A Y, oes Se s 5 es t i » | eR 2 Re Zo (URE 1 Say ms Q) —A 4 >\C Py Se) yk Ae F Ry OR ICI (A RE ey 'O & Cy Fie en gee ree QR scsln are UBLISHED WEEKLY ey #TRADESMAN COMPANY, PUBLISHERS ees ZX eT aw as , =, BS AY ROK : x SIF (Xp (EZ LQSaSn" Z-tNDA css S d > SS << Iwe 2=——~S Sa \ ( A ‘al EN - J Lo Ca me eg , q Thirtieth Year GRAND RAPIDS, WEDNESDAY, MAY 7, 1913 Number 1546 Che Man Who Knows The man who wins is an average man, Not built on any particular plan, Not blest with any particular luck. Just steady and earnest and full of pluck. When asked a question “he does not guess” He knows, and answers “no” or “‘yes.” When set a task that the rest can’t do, He buckles down till he’s put it through. Three things he’s learned, that the man who tries Finds favor in his employer’s eyes, That it pays to know more than one thing well, That it doesn’t pay all he knows to tell. So he works and waits till one fine day There’s a better job with bigger pay, And the men who shirked whenever they could Are bossed by the man whose work made good. For the man who wins is the man who works, Who neither labor nor trouble shirks, Who uses his hands, his head, his eyes, The man who wins is the man who tries. Ring Crue Say, boys! Can you tell when a counterfeit coin Is tossed on the counter to you? Of course you can tell, for you know every time That it strikes it doesn’t ring true. And boys! Do you know that a counterfeit life (That’s a regular sham through and through) Is as simply detected in every-day strife As the coin? For it doesn’t ring true. Ah, boys! If you want to be manly men, To be honored in all that you do; Just make up your minds that ten times out of ten You will always be found to ring true. Words Chat Ring “They that trust in the Lord shall be as Mount Zion, which cannot be removed, but abideth forgver.” As a general thing, the most successful man in life is the man who has the best information.— Disraeli. God condescends to play hide-and-seek with men, concealing things in order that men may find them.— Francis Bacon. There is always hope in a man that actually and earnestly works. In idleness alone is there perpetual despair.— Carlyle. To brag a little, to show well, to crow gently if in luck—to pay up, to own up and to shut up if beaten, are the virtues of a sporting man.—Oliver Wendell Holmes. We can only have the highest happiness, such as goes along with being a great man, by having wide thoughts, and as much feeling for the rest of the world as for ourselves.—George Eliot. Smiling He came up smiling—used to say, He made his fortune that-a-way. He had hard luck a-plenty, too, But settled down and fought her through, And every time he got a jolt He jist took on a tighter holt, Slipped back some when he tried to climb, But came up smilin’ every time. James W. Foley. WoRDEN GROCER COMPANY THE PROMPT SHIPPERS Grand Rapids Kalamazoo Pann OrAns Dales eOReS Ne Talal INELL= WRIGHT © BOSTON-CHICAGO ee'y> op ‘ es) JUDSON GROCER CO.—Grand Rapids, Mich. Wholesale Distributors of DWINELL-WRIGHT COMPANY PRODUCTS é Gs PHS wy —< WHEN YOU SEE THE Adl GOOD SIGN OF CANDY “DOUBLE A” Remember it came from The PUTNAM FACTORY, National Candy Co., Inc. Grand Rapids, Mich. _—_ Let the (eat nina VA) ==.) Other =p Fellow Experiment Twenty years’ experience in building Computing Scales, is a service that is handed you when you buy a Dayton Moneyweight Scale. There’s as much dif- ference in Dayton Scales and “The Other Kind,” as there is between a Swiss Watch and a “Dollar Watch.” Buy a Scale with a System Buy a Scale with a Record of Good Service Buy a Scale with a Ten Year Guarantee Buy Dayton Computing Scales Moneyweight Scale Company 165 North State Street Chicago, Illinois Have you had our booklet of Store Systems. ‘‘The Bigness of Little Things?’’ It’s free. ask for it. eek eee es. Dont forget to include a box in your next order Lautz SNOW layey4 Washing Powder | Lau Brosyle. Buffalo, N. Y. | Thirtieth Year GRAND RAPIDS, WEDNESDAY, Number 1546 SPECIAL FEATURES. Sanit e Cloverland, reditors have News of the Business World. aa Grocery and Produce Market. oes a Financial. ee £4 : : ata Editorial. h View oO: this si youl : Bankruptcy—Eastern District. SE is the 1 jobber: vould e Practical Salesmanship. Parcel Post. dG re Sit re t ) 2 4 5 6 8 10 12 15. Store Slogan. 16 18 19 20 ea + ile i} h- : ey 5. Old Panama. a retauer who nas sif ( andes S Behind the Counter. tine order of t hat , ' ' 4 i Logic of Leaders. ' ce ; Butter, Eggs and Provisions. [here is rea | a that t a a 22. Glothing. 1] ‘ : oe 5 24. Dry Goods. Huy TIM tenins ( its 1 | 26. The Retail Merchant. Rion Giese aided ' ' ; | ' 28. Woman’s World. a. i Wi 30. Vocational Education. hes; are) trelinawishit ditle to the | i : ee. Haraware. ' a ' . : ‘ ' 4. Shoes. Sods Lhe preceding ragrapl S So aie eae eca 37. The Hotel Law. prefaced wit! ee ee F / 39. Decreasing Dividends. Se ae ee ences a \ Demon | 1 Oust t 40. The Commercial Traveler. in laroer type, while the paractap! \ ed ven 1 tg - 2. Drugs. i ! | ‘ ee | ee . : 43. Drug Price Current. SOMtaiming@ the title Stipulation 1 awaka once 1 th it we wi d be unable 14. Grocery Price Current. Pasee oe th, Be Gea tee ee ee a ere 46. Special Price Current. : a. : : ey ee ‘ Pras aaa be : 17. Business Wants. crap! bears no descriptive intion, oe Be \ ( ‘ : UP PSTINE CONTRACTS the ean vehi ee her ae nhieas Ohi se veel 4 ee he effect of these transact s is felt How They are Regarded by Michigan i ae : ne t whe met Jobbers. : : tp SiS met Woolen Manulacturing Co 1s that it 1 record and ultimately comes to the attention of his creditors, who can then decide whether the would yr not, conside as the point is iged. As the contract secul- 4 preference. oe a the mercantile agencies, unless |} ed by the Mishawaka concern is not Another Grand Napids jobber notities both he bas sioned a 5 placed on record, but operates the writes as follows: MICHIGAN TRADESMAN May 7, 1913 CLOVERLAND. Zephyrs From the Upper Peninsula of Michigan. Marquette, May 5—If anybody who took a train out of Marquette last Thursday morning, May 1, ever en- tertained the least doubts about this part of Michigan being a fisherman’s paradise, these have been dispelled. The morning and the preceding days had been beautiful and the fishing conditions were ideal and we counted between Marquette and Negaunee, a distance of only twelve miles, not less than seventy- five anglers, besides a large number on our own train. Henry Ockstad, the faithful dray- man, who has attended to the wants of Marquette traveling men and the transient trade of Hotel Marquette tor many years, has put on an auto- mobile bus service from the depots part of the city. that the traveling men will appreciate, especially those who make headquarters in this city and, in or- der that he may be encouraged to continue it, we should all ” with our patronage. doubts would to any This is a service "come a runnin’ ’ We have been saying a great deal lately about Cloverland as an agri- cultural proposition, but we are re- minded that we must not lose sight of the fact that in our onward march of progress the industrial opportuni- ties of Cloverland must not be over- looked. We opportunity to place and inducements and encour- agement to offer to manufacturing plants which wish to come to us at Escanaba, Sault Ste. Marie and Mar- quette for almost any kind of an in- dustry, no matter how large, not to say anything about innumerable fac- tory sites in the smaller towns which manufacture of have are adapted to the lumber and manufactured articles of maple, etc., furniture, broom handles, butter dish- such as chair rockers, es, ete. On Saturday evening, April 26, U. P. Council, No. 186 had its first reg- ular meeting with the officers. The meeting was well attended and T. H. Millin, of the Brauns & Van Co., with headquarters at Tron Moun- tain, was most gloriously and_ hilar- iously initiated into the mysteries of our order. Believe me, we had him going! Nobody speaking in particular, but there was an undercurrent which many of the new indulged in any boys have expressed since of en- thusiasm and sincerity and optimism for the future. Believe me, U. P. Council is some Council. Fred Edlund, was married to Miss Amanda Swen- son, received yesterday by who, in December parcel post a large consignment of tiny lit- tle baby stockings. He is out with a butcher cleaver after the joker who put it over on him. He suspects a lady clerk at Ishpeming. In order to convey a full measure of appreciation of what is going on in Cloverland at the present time in the way of agricultural development and to convince that the work of settle- ment is actually going on extensively in dead earnest, | am pleased to sub- mit a letter written by A. W. Blom, Secretary of the Menominee Ab- stract & Land Co., to Alton T. Rob- erts, President of the Upper Penin- sula Development Bureau, Marquette, which speaks for itself: Dear Mr. Roberts: The future of the Upper Peninsula, or Cloverland, looks brighter to me than ever before, and the people throughout the middle western states are waking up to the fact that there is something in Cloverland besides snow and ice, and that Cloverland offers more assured success to agricultural set- tlers than many locations if they will take up dairying, fruit growing, sugar beet growing, potato growing or truck growing. ‘The profits of any one or all of these specialties are largely augmented by a reliable market, good producing soil and splendid climatic conditions. Every trip that I make through Illinois, Indiana, Ohio, or any of the middle west- ern states, I am more thoroughly con- vinced of the great possibilities that these lines of farming offer if they are followed by the farmers of Cloverland. We are getting more enquiries for idle agricultural lands and improved farms than ever before. During the past three months, January. February and March, which are months in which we are not looking much for buvers, we had a number of farmers who bought lands. In fact we do not desire to bring buyers to look over our lands when they are covered with snow, but this year the people insisted upon coming early, for many believed that the lands of Cloverland will raise in price after they are more thoroughly advertised and peo- ple realize their value. Two men from Illinois, induced by our local agents in that territory, came here during the month of March, and arrived on the day that we had the worse bliz- zard of the winter, and without being able to see the lands they purchased a thousand acres. This one fact speaks of the value of the work the Bureau is doing by making a splendid educational campaign, and bringing to the notice of the up-to-date farmers of the middle western states knowledge and a realization of the value of the lands in Cloverland| The Bureau will not meet with success without it is given liberal moral and financial support, and active work must be done on the part of the people who are engaged in the upbuilding of Cloverland. After the Bureau has blazed the path into the minds of the up-to-date farmers of the middle western states, it is up to the individual land men or companies owning lands to get busy and get into the game as they ought to. Our people should stand for their home and speak encouragingly of Cloverland. There are certain things that have got to be done by the men who own the land and desire to sell the same. First, a sales organization must be es- tablished by each company that has lands for sale. Local agents in the respective states of the middle west must be appointed, and a commission paid to them for pro- ducing or giving information of prospec- tive buyers. Each county should issue a hook de- scribing the economical, educational, manufacturing and agricultural advant- ages that exist in their county, which will go a long ways to educate many who are looking for homes and farms. It is also essential for each land com- pany or land owner to produce printed matter describing their own premises, or inds that they have for sale. That crystallizes a man’s mind on a lo- ‘ation, and then it is easy for a sales organization or salesman to secure the settler who has become interested in the facts presented by the Bureau’s adver- tising and also by the land company. The work of the Bureau can be done more economically and better by the Bu- reau than by any county or individual firm for all of Cloverland. We are extending our agencies in every county in Ilinois, Indiana and Iowa, and will have a large number of agencies in Visconsin, as we find that this is the only way to get business, that is, to have a live representative next to the man who is seeking information to better his con- dition, for it is up to us personally to in- terest him in the premises in which we are interested. It costs a great deal to get this work started, but there is no question about it paying, for we already are getting re- sults. We have received through the Bureau notices of 500 letters of enquiry in the last four months, which we have fol- lowed up, and many have signified their intention to come and investigate Clover- land. I am firmly of the belief that I can go before the next annual meeting of the 3Zureau next February and say that I have sold more lands this year than in » past ten. There is no excuse for sitting back and expecting the business to come to us without our personal work is applied. may seem queer to you and others that I should express a desire to see everybody engaged in selling lands in Cloverland establish agencies and adver- tise in the middle western states, but I am firmly of the belief that if one hun- dred of our land owners would take up this work as we _ have tried to do, it would help us all, for there is more strength in a hundred companies oper- ating on concrete lines than there is for a few, and know it will bring profit to all of us. We must individually take up the work after the completion of the educational advertising, which the Bureau can do more successfully and cheaply than any company or individual can do. : Cloverland is getting advertised, and it is now up to us all to follow’ out an in- telligent plan and get results for our work. I hope that there will be a more de- termined effort on the part of all engaged in all the different vocations to take a firm and decided stand for our country and to tell all the value of Cloverland as a home for commercial, manufactur- ing and agricultural people. It should be noted that Mr. Blom’s scope is largely confined to Menomi- nee county and therefore does not give any consideration to the exten- sive transfers which are constantly being made in at least eleven of the remaining counties. For instance, there is hardly a day that Mr. Green, of the Greenwood Lum- ber Co., fourteen of Ontonagon, does not sell a farm in the vicinity of Green. Mr Hlannigan, of the Sagola Lumber Co., at Sagola, is also doing considerable. The Tula other lumber Lumber Co. and many fact, nearly all of the larger lumber com- companies—-in panies—-are carrying on this work and the Duluth, South Shore & Atlantic iiailway, through its colonization de- partment, is becoming one of our greatest factors in this work of bring- ing about actual settlement. lt is a great pleasure to introduce to our readers to-day little Miss Ruth Carlisle, only daughter of one of our most enthusiastic, faithful and con- Past Counselor Carlisle, an erstwhile Little Ruth, just 4 years old, is a clear case of “following in her father’s footsteps,” as it makes no members, Claude CU. Grand Rapids boy. sistent now whether she is booked for an afternoon ride difference on the electric car to a picnic party on Presque Isle or for a visit to her mama’s home at Portland, little Ruth insists on packing her erip just as papa does when he goes on the road. tier papa, being a shoe salesman, rep- resenting Selz, Schwab & Co., Chi- cago, carries, of course, several sam- ple trunks, consequently little Ruth is spending her child life in an at- mosphere of trunks and grips. The following incident will serve to il- lustrate the innocent impressions a bright child will receive by observa- tion of her home environment. Mrs. Carlisle recently received a letter, in- forming her of her father’s illness at Portland, stating that the illness was the after effects of the grip. Little Kuth suggested to her mama that it would be better if grandpa would carry a trunk, instead of a heavy grip, because he could get the trunk check- ed. Little Ruth is just as bright as she looks. : We just received a postal card from Jay I. Hancock, with the simple but significant word “Liar” on it. We have yet to hear from Con. Sullivan and John Keyes. Last week we made one of our periodical to Sagola. There are always in the life of the traveling man a few green spots—a few places on his territory which it is a delight to visit. One of these places for Ura most thrifty Pearce, visits is Sagola, one of the and prosperous little towns in this part of the State. This town founded some twenty-live years ago by the same company which conducts its chief industry to-day and which intends to operate it for many years; to come. Was Patrick Flannigan is such a unique character and successful business man that for some months we have been contemplating writing him up in a special way for the Tradesman under Upper’ Peninsula Men of Mark, a pleasure which, in the near future, we will indulge in. The lumber industry is Sagola’s only industry and support. ‘The sawmill is modern and up-to-date in every particular the old mill having been destroyed by fire two years ago and replaced with modern © machinery. There is also a modern and large planing mill with a lath, shingle, moulding and maple floor mill in con- nection, where everything pertaining to the manufacture of lumber is made. The season's cut for the mill is about fifteen million feet and the company is just now finishing up the winter's cut of logs, which this year is about The mills here and summer, thus furnishing uniformly steady employ- ment the year round. an average output. run both winter A refreshingly noticeable feature of this community is the contentment and the loyalty of its employes to their employers. The market for the finished product is Chicago and in the State of Illinois and the Southwestern states, the com- pany maintaining a_ selling agency through their branch office at Chica- go. Patrick Flannigan is President of the company and its Vice-Presi- dent and General Manager is his only son, John Flannigan, The chief ac- countant is L. A. Lantz, assisted by Stephen McCabe. The stenographer and manager of the telephone’ ex- change, embracing some seventy-five miles of exchanges, is Miss Crystat Dunbar. The general store naturally attracts our attention the most, as we are really most interested in the merchandise end of it. The stock is inventoried at $20,000 and the volume of sales is from $75,000 to $90,000 per annum. Different than most lumber company stores, its own people are its most loyal patrons and it does + « New May 7, 1913 an outside business reaching along the C., M. & St. P. from fron Moun- south to Republic on the north. The store is ably aged by Theodore Dewish, assisted by Patrick McCole. The company owns 6,000 acres of land and Mr. Geismar, Superintendent of the Up- per Peninsula extension work for the State Department of Agriculture, in- forms me that this land is equal in quality for farming purposes to any land in any part of Michigan which is open for settlers. gives, of tain on the man- The company preference to its own employes, much along the same line as Thornton A. Green does with his employes of the Greenwood Lum- ber Co., at Ontonagon, and a goodly portion of it is already course, taken up in Thousands of acres yet remain open to bonafide settlers. It also owns a farm of 300 acres of its own which it uses this way. chiefly to raise food stuffs for its own teams. Ura Donald laid. ———_2~- Special Features in the Grocery and Produce Trade. Special Correspondence. York, May 5—Spot coffee is steady and there are some _ transac- tions occurring all the time, albeit the individual takings are pretty small. There is a better outlook, sta- tistically, and there is a little more cheerful feeling among the trade gen- erally. At the close Rio No. 7 is quoted in an invoice way at 113%c and Santos 4s at 1334c@13%c. In store and afloat there are 2,064,959 against oe bags at the bags, same £ A wy AS- “7° ~ —o—.. ane \\) al NSN yas 3 eS hoe a SIAN SNL Tee an LS 7A (ull Dandelion Brant THE BRAND WITH rn ee » i ny, hi yen Me MICHIGAN TRADESMAN Milds remain about with good Cucuta at time last year. as last noted, 1334¢. Refiners report a rather light de- mand for refined sugar. One refinery quotes 4.20c—7 days’ delay—while most others name 4.30c. The warm weather ought to boom this market and a few days may change the out- look materially. There is plenty of sugar, however, to meet almost any emergency. There is a more hopeful feeling in the tea trade, and with a stock through- out the country which must be run- ning pretty light, dealers appear to be confident of a turn for the better. Low-grade Japans drag as new crop is almost in sight.” Hardly anything doing in the rice trade. Dealers throughout the coun- try seem to be well stocked and in- coming orders are for small quanti- ties, notwithstanding this market is below primary points. choice domestic, 54@54c. Spices are in moderate movement. Grinders seem to be well stocked and from now on only a summer trade can be looked for. Quotations are steady and unchanged. Molasses is steady and quiet, as a rule, although there is a fair enquiry for grocery grades, particularly in the foreign sorts. trifugal, 35@40c. and unchanged. 3uyers of canned goods—and they are mighty few, apparently—seem ut- terly indifferent as to whether they obtain supplies or not. No matter Prime to Good to prime cen- Syrups are quiet what concession is made, they want “something off.’ Some sales. of Marylanl standard 3s tomatoes have been made at 774c, and it was inti- mated that 75c would not be refused. On the other hand, packers say that goods at these figures will certainly not stand the test and that 80c is the bottom. Nothing is recorded of sales of futures in tomatoes, nor other products. Trading upon the whole is simply of smallest possible quantity and no change is to be noted. Sutter has taken a very decided tumble since last report and the out- look seems good for a further decline. At the close creamery specials are quoted at 29'%4c; firsts, 28%c; tion, 27@27Y%vc 26@26.c. Top grades of cheese are working out at about 13@13'%c for new stock. Old, steady and about unchanged—15 @i4e. Eggs are firm for near-by but the very hot weather has had a bad effect on arrivals from further away and quotations sag. Best West- ern 197@21%c and from this down to 16@17c. imita- ; factory, current make, stock, > Unpleasant Experience With Misha- waka. Mears, May 6—I was glad to see the article vou printed regarding the Mishawaka Woolen Co. as | once bad a perience with that been handling Manufacturing little ex- house. I have Hood rubbers almost exclusively, but was talked into one shipment of Mishawaka count of their brand ZOods On ac advertising their Ball Pin 5 ZOOS sO heavily, | had a Are you “on board?” at The ‘“‘good ship” DANDELION is selling away ahead of all previous records. mY 4! ( ly a . If you are not getting your share of this boom in DANDELION sales Stock up and “get on board” 3 rumpus with the agent because [ would not sign an agreement to sell at the retail prices they made—$4.50 per pair for boots. They cost me I y exactly the same as the Hood Royal Oak which I was selling at $4 and | sold the Ball brand at the same price. The guarantee was identically the brands, but in the returned unsatisfac- same on both spring, when I tory and replaced boots, | tound a difference in the method ol settling. i had, if | am mot mistaken, five or six cases from the Grand Rapids Shoe & Rubber Co. while I had only one dozen pair of Ball brand, but had to replace five pairs. and returned five pairs, Instead of promptly getting a credit sheet for five pair that I had shipped back, I received no an Swer whatever until, after writing repeat edly, they answered that as [ had sol‘ under the price they had set, they would not reimburse me for my loss. What 1s three years ago. [ still am waiting for the price of five pair ol boots, | am ott about $17, but it was wotth that much to me, as | | no business to change to an unknown brand when I was perfectly satisfied with Hoods. They had too much money or I would have gone after them. C. A. Brubaker. ————2.-o- oe A Lucky Find. “Look here, waiter. I’ve just found this trouser button in my soup!” The waiter hurried forward, beam- ig=. Oh, “1 couldn ¢ thank you sir! he said. imagine what had become Of it. vio ia Ve _ (h AW Of Pav >. 49 224 “wi ‘e.:2 . On te o/ We guarantee that Dandelion Brand Butter Color is PURELY VEGETABLE and that it meets the FULL REQUIRE MENTS OF ALL FOOD LAWS,--STATE AND NATIONAL. WELLS & RICHARDSON CoO., - BURLINGTON, VERMON Manufactufers of Dandelion Brand Butter Color MICHIGAN TRADESMAN May 7, 1913 Movements of Merchants. Harvarl—Verne Hornbeck succeeds Howard Morley in general trade. arbor Springs--Guy W. Melson has engaged in the produce business. Gaylord—Omer Wurtz has opened a confectionery and cigar store here. Charlotte—Reynolds Bros. succeed kK. C. Jones in the dry goods busi- ness. Greenville—W. Zuller is building a two-story addition to his grocery store. Charlevoix—Lemieur Bros. have engaged in the men’s furnishing busi- ness here, Charlotte—Henry Shepherd — suc- ceeds Orrin Packard in the butter and egg business. Lansing—Earl Etoner out his stock of groceries from business. Beulah—The Central County Bank has been re-organized as the State Bank of Dimondale—The Wonder ty Co., of Eaton Rapids, has a drug store here. Belding—Ward & Schlegel are clos- ing out their stock of meats and will retire from business. Plymouth—W. E. Smyth, of Cheboygan, has engaged in the jewelry business here. Mancelona—The C. engaged in the grocery the Charles Shaw building. Lake City—A. B. McIntyre has opened a bakery in the Langley build- ing on North Main street. Benton Harbor—A. McCowen has opened a grocery and general store on South Pipestone street. Lansing—M. D. Levinson gage in the clothing business at 607 East Michigan avenue May 15. Sturgis—Fred Hubbard, recently engaged in trade at Charlotte, will open a bazaar store here May 15. Hopkins—Frank J. Kemano_ has sold his Baker, who has Clarion—D. H. ed the store building and general merchandise of A. J. Alma—J. L. Miller and son Ralph have engaged in the shoe business here under the style of J. L. Miller & Son. Stanton—Frank M. Strouse & Son, dealers in hardware and agricultural implements, have added a line of ve- hicles to their stock. Eagle—Darius T. Eddy has sold his interest in the Eddy Bros. stock of general merchandise, produce .coal, to Horace Peake, recently of Saranac, and the business will be continued under the style of Eddy & Peake. has. closed and retired Beulah. Special. opened recently 3urrell Co. has business in will en- grocery stock to Russell taken possession. Geyer has purchas- stock of Crago and Smith has New Lothrop—E. O. sold his stock of confectionery and cigars to Chester Walters, who will continue the business. Edmore— Mauchmar Bros., who conducted a shoe store at Dimondale, have removed their stock and will continue the business. Ovid—William Winfeld and John McCreery have formed a copartner- ship will engage in the meat business here about May 15. Reed City—Henry R. Niergarth, who conducts a general store here, has opened a flour, feed and produce warehouse on Slosson avenue. Bellaire — Charles Weiifenbach, dealer in shoes, crockery and grocer- ies, died at his home April 28, after an illness of more than a year. Freeport—Ira F. Babcock, recently of Manton, has purchased the Elmer Roush grocery stock and store build- ing and will continue the business. Maple Rapids—A. M. Payne and Arthur Crook have formed a copart- nership and purchased the Hewitt & Hastings meat market and will con- tinue the business. Greenville—The Greenville Whole- sale Baking Co. has engaged in ness with an authorized capital stock of $1,000, all of which has been sub- scribed ani paid in in cash. Clarion—Lynn Clark has bought the stock of hay and feed of A. J. Crago and is putting in a line of gen- eral merchandise in the building formerly used as feed store. Casnovia—C, E, Moody, recently of Dowagiac, has purchased the Foster & Sherwood hardware, grocery and drug stock and will continue the busi- ness at the same location. East Jordan—F. H. Bennett inerly traveling salesman for the Mus- selman Grocer Co., of Traverse City, has purchased the Charles Howland bakery and will continue the business. Charlotte—A. J. Doyle, dry goods, here and busi- for- dealer in made an assignment for the benefit of his creditors May 2. Cf. Cashier of the First National Bank, was named as trustee. Comstock—J. Harry McCormick will open a new drug store here May 15. It will be conducted under the style of the Drugcraft Shop and will be in charge of Earle E. Henderson. Mancelona—-Thomas Mitchell, of Stanwood, has sold his interest in the produce firm of Waddell Bros. & Co., to his partners, who will continue the business under the style of Waddell Bros. Lapeer—The Lapeer Savings Bank has moved into its new quarters in the Masonic Temple. The new bank is one of the most modern in this vicinity and is finished in marble and Brown, mahogany. The main lobby is light- ed by the indirect system and the entire Bank is a great improvement to the main street. Ludington—H. M. Haff has sold his interest in the plumping stock of the Jagger & Boersma Co. to his partner, J. S. Boersma, who will con- tinue the business under his own name. Grand Ledge— Mason Soper and Eli Taylor, partners in S. R. Cook & Co., dealers in groceries, chased the stock and _ will the business under the style of Tay- lor & Soper. Milan—The Milan Produce Co. has inerged its business into a stock under the same style, with an authorized capital stock of $10,- 000, of which $6,000 has scribed and paid in in property. Tron Mountain—The Italian Co- Operative Co. has engaged in ness to conduct a general department store, with an authorized capital stock of $3,000, of which $1,500 has been subscribed and paid in in cash. Flint—John R. MacDonald, who has conducted a cigar store here for the past twelve years, has sold his stock to the Harry W. Watson Co., which will continue the business in connec- tion with its wholesale establishment. Owosso—Alton and Scott Rundell have purchased the interest of the other stockholders in the Rundell- Stevens Co. wholesale stock of butter and eggs and will continue the busi- ness under the style of the Rundell Co, lonia—The B. L. Comstock being torn down to place to a modern store building, is the one in which F. W. Stevenson, Jonia’s oldest merchant, started in business April 1, 1859 — fifty-four years ago. Holland—-John Jellema and son AIl- bert, recently of Hull, North Da- kota, are erecting a store building at the corner of 24th and State streets, which they will occupy with a stock of shoes July 1, under the style of John Jellema & Son. Detroit—The New York Trimming & Lining House has engaged in busi- ness with an authorized capitalization of $30,000 common and $30,000 pre- ferred, all of which has been sub- $5,000 being paid in in cash and $55,000 in property. Cheboygan—J. Harry Clune and John M. Meyer have formed a co- partnership and purchased the furni- ture and musical instrument stock of the late John H. Clune and the busi- ness will be continued under the style of J. H. Clune & Co. Athens—Clayton Furniss, who has been at Lowell for the past year, will take charge of the Furniss drug store here as soon as his position at Low- ell can be filled. E. M. Everts, merly of Nashville, is permanently employed at the same store. Detroit—At a special meeting June 10 the stockholders of the National Bank of Commerce will vote on a recommendation being considered by the Bank’s directors to increase the cepital from $750,000 to $1,000,000. Under the plan advised by the direc- torate there will be an issue of 2,500 have pur- continue company been sub- busi- build- ing, now give scribed, for- shares of new stock which will be offered to the stockholders at $160. The bid price of the Bank’s stock on the Detroit Stock Exchange is $225. The adoption of the increase will give the institution a capital of $1,000,000 surplus of $500,000 and un- divided profits of about $200.000. Ann Arbor—-The Economy Baler Co. has merged its business into a stock company under the same style, with an authorized capital stock of $100,000 common and $50,000 prefer- red, of which $106.420 has been sub- scribed, $1,945.86 being paid in in cash and $104,474.14 in property. Bay City—Vhe goods at the Twin City Art store have been sold at auction by Sheriff Fitzgerald to meet the de- mands of creditors. The former own- er of the store, Fred E. Russell, dis- appeared some time ago without giv- ing any notice and it was several days before it was discovered that the store was without a proprietor. ——~-2-2————_ Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Bufialo, May ?—Creamery butter iresh, 26@29c; dairy, 24@27c; poor to good, all kinds, 20@24c. . Cheese—Fancy, old 16c; choice, old 14@15c; poor to common, 6@10c. New full cream, 13@14c. Eggs—Choice, fresh, 19@20c. Poultry (ive)—Turkeys, 14@15c; cox, 13c; fowls 17@18c; springs, 17 (14ise; ducks 20c; geese, 15@16c. 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—50@55c per bu. Rea & Witzig. ———~>+2-——— The Grand Rapids Sheraton Fur- niture Co. has engaged in business with an authorized capital stock of $6,800 common and $1,200 preferred, of which $5,000 has been subscribed and $2,000 paid in in cash. The names of the stockholders and the number of shares held by each are: John Van- der Lay, 125 shares; Henry Heidema, i25 shares; George L. Loomis, 125 shares and Lambert E. Wielenga, 125 shares. ———_---2s— Pentwater — The Saunders-Chase Co., manufacturer of fish nets, etc., has increased its capital stock from $10,000 to $15,000. Pentwater — The Saunders-Chase Co., manufacturer of fish nets, etc., has increased its capital stock from +10,600 to $15,000. —_.—-—————— Mat Kozyzanoski has engaged in the grocery business on Park avenue, purchasing his stock of the Worden Grocer Co. ————_2.->————_——. Hutchins Bros. have engaged in the grocery business at Ionia. The stock being furnished by the Worden Grocer Co. 2-2-2 C. C. Burrell & Co., of Mancelona, have opened a grocery store, pur- chasing their stock of the Worden Grocer Co. ——_+-——— The Worden Grocer Co. has 3o0ld a stock of groceries to Mrs. Jas. Whitefleet, at Ottawa Beach. es May 7, 1913 MICHIGAN TRADESMAN 5 melee The Produce Market. Apples—Baldwins, $3; Ben and Russets $2.50. Asparagus—75c per dozen for home grown. Bananas—$3.75 per 100 lbs. Beets—25c per dozen for new. Davis Butter—Receipts are increasing, as the season advances. The consump- tive demand holds up, and is absorb- ing most of the arrivals at prices about 4c lower than a week ago. The average quality of the butter arriving is very good. Probably prices will show still further decline as the pro- duction still further increases. Fancy creamery is steady at 30c in tubs and 31c in cartons. Local dealers pay 27c for No. 1 dairy and 20c for pack- ing stock. Cabbage—$1.75 per crate for new from Texas. Carrots—60c per box. Celery—California jumbo, 80c per bunch; Florida, $3.50 per crate. Cocoanuts—$4.75 per sack contain- ing 100. Cucumbers—Declined to $1.75 doz. Eggs—The market is firm and healthy and will remain so, probably about on the present basis, so long as the storage season continues. It is ‘thought that the number of cases put into storage during April, has been much less than in past years. The warm weather of the past two weeks has made a great increase in the sup- ply and it would seem hardly possible that prices will be any higher for some time. Shippers should keep their stocks well cleaned if they wish to get top prices, as eggs held in the store for ten days or two weeks can not be classed as strictly fresh. Lo- cal handlers pay 17%c for candled. Grape Fruit—$3.75 for 36s $4 for 46s, $5 for 54s and $5.25 for 64s and 80s. Egg Plant—$2 per box for Florida. Green Onions—i5c per dozen for Texas. Green Peppers—60c per basket. Hogs—Local buyers pay 10@{1\1c. Honey—20c per lb. for white clov- er, and 18c for dark. Lemons—$5@5.50 per box for fan- cy Messinas. Lettuce—New Orleans head, $2 per bu.; hot house leaf 10c per Ib. Onions—Home Grown, 25c per bu. Texas Rermudas, $1 per crate. Oranges—$4.50@5 per box for eith- er Florida or Californias. Parsley—30c per dozen. Pieplant—50c per bu. grown. Pineapples—$2.75 per box for all sizes from 18s to 42s. Potatoes—Local dealers sell at 40 per for home Country buyers are paying 25@30c. New stock from Florida, $2 per bu, Radishes—25c per doz. Seeds—Clover $14 for either med- ium or mammoth; Alsike, $13.50@14; Timothy, $2@2.25. Spinach—$1 per bu. Strawberrigs—Louisiana for 24 pints. Tomatoes—$4.50 per crate of six baskets—Florida. Poultry—Local dealers pay 14@15c for fowls; 7c for old roosters; 9c for fetch $2 geese; 11c for ducks; 16c for tur- keys. These prices are live-weight. Dressed are 2c higher. Veal—Buyers pay 6@10c, according to quality. 2+ The Grocery Market. Sugar—The total stocks at the United States Atlantic ports at pres- ent amount to 286,371 tons, but, as 36,870 tons of these belong to im- porters, against none a year ago, the holdings of refiners are now 249,501 tons, as compared with 210,458 tons at the same date last year. It is gen- erally conceded that the quantity of sugar thus far purchased by refiners for May shipment is smaller than has been the case to this date for many years past. They might consequently find it difficult to meet any large de- mand for their refined product, should such suddenly arise, unless in the meantime additional supplies are se- cured to augment the moderate stocks held by them in bonded warehouses here available for immediate use. With the Federal and Franklin re- fineries closed on strike ani an ac- cumulation of refined gradually being reduced at a season of increasing con- sumption, it looks as though higher prices are in prospect in the very near future. New York refiners are nominally asking 4.30 f. 0. b. New York, but orders are accepted under certain conditions on a 4.20 basis. Tea—The market is firm and fair- ly active. Country stocks are low and stocks in importers’ and jobbers’ hands are only fair. Some grades of Japans are being offered at low prices, particularly low grades. Formosa prices are being held firmly. Ceylon and Indias are strong for the better grades. The first reports of opening markets in Japan for new crop teas are easy in tone and may possibly be a trifle lower than last year. Cofiee—There are some who think there is a good-sized sleeping short interest which might be forced to cover. From the bear standpoint the large stocks of nearly 2,000,000 bags in the United States are commented upon, this being all free coffee, unlike last year when about half the New York quota in warehouse were tied up by the Bankers’ Committee. The indifference of the roaster is advanc- ed as a real influence against higher quotations, the distributors in many cases having still valorization coffee, which stands them a good loss and consequently moderates their enthus- iasm. The primary movement keeps up beyond expectations and a large crop is ahead, according to general opinion, although recent reports lay stress upon the fact that the cherries are afflicted with a kind of gangrene which will reduce the yield. Last, but not least, the downward tendency to other commodities is emphasized as indicating the readjustment of the high cost of living, and coffee, it is suggested, is still 4c above the normal basis of several years ago. Money conditions are not favorable for car- rying large stocks, even were the dis- tributors so disposed, the banks being much more sparing of their credit. Canned [ruits—Apples are an ex- cellent buy at present prices, which have been holding at about $2.50 per dozen for New York stock. It is ex- pected that the movement of gallon apples will be heavy from now on. California canned goods on spot are unchanged. The demand is moder- ate, and it looks as if stocks might be pretty well cleaned up by the time the new season arrives. Only one packer has named prices on new pack goods; his figures are 5@10c be- low last year. Small Eastern staple canned goods are dull and unchanged. There will probably be a serious fail- ure of the Keiffer pear crop, and some packers have withdrawn both spot and future prices. Canned Vegetables—Tomatoes are unchanged. There has been a steady market on canned corn during the past two weeks and as the off grades are well cleaned up it is expected that conditions will be better from this time on. Prices are still as low or lower than the cost of production, but with present stocks it is hardly possible that prices will go higher, unless the present season should turn out t> be a poor corn year. Peas are unchanged. Canned Fish—Domestic sardines show no change. New goods are being offered to some extent, but find few takers. Imported sardines are scarce, so far as French are con- cerned, and are high and unchanged in price. Salmon of all grades are unchanged and dull. Dried Fruits—The advance in rais- sins which went into effect some time ago has been well maintained and it looks now as though the combina- tion on the Coast has the market well in control. The greatest advance during the past month in any variety of dried fruit has been in apricots and from all indications opening prices will be higher this year than last. Evaporated apples are. still moving slowly, regardless of the fact that prices are the lowest in years. The largest demand for apples is dur- ing May, June and July, which is at the time when the markets are usu- ally well cleaned up on green apples. Peaches are not yet attracting atten- tion to any great extent, but the job- bing demand is increasing, and a firmer feeling prevails. Currants are frm under limited spot supplies and irmer advices from Greece. The new crop is reported. to be making satis- factory and under able conditions iorward the output is expected to equal that of last season. The export demand for California prunes for di- rect shipment from the Coast during the past ten days or two weeks has been heavy. Most of it was for 60s to 90s of which between seventy-five and 100 cars have been taken for ship- ment to Europe within the period named. The Eastern demand, as well as that from other sections of the country, has been quite active, but mainly for quantities for immediate or early use. There seems to be a complete absence of speculative in- terest notwithstanding the limited of- ferings of desirable stock from first hands and indications of a short crop favor- now progress, weather from a result of insufficient moisture and recent damage by frost. The spot market on all sizes closed strong, with an upward tendency. Oiegon Tialian prunes on the spot are firmer in sympathy with the situ- ation in California, in this variety this season as but the movement is still rather slow. Molasses—Glucose is without change. Compound syrup is dull at unchanged prices. Sugar syrup unchanged and quiet. Molasses is dull at ruling quotations. Cheese--Stocks are being reduced very rapidly and will probably clean up before new cheese arrives. New still about 3c below the price of old, and is cleaning up on ar- rival. The supply will probably show a considerable increase soon, but the increased demand should keep values about where they are. Syrup and cheese is Rice—Advices from the South, Atlantic Coast, show no new features. The demand is slow, and without improvement. At New Orleans general dullness prevails. and yet there is some buying on part of operators, to along the keep their supply in shape to requirement by the trade. There is certainly a gen- eral feeling that a general improve- ment is imminent, and this puts new heart into holders that the old crop will pass out successfully after all, and the market is therefore strength- ened. Salt Fish—Mackerel is extremely dull and will probably remain so un- till the tariff agitation is settled. Prices are decidedly in buyers’ favor and the demand is very light. Cod, hake and haddock are unchanged in price. COVEY ay Provisions —-Smoked meats, are steady and unchanged. Pure lard is steady with a good demand. Com- pound lard 1s wanted in larger quan- tities; market firm. Barreled pork scarce at unchanged prices; fair con- sumptive demand. Dried beef is %c higher and canned meats are firm and unchanged. —_——_2 + 2 The Worden Grocer Co. sold a stock of groceries to Iver Anderson & Son, at Muskegon. =~ —_ = NAAN WEOLEY \ FINANCIAL MICHIGAN TRADESMAN rut de, voppeatda yd)) Cd dare resp Ss Some Changes in the Present Bank- ing Laws. Several changes were made in the State banking law by the Legislature last winter. The changes are not radical, but seem designed to promote better banking methods, to give the banking department a wider author- ity over the banks and to insure great- er saiety ior depositors and_ stock- holders. One of the amendments pro- vides that the directors of State banks shall held monthly meetings with at least a quorum of members elect, and unless good reasons are shown the bank that does not hold such meet- ings will be subject to a fine of $50 for each offense. Heretofore many of the banks have left the details of the management to the discount or some other committee, usually o three members, and the sessions of the entire board were semi occasional. Ali officers and clerks of a bank who have anything to do with the handling oi the funds must hereafter give yond, and, if a surety bond is pro- vided, the bank shall pay the fee. The persistent overdrait by officer, clerk or director of a bank is forbidden. When new banks are organized the expense of examination before the bank is authorized to do business shall be paid by the bank such expense to be not greater than $10 a day and trav- eling and hotel expenses for the ex- aminer. A two-thirds vote of the capital stock of a bank will be re- quired to put a bank into liquidation and there must be an examination by the Department before the liquidation becomes effective and during all the processes of liquidation the Depart- ment shall have authority to exam- ine and direct monthly reports show- ing progress being required. >, When banks are merged the De- partment has the same authority over both the old institutions as in cases of liquidation. In receiverships the Department has the right to examine into affairs especially before dividends are paid. The Department is required to designate each year certain cities in the State as reserve cities for State banks with the usual requirement as to reserve and banks carrying depos- its must furnish the depositing banks daily statements of accounts. Banks in reserve cities which violate any of the banking laws may be forbidden to act as a reserve bank. When State banks increase their capitalization the price and conditions upon which the new stock shall be sold may be de- termined by a two-thirds vote of the State banks under the new laws may pledge bonds in the com- mercial department as security for postal deposits and State funds. The capital. maximum salary of bank examiners is increased to $2,200, the salary start- ine at $1,700, with an increase of $200 a year until the maximum is reached $25,000 capital have been limited to towns of 5,000 population or less, but the new laws raises the limit to 6,000. There are various other changes, but they are of minor importance. Banks of The Old National Bank last week, with the payment of the May interest, reached the 100 per cent. class, with surplus and undivided profits equal to the capital. At the last statement, April 4, it was within $18,000 of this mark. It is to be expected the bank will sag back when the interest on deposits is paid, the 4 per cent. dis- bursement is made and the summer taxes taken care of, but the prospects are very favorable that the 100 per cent. point will be permanently es- tablished before the close of the pres- ent year. The Kent State and Fourth National are also making fine pro- gress toward the honor roll, but it may be another year yet before they reach it to stay. The Indiana Legislature passed a blue sky law, a poorly constructed, badly digested and crude affair, and Governor Ralston vetoed it as inade- quite and certain to be inefficient for the protection of innocent investors, and he appointed a special commis- sion to give this matter of legislation careful study, with instructions to re- port with recommendations at the next session. Governor Ralston was pledged by party platform and_ his own promises to put a blue sky law upon the statute books, but had the courage and wisdom to wait until a good law could be framed, instead of letting a fool proposition go through. It is to be regretted that Governor Ferris, of Michigan, did not take the same course as Governor Ralston. Knowing that the blue sky bill pass- ed by the Legislature was full of holes; that it would be an embarrass- ment to legitimate business inter- ests; that tricksters and sharks would find no difficulty in evading its pro- visions and that the protection it pre- tends to afford the innocent is mere- ly imaginary—with all these objec- tions to the measure pointed out to him by men who had no selfish pur- poses of their own to serve Governor Ferris signed the bill and it is now the law of the State. Governor Fer- ris made a serious mistake in giving his sanction to this measure. The State could have gotten along for a year, or even two years longer, with- out a law of this nature, and it would have been infinitely better to have May 7, 1913 GRAND RAPIDS NATIONAL CITY BANK Resources $8,500,000 Our active connections with large banks in financial centers and ex- tensive banking acquaintance throughout Western Michigan, en- able us to offer exceptional banking service to Merchants, Treasurers, Trustees, Administrators and Individuals who desire the best returns in in- terest consistent with safety, avail- ability and strict confidence. CORRESPONDENCE PROMPTLY REPLIED TO 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 24% Every Six Months Is what we pay at our office on the Bonds we sell. $100.00 Bonds—5% a Year THE MICHIGAN TRUST CO, We have purchased for our own account. and have a limited number of First Mortgage 5% Bonds $500 and $1,000 denominations with a small amount of stock on a public utility company operating in a prosperous community and with a dem- onstrated earning capacity. We recommend these bonds for investment. HOWE, CORRIGAN & COMPANY Citizens 1122 533-535 Michigan Trust Building Grand Rapids, Mich Bell M 229 wud — —- May 7, 1913 waited than to have put a law on the books that is certain to prove unsatis- factory. legitimate business inter- ests, against which the innocent in- vestor needs no protection, will en- deavor to honestly observe the law, no matter how troublesome it may prove to be, but the sharks and shy- sters will not let the law worry them in the least, because there are so many ways in which it can be evaded. With such experience as may be gained under the operations of this law the next Legislature may be able to frame a better law, but it would have been wiser and probably much cheaper to have given the subject careful study in advance,.with a view to having a law that would command some respect and be of some real value from the start. The law as enacted will give the State Banking Department some additional impor- tance and patronage, and it is possi- ble this consideration weighed more in securing the Governor’s signature to the bill than the people of the State. welfare. of the Money was never before so inter- national, nor so universally in demand on this planet for constructive pur- poses. A small railroad enterprise in the southwest recently searched the world for funds for extension. It found the money in Belgium. Very lately Swiss bonds were offered in New York for the first time in his- tory. Switzerland is ‘supposed al- ways to be a lender, never an outside borrower. One of the biggest banks in Ger- many recently borrowed a million in New York for one year at 6 per cent., and would have taken five millions more could it have been had. Is it any wonder that for the first three months of this year New York banks accommodated their mercantile cus- tomers, but would not buy a dollar of outside 6 per cent, commercial paper? One of the big life insurance com- panies of New York recently loaned a million in Montreal at 7 per cent. on real estate security, and could have loaned many millions at 6 per cent. The money lender of this concern says that he could place fifty millions in the United States and Canada to- day at 5 per cent. on good real es- tate security, had he the money to loan. He admits he usually gets one- half of 1 per cent. more than the other insurance companies. The wonder is not that money con- ditions are so anomalous the world over; the wonder is that the financial strain of European war, and_ its threatened extension, at a time of universal business expansion, should de distributed so universally over the money markets of the world. If anyone had said last year that three hundred to five hundred million in gold could have been hoarded in Europe while the Turkish armies were being annihilated and pushed back upon the Bosphorus by the Bal- kin peasants; with all the great pow- MICHIGAN TRADESMAN ers of Europe sitting astride loaded guns ready at a moment’s notice to take a hand in the fray; that the Unit- ed States could at the same time ship forty million of gold to assist Europe; that France would refuse to pay out gold, and Germany bid 8 per cent. and 8% per cent. for money, and the United States seat an anti-protection administration in Washington sub- stituting a home income tax for a levy on foreign imports, and there be so little disturbance in the United States as has occurred the last few months, he would have been laughed at. Now we have passed the strain it can be talked about, and bankers and money lenders can demand good rates for funds without fear of upsetting the financial situation. ———__o > Quotations on Local Stocks and Bonds. Bid. ae Am. Gas & Elec. Co., Com. 78 1 Am. Gas & Elec. Co., Pfd. 42 i Am. Light & Trac. Co., Com. 370 380 Am. Light & Trac. Co., Pfd. 105 107 Am. Light & Trac. warrants 365 3875 Am. Public Utilities, Com. 60 62 Am. Public Utilities, Pf. ts oe Can. Puget Sound Lbr. 1 2 Cities Service Co., Com. 114 116 Cities Service Co., Pfd. 85144 87% Citizens’ Telephone 93 94 Commercial Savings Bank 215 Comw’th Pr. Ry. & Lt., Com. 65 66 Comw th Pr. Ry. & Lt. Pfd. 87 89 Blec. Bond Deposit, Pfd. a 75 Fourth National Bank 2 Furniture City Brewing Co. Globe Knitting Works, Com. 125 135 Globe Knitting Works, Pfd. 100 G. R. Brewing Co. 149 §=6155 G. R. Nat'l City Banu 180 6181 G. R. Savings Bank t 22a 220 Kent State Bank 266 Macey Co., Com. 200 Macey Company, Pfd. 95 97 Lincoln Gas & Elec. Co. 28 32 Michigan Sugar Co., Com 37 Michigan State Tele. Co.. Pfd. 100 101% National Grocer Co., Pf. 88 90 Old National Bank 207 Pacific Gas & Elec. Co., Com. 52 54 Send for the report of Price, Waterhouse & Co. The world-wide known Public Accountants on The National Automatic Music Company 42-50 Market Ave. N. W. Grand Rapids, Mich. It will convince you that this is the best stock you ever had an op- portunity to invest your money in, Kent State Bank Main Office Fountain St. Facing Monroe Grand Rapids, Mich. $500,000 $300,000 Capital - - - Surplus and Profits Deposits 7 Million Dollars 345 Per Cent. Paid on Certificates You can transact your banking business with us easily by mail. Write us about it if interested. 7 Peoples Savings Bank 250 Tennessee Ry. Lt. & Pr., Com. 19% 20% Tennessee Ry. Lt. & Pr. Pfd. 73 75 Utilities Improvemt. Co., Pfd. 73 15 Anyway, the man who follows your advice always has some one to blame Utilities Improvement Co., Com. 60 62 if he fails United Light & Ry. Com. 75% 76% oo United Light & Ry. 1st Pfd. 78 80 And a lazy man can’t because he United Light & Ry., 2nd HIid. old) 15 77 won t. United Light & Ry., 2nd Pfd. (new) eo te: Bonds. ae : Chattanooga Gas Co. 1927 95 97 Ask for our Coupon Certificates of Deposit Dome Gag © Wee, Co. i a* ae __— Assets Over Three and One-half G. R. Edison Co. 1916 9834 100 Million G. R. Gas Light Co. 1915 99% 100% G. R. Railway Co. 1916 100 101 Kalamazoo Gas Co. 1920 95 100 weeecsame ee OY on) coy Saginaw City Gas Co. 1916 99 RAND KAPIDS 4) AVINGS K *Ex-dividend. = i - May 7, 1913. WE WILL PAY YOUR WIFE $25.00 per month for 20 years after your death if you will pay us $7.45 per month while you live. This is for age 35: other ages slightly different. Write and ask us about it. The Preferred Life Insurance Company Grand Rapids, Mich. You can Increase Your Income by purchasing United Light & Railways Co. 1st Preferred We can market your other securities and it will be a pleasure for us to go over your investments with you Local Securities Department HOWE, CORRIGAN & CO. 533-535 Michigan Trust Building Grand Rapids, Mich. The Old National Bank GRAND RAPIDS, MICH. Our Savings Certificates of Deposit form an exceedingly convenient and safe method of invest- ing your surplus. They are readily negotiable, being transferable by endorsement and earn interest at the rate of 3% % if left a year. WHEN YOU BUY $100 BONDS YOU ARE BUYING THE SAME BONDS THAT ANOTHER BUYS WHEN HE INVESTS HIS $1,000, $10,000 OR $100,000. THIS MEANS THAT THE MAN WHO HAS ONLY A SMALL AMOUNT TO START WITH CAN GRADU- ALLY ACCUMULATE A FORTUNE WHILE THE MONEY INVESTED EARNS 6%. IF YOU BUY THE PUBLIC SERVICE CORPORA- TION $100 BOND WE OFFER, YOU GET AN UN- IMPEACHABLE SECURITY. NO MATTER WHAT THE MARKET FLUCTUATIONS MAY BE YOUR PRINCIPAL 1S SAFE, YOUR IN- TEREST SURE, ANDAT MATURITY YOU GET 100 CENTS ON THE DOLLAR. TELEPHONE US, CALL ON US, OR WRITE FOR CIRCULAR KELSEY, BREWER & COMPANY MICHIGAN TRUST BLDG. GRAND RAPIDS, MICH. (U nlike any other Paper.) — DEVOTED 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 2 year or more old, 25 cents. Entered | at the Grand Rapids “Postofiice as Second Class Matter. E. A. STOWE, Bditor. May 7, 1913. MEANING OF THE MERGER. The Hodenpyl, Hardy & Co. in- terests are being merged into a great- er Commonwealth Power Railway and Light Company. The Commonwealth is to be expanded to a capitalization of $7,500,000 6 per cent. five year con- vertible bonds, $16,000,000 6 per cent. cumulative preierred stock, and $15,- 000,000 common stock, a total of $39,- 000,000 and, in addition, $5,500,000 more of common stock is to be issued part in two and the remainder in three years to use as indicated in the plan. The properties of the present Commonwealth lie entirely in Michi- gan and comprise the gas properties at Kalamazoo, Jackson, Flint, Pon- tiac, Saginaw and Bay City, the elec- tric companies covering most of the central part of the State, the power developments on the Grand, the Mus- kegon and the AuSable rivers and the street railways in Grand Rapids, Saginaw and Bay City. With the in- creased capitalization the company will take over the Michigan United Traction interurban system, with lines connecting Kalamazoo, Jackson, Lansing, St. Johns and Owosso, and which is building the line to Grand Rapids irom Kalamazoo and buying the Michigan Central branch from Al- legan to Battle Creek, with a view to electrifying it and making it a part of the system. It will also take over the street railway and electric lighting of Manistee and the water power of the Manistee, with one development of 1,000 horse power; an additional development of 20,000 horse power will be made with the funds provided and a transmission line will be built to Grand Rapids to supplement the power now received from the Mus- kegon river. There is a_ possibility that the Holland interurban from this city to Holland and on to Saugatuck, now controlled by Ben S. Hanchett, ‘will be acquired, also the Ottawa Beach and the Holland to Allegan branches of the Pere Marquette, these to be electrified. A further possibil- ity is the purchase of the Pentwater branch of the Pere Marquette from Muskegon and its electrification and ultimate extension to Manistee by way of Ludington. The merger takes over the Union Railway Gas and Electric properties, comprising gas, electric, street railway and in- terurban properties in Indiana, IIli- MICHIGAN TRADESMAN nois, and Wisconsin and the electric light and power company of Spring- field, Ohio. The enlarged Common- wealth will have properties in four states. This will give it a wider and better base, a larger field from which to draw support and a greater earning capacity to carry on the development and construction work where most needed. Michigan will be especially benefited by this merger, as it will be largely in Michigan that the money is to be spent. The earnings of the enlarged Commonwealth, based on the returns from the past year, will be $13,184,795 and the net, after op- erating expenses and taxes, will be The subsiderary com- panies have bonds outstanding to the amount of $55,802,211, calling for $2,- 519,928 annual interest; also $11,464,- 900 of preferred stock, with dividend charges of $585,390. After other charges are paid there will be a sur- plus of $2,349,135, which is enough to pay the dividends on the Common- wealth preferred and the convertable notes and still leave nearly $1,000,000 available for the common stock, or approximately 6 per cent. In another year much work in Michigan now under construction will be in opera- tion and adding to the revenues, in- stead of being a lead weight, as at present. This includes the third de- velopment on the Au Sable and the Grand Rapids interurbans and much development and construction of a lo- cal nature. This merger will be of great im- portance to Michigan, as it will mean a more rapid development of the water power resources of the State, the more rapid extension of the elec- tric service to towns and villages all over the State and the systematic building of interurbans where they are most needed, connecting the larg- er cities, as the cities of Indiana and Illinois are connected. It will mean millions of dollars spent in Michigan in the next five years and every dollar will be for the making of Michigan a bigger and better State to live in and do business in. $5,532,252. NEED OF SOCIAL CENTER, A splendid effort is being made to raise the funds needed for the build- ing of the new Y. M. C. A. building in this city. The amount it is aimed to raise is $250,000, and such a start has been made and so energetically and intelligently is the campaign for subscriptions being conducted that the prospects for success are excel- lent in spite of the handicaps which business conditions, the tightness of the money market and the many other demands that are being made for funds at this time place upon the enterprise. The Y. M. C. A. as an institution is worthy of every support. It is an important moral influence in any community. It is an educational force of no small importance. It is a haven for young men away from home associations. It is a social cen- ter for the boys from the country who have come to town to make their way and who have not yet formed their circle of friends and ac- quaintances. It makes for better morals and a higher and better type of citizenship. Other cities have their Y. M. C, A. buildings adequate to their needs and in every instance such cities are proud of what they have and boast of them as_ assets worthy of consideration. Grand Rap- ids has a Y. M. C. A. building which was adequate when erected, some- thing like a quarter of a century ago. Since the present building was erect- ed, however, the city has more than doubled in population and the work of the Association has broadened in many respects. The present building is inadequate and the new building has become a necessity if the Associa- tion is to continue in the fulfilment of its mission. In the appeal for funds all classes and conditions can be asked to help for all classes and con- ditions are reached by its work and good influence. What Grand Rapids is doing in the matter of support for the Y. M. C. A. might well be taken as an example for every town in Michigan. Not a town, however small, but should have some institution like the Y. M. C. A. as a center for the young men of the com- munity, In the smaller towns no elaborate quarters may be needed, but there should be opportunities for sociability. In the average small town the pool room or the saloon is the center and the influences are not al- ways the best. With a Y. M. C. A. room or club the boys would have a place to gather and under the proper auspices this should be an influence for good. In establishing such quar- ters care should be taken not to make them too “good” or to. sur- round them with too much of the air of piety. The place should be broad gauge and liberal and yet with a wholesome moral tone in its aims and management. Such a club may not be so much needed in the summer months, but during the winter it rep- resents a genuine need and no better planning can be done by those inter- ested in the town’s well being and in the proper bringing up of boys than for an organization equivalent to the Y. M. C. A. of the larger cities, This city is showing how $250,000 can be raised for a new building, and there is not a town in the State but that can do as well or better for their young men, in proportion, if the mat- ter be put up to the business men as it should be. The best hope for progress is in our very dissatisfaction with present attainment. The man with a work to do never stops to debate the old question whether the world is get- ting better; he simply does his best to help it to move along. He knows that nothing ever gets better; it has to be wrought out through struggle, pain and loss into its new and nobler forms. We need consciousness of our aim and a master, that we may lock not only at the furnace—the struggle, suffering and discipline; but may also see the constant process of refining and development. eee Don’t think that all the money you pay to get your name in print is chargeable to the advertising account. Not all printed matter is advertising. May 7, 1913 CALIFORNIA HOGGISHNESS. After reading the full presentation of facts and figures regarding the Japanese in California, can any long- er remain in doubt as to the real ba- sis of the latest anti-Asiatic crusade in California. It is the hollowest pre- tense to assert that the presence of a Japanese element in California amounting to less than 2 per cent. of the population constitutes a menace to white supremacy or to the integ- rity of the white race. Nor can the occupation by the Japanese of four- fifths of one per cent. of the cultivable area of the State constitute an econ- omic menace. In the field of labor competition the California Board of Labor Statistics reports: “The aver- age wages for both Japanese and Chi- nese regularly employed and receiv- ing board, $1.396 and $1.406, respec- tively, are higher than those for mis- cellaneous white men, $1.311, and Italians $1.108. Miscellaneous white men were paid $1.889 per day with- out board as against $1.623 paid to the Japanese.” But the essence of the matter is not in the compara- tively insignificant economic role played by the Japanese in California to-day, but in the fact that their num- bers are steadily declining. The “problem” is getting to be less and less of a problem with time. The fact that the Japanese government is loyally living up to its promise to discourage emigration to this country is, of course, only one more reason why we should violate our treaty ob- ligations and the elementary laws of fair dealing. It would never do for white men to resemble the Japanese in anything. The Hog by the Golden Gate as- sumes that her own interests are su- perior to those of the Sation, and that when it comes to an issue between the Constitution of the United States and the control of the strawberry in- dustry in Sacramento county, the Constitution must go hang; this high- spirited State, which has now as- sumed an attitude of “What-are-you- going-to-do-about-it” to the rest of the country, is preparing to commem- orate in its Exposition of two years hence the completion of the Panama Canal. The money that is building the Panama Canal has not come ex- clusively from Sacramento county. The citizens of Minnesota and Ver- mont have not refused to pay their internal revenue taxes on the ground that their good money was being spent on a canal which did them not the least bit of good, whatever it might do for the development of the Pacific Coast and the upbuilding of San Francisco. The peevish com- plaint that it simply will not give up its own rights for the sake of the country at large, comes with ill grace from a uommunity which ex- perienced the lavish outpouring of the Nation’s bounty in the time of calamity seven years ago, and which is now, through the Nation’s magnifi- cent enterprise, preparing to harvest a prosperity that surely, surely, will exceed the interests involved in a few strawberry patches. EEE Society is a fence that shuts some people in and others out. ~~ o May 7, 1913 WITHIN LIMITS. The average merchant knows in a eeneral way the financial conditions of many of his patrons. When the wife of a banker comes to him for material for a cheap’ dress _ for everyday wear he selects quite a dif- ferent pattern from that offered to the wife of the day laborer for the same purpose. It would be a waste of time to do otherwise. Common good judgement decides the inatter at once. sense, All along the line we may discern the tendency to overstep the mark of prudence. It is so easy to get some one interested in the beauties of a pattern at the very utmost limit of their legitimate means, and then to lead on to a higher grade, with its qualities’ — the Young people victims of this mis- We have seen the young miss bring home a spring coat quite be- yond her means. “It fits just per- fect, and there is no shoddy about it; a splendid bargain he gave me— came down two dollars from the reg- ular rates and it just matches my dress, the only one in town that does. Marjorie says the collar will never wear out!’ And. so, yond their means, the parents reluc- tantly yield, pride bordering upon vanity at the effect of the coat, which is in reality a beauty, and the girl is allowed to keep the garment. You flatter yourself that you have made a sale on a bigger scale than was intended. “superior wearing cheapest in the end. are especially take. indulgent be- You may even com- pliment yourself for your elevation of public taste. But it is means, not the appreciation of beauty, which is the guide to solidity. Some day the little extravagances will undermine to destruction. The patron will succumb to abilities which you have encour- aged. True, the best is usually cheap- est, but there are modifications; and it is a gain to you in the end when customers choose articles within their means; to entice beyond may prove weakening to all concerned. The ethics of the pocket-book should be quite as prominent as of personal taste. BE A WHOLE MAN. That some men rise in a few years from the lowest to the highest posi- tions is always a matter of interest and encouragement to others. The manager of a large mercantile con- cern, employing several thousand per- sons, began eight years ago as an oftice clerk at ten dollars a week. He was unknown to the proprietors and had neither friend nor relative to aid his advancement. After making due allowances for favorable circumstances, the fact re- mains that he was able to fill the high- must conclude that it was not circumstances, but rather some quality of mind that made him equal to the opportunity. He doubtless had integrity, thoroughness and energy—and he must also have had judgment, adaptability and_ sin- cerity. Less successful men have had these. One thing, especially, he had —a very essential quality—compre- hensiveness, He had the ability to er position. So we MICHIGAN TRADESMAN grasp the whole plan and purpose of the business and could appreciate the relative importance of the various parts. He did not narrow his inter- ests and sympathies down to a mere fragment, but endeavored to appre- ciate the entire business as one great composite idea. All real progress is in the expansion of thought—that measures the difference between a man and his fellows. CONSIDER THE NEED. The logical starting point of suc- cessful merchandising is to discern a need and then devise a way to fill it. The reverse of this is merely to purchase something you happen to think of and then try to sell it. The merchant who carries goods which nobody wants, and fails to supply the goods that are in demand, will soon find that he must change his methods or fail. It is said that the United States imports from South America nearly twice the volume of merchandise that it exports to that country. The chief explanation is that they sell us what we want, and we try to sell them what they don’t want. Our manufac- turers do not study the needs of that country, but offer for sale goods that are made for the home market. While we are slowly learning this fact, ‘he manufacturers of Europe are reaping a rich harvest, because they make for export the very things that will fit into South American needs. No merchant or manufacturer can afford to overlook this fundamental point. A sympathetic appreciation of the needs of others and a desire to fill those needs in a way that will serve the best interests of humanity is the true basis for all business, activity. wholesome Success gravitates from his to the man who works standpoint. NOT BIGGEST BUT BEST. The inclination to measure things by quantity rather than by quality warps the judgment and must be avoided by the man who would arrive at a just estimate. It takes thing more than size to constitute the best. The salesman customers may make the best showing on the books, but he may, at the same time, be undermining the good will of the The biggest salary is not always the best position. The most widely circulated novel is not always the best book. The large numbers who support a theory do not assure its soundness. The larg- est businesss may not afford the best some- who oversells his business. opportunity. The costliest material may not make the most desirable garment. The most money does not necessarily make the best man. To measure by magnitude rather than by intrinsic worth and practical utility is superficial. The best evi- dences of the progress of the world are not that we build larger houses and travel faster and do business on a bigger scale, but that we are becom- ing more disposed to look beneath the surface of things and judge not from appearances but from actual worth. Not quantity but quality is the true standard. NEWNESS INEVITABLE. Conservatism is often merely a po- lite name for being in a rut. There is, of course, a sane conservatism that is progressive but cautious—the opposite of impulsive experimenta- tion. But there is also a conservatism that sticks to the beaten track be- cause the groove is worn so deep it is hard to get over the edges. Things move swiftly these days. Along with increasing speed in trans- portation and communication § the whole motion of the world’s activity has been accelerated. Theories which have bound the world for decades and centuries are parting like ropes of sand. Methods are outgrown every season. Last year’s automobile is a back number beside this season’s model. The public is rapidly becom- ing educated in many things. Com- petition is growing keener. Few, in- deed, are the conditions that remain untouched by this spirit of change. It is a matter of vital importance to recognize these changing condi- tions, otherwise we are liable to be following outgrown methods while priding ourselves on our “conserva- tism.” This is the lesson that many of the large and old established busi- ness houses are learning—that the world is demanding something new every minute, and that it is turning to those who supply it. are giving way ness. Precedents before progressive- PIONEER WORK. The most far-reaching work is that of the pioneer. The voyage of Co- lumbus cost seven thousand dollars, but the history of coming centuries will continue to record the results of that experiment. Many men would have been willing to endure the hardships and chains of Columbus to have performed so great a service to mankind, if they had known beforehand what the outcome would be. But Columbus and _ his supporters had no adequate concep- tion of the possibilities of that serv- ice. Some things have to be under- taken on faith, Many a trackless ocean has to be crossed in following the lead of our convictions. Every new continent lies over seas. There are many new worlds yet to be discovered. Printing, steam, elec- tricity, telegraphy, photography, the phonograph, and wireless telegraphy have each opened new worlds. But these are merely hints of the discov- erles yet to be made. Who will discover the new things? Tne man who looks beneath the sur- face, who is willing to endure some- thing for the common good, who fol- lows ideas, grasps essentials, analyzes causes, who undertakes anew where hundreds have failed, who peers over precedents, considers fundamentals, tries experiments, proceeds from principles and is urged on by an earnest purpose. OUR DAILY WORK SACRED. It is pleasing to think that all wholesome work, which serves the need of mankind, is a sacred task. Not long ago a delivery man brought to my home an easy chair which I had purchased. I was impressed with the solicitude he showed in delivering it at the promised time, and the in- terest he took in his work. But why not? Why should any honorable work ever be other than interesting? What is our duty to do should be to us a sacred work. In bringing me that chair that man had played a part in the great Jrama of distribution. If there had been no one to do that work, I should have been deprived of the comfort the chair gave me, and will give me for years to come. And the salesman, the dealer, the railroad man, the fur- niture maker, and the lumberman—all these would have lost a measure of the reward for their service. It was a good work to deliver that chair, and it opened the channels through which many were blessed. Is your work something that in the end blesses your fellow men? Then count that work sacred, and do _ it with all your heart. ot Feel something that enthusiasm which is always associated with a noble work. PULLING TOGETHER AS ONE. Unity of purpose and action is very esential to the full business. success of any Dissension is always a ser- handicap. I ious Know a firm of three men who conduct a successful Their method of important worthy of the financial business. handling questions is consideration of the When they get from all Then, although there are but three of them, they cast a formal ballot for otheers of almost every firm. a proposition comes. up, together and talk it over points of view. Oe ach man 1s required to register his individual "yes GF conviction of the matter without knowing definitely how the others are to vote. The right action, instead of personal authority, is what they desire. If the vote is divided there is further discussion until the conclusion is unanimous. When an important branch of the general plan is reached another vote is before. taken as This method has many advantages. It throws the entire energy of the three men in one direction. It tends to prevent one man from giving up his convictions just to keep peace with a more aggressive member. It prevents pouting, pulling back, stand- ing aloof, criticising, and in ways discouraging those who. are carrying out the plan. It insures un- ity of action, and engenders a spirit of helpful co-operation which _ per- meates the entire staff of assistants entrusted with carrying out the de- tails of the work. [SE other Organization is not in any way an involved problem. It is simply in- stalling the principles of co-opera- tion, directing effort to restoring an equilibrium in production, cutting out friction in every place possible. The best organized force in every in- stance, like the best disciplined army, will always accomplish the best re- sults. The advantage of an estab- lished institution over a Johnny- come-lately one is that its forces are trained and they have the punch nec- essary to do the trick. 10 MICHIGAN TRADESMAN May 7, 1913 BANKRUPTCY MATTERS. in Eastern District of Michigan. Detroit, April 28. In the matter of Edward Delahunte and Daniel Ken- nedy, copartners as Delahunte & Ken- bankrupts, Detroit. Hearing on trustee’s report of sale. W. B. Hayes, representing Security Trust Company, trustee, made verbal report showing that $250 was the highest bid received and recommended that the sale be confirmed. The sale was duly approved. The property sold consisted of office furniture, wagons, scales, etc., used i» coal business by the bankrupts. In the matter of Charles F. Tayicr and Ward Taylor, copartners as Charles F. Taylor & Son, bankrupts, Port Huron. The homestead prop- erty of Charles F. Taylor was report- ed as having been sold to Gus Hill at public auction for $5,255, subject to the wife’s right of dower. The trus- tee agreed to convey all of the interest to Charles F. Taylor, pay the taxes due, amounting to approximately $406, discharge a mortgage of $3,000 and interest and pay to the bankrupt tie homestead exemption of $1,500. The trustee recommended the acceptance of the offer, whereupon the sale was duly confirmed. Upon petition of the trustee, an order was duly entered releasing policy held by Charles F. Taylor in the Berkshire Life Insur- ance Co., and previously assigned by him to the First National Exchange Bank to secure payment of a note, thus reducing the claim of the bank pro tanto. The trustee further re- ported that he had received an offer of $325 from Joseph Taylor for the uncollected accounts and- bills re- ceivable of the face value of $2,003.97. Notice ordered mailed to creditors of a sale of said accounts May 10, 10 a. m. at the office of J. F. Wilson, Port Huron. Checks on first dividend of 1624 per cent. were ordered mailed creditors. In the matter of Triumph Manufac- turing Co., bankrupt, manufacturers motorcycles, Detroit. First of creditors held, Security Trust Com- pany, present receiver, nominated and unanimously elected trustee, with bond of $1,000. The receiver verbally reported the sale of the property of the bankrupt, showing the highest bid received to be $6,000. The referee re- fused to confirm the this amount and continued the hearing to April 29. In the matter of Walter L. Gepp, bankrupt. jeweler, Detroit. Hearing on sale of property held. Trustee re- ported that the property sold at re- tai! up to the time of holding public auction realized the sum of $749; that the cost price thereof was $534.39, making a profit of $214.29 to the es- tate; and that on the public auction he received a bid on all the property remaining, including leasehold interest of $4,750, subject to the claim of Charles A. Berkey of the lease of $2,300, leaving $2,450 as due the es- tate. The sale was duly confirmed. April 29—In the matter of Brooks & Kingon, bankrupt, Detroit. Hear- ing on trustee’s petition seeking to Proceedings nedy, meeting sale at have certain parties turn over to the trustee certain amounts received by them from proceeds of a contract made by bankrupts and one large for the construction of a building, the trustee claiming the said amounts to have been received under a supposed me- chanic’s lien whereas they did not have a lien and that, therefore, the amounts so received constitute pref- erences within the meaning of the bankruptcy law, the payments having been made while the bankrupts were in the hands of creditors’ committee. Order entered by referee instructing and authorizing trustee to bring suit to recover the said sums, either in the United States Court or the local State court, as the trustee may deem for the best interests of creditors. Order made increasing the bond of the trus- tee to $5,000. Hearing on trustee’s petition to sell certain rea] estate and interest of the bankrupts in certain land contracts. Trustee authorized and directed to sell same at private sale for the best price obtainable, but at not less than 75 per cent. of the appraised value, and to report same to the court. In the matter of Samuel Karbal, bankrupt, Detroit. Hearing on trus- tee’s report of sale. The total ap- praised value of the property sold was as follows: Wenchandise ...........-... $1,478.16 Haxtures) 6.5.5. 02....... 5) 233.00 The bankrupt prior to sale selected $239.50 merchandise and $10.50 fix- tures as exempt. The highest bid re- ceived was $1,305 from -. Housecleaning Trade for Written for the Tradesman. Housecleaning is now under way. ‘the grocer who is getting off to a good start, taking time by the fore- lock, stands to reap excellent returns from the widespread activity. Those who have not given thought already to pushing their housecleaning lines, should do so at once. Housecleaning is in the air. Hence, it is a good time to talk house clean- through advertising space and window displays. A well worded cir- cular to the grocer’s regular mailing list of customers should also bring good results. Grocers. ing, The variety of lines which are avail- housecleaning purposes is Among them _ all, able for extensive. one of the most prominent is soap— old-fashioned It is al- ways in demand, but just now the demand should take a decided jump. Closely related to soap are many kin- dred lines, such as liquid and powder- quite good, soap. ed ammonia, dust absorbers, borax, soap powder, polishes (both creams and powders,) sweeping preparations, cleansers and lyes. The merits of these the grocer should himself care- fully study, and then explain to his customers. In this connection, it is doubtful if the grocer secures his fair share of the trade in polishes. True, he han- dles stove polish regularly, dividing up with the hardware store. But in addition to stove polish, there are fur- niture, wall, silverware and _ metal polishes, to most of which grocers usually give little attention. For these, there is a fair demand at all seasons of the year, which swells to large proportions at housecleaning time. As with polishes, so with brushes. The hardwaremen secure a large por- tion of this trade; quite a bit of it, latterly, has gone to mail order houses, simply owing to the circum- stance that the local retailer does not sufficiently feature such lines of goods at the proper time. A first class win- dow display of house-cleaning goods - which comes again in the fall. will do a lot toward proving to the average customer that what he has been sending away for he can pur- chase more conveniently and just as cheaply at home. Of course, brushes are always in stock; but stove brushes, banister brushes, win- dow brushes and several other var- ieties will find a market if they are stocked carefully and handled ag- gressively. Then, too, come special- ties in dusters, glass jar brushes and plate brushes, which it is worth while to handle in at least an experimental fashion. Of course there is always a demand Much can probably be done by the grocer to create a mar- ket for special varieties of brooms. Most housekeepers have two or three brooms in stages of wear, each set apart for some special pur- or purposes. The very _ fact should indicate, to the observant re- tailer, that there is a market for “svecialized” brooms. scrub for brooms. various pose The first essential is to study the various lines offered and make a care- ful selection. The next is to push housecleaning articles in their season. The shrewd grocer- endeavors’ to create what might be called a “house- cleaning atmosphere” about his store —-not an atmosphere of dust, it is true, but a store arrangement that reminds the customer in no uncertain way that housecleaning is due. This can be accomplished by a strong win- dow display, a general featuring of housecleaning goods in the store ar- rangements, and the use of well worded and catchy show cards. Back ot this should be the grocer’s news- paper advertising, his circularizing (if he does any) and personal sug- customers. And, while he is carrying on his spring zestion to housecleaning campaign, the should look forward at all times to the housecleaning campaign Much both grocer, grocer stocked at observant who studies his goods and learns by experience, will know better what to stock and how to handle it six months from now if he sets himself to learn irom his personal experience. For, after all, it is by personal experience that the grocer learns the most thor- oughly. William Edward 2+. Profit in Bees. The meeting of the Northern Mich- igan Bee Keepers’ Association at Traverse City, has attracted attention to the importance of the Western inichigan honey crop. The figures bearing upon this crop show that the value of the crop for the last census year aniounted to $71,747. The keep- ing of bees has been a _ profitable business in the northern part of the Western Michigan territory because of the great amount of honey that has been obtained from the wild flowers in the forests and because of the rich flavor of this honey. the same lines are seasons; and the Park. —_+++___- If we were all as good as we advise others to be, heaven would be right here on earth. —_~+-.—___ Of course your way of earning a living the hardest way there is. — May 7, 1913 Housecleaning Is the Grocer’s Op- portunity. Written for the Tradesman. Warm weather and springtime have brought housecleaning. The selling of housecleaning goods and appli- ances forms an opportunity to the grocer to garner in a few shekels, of which he is gladly availing himself. There is another opportunity con- nected with housecleaning which gro- cers have not been so quick to grasp. This opportunity is afforded by the fact that, while housecleaning is in progress the average housekeeper is “simply rushed to death.’ The clean- up process takes ever moment of her time from daylight to dark, and the result is that she has very little time for the preparation of meals. One result is that the table’ in housecleaning time is exceedingly skimpy. Bread and cheese and cold water with a few minor variations serve to keep things going and to re- mind the husband and children that ineals once existed and were actually served. Perhaps for days the kitchen range is out of commission while the chimney is being cleaned and new pipe procured and put up. Hot meals, elaborate meals, carefully meals, are out of the question. But dainty, tasty meals, easily pre- pared, are quite within the range of possibility; and here is where the grocer who is alert to his opportuni- cooked Practically every gro- cery store has its special provision counter, where “ready to eat’ food- stuffs are sold. If the housewife has no time to cook fresh meat from the butchers, she can purchase cooked ham, jellied veal, corned beef and a wide variety of meats at the nearesi grocery store. All the work required in serving them is the slicing, and the grocer himself will do that. Then tco, canned fish of various kinds — salmon, sardines, lobster, mackerel—can be served with but a minute's work with a good can open- er. Most grocers will supply the can-opener as well as the fish at a very moderate price. To help out the table and give variety, biscuits can be recommend- ties steps in. ed—soda_ biscuits, fancy biscuits, graham wafers, and a great variety. Cereals that need no cooking are aiso timely. For dessert, in addition to biscuits, the fresh fruits—pine- apples, bananas, oranges and grape- fruit—are ail easily prepared and re- quire no cooking. The fresh vege- tables just coming in—lettuce radish- es, early tomatoes, and the like—are also of the “ready to eat” variety and consequently adaptable to a hur- riedly-prepared meal. There is also an opportunity to sell pickles, sauces and condiments to go with the meats. It will be easy for the grocer to show that any house- keeper can, from the goods stocked behind his provision counter, put to- gether in a few minutes a tasty and satisfying meal. Only, there are a host of house- keepers who never pause to think of this fact, but go on serving up skim- py meals that stir the family to dire revolt and maye the name of house- cleaning anathema to husbands. For MICHIGAN TRADESMAN 11 the benefit of these housekeepers, their husbands and families, the gro- cer should advertise what he has to orfer—not merely through the news- paper but by personal suggestion to those who come into his store to purchase housecleaning goods and appliances. The average woman has only a vague conception of the variety of “ready to eat” foodstuffs which the grocery offers, and the advertising the grocer gives his provision coun- ter right now will continue to be beneficial all through the summer and picnic season. William Edward Park. —_s-2-. Keep Toys for the Children. I*ew smaller merchants appreciate the advertising value and the profits to be had in catering to the children’s trade all the year round. The kid- dies are the most persistent walking advertisements a store can have, and if you please them you can rest as- sured father will have to come across with the money now as gracefully as he always does during the holidays. Put in a line of seasonable toys, send out a “Kiddo” letter to every school child in your town old enough to walk to the store, and watch results. Toys are easy to sell because their appeal is aimed at that part of your public who are most easily impressed and influenced, the children. They will respond more readily to adver- tising of any kind, and particularly to window displays, and although they hold no purse strings, the appeals they can make to their parents are just as effective purse-openers as any influence in the world. l'irst of all, toys are not staple lines. People are not capable of estimating their value, and they have no such means of comparison as is given on regular staples. Better still, parents buy more lavishly for their children than for themselves. And desirable and salable toy goods are to be found outside the low- priced lines. Consider wheel-toys, for example. Express wagons, coast- ers, hand cars, velocipedes, and sim- ilar goods range in price from $2.00 to $15.00 and these very items are inore salable in spring, summer and fall, than even during the holiday sea- son. And each season has its own pe- culiar kind of toy: Tops, marbles, jackstones, kites and boats go through a regular rotation, and in each season, all the boys and girls in your partic- ular district must all have such goods simultaneously. Penny toys, iron toys, guns, toy furniture and kitchen sets are good throughout the year. To say that the season for dolls ended on December 25, would be equivalent to saying that the mother instinct died out of little girls on -Christmas Day. Little girls literally live in a world of dolls. We never have seen one to whom dolls did not appeal every single day in the year. And for little girls, spring and sum- mer are just as fine a time to play house as fall and winter. —~++.__ As a sticker a porous plaster hasn’t anything on a bad habit. The Oil Stove Viseh a Dandy > Cabinet Top! Note this picture! Was ever gas stove or coal range more complete?—or better designed to make cooking pleasurable and easy? Note the NEW PERFEC- TION’S Cabinet Top which gives it both the appearance and the usefulness of a coal range. Note the drop shelves, the towel racks, the special oven. And then consider that in the NEW PERFECTION we have a cook-stove thz tt does away with the coal range’s feverish heat, its dirt, its ashes, its draughts, its uncertainties, its labor in carry- ing fuel and its delay in starting fires. Consider, too, that it is cheaper to operate than either gas or gasoline stove. And much clean- er and safer, in the bargain. 3 ee : irsSafe,| lew Per SCION |" ow. Sane and wr Se Ashes or Satisfying Oil Coo k- Stove Delays Do you wonder that over a half million NEW PERFECTIONS are now in use? Ask your nearby dealer to demon- strate this stove to you. Have him heat and to prevent the over-heating of the kitchen. See our exclusive Oil Reservoir with Indicator and observe how the [7/7 NEW PERFECTION’S Oil supply V// show you its splendid equipment; the can be replenished without extin- } odorless broiler, the special toaster, guishing its fire. etc. See for yourself and then judge if Have him ae how the NEW you have seen its equal. PERFECTION’S Wick Blue Flame produces the maximum intensity of Valuable Cook Book heat—how the construction of the Send 5 cents to cover mailing and get burner serves to concentrate that our latest 72-pagze Cook Book THE STANDARD OIL COMPANY, CHICAGO, ILL. (AN INDIANA CORPORATION) Z SSBSE Kya 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...... .- .- Slo ZOOOOG = ou... 25 500,000 eee 45 1,000,000 ee. 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 12 MICHIGAN TRADESMAN May 7, 1913 PRACTICAL SALESMANSHIP. Different Ways of Getting on With Customers. Written for the Tradesman. There are about as many ways of getting on with people as there are people to get on with. Every individual does require a lit- tle different treatment and it is an art to know how to handle them all, but it is an art that any dealer can acquire to some degree. One of the simplest ways of getting on with people is by keeping your mouth shut. The man who can re- member to say nothing when he has nothing to say that will please his hearers is pretty certain to get on famously. But that is not all there is to it— just to get on without making any enemies. That will not sales or produce any business. What make any we want to know is how to get on with people while inducing them to buy goods. The salesman must keep his temper at all times. Anyone who cannot do business without getting mad about it has no right behind a counter. To get mad at a customer, no matter how great the provocation, is to lose that customer almost certainly. It is aggravating to have to take the accusations that some times come from disgruntled buyers. At times they amount to insults and we have to stand for things that we would re- sent at once if they came to us out on the street where we were stand- ing on an even footing with the ac- cuser. Of course this is more or less hu- miliating to one’s pride, but then many things that are humiliating to one’s pride will not do us any real harm, and the man who wants to sell goods will have to pocket his pride a good many times. A customer comes in to buy an ar- ticle for which you ask $3.50. He tells you that he can buy the same identical quality from the mail order house for $2.75. You take the mail order description and compare it with your goods, point for point. You see that yours are manifestly of higher grade. You point out to the = cus- tomer the differences and show him wherein your goods are worth the dif- ference and perhaps more teo. He listens to it all and when you are through he says, “Well, I guess I'll send to Chicago. Of course you claim a good deal for your goods but you don’t make those things yourself and you only have somebody’s word for it that they are what you claim. Sears & Roebuck make their goods in their own factory and they guarantee them so I know they're just what they say they are.” That is the culminating point with a good many salesmen. They go up in the air right there. With the Hun- dred Point man that is just where he gets his second wind and_ begins again. He sees that he must first of all prove the advantages of his own responsibility over that of the distant mail order house. So instead of tell- ing the customer to go to the seven- teen blue blazes to make his purchase and thereby making the man mad enough so that no amount of adver- tising will ever get him back into the store again, he smiles and starts in to lay the foundation that will serve as a basis for getting future business even if it fails to land the present sale. The man who can keep his temper under all the trying circumstances that come up in the work of a retailer has something of which to be proud. He has made a good beginning on successful salesmanship. Next to the salesman keeping his own temper, it is important that he see that his customer keeps His. There are a good many salesmen who can be exasperating enough to make the angels weep and yet never turn a hair themselves. To make a customer mad loses him even if you do keep your own temper. Learn to control your temper even if he does make you appear like a dummy at times and humiliates you more than you think you ought to be called upon to endure. The ability to remember names of people is of inestimable value in mak- ing it easy to get on with them. You know how you yourself feel if you are called by name when you en- ter a store, particularly 1 it is a place where you are not in the habit of trading and where you did not realize that they knew you. It gives your visit added importance in your own eyes and it makes you wonder why you haven't patronized that store before. This trait of humanity is one that the salesman ought to play upon. He ought to learn the identity of as many people in his town as possible, partic- ularly among those who are possible customers of his store. He ought to be able to call every customer by name and he ought to do it. It is just as easy to. say morning, Mr, Brown,” as it is to say merely “Good morning,” and it makes a great deal of difference with Mr. Brown's attitude. This is not imagi- nation. As I said before, you know how it is, and if you don't, then shop around a little until you do. “Good Some business men have reduced to a fine point the art of getting on with people right in the store al- though they could not make a friend when off duty if life depended upon it. They think that so long as they are pleasant and agreeable with every- one who comes in to buy from them it does not matter how they treat them at other times. People are not slow to see through such an attitude and they resent be- ing treated well when they have money to spend and otherwise when there is nothing at stake. They feel, properly too, that they are being treated well merely for what there is in it. It is a mistake to let people find out that all you care about them is for their money and it is a mistake to feel that way. If that is all the humanity you can scare up, you are to be pitied. If it is not natural, then learn to like people for themselves, and don’t be crabbed and unsociable outside of business any more than you would be inside. If you are, people will know that your family need to be pitied and mighty few men enjoy knowing that the public feels sorry for their families, Not every man can be a good mixer, but it is worth trying. The more friends a man makes outside of busi- ness hours, the more customers he will have inside of those hours. People like to trade with the man they know. It is worth while for every salesman to cultivate a personal acquaintance. 1 do not be- lieve in a man joining church or lodge or any fraternal organization for the wide main object of helping his business, but lt do believe that it is wise for him to mix up with his fellow citizens in all.sorts of public matters and show a friendly spirit and a helping hand whenever the chance offers. This sort of thing will make it easier for a man to get on with peo- ple. It will teach him how to do it. There are some very irritating cus- tomers who come into every place of business, people whom it seems im- They find fault with the goods and they find fault with the They possible to suit. way they are offered for sale. kick about the prices. This is where patience comes in. Nothing short of a large supply of patience will enable a man to get along with these people. They them- selves like to kick. They enjoy a scrap but they hate to get the worst of it. Their money is as good as anybody’s money and they have friends whom they can influence, no matter how dis- agreeable they themselves may be. It is poor policy to send them away dis- gruntled or dissatisfied and yet it is hard work to suit them. Anyone can please some customers. They are the kind of people who like everything and are easy to suit. But these finicky folks! Well, it is worth while to try them anyway. We all know when we meet a man who is polite and we all admire po- liteness but we don’t all try to acquire at I remember a salesman whose politeness so impressed itself upon my mind that I always after thought ot him as the most courteous sales- man I ever knew. I had had my nose broken in a base ball game by an in-shoot right off from my own bat. It resulted in two black for a week. This traveling man was calling on me reg- ularly and he dropped in at this time. Everyone else that I knew, as soon eyes as they saw me, exclaimed and asked whom I had been fighting, and other- wise drew upon their various funds of humor. As for this salesman, he never bat- ted an eyelash. If there was any- thing wrong with my countenance it was as if he could not see it. Of course in this case is did not matter, but even though I was not sensitive about it, let me tell you I appreciated that man’s courtesy. It was an ex- treme example of politeness and yet his attitude made a favorable impres- sion that lasted as long as he did business with me. Now, something of that sort of courtesy is what we all need in order to get on successfully with people. There are many times when the usual form of expression or the obvious re- mark does no harm, but it does not follow at all that the polite and cour- teous exception would not do some good. It did in my case. Instead of being just average and avoiding offending, go far enough the other way to make a distinctly pleas- ing impression. Instead of being merely negatively polite, be positively so. Politeness easily becomes a habit and even the boy who is not brought up to polite manners will soon learn them if he associates with people who have them. It cannot be expected that the employe who works for a man of bad manners will develop for himself better manners than those of his employer. The employer is the logical ex- ample of the employe and he cannot complain if faults which he himself does not try to correct continually crop out in his salesmen. Even the employe who is so ex- ceptional as to realize that he must allow for his boss's imperfections, will unconsciously imitate some of them in time. We cannot avoid being in- fluenced, The salesman who would get on with people must refrain from show- ing an excess of attention to one class of people and a lack of it to another. It is easy and probably very natural for a man to meet Mr. Mon- eybags, who buys easily and very lib- erally, with a glad hand and a cordial manner and to greet the poor farmer 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 _hicago St. Louis Minneapolis Dallas May 7, 1913 MICHIGAN TRADESMAN 13 or laboring man who just makes a living, with rather scant attention. Of course one is more pleased to see the rich customer come in than to see the poor one. That is just human nature, but rich customers are, for most of us, few and far between, while the poor ones come every day and the total of their business, taken year in and year out, is greater than that of the few rich men. Mighty few towns are big enough so that the retailer can make money while catering exclusively to the monied class. All classes are neces- sary to make a business much of a success. Be cordial and polite to the rich customer by all means. Give him all the attention you can without over- doing it, but see that the poor man never has reason to think that he is not getting just as much. The poorer class or even the middle class people are very sensitive of their rights. We all think we are just as good as anybody and we don't like to trade at a place where our small wants do not seem to be appreciated and where they evidently are waiting for the big buyer to come in. Treat everybody alike to the extent of showing no apparent favoritism. No other plan will hold the business of the “common people” and_ the “common people” are in most cases the people, 3e just as attractive personally as you can and it will make a good deal of difference with many customers. The man who has a rough, loud or strident voice will repel some people with that voice. It will pay him to learn to modify it, to get it toned down so that it will sound agreeable. He may even take vocal lessons for the purpose. If you are not sure whether your voice is agreeable, and one cannot al- ways tell, ask somebody at home. Find out whether it grates harshly upon the ear of the hearer. Find out whether it sounds cheerful to a stranger, or homesick and _ forlorn. Cheerfulness is a big asset with a salesman. No one likes to do busi- ness in a store where the atmosphere is one of depression, where the sales- men talk in homesick voices. better than we We buy more and we buy goods in the cheerful store do in the cheerless one. The restau- rant managers who furnish music know this and they realize the fact that the. diner will buy more and eat and drink more with good, lively music going than he will if everything is dull and stupid. Unpleasant nervous, personal hab- its effect a man’s salesmanship. ~ COMING CONVENTIONS TO BE HELD IN MICHIGAN. May. Military Order of the Loyal State Commandery, Detroit, 1. Michigan State Nurses’ Association, Muskegon, 1-2. Michigan Association § of Secretaries, Detroit, 2-3. Michigan State Spiritualistic Associa- tion, Grand Rapids, 9-10-11. National association of Manufacturers, Detroit, 19, 20 and 21. State Laundrymen’s Association, Battle Creek, 20-21. State Association of Congregational Churches, Cadillac, 20-21-22. Northern Baptist Convention, Detroit, 26—June 7. Michigan Women’s Press Association, Detroit, 27-29. Grand Encampment of Odd Fellows of Michigan, Saginaw, 19-22. Grand Lodge Degree of Honor, Saginaw, 20-21-22. State Professional Photographers’ As- sociation, Detroit. State Homeopathic Detroit. National District Heating Association, Detroit. Central Association of Stove Manufac- turers, Detroit, 8-11. Reunion 81st Michigan Volunteer In- fantry, Monroe, 17. Knights of Columbus Petoskey, 14. P. H. C. Grand Circle, Saginaw, 21-22. State Letter Carriers’ Association, Grand Rapids, 15-16. Grand Lodge, F. & A. M., Lansing, 24-25-26. State Post Office Clerks’ Association, Lansing, 30. Legion Commercial Medical Society, State Council, June. Michigan Association of Assistant Post- masters, Grand Rapids. German Evangelical Synod of Michigan Detroit. Order of Red Men, Port Huron. a. O. E. Grand Lodge, Port Huron, 3-4-5. Grand Commandery Knights Templar, Flint, 3-4-5. Michigan Association of Master Bak- ers, Detroit, 3-5. Tri-State Master Bakers’ Association, Detroit, 3-5. Motion Picture Exhibitors League of Michigan, Detroit, 10-11. Michigan Unincorporated Bankers’ Manutacturing and advertising in- terests have manifested, in some in- stances, a little impatience over the delay in the inauguration of the col- lect-on-delivery adjunct of the par- cel post. This is the only feature of the new service that is not now in operation, and its introduction was postponed because, in the limited time allowed for getting the parcel post on its feet, something had to be held over, and this was deemed the least important to the great body of parcel post patrons. C. O. D. Proposition Formidable. The more the officials have looked into this C. O. D. proposition the more formidable do they find it. It is now realized that an elaborate ad- ministrative system with the use of a number of special forms, etc., will be necessary and that time will be required to perfect this. Even ten- tative predictions are difficult to elic- it but the officials who are best in- formed as to parcel post progress say that they do not see how this branch of the business can be put in operation under six, eight or ten months. When it does go into ef- fect shippers may have Uncle Sam collect, of the recipients of parcels, either carrying charges or purchase price or both. Business houses are, in not a few instances, urging the Department to fix an indemnity limit higher than #50 for complete loss of a parcel taken. The officials say that it is doubtless feasible to raise this limit but are skeptical as to whether heav- ier insurance can be allowed at the present fee of ten cents per parcel in addition to the postage. The De- parement is disposed to veto as im- practicable the suggestion of some firms that shippers be given the right to stop or recall parcels in transit. With the expectation, evidently, of winning Departmental endorsement, a number of manufacturers and oth- ers have submitted to the officials at Washington a variety of contain- ers and patented forms of packing designed for use in connection with parcel post shipments. Some of these goods are. really remarkable’ in strength and durability, but the De- partment will give no endorsement in any case, although it does, to be sure, endorse or approve acceptable designs for letter boxes, etc. Speaking of letter boxes, it may be mentioned that a number of com- munications have been received at the Department urging the extension to shippers of the privilege of mail- ing parcel post packages at street drops instead of the present neces- sity of mailing at a post-office or sub- station... The desired privilege will come in time, say the officials, but not until time is allowed to provide street boxes that will surely accom- modate the increased volume of busi- ness. Handling Grouchy and Peevish Cus- tomers. Some customers are irritable by na- ture. They just cannot help them- selves and, in fact, do not try to do so. They just go through life snap- ping and snarling at everyone who comes in their way. They never stop to think about the discomfort that they are causing others. They suf- fer so much from their own grouch they have no sympathy with those who fall under their displeasure, and yet some of these very same people are charitable in all other matters and when not in one of their peevish moods are desirable people to come in contact with, and they are par- ticularly agreeable a great part of the time with those who will put up for a few moments with their expression of ill-temper. Ill-natured remarks, coming from a customer can usually be answered in a pleasant way without a sacrifice of dignity, provided the clerk knows how to do it. If the clerk has not cultivated that kind of a temperament, it 1s one of the first things he should do in the way of self-education, fit- ting himself for the position he is called upon to fill. The wise young man who will learn to handle com- plaints from a peevish customer will be surprised to find in a short time what a wonderful influence he is able to gain in that way over testy cus- tomers. The customer actually be- comes ashamed of himself and feels like apologizing for his rudeness. Other disagreeable customers, not big enough to withdraw an offensive remark, somehow are attracted to a person who does not take them ser- iously. They appear to enjoy the atmosphere of a man so unlike them- selves in temperament. 2 —____ Wisdom, zeal, courage, knowledge and perseverance are prime factors that enable one to get to the front and often to hold the position gain- ed, but above everything else it re- quires industry to keep on advancing and enterprising ideas are needed against the new blood which is con- stantly coming to the front to gain poSition in the race. May 7, 1913 Condensed Milk in Michigan. One of the greatest triumphs of the age is the successful evaporation and condensing of milk so that wherever man journeys, whether in the poles or in the tropics, the lacteal fluid of the cow can always be procured. It is unfortunate, however, that some manufacturers of condensed milk have been so extravagant in the claims of their product as to serious- ly affect human life. Most manufac- turers give on their cans a formula for extending their milk with water which sometimes makes it appear to be cheaper than the natural product. Ordinary milk from the average cow contains about 12 per cent. total solids, of which 3% per cent. is but- ter fat and the balance casein, albu- men and milk sugar. This depart- ment purchased several cans of milk on the open market and diluted the same with water until the solution equaled normal milk, having a 3 per cent. butter fat content, which is the legal standard in Michigan. Such milk was found to cost as follows per quart for the following brands: XAXXX, 10 cents per quart; Van Camp’s, Pet and Premier brands, 7% cents per quart; Nu-Way, 7 cents per quart; Leader, 10 cents per quart, and Eagle brand, 12 cents per quart. All of these milks before dilution con- tained less than 10 per cent. butter fat, while the legal standard for com- diercial cream is 18) per cent Condensed milks are therefore rather dearer than ordinary milk in most cities. It is the convenience, not the cheapness of condensed milk that should appeal to the consumer. The directions for infant feeding on some of these cans are very mislead- ing. Take the Eagle brand, one of the best known to the trade. It gives on the can directions for infant feed- ing as follows: One month old di- lute 1-14. This would give the baby milk containing about 614 per cent. total solids which would have in it less than 1 per cent. (.82) butter fat. Normal human milk and cow’s milk are about the same, 12 per cent. total solids with 3% per cent. butter fat. Is not a milk containing less than 1 per cent. butter fat too thin for a growing babe? Further directions on the can are, dilute 1-12 for second month. This would give a butter fat of less than 1 per cent (.93). The third month a dilution of 1.10 per cent. butter fat, less than one-third of normal milk. For a babe 10-12 months old a dilution of 1-6 is recom- mended. Even this only gives a but- ter fat content of 134 per cent., about half that of normal milk. We believe these dilutions are much too thin for babies. Repre- sentative Whelan has introduced a bill in the Legislature which has pass- ed the House and is now pending in the Senate requiring all condensed milk to be labeled on the can with a formula that when extended, will be equal to legal standard milk. When this law is passed every consumer can intelligently use condensed milk. James W. Helme. ——_+-.——__ It takes more than a soft answer to turn away the book agent. May 7, 1918 MICHIGAN TRADESMAN 15 STORE SLOGAN. Capitalize the Prestige Which Be- longs to Your Store. Written for the Tradesman. Success is seldom accidental. The merchant who has a store which is making progress, giving its custom- ers good service, and scoring steady and dependable profits for its pro- prietor, may be set down at once as the product of a definite plan and a well-defined policy on the part of the man who puts up the cash and fur- the brain power that keeps it in operation. Every store reflects its owner’s in- dividuality. When you go into a dingy, ill-lighted place, where the dust is on the windows and the goods in the cases look as though they had not been re-arranged for months, the presence of the merchant is not need- ed to picture to the mind’s eye the sort of a is likely to be: appearance, lacking in snap and decision, and inattentive to the wants of the customer. On the other hand, the bright, cheerful store, which literally nishes man he careless of his clean, pulls the people in by virtue of its attractive and prepossessing appear- invariably has at its helm a man who is a good deal like his store. ance, fle is well-groomed, clean-cut, intel- ligent, carnest, and on the lookout to please his customers and keep his stock moving. This is largely by way of preface to the remark that since each store necessarily has an individuality, and since every store-keeper who hopes to amount to much inevitably has a policy to which he is adhering in his upward march, one of the best things that he can write after his name i3 a slogan or catch-line which sums up briefly the ideas which are actuating him in his management of his busi- ness. The slogan is a_ real institution in the business life of the advertising country, because the leading manu- facturers have learned how .readily they may impress their product upon the minds of the public if they suc- ceed in getting a bright and easily remembered slogan, that really means something and connotes the they are advertising. soods “There’s a Reason” is probably one of the most familiar and one of the most sensible slogans. “Eventually, Why Not Now?” is another that has been borrowed and adapted by many concerns other than the original, be- cause they have recognized the fact that it sums up a lot of selling argu- ment in four short words. “The memory of quality remains long af- ter price is forgotten” is a great piece of merchandising truth, as well as a splendid slogan, and has helped to advertise the hardware concern which originated it, as well as others who turned it to their own “We are advertised by our loving friends” tells volumes, and scores a point every time it is read. “Ask the man who owns one” can- not be beat for the implied dence in users of the product shown by the manufacturer. have uses. confi- These are all typical slogans, and are marked by several important things. One is that they are selling arguments; another is that they are short, easily remembered phrases; and a third is that the most succe3s- ful ones relate to or readily suggest the special product being advertised. It is difficult to obtain a slogan which cannot be borrowed by someone else; but if it has been attached by the public consciousness to the personal- itv of the concern which create; it, the borrower will find himself spend- ing money to advertise the product of somebody else, inferentially, if he is not careful. manufacturers have demon- strated that the slogan is valuable, why should not the retailer follow suit? There are a good many reasons in favor of the plan, one of them being that without it he is at a loss for something upon which to hang his advertising, in a good many cas- es. The manufacturer has his brands, and would feature them irrespective of the slogan: and the fact that he pre- fers to use both shows that the value of the slogan in making the brand favorably known is preciated. In the case of the store the slogan should be coupled so close- ly with the name of the house that the one will suggest the other. Since thoroughly ap- It is not easy to pick out a short, sensible phrase, that has real mean- ing, merchandising sales strength all in one. But it is worth the while of any merchant to ponder over the subject with a view to select- ing something that will serve his purpose well. One concern that the writer knows of has found the use of the phrase, “We've a page in our ledger for you,” a big help in getting new customers. It handles a considerable amount of credit business, it should be noted, and as it is equipped to take care of trade of this character, it makes a point of developing an appeal to those who are likely to want ac- comodation of this kind. Many peo- ple who knew that the company sold goods on credit, but who failed to make a connection with it, came in after the slogan began to be used, and said they wanted to open ac- counts. The little slogan put the policy of the firm in concrete form, and made it “stick.” value and In the same category falls the slogan of another concern, which ap- peals to a medium-class trade, to whom economy is a_ big factor. “Where a Dollar Does Its Duty” is a phrase that goes on all the com- pany’s advertising, and members of the concern insist that the reputa- tion of the house for bargains and economical offerings has been con- siderably enhanced by the use of the slogan. It’s a good deal better to be known in the mind of the customer as the store “where a dollar does its duty” than simply as “that Market street house.” cheap Capitalizing the prestige that be- longs to the concern which has been in business for years and has been successful all of that time is a mat- ter that is a little difficult, and many merchants with a fine business his- tory are content to say merely, “Es- tablished 1878” or to use some other similar phrase. But age without any- thing else to commend it is not es- pecially attractive, and the house that has had a useful and prosperous ex- more of its “Time proves we up—Established istence ought to make history than that. keep the quality 1871," announces a big retail cloth- ing house in a Middle Western city, which believes in putting its substan- tial, solid and permanent character to the fore along with its reputation for selling quality goods. Some phrases which are used as slogans have little to commend them other than novelty, humor of cheeri- ness. For instance, “If you don’t trade here we both lose,” has a vau- deville sound that becomes tiresome prety quickly. “The Bright Spot in Janesville” or “The State’s Highest- Class Department Store” could prob- ably be improved upon, as they sug- gest little to the customer. [f you have no slogan, try to de- velop one that will reflect your ir- dividuality and suggest the depend- able quality of your goods or the high-class policy of your business If you can originate a phrase that will stand repetition and will make peo- ple think of vou favorably, you will have created an asset that your c »m- petitors will find it hard to take away. G BD. Crain, Jr. ——e———— Mr. Grocer or Butcher. A cleancut, automatic, visible weighing system promotes confi- dence, result—a larger business and a correspondingly increased profit. De you want to know why the Day- ton Moneyweight scales are the best W. J. Kling, Sales Agent, Grand Rapids, Mich.—Adv. for you. Pi Made [n Grand Rapids, bi ke ka PROGRESSIVE MERCHANTS. everywhere, are improving the appearance of their stores; and almost without exception those are the stores that are getting the most profitable business, Cases that properly display your merchandise are a necessity to the merchant that wants to make the most of his opportunity. In you will find a case for every need. To have the finest store in your section means the judicious and not the extravagant use of money. If you cannot buy a full equipment now why not have plans made and buy a part at a time till you have everything up-to-date. Send for our big catalogue and see where you can improve your store. WILMARTH SHOW CASE CO. 1542 Jefferson Ave. NEW YORK, 732 Broadway BOSTON, 21 Columbia St. PITTSBURG, House Bldg. TAMPA, 515 Tampa St. GRAND RAPIDS, MICH. CHICAGO, 233 W. Jackson Blvd. ST. LOUIS, 1118 Washingon Ave. MINNEAPOLIS, Kasota Bldg. SAN FRANCISCO, 515 Market St. Pe Made In Grand Rapids} Don’t hesitate to write us, Klingman’s Sample Furniture Co. The Largest Exclusive Retailers of Furniture in America Where quality is first consideration and where you get the best for the price usually charged for the inferiors elsewhere. You will get just as fair treatment as though you were here personally. Opposite Morton House Corner Ionia, Fountain and Division Sts. Grand Rapids, Michigan 16 MICHIGAN TRADESMAN May 7, 1913 OLD PANAMA. Rich City Looted and Destroyed By Pirates. Second Paper. treacher- continued in high favor with the king whose coffers he well supplied and wrung enslaved Pedrarias, incompetent, ous, and cruel, with gold the and oppressed natives who died by the not being physically adapted to the work. It was this terrible decimation of the Indians that prompted time later a prominent Catholic bishop to kept treasure from thousands on account of some suggest the importation of negroes from Africa, thus saving the Indian trom complete extermination, but at the same time inaugurating the sys- tem of slavery that afterwards spread over the greater part of the two continents. In 1515, Diego de Albites and Tello de Guzman formed part of an expedition that crossed to the Pacific the Isthmus and arrived at the hut of a poor fisherman, at a point called by the Indians Panama, from the abundance of fish and sea shells found there. Here in 1519, Pedrarias founded the city of Old Panama, giving it the Indian name. In 1521, by order of Emperor Charles V., the title of “Muy noble y muy leal” was bestowed on the place and the government, bishopric and col- onisis of Santa Marie la Antigua del Darien removed thereto. This was only accomplished after great priva- tion and suffering, it being estimated that no fewer than 40,000 Spaniards perished in this trans-Isthmian hegira during the ensuing thirty years. The court-of-arms given to the new city consisted of a yoke, a bunch of ar- side of rows on a gilded field, with two ships underneath, a star, castle and lions. The city became the seat of the first court of the Real Audiencia, which obtained in the Spanish possessions from 1533 to 1752. In 1525, a Catholic priest named Ilernando celebrated solemn mass in the Cathedral at Old Pana- ma, in America Luque with men-at-arms, Francisco Pizarro and Diego Alma- He broke the holy bread into three pieces, taking one and giving the other piece to the two men. The significance of this act was no other than the solemnization of a contract taking communion two Spanish explorers and gro. between all three to conquer the countries to the South. They shortly afterwards manned several vessels and sailed down the coast, reaching at last the “golden” Peru. Pizarro’s flag used in his conquest is a treas- ured relic to-day in the archives at 30gota. Early Trans-Isthmian Routes. Some time after the settlement of Olid attempt was made to establish land communication from Dios, at that time the principal port on the Atlantic, to the new city on the Pacific. A road was finally constructed between the two which crossed the Chagres River at Cruces. For a part of the way the road was paved, evidence of which remain to this day. Later Panama, an ‘Nombre de places, small vessels commenced to sail from Nombre de Dios to the mouth of the Chagres, then up that stream to Cru- the cargoes were trans- ferred to the backs of mules. Nom- bre de was abandoned at the end of the sixteenth century in favor of Porto Bello, known to be one of the the entire I[sth- mian coast, south of Chiriqui Lagoon, the present day resort when an unusually ces, where Dios best havens on to which even the steamers of strong norther is blowing at Colon. Nombre de Dios has long been known as a graveyard for the Spaniards and its decay was of litthe moment. After the conquest of the development of the gold mines in the Darien, Old Panama sprang rapidly into prominence. All the gold- en treasure of the West Coast Peru, and was record of the West Indies, not only from the boldness and interpidity of the attack, but for the gallant defense as well. To the Americans employed on the Isthmus and the tourists that are going in numbers, the sites of these early Spanish cen- of Western considerable ever increasing ters civilization have a charm, as is evidenced by the numerous’ excursions made thereto, especially during the dry season. Of them all Old Panama, perhaps, possesses the greatest at- traction. It is easily accessible from the present city and really interest- ing, although unfortunately many vis- itors merely ride over, take a look at the tower and the old bridge, and then come back with the idea that they have s everything seel worth = of which great trees are now grow- ing vigorously. As one proceeds farther landwards, sections of the an- cient city’s walls may be seen in vari- ous directions, some being only held up by the gigantic roots of trees which have twined and intertwined in and about the stones in such a manner that now it would be difficult even for a pry to them. Large open wells curbed with stone are scattered about the place, and in these, numerous relics have recently been found, such as parts of copper kettles, pieces of firearms,. money, articles used in the churches, etc. If all were cleaned out, no doubt many dislodge interesting and perhaps valuable rel- ics could be recovered, inasmuch as the tradition has been handed down— and history in a measure supports it poured into her lap to be sorted for shipment to the mother country. Porto Bello likewise became an im- portant post, and was the scene of great fairs up to the time of its cap- ture by the pirates under Henry Mor- gan. The Raids of the Buccaneers. The attack and pillage of Porto Bello, the capture of Fort San Loren- zo at the mouth of the Chagres River and, lastly and chief of all, the sacking and burning of Old Panama, perhaps at the time the most opulent city in all New Spain, by Henry Morgan and his band of seventeenth century buccaneers, pirates and sea rovers, furnishes one of the most thrilling chapters in the early history oi the Spanish Main, and some of the most notable events in the piratical 3. Arch at Old Panama. while. The tower and bridge are near to the beach, and easily seen, but the dense vegetation with which the greater part of Old Panama is overgrown makes sight-seeing farth- er in more difficult. There is the old cathedral, the roof of which has fall- en in, but the walls of which are still standing. This church is mentioned in Esquemeling’s narrative of the sacking and burning of Old Panama, written in 1678, as the only one left standing after the fire, which was a hospital for the wounded The this church has been used in recent used for of the buccaneers. interior of times and is still being used, I under- stand, by the natives living in the vicinity for a burying place for their Nearby to the church is the Catacumbas, or tombs, upon the roofs dead 5. Fort at Old Panama. —-that the inhabitants of the place, in their fright and excitement, sought to hide their valuables and as a last resort threw them into the wells of the city. Be that as it may, the site of Old Panama furnishes a point of interest well worth visiting. The tower at Old Panama, which figures so prominently among Isth- main photographs, and which may be seen on a clear day from high elevations in the new city, formed a part of the castle of St. Jerome. In the papers of a Spanish engineer of that time occurs the following de- scription of it: “This fortification was an excellent piece of workman- ship, very strong, being raised in the middle of the port, of quadrangular form, and of very hard stone. Its elevation or height is eighty-eight May 7, 1913 geometrical feet, its walls being four- teen, and its curtains, seventy-five It was built at the of several the governor of the city furnishing the principal part of the money, so feet in diameter. expense private persons, that it did not cost His Majesty any’ sum at all.” Nothing has ever appeared in print truthful and interesting con- cerning the capture of Porto Bello and the burning of Old Panama than is to be found in John Esquemeling’s narrative published in 1678, seven years after the events actually occur- red. Esquemeling was a member of the pirate band and, therefore, an eye witness of the incidents related. Al- though not definitely known, the au- thor of this narrative is thought to more have been a Hollander, inasmuch as first appeared in the Dutch language. It was afterwards translated his account Spanish and in re- IFenelish, the translation appearing as a part of the into cent years into latter book called ‘Phe Buccaneers of America,” published by Swan = Son- menschein & Co., of London. The author's account is both graphic and picturesque, in which he heures in the third person. invariably With the exception of a few instances where he speaks of the extraordinary exploits of the English under Morgan, as mat- ters of course he has taken no sides, and is as prone to criticise his leader individual on the opposite The worst criticism to be made as any side. of his narrative is his tendency to magnify the importance of certain places and things. Hence, from his description of Old Panama, one would much larger than it be led to believe it a and important was. place really Ile refers to there having been five thousand houses in the place at the time of its fall. indicate a population of 40,000 or 50,- 000 souls. This would Even in a much extensive area than the site of Old more Panama, it would have been impos- sible to comprehend so many build- ings, and there is nothing to-day to indicate it I have thoroughly ex- plored the site and cannot see pos- 10,000 or 15,- have been sible where more than 000 souls could gathered together. Ringrose, a member of the pirate band of Capt. Sharp, says in his narrative of their expedition New Panama in 1680 that the latter place was larger than Old Panama ever was. which visited The expedition against Old Panama was Henry achievement and his action toward his men after their return to the fort of Chagre, as Esquemeling terms San Lorenzo, marked the beginning of the end of his career as the greatest pirate of his time. He was a man of quick impulse, one good act being almost invariably offset by an _ evil one. He cared not for conquest for conquest’s sake, but he was out for Morgan's crowning the coin of the realm, which in his time was figured in pieces of eight. One of the most astonishing moves in his whole career was his attitude toward piracy after his ascendancy to the post of Governor of Jamaica, not long after his return from the MICHIGAN TRADESMAN Panama expedition. To him, more than any one man, is probably due the ridding, of the pirates from the waters and islands of the West In- dies. The Panama expedition was not as successful as Morgan had figured on in the matter of booty. The escape o! the Spanish galleon with the plate atid church valuables robbed him of the best of his expected treasure. Local tradition has it that he left with as high as 1,200 mule loads of loot while a Morgan Esquemeling gives it at 175 mule loads, which is probably about the correct figure. biography of puts it at thirty-seven. Se pee a se Soere g Ate - station grounds at Lansing with trees, shrubs, grass and flowers. The Bowering Soap Co., of De troit, will locate at Ecorse, building a new factory in that village. Secretary |. FP. Pracy, of the Sagi now Board of Trade, will leave May 1, having accepted a position as Lom- missioner of and Mantu- facturers at Lethbridge, Alberta, Can., at a salary of $6,006 per year. Commerce Flint is preparing to entertain the Grand Commandery, Tem- plar of Michigan, June 3 and 4. Knights Owosso has passed an ordinance forbidding the setting of poles and the stringing of wires on South Wash- Bridge at Old Panama 400 Years Old. What Some Michigan Cities Are Doing. Written for the Tradesman. bought the old planing mill property at Lapeer and George Dent has is installing new machinery. The Association will build a new. grand- stand at the fair grounds at Bay City. Northeastern Michigan Fair This year’s fair will be held Septem- ber t to 5. The St. Johns Club hopes to secure a public library and a pest office building for that city. Ad- ditional land has Commercial granted Mr. for enlarging his portable house plant. been Chapman The annual banquet of the Business Men's Association of Sparta will be held April 29. The annual Michigan convention of the Association Battle Creek May 20 Over 200 delegates are ex- Laundrymen’s will be held in and 21. pected. Three additional offices will be add- ed to the Battle Creek Chamber of Post build- ing. There will be a reading room, Commerce rooms in the a committee room and lounging room and placards inviting strangers and visitors in the city to take advantage of the hospitality of the Chamber of Commerce will be posted at the ho- tels and about the city. The Kalamazoo Commercial Club has landed another paper mili, the Paper Makers’ Chemical Co., of Eas- ton, Pa., having bought five acre; just north of the city limits for the erection of a branch factory. The company makes colors and sizing for use in paper mills. The Grand Trunk will beautify its mee i ington street. The highway between Jackson and Vandercook’s Lake will be improv- ed, subscriptions to defray expenses having been secured by the Jackson Chamber of Commerce. April 30 is (Cleamsup day’ at St Johns, by order of The Ann continues its activities. Mayor Slack. Arbor Civic Association The 12) U. R. will build a sidetrack to the Hili Memorial building to take care of the May Festival crowds. A fly crusade has been launched and meat, food and milk inspection established. Plans have been laid for a boulevard sys- tem. Rubbish heaps and eye sores will be removed making way for a clean Ann Arbor. A survey is being made of all shade trees, with a view of weeding out the poor ones and preserving the best. The Association has ordered 1,500 shrubs and plants for the citizens at wholesale prices for decorating lawns. The manufacturers of Niles pro- test against the proposed advance in freight rates to Chicago by the Mich- igan Central, Big Four and Pere Mar- quette railroads. The new Arthur Hill auditorium, at Ann Arbor, seating 5,000 people, is almost completed and will be first made use of at the to be held May 14-17. The Marquette Commercial Club has re-elected officers and will push the project of public playgrounds, swimming pool and park on the west side of Presque Isle, reclaiming a portion of the swamp on the neck of land for the purpose. Pontiac has plans for about $146,000 in paving ments this year. May Festival spending improve- 17 An anti-smoke ordinance is being considered by the Common Council of Flint. Lansing has passed a milk ordi- nance similar to the one in Grand Rapids, but with the tuberculin test left out. It goes into effect June. 1. Flint’s new filtration plant is near- ly completed and the water will be ready for use about July 1. A Business Men’s League is being considered for the Hioughton, entire county of to boost the interests of P. Petermann, of Calumet is one of the the copper country. J. leaders in the movement. Saginaw has passed a pool room ordinance fixing the closing time at on Sundays and midnight the remainder of the week. Ifancock will entertain three State conventions this man Aid 10: pb. mi. summer—the Ger- 10-12, the June 17-19 and the Sons of St. George July 14-19. “Scrub the city clean’ is the new Eagle 3 June slogan at Alpena. Lansine has $5,000 in hand for es- tapdlishing a city market and there is some question as to whether more money is needed to put into the ven- Eire: Saturday, April 26, was Annual clean-up day in Muskegon and the school children assisted materially in the movement. L. B. Hanchett was elected Mayor ot Big Rapids while absent on a trip to the Pacific coast. He is expected home this week and will then be noti- fied officially of his honors. Reports show much building — ac- tivity at the Soo this spring. Che Pirdseye Veneer Co. is com- pletin= a mew plant at Escanaba, which will be ome of the largest veneer mills in the State. A. H. Weber is the new ot the Cadillac Board of Trade. An President agricultural expert will be secured for Wexford county, steps toward this end having been taken by this live Cadillac organization. A new boat line has been formed at St. Joseph, to be operated under the St. Joseph-Chicago Steamship Co., with the 2 President, Arnold, City; Vice-President and Manager, W. H. Hull, St. ine name o following otlicers: Geo. =. Mackinaw General Joseph; Secretary and _ Treasurer, Walter C. Steele, St. Joseph. Presi- dent Arnold ts also at the head of the Arnold Transit Co., which oper- ates a line of boats in Northern Mich- igan and Wisconsin. The company will operate the steamer Eugene Hart daily to Chicago. General at St. Joseph. Almond offices will be Griffen. Co-operate with the Housewife Tell her about MAPLEINE for Dainty New Desserts and Syrup. She will real- ize you are up-to-date, and you will Increase Yonr Sales Order of your jobber or Louis Hilfer Co. 4 Dock St., Chicago, Il. Crescent Mfg. Co., Seattle, Wash. 18 TRADESMAN May 7, 1913 = ~ BEHIND THE COUNTE yy MH pri “Cte LoL ety Y \ The Goods You Can Sell Easiest. A clerk in the grocery department of a Denver department store, who was recently promoted to assistant advertising manager in the same es- tablishment, has some interesting things to tell regarding the way in which he prepared himself for the promotion. “Wor a long time IT seemed unable to make a satisfactory sales record,” he says. “I held my job but my weekly sales generally footed the bul- letin and 1 could not quite see the reason why. I was dead in earnest, no loafer and wanted to make sales, but beyond taking an order I didn’t seem to make much headway. “At first I thought John Willemy, one of the other boys in the depart- ment, was right when he diagnosed my case in a sentence: ‘Sam cant talk,’ was the way he put it. Then when I heard him repeat this asser- tion to several of the boys, my ire was roused and I began to have a determination that T would learn how to talk. “Pretty soon I discovered why I hadn’t been able to make a credit- able sales talk. It because I didn’t know enough about my I could, give as interesting a synopsis of the latest play I had at- tended as the next talk entertainingly and baseball or horses or in fact any of the things I with. it that if { upon the merchandise I ling as T was on these other topics —I could put up a good selling talk. “So T determined at once to learn was goods. word man and could intelligently about was conversant seemed only reasonable became as well informed was hand- more about the goods on my shelves. I listened to the arguments of the salesmen in our department who had the best records and my _ suspicions were confirmed. talked authoritatively of blends and special processes; told flour tests by the These men eovernment; seemed to know what preservatives were harmful; some- thing about the comparative nutri- ment in different articles of food and 30 on. “One day I heard Bennet, our head clerk, tell a that a brand of dates we were contained more calories of nutriment than any other food product. This woman was a diet crank and Ben- net’s ability to talk in her own terms After she had gone Bennett said to me, ‘All these food faddist are strong for that talk— copped it from a magazine advertise- ent.’ “Tf Bennett could get sales talk from advertisements, I saw no reason certain handling woman impressed _ her. why [ could not get help from the same source. So I began studying of all trade-marked goods on our shelves. I soon saw that the advertisement writer and I had much in common. He wanted to create in the reader a desire to possess his product and a decision to buy it. I wanted to accomplish the same thing with my sales talk. So I was able to use much of this mater- ial with my customers pretty much Occasionally I couldn't advertisements as it stood. eget this information from magazine advertisements or I wanted more complete information than the ad- vertisements contained; then 1 found it advisable to talk with the traveling men whenever occasion presented and to read and study booklets and other literature which most Sent us. “In fact these booklets proved to be my very best source of informa- And as soon as | began the study of them in earnest I became in- terested in merchandise. I’m _ begin- ming to think that knowledge will create interest in anything. Now that how articles were made and how they were inspected and packed and marketed I found as much to be enthusiastic about manufacturers tion. I knew as though I had been reading of plays or sports. Then I began to want to test out the advertising on my own account, too. IT remember one of my first ad- studies was of a certain tomato vertisement brand of catsup and when I had read of its superior qualities | wanted to taste it for myself. They used another brand at my boarding house, so I took along a bottle of the new brand and garnished a tenderloin with a liberal supply of it. My first that this catsup advertising and my jumped faster commodity. 1 talked Blank brand taste convinced me lived up to its sales on it than on Every catsup and held a bottle of it in my hand it seemed as though I could taste its gratifying piquancy talk viction, any other time and my carried con- “It’s impossible to realize until you try it how much there is in that idea of knowing your through reading goods—not_ only about them, but through eating them or wearing them or making use of them in some such personal way. If you know abso- lutely from personal experience that your goods are superior you can cer- tainly talk them up with gingering forcefulness.” ———__+ + -___. lf you have not enough business you may be fishing in the wrong place. Simple Simon could not catch a whale in the water bucket. Why Young Men Fail in Business. Successful business life depends on the achievements of a few brilliant master minds, who plan and _ direct, and the general competency of many the rank and file. The spirit of the hour is efficiency, and it should be applied to the thousands who do the work as well as those plan. A general poor army. I want you to understand in the beginning that success in life does not mean money accumulation or suc- cess in Success lies in not who you are or what you've got. You have achiev- ed success if you are gentlemen. In a business career, it is important that you should start right. Some are forever starting and never finishing. An emplover looking over the his- tory of an applicant will learn that he has worked a month in this place and another month in that place. A six months’ record of employment is unusual. You can't earn your way shifting about. Find the work you are fitted for and stick to it. It is important that you go to work for sone house of character. You can’t afford to work for a house whose methods are not right and then find out after eight or nine years that you can’t approve of those meth- ods. I don’t think much of the expres- sion, born salesman, born credit man or born into any other variety of employnient. Mighty few of us are born for any particular thing. I be- lieve that the good seller of life in- surance would make a gool sales- man in any line to which he might apply his capabilities. But you must with your work. So select a good house, something you comprising who can't depend upon a business. what you are, be satisfied fitted for and_ stick. It is important to stick for it must be said in the end that promotions come from length of service. think you are What does the business world ex- pect of a young man who seeks em- ployment? It expects little, but it It has greater hope that you will prove competent than you have yourselt. Don't forget when vou apply for a job as a stock bey that you are putting in an ap- plication for the best position in the house some time, for it follows that you are a possibility for a position of trust and responsibility in the fu- ture. hopes for much. Dishonest Boy Is Bankrupt. A business man expects that a boy vill be honest. The boy who is not honest is a bankrupt. It seems to me that boys have a different idea of honesty than when I was younger. They have a habit that they define as “swiping.” They wouldn't steal but occasionally we find them ‘swiping, socks or ties. It is stealing just the same. Unless you are hon- est, no matter how brilliant you may be, you are bankrupt. There is a larger honesty that is demonstrated in the boy who is not afraid to work a little more than is expected of him, who doesn’t watch the clock. This kind of a boy goes ahead with his work and does it in the best possible way that he knows and isn’t worry- money, ing about whether he is credit. Importance of Good Health. given due You should be in good health. Business hard these days and de- mands a man on the job all the time. You should be in good health so your employer won't have to worry whether Jones is down to-day be- cause he knows that Jones is on the job. Have a good time, but don't run around at night at the expense of your work. Be healthy and you'll be vigorous and cheerful. Youll be a good mixer, and it is most impor- tant to know how to handle yourself with other men. Personality and cheerfulness count for a great deal in the business world. ?ays to Be Courteous. Nothing pays a young man in busi- ness so much as courtesy and con- sideration for others. Nothing at- tracts an employer so much as this element of courtesy and it is quite important to obtain your employer's attention. If you are not meeting with the advancement you anticipated in the house you are connected with, don’t get discouraged. Someone will be looking for you some time from some other house, and the qualifications that have made you valuable with your first employers will be appre- ciated by subsequent employers. Work—hard work—is the basis of all success. The man of only moder- ate qualifications will surpass the most brilliant competitor if he is a hard worker, and that is why so many brilliant minds are not successful in business. It is because they are not hard, persistent workers. Edward M. Skinner. The Resolutions of a Clerk. That I will be at my appointed place on time every morning, and re- main at my work until the end of the closing hour. That whenever there is extra work which needs attention I will do it cheerfully. That I will be extremely careful about every detail of the daily rout- ine, That every minute of the day I will give to my employer the best that is in me. That I will be polite and obliging to customers, no matter how un- civil or overbearing they may be. That 1 will concentrate upon my duties in the order of their impor- tance, disposing of each, possible before attending one. That I will always do the right thing because it is the only thing I should do—not merely with a io ultimate reward. That after [ have deposited the correct amount in the cash register I will remember to put the custom- er’s receipt in the package. whenever to the next view The man who works with his hands, the man who does things, is of far more consequence than the man who sits on the raised platform or behind the mahogany desk and orders things done. This is the age when the world is taking stock in the man who does things. * ee ee eee * May 7, 1913 LOGIC OF LEADERS. How to Make Local Advertising Most Effective. Written for the Tradesman. Don't let style govern your adver- tising policy. Be guided, not by “what other are doing,’ but by results for you. The best sort of advertisement is not the handbill or the letter or the newspaper advertisement, but simply the attention-getter that produces sales at the smallest cost per cus- tomer. Experience is the only teacher; you can’t say beforehand which method is going to be the most productive. Try each one out. Then you'll know which is efficient and which not. And in your “try-outs,’ don’t neg- lect the “leader.” Some people re- fuse to do “leader” advertising, be- cause it is sometimes necessary to accept a loss in order to draw trade. But how about newspaper advertis- ing. It costs money doesn’t it?) When you run an advertisement you buy something that adds nothing to your stock of merchandise. In fact, you something that has no merchandise buy “space” value from the pure standpoint. And when you buy handbills or spend money for letter postage, you get nothing real in return. There- fore, in all kinds of advertising you accept a loss in order to make sales. Whether ‘window-leaders” are more effective than other forms of advertising is for you to find out. It is your business to see whether a window-full of 14 quart dish-pans at a dime will pull in more shoppers than a half page advertisement in your local newspaper. It is your business to find out whether the cost of the handbills you use is less or greater than the loss you accept on trade-bringing window- leaders. Why? Secause the loss on your leaders or the cost of your handbills are pre- cisely the same sort of expense for you, although operations are involv- ed. Some merchants like the theory of leaders, but fear that their use will Wise merchants, however, escape the dan- ger of confining their leader offer- ings to goods not carried regularly in stock. In this way they exert all the pull of a low priced without “killing oft” their regular lines. The business of all advertising is to bring customers into the store and it can be safely said that no form of publicity does this more effectively than leaders. The leader idea given “punch” to window and_ teaches watch your store. The leader idea teaches people to scan the goods on your shelves. The leader focuses attention, not on a printed page, but on your store itself. There are enough stories of “suc- cess with leaders” to fill several is- sues of this paper, and although we like to give the “proofs” we must kill staple goods and_ price. consumers to MICHIGAN TRADESMAN confine ourselves to two or three typical cases. The first example is from a town of 4,000 the second from a town of 39,000 and the third from one to 60,- 000. Merchant No. 1 advertises only in Every Wednesday he fills one of his windows with special mer- chandise for his Saturday sale and relies upon this single “arm” to do all the work. In a conversation with the writer he gave the following de- scription of a typical sale. ‘People begin to come about 7 o’clock Satur- day morning and crush around the front door until I open at 8. So great is the interest my leaders create that buyers have to go out the back door because of the crowds that con- tinually jam the front door. I find that leaders do my whole store good.” one way. The second man started in business without a jot of experience and took up window leaders because he thought they'd be easy to handle. cess has been simply phenomenal. and might stretch the credulity of readers if we told all the details here. This man, suffice it to say, now has the most profitable business in his His suc- Methods of Mail Order Houses. Knox, Ind. May 5—The growth of the mail order business is indeed marvelous, and many merchants every- where express their surprise as to the proportions it is assuming; yet there is nothing surprising about it when we observe how closely they pay attention to details which the local merchant neglects. An instance of- how a mail order house in Chicago attends to its busi- ness was told me the other day, and in hope that it may prove of worth to some local merchant I will repeat it. A farmer living in Kansas had for several years been a very good cus- tomer of the mail order house but for some unknown reason his orders Through their accurate fil- ing svstem, which shows their every transaction with the thousands who have ever purchased goods of them, they soon noticed the dropping off of the farmer's orders. They imme- diately communicated with him, but their correspondence brought no re- ceased. plies. The mail order house did not let the matter drop because of this, they plete and coinprehensive and automobilists, bicyclists, etc. sents the method Mr. Nellist new publication. John Nellist, the well-known surveyor, has placed on the market a complete road imap quired three years for its preparation. of Michigan which has re- The map is very com- will be a valuable guide for The above illustration repre- has taken of advertising his town and is still an ardent believer in leaders. The third man, strange as it may seem, was an old-time hardware man. Man No. 1 was a general merchant. Man No. 2 was a variety maui. Ife adopted leaders because of the competition of two lively syndicate stores which are located within a block. This man decided to fight fire with fire. Result?- At the present time he not only is meeting the sydi- cate competition, but his business is one of the most profitable in the whole hardware field. Give the leader a trial. If it doesn’t do more than stand on its own base, we'll be surprised. Anderson Pace. ee A Case in Arithmetic. The teacher was hearing her class of small boys in mathematics. “Edgar,” she said, “if your father can do a piece of work in seven days, and your Uncle can do it in nine days. how long would it take both of them to do it?” “They would never get it done” answered the boy, earnestly. ‘They would sit down and tell fish stories.” i sent one of their representatives all! the way out to Kansas to find out what was the trouble. Wihen the representative reached the little town in Kansas near which the farmer lived he drove out to the farm fo find his man. He did not make his business known at first to the farmer, but talked casually of Finally the sub- ject of mail order houses was broach- affairs in general. ed. The farmer “went up in the air” as we say in the ordinary parlance of What he had to say about mail order houses would not appear appropriate outside a card room. to-day. He told of how the mail order house had sold him some furniture that was far inferior to what he had ordered, and said that if any one wanted to get stung right they should buy of the mail order house. Finally the representative of the mail order house told him who he was and that he had come all the way to Kansas trom Chicago to see what was the trouble. He offered to take the fur- niture back and refund the money or to pay the farmer what he thought would be right and the farmer keep the furniture. 19 In thinking the proposition over the farmer was so well pleased to think that the mail order house should send a man way out there to make things right that he accepted the proposition made by the repre- sentative, and hitched up his team and aided the mail order man to get between three and four hundred dol- lars worth of business from _ his neighbors. 1. Lk. Fotten. ———_»-+ The Use of a Light Delivery Truck. It has been amply demonstrated by hundreds of owners of light de- livery trucks of 1,000 pounds capacity that this truck has a place in almost every business and is far superior to the horse, both from the standpoint of economy and service. It has prov- en an excellent substitute for the horse for light hauling and delivery service in every instance where busi- ness men have given it a fair trial. Business men who are using the light truck in place of horse and wagon equipment with the greatest success are men who have given this problem careful study. In instances where the light truck proved the most profitable it was necessary to change the plan of routing—delays which were necessary to give the horses rest were eliminated—plans were laid to keep the truck busy the entire day with as few delays as possible. 1,000 pound trucks may be divided into two The users of classes: Grst. the man who uses light trucks exclusively. His loads are not heavy —speed and promptness are the es- sentials. Second, the man who uses heavy trucks but who needs a light truck for emergency calls. For bust- ness men of this class a light truck saves money because it saves the time and tires of the heavier truck. In the first class is included gro- cers, decorators, repair men, plumb- ers, cleaners and laundries, rural telephone companies, etc. For them a car costing from $800 to $1,- 000 and carrying from 1,000 to 1,200 pounds is the most practical. The dyers, light truck replaces two or three one- horse wagons. It permits the mer- chant to extend his territory and in- creases his trade by making deliver- ies profitably that he would consider unprofitable with horse and wagon equipment. included brewers, bottlers, department stores, jobbers, etc. They all have telephone In the second class is calls for emergency deliveries. By many of the above named a light de- livery truck is used, and has proved very profitable. Not long ago the writer noticed a four or five ton truck making a delivery of 450 or 500 pounds of sheet steel. Think of the waste of gasoline, tires, investment, etc., by using a large truck of this kind for such light deliveries. A light truck for small deliveries of this kind would prove a profitable investment for this or any concern. ————_++.—___ There are more men in America who would make successful Congress- men than would make — successful merchants. That is how important your work is as compared to making laws. 20 MICHIGAN TRADESMAN May 7, 1913 a Michigan Poultry, Butter and Egg Asso- clation. 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. Present Features of Handling Eggs By Storekeepers. Under the present system of buy ing loss-off, or on a quality basis, many storekeepers have relinquished the handling of farm eggs. This is due in part to the fact that the mer- chant does not feel that he can go to the expense and trouble of cand- ling, and also to the fact that if in defiance of the pure-food laws of the State he attempts to continue on the case-count basis, at the same time offering as much as his competitors who are buying on the loss-off basis, he is experiencing a much _ heavier loss on his eggs than formerly. If he does not offer as much as his competitors he is likely to get only the most undesirable class of eggs which will increase his loss still more In buying on the loss-off basis, the storekeeper would in all probability have made no distinction, between the firsts and seconds, but would sim- ply have thrown out the rots. The loss represented by the rots would, however, have been saved, excepting a small proportion which would have developed between the times the storekeeper and the candler handled the eggs. Driving the local merchant out of the egg business is not inevitable, though in many respects it would be greatly to his advantage and to the advantage of the egg trade. In- deed the merchants of some towns have voluntarily withdrawn by mutual- ly agreeing to turn the egg trade over to the cash buyer, where it be- longs. This is the simplest and best solution of the problem. It has also been suggested that the business be turned over to the produce dealer, who, instead of paying cash, shall issue scrip which will be taken at its face value in payment tor goods at any of the local stores. The whole object of this plan is to compel the farmer to patronize home trade. Other plans have been devised and are working with some degree of success which attempt to keep the benefits of the egg trade for the mer- chaut, while at the same time reliev- ing him of its unpleasant features. One of these allows the farmer to trade his eggs out on a case-count basis as before, but these eggs are kept separate. Each morning the re- ceipts of the previous day are sold to the local cash buyer, who candles the eggs and reports the rots or bad eggs found in each individual lot. The merchant then charges the loss against the farmer’s account and de- ducts it from the next lot of eggs brought in if he has no balance in his favor. By such a procedure the mer- chant is obeying the law, is helping to improve the quality of the eggs, is protecting himself against loss, and at the saime time is retaining his ege trade. This means that instead merchandise upon his customers, as he did when the case-count system was in vogue, he is able to give them full value for their money. He has no loss to fig- ure and need not fear the competi- tion of his fellow merchants or the large out of town mail-order houses. As soon as the farmer is made to realize that every merchant in town is going to candle his eggs he im- mediately commences to take better care of them and carefully compares the prices on various articles of food and clothing as advertised by the merchants. Thus the whole problem simply resolves itself into the ques- tion of legitimate profits, and unless the merchant is selfish or money mad there is no logical reason why his prices can not be made as attractive as those of his competitors. of unloading inferior Aside from the method of buying, there are other conditions connected with the country store which should be remedied in order to give best re- sults. The most prominent of these it is not uncominon tor the storekeeper to al- is infrequency in shipping. low his eggs to accumulate for a week or even longer before he ships them, and as he has no room espec- ially for holding eggs and must de- ped upon using the back part of the store or a cellar, this is a serious catise of deterioration. Vhe produce dealer, on the other hand, under- stauds better the necessity for mov- ing the eggs as quickly as possible, and not infrequently ships daily dur- ing hot weather. Under such con- ditions little of the deterioration oc- curring can be laid at his door. In the country store it is frequently ob- served that the egg cases were piled alongside of merchandise of many kinds, among them barrels of kero- sene, barrels and crates of vegeta- bles, and other materials from which the eggs were almost certain to ab- sorb undesirable flavors or odors. The Cash Buyer. The cash buyer or produce dealer may be in business for himself or may be the agent of some large car- lot shipper or creamery company. lis method of doing business is very similar to that of the country mer- Can fill your orders for FIELD SEEDS SEEDS quickly at right prices. MOSELEY BROTHERS Both Phones 1217 Established 1876 GRAND RAPIDS, MICH. New Egg Storage Building | 110 x 35 Feet, Four Stories Added to our large present capacity makes us the leading EGG and BUTTER STORING WAREHOUSE in Central New York. Lowest Insur- ance Rates. Competing Railroad connections, We solicit inquiries and guarantee satisfaction. the Wholesale Trade. _ All shipments of EGGS carefully inspected before going into storage. The E. M. UPTON COLD STORAGE CO. Rochester, New York In close touch with Potato Bags New and second-hand, also bean bags, flour bags, etc. Quick Shipments Our Pride ROY BAKER Grand Rapids, Mich. * Wm. Alden Smith Bldg. WE CARRY A FULL LINE. Can fill all orders PROMPTLY SEEDS and SATISFACTORILY. & & Grass, Clover, Agricultural and Garden Seeds BROWN SEED CO., GRAND RAPIDS, MICH. The Vinkemulder Company JOBBERS AND SHIPPERS OF EVERYTHING IN FRUITS AND PRODUCE ' Grand Rapids, Mich. M. Piowaty & Sons Receivers and Shippers of all Kinds of 9 Fruits and Vegetables GRAND RAPIDS, MICHIGAN Branch House: Muskegon, Mich. Western Michigan’s Leading Fruit House Come in and see us and be convinced j May 7, 1918 chant, except that he offers cash in- stead of merchandise. He is olten not looked upon with favor by the town merchants because they realize that the farmer prefers the cash in order that he may purchase his :mer- chandise from the firm offering the As long as the mer- chants were able to dispose of their eges on a case-count lowest prices. basis they could, by offering 1 or 2 cents more per dozen in merchandise, retain the greater part of their trade. ‘The en- forcement of. the loss-off system, however, is working a slow but sure change in this system and a great- er proportion of the trade is going over to the cash buyer. In studying the conditions found at the country store and at the cash buyer's the following card was used. ‘This card is self-explanatory. Name Address / Date ...... Sources of su Relative proportion from each source Frequency of receipts .............. Secee @nharacter of payments ..:.............. MACE ec tcc. ected sce ts css ss csle cers Methods of holding: a ROA CKO ee cele ss cle ccre Nature of storeroom ..... Noes eee eae Capacity of storeroom .........-...-.. Temperature of storeroom .......... Length of time held ... a. row, Shipped ........... Size Of anipmicnt ................- Brequency Of Ghipping ...........-.--.-- Distance from store to shipping point .. Length of railroad haul . Mime consumed in haul ................. : Outlet ........ Niet gc cclee G clea cles 6 slclec. Name and address of person or firm to whom sol ee eeesees eee! eee eccesceeerersccscs tele la a's cc's « The Huckster. The huckster or peddler who gath- ers eggs directly from the farm is fouiid mostly in the States of Michi- gan, Indiana, Ohio, Kentucky, Ten- nesses, and the Northeastern States. Where the huckster operates in thick- ly settled localities and where it is possible to have a twice or thrice a week service, the eggs gathered by him constitute some of the best on the market, but where he makes a trip of a week or ten days the eggs are exposed to many unfavorable conditions and are usually poor in quality. The Co-operative Creamery. The number of co-operative cream- eries handling eggs is not at the pres- ent time large. There are some places where this system is working suc- cessfully, and it is suggested as a feasible proposition in localities where conditions are favorable. The chief requisites necessary to operate such a system successfully are: (1) A well- established creamery whose mana- ger is interested in the welfare and advancement of the community and who has by his straightforward deal- ings gained the confidence of the farmers. (2) A_ locality thickly enough settled to supply the cream- ery with sufficient eggs to maintain a trade in some near-by city. (3) A receptive and progressive body of farmers who will carry out their part of the agreement with the creamery. (4) A system of gathering up the cream and eggs by the creamery wagons or their delivery by the farm- ers at frequent and regular vals, inter- (5) A system of payment which shall, like the loss-off system, make each producer responsible for the quality of the eggs. (6) A market MICHIGAN TRADESMAN within easy shipping distance de- inanding good dependable eggs and willing to pay a premium for them. Shipping Eggs L cally. it is the general custom for the farmer to dispose of his eggs through the country merchant or the cash buyer. The country merchant may, in turn, either sell to the local cash buyer or ship his receipts independ- ently to commission men or car-lot shippers in surrounding cities. In most towns where cash buyers are located it is usual for the merchant to dispose of his ,receipts through this channel. In many towns, how- ever, there is not enough business to support a cash buyer, and in such cases the merchants ship to the firm offering highest quotations. In cas- es where the cash buyer is a salaried agent of some large shipper or pack- er he of course forwards all receipts to the central plant, but should he be in business for himself the parties offering the best prices will receive the bulk of his trade. in shipping the eggs both the coun- try merchant and the cash buyer are oiten guilty of careless packing, which is responsible for a part of the break- age. It is a frequent occurrence to find old tattered fillers used which waste more money in time spent in packing the eggs in them than new ones would cost. Often no flats are used between the fillers, but a few thicknesses of newspaper are depend- ed on to take their place. A small pad of excelsior should be placed in the bottom of each side of the case and on the top of the uppermost flats. These will provide elasticity and do much to prevent breakage. Frequently, too, the trouble is taken to nail the top of the case securely in the center. This is a mistake, as it prevents elasticity and is unnec- essary if the top is nailed securely at the ends. Exceptionally large eggs, even though they may have strong shells, are almost sure to be broken if packed in the case, and will smear a large number of other eggs. In fact, any of the factors causing brok- en eggs result in a much greater loss than that of the eggs actually brok- en, for many others are so_ badly smeared that they must be classed in lower grades than they would otherwise be placed. The eggs, after leaving the hands of the immediate collectors, are handled mainly by local freight. Dur- ing this stage of their journey there is liberal room for improvement. The general rule of most railroads is that eggs or any other products’ which are to be shipped on the daily freight must be delivered at the depot at least one hour before scheduled train time. If all trains ran on scheduled time this rule would not be so harm- ful, but since this is the exception rather than the rule with the local freight, it often happens that eggs remain exposed to the direct rays of the sun for several hours. During the months of June, July, August and September the quality of the eggs suffers from this treatment. Wihen the cases are loaded on the train they are placed either in a box car or in one end of an open stock car which is also used for live poul- try, Lhe box car often contains empty oil barrels and freight of sim- ilar nature. These box cars. are opened when a stop is made, and then only’ long enough to load the shipments from that station. If the day is warm the temperature inside the cars will often go as high as 106 degrees I. and remain at that point flor hours. The temperature of the open stock cars is from 8 to 10 degrees lower than that in box cars during the hottest period of the day, and owing to the free circula- tion of air very much cooler aiter the sun has set. Coupled to this ex- posure to high temperature and_ in- jurious odors the eges are, of course, subjected to violent but unavoidable shaking and jarring during the en- tire trip. It should be said that at least one of the railroads has taken a long step forward in the matter of eges on the local freight. handling This road running ‘refrigerator cars into hich eggs are loaded, and the most favorable temperature possible to get under these conditions is maintained. Some of the packers consider this such an important feature in im- proving the quality of the eggs hand- led by them that they intend to run refrigerator cars at is Ww their expense over some of the lines from which they draw heavily. The following are some of the most important ways in which the railroads can help in this movement for the improvement of quality in eggs: (1) Provide covered sections f station platforms and require that eggs waiting for shipment be stacked there out of the sun; (2) local oO provide refrigerator service for eggs; (3) if refrigerator service is deemed out of the question, provide stock cars rather than box cars for mov- ing eggs during the summer months. The Car-Lot Shipper. After the eggs leave the hands of the country merchants and local cash Watson - Higgins Milling Co. Merchant Millers Grand Rapids Michigan H. WEIDEN & SONS Dealers in Hides, Pelts, Furs, Wool, Tallow Cracklings, Etc. 108 Michigan St. W. Grand Rapids, Mich. Established 1862 Fifty-one year's record of Fair Dealing All Kinds of Feeds in Carlots Mixed Cars a Specialty Wykes & Co., “Nin” State Agents Hammond Dairy Feed 21 buyers they are next handled by the packers and car-lot shippers. These men maintain central houses at im- portant junctions and at various other large towns and cities. railroad They are keen, shrewd, business men, handling large quantities of eggs 30 that they good treatment after the realize the necessity of product While there is still room, no doubt, for considerable improvement in methods from this point on, this end of the trade is much further advanced at the present time than that represented by the producer and storekeeper, so that the greatest need reaches their hands. for the improvement of methods of handling and thus of improving the quality of eggs is from the farm to the packing house. Harry M. Lamon. —— As One Who Knows. Figgs—Does your grocer sell his apples by the barrel? Foge—Well, they come in barrels, but what he sells them by is the top layer. 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, Satisfy and Multiply Flour Trade with “Purity Patent’ Flour Grand Rapids Grain & Milling Co. Grand Rapids, Mich. We want Butter, Eggs, Veal and Poultry STROUP & WIERSUM Successors to F. E. Stroup, Grand Rapids, Mich Hart Brand Canned Goods Packed by W.R. Roach & Co., Hart, Mich. Michigan People Want Michiga:. Products 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 22 MICHIGAN TRADESMAN May 7, 1913 -_ i Wi L Practical and Helpful Ideas on Effi- ciency. We are with a in a small town, stock, “little fish” medium afford to adopt fad that we use all the new size and we cannot every new along; and novel comes g neither can ideas would apply to the big fellows but found some very practical and helpful which in the larger towns, we have ideas on “efficiency” which will make us some money in our store; and to be “a good fellow” with our brother clethiers we give, in our clumsy way, our experience in adapting “efficiency understand them. partner, Tom, inethods” as we Yes, my cot the and most aggravated form, all owing reading about this old but newly named duty of the retail cloth- ier in the magazine. You see that when it was told to us time that we must naturally taken, rubbed on and I have “eiliciency fever” in its worst to our every issue of and time again, have we won- out- the tired feet or on the aching head, and, tell the thing panacea for “efficiency,” dered how it was to be wardly or inwardly, called effi- “that tired comes from so strange to ciency is a feeling” which many long trips up and down the store on to adopt arranging well as busy days, by causing us shorter and better ways of the making it easier to handle the and placing stock, as trade, saving lots of time heretofore spent in useless lost motion. From looking at it, kind of Tom’s way of place the kind which the it was to goods with the demanded — by with first thing he would be next customer—"kind land, as he calls it; the did was to change the long-located overall stock, under the counter, to a place at the rear of the in bins or shelved par- different kinds, and then he took knit work socks and put and where titions, he placed the store according to size the them on the shelf below the overalls —he had always grumbled about going up to the front of the “W alk- hundred dime heavy store, ing a feet for a sale,” as he expressed it. Then he “split up the stock” some ore, by making room above _ the overalls for the shop caps, for, said he, “When a man wants overalls he is the kind of a customer who will work the overall heavy work socks and caps” i didn't word at time, for the of the stock had been a thorn in Tom’s side, buy say a location and 1 wanted to see how the change out, there thing more than the other in our store worked for, i was one that. worried me it was to get down a stack of from three to five boxes of hats to show a when he wanted to see a customer hat. Tom always said, “We are used to arrangement of the and it will be awkward to have them kept any other way.” Well, the change in sock and > pecs This Nats, cap stock work- enabling the overall, ed so ene on two or morc that we put the the overall this helped the cause of “effi- and Jerry, who is one of the salesmen, for this trouble. satistactorily, salesman to wait customers at once, work shirts alongside shelves; ciency, “This is said, ‘efficiency, arrangement saves time and We don't have to the entire stock to find a size or from end of the store to sell the different that should all be All this was days after cach change was made, we got used to it, and then | broached the matter of changing the arrangement ol the hat stock. we better the said @dom 1 had out a plan to build up a set of shelves, each just high enough to accommo- ‘claw over’ trot the kinds of one other to soods together.” few but confusing for a soon “How can ment?” arrange- thought date a hat box. We took some 12- inch plain boards, and rested them on square frames set edgewise; these frames were made of 1 by 2 inch strips, three for each length of the board, and, as they were movable, they demanded. could be placed as each hat box When the edges of the neatly stained they look- the balance of the With the reserve of the hat stock stacked on the top of the shelv- boards were ed as gcod as fixtures. cs, it was a time and patience saver beyond our most hopeful —expecta- tions. Then Carl, who is our newest salesman, a Swede about 18 years old, said, one day: “Mr. Tom, don't you get tired running over to the shelves for the vest and trousers to match the coats on the tables, when you are showing the suits? Why not put them under the table on shelves, just below the coats, and then a sales- man would not have to move out of his tracks to sell a suit; the coat, and vould be Tom said the goods dirty, but as easy vest trousers tozether.” would get Carl thought it would be to keep them clean there as on the shelves. But his idea set us to thinking, and Tom and [ agreed that, if any change was to be made, we would do the right! We had carried the stock on shelves, as was hard to this time-honored but we were greatly pleased space-saving plan of having men’s and boys suits on hangers sus- too down thing always tables suit and on and it from indicated above, break away method, by the pended from rods under a_ broad shelf, on one side of the store, and we decided to make the change, which Carl accepted as an improvement on his idea. You see, we try to get our salesmen interested, and whien they have an idea we gladly give them credit for it, as it stimulates them to do more and better things. We blacksmith heavy screw eyes to screw into every {ith joint in the ceiling, at a distance of 28 or Next we had a make us 30 inches from the side wail. made a broad shelf, as a for our wardrobe, of flooring, as wide as the space of the screw cover matched eyes from. the wall, i. e., 28 to 30 inchés. At intervals corresponding to the distances between the screw eyes in the ceiling, we nailed 2x4 strips flat across on the under side, then on the top we put in heavy screw eyes, which we joined to those in the means 6f 5-16-inch iron rods, with hooks turned at each end. We spiked 2x4 pieces to the wall, with cut-in places to support the in- the pieces; this made a close joint at the back next the wall to keep out the dust. The front edge was finished with a mold- ing, and when this was stained our wall fixtures was as neat as any other in the We next took galvanized iron it by screw hooks from the bottom oi the shelf; these hooks we found in the hardware store at a very small cost. We next bought enough coat hang- ers, With a bar, on which to hang the vest and trousers, and now we have the suits altogether. We the children’s suits in the wardrobe, using a double rod for this stock; the trousers ceiling by side ends ot cross store. 7%-inch pipe, and suspended wide even keep pinned inside the coats with safety pins. When all the we bought some are were adjusted heavy dark cotton material and made singie cur- rods CTcCen to within three inches floor, as as the space At the up- brass tains reaching of the long between the cross pieces. Der end we sewed in which rings, were light brass rods The Tun on the fixture. were made short, so as to only show the stock the wanted to display when they were pushed aside. all along curtains salesman While this manner of displaying the goods is not so “stocky” looking, by far, as on the tables, we are fully realizing the advantages of this ar- rangement. Doubtless the glass showcases are better, but, as our wardrobe much less we feel that we are getting value receiv- ed for the outlay. The entire cost was but the blacksmithing, hardware, curtains and for the sales- men put up the fixtures. stained them and made the curtains. We can cost us so lumber, suit in one-teiith of the time it formerly took, and they clean shape. As fixture did not accémmodate all the overcoat stock, show a are and in good this we had to use the stands, with roll- used in dry goods suits. These ordinary gas pipe such as are for ladies’ cover when we sweep with formerly used on the _ tables. also use some of these sheets ers, stores we sheets We for Spring Lines For 1913 Now Ready : ‘Hats, Caps Straw Goods G. H. Gates & Co. Detroit Write for Catalogue P. POLLAND & SONS 600 and 602 E. Water St. MILWAUKEE, WIS. Manufacturers of Qe ee sa Pants, Shirts. Sheep-lined Coats ¢ and Knitted-Goods WRITE FOR SAMPLES AND PRICES IDEALCLOTHING _ MICH TR AG Your Delayed Freight Easily and Quickly. We can tell you how. BARLOW BROS., Grand Rapids, Mich. OFFICE OUTFITTERS LOOSE LEAF SPECIALISTS ey 139-141 Me Both Ph (ULC. Tal ee Ona es Gl oe Mir May 7, 1913 covering the stock on the tables which used to be kept in shelves. We could not use all of the tables and our store is now very open and we can get about much better on busy days. Tom says, “This is ‘efii- ciency, sure enough.” The bread shelf on the top of the wardrobe is a very handy place for keeping re- serve stock, but it requires constant watching to keep from presenting the appearance of a “catch all.” We could have built this fixture with upright supports, but as obstruc- tions on the floor are dust catchers we swung it from the ceiling, and we can sweep under it without raising a dust. There are no dark cubby- holes, the stock is all in the light, and the salesmen know where to find the goods at once. Then came a radical change in the store arrangement. The cash drawer and wrapping tabie had always been at the back of the store “out of the way,’ and one day, when, at near the closing hour I had to go to the rear of the store to make change for a dime sale, | said to myself: “Here is where i wish efficiency would save my tired feet,” and the thought seem- ed to be answered by another thought which popped into my head, “Why not move the cash drawer and wrap- ping counter to the middle of the house, on a raised floor, and have a carrier system.” My first thought was, “It will cost too much.” “But it will keep you from expending your vital force on routine work, and you will be able to give the surplus ener- gy to the customer,’ answered the not-to-be-downed efficiency thought. “Who will run the cash and_ the wrapping table up on this raised floor?” I said. “A good suitable girl, who will do the wrapping and there will be no mistakes like those which occurred last Christmas time, when on two occasions a garment was left out of the bundle’—I myself was in such a hurry that I forgot a vest be- longing to the suit | had wrapped up. “We cannot afford to increase our expenses,” | said to the insistent thought, and was answered, “You are reducing your expenses when you in- crease the efficiency of the force.” Tom and I talked it over pro and con, To our new way of figuring, the wrapping and making change could be done by much cheaper help than any of the sales people, and we all would have more time to show goods to the customers; besides, there would not be six mistakes in a year. Ry having all the goods wrapped at the desk we would avoid these, and there would never be any “overs or shorts” in balancing the cash at night, for one person handles the money, and it would be singular to have the cash fail to come out right. The girl could keep the list of cus- tomers’ names, address the envelopes for circulars, keep the account of the goods sold in the various depart- ments and through this efnciency system we would know what we were doing all the time. Further, she would keep the files of the advertise- ments, so as to know whai returns we received from the money spent for that service. MICHIGAN TRADESMAN Now that we intend to keep in touch with all of our customers through the medium of the mails, and to utilize the possibilities of the par- cel post, this, with her other duties, would make her the busiest person in the house, and we men folks could give our time to the floor. So it worked out, and it is hard to realize that we ever got along without our present system of “efficiency.” The other day the young woman who is now our cashier said, “Won't you please change this twine holder, for as it is fixed it takes too Jong to reach over and make two or three grabs at the twine when one is busy; we do not get the greatest efficiency out of this arrangement?” This “effi- ciency” bug seems to have stung everybody in the store. Tom, who is something of a me- chanical genius, has devised a sys- tem of selling suspenders which has the merit of being “efficient,” for it sells more suspenders than we ever sold before, at no greater cost. Not that our suspender rack is anything more than a simple strip of wood, as long as the table to which it is at- tached, with big-headed galvanized paper roofing nails, driven at dis- tances of four inches apart, project- in five eighths of an inch. This we fasten to the outer edge of the coun- ter or table, so that the suspenders swing clear of the floor about six inches; on every alternate nail is but- toned one piece of the cross back. Every customer who comes in the house sees the suspenders, and, quite as a matter of habit, takes hold of them gives them a pull and examines them—and when the rack is kept full of a good line of new and bright sus- penders at a popular price they sell themselves. We make use of two racks at the present time, one for a good quarter of a dollar quality, the other for suspenders at 40 cents. This odd price we find attractive, for it is a little less than half a dollar, and as we pay $3.50 per dozen for those on this rack, they are markedly better We tried having several prices on a rack, but there was always a matter of com- parison and difference of opinion as to the best values, which is entirely avoided by having a “choice of the lot” at a single price. As I have nev- er known of this arrangement being used by any other clothier, I give it to the trade for what each reader may deem it worth to him. The dress gloves have always been than the ones at a quarter. kept half way down the store, where the light was not as good as it should have been to see the sizes plainly, so Tom and I agreed that we move them to the front, in the shelves back of the show windows. We have taken a single pair of gloves bearing the stock number, and these we have dis- played on a brass rod over the case, and when we find what kind of a glove the customer wants we measure his hand, and then show the size he wears: this keeps the stock in order and avoids having the gloves stretch- ed out of shape by trying on by the customer, who does not always know what size he wears; it would be just as logical to let the customer handle the shoe stock and try on shoes “at a guess” as to sizes. It took some time for all of us to learn how to measure hands correctly, but we nev- er miss it now. We also keep a chart of the sizes and stock hanging up in the glove shelves, and check off each pair as they are sold; and there is now no accumulation of very small and very large sizes, as formerly. | suppose this can be rightly called an “efficiency” plan, as a time saver and stock keeper, for we know by the chart the sizes we have on hand to show the customer, and know where to lind them; besides, they come out of the boxes new, bright and desirable. Of the many changes we have made, the one seems to be suggested by the other and we now find that we can handle our trade on busy Satur- days without a hitch; we even have time to go to our meals sometimes; we have more time on the floor, and tlie sales have been increasing right along. A visiting clothier from our next large city dropped in to see us the other day, and when he saw how smoothly we manage our business he was greatly interested, and took notes of several features, to apply to his business; he would hardly believe we got all our ideas from the magazine, “as he had no time to read such things,” he said, but he realizes that all the world is looking for that thing called “efficiency.” We have tried to have everything in our store as “handy as a pocket in a shirt,’ as we tell it out here. It seems I never know when to stop, when I set my thoughts going on the many things we pick up in the magazine. There is certainly a good profit in them to anybody who will make use of them in the clothing business. We are now trying to work out a plan by which we can use “effi- ciency” as a help for the “boys,” as we call our salesmen, to improve their selling ability. They are not so slow, but when we read of selling 95 to 97 per cent. of the customers we wonder how it can be done and we are going to investigate the “how” as a possi- bility for our store and trade.—Ap- parel Gazette. _—_—-o—-s oe Smile. Like bread without the spreadin’, Like a puddin’ without sauce, Like a mattress without beddin’, Like a cart without a_hoss, Like a door without a latchstring, Like a fence without a stile, Like a dry an’ barren creek bed, Is a face without a smile! Like a house without a dooryard, Like a yard without a_ flower, Like a clock without a mainspring, That will never tell the hour; A thing that sort o’ makes yo’ feel A hunger all the while— Oh, the saddest sight that ever was Is a face without a smile! ' The face of man was built for smiles, An’ thereby is he_ blest Above the critters of the field, The birds an’ all the rest; He’s just a little lower Than the angels in the skies, An’ the reason is that he can smile; Therein his glory lies! So smile an’ don’t fergit to smile, An’ smile, an’ smile ag’in; ‘Twill loosen up the cords 0’ care, An’ ease the weight o’ sin; ‘Twill help yo’ on the longest road, An’ cheer yo’ mile by mile; An’ so, whatever is your lot, Jes’ smile, an’ smile, an’ smile! Augustin W. Breeden. 23 G. J. Johnson Cigar Co. s.C. W. El Portana Evening Press Exemplar These Be Our Leaders AWNINGS Our specialty is AWNINGS FOR STORES AND RESIDENCES. Wemake common pull-up, chain and cog-gear roller awnings. Tents, Horse. Wagon, Machine and Stack Covers. Catalogue on application. CHAS. A. COYE, INC. CampauAve. and Louis St. GRAND RAPIDS, MICH. MATCHES THE DIAMOND MATCH COMPANY NON-POISONOUS. Price for Price for 20 gross less than and over 20 gross per case per case Marguerite, Diamond 5 size, 144 boxes, 5 gross cases $4.25 $4.50 Marguerite, Diamond 2 size, 144 boxes 5 gross cases 1.60 1.70 Black Bird, Diamond 5 size, : 144 boxes, 5 gross cases 400 425 DOUBLE DIP. Bird’s Eye, Diamond 5 size, 100 boxes, 3% gross cases Search Light, Diamond 5 size, 144 boxes, 5 gross cases Black Diamond, Diamond 5 size, 100 boxes, 3% gross cases 3.00 3.15 Blue Bird, Diamond 5 size, 3.35 3.50 4.25 4.50 44 boxes, 5 gross cases 4.00 $4.25 Swift & Courtney, Diamond 5 size, _ 144 boxes, 5 gross cases gto 4.00 Crescent, Diamond 5 size, 144 boxes, 5 gross cases 3.15 4.00 Black Swan, Diamond 5 size, I {4 boxes, 5 gross cases 3.50 3.60 Red Diamond, Diamond 2 size, 144 boxes, 3 gross cases 1.60 1.79 Best & Cheapest, Diamond 2 size, 144 boxes, 3 gross cases 160 L.7 Black & White, Diamond 2 size, Z 144 boxes, 2 gross cases 1.70 1.80 Anchor, Diamond 2 size, 144 boxes, 2 gross cases 1.40 1.50 SINGLE DIP. Search Light, Diamond 5 size, 4 boxes. 5 gross cases 4.25 4.50 3est & Cheapest, Diamond 2 size, i 144 boxes, 2 gross cases 1.60. 1.70 Globe, Diamond 1 size, boxes, 1 gross cases Globe, Diamond 1 size, 32 boxes, 3 gross cases Little Star, Diamond L. S. size. 95 95 20) «(2 Nb 720 boxes, 5 gross cases 1.80 2.00 STRIKE ON BOX. Red Top, Diamond 6 size, 720 boxes, 5 gross cases 250 2.735 Red Top, Diamond 0 size, S 720 boxes, 5 gross cases 2.59 2.75 Orient, Diamond 0 size, i 720 boxes. 5 gross cases 225 2.60 Egyptian, Diamond 0 size, i 720 boxes, 5 gross cases 2.25 2.35 Aluminum, Diamond A. L. size, 720 boxes, 5 gross cases 150. «62.00 Three Noes, Diamond 1 size, i 720 boxes, 5 gross cases 4.5° 5.00 MICHIGAN TRADESMAN May 7, 1913 —_ DRY GOODS, CYGOODS “ NOTIONS. | — = Making It Pleasant for the Customer. The faculty of getting under the custom- merchant who has the happy 4 J ia PEG ° . Cs 1 ;: a er’s skin—puttine himself in the cus- tomers place under any circumstanc- es he chooses—has the key to suc- cess in his hands: and when he util- izes his insight by treating those who enter his store just as he knows they appreciate being treated, just as he treated be certain that things will come would like to be himself he may his way. illus- An illuminating instance, to trate the point, was that of a quiet, ordinary sort of citizen who went in- to a store not long io buy a ago suit of clothes. He had not been in that particular stere before, it hap pened, but he had been attracted by the looks of a certain suit displayed Mark, now, that he favorably in the window. went in impressed, and ready to he pleased. But the man in charge of that de partment of that doubt- the merchant who presum- store, and, less was ably dictating the policy of the whole establishment were responsible for the fact that when that potential cus- tomer left the store, without having made a purchase, about half an hour was mopping lis harassed had trving ordeal, and fervently register- later, he brow as if he been through a ing a mental vow never to enter that What had changed the actual The answer might door again. favorable inciination to aver- sion? prove in- teresting to a good many merchants, with the world, make the same mistake. who best intentions in the it had happened, unfortunately, that pattern had caught the customer’s eve and caused the particular which him to go into the store in the first available in his size, that it de- place was not or anything near it, so volved upon the salesman who had him in hand to sell him something else. As the customer was, as indi- cated a quiet, ordinary sort of chap, without pronounced likes or dislikes, easily pleased and not at all critical, this should have been an mat- ‘ ter. But the easy salesman apparently took no pains to size him up, and de- cided that some little hustling would be necessary, in view of the disap- pointment about that other suit; and he proceeded to hustle. He very readily managed to convey to the that the firm did much of a customer the suspicion not have that his consequently be stock, and range of choice would entirely too limited; in fact, the salesman did not And when the customer showed a lack of interest, and seemed on the point of really give the stock a chance. made a fatai resorting to the “turnover” system; he leaving, the salesman error of another sales- man, and turned the wearied custom- called in er over to him—which in nine out of cases ten merely irritates the cus- tomer instead of helping to sell him. Then the department head joined in, and the unfortunate man was prac- tically surrounded; and at that, the salesman did not use salesmanship so much as mere urging and pressing. And this was the reason why when the customer finally escaped, he took with him a feeling of utter disgust and Joathing for that particular store and its firm resolve that his first visit should be his last. methods, and a I¥e might have at least been sent away in a friendly mood, as most men are when they have been cour- teously served and have departed without making a purchase; but the opportunity of customer in making a permanent had and this manner been destroyed by over-anxiety too- urgent pressing. This thing of the past in stores of more advanced sort of merchandising is a human na- ture, which also means knowledge of the way knowledge of to handle customers to the best advantage. In stores it is irequently publicly advertised that the “turn-over” such svstem is not a vogue, and that the customer may enter for the purpose of looking at goods, with the knowledge that if he does not see it to purchase he will not be hound- ed and harassed with the making him object of buy whether he wants to or not. certain years cultivated this with it has managed to create a sort of homelike atmosphere where feel that they may practically come and go as they A large men’s store in a has for. and city idea, customers can please. The salesmen, as a very gen- eral rule, are quite competent; and so it is taken for granted that if a customer has been served by any one of the men in the clothing depart- ment, for example, there is no neces- sity for another man to take him in hand in the same department unless he should ask it. The department head, makes it a rule never to “butt in” on a salesman’s handling of a customer, nor to bother the customer if he has inade no purchase, unless he has very good reason to believe that the sale has been bungled and the cus- tomer has not been properly served. In such moreover, a case he may perhaps in- terpose, and offer his personal serv- ices in trying to suit the visitor; but even under such circumstances he is neither obtrusive nor insistent. The customer is not made to feel that he is an object of contempt and suspi- cion merely fit to make a purchase. because he has not seen He is treat- ed just as courteously and pleasanily when he leaves without havine speut a cent as if he had invested in a com- plete outfit: and, naturally, he is not afraid to come back. That may seem to be putting it a bit too strong—to. indicate, that is, that customers are so handled in that come in some stores they are actually asain: but it is really not overdrawing the picture in afraid to the least, especially where the cus- tomer concerned is a man of a rather type. reserved He does not lke to have ta anything like a with a man; and yet he also wants time to engage in personal controversy sales- make up his mind, just as slowly as he likes, and he resents being hustled into a purchase before he has quite decided upon what he wants. Thus, while he may by the exercise of great effort get away without buy- ing something which he has made up his mind he the other hand, may have purchased a suit of clothes of wants or, on the salesman’s selection in order to escape at all, he is certain- ly net going to risk a repetition of such an unpleasant experience; and as permanent customers are the only kind worth having, for a merchant who expects to continue in business ior any length of time, the store has been actually damaged, to an extent Which the profit on a single sale can not compensate for. The department head in the store WHOLESALE DRY GOODS Big Sellers FULL LINES SUMMER UNDERWEAR PAUL STEKETEE & SONS P. S.—Large desk for sale cheap. Ladies’ Gause Lisle Hose to retail at 15, 25 and 50 cents. Colors white, tan and black. We can fill your orders promptly. GRAND RAPIDS, MICH. The Man of To-morrow Gets Busy To-day Be the man of to-morrow and be prepared with a liberal stock of “Hot Weather Wash Goods,” so, when the time comes, your customers can make their selection then and there. well selected stock of the newest wash goods to be retailed at 10c, 12%c, 15c, 20c, 25c, 35c and 50c per yard. All the newest shades and latest weaves at the lowest possible prices. We have a large and Exclusively Wholesale Grand Rapids Dry Goods Co. Grand Rapids, Mich. May 7, 1913 referred to above was enlarging upon this idea in connection with his com- ment on two people who came into the clothing department for the third time, he said. They were mother ‘and son, the latter a youngster of 18 or 19; and they were after a suit of clothes for him. that is the third time they have been in here, to my knowledge,” said the head. “And irom this third trip I rather think we're going to make a sale this time. You see, the boy fell in love with a blue serge Norfolk the first time they 7X es, sir; to-day were in about two hours ago; and evidently they have been all over town without finding anything they like better, so they have come back for that particular suit. The price was a little higher than the mother wanted to pay, too, but he seems to have won her over. “Now, a little tactlessness on the part of the salesman—the same man has handled them each time—might very readily have resulted in spoiling that just a little impatience might have ruffled the mother up to a point where she would simply re- fuse to buy anything here forever stepped upon the young- ster’s sensitive toes in such a way as to make him forget even that particu- larly attractive Norfolk. A young fellow of that age isn’t any too fond of having his mother take him out to buy his clothes, anyhow; and any suspicion of a sneer on the part of the salesman, or of supercilious dis- dain at the mother’s hesitation over paying $15 instead of the ten she would have preferred, would have been fatal to the sale. “Our man was entirely competent to handle the situation, however; he had it sized up exactly right, and he played the boy’s liking for the suit which the salesman had selected as just the thing for him as his one card, making no attempt whatever either to sell a cheaper or less satis- factory suit, or to close the sale wil- ly-nilly. And, as I say, they’re here now for the third time, and Ill risk a little bet that they buy that suit.” And, as a matter of fact, they did; and what is more, they will probably buy more suits there. They were atftorded convincing proof of the fact that they could come into the store for the purpose of looking at goods as oiten as they liked, and could buy or not, just as they chose, without being made to feel as if they had committed a petty theft. That youngster will remember the store after he has gotten to the point of buying his own clothes on his own hook, and he will come back to it with absolute affection, as a place where he need not feel forced or hurried in making his selection, but can take his own time. sale; OTe. OF All this is service of the best sort; it does not by any means involve indifference to the customer’s needs, nor to the matter of making sales; but it does mean that the customer is not to be harried to his wits’ ends when he has apparently decided, after the salesman has done everything in his power, that he does not care to buy at that time. That is the time SS AE SE MICHIGAN TRADESMAN for the salesman to make his smile the brightest and his voice most cheerful, and dismiss the customers with his blessing, as it were, and an invitation to come in again. You may count upon it, the customer will accept that invitation. And, as an illustration of the fact that this sort of service does not mean that rapid-fire salesmanship is not available when it is in order, an instance might be cited of rather the opposite sort. A traveling man who had just ten minutes to catch his train came in the other day, on the jump. Alloting five minutes for his trip to the station, he told the salesman who met him that he would buy a suit if it could be done in five minutes. And five minutes later, perfectly fitted— fortunately he was of a good average 37 build—and with all tags and mark- ers clipped off he jumped on a car headed for the station. Of course, this meant an exact knowledge of the stock, as well as a fairly good stock at the outset; but it also meant quick work, quick intelligence, and a readi- ness to use both at the command of the customer. And these things, after all, are in the same general category as the qualities which bring back the customer who did not buy the first time. --——_o-+ Difference Between America and Germany. Herman Sielcken, the copper king, thus describes the difference between tariff making in Germany this country: and “In Germany they invite the big-- gest merchants to discuss a tariff, as guests of the government. They go to the best hotels. They are treated like gentlemen; their advice is wanted. When they. are through, each 100 marks per day. gets “What do they do here? They are full of When they get a man who knows, and he tries to tell them, they say, ‘Cut that short. They have said it to me, ‘Cut it short.’ On the day 1 was sailing for Europe they sent for me to come to Washington. ‘They wanted testimony in favor of They talked of a boat like the Lusitania, to run from New York to South America, and I told them they were crazy. She wouldn’t last three months, with the biggest subsidy they could give her. Then they were mad, and so was I, and I said, ‘You have had me here three theories. ship subsidies. . hours, and have not asked me a sen- sible question.’ Our Government makes a tariff out of theories. Huh!” Mr. Sielcken was asked: ‘They haven't had you down to Washington this time?” “They do not want me. I would tell them the kind of tariff it is. I would say, ‘There is a tariff for reve- nue, a tariff for protection, and a tariff for politics. That is all the kinds of tariff you have got. Now is this? It a tariff for revenue; it reduces revenue. It what kind isn’t isn’t a tariff for protection, because you disavow that. There is only one Other kind then. [t is a political tariff, for the benefit of the masses, to be paid by the classes.” Unfair Attacks on Retailers. A month or so ago one of the larg- est magazines in lished a the country pub- bitter attack on the retailers; not only was the attack wholly unjustified, but it was not founded on facts and any one who knows anything about distribution would have laughed it to scorn. In the which this attack appeared, scores of manufacturers advertised their pro- ducts. Much of the merchandise they advertised could be sold only over the counters of retail stores so that the editorial columns of the mag- azine found themselves in a most peculiar position since they attacked the very people who were their magazine possible. most issue of the magazine in making In our humble opinion, the maga- zine editor should have refused this talk or else he should have refused the advertising matter which made up the bulk of its pages. We are aware that the people who contribute these anti-retail attacks are hardly competent to judge the merits of the case they consider. In the case of this magazine refer- red to, the writer was one who knows a great deal about novel writing, and the construction of romances, but he, so far as we know, ha3 no compre- hension of the factors that make up our distributive system. This writer is typical of a great many people who attack the retailer symply because such attacks give them an opportunity of using epigramma- tic English. They imitate the I[rish- 25 man at the Donnybrook Fair who rapped the people over the head sim- ply because it created excitement. Another type of middleman elima- tor is usually a publisher whose maga- zine is based upon the advertising appropriations of direct-to-consumer advertisers. This man is consistent, but it won’t pay people to believe everything he says, since his interests are so decidedly on the side of the men who are the chief competitors of the retailer. FOR SALE Store at LeRoy, Mich. Stock: Dry Goods. Groceries, Shoes, House Furnishing Goods, Furniture, Dishes. Frame Building 2 story, 50x 75, cellar 50 x 75, GODFREY GUNDRUM. 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. The Line You Will Want to See Before You Buy Our salesmen are out and will call during the season Wait for them The Perry Glove and Mitten Co. PERRY, MICH. 26 MICHIGAN TRADESMAN May 7, 1913 THE RETAIL MERCHANT. He Is the Basic Factor in Our Civil- ization. There is possibly no other one class so much in the public eye as the re- tail merchant. munity has him, always has had him Every town and co:n- and possibly always will have him. In many respects he is the most com- mon person to be found. Usually when a stranger comes to town and wants information .of any kind, he seeks the retai] merchant; any one wanting the credit standing of any one in the town or country they seek the retail merchant. The average up-to-daie retail merchant, perhaps, knows more about more people in a town or community than does any other individual. This fact is so thor- oughly appreciated that even the mail order concerns that are doing busi- ness in direct competition with him oiten write, of course under an as- sumed name, and ask the credit stand- ing, honesty, integrity, ete., of a per- son in his community, because they appreciate the fact that the retail merchant, as a rule, is in a position to know more about these things, is In position to give more intelligent advice than any one else. The the munity cannot be written truthfully without history of average com- fully and the retail merchant a very prominent place in ceiving its development. Retail Merchant the Basic Factor. Indeed, the retail merchant has been a wonderful the develop- ment of our present day civilization. factor in Go where you will and study the his- the Dig back to the beginning of the develop- ment of that town and will in- variably find that the seed was plant- tory of prosperous town. you ed by some man who came upon the scene to serve the wants of the peo- ple in that grown to be a section, that has since town, and he in the capacity of a retail merchant. The retail merchant the pioneer in the town, community and country much extent credit came has been building to a greater than he is popularly given for. Not only has the retail merchant been the pioneer and shouldered much of the burden of establishing com- munity centers, but he to-day is one of the most loyal supporters of the and When a _ public improvement is proposed he is usu- ally called upon first of all to add and influence. Worthy causes always find him at the head of the list. and lumanity in a community usually to him first of all. Study the lists of petitions of various kinds and town country. his support The needy suffering turns in the majority of cases you will find the retail merchant's the head of the list. Now, in speaking of the retail mer- chant in this light, | am speaking of him as a great class, not as the retail hardware man. [| there are exceptions to this rule, but possi- name at understand bly fewer exceptions among the re- tail merchant than any other class. Most of the retail merchants are of the progressive type, and this is large- ly true because of natural conditions. The place of the modern retail mer- chant cannot be filled by the man who is little, narrow minded and bigoted. The retail merchant occupies an im- portant munity. the demanded by place in his town or com- His necessities mission of and the people about noble calling and to supplying life him luxuries) of high and fulfill that a big, broad-minded man, fully awake iS a truly mission he must be to his opportunities and to his re- sponsibilities. Working Under Disadvantages. But | want disadvantages to notice some of the under which he = is Nothwithstanding the fact retail working. that the and a necessity in merchant is a power town and community, a great many of the peo- ple look upon him with a degree of The individmal, the honest, hard-working man, who every suspicion. average tries to save little, looks upon the merchant pays his honest debts and as a kind of a parasite upon society. he great mail order houses have in the last fifteen or twenty years spent millions of dollars instilling this idea into the minds of people and you all know how well they have succeeded. This different idea has got to be met in I think of the best ways of meeting this is through ways. one our commercial clubs. We are try- extent: it is our object to get every man in our trade territory to join our club, if there is some public work in the country that needs to be done we help them do it. If there is something in town we ask them to help us. We have banquets and ask them to join us; if they ing this to some have picnics we join them. Our idea is to get better acquainted with them, and have them get better acquainted with us, and as far as we have tried this plan we are well sat- ished with the results. The Price Question. The that ironts us to-day is that of price. Be- tween 80 and 90 per cent. of the out- put of greatest question con- the factories is bought by the ‘retail merchants, but the people who are buying the 10 and 20 per cent. are buying at lower price than we are paying for the same items and. in some cases the difference is so great they are able to sell their goods at the price we have to pay for them, and under these conditions it will be impossible for us to continue in busi- ness One of the causes of this is that some of us are trying to operate our business on small capital, compelling the jobber or factory to carry our stock, and we all under- too stand that a long-time customer does not get the best price. There is only +0 per cent. of the retail merchants in the United States who take their cash when we should all take the discount if we hope to get discount, the price. li we haven't sufficient capital we should increase our capital or make arrangenents with our local banks to loan us suificient money to take cash discount. our Some of us are too alraid of insisting on our local banks doing for us what they should. They are as dependent on us as we are on them, and if you are worthy of credit and wiil put it up to your bank strong enough that you want money to dis- count get it, and your banker will think more of you as a man and as a merchant. you Taking the cash dis- all that is have got to be better buyers. count is not needed; we It is said that farmers are better buyers than true. we, and in this is We must be posted and de- mand that our dollars buy as much Many cases as the other fellow’s dollar. The man who stays in the retail business and succeeds in the future will be the big man—the man who is a student of human nature, and the man who knows how to sell goods, and sell them right. It will be the man who knows how to cope with the traveling salesman, jobber and manufacturers. Summed up, the man who stays in the retail business in the future has got to be a real man. He must be must be a man who realizes that it is not a question a business man; he of manual labor, but a question of business judgment and of good com- mon S: @. Harrison. ——_---2 Reasons for Planting Trees. Written for the Tradesman. Arbor Day will soon be here. Every year finds new recruits to the ranks of those interested in tree-planting. So little of this work compared to the needs and possibilities, is done that sense. it is a pity that so much of the work really done is wasted. The first thing to do is not to get a tree and set it out, but to learn how to plant a tree so that it will live and thrive. There is plenty of informa- tion along this line to be had if peo- pie wish for it. However, the main points of successful tree planting can be briefly given. t. Save all roots possible when taking up trees from > original loca- tion, 2 Keep roots moist with wet blankets or laid flat on ground with plenty of moist soil on and among them until ready to set. 3. Trim off all or all except three tu tive branches, leaving only prongs 6 to 10 inches long according to size of tree. 4. Cut off top of tree, leaving it two-thirds to height. three-fourths original 5. Trim all broken roots smooth- ly with slanting cut from under side of root outward toward the end. 6. Put rich soil in bottom of hole which should be deep enough for tree to be set two to eight inches lower than in ortrginal location. 7. Spread: the roots flat in every directton and press tine soil closely them. Pack all leave a depression about way up and the trunk to hold water when rain falls. 8. Soak after planting; water frequently or else mulch with straw or sufficiently to hold rains and surface of ground from drying out. lf you wish for fuller information send to soine nurseryman for instruc- tions or the State or U. S. Govern- ment Agricultural Department. The greatest mistake in tree plant- about ground leaves keep ing is to leave all the branches and top on, as many do, and trees die because the lessened root stock after being dug up, can not supply as much nourishment as before for a full top. Try just a whip-hke plant or a bare pole less than two inches in diame- ter and see how well it will do. EK. E. Whitney. ———_» 2+ __- He is a wise man who is able to conceal his importance. IMPORTANT Retail Grocers who wish to please their customers should be sure to supply them tei with the genuine Baker's Cocoaand \ mi Chocolate with the trade-mark on the packages. i a rat Registered U.S. Vat. off They are staple goods, the standards of the world for purity and excellence. MADE ONLY BY Welter Baker & Co. Limited DORCHESTER, MASS, Established 1780 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. 3 " May 7, 1918 27 e - | ( 1 l | 1 2. Fertile egg ae 24 hours of incubation. 2. Infertile egg after 24 hours of incubation. 5. Infertile egg after 36 hours of incubation. 1 > ° 7 Attention, Farmers \ 9 K : PRODUCE INFERTILE EGGS ' PREVENT LOSS FROM BAD EGGS € The loss to the farmers of the United States from bad methods of | producing and handling eggs is estimated at $45,000,000 annually. ; IT IS ALSO ESTIMATED THAT $15,000,000 OF THIS LOSS IS DUE TO BLOOD RINGS Every dollar of this loss from blood rings is directly preventable on the farm. Blood rings are a certain stage of chick development in the egg. Heat develops the germ untl!l it becomes a blood ring. (See Figures 4, 6 and 8.) Blood rings often develop in the nest and in an unheated room in the house during the hot summer weather. (See Figures 4, 6 and 8.) Blood rings can not be produced in the infertile egg. Blood rings are troublesome only in hot weather. Infertile eggs are eggs laid by hens that are not allowed to run with a male bird. (See Rule 5, below.) A study of there pictures should quickly convince one that the infertile egg is the quality egg: therefore, produce it, by removing the male birds from the flock, and realize more money for better eggs. The removal of the male birds has absolutely no influence on the egg pro- duction. 7. Infertile egg after 48 hours of incubation. 4. Fertile egg after 36 hours of incubation. RULES Farmers are urged to adhere strictly to the following rules in handling their poultry and eggs: 1. Keep the nests clean. provide one nest for every four hens. to + . Gather the eggs twice daily. 3. Keep the eggs in a cool. dry room or cellar. 4. Market the eggs at ieast twice a week. 5. Sell, kill, or confine all male birds as soon as the hatching season is over. NOTICE Information on the care of poultry and eggs may be had by writ- ing to the Bureau of Animal Industry. U. S. Department of Agricul- ture, Washington, D. C. A.D. MELVIN, Approved: Chief Bureau of Animal Industry. JAMES WILSON, Secretary. Washington, D. C., July 10, 1912. The Tradesman publishes the above for the benefit of those who handle eggs. It will be well to frame it and hang it in the office for the ; information of egg producers. oe aa : Lee ne 9. Infertile egg after 72 hours of incubation. "i 6. Fertile egg after 48 hours of incubation. 8. Fertile egg after 72 hours of incubation. Fertile egg after 7 days of incubation. 11. Infertile egg after 7 days of incubation, 28 MICHIGAN TRADESMAN May 7, 1913 SSD — = ST: om y- = ‘WOMANS WORLD x cpasd <~ ; CIOS S 5 , How to Be Agreeable at Five. Written for the Tradesman. Not how to be polite and affable Seventy- in formal social intercourse, as dur- ing a call or a brief visit, but how to be constantly agreeable so as to be a welcome member of a household or of a family circle. We should all honestly prefer nev- er to be seventy-five, or at that age to be no older than we are at thirty- five or forty-five. Each one of us wants to be—sometimes we almost persuade ourselves that we shall be —a solitary exception to the great and changeless law that Time runs surely on and in its passage leaves no one entirely unscathed. Wien we bring ourselves to ac- cent the unpleasant fact that if we live our hair will turn white, our eye- sight become dim, our step lose its spring, do we hold up before our minds some lonely old man or old woman, morose, ill-tempered unhap- py, unloved and unlovable, receiving scant care and attention from sons and daughters and that little render- ed as an irksome duty, and wonder whether we ever shall be like that? For even more to be dreaded than the physical infirmities of age are the mental and spiritual unloveliness and even repulsiveness that seem so often almost to be part and parcel of advanc- ed years. Can these last be avoided? If we desire to retain till we are seventy or eighty the power oi being happy ourselves and of being able by our presence to confer happiness upon others, it won't answer to put off preparation for it till old age is upon us. If you want a happy sev- enty-fifth birthday, begin at twenty- five or even earlier to prepare for it. Almost all the really good things of life have as their foundation some- thing homely and commonplace. So perhaps it is not surprising that an almost indispensable factor in the making of a happy old age is finan- cial independence. This of course 15 said viewing things in the light of present conditions and with human nature as it is in nineteen hundred thirteen, not as it is to be hoped it may become in some far-off state of millennial perfection. During mid- dle age many make the mistake of robbing themselves in order to give their children a start; those who have no children of their own may do the same to aid an adopted child or some relative or other young person in whom they have become interested. The calculation always is that the young people will gladly pay it all back.if need should come to the older ones, in care if not in money. But the debt seldom is looked upon as having the binding force of an obli- gation to an outsider. The younger ones can not conveniently pay in money: the older ones can not bear to press their claim. Not infrequent- ly the only return that is made is a home and support given grudgingly and received with humiliation and pain. True, there are sons and daugh- ters and their number is not small, who care for aged parents most will- ingly and tenderly without thought of recompense. But the other state of affairs prevails so often that it is only prudence ior middle-aged and elderly persons to hold on to enough in their own name and right, to make themselves comfortable in old age. Your presence may be far more wel- come if your circumstances are such that you are free to go at will. It is bitter indeed for an old person to be compelled by necessity to remain un- der a roof where he or she is no longer wanted. The foundation of physical health and well-being must be laid in early years. “Thought I look old, yet I am strong and lusty; lor in my youth I never did apply [lot and blood; rebellious liquors in my Therefore my age is as a lusty winter, irosty, but kindly,” says Shakespeare. Temperance in eating as well as in drinking, moderation in work and in pleasures, obedience to the great laws of health, which fortunately are few and plain and simple—these are ab- solutely essential in making age “frosty but kindly.” The determina- ticn to retain youthfulness and vigor up to at least the seventy mark—not to be shelved at fifty and begin to lapse into a pitiable dotage at sixty or sixty-five—this determination is both commendable and helpful. A sufficient accumulation of good stocks and bonds and income proper- ty, the health that comes from right living, the mental resolution that will stave off decreptitude as long as pos- sible—necessary as these are, they are not all that is requisite. Certain qualities of the mind and heart must be diligently cultivated. Chief among these should be plac- ed toleration, for there is a certain kind of intolerance to which age is especially prone and which is espec- ially irritating and exasperating to youth. From the kindest of motives parents are wont to urge their views and opinions upon their grown-up children, whom they are afraid to see trusting to their own judgment lest The younger loss or calamity befall. ones are impatient and restive under admonition and direction. We _ see this condition of things even after the children have attained to middle age., and just this is the rock for which harmony between parents and chil- dren often splits. Boys and girls before they are out of their teens frequently insist on taking their own heads for things. A loving father was pleading with his only son: “Take my advice, and don't leave school because you are offered a job with a few dollars a week in it. Go on and complete your education. Remember I’ve had ex- perience.” “Father, I want experience too!” came the prompt rejoinder. | know a man who is always la- menting that his children can’t begin right where he leaves. off. “Then there could be some evolution—some progress,’ he declares. “But as it is, they have to go over just the same ground | have gone over; the chances are they will get no further than I have done.” This has in it some measure of truth, which, unwelcome as it is, must be accepted. Knowledge and wisdom and experience may be almost non-negotiable individual must classed as assets—each himself, nor can you pass on to another any considerable portion of your store. Cultivate a freely to allow those who are succeeding you gather for willingness to live their own lives and work out their own problems in their own way. They will make some blund- ers—-you made some. If often it scems to you that everything is going to the dogs, remember that about hity years ago your grandfather held just this view, and that in another fifty years your grandchildren are likely to come into a similar opinion. Cultivate adaptability. Times change and manners, practices, fash- ions. “When in ’ Rome do as the insofar as it relates to the minor customs of life, has in it much of wisdom, and applies to the Romans do, transition of the years as well as to changes in locality. If you should live in 1940 be ready to do somewhat as other people do at that time. The study of history, travel, which should include observation of the people in the places visited—what- ever broadens the mind and gives a wider and more sympathetic knowl- edge of humanity—are aids in mak- ing one able to adapt oneself com- fortably to changed conditions and circumstances. As time goes by, don’t accumulate a lot of entirely useless and unnec- essary whims and_ peculiarities that as they grow to full size may make it all but impossible for anyone to live with you or associate with you. even to We all want to stay in the harness as long as we can. If it is our work in life to keep house, then we should prefer to have our own roof-tree to the end; if we keep store, we should like to stay in business till we shut- fle off this mortal coil. This is na- tural and right so long as practicable; but be sure to have some resources .of occupation and amusement to fall back upon when the active pursuit of the customary vocation must be cur- tailed or abandoned. Books should be the gay companions of idle hours. To be a good player of a good game or two, to have some hobbies like raising flowers or learning the names and habits of birds—these aid in di- verting ones attention irom oneself and in keeping the nature sane and wholesome. Keep up old friendships and form new ones. Keep sweet and in spite of all sunny. treacherous and _ be- trayals, keep faith in human nature. In spite of all Josses and calamities keep faith also in that other Nature which is back of and above and be- yond human nature, Whom we know by various names and_ regarding Whom we have varying beliefs, trust in Whom is the greates comfort and solace in sorrow and adversity. These things are more easily said than done, for the seem to lessons of life harder as we get back of the book, and it requires a stouter heart to be brave at sixty or seventy or eighty than at forty—a larger optimism to be cheer- jul, a deeper piety to hold an abiding faith. But when we see a really fine example of a gracious, agreeable, hopeful old gentleman or lady, whom the years have only mellowed and ripened and not embittered, does it not seem worth while to make the effort? Quillo. become toward the ———-o-2 Fact Worth Knowing. Mail matter placed in any recep- tacle which is not located under gov- ernment seal is not legally in the United States mail by a ruling in the United States District Court. There- fore, articles may be taken from re- installed beside mail boxes without danger of pro3e- cution under the postal laws. The decision was rendered in the case of G. H. Keith, who was arrested when a number of packages, stolen from a basket under a mail box in an office building, were found in his office. ceptacles under or capital. Like the Rock of Gibraltar Is the service of the Citizens Telephone Co. and the security of its stock. The marvelous growth of its business requires constant additions to its The stock of this company has one of the best records of any industrial security in Michigan. Regular quarterly 2 per cent. divi- dends paid without deviation or delay for six- teen consecutive years. CITIZENS TELEPHONE CO., Grand Rapids > =e (We May 7, 1918 “MICHIGAN TRADESMAN 29 STORE DYNAMO. Pulling Power of Five and Ten Cent Department. Written for the Tradesman. Merchants who regard August as a dull month will be puzzled to know how a retailer in a town of 2,000 1912, $500 worth of goods from a department could sell on August 3, not usually considered a major de- partment. They may wonder what department could show sales record like this dur- ing the hot-time of the year. They will be still more amazed when they learn that the town where this start- ling sale occurrtd was Just ten miles from a city of 300,000 people. The retailer used no hocus-pocus lle gave nothing away; all the goods he sold brought him a fair profit. He simply told people, through the med- jum of a handbill, that he had the goods for sale. moderate-sized The merchandise did the rest. When we tell you that not an item was priced higher than a quarter, you'll bevin to get a glimmer of light and realize that the power behind the sale was 5, 10 and 25 cent goods. This merchandise, which sells well in good times, sells better in hard times, and that’s why $500 worth of goods could be sold from this single department during the working hours of a hot August day. A department of 5, 10 and 25 cent goods appeals to every class of peo- ple—not only to the 60 per cent. of our population whose incomes don’t exceed $75 a month, but also to the If you think cut- price bargains are bought only by the high-priced trade. people who have nothing but nickels, dinies and quarters to spend, your retail experience has been sadly lim- ited. Because bargains appeal to everybody, naturally low-priced goods, such as are found in the variety lines, attract poor and rich as well. Of all the goods retailers sell, none are so far from being a price cutter’s fcot-ball as 5, 10 and 25 cent goods. The lines are not standardized; the goods are made by a thousand mak- ers, and there never need be the sort of cut-throat competition that piece- goods and sugar, for example, suffer from. Constant refinement in the nanu- facture of these goods has succeeded in drawing 15 cent items down to fhe 10 cent class. 30 and 40 cent nerchandise down to a quarter and so on. All this results in a condition which causes nickels, dimes and quar- ters to buy more merchandise per penny expended than any larger coins made. Because of this fact, 5, 10 and 25 cent goods are a mighty fine argu- ment to use in contradicting the high- cost-of-living crank. Installed in the store of a merchant who has been a target of the middleman-eliminator, those goods will create an atmosphere of good-value which will extend to all lines and thus rehabilitate the retailer in the eyes of his trade. To prove this last statement, con- sider the success of the retail mail order houses. Their catalogues and magazine advertisements are sprinkled with goods quoted at prices so low they cause the consumer to say. “What remarkable values,’ and im- mediately to jump at the conclusion that all goods shown by these estab- lishments are equally low-priced. In the case of your 5, 10 and 25 cent department, people associate the values it gives with all the goods you carry and your whole line bene- fits. One of the reasons 5, 10 and 25 cent goods are so popular—with re- tailers who sell them—is the fact that their low prices don’t keep them from returning a most satisfactory profit. In other words, they advertise as forcibly as cut prices and pay a prof- it in the bargain. Any merchant who saw the 1912 linancial statement Woolworth difficulty in believing in the profit- making ability of these goods. issued by the Company will have no In reality, a general merchant or a grocer will find them, as hundreds already have, to be advertisements that are self-supporting. In the case of the man who sold $500 worth of 5, 10 and 25 cent goods in a single day, it would be foolish to say that no other departments benented. On the contrary, practi- cally every department in his store did a good business on that hot Aug- ust day, but it is very certain that this result would not have been obtained without the pull which the popular- priced goods exerted. What is the chief secret of their power. the advertising—pull the people to the store—and, once inside, the mer- chandise does the rest. The addition of 5, 10 and 25 cent goods to the stock of a grocery or eeneral store causes no upheaval. In fact, no change occurs at all when they're intalled. They are simply the low-priced “cousins” of the goods which the grocer and general mer- chant already has in stock, so that their coming merely is an increase in the breath of your stock’s appeal. In increasing your variety you multiply the buying power of each customer —you make two customers where We say that the addition of 5, 10 and 25 cent goods means merely the coming of the popular-priced “ there was only one before. cousins” of the goods you already handle. llere are a few of the lines usually found in a grocery department of 5, 10 and 25 cent goods: Tin and enameled ware; Woodenware and wash-day goods; Glassware, crockery, lamps; Kitchen hardware and cutlery. Now, Mr. Grocer, you answer a few questions: Who can more easily handle stew-pans, fry-pans, 3auce- pans, cake-pans and so on? The syn- dicate store or the man who sells the tood-stuffs which are prepared in these utensils? Did you ever think how easy it would be for your clerks to suggest cake-pans, after a customer had pur- chased a sack of flour? Who is bet- ter adapted to sell lamps and lamp goods than the retailer whose stock includes the oils that make the light? They do the hardest part of And to Mr. General Merchant, we could put the same questions, adding to his list the names of dry goods specialties, toys, notions and the like. Five, 10 and 25 cent goods are the most attractive “bait” a merchant ever placed in his store, and the best thing about them is the fact that they not only pay a profit on their own sales, but stimulate every «ther line with which they are associated. They create and develop a_ healthy circulation of sales that extends to every department of merchandise as- sociated with them. Someone has said that 5, 10 and 25 cent goods are self-sellers. They are, and this fact adds just so much to the profit they pay. The reasons fer this can be easily seen. In the first place they bear prices which cause no hesitation in the buy- er. A purchaser doesn’t need a long winded sales argument to convince him or her of desirability of spending a nickel, a dime or a quarter. It is only the large amounts that require persuasive and expensive salesman- ship. In the second place, a price ticket gives all the information nec- essary about this kind of tmerchan- dise. Stick a price ticket over these goods and they speak for themselves. Clerks may be dispensed with. In considering this advantage, the re- tailer should not forget that the ma- jority of shoppers prefer to browse around alone and that the approach of a clerk frequently means. “Buy now or get out.” The installation of a department of 5, 10 and 25 cent goods, therefore, doesn’t involve an additional clerk to care for them. Instead, it keeps clerk hire down while making it easter for your customers to buy. Now how and where should such a department be placed? In considering this it will pay re- tailers to remember that a table or department of 5, 10 and 25 cent goods features a greater variety in smaller space than any assortment of goods that has yet: been conceived. F[-e- quently a single table eight feet long and three feet wide displays on its efficiently placed shelves as many as tifty-seven different variety of mer- chandise. It is, therefore, a depart- ment store in miniature; it caters to the buy-everything-in-one-place ten- dency; it doubles your variety and takes but a fraction away from your available floor space; it takes for the quick turn and provides you with an as- sortment of goods that sell at sight. Since this talk aims to be somewhat comprehensive we shall cover the cost of such a department. Pirst, let us say that nothing 4 inerchant can invest in will give as big a turn for his money. In other words, a department of 5, 10 and 25 cent goods costs less and does more than any similar assortment a retail- er can buy. Of course, a larger investment will increase the variety, but it is safe to say that a comprehenstve department, such as a general merchant would wish to install as an adjunct to his stock, would not cost more than $250 or $300. Anderson Pace. Most Useful Invention of the Age Laced Pat eS) RAPID EGG sea You can candle 36 eggs a minute. Does this appeal to you? When you receive eggs from your customers, test the eggs before them. If any are bad they would not ask you to pay for bad eggs when they see the bad eggs with their own eyes. Your saving by using our Rapid Tester on this one item alone, would pay for the Tester many times over. The saving of timere- duces your expenses. Com- pare the work of our Rapid Tester with any known de- vice for candling eggs. Send us your check for $5.50 and we will ship the Rapid Egg Tester to you by express. Use the Tester ten _will immediately refund your money,’ store. is available, for immediate use. whatever, you are not satisfied with it. days and if. for any reason return it to us at our expense and we Mr. Merchant. you cannot afford to be without the Rapid Egg Tester. The cost is small. It is a great time saver. fore your customers. Just place the Tester on a small table or counter in your No dark room or cellar necessary. Can be used wherever electricity The Tester will be sent you complete in every way and ready In ordering the Tester. be sure and specify the voltage used by your local electric light company. Merchants, test your eggs be- Sample Tester in actual operation at the office of the Tradesman. RAPID EGG TESTER CO. Saginaw, Michigan 30 MICHIGAN TRADESMAN May 7, 1913 VOCATIONAL EDUCATION, Problem of Preparing Young Men for Business Careers The commercial world is manifest- ing at the present time an unusual in- terest in the problem of education for a business. Quite naturally, educa- tion for business must take account of two things. ness, the One of these is busi- other is education. If I cannot instruct you on the subject of business, which I certainly shall not undertake to do, it is possible that I may have something to say on the subject of education, in which I have had more or less experience. Indeed, almost every modern edu- cational development involves two or more elements, and it is well nigh impossible for any one man to. be equally well informed regarding all sides of the question. It is the part of wisdom for the specialists on the different sides to get together and see how well they can fit together their divers modes of thought and experi- ence. That is what creative educa- tional activity must accomplish in the present day. It must bring together the occupation in life which has some educational need and the theory of education which is to be applied to some occupation in life. Out of the combination is to come not only a better practice of the occupation, but also a better education of the who practice it. 1 should like to say a few words about the modern movement which is giving us a general scheme of vo- cational education. We hear of new schools for this occupation and that occupation in life. The most of these interesting men schools are enough in themselves, but do you realize the fact that they represent a much more gen- eral movement? School used to con- cern itself with only one or two sides of human life—with its literary and spiritual side—with its public and its moral side. But times have changed, and now almost every side of our life is going to school. The change is one of the most characteristic features of modern civilization. are training for their business in a school, aviators and chauffeurs are training in schools, farmers go to schools of agriculture, cooks and tail- ors and barbers, as well as lawyers and physicians, follow the same course. There are schools of peace and schools of war, and diplomacy that lie between the two. There are schools to educate women for home life, and schools to educate them away from home life. There are schools for teachers, and schools for the teachers of teachers, and I believe one or two schools for the teachers of teachers of teachers. The newer movement in commer- cial education is highly interesting in itself, but it is much more interesting as part of this rising tide which is sweeping the dilettante, the irrespon- sible empiricist, and the jack-of-all- trades into the far corners of our so- ciety. I should like to know what this movement really means. I do not Policemen schools of believe we fully understand it even yet. It results in part, I have no doubt, from the more concentrated competition of modern life. Our im- proved methods of transportation and of communication have undoubtedly given to competition a character un- known in early times. It results per- haps as much from the spread of modern science. We have come to believe that there is no phase nor fragment of human occupation and in- terest which does not have its scien- tific co-efficient, Mathew Arnold said: Whatever is worth doing is worth thinking about. We add_ to this: Whatever is worth doing has something in it that men can learn about. I might go further and say that this condition results from a higher standard as regards all human per- formance. I would say it, too, but for the simple fact that it isn’t so. We have higher standards in many directions but not in all directions. Our art standards have not kept pace with our science standards. In the practice of many of the arts and many of the trades, there was a high- er demand for perfection of product generations ago than there 1s to-day. There is something to be said about this further on. Every kind of trade education and every kind of professional education has had to face the objection that that particular occupation cannot be taught in school. Medicine had to meet that objection two or three gen- erations ago, and the laws requiring thorough medical education have been forced against intense opposition every step of the way. Legal educa- tion has gone much the same course. Even within the past generation there have been lawyers who argued that the only good training for practice was in a lawyer's office. The profes- sion of divinity went through the same from beginning to end in the eighteenth century, and I can't say how many times before and You know how it is in the do- of agriculture. The — school- trained farmer has been a laughing stock until the past ten or fifteen years, that is until a goodly number of them have grown rich by making superior yield of corn and cotton and dairy products. You might go all up and down the list and find the same history everywhere, but the net result has been what I have said: before. In spite of all their failures, the schools of one vocation after another have made their way, until, all together, they now represent the modern spirit and the modern manner of life. Commercial education has to meet only half-way successful even yet, the same run of objections. It is meeting them, in fact, to-day. It is but it is half-way successful already, and that is a very different way of saying the same thing. It is at least half-way successful already in a num- ber of important schools, and it re- quires no seventh son of a prophet to predict that the subjects of bank- ing, transportation, industrial organ- ization and insurance, with many other subjects related to these, will be as surely subjects for professional training in professional schools as are medicine, law and engineering to-day, and this outcome, when it is fully discussion since. main achieved, will be as much a gain for education as it is a gain for our com- mercial and industrial life. What is the system that such vo- cational training in schools is going to supplant? Men learned their trade in some way or other before there were schools and _ colleges. They would learn their trade to-day, what- ever it may be, if there were no schools and colleges. What is the dif- ference, then? Let us look into that question a little, for I think we can learn something from it, The answer to the question is simple enough. The old system was a system of apprenticeship. The new system is a.system of organized teach- ing. One works by the application of general principles. There can be no doubt that the old system had its great achievements, and out of it came some of the ablest practitioners that the world has ever seen. I do not for a moment believe that the vocational training of the fu- ture is going to be as simply scien- tific, as opposed to the practice of an apprentice under the eye of a real master. The great new thing in the vocational training of the world is not going to be the substitution of scientific schooling for individual ap- prenticeship. It is going to be, in- stead, the skillful joining of those two together. Here is one of the finest and hardest problems of our Even our great and successful schools of the profes- sions have not altogether solved this problem even yet. The best of these schools, however, have given up ex- modern education. pecting that mere class room lectures will prepare the successful practition- er, and they are even now studying with utmost care the question as to ways in which the professional student may be initiated into the practice of the art which is to be his work in life. The more scientific any profes- sion becomes, the more the scholastic side of training for the profession must be emphasized, but every work in life is an art as well as a form of knowledge. Even the profession of medicine, the scientific aspects of which have been most fully devel- oped, must pay particular attention in these days to the clinical side of its courses of instruction, and to the training of young graduates as in- ternes in various hospitals. Engi- neering education is dealing with the same problem in another form. So commercial education will un- doubtedly find its best development in combinations of scientific teaching and carefully stupervised practice, such as we have been unable to real- ize as yet, but such as we can fore- cast in the light of educational exper- ience. It amounts to this, that after the analogy of schools of medicine, our higher schools of commerce will have to provide their clinical and labora- tory facilities and their graduate courses of introduction to business practice. We must expect that the scientific side of business, as well as the scien- tific side of other occupations, will grow relatively larger as the sciences of economic relationships advance. More and more instruction must be organized with a view to an under- standing of the processes of business in their relation not only to a whole world of business, but also to a whole world of ideas and of organized knowledge. But this scientific knowl- edge of business is not to be a thing apart but most intimately dovetailed into practice. There have been great men of business who were at the same time great teachers and have trained up younger men to follow them and utilize their systems in the administration of affairs. There are such men—a goodly number of them —in this city to-day. It will be a part of the problem of the commercial edu- cation of the future to utilize this extraordinary teaching ability that is already present in the business world and to project the training of the schools into intimate relationships with such teaching. The schools, on the other hand, by their very emphasis upon the scientific aspects of business will help in the everlasting process of clearing the moral atmosphere of the business world, for men cannot associate with scientific pursuits without becoming more or less imbued with the scien- tific spirit of truth and sheer, un- mixed honesty. The forces that are making so powerfully for the moral uplift in the business world itself will undoubtedly be reinforced by every arrangement which furthers the scientific study of the problems of the business world. Elmer Ellsworth Brown. cae Gree of teas, The mechanic of to-day has a house with a bathroom. a heater in the cel- lar and a coal range burnins an- thracite at $7 a ton; his father never dreamed of such luxury. The average man and family are better fed, better housed and better clothed than their forebears. They more and they make more, and the high returns which they exact for their labor con- tribute to the high cost of practically everything used and bought by others. They also pay. directly and indirectly. more taxes than their progenitors did; they must meet a demand at every turn. The world is spend literally swarming with food inspectors and other inves- tigators and guardians, local, and Hederal Who pays for the boards of health and their activities; who sustains the institutions caring for the tuberculous; who bears the cost of railroad safety appliances and pays the bill for the ‘grocer’s tele- phone and for medical inspection in the public schools? The average citizen pays his share for all these modern improvements and countless others, tangible and intangible, and he wants more of them. When he gets the new ones he will pay for them, too. There is no escape. The place for cheap living is the South Sea Islands. where modern efficiency has not intruded—Philadelphia . Public Ledger. state oo If there is a man in the world who knows exactly how to manage a wom- am, he is also wise enough not to give away his secret. May 7, 1913 MICHIGAN TRADESMAN 31 A Thousand-Barrel Mill For You That’s what we have—a thousand-barrel mill running for your benefit. Yes, certainly, it was primarily erected as a business venture for profit and that is what it is yet, but in order to make it profitable we have to please YOU. Therefore we are running it to please you. We make the kind of flour we know you like. The price is regulated by the cost of wheat. We figure very close. We wash the wheat, buy machinery, sew the sacks, test the quality and keep continually hustling to put LILY WHIT ‘‘The Flour the Best Cooks Use’’ on the market in such shape and under such conditions that you will keep buying it. And you consumers are co-operating with each other when you buy Lily White. You are running a thousand-barrel mill and thus getting better flour for the money than if you were operating a small mill. You get the best millers, the most modern machinery, the most econom- ical organization. the most obliging dealers in this way. It is a wise policy. VALLEY CITY MILLING CO. GRAND RAPIDS, MICH. This is a reproduction of one of the advertisements appearing in the daily papers, all of which help the retailer to sell Lily White Flour. MICHIGAN TRADESMAN May 7, 1913 32 = T x » 39 . bas a oa — Tae, 3 f © fe = 2 Sees = = y = = = = 2. cha = => TR ¢ ~ — = = - - = — . 6 = = = a = 5 ‘ = =o : = STOVES 4» HARDWARE 2 L . eZ ; E = - . = = : iS 22 =| 27 2 = = me 2 Z 2 = 3 4.253 ae - = = A z = mn = 4 J muy nt 3 Oe a — JT Ae eed At) ae a i fe) : f_ 4% = CH|| leer it 7 i 4 ae "hes eel SS SEI) a Q— —/ in your store can turn them out in Michigan Retail Hardware Association. President—F. A. Rechlin, ty. Vice-President—E. J. Joseph. as Secretary—Arthur J. Bay Dickinson, St. Seott, Marine y- Treasurer—William Moore, Detroit. Warm Weather Opportunitis Hardwaremen. Written for the Tradesman. The approach of warm weather spells new opportunities for the hard- ware dealer. For these he must be well prepared beforehand. The first sign of spring marks the call of the back garden. so small the back garden proper tools. Spades, trowels and the like all find a good market at this end they should be prominently dis- played. Seeds, are in demand. Eut these everyday gardening lines represent only a part of the garden Be it never requires rakes, hoes, this season, and to too, possibilities. In a very short time the sound of the lawn mower will break forth on the air. Then, a pair of grass clippers will be needed to trim the edges of the lawn. Garden furniture, rustic chairs, hammocks, and the various covered swings, all represent possibilities which have not been pushed actively enough. Have mailing list on Have mailing list? you circularized your the you you a gardening? If pay to devise letter. A growing cutting the convenience of broken-toothed (only a quar- need of having that subject of spring haven't, it might little about a catchy circular two vegetables and about the replacing that old, rake with a new ter); about the lawn mower sharpened word or your own cost of livine; one and hauled and adding a pair of clippers to the lawn equipment; and then a little bit on the beauties and comforts of a properly furnished with rustice other appurtenances? ly. a display should produce good results. don't forget the garden croquet set, and other While the “fly-swatting” the anti-fly Here is a chance to boom the sale of window screens and screen doors. Bear in mind that the screen with only a small break is worse than no screen at all—and mention that in case the customer has any old screens that ought to be replaced. The ear- lier these lines are pushed, the better Over- back yard, and Simultaneous- some nice chairs lines And the incidentals. along these same hose, actual, phy- matter of benelits of sical dispute, in order. are a campaign is now will be the results. A good “Swat the Fly” display is pretty nearly timely. Little “swatters’” (made of screening and a stick) find a ready sale, or did last year. A handy man for . his spare time. house-cleaning stuff of var- carpet beat- and metal Then ious sorts is still timely ers and furniture polish, the like. The real hot weather stuff will be due in a very short time. It is well to display and push it a little in ad- the demand. The dealer wishes to reap the largest profits must look and plan for the polish, and vance of who and surest ahead and anticipate future. Every little spurt of warm wea‘her will set people buying warm weather accessories; if you are already push- ing them to some extent, and exclu- sively, this trade will in most cases come to you. fiammocks will soon be in order. ther veranda supplies include rus- mats, iron flower stands aid Many hardwaremen overlook these lines; which will, how- Hic Cuains, swings. ever, repay pushing. The ice and ice-cream season is pretty close upon us. The selling season for refrigerators is short and sharp, the campaign, once it opens, must be actively pushed. The enterprising will plan ahead of time. In with refrig- smaller and less carriers, and dealer connection expensive lemon erators, lines such as ice choppers and ice-cream freezers can be pushed to tage. Though the fact may be almost incredible to the uninitiated, there people squeezers, ice advan- are plenty of who carry ice in their hands or cheap tongs situation far more effective- wrap it in rags when a pair of would meet the ly. The these They don’t that lines such as won't as a rule sell themselves. must be Customers ask for them off their own bat; must have these articles called to their attention before they will In specialties of this sort, the pushtulness of the and his acquaintance with the possibilities of his particular clientele, usually make all the difference between success and trouble is, pushed. they buy. dealer, failure. William Edward Park. ee The Stove Manufacturer’s Oppor- tunity. The stove manufacturer has a great opportunity to demonstrate his abili- ty and desire to keep to the front, by entering the field in competition with the manufacturer of the “fireless cooker.” The utensil is rapidly taking hold of the people and giving them an economical article as well as a high class of cooked food. It is evident this cooker, even though far from being what it should and could be, is what the people need and cooking desire. They have learned that the present construction and material of the cast-iron range is not economical in fuel and heat, and is pronounced by scientific authority to be an ab- surdity. Therefore it does appear a3 if the stove manufacturer, with his practical experience in stove making, should be the legitimate maker of this new article. As it is now generally constructed, it is often made of wood, and in the shape of a trunk having wells, into which are put the dishes to be cook- ed. This construction i3 by no means up to the needs of the kitchen, neith- er does it provide hot water, which is always necessary. It depends on the coal and gas range or other ar- rangement to heat its disks of iron or soapstone, or to bring to a boil the food before putting within the all of which is inconvenient, a waste of time, and by no means economical. The merit of this con- struction of cooker is that after all this work is performed then the cook- er does its parts. The ordinary or even the large modern kitchen is not adapted to three or two cooking ar- rangements. There are some cookers with gas-burners within the cooker, but they are not constructed on lines of economy and are expensive. The up-to-date cooker must be a combi- nation gas and fireless cooker, de- pending in no way on other arrange- ments to aid it. It should supply hot water and opportunity for the use of the wash-boiler. It should be so constructed that the cooking utensils general use can be used. It cooker, now in SEASONABLE GOODS Lawn Hose Lawn Mowers: Elk, Gulf Moore, Sphinx Clipper, Revero Half and three-quarter inch “F, & N.”’ Complete Lines Diamond Steel Goods All Above Factory Brands ‘‘Michigan’’ Oil Cook: Stoves Michigan Hardware Company Exclusively Wholesale Ellsworth Ave. and Oakes St. GRAND RAPIDS, MICH. Foster, Stevens & Co. Wholesale Hardware ut 157-159 Monroe Ave. —:: Grand Rapids, Mich. 151 to 161 Louis N. W. May 7, 1913 MICHIGAN TRADESMAN 33 should be made with doors to each oven and the top should be made to receive the usual hood with its var- ious dishes within and not made as now to lift off and on like a lid or bell. This is inconvenient. It should and can be improved. There is room for improvement in gas burners. Much that is in use in the cast-iron and gas range in the way of shelves, etc, should be on the cooker. There are a number of peo- ple who would prefer the gas range without the entire fireless arrange- inent, and here the stove manufactur- er has an opportunity to improve. There 1s opportunity to retain its heat for long after the gas is shut off and to be decidedly more economical than now. constructed. Let it be known that the day of the cast-iron range is nearing its end. I[t is too far behind the needs of the people to continue in general use. As the fireless cooker becomes _ better known and improved the demand for the cast-iron range will be less. It would be well tor the stove manu- facturer to consider this. It should be remembered that the up-to-date combination gas and fireless cooker needs but few patterns and so small is the expense it is hardly worth no- ticing. This load and expense need not worry him as does the cost of getting up patterns for the cast-iron stove which are usually a repetition of what has been made many times before. In drawing the attention of the stove trade to this subject I would say that I do so as a practical ex- perienced designer of stoves. ‘The thoughts expressed are not theoreti- cal, but practical, and everything I have said about the construction of the up-to-date combination cooker can be practically carried out.—Alex- ander Wemyss in American Artisan. —_—_» 2+ Organization a Common-Sense Busi- ness Proposition. Even at the risk of being accused of repetition we cannot forego mak- ing some further remarks upon the epidemic organization which is raging throughout the entire United States. There have always been more or less associations of men for various pur- poses, business or civic, but never was there such a universal inclination toward co-operation. Back of all this there must be some reason, for such movements do not spring into exist- ence and continue to grow unle3s there is a real cause. There have been associations of manufacturers, associations of wholesalers and asso- ciations of less number and strength of retailers. Yhey have all had their purposes and have all made accom- plishment when properly conducted. Even those, however, which held to- gether with the greatest tenacity did not have the fire, enthusiasm and spir- it among their members that are pre- valent to-day. It must be because never before did there exist the same circumstances as those with which the business man must now con- tend. He is growing to feel more and more all the time that he is net independent of his brother mer- chants. Time was when stores were so widely separated that each one could be conducted in accordance with the necessities of its particular com- munity without regard to what was going on in other places. Education, means of communication and vastly increased population have altered all this. To-day the whole country is more nearly one large family, think- ing the same things and wanting the same thing. The get-together spirit has therefore been fostered by the necessity for those whose intercsts have been similar to unite to protect themselves from the encroachment of others. Consumers have commenced to co-operate, it must be confessed with but a minimum success, but nevertheless they are working along this line. It is therefore more than ever desirable that business men in every city, town or village work in harmony to the greatest benefit of the entire number. There are very many qustions to be considered which can best be handled by discussion. The meeting together of all the busi- ness men of a community enables them to view each one of these ques- tions from all possible angles. Some- body will have an idea to suggest which will set all the rest thinking, aud thus be developed into the prop- er answer. Organization is no longer a fad, it is a common-sense business proposition and has come to stay. It is good judgment and good business for all towns not yet possessing a business men’s organization to form one at once. —_2---2——_—— Uncle Sam Expels Bankrupts. The prosecution of Harry and Copel Webber, who up to a year and a hali ago ran a shoe store in Law- rence, Mass. under the name of the Webber Shoe Co., and after going into bankruptcy, with assets of about $300, disappeared from Lawrence and went to Halifax, N. S., was recently terminated by a plea of guilty enter- ed on the part of Harry Webber in the United States District Court in 3oston. The father, Copel Webber, did not appear, as his attorney, Guy A. Ham, presented a certificate from physicians in Halifax showing that he was too ill to travel. The Webbers were extradited from Canada last fall after extended hear- ings in a case which went to the highest court of record in Canada and established a new precedent in regard to the right of the United States to extradite bankrupts under the Hay-Pauncefote Treaty. The Court permitted the Webbers to make an arrangement for restitu- tion, which has been accepted by the creditors, and which, if the Webbers pay certain notes which they have signed will eventually pay the credi- tors 50 cents on the dollar. Half of this amount has already been paid in cash to the creditors. The Webbers have also paid all the expenses of prosecution and attorneys’ fees in the matter. Sentence was suspended un- til such time as the notes for the balance of the money which the Web- bers are to pay to their creditors are paid, when the Government will in all probability place the cases against them on file on the agreement of the Webbers not to enter this country again. The credit of bringing this matter to a successiul termination for the creditors is due to the Legal Depart- ment of the Shoe and Leather Mer- cantile Agency, Inc., in the first in- stance, which worked several months gathering the evidence and preparing the matter before indictments were secured, and afterwards sent one of its representatives to Halifax to aid in the extradition proceedings. Great credit is also due to William H. Gar- land, Assistant United States Dis- trict Attorney for Massachusetts, who took the case up, and who worked the case, which at the start seemed very dubious, up to a successful ter- mination. It is a good example of what cred- itors working together with a faith- ful officer of the Government can ac- complish to compel bankrupts, who have concealed assets, either to make restitution to creditors or suffer sub- stantial terms of imprisonment—Bos- ton Bulletin. Established in 1873 BEST EQUIPPED FIRM IN THE STATE Steam and Water Heating Iron Pipe Fittings and Brass Goods Electrical and Gas Fixtures Galvanized Iron Work THE WEATHERLY CO. 218 Pearl Street Grand Rapids, Mich. ELEVATORS Hand and Power For All Purposes Also Dumbwaiters Sidewalk Hoists State your requirements, giv- ing capacity, size of platform, lift, etc., and we will name a money saving price on your exact needs. Sidney Elevator Mfg. Co. Sidney, Ohio A. T. KNOWLSON COMPANY Wholesale Gas and Electric Supplies Michigan Distributors for Welsbach Company 99-103 Congress St. East, Detroit Telephone, Main 5846 Catalogue or quotations on request materials. H. Eikenhout & Sons Jobbers of Roofing Material GRAND RAPIDS, MICH. Tarred Felts, Pitch, Tar, and all kinds of roofing Fire Resisting Reynolds Slate Shingles After Five Years Wear Beware of Imitations, racuse And NEW YORK CITY Reynolds Flexible Asphalt Shingles HAVE ENDORSEMENT OF LEADING ARCHITECTS Fully Guaranteed Wood Shingles After Five Years Wear Ask for Sample and Booklet. Write us for Agency Proposition. Distributing Agents at Detroit Kalamazoo Columbus Youngstown Utica Milwaukee Saginaw Battle Creek Cleveland Buffalo Scranton St. Paul Lansing Flint Cincinnati Rochester Boston Lincoln, Neb. Jackson Toledo Dayton Sy Worcester Chicago H. M. REYNOLDS ASPHALT SHINGLE CO. Original Manufacturer, GRAND RAPIDS, MICH. ow sq MICHIGAN TRADESMAN May 7, 1913 (| 7 f Wy) ¥ A "WG Vy J st ey i y ab) oy al v9) wt oo. ben = = . = Pay ~ = — aS | a 4S =e =! e 3 Re Le WZ] rs a r 3 ing cE Sha Pri) f\ A\\ WW A ade d\ Gren ss S RR ny MEA weary \n F Deon sus yy , yyy A, % N N. h i { Arrangement and Selling of Findings. lf youthink the findings stock and the general meth- getting the customer to findings makes no particular another Some of the most resource- tul veterans to the retail shoe trade have tried out one plan after another in their effort to hit upon a profitable solution of several of the profitable arrangement of your od of up to warm difference, you've got guess coming. connected with the successiul me:- chandising of findings. Which is better, to stock all find- ings at a particular spot on the main floor—-concentrate the whole fire at a and thus gain the em- phasis that comes from mere mass, or distribute the findings through the departments? single point several lf the store is big enough to carry a stock of findings sufficiently large to claim all, or the greater part, of the time of one salesperson, should a man be placed in charge, or should the department be turned over to a bright, interested and_ interesting saleslady? if findings are of sufficient im- portance to be carried in stock, dis- played in the windows and featured in interior displays of shoe store merchandise aren't they of sufficient importance to claim some degree of conspicuity in the advertising? as there is everywhere and always an ingrained tendency to neglect the less important articles of merchandise and give one’s time and attention to the more claimant, isn't it a pretty wise plan to adopt the [Eo Me thus keeping the salesforce keyed up te the highest selling pitch? there aren’t any valid answers to these and a score of similar questions that may be asked with reference to the arrangement and selling of findings. Most findings problems are local issues. They must be solved in the light of local conditions. But the point is, they must be solved—Shoe Retailer. ————_+ +. —___ Vital Questions Which Confront the Shoe Dealer. Kach successive year when the shoe- nian receives a card or circular letter from the wholesaler and our genial traveling friends stating that their respective lines are stronger than ever before it simply makes us smile. but when the salesman shows up his samples we then are convinced that their assertions are no fairy tales. The Executive Committee of the Michigan Retail Shoe Dealers’ Asso- ciation has always maintained that better things were in store and each year have planned to make their work Inasmuch system, Now universally After eight years of misunderstandings they more effective. and with that the interest ot every State. Like wholesaler, we are “going to the struggle can now the utmost confidence promise in view merits shoe merchant our friend, the show state the in the goods.” the efforts ot Be de, ‘Through untiring iseorge of Fremont, and several merchants of our Association, Mutual established dollars of This leading Insurance thou- already we have our Fire Company well and sands ol insurance is bringing in a the the other written. alone large number of representative State and the new ideas al- shoe merchants of out of ready in prospect gives the Michigan that it had working Association a tone never before. To the interested observer it seems that the proposition has more vital questions confronting Some of the in- creased cost of living and doing busi- the advance in prices; keener competition; larger stocks, with their assortment of and a more critical buying public. In fact, many deinands before the shoe dealer our forefathers shoe retailing it than ever before. ness; novelties are to-day that dreamed of. NEVCT The writer is acquainted with a shoe retailer that has an $80,000 busi- ess annually. He has no system to his stock-keeping; no system to his He is just the same old way. He is a stand-pat- ter of the old school. He makes some buying. doing business money and is satisfied, but it is with- out question that his large volume of business overcomes his mistakes We might ask the question, what would be his earnings if he put his business on a modern basis? lor my part, I cannot conceive how a merchant can successfully conduct his business to-day without the co- operation and inspiration of the State Association work. I am aware that inany good, thoughtful shoemen have hesitated to line up because the work has been misrepresented to them. I did so myself for a long time, but the spirit of the work is effective and only needs the attention of live shoe dealers to push it along in spite of a few that desire to make a farce of it. We are expecting to make the next annual meeting a big affair—one that will be a profit and pleasure to every merchant that attends. This meeting will be held in De- troit, Sept. 9, 10 and 11. The pro- gramme is now under way and if you desire to learn more about store man- agement, good methods of advertis- ing, the proper way to buy and sell shoes; stock-keeping and what it should cost to conduct a modern shoe store; how to keep trade at home; cash, credit and collections; the re- pair department and how to make it pay—iust point to be at above dates and not Association the inspira- but receive the with fellow make it a the nly give the Deiroit on tion of your help that merchants can give presence, association YOu. Let us catch this spirit of co-opera- tion that seems to be so efficient and popular to-day and thereby make the retailing of greater to a well-deserving public. F. W. Spencer. 2+ 2 [t is far better to make your mark shoes a service in the world than it is to be an easy one. ELKSKIN “BLUCHER” BIKE CUT SHOES HEROLD-BERTSCH SHOE CO. GRAND RAPIDS, MICH. We show here our No. 809 Men’s Black Elkskin Leather Sole... .---$2.00 820 Same with cuff.. 2.25 803 Same as 809 brown 2.15 In stock for at once shipment Regular H. B. Hard Pan quality. You simply cannot go wrong on these. Order to-day. THEY WEAR LIKE IRON fear competition. Ao Selling Efficiency The selling efficiency of our line ina retail store has been demonstrated a great many times that we repeat it mere- ly as a statement of fact. When you have our line you do not You can buy of us anything new that is good at the right price, and thereby place yourself in a po- sition to secure the lion’s share of trade. Our fall line is now ready and we go every where for business. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. | —_ (id —_— et May 7, 1913 Co-operative Advertising and Sales Promotion Plan. Franklin, Ind., May 5—Suppose we now consider the party who does not trade at home because he thinks he may get a better price some place else. Is this not also a case of not properly cultivating trade which by right is ours? How does he form his opinion? Why has he formed it? Whose fault is it? What have we done toward convincing him to the contrary? We merchants in the smaller towns and cities cannot admit that this cus- tomer is justified in thinking that he can buy cheaper in the large place. We buy our goods (if we buy them right), as low as the big store. Our expenses, figuring rent, taxes, salaries, clerk hire, and general store expense on the basis of sales are (or should be) considerable less. We live cheaper—and I would not imply by that, that we live any less comfortably. We should sell goods as low with a better margin of profit, or lower with the same margin, than the store in the big city. lf we don’t do it—then here is an- other customer we deserve to lose. If we do it and don’t convince the party oi it—having as we do the ad- vantage of every day, personal con- tact with him—the fault is still ours and should have attention. He has no doubt been influenced by better planned, more forcible ad- vertising than we are doing ourselves. The constant round of “special sales” \ MICHIGAN TRADESMAN offered by the city merchants—legiti- mate and illegitimate—have impress- ed him that he may get goods at a sacrifice in the big city store at any time. The “Sample Shoe Store” ad- vertising, the “Factory Damaged Sale” advertising, the “Bankrupt Sale” and “Fire Sale” advertising have warped his judgment. Now as a matter of fact the city merchant does not actually make more or greater sacrifices on _ his goods, than we do in the smaller places—he merely advertises them better and he and his city get the more credit, among the buying pub- lict, for them. Then too, the shoe dealer in the big city, no doubt, gets more help from his fellow merchants through contemporaneous advertising. Did you ever stop to think what it means to you to have a lot of really live merchants in your town and what a loss to you every dead one repre- sents? Every effective advertisement put out by a fellow merchant is indi- rectly an advertisement for your busi- ness also, and every time the big dry goods store, next door, reaches out for business it helps to get a prospect to pass you store; that every buyer it pulls into your town offers you an opportunity to extend your business and that every real bargain it puts out helps to convince the customer that yours is really a good market. A great deal may be done through active co-operation among the mer- chants of a city or town toward con- vincing the people thereabout that it is really a good place to trade; and the same effort will usually result in extending the business territory of your town. Down home last year we tried it out thoroughly and successfully. The merchants banded together, raised a sum ior the purpose and conducted a series of “Eight Day, Co-operative, Special Sales” throughout the town. The plans were carefully prepared and carried through. Each store of- fered price inducements that were really worth while. The sales were efficiently advertised, at an unusually small outlay, by means of a big six- teen page “Co-operative Bargain Bul- letin,’ printed on yellow paper. The bulletins were distributed over caretully planned routes covering our own county and reaching well over into the adjoining counties, by auto- nobiles, (furnished and driven by the merchants themselves). Each store made an especially strong display of its stock, and the streets and store fronts were decorated with huge yel- low banners bearing the inscription— “Pranklin—a.Good Trading Point.” A prize plan was employed calculat- ed especially to draw the people right into the stores, and it really succeeded in accomplishing its pur- pose. The town was filled with buyers from the start to the finish of each sale; not only that but they got into the stores, saw the stocks for them- selves, learned what good stores they were and spent their money. ~ As a means of demonstrating how 35 well they could be served and what splendid advantages our city offered as a trading place no more successful result could have been desired. Asa means of clinching the trade which naturally belonged to the city, and of extending its business territory at the same time, no better plan could have been employed. This is but one plan, but a small item indeed in the constant effort necessary if we are to hold the busi- ness which is ours by right. But of this we may be sure; that the trade We are really in position to serve as it should be served may be held at home ii our effortrs be strong enough and persistent enough. One proposition we have hardly touched upon as yet, except in a gen- eral way. So far we have dealt large- ly with the party who goes away from home to trade, but what about the party who stays at home and sends away for the goods he buys? What about the mail order house? My own idea of this proposition, viewing it especially from the stand- point of the shoe merchant, is so well expressed by the following story and the application given that I can- not resist the temptation to use them here: Andrew Jackson was once holding court in Tennessee. A noted gun-man, the terror of the region, entered the court room and created a disturbance “Eject that man,” said Jackson. The terrified sheriff move. dared not “Call in your deputies and eject him,” ordered Jackson. seller. In cartons. The “Tuxedo,” a fine wearing Tennis Shoe suitable for varied uses. uppers give distinction. Natty and styl- ish. Made with leather insoles. Splendid 1 TUXEDO OXFORD The The drab Leather insoles. trade of your town with these goods Oxfords Bals You can dominate the Tennis alg ee ae “ee Youths’ white or black Bal..... ee 62 ‘79 Women’s white or black Bal... Womens, : .73 IMUSSCS) 26 ee, 08 Childis seo .O2 The Michigan People “Crescent,” duck, with white sole. Menis 55005. 0.55... BOYS). 5.00.02... Youths. ........... Oxfords Bals Se ges $1.00 $1.15 oc 1.05 eo ccl 1.00 The “Riverside” Tennis. Men's white or black Bal....... Boys’ white or black Bal....... -- $0.61 se 59 «06 -- .o0 Get Your Tennis Shoes at Headquarters The Only House in Michigan Specializing on Tennis Footwear a cream-white Extra quality. In cartons. Pneumatic insoles. a Black or white. ‘‘Riversides”’ take a special 8% prompt payment discount. Grand RapidsShoe & Rubber. Grand Rapids WE ARE SPECIALLY FEATURING THE “HOLIDAY” A new idea put out only by us, with Heel. It gets the business. Men's Bals......$1.02 In cartons. Drab duck. Leather Oxfords..... $0.92 A world beater. Men’s white or black Oxford... .$0.51 Boys’ white or black Oxford..... .49 Youths’ white or black Oxford.. .46 Women's white or black Oxford .46 Misses’ white or black Oxford... .42 Child’s white or black Oxford ... .38 Get our Complete Tennis Catalogue 36 Still the sheriff made no move. The court room was silent—court officers, Witnesses spectators, all paralyzed with fear, except Jackson himself. “This court is adjourned for five niinutes,” said Judge Jackson. Leav- ine the bench, he walked straight up to the bully and looked him directly The latter after a noment of endeavor to meet the look, weak- ened, shifted from one foot to the other, dropped his gun and sank into a chair. Jackson seized him by the cellar, dragged him outside and kick- ed him down the stairs. The man was terrible in the eye. only to those who thought him so. Really now, if we look at the mail order proposition straight in the face is it a serious trouble? Is there any good reason for us to fear it? The disadvantages are all with the catalogue house; the advantages all with the local merchant. We should be able to eliminate it as a menace growth. This is especially true in the shoe business. All we need to do 1s to utilize our advantage. A. Bert Weyl. — 72s. To Push Shoe Sales. M. B. Herman, of the Smith-Kas- son Co., writing of the methods they to our have found to increase business, says: Just as surely as a multiplicity of pennies makes a dollar is it true that little things count; the bell rings just as loud when you ring up a nickel as it does when you ring up a dime— the register is smart; it likes any kind of money. You can brighten up advertising bolster up, and help general wonderfully by the employment of different stunts; little, legitimate ac- tivities that will keep the cash regis- ter ringing. Do you keep a card system of ‘the your sizes worn by your customers? If not, start it at once. Keep the size, the date of purchase, price, style num- ber. Let's see how you can use this; there are a hundred ways—here are a few suggestions: Suppose you get in a new style $4 shoe that you want to push. Go to your card index, get the names of your $4 and your $3.50 customers, write them a letter and tell them about this new shoe. Don’t adver- tise it otherwise. Make the letter personal; every one a real, genuine letter with your “John Hancock” on the bottom, if possible. The results will surprise you. Another use: Suppose you have ten pairs of a small size that you feel you are not going to sell in the reg- ular run of trade. pick out the names of those who wear this size; write to them. Tell them the exact truth—they’ll appreciate the compliment of this personal, in- dividual attention and they will ad- mire your truth. Another stunt: You are going to have a clearance sale. Write to your customers before you advertise the sale for the entire populace. Let them have the pick of the bargains That's treating them squarely; it shows that you appreciate the fact that they are your customers. You Go to your file; MICHIGAN TRADESMAN will, as a result of such a letter, sell shoes and strengthen your position with these people. Ever think to get the names of the hich school graduates about a month in advance of Commencement Day, and write them a letter telling them you have the very shoes they want for graduation; that you bought this style for that very purpose? Make your stand for something. Make a strong play on quality, for instance, never forgetting, of course, to keep the other desirable shoe store features of your footwear before the public eye. —_—++ 2. Record of the Business Done by De- partments. A daily recapitulation of sales is of the greatest importance to whole- sale and retail concerns because it iurnishes the only means of ascer- taining within a reasonable length of time the business that is done by de- partments and by clerks. A total of the cash and _ charge sales for the day indicates the amount of business that has been done; it does not give a_ detailed analysis showing how much of that business was done by any one clerk or depart- nent. clerk made a good record, while another made very few Perhaps one sales, but this fact cannot be known bs consulting a grand total of the sales made by all departments and all clerks. The great value to a business house of a daily recapitulation of sales by clerks and departments consists in the specific information each department and clerk as well as concerning the aggregate amount of sales. Some of the advantage to the man- ager or proprietor when such a sys- tem of recording sales is used are as follows. lirst: tore him It enables him to have be- a complete record of the sales made on the previous day, This record is detailed, giving every item of cash or credit sale. 3y comparing sales sheets for pre- vious days with the current sheet he can ascertain whether certain sales- men have been coming up to. stan- dard, if not, can speak to them at once and find out the reason. If it is a department that has fallen down a consultation with the department manager may fix the cause. It gives him data from which he can prepare a weekly and monthly summary of sales. This summary, on which only the totals of sales departments or clerks are entered furnishes a con- centrated record from which the to- tal business, as well as the daily busi- ness for a certain period can be seen at a glance. Third: It has a good effect upon the clerks who know that a daily record of their work is being kept and consequently will apply them- selves moré diligently to business. The sales tickets are filed as they come to the cashier's office, either by departments or by clerks, according to the sheet that is to be prepared first. On the following morning the operator makes a record of the sales Second: comparative e items directly from the sales tickets. Each group of items corresponding to any department or clerk is desig- letter at the top of the column of items. nated by a number o1 In case a separate record is made of cash and credit sales, these can be transcribed to the sales sheet and footed. The cash items are taken from the cash tickets and entered in one sec- tion, and the credit items are taken trom the credit slips and entered in the other section. When all the items for a clerk or department have been listed and added the two totals are found. The sales sheets, which have been prepared each day, are filed and used at the end of the week to furnish the data for a comparative summary. The sales for each of the depart- ments are recorded in different col- umns of the recapitulation sheet, the column different days of the week, and a total of the week's sales is given in the extreme right-hand column of the sheet. Thus are the results from all departments clearly indicated on the The total amount of business for each day is indicated by the figures in the bottom row. representing the summary. The great value of such a system lies in its comprehensive survey of facts, as well as its detailed informa- ti. it can be made to show cash and charge: sales by clerks, as well as showing the kind of goods sold. The first column of one form of summary sheet is made up of cash May 7, 1913 sales by clerks Nos. 1, 2 and 3 and show the items and sales and the sales ticket number. The second set of items are charge sales for clerks Nos. 1, 2 and 3 and show the items and sales tickets num- bers. The cash and credit sales totals for the three clerks are recapitulated in the third column and the sum of both totals thus obtained give the grand total of sales for the day. This form is only a suggestion of the possibilities of such a recapitula- tion system. It can be applied to iaree and small business houses in practically the same way as outlined. oO Making the Best of It. When a young husband reached home from the office he found his wife in tears. “Oh, John!” she sobbed on_ his shoulder, “I had baked a_ lovely cake and [ put it on the back porch for the frosting to dry and—and the dog ate it.” “Well, don’t cry about it, sweet- heart,” he consoled, patting the pret- ty flushed cheek. “I know a man who will give us another dog.” —_—-.—____ Practice makes the miser perfect— in his specialty. Secure the Trade and Hold It me HONORBILT wal?) a) able footwear. seller to careful dressers. Seasonable Novelties Our stock is replete with the newest ideas in fashion- This is our white Nubuck five-button, Goodyear Welt Oxford No. 3592, now on the floor in B, C and D widths. As illustrated, it is built on exquisite lines, and is a most ready See our catalogue for a complete list of seasonable goods. Orders filled the day received. HIRTH-KRAUSE CO. Tanners and Shoe Manufacturers GRAND RAPIDS, MICH. > * May 7, 1913 THE HOTEL LAW New Statute Enacted by the Last Legislature. Every structure kept, used or maintained as, or held out to the public to be an inn, hotel or public lodging house, shall, for the purpose of this act, be defined as a hotel, and wherever the word “hotel” shall occur in this act it shall be construed to mean every such structure as is described in this section. Sec. 2. Every hotel that is more than two stories high shall be equip- ped with a fire escape on the outside of the building connecting each floor, above the first, with at least two openings which shall be well fastened and secured with landings not less than 6 feet in length and 3 feet in width, guarded by an iron railing not less than 3 feet in height. Such land- ings shall be connected by iron stairs not less than 2 feet wide and with steps of not less than 6 inch tread and not more than 8 inch rise, placed at an angle of not more than 45 de- Section I. building or grees and protected by a well secured hand rail on both sides and reaching to within 12 feet of the ground, with a drop ladder 18 inches wide reach- ing from the lower platform to the ground. Such fire escape shall be sufficient if a perpendicular ladder shall be used instead of the stairs, provided such iron ladder is placed at the extreme outside of the platform and at least three feet away from the wall of the building, and provid- ed said ladder is equipped with round iron rounds not more than 15 inches apart, except that fire-proof buildings may have inside fire escapes placed in a well, shaft, or opening which shall be built of fire proof material and shut off from the remainder ot the building by tight doors. The way of egress to such fire escape shall at all times be kept free and clear of all obstruction of any and every nature. Storm win- dows and storm doors shall be con- sidered an obstruction for the pur- pose of this act, and such way of eoress. shall at all times be kept unlocked. There shall be posted and maintained in a con- spicuous place in each hall and each guest room, except the halls and rooms on the ground floor, of such hotel a printed notice in characters not less than two inches high calling attention to and directing the way to such fire escape. Sec. 3. be provided with at least one suffi- cient chemical fire extinguisher for every 2,500 square feet or less of floor area, which such extinguisher or extinguishers shall be placed in a convenient location in a public hall- way outside of the sleeping rooms, and shall always be in condition for use. Sec. 4. hotel that is not over two stories in height and which fire-proof, Each and every hotel shall Every is not provided with such fire escape as is described in section two here- of, shall provide in every bedroom or sleeping apartment on the second floor a manila rope at least 54 of an MICHIGAN TRADESMAN inch in diameter and knotted every 18 inches, and of sufficient strength to sustain a weight and strain of at least five hundred pounds, and of suf- ficient length to reach the ground. Such rope shall be securely fastened to the joists or studings of the building as near the practicable, and shall be kept coiled in sight at all times, nor shall such rope be covered by curtains or other obstruction. Every such hotel shall provide and maintain in a conspic- uous place in every bedroom or sleep- ing apartment above the ground floors, a printed notice calling atten- windows’ as tion to such rope and giving direc- tions for its use. Sec. 5. Every hotel shall be well drained and maintained according to established sanitary principles; shall be kept clean and in a sanitary condi- tion and effluvia from any sewer, drain, privy or other source within the control of the own- free from arising €r, Manager, agent or other per- shall be with water closets or privies proper- son in charge; provided ly screened for the separate use of females, water closets or privies shall be disinfected males and which as often as may be necessary to keep them at all times in sanitary condi- tion. Sec. 6. Every hotel shall and provide all toilet rooms, have bath rooms and sleeping rooms with indi- vidual textile towels. Every hotel shall have and provide all beds with regulation sheets, not less than 90 Such shall also be provided with sufficient num- inches in length. beds ber of regulation size blankets or quilts that are kept in a_ sanitary condition. Sec. 7. Every owner, tmanager, agent or person in charge of a hotel, who shall fail to comply with any of the provisions of this act, shall be deemed guilty. of a misdemeanor, and shall be fined not less than $25 nor more than $50, or shall be imprisoned in the county jail for not less than thirty days nor more than sixty days, or both and every day that such a hotel is carried on in violation of this act shall constitute a separate offense. Sec. 8. The labor commissioner, dairy and food commissioner, insur- ance commissioner and the executive officer of the State Board of Health shall constitute a commission for the purpose of carrying into effect the provisions of this act, and same shall be delegated with the power to adopt such rules and regulations as conditions may require. Sec. 9. Such commission shall dele- gate and confer the title of hotel inspector or deputy inspectors upon such men now operating under the supervision of the several depart- ments constituting this commission, and in such number as the lawful en- forcement of this act shall justify. Sec. 10. It shall be the duty of the inspector and his deputies to see that all of the provisions of this act are complied with, and said inspector or the deputy for the district shall per- sonally inspect at least once each year and at such other times as in the best judgment of the commission or the deputy the occasion demands as defined by this act. Sec. 11. Said inspector and his de- puties are hereby granted police pow- er to enter any hotel at reasonable hours to determine whether the pro- visions of this act are being complied with. Sec. 12. If the inspector or deputy shall find after examination of any hotel that this law has been fully complied with, he shall issue a cer- tificate to that effect to the person operating the same, and said cer- tilicate shall be kept posted up in a conspicuous place in said inspected building. Such certificate shall be prepared in blank by said commis- sion. Sec. 13. Any inspector who shall wilfully certify falsely regarding any building inspected by him, and who shall issue a certificate to any per- son operating in any hotel when such person has not complied with the provisions of this act, shall on con- viction thereof be fined not less than $50 nor to exceed $100, and may be imprisoned not to exceed ninety days in) the county jail, or both at the discretion of the court, and upon con- viction shall be forever disqualified to hold said office. Sec. 14. Any owner, manager, agent or person in charge of a hotel, who shall obstruct or hinder an inspector in the proper discharge of his duties under this act, shall be guilty of a misdemeanor, and upon conviction thereof, shall be tined not less than $25 nor more than $50, or shall be imprisoned in the county jail not less 37 than thirty days nor more than sixty days, or both. Sec. 15. It shall be the duty of the inspector, upon ascertaining by in- spection or otherwise, that after six- ty days from the time this act takes effect, any hotel is being carried on contrary to its provisions, to make complaint and cause the arrest of the person so violating the same; and it shall be the duty of the prosecuting attorney in such cases to prepare all necessary papers and conduct such prosecutions. —_—— {low horrible it sounds to hear an orchestra or band when the instru- Such is the effect upon business when there is lack of harmony among employer and Cultivate team work. ments are out of tune. employes. i Sena AIA ee a ST ee ES, CHICAGO BOATS Graham & Morton Line Every Night Judson Grocer Company The Standard of Thousands Ceresota Flour Fanchon Aristos Barlow’s Best Judson Grocer Co. The Pure Foods House GRAND RAPIDS, MICHIGAN 38 MICHIGAN TRADESMAN May 7, 1913 Cogent Criticisms From Sunny Jim. Ludington, May 5—Anyway, when a feller wants him. Malcolm Winnie is always around. To those who do not understand the above imitation of a joke, we will state that Malcolm, who is the Rex candy dispenser for these parts, is as large sideways as he is length- ways. We are really pleased at the way Ura Donald of Cloverland accepts our Cogent Criticisms (whatever that means) and now that, in all probabili- ty, we will be far away from the scene of action, we will not be able to criticise our good friends—and, in fact, everybody’s good friends—we wish at this time to apologize for any harsh remarks we may have made regarding the traveling pests. If it were not for the fact that we are out of a job and may have to call for a loan, we would never apologize, and we wish it understood that when we get located the past enmity is again in force. Even if the average traveling man complains of business the clothing man still says Business Suits. In reply to Guy Pfander’s kind obit- uary of ourself, we are obliged to come back and say that among the several splendid correspondents (Jim- mie excepted), he has been handing in one of the most interesting col- unins of news in the Tradesman. iloly Smokes! Cloverland has re- ceived another setback. Urie — has sent in a pome. All the “pomes” sent in by the other correspondents only makes ours shine out all the brighter. Our idea of the real traveling pest is the one who will leave his coat and grip in a double seat in a regular coach and then go into the smoker and sit. If Grand Rapids Council, No. 131, would devote one-quarter of effort to 131 for a whole year that it does to the convention in June, wow! they’d have 1,000 members in no time. There are none in Michigan that can do more than they can when they really get down to brass tacks. We're peeved. We've called Freddy Richter, the Tradesman’s veteran correspondent, most everything that he really is, a few of the worst, how- ever, being omitted, and durned if he has yet let his dander arise. At least one in Grand Rapids seems to have “got next” to the traveling man. From an outside survey, it seems that the correspondent of the Evening Press was either disappoint- ed in life or the world has been dis- appointed in him, the latter probably being the case. Has anybody heard of the where- abouts of one William Pohlman? Must have got in that high clover in Cloverland. Boost for Fred Richter for Grand Secretary. What? Will someone please step forward and explain why they call it “Grand” Secretary when Fred Richter it is? Listen to Traverse City Council! They won the championship in per- centage of gain in membership. All they need to get is four members to make a 25 per cent. gain. At least one satisfaction a fellow can get is they will say good words for him if he will only lie down and die. According to Chirpings of last week, two traveling men spent Sunday with their families. And despite this, they will talk about them! if you don’t believe Grand Rapids Knows How, just trip up to the con- vention next month. Last week our “loving” editor took a filing at the swat-the-fly-foolishness. We might add swat the fly as adver- tised, but don’t forget to buy the usual amount of sticky flypaper. H. D. Bullen, the “honker’” from Jackson, says J. A. Raymond is again on the road. Reading further, we are pleased to find it is the road to lfonk, honk! Grand Rapids’ correspondence re- minds us of a well advertised hair Tecovery. tonic—going, going, gone. Wouldn’t it be a terrible calamity if we were obliged to become a trav- eling man again! Looks like out of work, out of mind. Chirpings From the Crickets. Battle Creek, May 5—I guess prob- ably No. 253 is now some Council. Committee meetings every few days. A personally conducted tour through the Postum Cereal Co.’s fac- tories and offices for the afternoon of May 17. Our regular meeting in the evening. Our banquet in honor of our Grand Counselor, John Quincy Adams, at Post Tavern, Saturday, May 24. Our Secretary placed the tickets for our banquet with the boys Saturday and this week all brother U. C. T.’s of 253 will have a chance to buy banquet tickets for their fam- ilies. We are arranging for capable talent in the speech-making depart- ment and will be favored with good musical talent. Brother W. H. Ire- land is chairman of the music com- mittee and he will give the Council the benefit of his thorough training and executive ability. The aim of the several committees is to make this banquet a huge family gathering of our boys and their wives and to serve as a love feast to our Grand Coun- selor who has worked so hard and has sacrificed so much of his own The Colon Juvenile Band. ‘red Read the popular boniface at the Hotel Stearns, is about to severe his connections with that hotel as he has accepted a position as general Williams at Mr. Read has been manager of the Hotel Manitowoc, Wis. employed by the Stearns Hotel Co. for the past thirteen years, serving four years of that time as manager of the Epworth Hotel and the remain- der of the time as manager of the Stearns. Fred is probably one of the best known and liked hotel men in Western Michigan and his many friends, especially among the travel- ing fraternity, will hear with regret ot the contemplated change. During his residence here, which dates back twenty-two years, he has been iden- tined in many ways with the growth and progress of Ludington. cently he resigned his position as a member of the cemetery board. His removal to another city will be a distinctive loss to the community and his friends, whose names are legion, extend best wishes to him in his new field to endeavor. His suc- cessur has not been announced as yet, but it is understood that one has been secured. James M. Goldstein. Only re- time and pleasure for the U. C. T. of Michigan. I trust by this time that you have sent your self-addressed reply postal card back to our Secretary, regard- ing whether you are going to the State convention at Grand Rapids June 13 and 14, or not. Do not neg- lect this a day longer, as our Secre- tary has been called upon to give Grand Rapids a report on how many people will attend from our Council. Our Grand Counselor gave us his estimate of the number he thought would go from Battle Creek and to us the number was very discouraging. Let us all arrange our business and social affairs so we can be at Grand Rapids in goodly numbers and make it easy for all brothers to fully un- derstand why we have two brothers in the Grand Council of Michigan. We have made a reputation for our- selves jof pulling together for the mutual good. Let us live up to this reputation and all join hands for a full 253 carload of 253 people. Brother M. Russell is out for the All Steel Paper Baler Co., of this city. Morrice reports sales as good. We are all glad to see you succeed, Morrice, and trust you will find time to attend your Council’s next meet- ing and get ready for Grand Rapids. srother Chas. Lawler is covering his territory in a new machine. hk. S. Hopkins, of Kalamazoo Coun- cil, was a visitor in Battle Creek Saturday afternoon. : Richard Mitchell, a Battle Creek boy, representing the Badger Candy Co., of Milwaukee, is one of our can- didates for May 17. Another live one for the convention. Il. B. Gerould has accepted an office position with the Grand Trunk at the division headquarters in this city. W. W. Whitney is visiting rela- tives in Kalamazoo. I. Penner, of Lansing, was home over Sunday. : W. Sturman, of Lansing visited his parents in this city over Sunday. Brother Fred Barney has been home for two weeks. Fred sold his house out of stock and is awaiting instructions. The writer has changed his line. We has gone from glucose to steel, from candy to automobiles, five pound boxes and pails to car- loads. I know my brothers wish me from success and, believe me, [ will-work day and night to make my business a success. Our Junior Grand Counselor made a change to the same line and is progressine fast. 1 am not at. the heighth of the game, as he is, but there are‘big chances for a worker. Couldn't help telling you boys, for i am just a little proud of my con- nection. The iocal Council has been sup- pled by the Publicity Committee of the Ilome Products & Coming Week with stickers to help advertise the big week in Battle Creek from Aug. 19 to Aug. 25, inclusive. Guy Pfander. —_ + -o-___ ls there any reason why people should patronize your store instead of your competitor’s? If you can think of none. make one. Grocery Stock For Sale At Traverse City, Mich. A good opening for a hustler, CHAS. M. BEERS, Trustee, «([/l» Kills Them They Run Away and Die Contains No Poison EASY TO USE— SAFE TO HANDLE Norwegian Rat Destroyer. Does not effect people or pets. Kills Rats and Mice by destroying their intestines. KILZUM quickly rids stores, factories, restaurants. hotels, homes, etc., of rats and mice. KILZUM is the only success- ful non-poison rat exterminator made. 2 For St Factories, Post* Big Can ‘are 1s NOR IMPORTING CO., Dept. 50 3134 W. Fullerton Ave,, Chicago, Ill. | 2 2 ak May 7, 1913 DECREASES DIVIDENDS. Unpleasant and Dirty Surroundings Reduce the Earnings. The attention given to ventilation, hygiene, sanitation and cleanness in store and factory operation, as well as in municipal affairs, has done a great deal to improve the efficiency, health and morals of the great army of bread winners, but here and there are quite a number of business men, bright in many respects, who are strangely neglectful in the matter of keeping their stores, factories, shops and oflices clean and well ventilated. These men always have an apparent- ly intelligeut excuse which they give, glibly enough, to justify forcing their work in dirty surround- ings, but despite these explanations the fact remains that nothing in the men to world justifies a man’s working amid dirt, and the greater the number of salespeople and workingmen the poorer business policy it is, because if you lower the efficiency of a hun- dred men you lose more money than if you lower the efficiency of a dozen. lew business men seem to under- stand how insidiously dirty surround- ings effect one’s health. efficiency and even morals and. self respect. Work- ing in an ill-ventilated store, shop or office where dust is allowed to ac- cumulate and where floors are not clean every day, inevitably people more careless and slovenly in their personal appearance, their habits and their thought, and swept reiiders lessons one’s efficiency, due both to this negligent state of the mind and feelings and to depleted ‘health, for nothing is surer than that dirty sur- roundings tend to lower in more or physical health, though it may not become apparent to the laborer himself for some time. less degree one’s A well man can always do more work than a sick one. It’s easy to be seen from the start by the close observer, that dirt lowers the moral You sel- dom find a neat, tidy, clean, well-ven- tone of the surroundings. tilated store, office, workshop or fac- tory in the slum district of a city, for as a tule all such places of business seem to seek a common low level. Also, where you see a dirty, dusty, ill-smelling, ill-ventilated store, busi- ness office or factory, where discipline is bad and the workers slovenly and unkempt it is more often apt to be in an old building with floors, ceilings and walls moldy and_ dilapidated, rather than in a new one where there are more incentives to keeping things neat; yet in an old building where the floors are decaying it is more im- portant that the room be kept clean, dry, warm and well ventilated, be- cause it is rendered insanitary by the odors from decaying floors and moldy walls. You are also more apt to find un- tidy, careless workers of low efficien- cy, with pale faces and deficient re- serve force, in such a store, office or factory than in a new one where syerything is wholesome, well ven- tilated and sunny. On the other hand, putting a young man to work in a neat, tidy store or office makes him “spruce up” in his appearance, be- MICHIGAN TRADESMAN cause it heightens his self-respect, and gives him the energy and deter- mination to do more work, and also the ability to do better work, just as it olten stops a little girl from crying to take off-its dirty dress and put on it a new, clean, beautiful one. A close observer will likewise be impressed by the fact that it is harder for a foreman or office manager to maintain good discipline in a dirty, ill-ventilated store or factory than in a clean, wholesome one. not be There may outbreaking disorder in the former, but there will be more dis- position on the part of office boys, apprentices and subordinates to talk back at the manager, foreman or other superiors. other The accuracy of these theories was forcibly on my mind a number of years ago by some experi- impressed ences IT had, and by my opportunities tor observing the influence of such environments upon a friend of mine. We were working for a large print- ing firm in the up-down district of a Wiestern city, on the second floor of a new well ventilated and lighted building where everything was kept neat, where all paper was thrown int» waste baskets and where the floors were swept twice a day and the fur- niture dusted thoroughly every moru- ing, where discipline was good, where the inen from the foreman to the office boy were required to be neat and presentable, and to refrain from all unnecessary talk during work hours. No profanity smoking or other use of tobacco were allowed, and the moral tone of the men and boys was zood. The wages, however, were low, se having a chance t» take a position with another firm at an increased salary, 1 gave up my place here and accepted a place with another firm near the slum district, where rents were much lower, and where could be done at lower price to cus- tomers, as a result of which this firm was rushed with work all the time, work and therefore could afford to pay bet- ter wages. This tirm occupied the first and sec- ond foorrs of an old moldy, weather worn building, with deficient lighting facilities, where the ventilation was poor, and where the windows were not only never raised, but kept nail- ed down. that the office boys didn’t have time to sweep out more than about twice a week, and then it was only half done, because there was almost no discipline in the office, there was 10 foreman, and no one in authority ex- cept when one of the two partners was back in the mechanical depart- iment. This company was so busy The wages were good, how- ever, and this was the only reason I took the place. I was conscious, from the tirst day of a lack of sun- light, and of breathing close, dirty, moldy air, and of a general lack of buoyancy and energy. My friend of whom I spoke also worked for the up-town firm, but about a week after I took the second place there was an opening with this second firm for a good man at a con- siderably better salary than he was receiving, so I notified him and he gave up his place and took the posi- tion with the firm for which I was iow working. This young man was perhaps 22 or 23 years old, well mean- ing, moral, upright and clean. But he was not blessed with great strength character; hile was moral and up- right simply because his associations had fortunately been good. He was impressionable and easily influenced. [iis health was only fairly good. He was somewhat subject to throat and catarrhal trouble, which had not both- ered him at the up-town place, but after working with him a few weeks in the second place in the close, un- healthy, poisoned air I noticed a change in him quite plainly. He lost his healthy color, and there was in hin a very perceptible lack of buoy- ancy and snap. But: [ noticed a greater and a sad- cer difference in him morally, for this firm being near the slum part of where the people lived the men the city poorest who worked for the firm were of lower moral tone than these with whom we had worked up- town. There were also several rath- er tough girls working for this firm in the folding, bronzing and stitching department. T do not know that any of them were bad girls, but they were careless of their words. It was quite an easy Matter to get acquaint- ed with them, and my. young friend, who had a jolly, companionable dis- position, was soon upon quite friend- them, and ed qualities which [ had never sup- ly terms with disclos- posed he possessed, and not especial- ly to his credit. They showed him to 39 be weak and deficient in judgment and good sense, qualities which | had thought he possessed. I noticed these changes in him es- pecially because I had been expecting them, since I had worked myself in this place a week before he came, and had noticed a change in myseli— not so great a change in my moral nature as in my feelings—for along with the dirt and ill-smelling air I was breathing in I was also having my health undermined to some ex- tent. | am sure it would have put mon- ey into the till of this firm if they had paid more attention to keeping their establishment clean and well ventilat- ed. [t would be impossible to say what they lost in dollars and cents condition, but as they emploved fiiteen or twenty men, hy its insanitary boys and girls, it certainly would have been better if these workers had with sanitary been supphed surroundings for more doing the largest amount of work possible to each one, as well as work of a better quality. \ll storekeepers and business men should realize that dirt, foul, dis- ease-breeding air and other insanitary their trade and finished conditions decrease their output of products, whatever those products may be, and selling or that supposedly “cheap” operation is in the end expensive. Two or three dollars a week for the services of an extra office boy, porter or janitor to keep things clean might 75 a week in in- Motes. save from $20 to $ creased efficiency. PEP. 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. 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 goods they sell. Mr. Grocer, let us suggest that you fall into line. You won’t regret it & & BUR &B& If you are not selling it now, good profit from the MICHIGAN TRADESMAN May 7, 1913 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. Traverse City. Grand Treasurer—Joe C. Wittliff, De- Richter, troit. Grand Conductor—M. S. Brown, Sagi- naw. Grand Page—W. S. Lawton, Grand Rapids. Grand Sentinel—F. J. Moutier, Detroit. Grand Chaplain—C. R. Dye, Battle Creek. Grand Executive Committee—John_D. Martin, Grand Rapids; Angus G. Mc- Eachron, Detroit; James _E. Burtless, Marquette; J. C. Saunders, Lansing. Michigan Knights of the Grip. _ President—Frank ‘L. Day, Jackson. Secretary and Treasurer—Wm. J. Dev- ereaux, Port Huron. i Directors—H. P. Goppelt, Saginaw; Adams, Battle Creek; John D. Martin, Grand Rapids. 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. Cc. Leavenworth, W. E. Crowell, lL. P. Hadden, A. B. Allport, D. G. McLaren, J. W. Putnam. News and Gossip of the Grand Rapids Boys. Grand Rapids, May 5—There was a good attendance, considering the warm weather, at our meeting last Satur- day evening, May 3. B. J. Holmes and W. H. Fisher were initiated in regular form. Two more applica- tions were in the hands of the Secre- tary, but the applicants were not present to take the work. Let us add at least five more to these two for the meeting to be held June 7. Don’t forget that on next Satur- day, May 10, there will be a dancing party at Herald hall. Some tickets have been sold but the committee can take care of more. This will be the last party of the season. The re- ceipts will be added to the entertain- ment fund for the Grand Council meeting. One dollar a couple; re- treshments free. Brother Fred Croninger’s mother died very suddenly April 24. Mem- bers of No. 131 extend their deepest sympathy to Brother Croninger. On May 17, all the U. C. T. ladies are invited to attend a meeting to be held at the Pantlind Hotel. and be present at this meeting. Your assistance is needed to make the Grand Council meeting a success. It was reported Saturday evening that only a small number of boys had ordered their uniforms to be worn in the Grand Council meeting parade. Get busy at once and give your order to Grumbacher & Major. We ought to have at least 200 members in line. If you have any respect for the or- der you belong to, please show it. Howard Damon was present at the Be sure Charlevoix, East Jordan and Howard is very thin and strong, but we hope he will be back in his normal condition meeting. not very by June. Howard is a good worker and we need his services at that time. Wim. D. Bosman. +22 Wafted Down From Grand Traverse Bay. Traverse City, May 5—Traverse City Council will give another danc- ing party next Friday evening and all members and their friends are cordially invited to attend. men are requested to wear negligee shirts and the ladies shirtwaists. This is our first May party. Of course, you Gentle- are supposed to wear the remainder of your wearing apparel with the above named articles. Harry Regan and Dr. Bill Ruddell performed a medical operation on a iriend at the Park Place Hotel re- Well, boys know how. The P. M. only had the misfortune to cently. Can you beat it? have four trains late last month leaving Tray- erse City, out of about 100 passenger trains that leave here. Guess that is a record to go up against. The boats are now running between soyne City. While Homer Linsea, of Petoskey, and one of Morley Bros. best sales- imen, has been one of the Tradesman readers for some time, he has not been a subscriber until this week. We understand that Homer is some marksman, too. Well, we at times can shoot and at times get shot. Otto Carlson of Cadillac, says he will not be outclassed by Bert Agens, of Petoskey, since Bert makes his territory with a Ford. Otto now en- joys all the pleasures of life in a Buick. John Ames Hannah, Lays & Co.'s salesman, was seen making his ter- ritory on a bicycle the other day. John says he has less tire trouble than those who have automobiles. The P. M. will have a Sunday train from now on, leaving Grand Rapids in the morning, arriving here about 1:20 p. m. and leaving here at 5 p. m. tor Grand Rapids and intermediate points. Makes all local stops. The M. & N. E. has made a change in its train service, but about the only change of any consequence is that we will have two trains daily into Honor, the same as last year. Charles Wheeler, of Marquittee, is putting lard in his hair, so he can comb it at the next Grand Council nieeting. There really were some _ things about the last meeting of our Juris- prudence Committee that did not meet the approval fof all the members. Well, 3 o'clock never did look like 2:30 to us. Whhat’s the use of stating a meeting time if you do not intend to keep it? The next meeting of the Jurispru- dence Committee will be held at Mrs. Richter’s residence, 624 Union street, next Sunday morning, at 10 o'clock. Mr. Richter and the remainder of the committee are urged to be present. Bring cigars. Adrian Oole has disposed of his home here and anticipates moving West, but only a few doors from wiere he now lives. We notice the attendance at morn- ing church services has dropped con- siderable since our ball team has been in training here. U. C. T. membership in Michigan now reads 2,626. Are you one of them? Fred C. Richter. —_—_>->—___ Fred Richter Heartily Endorsed for Re-election. City, May 5—Traverse City Council is justly proud of the record which has been established in the office of Grand Secretary and they Traverse Frederick C. Richter. feel at liberty to ask of the delegates elected to the Grand Council meet- ing in Grand Rapids for the support of every one entitled to a _ vote in order that we may again. re- elect the present incumbent to this high office. During the past week the campaign committee of Traverse City Council, No. 361, has issued to the subordi- nate councils of the State of Michi- gan the following letter, which will explain itself: To the Officers and Members of the Subordinate Councils of Michigan of the order of United Commercial Travelers of America—Greeting: As we are approaching the annual Grand Council meeting which will be held in Grand Rapids June 13 and 14, we beg to advise you that Traverse City Council No. 361, again places before the convention for the consid- deration of the delegates the name of our esteemed brother, Fred C. Rich- ter, for the ofmce of Grand Secretary. For four years Brother Richter has filled this office with great credit to himself, as well as to the order at large, and we feel that no one is more capable to discharge the duties of this high office than the present incum- bent. We deem it unnecessary to go into details with to the many qualifications of Brother Rich- ter, as nearly every member of the U. C. T. in Michigan knows him or knows of him. Traverse City Council No. 361, heartily endorses the candidacy of Brother Richter and we kindly ask the support of every member of the order and hope that the choice this year will be unanimous on the first ballot. We trust that your representatives to the Grand Council meeting will endorse the candidacy of our present Grand Secretary and will assist us in every way possible to bring about this election. With best wishes for the continued success of your council, we are, reference Fraternally yours, Adrian Oole, Past Counselor. W. F. Murphy, Senior Counselor. Harry Hurley Sec’y-Treas. Committee. ——_+-+2—___ Manistee Advocate: We learn with reeret that Jimmie Goldstein is to leave Ludington according to an ar- ticle in the Ludington Chronicle. We are sorry to hear of it, as it takes a eood live wire, great ball fan, clever writer and general good fellow out of the State League circuit and those are the kind we hate to lose. Well. no matter where “Jimmie” pitches his tepee, he has our best wishes. ——_—_»>+>—___ It is an easy matter to stick a pen- holder into an ink well but it is an entirely different proposition to put an idea to paper and have it go forth and sell goods and arouse humanity to a knowledge of better things. Yet the advance of the world shows that these are the processes by which im- proved conditions have been brought about. First we must conceive the thought in the mind, then we must jot it down in concrete form, and then we employ printing ink and paper and send it forth to revolutionize and readjust things that were out of joint. ——_+2+____ Evidently Fooling the Farmers. A very smooth stranger has been interesting the farmers in the vicin- ity of Pinconning. Worth in a seed proposition which savors very much of the old Bohem- ian oat deal. A full carload of seed oats has been shipped to Pinconning and is to be distributed among those who have already signed a contract to grow a certain number of acres of the so- called “Mammouth” oats. The con- tract requires the farmer to deliver to the order of the party of the first part one-half of the entire crop raised from the seed furnished. A clause makes it necessary for the farmer to bring a certificate from the party who threshes the oats which shall show how many bushels he threshed; and to certify that they were from the seed furnished. By the way of further inducement, the stranger has promised the farmer who gets the largest yield of oats a new binder. Saganing and ‘ | ee eee ee eet “= i ; 3 May 7, 1913 Honks From Auto City Council. Lansing, May 5—-Brother W. W. Cronk, who represents the Evans Candy Co., was initiated into the mysteries of our order at our last regular meeting. Brother M. T. Sherwood has ac- cepted an invitation to tour Michigan with the Cleveland Chamber of Com- merce on a special train leaving Cleveland May 12, visiting the best cities of our State, such as Detroit, lansing and Grand Rapids. Brother James F. Hammill, accom- panied by Grand Counselor Adams, made an official visit to the Owosso Council at their regular meeting last month and will serve the Adrian Council in the same manner next Saturday night. Our advice to Adrian Council is to be careful. Brother M. L. Moody suffered to- tal blindness for a short time recent- ly while calling on his trade in In- diana. Ask him to explain. The original U. C. T. hotel bill has passed both branches of the legis- lature, with but few amendments. and is now up to the Governor for his approval, which it is certain to receive. Much credit for the pas- sage of this bill in the Senate is due Senator Weadock, of Saginaw, and District Deputy James F. Hammill. We are safe in presuming that 3cother Fred Richter’s ears tingled last Saturday night because of the good things said about him in con- nection with his work as Grand Sec- retary. In our haste while writing the items for last week, we neglected to state, in connection with the last party of the series given by our Council, that some unique entertainment was fur- nished by Brothers Sherwood and Butler, who engaged in a friendly wrestling match, which resulted in a draw. , On Sunday, May 18, our entire membership will attend the morning service of the Pennsylvania avenue Congregational church. A sermon on commercialism has been prepared by the pastor and a good attendance is desired. Brother Ward Hill, representing the Lansing Bridge & Iron Co., says his business is exceptionally good over in Ottawa county. Why Otta- wa county? HD BG: ——-+ 2 Bracing Breezes From Muskegon. Muskegon, May 5—Meet me in Grand Rapids June 13 and 14. Keep your eye on the boys with the gold headed canes in the U. C. T. parade June 14. They are the ones who will take the money home with them. Wm. Engle, our Past Senior Coun- selor, is the happy possessor of a beautiful emblem of our order, a gift from Muskegon Council. Bill seems proud to wear it and we are proud to have him. J. W. Campbell, who for the past few years has managed the summer hotel at Clifford Lake, has succeeded D. H. Briggs in the Montcalm Hotel, at Stanton. Since the Montcalm has been remodeled, it is one of the green spots along the pike and, from what we have learned about Mr. Campbell, MICHIGAN TRADESMAN we have every reason to believe he will proceed to organize a Comeback Club. The committee on arrangements for the U. C. T. convention will soon mail letters to each member of Muskegon Council with an addressed return en- velope. Kindly return these prompt- ly, so the committee can complete its work at the earliest possible date. Our base ball team are doing fine work, but some of them have dis- covered there is quite a difference be- tween a hit and a score. Some get hit for scoring and some get scored for hitting. If you want to know who is boss, ask the manager, We did not learn the gentleman's first name, but his last name is Tuloff. Now what we want to say is this: Mr. Tuloif has severed his connection with the J. Geo. Dratz Dry Goods Co., of Muskegon, and has accepted a road position with the Grand Rapids Notions & Crockery Co. By reason of his former position, Mr. Tuloff is eligible to membership in our or- der. Go after him, boys, and see who gets him first. Ask Bro. Monroe about Nashville. Fle will tell you the rest. He likes to tell it. According to the public pulse col- umns of the Grand Rapids Press under date of April 29, the traveling man “goeth about like a roaring lion, seek- ing whom he may devour.” For- tunately, no one has even been ac- cused of trying to devour a traveling man. I suppose we are so tough they would not tackle us. J. H. Lee. ——_2-2->—____. Business Ethics Hurled at Bay City Travelers. Bay City, May 5—“‘The day has come when ethics are as much ap- plied to commercial affairs as to any of the professions. It is no longer considered the proper thing to ‘skin’ a customer by sharp tricks, to over- load a man simply because you can induce him to buy more than he will be able to sell or to pad his order. The unscrupulous salesman may get by with a sharp trick, but there is a law of compensation in business which is sure to overtake him,” said is. C. O'Meara, in an address at the luncheon given at the Elks’ temple Saturday evening by the Board of Commerce to the traveling salesmen at Bay City and Norteastern Michi- gan. Mr. O’Meara’s talk was upon the subject of salesmanship. He told of the difference between a salesman and an order taker, explained the psychol- ogy of business getting, and dwelt largely on the term “service” as ap- plied to the work of the traveling salesman. “The salesman must not only know his customer but he must know his goods,” he said. “He must be able, too, to render the customer actual service. To sell him those goods upon which he can make a profit and, if necessary, to explain to him how that profit can be made.” Wilson M. Taylor, a co-worker with Mr. O’Meara explained by per- sonal examples, how to read a man’s character. Mr. Wilson made no speech, explaining that he could best inform those present by individual character reading, and throughout the time at his disposal he was sur- rounded by heads of houses, travel- ing salesmen and _ others present, each anxious to have an “individual character reading.” Foilowing Mr. Taylor, the playlet, “The Salesman’s Vision,” was pre- vented. It consisted of a series of tableaux representing the develop- ment ot the Saginaw valley, in which the characters, representing the spirit of the different periods, appeared in a salesman’s dream and left with him a watchword for his guidance. The characters were, in their order, an In- dian chief, Father Marquette, a trap- per, woodsman, a farmer and a mod" ern salesman. After this had been presented a buffet luncheon was served, this being followed by two hours devoted to social intercourse. Secretary Runyan, of the Board of Commerce, had charge of the pro- gramme, and in a talk explained that the meeting was held for the pur- pose of getting in closer touch with the men who covered Bay City’s ter- ritory and urging upon them the idea of always “boosting” for their home. ——>->-+____ Celebrated Their Silver Anniversary. Saginaw, May 5—The members of Saginaw Council, No. 43, United Com- mercial Travelers, celebrated their silver anniversary with an initiation in the afternoon and social gathering in the evening at the Foresters’ tem- ple. At the afternoon meeting de- finite arrangements were made for a special train to carry the local travel- ers to attend the State convention at Grand Rapids, June 13. About 100 will go from Saginaw including ladies, who are complimentary at the Grand Rapids hotels. It is also expected to take the Third Regiment band. At the conclusion of the programme dancing and cards were enjoyed un- til 12 o clock by the Third Regiment orchestra and about 200 were in attendance. The committee in charge of the arrange- ments consisted of Ora Lynch, Dick Benway and William Moeller. —_+++ Seepings From the Soo. Sault Ste. Marie, May 5—F. Ber- nier, meat cutter for A. H. Eddy at his Palace market, has resigned. The Soo Hardware Co. has placed an order for two Cass delivery trucks, this being the first order of the kind placed by any of the hardware firms here. Price Eagle, representing Hickler Bros., agents for the Standard auto trucks, is giving a demonstration here and it looks as if numerous or- ders were in sight. W. G. Tapert. Music was furnished ——_>-+-2—____ Eaton Rapids Journal: Charles Richard Foster was greeted by a small but appreciative audience at the Methodist church last Friday even- ing, and those who heard him are agreed that he is as good a reader and impersonator as has ever appear- ed upon a local platform. Several numbers by the male quartette added much to the evening’s entertainment. —_——_2-2— It doesn’t take a fast young man to run through a fortune. 41 DUE TO DEMAGOGISM. The proposed amendment to the State law which limits female labor to 54 hours a week, whereby the small town stores would be exempt from its provisions failed of passage by the recent Legislature, the entire influ- ence of the State Labor Department being thrown against it. The old law with its limitations remains in force, applying to the small towns, the cross roads and country stores as well as to the stores in cities, and in his annual report Labor Commis- sioner Perry F. Power finds in this a matter of congratulation. The de- mand for this amendment to the law was widespread, and this demand was based not merely upon the wishes of the small town and country mer- chant, but upon the desires of their patrons as well. The patrons of the small town stores are mostly farm- ers. During the summer months, from seed time to harvest, the farm- ers are busy and their only oppor- tunity for shopping is in the evening. Work on the farm must go on while the sun shines and under this law the country stores cannot be kept open at the only time when the farmers can come in to buy their supplies. The practical operations of this law is to give the mail order houses a great boost, but it is distinctly tough on the country merchants and it re- acts on the farmers as well. A few scattering merchants about the State may be found whose circumstances and farmer trade may be such that Whether they keep open evenings or not during the summer months makes little difference, and in his annual re- port the State Commissioner quotes such letters to this effect as he may have received, but the great majority of the country merchants of the State are opposed to the law as working a hardship upon them and driving the farmers to the mail order houses as the only means of getting supplies needed on the farm during the busy season. The law, as applying to mer- cantile life, is not needed not even in the cities, and to enforce it against the country and small town mer- chants where women clerks are amply protected by circumstances and pub- lic sentiment is an unwarranted inter- ference by legislative enactment with business affairs. That Commissioner Powers should endorse the law has no great significance beyond his will- ingness to truckle to labor union sen- lingness to truckle to labor union sen- timent in the hope that thereby his othce holding career may be prolong- ed. He can hardly hope for a con- tinuation in office under the present administration, but a year hence he will be out for votes for an oifice of some sort and, no doubt, he will be pointing with pride to his handicap which he has helped keep upon the country merchants as one of his claims to recognition. —_2+2—____ Sidney Harris has engaged in the grocery business at Trent. The Worden Grocer Co. furnished the stock. —_>+.—___ Are the people who tell us not to worry in the immune class? 42 MICHIGAN TRADESMAN 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. Michigan Svate Pharmaceutical Associa- on. President—Henry Riechel, 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; S. Koon, Muskegon; R. W. Cochrane, Kalamazoo; D. G. Look, Lowell; Stevens, Detroit. Grand Rap- Grant Michigan Pharmaceutical Travelers’ As- sociation. President—F. W. Kerr, Detroit. Secretary-Treasurer—W. Ss. Grand Rapids. Lawton, Grand Rapids Drug Club. President—Wm. C. Kirchgessner. Vice-President—E. D. De La Mater. Secretary and Treasurer—Wm. Tibbs. Bxecutive Committee—Wm. Quigley, Chairman; Henry Riechel, Theron Forbes. Spring Lines Which Afford Good Margins. For the warm days of early spring punches and lemonades make good leaders. They may be prepared easi- ly and quickly, and when a cold day turns suddenly into a warm one, a punch is just the thing to bring the people off the street into your store. We must remember that people are still wearing their heavy clothing, and are not prepared for sudden rises in temperature. When such occur, it makes things good for the soda busi- Do not let your competitor ect this early business. Even though your fountain is not running full blast, make up a bowl of lemonade and go ness. after business. Grape Punch. A good leader for a hot spring day. Squeeze a sufficient number of oranges to get one pint of juice; add the juice of one lemon, four pints of fil- tered water, one pint of grape juice, and sweeten to taste. Slice a couple of oranges thinly and cut the slices into quarters. Let these float in a bowl of punch and also add a few bright red cherries. A. couple of bunches of real grapes hung from the side of the bowl will give value to the decorative side of the drink. Spring Lemonade. When we get right down to it, there isn’t any better thirst quencher or trade winner at this time of the year than plain lemonade. The writer has been preaching this for years, and expects to keep on preaching it. We do not mean lemonade manufac- tured to fill single orders by the glass. Lemonade is like soup. Jt should be made up in quantity. After it stands and blends, you get a much better product than you ever can in making up individual orders. Lemon- ade is a corking good seller, and will always be a prime favorite. Such being the case, it is a mystery why the druggists let any of the street- corner venders get any of this busi- The citric-acid product can not compare with the real beverage, and their usual manner of serving is cer- tainly below par. Yet. they plug along and get a lot of business in a quiet way. Ideas In Serving. While there is nothing new about lemonade, there may be in your way of serving. If you can dig up some- thing different, it will be a good ad- vertisement. Lemonade is of suffi- cient importance, especially in the spring, to justify you in getting up something quite elaborate. One druggist has a lemonade well. This is a reproduction of an old-fash- ioned well, with cover, “old oaken bucket,” and a miniature windlass. The outfit rests on his soda counter and really masks a _ crock around which ice is packed. Another dispenser has a miniature pump and actually pumps lemonade for an enthusiastic following. The pump part (a rustic effect) stands above the counter, and the reservoir is below. This dispenser serves an old-fashioned cruller with each glass of lemonade. A large block of ice hollowed out to support a glass bowl atiords a striking way of serving. A folded towel inserted under the block of ice will act as a wick and conduct off the drip as the ice melts throughout the day. Some dispensers hollow out a Llock of ice and pour the lemonade into this receptacle. But this scheme needs pure ice—ice that is above re- proach. The effect is striking. Saratoga Punch. This is a prepared punch, suitable for trade that is looking for some- thing different. Mix two pints cham- pagne cider with a half a pint of fresh orange juice and half a pint of fresh lemon juice. Add four pints filtered water and a half pint of crushed strawberry. Now sweeten to taste. The crushed straw- berry will sweeten the mixture to some extent, but a little more sugar will probably be needed. Add a little chopped orange, a few cherries, anything of this sort to garnish the drink. Beat up the whites of six eggs with a little pow- dered sugar and float on top of the punch. This is purely decorative. Serve from a bowl in which a small cube of pure ice has been placed. Stir frequently when serving. A great deal depends on a man’s ness. away location. The uptown druggist with a fashionable trade must put on a few frills. These people usually have plenty of time to spend over their drinks, and will go where something is served that seems different, even if the difference only consists of a new name. The business men down town, on the other hand, want something that they can gulp ina hurry, and this suits the druggist in that location, who is usually just as busy as the busiest of them. - Chocolate-Coated Fruits. A druggist is having great succ¢ss with chocolate-coated fruits, which are served_with sundaes and similar specialties. This man says that if you want to attract the women you must use chocolate in some form, and he is more than half right. Choc- olate novelties will stay in vogue longer than any other, and attract more actual cash. Half a fig, dipped into melted choc- olate and then cooled, makes a most attractive decoration for a sundae. Whole dates may be treated in the saine manner. These will give you something that the average druggist has not in stock, and help you to build up a very high-class trade, de- rived from people who are willing to pay extra for something good. “Roots and Yarbs.” Do not forget that springtime is associated with “roots and yarbs” in the minds of many old-timers. Ear- ly spring is a good time to feature root and birch beers. These drinks give you something that can be dis- pensed rapidly, and they are popular with men. When the weather is still raw it does not always pay to put on sale the numerous specialties which crop up later during the season. A man may not open his fountain at ali, and still do a good business with root beer and lemonade. We urge all druggists to open the fountain early; in fact, to keep it open all winter if they possibly can. But we urge them still more strong- ly to put on sale some good special- ty during the warm days of early spring, whether the fountain is open or not. It gives you a very bad start to have nothing on sale at your soda fountain, especially when the hot days come along in May. If your competitor has his fountain going, he is bound to pick up all the unat- tached customers and possibly a num- ber of your own. It is much easier to hold a man’s custom than to win him back after he has wandered into other folds. Often he feels sheepish at having deserted you, and thus he is apt to remain away for good. Do not let him have an excuse to stay away. On the other hand, try to be tirst in the field, and then when the stray sheep come along you can gath- er them in. W.. S. Adkins. — 72> T. P. A. Secures Telegraph Credit for Members. The Michigan division of the T. P. A. is demonstrating to its home office that Michigan is on the map of the Association. The latest move of the local officers of this division is to muke arrangements with Postal Tele- May 7, 1913 graph Co. to permit members of the T. P. A. to send “collect” messages via their lines without ‘the usual cash guarantee. The Postal Co. has 1s- sued very neat cards to the Associa- tion, which are filled with the mem- bers name and signed by the officers. This card, when so signed, serves as an identification card when presented to any Postal telegraph office and the bearer is allowed to send his messages collect. This convenience is greatly appreciated by all the members of the T. P. A. and it also serves to show that the officers of the Association are awake to the interests of the membership. R. S. Greenwood, local manager of the Postal, states that since the T. P. A. has started the ball rolling, this arrangement will, undoubtedly, be ex- tended to the other traveler’s organ- izations of the State. To the T. P. A., however, belongs the honor of mak- ing Grand Rapids the first city in the country effect. The Michigan division of the T. P. A. has increased its membership 68 per cent. in the past year. This is the largest percentage of growth of any state in the Association. to put this arrangement in ——_2 22 -—_ In the District Court of the United States for the Western District of Michigan—Southern Divi- sion—In Bankruptcy. In the matter of Clarence M. Jen- nings, Robert S. Jennings, and Jen- nings Brothers’ Partnership, bankrupt: Notice is hereby given that in ac- cordance with the order of this court I shall sell at public sale to the highest bidder, on Saturday, the 10th day of May, A. D., 1913, at 2 o'clock, p. m., at the store formerly occupied by said bankrupts, at Lawrence, Van 3uren county, Michigan, the assets of said ‘bankrupts, consisting of and being appraised as follows: Drugs, $372.66; Patent Medicines, $422.45; Nyall and Rexall Remedies, $54.31; 300ks, Tablets and Druggists’ Sun- dries $428.70; Goods in cellar and store room, $76.28; Tobacco and Ci- vars, $97.76; Fixtures, $265.22; Book Accounts, $260.21; less the exemptions bankrupts by law, and cash on hand. An itemized inventory of said assets may be seen at the office of the undersigned trustee in Law- rence. Said sale will be for cash and subject to confirmation by this court and notice is hereby given that if an adequate bid is obtained, said sale will be confirmed within five days thereafter, unless cause to the con- allowed the ‘trary be shown. 29th day of April, A. Amos C. Benedict, trustee. Dated this D., 1913. —__2>-2.—_— Drug Market. Opium—This has advanced 25c per pound, which is based upon the ex- pected doubling of the import duty. Morphine and Codeine—Both these items are firm and an advance is ex- pected. Cod Liver Oil—Last week's catch was about normal and as fishing will continue for five weeks more, the catch is expected to be an average one. —_———-.-s-e——" In order to be a social favorite a man may be a cheerful liar. aieccia pisacenSiieus sabia May 7, 1913 MICHIGAN TRADESMAN 43 Acids Capers Bees aeee, ¢ a pee ae. - a MIZCTON 8.5.4... 50 entian ‘ Acetic ...-..+... 6 @ 8 Wucalyptus ..... 75@ 85 Ginger ...... ee | a GO BOHIG 7.00... .. 10 @ 1b Bees pure 1 . Guaiac ... . @ a i 24 uniper Berries .. 125 Guaiac Ammon.. @ oo : q ~. Juniper Wood Wa 0 Fddine ........... @1 00 Bee en ecces @ % Lard, extra ..... 85@1 00 Iodine, Colorless @1 2 Muriatic ........ 14@) 9 lard) No.1 2... 75 86 Ipecac ........... @ 7 NHtHe ......... .. 5%4@ 10 Lavender Flowers 4°00 iron, clo. .-...... @ 60 Oxalic 13 @ jg Lavender, Garden 85@100 Kino ............ @ 75 Soe acces h | Demon 2.000. 4,00@4 50 Myrrh 2.0)... @ 60 Sulphuric ....... 1%@ 5 [Linseed, boiled bbl @ 51 Nux Vomica .... @ 50 Tartaric .......- 38 @ 42 Linseed, bid. less 55@ 60 Opium .......... @1 75 : Linseed, raw bbls. ® 50 Opium Camph. @ 60 Ammonia Linseed, raw less 54@ 59 Opium, Deodorz’d @2 00 Mustard, true ..4 50@6 00 Rhubarb ......... @ i6 Water, 26 deg. .. 64%@ 10 Mustard, artifi’l 2 75@3 00 ier, 18 des... @ 8 Roars 4 eee Paints a. a 2144 . ive, pure ..... Q@3 0 Lead, red dry t@ 10 Water 14 deg. ... ag . Olive, Malaga, : Lead, white dry 7@ 10 Carbonate :..... 13 @ Vellow....... 60@1 75 Lead, white oil 7™@ 10 @hlonide)4)01..) 12 @ 15 Olive, Malaga, l Ochre, yellow bbl. 1 @ 14 green ...... 50@1 65 Ochre, yellow less2 @ 5 Balsams Oratige, sweet... 4 00@450 putty. 0. 24@ 5 / i Organum, pure 1 25@150 Red Venetian bbl. 1 @ 1% Copaiba ....... -. 75@100 Origanum, com’! 50@ 75 Red Venet’n, less 2 @ 5 Fir (Canada) .. 1 75@2 00 poo saa. . 2 eee v Sue Prepared 1 40@1 50 i ‘ am «0 Feppermint ..... 5 a Fir (Oregon) ....40@ 50 ose, pure ... 16 00@18 00 Veruuiicn! a ce 20 Per ...5....5.. 225@2 50 Rosemary Flowers 90@1 00 Whiting, bbl. .... 1@ 1% Mola ea 1 25@1 40 Sandalwod, E. I. 6 25@6 50 Whiting ........... 2@ 5 Sere is re ay nl Berri Sassafras, artifi’l 5 Insectici pi _ Spearmint ..... 00@6 50 sre nee @ubeb 0001.00: 65@ 75 | Sperm. .....)): 90@1 00 Arsenic .......... 6@ 10 Tn J b@ 20 Bansy ...:-..... 475@5 00 Blue Vitrol, bbl. 6@ 6% Lo sseee 1, Sen URE... 25 35 Blue Vitrol less 7@ 10 Juniper .........-. 6@ Turpentine, bbls. ..@46% Bordeaux Mix Pst 8@ 15 Prickley Ash .. . @ 50 ‘Turpentine, less 50@ 55 Htellebore, White Wintergreen, true @5 00 powdered .... 15@ 20 Barks Wintergreen, sweet | Insect Powder .. 20@ 35 birch ...... @2 25 Lead Arsenate .. 8@ 16 Cassia (ordinary) 25 Wintergreen, sete 500 60 ie Ss ee Ke 2 Aer i 75 Wormseed ...... 6 00 ution, gal. a oe ao ag Wormwood "<<. e 00 Paris Green .... 15@ 20 Our H C Oak ic Sassafras (pow. 30c) @ 25 | Potassium Miscellaneous eee anes Leenes oF err Soap (powd. 25c) @ 15 Peres eee io mA goers See ag 35 aa ae es ae eae Bromide ........ 45@ 65 Alum, powdered 2 7 : : : Extracts Gaijonate R@ 15 22 We are distributors of the Walrus soda fountain made [icorice: 1005.0... 24@ 28 Chlorate, xtal and [ Bismuth, Subni- : “Le lieoties: wowdered 25@ 20 . Bowgcred 12@ 16 trate 0 2 10@2 25 at Decatur, Ill. ‘We have five complete fountains on exhibi- Chlorate, granular 16@ 20 Borax xtal or A - : : : Flowers Gyaniae! 30@ 40 powdered ... 6@ 12 tion in our store, and we invite the inspection and con- Aciice eo 25 Dee ke a cue Ee CA. 5 a -- 15@ 30 alomel) 22.0.5... 25@1 35 1 j 1 Chamomile (Ger.) 2@ 35 Prussiate yellow 30@ 35 Capsicum ..-..., 0@ 25 sideration of all prospective buyers. ie i E ' . armine) 66.0... 3 50 Chamomile (Rom.) 40@ 50 Sulphate ........ 15@ 20 Cassia Buds @ 40 Gums oots Chane Prepared. 8 se epared .. 6 : Acacia, Ist ...... 40@ 50 Alkanet ..-:---.- 15@ 20 Chalk Precipitated 7a Grand Rapids. HAZELTINE & PERKINS DRUG CO. a v wdere Orotonm (2. ... 88@ 48 Acacia, 2nd ...... 35@ 40 Calamus Se 35@ 40 Chloral Pate ir 00@1 15 Acacia, 3q ........ 30@ 35 EHlecampane, pwd. 15@ 20 Cocaine ..... : ae 90 Aeaccla, Sorts .... @ 20 Gentlan, powd. .. 12@ 18 Cocoa Butter '-.-- s0@ 69 [~~ 9S BRAND) . E > > es Acacia Powdered 35@ 40 powdered _ 15@ 20 Copperas bbls. ce @ 8% FOOTE & JENKS’ COLEMAN S (BRAND) Aloes (Barb. Pow) 22@ 25 eu see 20@ 2 eee: less ... 2@ 5 ° Aloes (Capé Po inger, Jamaica, opperas, Powd. 4@ 6 L d i V ll Albee a mle) ae = Gs seta 2@ fe Corrosive Sublm. 1 25@1 40 Terpeneless emon an High Class anil a Asafoetida .... 1 00@1 25 Ipecac, powd. 2 wos 00 Gite : Bo . Insist on getting Coleman's Extracts from your jobbing grocer. or mail order direct to Asafoetida, Powd. Licorice ........ 4@ 16 Dextrine ....... 7@ 10 FOOTE & JENKS, Jackson, Mich. Pune Licorice, powd. 12@ 15 Dover’s Powder “9 00@2 25 cle cte. @1 50 Orris, powdered 25@ 30 Emery, all Nos. 6@ 10 U. S. P| Powd. @175 Poke, powdered 20@ 25 Emery, powdered 54 8 Camphor ....... . 5BS@ 60 Rhubarb ..... 75@1 00 Epsom Salts, bbls @ 1% Gua Rhubarb, powd. 75@1 25 Epsom Salts, less Yao oD i aaa 35@ 40 Rosinweed, powd. 25@ 30 Ergot .......... 1 50@1 7% Guaiac, Powdered 40@ 50 Sarsaparilla, Hond. Ergot, powdered 1 80@2 00 mo veseeee @ 40 go Saar ai 2 50 iiake ee tees 12@ 15 ue l : rsaparilla exican, aie ehyde lb. i @ Kino, Powdered .. @ 45 ground ... 1). 25@ 30 Gambier jee ay 6 6@ 0 Myrrh oe @ 40 Squills -..-...... 20@ 35 Gelatine ......... 385@ 45 Myrrh, Powdered , @ 50 Squills, powdered 40@ 60 Glassware, full cases 80% @pium 7 55Q@7 75 Tumeric, powd. 12@ 15 Glassware, less 70 & 10% er eee cee Valerian, powd. 23@ 30 Glauber Salts bbl. @ 1 Opium, Powd. .. 9 00@9 20 Seen Glauber Salts less 2@ 5 Opium, Gran. .. 9 00@9 20 ° Glue, brown .... 11@ 15 Shellac ........ 25@ 30 ae Teg oe sie = a ene ee ae ip¢ ol . nise, powdered 22 ue, REG) 1... i 25 Shellac, Bleached 30@ 35 Bird, is sts 74 73 Glue, white grd 194 20 Tragacanth No. 11 25@1 30 Canary ee -- 7@ 10 Glycerine 23@ 30 Tragacanth, Pow 60@ 75 ALAaWay -+......, 12 18 Ops . 50@_ 80 a Cardamon ..... 75@2 00 Indigo ...... e--- 85@1 00 Turpentine ...... 10@ 15 Gelery .....1! 6s 60 lodine <7... 3 75@4 00 Leaves Coriander ...... 10 15 lodoform ....... 4 80@5 00 Buch oe : = ae ye ae a ae 1 Hehw 20... .).. ue Ql ese. seeeee : a eee Me 4@ “8 Mace .....0001. 80@ 90 MERICAN BEAUTY” Display Case No. 412—one Fl ace, powde ee Be ees pow ce eed we ered | Onerti 06 of more than one hundred models of Show Case, Sage, Powdered. . Bg oS Of ft Wee. wats as Shelving and Display Fixtures designed by the Grand Senna, Tinn..... 15@ 20 Mustard, yellow 9@ 12 Nux Vomica .... @ 10 Rapids Show Case Company for displaying all kinds Senna, Tinn, Pow. 20@ 25 Mustard, black 9@ 12 poe : f goods, and adopted by the most progressive stores of America Uva Urel ........ 10@ 16 Mustard, powd. 20@ 25 FEepper, black pow | 20@25 aes ee mee ' OY scece ee ace ’ ce d@ 5 Olls age BU 7 1 oh On Burgundy tne d > GRAND RAPIDS SHOW CASE CO., Grand Rapids, Michigan Ll ee SSia 2.56... : : ey Bitter, ca Cog a Quinine, all brds 2846 188% The Largest Show Case and Store Equipment Plant in the World tru sees... -6 00@6 50 Sabadilla, powd. 35 45 Rochelle Salts Show Rooms and Factories: New York, Grand Rapids, Chicago, Boston, Portland Alec Bitter, Sunflower ...... 64 g Saccharine .... 2 0 @2 20 SvUCial .....s. @175 Worm American 15/ 99. «Salt Peter ...... 7%@ 12 Alangs eect Worm Levant .. 40@ 50 Seidlitz Mixture .. 20¢ 25 ee ce 90@1 00 i Soap, green . 15@ 20 een Sweet, Tinctures Soap, mott castile 10@ 15 imitation .... 40@ 50 Aconite .......... 60 Soap, white castile =e omnes _ “e 20) Alogs foo. 60 A case ee : 6 25 ’ Amber, rectified . @ 504 Arnica .......... 60 oap, white ‘castile f K 1 i B Wnise! oo ol: 225@250 Asafoetida ...... 1 00 less, per bar a 68 our nds of oupon ooks Bergamont ..... @8 00 Belladonna ...... 69 Soda Ash ........ 1%@ 5 Catoput ....... 46@ 85 Bengoin ......... 70 Soda Bicarbonate 1%@ 5 Cassia 1 50@1 75 Benzoin Compound 75 Soda, Sal ........ 4 are manufactured by us and al! sold on the same Castor, bbls. ‘and | Buchu oo.) Nee 90 Spirits Camphor.. @ 175 oe : [ i cans Cantharadies ... 75 Sulphur roll .... 24@ 6 basis, irrespective of size, shape or denomination. Cedar Leaf .. Capsicum ....... )» 60 Sulphur Subl. .... 2% 5 oo. ; Citronella .. Cardamon ....... 75 ‘Tamarinds ...... 10@ 15 Free samples on application. pileves ; Se Comp. @ % oe aoectc . py a ‘ocoanut . atechu 60 rpentine Venice - ‘ Cod Liver .. Cinchona . @ 60 Vanilla Ext. pure 1 00@1 50 TRADESMAN COMPANY, Grand Rapids, Mich. Cotton Seed . Colchicum . » 60 Witch Hazel .... 65@1 00 Meee cceesse Cubebs .......... @ 7% Zinc Sulphate .... 7 10 44 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 Rolled Oats Tobacco DECLINED Turpentine Index to Markets By Columns Col A Ammonia ..-eseeeeese 1 Axle Grease ..--++++-- 1 B Baked Beans ...--e+-: 1 Bath Brick ...--- ieeee 1 Bluing ..----+-+- Lace 1 Reeaiast Food cee ee 4 Brooms ..---e+ees cee : Brushes .---+eerss 5455 ; Butter Color ..--++-++ c CandleS ..-.ee+ees 1 Canned Goods .- 1-2 Carbon Oils : CatSup ..-eecerees 3 Cheese ...-----++* ; Chewing Gum ...----- 4 Chicory ..---+: Soeeee e Chocolate ...----- ous ; Clothes Lines ..------ ; COCOA ccoeeessecesrre? : oe Lee eee ececee 3 Confections ae ee : Cracked Wheat ..---- : CrackerS ..--+-+++: --» © E Cream Tartar ..----- D Dried Fruits ....----- 6 F Farinaceous Goods ..- 6 Fishing Tackle ....-- 6 Flavoring Extracts ..- 7 Flour and Feed ...--- : Fruit Jars ..--- Soeeeee G Gelatine ....-e-seeeees 1 Grain Bags ...e-+ereee 1 H HerbS ...-ccoeesercoses 7 Hides and Pelts ...... 8 Horse Radish ......-- 8 J Jelly ...--..ccce+ess--0 8 Jelly Glasses .....---- 8 M Mapleine .....-sseoees 8 Mince Meat e 8 Molasses 8 Mustard ......-.-- ieee 8 N ate {oo cccbeeceeceeee | ° lives ....-:-.<-------- 8 P ees Deueece-eeece 8 Pipes ...... cb ceases 8 Playing Cards ........ 8 Sevisionn Dob eec teens 8 R Reiee ..2..c---5--- > 9 Rolled Cats ......--6 9 s Salad Dressing ...... 9 Saleratus ........--. 9 a US aa 9 Salt Gch... 35.5. 9 Seeds Sol ee cee 8. Shoe Blacking be ecbees 10 nut <2)... c.-eeeee ee | aD Roam .....-5-------ees 49 Beda ......-..- Soeceess | te Spices ......... pceccee | a0 Ktanch .......---...-. 40 Syrps ....-......---- 10 T Table Sauces ........ 10 BA oe coesoe eee. | 1D Tobacco ....... 11, 12, 13 Mawime ...--...---- s.. as Vv Wineser ...--...-.---- 418 Wicking ...... pceeece AB Woodenware ........ 138 Wrapping Paper ..... 14 iY. Keast Cake ...-...0. 1 AMMONIA Doz. 12 oz. ovals 2 doz. box 75 AXLE GREASE Frazer’s 1lb. wood boxes, 4 doz. 3 00 1th tin boxes, 3 doz. 2 35 3144lb tin ~oxes, 2 doz. 4 25 10%. pails, per doz. .. 6 00 15lb. pails, per doz. .. 7 20 25tb. pails, per doz. ..12 00 BAKED Ee No. 1, per doz. ..45@ 90 No. 2, per doz. ....75@1 40 No. 3, per doz. -85@1 75 BATH BRICK : English ....... Cee ee 5 BLUING Jennings’. Condensed Pra Bluing Small C P Bluing, doz. 45 Large C P Bluing, doz. 15 BREAKFAST FOODS Apetizo, Biscuits ...... 3 00 Bear Food, Pettijohns 1 95 Cracked Wheat, 24-2 2 50 Cream of Wheat, 36-2 4 50 Cream of Rye, 24-2 ..3 00 Posts oe z. te oo o speeeeee soe. 2 2 80 asiipee, ASS 70 Grape Nuts .......... 70 Grape Sugar Flakes .. Sugar Corn Flakes .. Hardy Wheat Food .. Postma’s Dutch Cook Holland Rusk ..... Meee E Toasted Rice Biscuit .....-. Kellogg’ : Toasted Rice PURKCS ......----+0> 2 80 Kelloge’s Toasted “Wheat Biscuit ..........--- 3 30 Krinkle Corn Flake _1 75 Mapl-Wheat Flakes, 2 doz Mapl- Wheat Flakes, 3 dGZ ....-.--- see. 2 80 Mapl- noe Flakes 5... 2 50 Minn. Wheat Cereal 3 75 Algrain Food ......--- 4 25 Ralston Wheat Food 4 50 Ralston Wht Food 10c 1 45 Saxon Wheat Food .. 2 50 Shred Wheat Biscuit 3 60 Triscuit ,18 . 1 80 Pillsbury’s Best ot 4 25 Post Tavern Special .. 2 80 Quaker Puffed Rice .. 4 25 Quaker Puffed Wheat 2 85 Quaker Brkfst Biscuit 1 90 o wSnmnonrwbrwddwtr o o Quaker Corn Flakes .. 1 75 Victor Corn Flakes .. 2 20 Washington Crisps 1 Wheat Hearts ......-- 1 90 Wheatena ......-++0-- 4 50 Evapor’d. Sugar Corn 90 BROOMS Parlor ..... pee em mae i Ul) Jewel ........-.-...-. 3 «0 Winne 4 25 Whittier “Special . sees. 2 0D Parlor Gem ......... . 3 75 Common Whisk ...... 1 00 Fancy Whisk ........ 1 25 Warehouse ........--- 4 00 BRUSHES Scrub Solid Back, 8 in. . 75 Solid Back, 11 in. 95 Pointed Ends 85 Stove No. 3 .......3...--..... 90 BD 2 5) ooo ccc-s essed ee No. 1 poet eeeoee ese 1 75 Shoe Mo 3 -...-.----.-- sok 00 INO 7 -...52...-2.6...58 60 Wo, 4 -..-.------------8 0p No. 3 1 90 BUTTER COLOR Dandelion, 25¢ size ..2 00 CANDLES Paraffine, 6s ......... 10 Paraffine, 12s ........ 10 Wicking .......-c.0+6 CANNED. GOODS App es 3 tb. Standards .. Gallon See ee @ 9 seocceee 2 50@2 75 lackberries 2 TD. ....eeeeee- 1 50@1 90 Standards gallons @6 00 Sie Little Neck, 1Ib @1 00 Little Neck, 2Ib @1 50 Clam 2" eae Burnham's ¥% pt. .... 2 25 Burnham's, pts. ...... 3 75 Burnham’s qts. ..... . 750 : Corn Haar ....- oe ee 60@ 65 Good eee oe -» 90@1 00 Faney ........ : @1 30 French Peas Monbadon (Natural) per Gone. 2.2... 5: 45 : Gooseberries No. 2; air ...:....... 50 No. 2, Mancy ......... 2 35 Hominy Standard ........... 85 Lobster 46 1D. ...--. Beet e ees 50 Se eee ccc eee ecces 4 25 Picnic Talis beeceees a ap Mackerel Mustard, 11D. ........ 1 80 Mustard, 2Ib. ......... 80 Soused, 14Ib. ...... 1 60 Soused, 2 Ib..... poco 75 Tomato, 1tb .......... 1 50 Tomato, 2ib. ........ 2 80 Mushrooms Hotels ..... @ 15 Butons, %s : @ 14 Buttons, Is ...., @ 25 Oysters Cove lib. ...... Cove, 2Ib. .....1 60 Plums Plums ....... 90@1 35 Pears in “syrup No. 3 cans, per doz. 1 50 Peas Bezeu sat ee gi 15 Early June 1 25 Early June sifted 1 501 55 Peaches Pie... oes. 90@1 2% No. 10 size can “pie @3 25 Pineapple Grated ........ 1 75@2 10 Sliced .......... 90@2 60 Pumpkin Mair ..... pose 80 Good ........ 90 Fancy ...-.c- 1 00 Gallon ........ 2 15 Raspberries Standard ........ Salmon Warrens, 1 Ib. Tall ..2 30 Warrens, 1 Ib. — ser 40 Red Alaska ....1 65@1 75 Med. Red Alaska 1 bel 45 Pink Alaska ...... 90 Sardines Domestic, %s ........2 75 Domestic, % Mustard 2 75 Domestic, % Mustard @6% French, 48 14 French, %8 ........-18@23 Shrimps Dunbar, ist doz, ......1 30 Dunbar, 1%s doz. ....2 35 Succotash Kalr :......---. 90 Good -<.:.....- 1 20 Fancy ......... ca 5@1 40 Strawberries Standard ...... 95 Maency ......0 2 25 Tomatoes Geog ......-)..-. 115 Fancy .....-.+0- : 1 35 No. be 3 50 CARBON OILS Barrels Perfection ...... : @11% D. S. Gasoline ... @19% Gas Machine .... @27% Deodor’d Nap’a . @19 Sneed Seb cee 29 @34% pine ...-..-. - 16 @22 Bleek winter -- 8 @10 CATSUP Snider’s pints ....... 23 Snider's % pints "1 3 CHEESE Aeme ooo... sk @15 Bloomingdale ... @15 Carson City @15 iopkins ........ @15 Brick ©. .5...2..-- @15 Leiden ...... ail 15 Limburger ...... 18 Pineapple ..... . 40 60 Modem 2... .....5. 85 Sap Sago ....... @22 Swiss, domestic .. CHEWING GUM Adams Black Jack ... 55 Adams Sappota ....... 55 Beeman’s Pepsin ...... 55 Beechnut ..........--. 60 Whielets 2.6... -c\c5.-- 1 25 Colgan Violet Chips .. 60 Colgan Mint Chips .. 60 Dentyne ...... Bu sisi aie ~1 Flag Spruce ........... 55 Juicy Fruit ..........-- 55 Red Ropin ......-....- 55 Sen Sen (Jars 80 pkgs, S290) oes cc ees sie 55 Spearmint, Wrigleys -. DD Spearmint, 5 box jars 2 75 Spearmint, 3 box dase 1 Trunk Spruce Le DD N@icatan .....-. ; 0D ZERO eos sae oes. aces 55 CHICORY Bale... 25 -e Co 5 od ....-.--- bee eee 7 Waele .....25-5-----> 5 Franck’s .....--.+.-<- 7 Scheuer’s ......-.-. 6 Red Standards ...... 1 60 Ayaite .....-..5. +5... - 1 60 CHOCOLATE Walter Baker & Co. German’s Sweet ..... -. 22 Premium ......--+-+s 32 (aracas -....-------.- 23 Hershey’s Almond 5c -. Be Hershey’s Milk, 5c .... 85 Walter M. Lowney Co. Premium, 4S ..-.-.-e0e 9 Premium, 4S ......-- -_ oo CLOTHES LINE Per doz. No. 40 Twisted Cotton 95 No. 50 Twisted Cotton No. 60 Twisted Cotton No. 80 Twisted Cotton No. 50 Braided Cotton No. 60 Braided Cotton No. 60 Braided Cotton No. 80 Braided Cotton No. 50 Sash Cord .... No. 60 Sash Cord .... HH PED EEEee to ou No. 60 Jute ..... 80 No. 72 Jute .. -. 1 90 No. 60 Sisal .........- 85 Galvanices Wire No. 20, each 100ft. long 1 90 No. 19, each 100ft. long 2 10 COCOA Baker's .....-.......-- 32 Cleveland ...... ee Colonial, %s .....-..-. 85 co, O66 ........ 38 Pe cece eaces ae Epp Hershey's aCe .......5 20 Hershey’s, 348 ....--- - 2s Piiyler 626555. -..2265- (BO Lowney, Siecseees. Be Lowney, @ ..0)10... Be Lowney, %8 .....-..-- 83 Lowney, 6 Ib cans A Van Houten, %s ... Van Houten, % : Van Houten, %s ...... 36 Van Houten, Is ...... 665 Wan-ita ......-..---- 886 Webb .....-:..--..-.-- 3s Wilber, 48 .....-..---- 33 Wilber, %8 ........--. 382 COCOANUT Dunham’s per Ib. ys, 5Yb. case ..... pickling 0 Packages free. WICKING No. 0, per Zross -..... 30 No. 1, per gross .... 40 No. 2. per Bross ..-- 50 No. 3 per gross .... 15 WOODENWARE Baskets Bushes ....---------- a Bushels, wide band .. 1 Marker .25.5...-5-5-2. Spount, large ..------ 3 Splint, medium ...... 3 Splint, small ...-.... 2 Willow, Clothes, large 8 Willow, Clothes. small 6 7 Wilow, Cothes, me’m 7 5 Butter Plates Ovals 4 ib., 200 in crate ...... 3¢ 6 ib:, 250 in crate .... 3 250 in crate 250 in erate 250 in crate 250 in crate Wire End lb., 250 in crate Ib., 250 in crate Ib., 250 in crate Ib., 250 in crate Churns OVO tO eee oot creo hoe Barrel, Barrel, 10 gal., each Clothes Pins Round Head. 2 OVS A OT MH 1b Patrol, 2-9 5 76 1 ib., doz. 4 80 5 gal., each .. 2 2 14 4% inch, Egg Crates and Fillers Humpty Dumpty, 12 dz. 20 No. | complete ........ 40 No. 2, complete ........ 28 Case No. 2, fillers, 15 SEIS) coo be oo ee ete: 1 35 Case, medium, 12 sets 1 15 Faucets Cork lined, 3 im. ...-... 70 Cork lined 9 im: ...... 80 Cork lined, 10 im. ...... 90 Mop Sticks Trojan spring) .. 2... 30: 90 Eclipse No. EL common... 2-25. No. 2 pat. brush holder 85 Ideal No. 7 2.2.0... 2.. 5 121b. cotton mop heads 1 45 Pails 2-hoop Standard ...... 2 00 2-hoop Standard ..... 2 25 S-wire Cable ........ 210 Cedar all red brass . 1 25 S-wire Cable :....... 2 30 Paper PWureka ...... 2 29 Fibre 2 40 10 at. Galvanized .... 1 70 12 at. Galwanized .... 1 80 14 qt. Galvanized 2 10 Toothpicks Birch, 100 packages .. 2 00 ICAL ee ei 85 Traps wood, 2 holes 22 wood, 4 holes 45 wood, 6 holes 70 Mouse, Mouse, Mouse, Mouse, tin, 5 holes .... 65 Bat wood) oo 80 Rat sprime ....:.-..-. 75 Tubs 20-in. Standard, No. 1 7 50 18-in. Standard, No. 2 6 50 16-in. Standard, No. 3 5 50 20-in. Cable, No. 1 8 00 18-in. Cable, No. 2 7 00 16-in. Cable, No. 3 .... 6 00 We: 1 sabre (2... 10 25 m0 2 Habre .......--. 9 25 ING: 3) tiibre 222.60... 8 25 Large Galvanized 5 io Medium Galvanized .. 5 00 Small Galvanized .... 4 25 Washboards Bronze Globe ......-. 2 50 Dewey ...5.--..:.2.-. a 2 Double Acme ........ 5 10 Singie Acme ........ 3.15 Double Peerless ...... 3 15 Single Peerless ...... 3 25 Northern Queen ...... 3 25 Double Muplex .-..... 3 00 (600 (4ick .........- 2715 liaiversal ...--...-.-. 3 15 Window Cleaners PO ee oe 1 65 14 im... ka 1 85 16 i 4.3 ce. ee - 2 30 Wood Bowls 18 in, Butter .-...-.. 50 15 in. Butter ....---- 2 00 17 in. Butter ....-..-- - 3 75 19 in: Butter .-..--..- 6 00 Assorted, 13-15-17 .. 3 00 Assorted, WRAPPING PAPER Common Straw Fibre Manila, white Fibre Manila, colored No. 1 Mlagila .......... 4 Cream Manila Butchers’ Wax Butter, short c’nt Wax Butter, full count 2 Wax Butter, rolls .... YEAST CAKE Maric, 3 doz. .:.... 115 Sunlight, 8 doz. ...... 1 00 Sunlight, 1% doz. .... 50 Yeast Foam, 3 doz. 1 Yeast Foam, 3 doz. .. 1 00 Yeast Foam, 114% doz. 58 AXLE GREASE 1 Tb boxes, 3 Ib. BAKING POWDER Royal 10c ‘size .. 9 %4%b cans 1 33 6 oz. cans 1 %& 14M. cans 2 5 %tb cans 3 75 1% cans 4 8 3b cans 13 0 5Id cans 21 50 Db STOSS. iS 65 Cartons, 20 214% doz bxs 70 patent spring 85 0 15-17-19 .... 4 25 9 3 4 3 Manila .... 234 20 per gross 9 00 boxes, per gross 24 00 owWoS oo ue 15 16 17 CIGARS Johnson Cigar Co.’s Brand S. C. W., 1,000 lots .... 31 Hl Porteana -:........ .. 38 Evening Press ........ 32 Toxemipliar .....->.+.-- ._ os Worden Grocer Co. Brand Ben Hur PertCCtion . og oc ogo n ee 35 Perfection Extras ...... 35 uondres oie se 35 Dondres Grand ......... 35 Piendard .....,.-.-.-4.. 35 Puritanos .......-..-- c. oP Panatellas, Finas ...... 35 Panatellas, Bock ...... 35 DOCKOY (ID ....-.-.--.- 35 Old Master Coffee Olid Master 6............ 3e man Marte 2..::/:...... —_ Pilot TEA Royal Garden, %, 4 and 4) Tee el. 40 THE BOUR CO., TOLEDO, O. COFFEE Roasted Dwinnell-Wright Co.’s B’ds Pema aan White House, 1 Tb. ........ White Hlouse, 2ib ......... Excelsior, Blend, 1b ..... Excelsior, Blend, 2%b ...... Tip Top, Blend, 1% Royal Biend@ ooo. Royal High Grade ........ Superior Blend .......ccece Boston Combination Distributed by Grocer Co., Grand Rapids; Lee & Cady, Detroit; Sy- mons Bros. & Co., Sagi- naw; Brown Davis & War- ner, Jackson; Godsmark, Durand & Co., Battle Creek; Fielbach Co., To- ledo. COCOANUT Brazil Shredded Baker’s 10 5c pkgs., per case 2 60 26 10c pkg., per case 2 60 16 10c and 33 5c pkgs., per Case 22. osc 2 60 Apex Hams ..........- (pex Gacon ........... Apex) Tand -. 00.020...) Excelsior Hams Excelsior Bacon Silver Star Lard Silver Star Lard ..... family Perk .......-.- Pat Gack Pork ........ Prices quoted upon appli- cation, Hammond, Standish & Co., Detroit, Mich. SAFES Full line of fire and bur- glar proof safes kept in stock by the Tradesman Company. Thirty-five sizes and styles on hand at all times—twice as many safes as are carried by any other house in the State. If you are unable to visit Grand Rapids and inspect the line personally, write for quotations, <= | The only 5c Cleanser Guaranteed to equal the best 10c kinds 80 - CANS - $2.80 SOAP Lautz Bros’. Acme, 380 bars, Acme, 25 bars, Acme, 25 bars, & Co. 75 Ibs. 4 00 75 Ths. 4 00 70 Ibs. 3 80 Acme, 100 cakes ...... ° 00 Big Master, 100 blocks 4 00 yerman Mottled ...... 3 15 German Mottled, 5 bx. 3 German Mottled 10 bx. 3 10 German Mottled 25 bx 3 Marseilles, 100 cakes ..6 00 Marseilles, 100 cks. 5e 4 Marseilles, 100 ck toil 4 00 Marseilles % box toil 2 Proctor & Gamble Co. Lenox Cp ee eee 3 00 Ivory. G07 9.050.004. 4 00 IWwory, 1007, 60.5.0. 6 75 UA oe ee 8035 Tradesman Co.’s Brand Black Hawk, one box 2 50 Black Hawk, five bxs 2 40 Black Hawk, ten bxs 2 25 A. B. Wrisley Good Cheer Old Country Soap Powders oe Ay 24s family Suna ea 60°58 .... 2 Snow Boy, 100 be 2... 3 Gold Dust, 4° Gold Dust, 100 5c .... 4 00 Kirkoline, 2 2 Pearline 3 Soapine 4 BaUbIttS 1776 200... 3 75 MOSeiMe occ ha 3 50 AGPMOUNS ooo 3 70 Wisdom ............; 3 30 Soap Compounds Johnson's Fine ...... 5 10 Jonnson Ss XOxGx |. 4 25 Rub-No-More ........ 3 85 Nine O'clock ........ 3 30 Scouring Enoch Morgan’s Sons Sapolio, gross lots .... 9 50 Sapolio, half gro. lots 4 85 Sapolio, Single boxes 2 40 Sapolio, hand ........ 2 40 eeounne oy ents Co Scourine, 50 cakes .... 1 80 Scourine, 100 cakes .. 3 50 Churches Lodge Halls GRAND RAPIDS We Manufacture Public Seating Exclusively We furnish churches of all denominations. designing and building to harmonize with the general architectural scheme—from the most elaborate carved furniture for the cathedral to the modest seating of a chapel. Schools The fact that we have furnished a large majority of the city and district schools throughout the country. speaks volumes for the merits of our school furniture, and materials used and moderate prices, win. We specialize Lodge. Hall and Assembly seating. Our long experience has given us a knowledge of re- quirements and how to meet them. Many styles in stock and built to order, including the more inexpensive portable chairs. veneer assembly chairs, and luxurious upholstered opera chairs, Write Dept. Y. American Seating Company 215 Wabash Ave. NEW YORK BOSTON Excellence of design, construction CHICAGO, ILL. PHILADELPHIA OD CO we wie eiwl wee eaRs=S oor 0 0 f) ooonmovcooowoe May 7, 1918 MICHIGAN TRADESMAN BUSINESS-WANTS DEPARTMENT 47 Advertisements inserted under this head for two cents a word the first insertion and one cent a word for each subsequent No charge less than : ympany all orders. SUSINESS CHANCES. For Sale—Crockery and bazaar stock, inventories $3,000 to $4,000. Doing best cash business in city. No rundown stock. Must sell account ill health. Snap for someone if taken at once. Address 77, care Tradesman. G7 For Sale—McCray cooler, size 8x10 and 10 ft. high. Reversible and fills from side and back. Ice capacity, 5,600 Ibs. Oak finish. Almost new. Also Toledo computing scale, marble slabs, blocks, etc. Sell all or any part. B. KH. Begel, Jack- son, Mich. 75 For Merchandise—240 acres three miles R. R. town of 1,500 and nine miles county seat, Canadian county, Okla. 140 acres in cultivation, 100 pasture. Elegant 10- room house with hot and cold water; two large barns. Improvements ‘worth $5,000 to $6,000. Well located and very desir- able. Also 240 acres five miles good R. R. town of 2,500. 1380 acres in cultivation, balance pasture. Small improvements. Good land. Will handle clean merchand- ise up to $26,000. Might consider building. If you want a good home and good deal, pel me now. W. J. Finch, El Reno, Okla. 74 For Sale or Trade—160-acre farm, best of land. Well located. Will trade for stock of dry goods or general mer- chandise. J. D. Riede, 308 Monroe, Kala- mazoo, Mich. 73 For Sale or Trade—Two Thurman’s vacuum cleaners, hand power, with all attachments. Cost each $50. What have you; Carl Grau, Taylor, Texas. yal Hallow wire system gasoline lights with twelve lamps and tank complete; also eighteen gravity feed gasoline lamps for sale or trade, Carl Grau, Taylor, Texas. 72 For Sale—Paying merchandise business. . New rapidly developing country. Howell, Dunkley, Colo. ] Wanted—Dealers to sell Wacheta acetylene lighting systems. Permitted by National Board of Fire Underwriters. Hundreds in use, giving best satisfaction. Exclusive selling contract to parties capa- ble handling territory. Write for particu- lars. Wichita Acetylene Mfg. Co., Wich- ita, Kan. 69 For Sale—An up-to-date bazaar stock in West Branch, Mich. Good reason for sellin ress Jarboe & Co. 68 7 st-class soda dispenser for resort town. One first-class butcher (inside work) for resort town. Address The Delicatesen, Walloon Lake, Mich. 65 For Sale—One 220 account American register, $40. Costs new $80. First-class condition. 2+>—__. Kalamazoo—-The Gerline-Myers Brass Foundry Co. has been incorporated with an authorized capital stock of $20,000, $12,000 of which has been paid in in cash. The company will erect its fac- tory here. ——-_-_ 2. Hamilton—The Drenthe Canning Co. has removed its plant to this place and changed its name to the Hamilton Canning Co. BUSINESS CHANCES. 41,000 acres virgin narawood. This tract is traversed by standard gauge railroad. Heavy in poplar, white pine and oak. Will cut all kinds 6,000 feet to acre. Ready for immediate operation. Good local market. Good freight rates. For sale outright at $16 per acre. To the right people would make a contract to sell by thousand feet B. M. as timber is cut. _ Owners offer. Splendid tannery and tannic acid plant location. P.O. Box 784 Asheville, N. C. 82) Automobile bargain for sale. My King car with full equipment, tires 85x4% and two extra tires and rims, quick detach- able Tims, Presto tank, storage battery. Gabriel and Klaxton horns and full equip- ment. If interested in a bargain see N. Robbins, Grand Haven, Mich. : 81 Nice medium sized operation. On four cent rate of freight to Knoxville, Tenn. Contains 7,500 acres virgin timber. Ac- cessible to railroad. Very cheap logging. Estimated 6,000 feet to acre. Runs great- ly above average in poplar and oak. Con- siderable white pine. Terms easy. Price $18 per acre. Owner offers. P. O. Box 784, Asheville, N. C. 83 Extra good location for general store in fine country town. Fine new brick block, 22x80 feet. Modern in every respect. One of the very best business towns in the State. I am closing out my _ business because of ill health. Object is to sublet my lease. I have one and one-half years, with privilege of two more. Will sell fixtures and balance of stock at = bargain. Address Box 193, Middleton, Mich. 80 For Sae—Only bazaar and dry goods in live town of 1,200. Stock less than one year old, invoicing from $1,800 to $2,000. Ill health reason for selling. Address 602 N. Hickory St., Owosso, Mich. 79 For Sale—Sawmill property at Ford River, Michigan, consisting of three band sawmill, shingle mill, tie and post mill, lath mill, docks and trams, blacksmith shop and machine shop all stocked with tools, large store and office building, large boarding house, large barns, sixty- three houses, lands, etc., all of which will be sold at a bargain. Apply to The I. Stephenson Co., Wells, Delta County, Michigan. 718 he n- A Sample in Every Home Every year we aim to put a sample package of Shredded Wheat Biscuit in every home in the United States and Canada. Quite often someone asks, “Why do you sample Shredded Wheat?” We conduct extensive sampling campaigns because ‘it is an effective way of educating consumers regarding the peculiar form, uses and nutritive value of Shredded Wheat. Itis sampled from our own automobiles, by our Own men, in a way that reaches the housewife and makes a convincing impression upon her. We follow this up with extensive newspaper and magazine adver- tising. In return for these efforts to create business for you we ask your interest and co- operation. - No more Weighing sugar, putting it in bags, los- ing by waste of time, overweight and cost of bags and string used eats up all the profit of selling sugar. In fact, the grocer who follows such old-fashioned methods loses money. No wonder the sale of FRANKLIN CARTON SUGAR ~ Standard of Pur is increasing all the time. The FRANK- | THE FRASicun LIN CARTON isa neat, handy package oe that’s as easy to handle as a can of tomatoes; it’s ready to sell when you get it. 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. Shredded Wheat is packed in neat, substan- Gd wacdbn calea: (Pie exlinly chats are bold You can buy Franklin Carton Sugar in the original by enterprising grocers for 10 or 15 cents containers of 24, 48, 60 and 120 pounds each, thereby adding to their profits on Beene eet Shredded Wheat. ‘THE FRANKLIN SUGAR REFINING COMPANY PHILADELPHIA, PA. MADE ONLY BY The Shredded Wheat Company NIAGARA FALLS, N. Y. “Your customers know FRANKLIN CARTON SUGAR means CLEAN sugar’’ TRADESMAN COMPANY ‘How About Your Printing? HIS QUESTION is a very pertinent one for business men, because every day Business Printing takes on added signifi- + cance as a factor in trade. Time was when any sort of printing would do, because not much was expected .of it, but nowadays printing is expected to create and transact business. For this reason, good printing is exceedingly neces- sary in every line of business. We have been producing good Business Printing for years. We have kept pace with the demand for the best in printing. As a consequence, our printing business has grown splendidly. We have been compelled to enlarge shop facilities, to increase equipment quite regularly. We have the requisite mechanical equipment, and with one of the best equipped, as well as the largest printing establishments in Western Michigan, we are in the very best position to give to the business man the highest standard of good Business Printing. This includes everything, from envelopes to the most elaborate catalogs. We respectfully solicit your patronage, giving the assurance that all orders will not only be promptly executed, but the printing will come to you in that quality of excellence you desire and, withal, at as reasonable a price as it is possible for us, or anyone else, to deliver good printing. Orders by letter or by phone will receive prompt attention, and if you desire, a qualified representative will wait upon you without delay. - GRAND RAPIDS, MICH. ‘Ina Class by Itself’ Manufactured Under Sanitary ! Conditions " Made in 7 Eight Sizes | G. J. Johnson ‘ Cigar Co. Makers Grand Rapids, Mich.