French, 468 ....... 7@14 French, 448 ........- 18@23 Shrimps Dunbar, Ist doz, ...... 30 Dunbar, 1%s doz. 2 35 Succotash Hair ........ hl 90 Good .......... 1 20 ancy .......... 1 25@1 40 Strawberries Standard ...... 95 Maney) oo 0. 2 25 Tomatoes Good ........... 15 Raney .2..-...:. x 1 35 No. 10 cece ce 50 CARBON OILS Barrels Perfection ....... @11% D. S. Gasoline ... @19 Gas Machine .... @27% Deodor’d Nap’a . @19 Cylinder. Engine Black, winter .. §& CATSUP Snider’s pints ....... 2 35 Snider’s % pints .....1 35 3 CHEESE eme ..05.2. Bloomingdale cece Carson City Hopkins rick Leiden ...... cele Limburger ... Pineapple ...... * 40 PUA OT oo. cess Sap Sago ....... Swiss, domestic .. CHEWING GUM BO D9 00 Oo ed et tt SNASOGANABIA QOHHQHHHHOHS9 RR Adams Black Jack ... 55 Adams Sappota ....... 55 Beeman’s Pepsin ...... 55 Chiclets 5 1 Colgan Violet Chips .. 60 Colgan Mint Chips .. 60 Dentvne ........2.....; a 40 Plage Spruce ........... 55 Juicy BOA ee 55 Red Robin ee eae a 55 ag Wrigleys .. Spearmint, 5 Spearmint, 3 box jars 1 2 box jars 27 6 o Trunk Spruce D Wileatam) 70.050. | FONG os co a. 55 5 boxes one kind, 3c per box less. CHICORY Bulk Hom ......-0.......... Eagle Franck’s Scheuer’s Red Standards White CHOCOLATE Walter Baker & Co. German’s Sweet ....... 22 Premium |. 0606.65... 32 Caracas ico tlk. 23 Hershey's Almond 5c .. 85 Hershey’s Milk, 5c .... 85 Walter M. Lowney Co. Premium, Ws .......... 29 Premium, 468 ....:.... 29 CLOTHES LINE Per doz. No. 40 Twisted Cotton 95 No. 59 Twisted Cotton 1 30 No. 60 Twisted Cotton 1 70 No. 80 Twisted Cotton 2 00 No. 50 Braided Cotton 1 00 No. 69 Braided Cotton 1 25 No. 60 Braided Cotton 1 85 No. 80 Braided Cotton 2 25 No. 50 Sash Cord .... 1 75 No. 60 Sash Cord .... 2 00 No. 60 Jute .......... 80 No: 72 Jute 20.6062... 1 00 No: 60 Sisal .....-.... 85 Galvanized Wire No. 20, each 100ft. long 1 90 No. 19, each 100ft. long 2 10 COCOA BAKES 2 .00226......5. 37 Cleveland ...525....... 41 Colonial, Us ......... . Bo Colonial, 48 .......... 33 MDDS Cees 42 Hershey’s ¥%s 30 Hershey’s, %S 28 uyier .....-....--- 36 Lowney, %*5S ......- ia. ie Lowney, WS on .csss 56 - oo Lowney, +56 ..-.-....-. 33 Lowney, 5 Ib cans.... 33 Van Houten, %s ..... 12 Van Houten, 4s ..... 18 Van Houten, %s ...... 36 Van Houten, 1s ...... 65 Wan-Ela ...........-., 36 Wwebo .{........-..-.-. 33 Wilber, %s .. 33 Wilber, 4s 32 COCOANUT Dunham’s per Ib. 128, 53D. case ........ 30 148, Sib. caBe ....... 29 148, 15D. case ....... 29 Ys, 15Ib. case ....... 28 is, 151b. case ....... 27 s & Y%s 15tb. case 28 Sealloped Gems ..... %s & Ms pails .... 16 Bulk, palle .......... 13 Bulk, barrels ........ 11% COFFEES, ROASTED Rio Common ..-..- -....- 19 Main oo 3.5. 5... 19% CROIGR ee a: 20 Haney 825055502 nes ok Peabperry 2662s wb ce 23 Santos Common Pec eiea. -. 20 Fair 20% 21 23 23 Fair 24 Choice 25 Mexican Gs ce Cer A I ry 25 Panecy, 2.00. .6o 26 Guatemala Main 2... ee pecice ofcu 25 WAY ooo eee 28 Java Private Growth - -26@30 Mandling ............31@35 Aukola ........-....-30@32 4 Mocha Short Bean Long Bean H. L. O. G. MOM ee ce. Neue oe Maney .......... 26 Exchange Market, “Steady Spot Market, Strong Package New York Basis Arbuckle Lion McLaughlin’s XXXX McLaughlin’s XXXX sold to retailers only. fail all orders direct to W. F. McLaughlin & Co., Chica- go. Extract Holland, % gro boxes 95 Helix, 44 sross .2..... 15 Hummel’s foil, % gro. 85 Hummel’s tin, % gro. 1 43 7 CONFECTIONS Stick Candy Pails Standard | ..0...)..... 8 standard Hf Hf ......; 8 Standard Twist ....... 9 ‘ Cases Jumbo, 32 tb. ........ 8% xtra Fo oe... Boston Cream ......... 14 Big Stick, 30 % case .. 8% Mixed Candy GrOCeTA 2... 6% MNS Oo 7 PPCCIAL cote le 10 8% y 8 RAabbon =... 6.3. es: 14 Broken ..,.2....... co. 6854 Cut Woaft ......555.... 9% Meader oe ks 8% Kindergarten ........ it French Cream Hand Made Creams .. 17 Premio Cream mixed 14 Paris Cream Bon Bons 10 Fancy—In Pails Gypsy Hearts ....... 14 Coco Bon Bons ..... 14 Fudge Squares ...... 13 Peanut Squares ..... 12 Sugared Peanuts .... 12 salted Peanuts ...... 12 Starlight Kisses ...... 13 Lozenges, plain ...... 10% Champion, Chocoiate .11 Eclipse Chocolates .. 14 Eureka Chocolates .. 16 Champion Gum Drops 10 Anise Squares ........ 10 Lemon Sours 10 dmmperials: ...0..3 2...) 10 ital. Cream Bon Bons a Golden Waffles ...... Red Rose Gum Drops 1) Auto Kisses Cofiy Toffy .... Molasses Mint. Kisses 12 Fancy—In 5\/. Boxes Old Fashioned Molas- ses Kisses 10%. bx. 1 } Orange Jellies ....... Lemon Sours ........ a Old Fashioned Hore- hound drops ..... Peppermint Drops .. 70 Champion Choe Drops 60 iH. ML. Choc, Lt. and Dark, No. 42) 355... Bitter Sweets, as'td. Brilliant Gums, Crys. 60 A. A. Licorice Drops 90 Lozenges, printed ... 65 Lozenges, plain ...... 60 Emiperiais ..........-. 65 IMG@GtOeS)|) 2.355.000. 002 65 G. M. Peanut Bar .. 60 Hand Made Crms ane Cream Wafers ...... Bivrineg BOCK ....-...-. 2 Wintergreen Berries . 60 Pop Corn Cracker Jack ...... 3 25 Giggles, 5c pkg. es. 3 50 On My 100s ........ 3 50 Cough Drops Putnam Menthal ... 1 00 Smith Broke, ........ 1 25 NUTS—Whole Almonds, Tarragona 18 Almonds, Drake .... 17 ‘Almonds, California soft shell Braviis ..... @12 Filherts. ....-..3 @15 Cal NOL) oo... Walnuts sft shell a Walnuts, Marbot .. @16 Table nuts, fancy @16 Pecans, medium .. @15 Pecans, ex. large .. @16 Hic kory Nuts, per bu. Ohio ceennie Deco ee Chestnuts, New York State, per bu. ... Shelled Spanish Peanuts 8%@ 9 Pecan Halves .... @70 Walnut Halves .. @3s Filbert Meats . @30 Alicante Almonds @45 Jordan Almonds @50 Peanuts Fancy H P ohne 6@ 6% Roasted ......... 7@ 7% Choice, raw, H P Jum- IO co cess, @ 7 Anat 2 2, D CRACKED WHEAT 1913 Bu ee ea ae 38% 24 71D PKES. ..... 2. 2. 50 CRACKERS National Biscuit Company Brands Butter Excelsior Butters .... 8 N. B. C. Sa. bbl. 7 bx. 6% seymour, Rd. bi. 7 bx. 644 Soda IN: Bs CO! boxes 0. 61% Premium . 65.520... i% Belech fois: piel. 8% Sweet Goods SU «6c. k 10 Armada Cakes ........ s AMIAIIGS oe 12 Avena Kruit Cakes .. 12 Lonnie Doon Cookies 10 Brittle Mingers ....... 10 Cartwheels Assorted .. 8% (Cecéiia Piscuit ...... 16 Chocolate Bar, cans .. 18 Chocolate Drops ..... 47 Chocolate Drp Centers 16 Circle Honey Cookies 12 Craceueis ........... 13 Crackermeal ......... 6 Crystal Rosettes ..... 20 Cocoanut Taffy Bar 13 Cocoanut Drops ....-... 12 Cocoanut Hon. Fingers 12 Cocoanut Hon. Jumb’s 12 Coffee Cakes, Plain .. 11 Crumpects ............ 10 Diana Marshmallow Cakes Ces e: 16 Dixie Sugar Cookies .. 9 Domestic Cakes ...... S% Extra Wine Biscuit .. 10 BFamily Cookies ...... &% Fig Newtons ........ 12 Fluted Cocoanut Bar . 11 Frosted Creams Frosted Ginger Cookie .81 Fruit Lunch, Iced .... 10 Gala Sugar Cakes 8% Ginger Gems ......... Sho Graham Crackers .:... 8 Ginger Snaps Family .. 8% Ginger Snaps N. B. C. ROUNG 222 ee 8 H. H. Cookies, Sugar PIA oe. 8 Household Cookies, Iced 9 Honey Jumbles, P Jain 12 Honey, lakes 20.055 0: 14 Imperial ee, Sy sack Mrost Gems ...:.. 8 sOuote |. 1... 8% Jubilee Mixed ....... 10 Lemon Biscuit Square 8% Lemon (pins 6.2.00. .: 17 lemon. Wafers ...... 17 Lemons ............... 8% Mace Cakes 2.0. os: 8 Mandalay, (2.050 8 a 10 Mary, Ammo is 8% Marshmallow Walnuts 18 Medona os oo 8 Molasses Fruit Cookies FCC es / Mottled Squares ...... 10 N. B. C. Honey Cakes ROM eke ee 12 Oatmeal Crackers ..... 8 Orange Gems ........ 8% Penny Assorted ...... 8% ean |(Gems) oo... 6. 9 e1Cuie Aliscd ......... 11% Pilot Brea@: 3.00525. - a Pineapple Cakes ..... 16 Pretzels, Hand Made .. 9 Raisin Cookies ....... 10 Raisin, (ems)... 55... Lt Raspberry Cakes .... 12 teveres Assorted .... 15 Rittenhouse Fruit IBiSCiwi ca 12 moval Wunen 1.06625. 8 Booval Teast .......... 8 PRUOG | scone cece es ees 8% Spiced Currant Cakes 10 Spiced Ginger Cakes .. 9 Spiced Ginger Cks Iced 10 Suear Wingers ........ 12 Suzar @Crimp .. 42.525. $e Sugar Squares, large Ol Small. 2.25... 9 Supertia) 9. 26500.0-00... 8% In-er Seal Goods per doz. Albert’ Biscuit ...... 1 00 AUIMBIS .....-.....5: 1 00 Baronet Biscuit ...... 1 00 Cameo Biscuit ...... 1 50 Cheese Sandwich , £00 Chocolate Wafers .... 1 00 Cocoanut Dainties 00 Dinner Biscuits ...... 1 50 Excelsior Butters 1 00 Faust Oyster Crackers 1 00 Hae Newhon «23.3... 1 00 Five O’Clock Tea .... 1 00 BYrOtCAMa 220.056 se 6 1 00 Ginger Snaps, N. B. C. 1 00 Graham Crackers, Red Label, 5c size ....... 50 Lemon Snaps <....... 50 Oatmeal Crackers .... 1 00 Old Time Sugar Cook. 1 00 Qval Salt Biscuit 1 00 Ovsterettes .......... 50 Premium Sodas ...... 1 00 Pretzeltetes, Hd. Md. 1 00 Hoye: Toast .........- 1 00 Rykon Biscuit ........ 1 60 Saltine Biscuit ...... 00 1 Saratoga Flakes ok Social Tea Biscuit ... 1 00 Sultana Fruit Biscuit 1 Soda Crackers N BC 1 S. S. Butter Crackers * : 4 3 : 4 ey ' 1 April 2, 1913 MICHI GAN TRADESMAN Uneeda ; q eee Biscuit Uneed siscuit_.... Vanilla Jinjer Wayter 1 fe FLAVORING E 8 mi Zu Gineer Snaps 50 © Jennings D pepe HI 9 Other Pack s 50 lerpeneless Brand DES AND PE American Be age Goods Ke ; EF tees Ween GC Hides LTS Seon 10 45 Ginger S auty NO] SE box, oz. 75 xreen, No. 1 H oked Mea Gccaite en No. 3 F Box, fo ae ke Gud Mo | fees 114% Hams, 16 & av. 7 @17 Mack i colate " er oe per, /1% [Nod 10%, He 3 c ‘ M erel ae Butter oe ne BS ee Flat, F oe 1 75 Biebiad: wa 13° Seite is 22 po eT | Ricca 100 Ibs. y. a egcomily ae hea NBC | panes Medics | as : 50 ie ian seeeteee i 12 eo i @16% Mee a ta oe i 50 Choice oung Hyson Soda _ Cracke 2 50 ennin i il, Gaia 15 ake ied beef @181, Mess, Pe es ome family rs, NBC N gs DC Br Salfskin; 2 13 ESUS @ Wee, Sls |... . 1 85 aney (od 3 oo 3 A packag / NO. 1#F : and Cc eae Bip California. Han. No. eis Se ar 30 Fruit Cake ee > 55 No > aon per doa 00 alfskin, ba 16 Saar Hams . @20% No. - 100 Ibe 0 1 50 a .». 40@50 ReverleAl 2 00 Die: A a Boe per doz. 1 35 Gi a 2 b4a Boiled Sanaa ms 11%4@ 12 No. 1. epi ie oe aa a Formosa Ei es ch Re 75 o. 3 Taper, per doz. 2 25 lad W s Min ms |). 225 5 ( eo 3 60 Formosa, "anc RNG a : Da ‘aper, . 2 25 2 Gol: .. ced FE 25 @2514 icc ase ee oo ots ey 6 1 | Tin Packages Flat EM per a%. 2 00 Lambs esse... 501 00 Bacon cs. et en a is coe eS “estin Pe . 2 00 arings ._.... eo ata, 7% @25 50 Ibs. 75 ; Choice ..., 3 Minaret a aa - a. _ FLOUR AND FEE “ a 50@1 a Bol Sausages 2@% 10 a oo Me English Breakf 35 Nabisco, 10c RS :---.. 1 00 Grand Rapids G D No ie cw cae son Tbs. 12 a Segoe ce ast Sean a sco. 100 Milling oo 2 m a S ; Frankfort ee eee. 40 ie 82 Fancy ee eae Barrels or TAR i Winter W Unwash ool i Vez i 10 Ibs. le 40060 Loxes or drums .... _ Purity Patent heat yeas Leos @18 Rhee ae 8 Ibs. 1” Ceylon ise D6 Square c ° 3 eas 3. 2 oO Min sees ae 6: 5 40 ’ @l: Tongue «sees seeeeeee 65 Fe Sain 1 © 10ice Fancy Peace eee cele = Sunburst, cveseess . t 70 Per Core RADISH. eadcheese .......... it Anise : ee ener a eee a 36 Wierd Grahe en Ae oe S| Gea Sac T eal DRIED FRUITS Wiaard a 5 BON bib pails Jelly Boneless eef Canary, Smyma ...... 4 eee oo ee wien Sanaa 1B He eee oe ec ee ites ee led. Choice b Ve .. 6 00 Ib pail, per Lrg [1 4s aes -20 50@21 00 Heme. ee bar 1 20 Hee 1 45 apor’ed, Fancy ulk 6% Se ene fae. 4 40 Jc ihe 90 1% bbl ig’s Feet Mi p, Russian ...... 45 Busia ide 2 34 pkg. 7% Lily WI ity Millin Y, ELLY GLAS ea a Mixed Bird. ........ - oo Patch, 8 and 1 11 00 . Apric ily White eG 2a wen SES 2 be, is _ Mustard, white .....- = Ben wtahu o California ots Peete 5 40 4 pt. in Bo per doz. 15 a bbls. Ibs. <..- 3 05 Poppy , White .... 3 Dan a h, 4 oz. 16 oz. 32 : be 12@14 Graham Fo 4 80 8 oe capped ao 16 Ee 4 a FORTE eee 16 Fast Patch, 2 a 11 52 . a ea Eaten 0 29 xr doz. drag PO I A, amae enact ay Hi: ba 6 oz sao Oe GO c itron i ealt ee 8 = oe iawatl ee orsican 0.1... om: Meal a aoe 380 5 eae is Tripe 00 SHOE BLACK 2 He aa 16 62... 7 80 setae 15 olied (Mise |... ta oe LEINE Kits, 15 lb Handy Bo ING aoe EE 60 Imp’d Currants Voigt as 150 - bottles, per doz. 3 00 ts eae one 90 Bene Box, pene dz. 3 50 No | fate © 16 oz... 3 an __ Voigt Milli M . 3 ee ee : ixby Tan oe 1 25 N Amit, 8 0z Za. +. 9 3h Tibontea balk ae 9 Eg t Milling Co. bo eee 80 Ibs. 2222201 3 00 Mile, Gao Polish | 8 Oh Eaton pe oo 1 78 ; DUI cs. 8% oe Ghent 4 40 oe 285 #H Casin == UG cu Polish 85 Onn. oo 16 oz. me a Peaches Voigt’s Fiouroigt a f . b&b 20 OLASSES : ogs, per ¥% gs Suoteh 4 UFF Ojibwa, ae : 1 40 Muirs—Ct ae. Vv yeien -- 5 20 Ne Beef, r S --.. Me sin bl Pe oc .. 1 10 Mine on 1oice, 251 ‘ oigt’s Ro fe) 24g Be w Orleans Beef, rounde eeu 04 eect ai adders 7 toskey Ct --- 1 85 Rance: —Fancy, 25m ' 9 Wa ee es 5 fancy Open ae iggee * Frenen Pang! jars 37 Petoske fief, 7 oz. 2 00 ee aeoind 251... 10 tson-Hig * 5 69. © Choice Kettle Sheep, es, set @i8 B Fosple 1 far. 35 Pea y Chief, 14 oz. 2 00 ed 251. .. 18 pee suis a e Co. Good oF a per bundle -90@95 in jars .. 43 ta eo poet. ~ ea ik Peel Tip Top, Flour oo. 5 5 20 a eo 33 ae ee 80 Boxe SODA rea Be i. s & » 5C 5 as © Peet Stats Boat Hoa a ‘ y i r age ag Sterli we 4 as Orange, Rae .+. 2% a 3 Be Bae -. 4 50 Hee Hen No. 2 2c extra ae come 4 ain Kegs, Binsfish 6... 21. 5u% Le "5 =D eo 1s an)... 1286 ‘4 ie en) te , No. 2%. . a 44, Swee uba, _cé oo Cluster, 2 Raisins % Qua ee Grocer Co : Red ies ae “ie Le q a Cc Canned M Ln ois SPICES i ewecs cue are r 916 Auster, E con Bae : » No. ay 5 “ne : Sweet Cuba, l0c .... 5 ree ee a 25 poe Aan aT MUST te Canned eee 2 aa Wee Sua eens Cuba’ Ted 03 008 saicar | Buckeheat bb 5 os. eBeecer aic: Swee ’ Oy : L. as Muscatels ‘4 o 5% aker Buckwheat bb 5 40 \% Ib 6 Ib ARD Roast hese Lip 4 20 Allspice, stare a. 9 a Cuba, 16 oz tin 4 90 cea 1 35 que Kansas Hard Wh 1 5 50 = OX -.... 16 nee ee eB : : 2 20 oc prea Gordes 1 Sees ow 12 Wb! foil 4 80 aliforni ; @i'% Word eat OL i otted H be ae D0) acer Cant Lo 27 Sweet gurley, Se I ee 90-100 25 a Prunes iAumeri en Grocer C Bulk, VES Pea aan ac, Bag Gandia, Oc Aton |. - +: 1 evere Suey o &D 576 aT ce aay Cinemania i ae: oc GES Gt ae ESE i - 80 on xes..@ 6 a erien agle Zs ate Bulk. 5 A egs 1 10G 2% eviled Ys ee Singer, Cochin ...... 91 Swee a Is 16 s 5. £90 on gua n » wS ..5 gal. ke @1 2 > Han wee 5 Mace ochin . gy, Sweet Mis 2 sro. .. 5 7 Dy ee Poa a te ae ae oo ree | we oO Ta wee a0 lla oo ee Sweet eS 11 10 40- 50 Bey ale : Spring Wheat ae 8 Oz: a = ed Tongue, os =. a0 Mixed, No. - Co a. bial be Cee 35 25tb. boxes..@ 9 Golden ee Baker Pitted i 02. es 2 a RIC an " ee ce pkgs. Saar oe 10 | Tiger, os. ee ci FARINACEOU Golden aa eat cae 14 a stuffed) : 5 Fancy E hapa 2s, 70-80 doz. .. 45 Tue ate ann 6 90 ae GOODS Golden Hom, balters ia 65 Manzanilia ae 2 95 eo Sivie |." - 6 @6Y else 105110. 30 Uncle Boy in ne Cal ; fate Ye .---+- 465 Lunch : : Tage ken ie 5 @5ee r, Black ries 22 aniel, 1 oz... 5 22 oe Lima . Judson Groce 3.75 Junch, os OZ. -.... 1 a Sh a @d% Renae. WwW Thite ee 13 _. 5 22 Med. oa Pe a 1% Res 4s cer Co. Queen, main eee. D5 Roll ROLLED OAT @1% Pepriks Cayenne teens 95 Am N Plug Brown H icked ..--2. Buacata dae) iv) 136) 2 oz) nage ed Av S aprika, Hun -22. 22 Mie tet 16 02 etna ""9"9e Geresot Hage 608 @ucee Mecca : Steel C ena, bbl. p garian a ple, 10 Ib. b i ces ee 1 65 sota, %s . sees 50 OO a Maminoih, 28 295 Mona ut, 100 lb Si 4 15. AN ure Groun Irummond a L Farin Ga esse Ga. 5 40 Tee : » 28 M rch, bbls. sks. 2 0 spice, J d in Bulk and 5 Nat. 735 a : orden G Olive Ghow. 2 dc 5 75 onarch, aie 0 Cl , Jamaica I ob. Bulk ae so Wingald. Ks aoe Co. per row, 2 doz. 6s, 2 (9 = aa pe: sacks 1 2 en avian ae a eee Nat. Leaf. Original 0 Ibs. | 4 0 wines %s cl 7 eee 220 aker, 20 mo ook Ginger. eet om 12 Batile OZ. ..-++.- eet packed 12 Holland R 9 ingold, %s oth ....5 30 PICKLE mily .... 45 Mace, Pe frican ...... 18 Battle AX «oes oes 96 ; rolls usk Wingold, “loth |. : Ss SALAD -..400 N ( Penane ....... 18 sracer, 6 anc west 28 ree ete ECE eatie Oe ee see oe Bee aon, e “ ers a 2 8 x ae S, 2 a , ae? | Black 10.05... 3% : Jac § * yep a rs (60) Tone 1 83 ae ae 5 29 «Halt Ce an ca a meee : ce seeee. 2 25 Pepper, White cos 15 Boot Jack, 3 2 tb. oo - Pearl Hominy Wykes & ce ee cc 7a ‘kegs 0 count 4 38 Durkee’s, large I doz. 4 00 Ponies Cayenne oe - eee 1 ‘oz. ee s% arl, 100 It Slee oo 200 SI s, smal Z. 45 aprika, Hur 3. 28 Slimax, G . ...... 7 Macearoni BE sack 2 00 Reece Bye, %s clot Small ane Ss, pee 2 doz. 5 ungarian ..45 Climax, ae nai 46 oe ae 1D. Vermicelli scons Eve, te cloth & 30 ee ider’s smal, 2 dom 1 35 STARCH Cee a ‘4 ported, ox 6. 6 SI e. tes 0 I alf Barrele Cee Gage 95 Ss oz. 1.35 imax, 7 Oe ee af ca " box .. 2 Be Sicony Bye, a ee : A 5 gallon ae Jee 5 ae * Averord vile o eme ps fe - 14 Ib. a a, arley ’ &s paper Fae a 309 frm and bs. in I Aerie 16 ti Dees 7 eis 4 1b haaes. Ih 62 a: ey Roltea Meal nr Gherkins Woendotie: 100 2. oe Muzzy, 40 Pe Bee Su 5 Bros. hoxe oe aT olden Granul'd Poa é 4S .. 3 oe 4 ce oo: ‘ Peas n Granul’d 3 3 8004 BS ee ee. 1450 g SAL SODA ice mee Goa here i. ae Green, Wisconsin, | Red Wheat ” allon kegs ...--+ a cee bbls. divee Gn an ce wee ae Pree ee “ee ‘ s ‘ oe octal € > | Silver BONS 2 ope : os Te bu. oye . White fe 102 Barrel Sweet Small Guanuinter au Ibs. cs. i Silver Ginee, 16 sibs he q O. oa — . 8 Ib. 58 ‘ ne 1. 200 tee eeee 102 H prels ..... 6 pkgs. 0 ‘loss, 12 61 oo 634 iranger T'v 24th. oc | 5 Michie Oat I ee e oly Os hs. . 8 ~ i wist, 6 36 East Indi oe Tees than carlots 36 . gallon kegs es “8 00 Cor wart i ef 1m sae ee Horse Shoe, & 21 Ib be ae idia .. Ani eations OT 2 95 nmon Gr: 6 3%b. ages . 5 Toney 5 & 12 a Garman eae 5 S .... 325 100; 1 Grades 6 3Ib. packages ..... 5 ey Ib. 48 ee oes cee 5 es oe : Cla PIPES 70 ‘4 es a a: a 2 sot. packages oe 4% as ae ' 5 & ath. 5&0 45 , broken pk ' 4 S seeeeeeee ay, N 5 . Sacks |... 260 ee poxe So seeeee a Lote 0 oe pkg. aoe nan) canlots 0 58 clay, io, 2H, per bee 176 a 6 Ib. pias 3 i eg toe. 37% Kentucky £s Ib. : = kK a eB ‘oi - D., ( : ehege cl? 4( ‘ ey Navy, 12 2 a 100 Ib. a Carlots Hay 5 CO) eee Ae ale oon 60 a ib. eee gaa ia SYRUPS oe See a 32 earl, 13 ie ce dey Eee 2 Becks -.... f t, : : 5 fo, Be aaa f 5 ess than carlots see a 99 < PLAYING CARD Sa a perl Corn ee mip. 20 a 48 Sh cbes ..-.. 225 Str Feed ra 0. 90, Ste S Ww a 0 Big baureis |... og XN idow, 12tb. .. 25 eA 225 Street C , Steamb ne ars arrels 7 20 obby 121b. 3 cecieia AG 275 No.1 Gar Reed... .-: - Se av Rival, eS 36 &. dairy in pat pe Soe, Ne 9g Parr ea a. 4 604. a Peels ee Grit bags qo Blue Kare No A Pareto ; te oon ek 6 foarse conn meal... .. 32 Jo. 98 G cl Gg Sol ( 20 lue Karo, 0. 5 12 re tterson’s Nat. Leaf 28 oo 7 eal ..... 25 No. 80 olf, satin fin. ! 75 56 Ih olar Rock Hea Baw, No. 10 . a Eo ee an 93 124 to 2 Me. ki FRUIT JA 32 No. ae Bicycle n. 2 00 6 th. sacks Red Karo, No. 2 a0 fioue Twi 2 & 24 Ib 40 2 Se a é * 632) T Pee |, Catina. ‘ Kar vO. 2 wees 19 Pi wist, 5 . 40 De ei aoa ae iW Mason, pts si 32) Tourn't whist 2 00 ak ag Hed Karo. No. 2} 9; Eiper Heldsick a GEE 45 Bi career 1! Mason: Bs Ber fe Pont shih 2B ratte ne mea ears, NA cE Bole ae e _ 20 Ree % gal. per 0. 4 45 Babbitt’s . Medium, oo ha | ion | No tO .... 2 25 Real 3 doz., per a oz. 96 a: Sarton Sass son, can tops, a § 80 eee a 4 00 SALT On 1 10 Hair Pure Cane . Red outs he en 48 Ta 8. ; fg ame ce ETA S » 6 & 12 oe 38 No 2 ib oe ae 5 ee GELATINE PROVISIONS : eo 4 H ae a 16 aoe 2 & Pe 0 fo. 3, 15 feet <..-.. q Come. 1 doz. la Barrele arge, es ee seeee 20 Scag Cobbler. ee a8 Lie eon | i ‘ox’s, 1 do rge sae Glee d Pork Small, TASH saver 95 pear Head, 12 8 oz. 29 No. 5. a et ‘ Knox's $ z. small 75 Sh r Back 2 S whole ... @7%4 TABLE oo Seeds Head ia... No. » : pee Ge 19 penne ae Bae ; ves ao. Cut Clear - past 00 ee OF bricks 73 @7 Halford, la SAUCES Speer aoe 14% oz. a ’, eer > Real € ing a a ce C. ,@ , F » large Z a a ne 7, 15 ried ca 12 Nolson’ Aeidu'd. doz. y 90 aaa ‘Clear ae a 00@19 50 ‘ealhe ae atari small ee. Be ae a, ‘and 28in a Nal wis feat 15 Cceae Ss)... i i 9, Rigs - 00@2 Stri alibut SS 225 Standart 2& 28 No. 9, 15 fee tn 18 ne eae 50 Clear Family ee 4 ati ee a5 TEA pape Navy, Lae 15 48 : Linen Lines” iF Plymouth ook, “Phos. 1 25 Dr ee eg Japan Ten Penny, 6 & | eee oa. a Le 1 Rock, Plain : 90 S 2 ia cui Y. M Holland Herring : Ses medium 24 oe Talk. a 12 Ib. 33 i 20 GRA! : a eee *. M. wh. h Ss ied, choi 24@26 ankee Gir Ze soe 3( fe : Br eo 13 Y. M oop bbls. 1: undried, ice ...30@3:% trl, 6,12 & 2 “ all Ee 9g Broad Ga t Y. M. wh. hoop % bb 1200 Ba fanc - -30@33 2& 24 30 eee aA uge . P ard ph ee oe ee ee sket-fi y _.-- +36 . 1 Aeeeesg ee Y. 3 - hoo ~Gu & red, me a Ce Cc - M. p ke ie asket- dium Sc as a 1 poppe tog ee kee hoop Milchers Basket fired, oe ssaay Al Red, be ug Bamboo, t., per d _ Sage . 60 Ib bs ....advyan % Wace Cae ae ue eee ee cy 40@43 Bag Minion Gcraa 7 oe 6 ft, ae dae. 55 Hops oo 4 30 Ib. ape aes Ge % gueen. Re: oe 11 Ae pdnse ee 30g 32 Bae Bie. Scrap i Bag : var den, 80 Senna, pgesy tet Po ee ate é fhe 4. 5 75 gs p32 Cutlas, 2% 07... 5 88 ' Senna eaves .. 15 10 Ib ils ....adv ee 14@15 Globe Scra sin: 26 Leav Secae 5 “ . pails vance . T : 62 6 @19 Ha e rap, 2 26 CS ceceeees a 5 Ib. pate -...advance #4 No. 1, 100 none Moyun unpowder foe Thought, 2 30 8 Ib. pail Saccaes 1 Nod 4 Ibs. LL Mos e, medium H ey Comb Scrap oz. _ 30 s "Sea ; No 1, a plan oe aay 2 a ae choice : 35 re Scrap ae de 5 76 i. S. elon. 7) oan 3 i fancy ...... 29 Mal oO se eoce er = coe. | oe ancy. <.-.. 50@80 Qld songs, 50 con. tk 2 eeeccee ue "3 i a ees - =e " Pingsuey, oe ce bs Polar eee se gro. . . 50 Sc wee Red ca acm Bi © ae 3 Red M (Ge 3% 76 an Scrap 45 gro. 5 76 ce .. 142 eee ee ; eons MICHIGAN TRADESMAN April 2, 1913 SPECIAL PRICE CURRENT 12 Scrapple, 5c pkgs. 48 Sure Shot, 5c, % gro. 5 76 Yankee Girl Serp 2 oz 5 74 Pan Handle Scrp % gr 5 76 Peachy Scrap, bc ...1 90 Union Workman, 2% 6 00 Smoking All Leaf, 2% & 7 oz. 30 BE. B36 Gz. :....-..--. 6 00 mre 7 OF .........:.- 12 00 Be 14 of oc el. 24 00 Bagdad, 3 a beuce 11 52 Badger, 3 OZ. .......- 5 04 Badger, 7 oe. Soke ce 11 62 Banner, OC -........--- 5 96 Banner, 8 ~ beck s oe 1 60 Banner, 16 oz. ........ 3 20 Belwood Bietre, 10c 94 Big Chief, 2% oz. ....6 00 Big Chief, 16 oz. .... 30 Bull Durham, iad ~so2 5 00 Bull Durham, ..--10 80 Bull Durham, ise --2-48 48 Bull Durham, 8 oz... 60 Bull Durham, 16 oz. ..6 72 Buck Horn, 6c ....... 5 76 Buck Horn, 10c ..... 11 72 Brier Pipe, bc ......- 6 00 Briar Pipe, 10c ...... 12 00 Black Swan, 5c ...... 5 76 Black Swan, 14 oz. .. 3 50 Bob White, Bc ....... 5 95 Brotherhood, &c ...... 5 95 Brotherhood, 10c ....11 @0 Brotherhood, 16 oz. .. 39 Carnival, 6c ....----.. 5 70 Carnival, e% OZ. .... 39 Carnival, 16 oz. ...... 40 Cigar Clip’g Johnson 30 Cigar oe g. oo 30 Identity, 3 & 16 o 30 Darby Cigar Cuttings 4 50 Continental Cubes, 10c_ 90 Corn Cake, 14 oz. ....2 55 Corn Cake, 7 0Z. ..... 1 45 Corn Cake, dc ........ 5 76 Cream, 50c pails ..... 4 60 Cuban Star, ge foil ..5 76 Cuban Star, 16 oz. pa 3 72 Chips, 10c 02 Dills eg 1% oz. .... 79 Dills Best, 3% oz. .. - 7 Dills Best 16 oz. ...... 73 Dixie Kid 5Sc...:...-- 48 Duke's Mix, sc ...-.-- 5 76 Duke’s Mix, 1l0c ..... 11 52 Duke’s Cameo, 13% 0z 41 Drum. be ...........- 5 90 mF A. 3 oz. ..-..--.. 4 95 eA 7 oz. ...--.-.- 11 50 Mashion, Sc .......... 00 Fashion, 16 oz. ...... _ 43 Hive Bros., Sc ..-.---- 5 95 Five Bros., 10c ...... 10 70 Five cent cut Plug .. 29 m0 8B 0c .._-....-. 11 50 Four Roses, 10c ...... 96 Full Dress, 124 oz. ... 72 Gilad Hand, 5e .....-.- 48 Gold Block, 10c ..... 11 &8 Gold Star, 50c pail .. 4 70 Gail & Ax Navy, be 5 95 Growler, 5c 4: Growler, 10c Growler, 20c Giant, Ge ...... Giant, 16 oz. Hand Made, 2% oz. a. 50 Hazel Nut, Sc ....... 76 Honey Dew, 125 02. 40 Hunting, 1% & 3% oz. 38 [x 1, Se .....-. 6 10 ( X L, in pails 32 Just Suits, 5c 00 Just Suits, 10c | 5 Kiln Dried, 25c ...... King Bird, 7 oz. cea 20 King Bird, 2 oz. ..... 11 00 King Bird, 1% oz. .... 5 85 fo Turks, oc .------ 5 76 Little Giant, 1 Ib. .... 28 Lucky Strike, 1% oz. 94 Lucky Strike, 1% oz. 96 Le Redo, 3 oz. 10 8 Le Redo, 8 & 16 oz. 38 Myrtle Navy, 10c ....11 80 Myrtle Navy, 5c .... 5 94 Maryland Club, 5c .. 50 Mayflower, Sc ........ 5 76 Mayflower, lOc ...... 96 Mayflower, 20c ...... 1 92 Nigeer Hair, 6c ...... 6 00 Nigger Hair, 10c ..... 10 80 Nigger Head, 5c .... 5 25 Nigger Head 10c i 50 Noon Hour, 5c ...... 1 44 old ae 1-12 gro. i. 52 Old Mill, Sc .......... 76 Old Engiish Curve 1%yoz 96 ola Crop, be ....-.... 5 76 Old Crop, 25c ...:.... 20 P. &., 8 oz., 30 Ib. cs. 19 P. 8., 8 0Z., per gro. 5 70 Pat Hand, 1 oz. Patterson Seal, 1% oz. 48 Patterson Seal, 3 oz. .. Patterson Seal, 16 oz. ; 00 Peerless, 5c Peerless, 10c ........ 4a 92 Peerless, B os: 6c... 10 20 Peerless, 7 OZ, ....... 23 76 Peerless, 14 oz. ..... 47 52 Plaza, 2 ero. CB. ...... 5 76 Plow Boy, 5c ........5 76 Plow Boy. 10c ....... 11 00 Plow a Dion ...... a 70 Pedro, Shee sees Pride Ay ry igiaia, ix: PHot, BE ...ccccccccce ie 13 Pitot, 7 ez. Goez. ...... 1 05 Pilot. 14 ez. doz. ..... 2 10 Prince Albert, 5c .... 48 Prince Albert, 10c .. 96 Prince Albert, 8 oz. .. <¢ Prince Albert, 16 oz. .. Queen Quality, 5c... 48 Rob Roy, bc foil .... Rob Roy, i0c gross 1 Reb Roy, 2c doz. -.. Rob Roy, 50c doz. “100 OO ee S. & M., 5c gross ... S. & M., 14 oz. doz. ..3 20 Soldier Boy, 5c¢ gross 95 Soldier Boy, 10c ...... 10 56 we SONOS Clim DDO OT ~-1 a Soldier Boy, 1 Th. .. Sweet Caporal, 1 oz. .. 60 Sweet Lotus, 5c ...... 6 00 Sweet Lotus, 1@c ....12 00 Sweet Lotus, per doz, 4 85 Sweet Rose. 2% oz. 30 Sweet Tip Top, bc ..- 50 Sweet Tip Top, i0c.. 1 00 Sweet Tips, % gre 10 08 Sun Cured, 0c ....... 98 Summer Time, Se ....6 76 Summer Time, 7 oz. ..1 65 Summer Time 14 oz. ..3 50 Standard, 2 oz, ...... 5 90 Biandgarl, = Om .-...- 8 64 Standard, 7 oz. ...... 1 68 Seal N. C., 1% eut plug 70 Seal N. C., 1% Gran 63 Three Feathers, 1 oz. 63 Three Feathers, 10c ..1 Three Feathers and 1 Pipe combination 2 25 Tom & Jerry, 14 oz. ..$ 60 Tem & Jerry. 7 oz. .. 1 80 Tom & Jery, 3 oz. .. 76 Trout Line, fc ...... 5 95 Trout Line, 10c ....10 60 Turkish, Patrol. 2-9 5 76 Tuxedo, 1 oz. bags .. 48 Tuxedo, 2 oz. tins .. 96 Miumeae, 20C ......-..- 1 90 Tuxedo, 80c tins .... 7 45 Twin Oaks, tic ...-. 96 Union Leader, 50c Union Leader, 25c Union Leader, 10c Union Leader, Sc ... Union Workman, 13, : 7 AN DNs nyor ~2 na Uncle Sam, 10c ..... 10 80 Uncle Sam, 8 oz. 20 Uv. 8. Marine, sc... 00 Van Bibber, 2 oz. tin” 88 Velvet, 5c pouch .... 48 Velvet, 90c tin ........ 96 Velvet, 8 oz tin ...... 3 84 Velvet, 16 oz. can .... 7 68 Velvet, combination cs 5 75 War Path 5c ..-..... 5 95. War Path, 8 oz. .....- 1 60 Wave Line, 3 0z. .... 40 Wave Line, aig oe Loe 40 Way up, 2% . & 75 Way up, 16 oz. ote | Wild Fruit, 5c ...... 5 76 Wild Fruit, oc oc 11 52 Yum Yum, Se ..-.-. 6 00 Yum Yum, 10c ...... 1. 62 Yum Yum, lib., doz, 4 80 ore Cotton, oe eee eece 4 Cotton, Y owcecses Jute, 2 oy Cees ese = Hemp, 6 ply .......-- 13 Flax, medium ........ 24 Wool, 1 tb. bales ..-.. 6 VINEGAR White Wine, 40 grain &% White Wine, 80 grain 11% White Wine, 100 grain 13 Oakland Vinegar & Pickle Co.’s Brands. Highland apple a” .-18 Oakland apple cider 13 State Seal sugar ...... Oakland white pickling io Packages free. WICKING No. 0, per gross ...... 30 No, 1, per gross ...... 40 No, 2, per gross ......50 No. 3, per gross ......75 WOODENWARE Baskets Bushels .........-.5.- 1 00 Bushels, wide band ...1 15 Market «25.3.2 02... 40 Splint, large ......... 3 50 Splint, medium ..... - 3 00 Splint, small ......... 2 75 Willow Clothes, large 3 25 Willow, Clothes, small 6 25 Willow, Clothes, me’m 7 25 Butter Plates Ovals. % \b., 250 in crate ...... % lb., 250 in crate ... 1 tb., 250 in crate ... 2 Tb., 250 in crate ... 3 Yb., 250 in crate ... 2 tb., 250 in crate ...... 85 Wire End. 1 %>., 250 in crate ....-.. 35 2 tb., 250 in crate ......45 3 Ib., 250 in crate ...... 55 5 Yb., 250 in crate ......65 Churns Barrel, 5 gal., each ...2 40 Barrel, 10 gal., each ..2 55 Clothes Pins Round Head. 4 inch, 5 gross ........ 50 14 446 inch, 5 SYOsB ....., 55 Cartons, 20 2% doz bxs. 60 Egg Crates and Fillers Humpty Dumpty, 12 dz. = No. 1, complete ....... No. 2, complete .. - os Case No. 2, fillers, “16° BOIS . 3 oles ic eee 1 35 Case, medium, 12 sets 1 15 Faucets Cerk lined, 8 in. ...... 7@ Cork lined, 9 in. ...... 80 Cork Mined, 10 in. .... £0 Mop Sticks Trojan spring ........ 90 Eclipse patent spring 85 Yo. 1 common ..... 80 No. 2 pat. brush holder 85 ideal MO. ft 4... ee. 85 12T™. cotton mop heads 1 45 Palls 2-hoop Standard 3-hoop Standard .. 2-wire Cable Cedar all red brass 3-wire Cable .. Paper Eureka . Bibre oo. ee... 10 qt. Galvanized BO bt ht 9 BO nD DO DODD tw nm 12 qt. Galvanized |...1 90 14 qt. Galvanized -2 10 Toothpicks Birch, 100 packages 2 00 TAG) 8 $5 Traps Mouse, wood, 2 holes 22 Mouse, wood, 4 holes 45 Mouse, wood, 6 holes 78 Mouse, tin, 5 holes .... 65 Rat, wood Rat, spring .......... 75 Tubs 20-in, Standard, No. 1 7 18-in. Standard, No. 2 6 16-in. Standard, No, 3 5 20-in. Cable, No. 1 ....8 00 ead 6 0 9 g Large Galvanized ....5 75 Medium Galvanized ..5 4 Small Galvanized ....4 25 Washbeards Bronze Globe ..:..:.. 2 Pawey .........-..... Double Acme Single Acme .. Double Peerless Single Peerless Northern Queen Double Duplex 2 in ee 1 65 14 in... 2... ss ses 1 85 MG a ce 2 30 Wood Bowls 13 in, Butter .:.-. oonck OP is in. Butter ........2 00 17 in. Butter ....... 38 76 19 in. Buteer ....-.... 6 00 Assorted, 13-15-17 ....3 00 Assorted, 15-17-19 ....4 25 WRAPPING PAPER Common Straw ...... 2 Fibre Manila, white .. 3 Fibre Manila, colored : No. 1 Mantia ......... Cream Manila ........ 3 Butchers’ Manila ..... 2% Wax Butter, short e’nt 13 Wax Butter, full count 20 Wax Butter, rolls ..... 19 YEAST CAKE Magic, 3 doz. Sunlight, 8 doz. Sunlight, 1% doz, .... 50 Yeast Foam, 3 doz. ..1 15 Yeast Cream, 3 doz. ..1 00 Yeast Foam, 1% doz. 58 AXLE GREASE 1 th. baie og per gross 9$ 00 8 Tb. boxes, per gross 24 00 BAKING POWDER Royal 10c size .. 90 tb. cans 1 35 6 oz. cans 1 90 %kb. cans 2 60 % Ib. cans 3 75 1fb. cans 4 80 3tb. ens 13 00 5Ib. c:.3 21 60 15 16 17 CIGARS Johnson Cigar Co.’s Brand Ss. C. W., 1,000 lota ....81 Bil Portame .......22-5.-88 Evening Press ........-. 32 exemplar (oo.6. cc. Lives of great men may remind us that it is sometimes better to remain obscure. Manufacturing Matters. Brighton—Machinery is being in- stalled at the creamery for the pur- pose of manufacturing powdered milk and other products. Belding—The Wear-U-Well Shoe Co., of Columbus, Ohio, has opened a branch store in the Millard block, under the management of G. F. Ben- edict. Detroit—The Golden Vibrator Co. has been organized, with an author- ized capital stock of $10,000, all of which has been subscribed and paid in in cash. Orleans—Joel Palmer has sold his interest in the Orleans Elevator Co. to Mel Anderson and the business will be*‘continued under the style of Ran- kin & Harter. Saginaw—The Germain Manufactur- ing Co. has been incorporated to man- ufacture piano parts with an authorized capital stock of $75,000, all of which has been paid in. Detroit—The Chambray Carburet- ter Co. has been organized with an authorized capital stock of $50,000, which has been subscribed and $10,- 000 paid in in cash. Lansing—The Lansing Rope Ma- chine Co. has engaged in business with an authorized capital stock of $5,000, of which $2,500 has been sub- scribed, $400 paid in in cash and $1,500 in property. Ovid — The Ovid Furniture & Manufacturing Co. has engaged in business to manufacture and sell fur- niture, lumber and veneers, with an authorized capital stock of $60,000 common and $40,000 preferred, of which $67,000 has been subscribed and $60,000 in property. Detroit—The Crescent Co. has been organized to manufacture and deal in starting devices for gasoline engines and all appliances thereto, with an authorized capitalization of $200,000 common and $100,000. preferred, of which $187,500 has been subscribed, $100 paid in in cash and $159,900 in property. Battle Creek—The entire new five- story factory building of the Kellogg Toasted Corn Flake Co. is now in operation. A force of 150 men have been put to work in the new structure and later, additions will be made in the working force. The new factory will be used in the manufacture of the new Kellogg biscuit. 3attle Creek—Although it was planned by the Nichols & Shepard Co. to erect a $75,000 foundry in the early spring, this building will prob- ably not be constructed until sum- mer. One of the officials of that com- pany stated that the plans for the new structure has not yet been com- pleted sufficiently to warrant spring work. Clio—Marshall Smith, of Flint, has decided to locate his veneer and bas- ket factory here, having purchased the Stevens mill property. New ma- chinery has been purchased and the old building will be entirely over- hauled and renovated. The factory will from the start employ about twenty-five men. It is expected that the institution will be running with full capacity by May 1, at which time about forty hands will be employed. Cadillac—The A. F. Anderson Lum- ber Co., after fifteen years’ business with Cadillac as its headquarters, has decided to remove to Grand Rapids, and will change its headquarters to that city during April. A. F. Anderson, head of the company, who has been in Seattle for over a year, will continue to make his home in the West, the business remaining under the manage- ment of Adrian Van Keulen. The company’s Alba business will be con- ducted by Joseph Anderson, a brother of A. F. Anderson. Detroit—The Detroit Trust Co., as receiver for the Flanders Manufac- turing Co., operating plants at Pon- tiac and Chelsea, has issued a state- ment showing that so far $246,700 has been realized for the creditors. Over Ralph Stone, Vice- President of the trust company, states that it is practically impossible at this time to determine how much may be realized from the remaining assets for the creditors and stockholders. The plants at Pontiac and Chelsea are appraised at $660,914 and their equipment at $586,152. his signature, 2+ Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, April 2—Creamery butter fresh, 35@38c; dairy, 22@32c; poor to good, all kinds, 20@25c. Cheese—Fancy, 17; choice, poor to common, 10@14. Eggs—Choice, fresh candled, 19%4@ 20c, at mark 18144@19c. Poultry (live)— Turkeys, 18@23c cox, 12@13c; fowls, 18@19c; springs 18@19c; ducks, 18@20c; geese, 15@16c. 15@16; 19c; ducks, 18@20c; geese, 15@16c. Poultry dressed, turkeys, 20@25c; ducks, 18@20c; chicks, 18@20c; fowls, 17@19c. Beans—Red Kidney, $2@2.25, white kidney, new $3.25@3.35; medium, new $2.20@2.25; narrow, new, $3.25; pea, new, $2.20@2.25. Potatoes—45@50c per bu. Rea & Witzig. —_—_~72 2 __ Not So Very Fresh. A Harvard professor noted for his severe way of examining students tackled a raw-looking freshman: “1 understand you attend the class for mathematics?” “Yes.” “How many sides has a circle?” “Two,” said the student. “Indeed! What are they?” “An inside and outside!” was the prompt reply. “And you attend the moral philosophy class also?” “Yes.” “Well, no doubt you heard _lec- tures on various subjects. Dil vou ever hear one on cattse and eftect?” “Yes.” “Does an effect ever go before acauser” “Yes.” “Give an instance.” “A barrow wheeled by a man!” The Joctor hastily sat down zad put no More questic ns, BUSINESS CHANCES. For Sale—Bazaar, millinery, fancy goods, stationery, school book depository. Only store of its kind in town 1,000. Mostly Northern people. Nice healthy town 33 miles from Mobile. Good all- the-year-round trade. Stock about $2,000. Nelson L. Seeley, Citronelle, Alabama. 957 For Sale—General merchandise and shoe business. Central Michigan. Write at once. A chance for someone. Address No. 958, care Tradesman, 958 For Sale—One of the best located drug stores in Grand Rapids, doing excellent business. Complete and up-to-date stock and fixtures. Cutting of prices not nec- essary. Good reason for selling. Ad- dress No. 959, care Michigan Tradesman. 959 er gn mt nes L6c. |6c. oC; vis, ute lew ea, er gn sar sata, ities: OR, € _ Even if it cost you as much to maintain as a horse and wagon equip- ment of equal capacity, an International Motor Truck would still be a good investment because of the vastly improved service it enables you to give. To be able to satisfy the most exacting customer—to establish a reputation for prompt. obliging service—is worth more to-day than any other business asset. An INTERNATIONAL MOTOR TRUCK traveling through the better streets. making deliveries as promptly as the ‘postman delivers the mail, running here. there and everywhere to meet emergencies, is your best helper in building up a reputation for service. You can have just the body or bodies you want. At a very reasonable cost you can install a modern system of deliveries or light hauling. A re- sponsible company assures you of prompt, courteous attention in case of difficulty or accident. You can depend upon maintaining your schedule in any weather and at all seasons. : Write for a catalogue and full information about this business-develop- _ing, business-developed motor truck. International Harvester Company of America : (Incorporated) 85 Harvester Building Chicago, USA _ the profit of selling sugar. In fact, the Weighing sugar, putting it in bags, los- ing by waste of time, overweight and cost of bags and string used eats up all grocer who follows such ‘old-fashioned methods loses money. No wonder the sale of FRANKLIN CARTON SUGAR * Standard of Purity. is increasing all the time. The FRANK- THE FRANIcuIN LIN CARTON isa neat, handy package Soo that’s as easy to handle as a can of tomatoes; it’s ready to sell when you getit. It pleases customers because every- body wants clean sugar. The capacity of the containers enables you to buy in convenient quantities and you can get any popular sugar in FRANKLIN CARTONS. You can buy Franklin Carton Sugar in the original containers of 24, 48, 60 and 120 pounds 1| GRANULATED Ns THE FRANKLIN SUGAR REFINING COMPANY PHILADELPHIA, PA. “Your customers know FRANKLIN CARTON SUGAR means CLEAN sugar’’ aaa: qoo'——_ is Sa iil! ‘gue Ihe Karo Demand is Increasing To Pe ( SRE piece MAAR ah PRODUCTS REFINING ©O- —_ NEW Yom, U. & 4 TT Tl —————— Everywhere Karo sales are jumping. Effective advertising in the magazines, newspapers, bill-boards and street cars is proving a powerful sales maker. It is influencing millions of housewives to use more Karo than ever— telling them about the great food value of Karo, its purity, its nourishment, the energy it supplies and what’s all important, its economy. With the cost of living so high, these Karo facts strike home with double force, they are increasing sales quickly. Karo is the great household syrup—the syrup of known quality and purity—specially whole- some and delicious, and of highest food value. Your customers know it—they know that the Karo label stands for highest quality, best flavor, and full net weight. Stock generously with Karo. and pays a good profit. It sells quickly, is easy to handle Corn Products Refining Company New York | “Ina Class by Itself” Manufactured Under Sanitary | Conditions r Made in Five Siges e G. J. Johnson Cigar Co. | Makers Grand Rapids. Mich.