MERCHANTS WEEK EDITION CONE De iE ey 5 Al 3 LS BI IES COE TEENS 5 RIGS CG 9 y NT Re beet BOS A prime: ae ASS A HEH QS OEY Ve eee fos ala Si Yip Ay aA ea) x ar ae SBN W426 2) A 2 as Samia) ) eee aegrmattay' Cl i Mae: Pe ART OPI AINE Cc MITC HIC AN CIDAT 2 eS vas CHG q . i 4 my a ee Sz Me SRD Ea GG AVIA CAS CYS . A) WAC EWA 3 y ‘s ${ aS NS a R ‘A \ / ; Uy )\ Vr, ND ee SERS 4/4 be Se (APS ES LS aiid SS ta AN AOS N rg - Ue eee NY +S Zk Ye WU OK SSS AC mh AUP Yer v EAD t}y LY LZ = ZS x ji SY) = ? Se sS x 43 Xt 2 PUBLISHED WEEKLY % % — ESMAN COM 2D } PER 2 cA \ > Ss IS. ee ~ > io, ee ae \C SS QO) pwWAAIee SCPC (IZ ey = tees : a y SS EDV INLZZGING CSS SASF LSS DEES SS CLES, OLE OS i eg > Ad Ooo) ESE GF a fe S = Me a Se = SSA ERS 99) OM SO ee Thirtieth Year Number 1550 CR chs : an © SIN SS Se (5 PSO REE ORLA —A RE ORNS WARES SEN WHOEVER YOU ARE | earnestly entreat you to dispatch your business as soon as possible, and then depart, unless you come hither, like another Hercules, to lend some friendly assistance, for here will be work to em- ploy you and as many as enter this place. — Atpus Pius MANUTIUS door of his work-room in Venice m 1501 C] Aldus had the above inscription over the It is just as useful to busy men today. WoRDEN GROCER COMPANY THE PROMPT SHIPPERS Grand Rapids Kalamazoo Grand Rapids Supply Company Jobbers Pipe, Pumps, Mill Supplies Plumbing and Heating Supplies Pneumatic Water Supply Systems 56-68 Ellsworth Avenue Grand Rapids, Mich. Two Blocks Straight West Union Depot Let the Other Fellow Experiment mel 10, ” PAYTON. OM sh OS A a CEMAMITET SS a a aon, Hata 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. use for Scoop 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 is increasing all the time. The FRANK- LIN CARTON isa neat, handy package 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. You can buy Franklin Carton Sugar in the original containers of 24, 48, 60 and 120 pounds art * Standard of Purity- THE FRANKLIN SUGAR REFINING co. PUILADELPniA THE FRANKLIN SUGAR REFINING COMPANY PHILADELPHIA, PA. “Your customers know FRANKLIN CARTON SUGAR means CLEAN sugar”’ ASnmext (tir t Dont forget to include _abox in your next order trae) OX) 1 Boy A ce wove ued Sm inen Yvon oni atte sen i tans nm Washing Powder : faul Brosyte. Buffalo, N. Y. - - SMAN Number 1550 Tnhirtieth Year SPECIAL FEATURES. hy s Value as a producer and deprive PRISON FOR PLUMBERS. ( t i le i Gt the self feshect whieh he ! ae Wor } 1 ' 1 1 ; a q naa es . oc 2 : < i ae Ne World. Toe Perish Gn aude: 4. Jail Sentences Ahead, if Charges Are ane with 4 : » Grocery and Produce Market ' : 6. Bankruptcy—Western District. fake ran 5d SOO Imam and 4 coo True. et + 8. Editorial. Satara fh 8) Chance. | . : 10. Bankruptcy—Eastern District. 1ZCt Cao ee Noy | cs a S. 0 per 14 Butt gs and Provisions. ——_~>-_--~» _____ Case led in the Circuit Cour ry | 1s ance r 7 wie ete 1 Chance. THE NEW WAY. ie Bee a bene ok ow: riave you planned your summet { Charles ] Catt ; : ' nts Fail atin swat? i 1 : ae 35 System, catior yet: naps yo | you eivership of the rs at 1 erty i unter. ite [TOO DUSV fo Set Awa far Ve thie j } cS iE Ot ct S S } r two durine the si C1 Perhap | 1 allesai S 1 e Cc ( 1 1 + + i ) Or} | VOur Musiness & utel : : . "1 : : i ~ l VEO { chil Cree € }? NeeGS yYOur presence on the job all Po Fe Saginaw {he time. Phe ISier you are the In t] meqitte S { ry. more won tient dl oat @ Gadic 56. Traveler. 1 ré¢ \ FER 1 I ( t < t 1 at € 4 pens e | the success ( es . ' { : rs fi Dp ( i1¢ Ct ablishment the more certain it is that ‘ ‘ : x7 1 T u should break aw: for a spell * Tf Orr ~~ * + RT Ou SHOUlLG: bh LK away, I 1 Spel a 4 | 7 SOWING THE WIND. : i hiv S ( : \ } + ? a +t | Pole eal eee. not merely rest bu nore ( ' t work aS ! : : a aaa id a Woideas, mew 4..., | oe } ee ; ¢ : reo ec ess I S C og ' : str rth, new am Sa 1 } t ment i Set OS « S q pomt VIEW \ week « Ef tw V eC + ‘ = t 1) 1 + Way m the d erind will w ) im t per S S t S ( ) : S wonders with most men and mos ' | “4 : CY c 1 ( : oo : at l t Col na 1 1 sucl S t women as well, and it does not mat : : rit r¢ it { nd Inapids i eC tt DUG AMIOME 10S 1 , : : : : ter much what you do or where vou ey : A oo : 1 ce Wa aa Npro i 1 r | ‘ Bow SO vou TTO! ! ' ; ' / ; ' ; Opoa: ! | Seible ft nest labor . si f S ses 4 ' ' ‘ fo. which rt } ir a ‘ ¢ € co qd Tt . L = e ¢ ! : ny : MS umscribes its jove ¢ Of ; thre es i er\ Oe ( t t { cS < , Mp1 Or Visit ¥ OF sight seeing : ' yh ¢ 1 € ] ) : é 1 er Se Ky | ut 1¢ i t o is t cet Ma 1] t t 1 1 ) t Nein tcl ¢ : i oO ¢ S ¢ S ! rom the grind and _ the obwebs Is ic ‘ rece : ; ‘ ey te + + ‘ C : ‘ the evervaday wort The 1 ae : , ' ; ! i i / , a A ‘ Et i eed not cost m It nee t ' } nS ; ) ( 1 : : SS { ( t bv @ D ! € my nore than {oO stay at hon ! e i nN Tine su : i | a4 VOT t : I list tl iT] vill fe { f ri} re 1G } ) S I Tice < ( Se | : t Gai " a ‘ A ? t = che ’ 1 1S { s ‘ T¢ news Ty¢ 1 e 1 ut 3 o i t rs < ] a | \ ~ a S iA « LU1S¢ 1 let 1 The Iie the S¢ Ee ne —_—-—--~>-.—-=._____ 1 Lie WW it D Wig C | Ss ! old a was that x ons. we 1 attempt tile is © ul t n conry The ew " a ere Its Ss Oo obs : t-,] t 1 , na uth { ) al valu m the pe Feene 1 cea l HON 2 ( ( € true and he old ide led for all wor nd Poss r v hile responsibilit ) play, lone hours durine th a ember or tit loing ew fla ‘ ni ead | foes ee | 3 s e \ thus 1 1 ( VS CE Er VS ee < ( ¢ 1) tha the 1t thie lew she the vorl lay ind | > } 11 4 7 j \ | ne sas serves the holidave and Sundave Vine ( tles se t i c ' s 1 1 Hare @ a sticcess 1 he IEW \ ( I Crs 5 et el ¢ oc ty t d 1 ( ) plishes 2 1 © more. t ec tt Wi Oo I S€ iT \ =) - i ] { 1 Se time t t nd tl] tire G eA” { iss : I desig ¢ . ] S neniy s ; Hit into the eni ment life } Ce \ eC’ ed tlre : \ 4] ] seel o 1 ' idea 4 ] n event Ore t € llot > rriic ye al ha eC 1 } ) eels g The new idea Ss < nt C oO ( 1] } - 1 ] : he. S is | S = n ( sston \ ISG Sac makes for greater and better success ed ) tT job ft the me ¢ | 1 1 S lying accusations: who at The merchant who takes a vacation el ( tine Mes OF the as eT ES tempts lead | 1 a Strike that is not introducing an innovation, ex- 1 ] ee un) : : 12 ' is 5 oy less, Golely for. the orait C€pt, PerNaps, in MiSs Own case: he js there walking delegate meyely talline) into line with | the nid t ' yer yreanizel modern theories h if a est and truest friend is the | _—-——_—__s2->________ coe ee 1 [f you cannot get to the city r 1 wil Havs hin onest w S and / : : : ~->~»__ a Trade extension means trade reten- figure the cost of such job and pre- s to lessen tion. sent the figures of the cost, and then future. MICHIGAN TRADESMAN June 4, 1913 CLOVERLAND. Zephyrs From the Upper Peninsula of Michigan, Marquette, June 3—This city was saddened by the announcement of the death of Lawrence W. Atkins, who was engaged in the clothing business here under the style of Ormsbee & Atkins. and at Ishpeming under the name of L. W. Atkins & Co. Mr. Atkins was born Waterbury, Vt., Dec. 18, 1849. At the age of 5, with other members of his family. he took up the line of march for Kent county, Mich.. where they pitched their tents in Grattan township. Here a little of farm life blessed him. He went to the district school. He did what a small boy on a farm is ex- pected to do. until 1861, when the farm life was merged into a store in the village of Grattan, where for two years he mingled store and school. He then came to Grand Rapids and spent two years in the high school. The years 1865 saw the end of that; and, returning home, he went to work in good earnest with and for his father in the store at Grattan, for five years. At the end of that time his father died and the son continued the mercantile business until the estate was settled. The year 1870 was what Mr. Atkins called an “off year.” and until some- thing better came up, he decided to try his hand at selling agricultural implements for his uncle. A disagree- ment arose as to terms. The young man, with the ambition of youth, set his figure at $50 a month and expen- ses, a price altogether too high in the opinion of the employer. What could he expect to do to earn $50, a mere boy. without experience in a business before unattempted? Fifty dollars! It was absurd. An arrangement was finally effected, however on a com- mission basis and the young salesman embarked upon the uncertain sea of trade. That same day saw him at sunset at home again with his imple- ment disposed of. It was a stroke of luck, of course; and, rejoicing over it, he started out the next morning to meet a similar fate. That same des- tiny hung over him all summer. It dogged him wherever he went, and the number of implements which that young inexperienced salesman sold during those few months was little less than remarkable. little heed to the outgoing and the incoming of his trading nephew and, when the engagement ended, he looked over the account himself to see how matters stood. He met with composure the account of sales for the first third of the month, but as he reached the monthly limit, it was evident that there was “something rotten in Denmark!” The second month’s record was a “corker,” and, when the whole account was carefully looked over and it was found to stand from $150 to $185 a month in favor of the boy who was willing to work for $59 a month, it was a little more than human nature could endure and he wailed: “You wouldn't rob your old uncle, would you?” The reply is not recorded; but an intimate knowledge The uncle gave of the young man of that period en- ables one to conclude that the uncle received a fitting reply, and it is a fact that the money earned on the “old uncle’s’’ own conditions was duly paid. In the spring of 1871 Mr. Atkins came to Grand Rapids and _ entered the employ of John G. Harlan—a somewhat noted auctioneer nearly a half century ago—in the capacity of cashier. Here he was possessed of a desire to obtain a position as trav- eling salesman, and in December of the same year he succeeded in getting a line of goods from D. L. Newborg & Co.. of New York, with whom he remained for six years. Chicago was the next locality to claim him, where, for four years, he labored successfully to advance the interests of Henry W. King & Co. in the same line. 4 At the end of that time his love for the old house took him back to New York, where he effected a desirable arrangement with Newborg, Rosen- berg & Co. (successors to D. L. New- borg & Co.), with whom he remained On Jan, 4. 1885, he MATCHES THE — DIAMOND MATCH COMPANY three vears. 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, boxes 5 gross cases 1.60 1.70 Black Bird, Diamond 5 size, 144 boxes, 5 gross cases 4.00 4.65 DOUBLE DIP. Bird’s Eye, Diamond 5 size, 100 boxes, 3% gross cases 3.35 3.50 Search Light, Diamond 5 size, 144 boxes, 5 gross cases 4.25 Black Diamond, Diamond 5 size, boxes, 3% gross cases 3.00 3.15 Blue Bird, Diamond 5 size, 144 boxes, 5 gross cases 4.00 4.25 Swift & Courtney, Diamond 5 size, ot a S 144 boxes, 5 gross cases 3.75 4.00 Crescent, Diamond 5 size, 144 boxes, 5 gross cases 8.75 4.00 Black Swan, Diamond 5 size, 144 boxes, 5 gross cases 3.50 3.60 Red Diamond, Diamond 2 size, 144 boxes, 3 gross cases 1.60 1.74 Best & Cheapest, Diamond 2 size, 144 boxes, 3 gross cases too #170 Black & White, Diamond 2 size, 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, 144 boxes, 5 gross cases 4.25 4.59 Best & Cheapest, Diamond 2 size, 144 boxes, 2 gross cases 4:50 1.79 Globe, Diamond 1 size, 144 boxes, 1 gross cases Globe, Diamond 1 size, 432 boxes, 3 gross cases 219 2.86 Little Star, Diamond L. S. size. 720 boxes, 5 gross cases 1.80 2.00 -95 95 STRIKE ON BOX. Red _ Top, Diamond 6 size, 720 boxes, 5 gross cases 2.50 2.75 Red Top, Diamond 0 size, 720 boxes, 5 gross cases 2.590 2.75 Orient, Diamond 0 size, 720 boxes. 5 gross cases 2.25 2.50 Egyptian, Diamond 0 size, 720 boxes, 5 gross cases 2.25 2.35 Aluminum, Diamond A. L. size, 720 boxes, 5 gross cases 1.80 2.00 Three Noes, Diamond 1 size, 720 boxes, 5 gross cases 4.5° 5.00 A Possible Customer is often made by having oe just the particular thing he or she wants. Mapleine is a popular flavoring. Be sure and have it in stock. Steam and Water Heating Iron Pipe Fittings and Brass Goods Electrical and Gas Fixtures Galvanized Iron Work Order from your jobber or Louis Hilfer Co. 4 Dock St., Chicago, Il. Crescent Mfg. Co., Seattle, Wash. THE WEATHERLY Co. 218 Pearl Street Grand Rapids, Mich. We Are a Commercial Savings Bank Open a City Checking Account and Let Us Pay Your Bills Your checks will be received with credit to yourself by the wholesalers. _.The many advantages of an account with us will be interesting to talk over with us Merchants Week. Will you come in and see us? We loan money on farms and property in Kent County at lowest rates. __ Highest interest rates paid for money left with us on deposit. AN North Side Monroe, Corner Ionia ASSETS OVER FOUR MILLION Our “Royal” Line was built especially for Grocery Stores General Stores Small Department Stores Five and Ten Cent Stores They are splendidly prac- tical, serviceable soda water outfits, built for service rather than show. We Ship Immediately from Crated Stock Our great million dollar factory worked all last winter building a stock of these wonderful, speedy, economical stock Royals. We can ship you any of the several sizes of this popular line on a day’s notice. And this will interest you. By building these Royal fountains in large quantities at one time, we have cut the cost almost in half and you get the benefit. Ask a “Liquid” salesman to show you photographs of these stock fountains and the 1913 Type ‘‘H”’ and Peerless All built in several sizes and styles; prices to suit every person. Remember we ship on a day’s notice from crated stock. CHICAGO NewYork Boston Pittsburg Cincinnati Milwaukee. Minneapolis Atlanta St.Louis. Kansas City Dallas’ [os Angeles Pen June 4, 1913 joined the forces of Heavenrich Bros., manufacturing and jobbing clothiers of Detroit, with whom he remained until that house retired from business. In March, 1888, Mr, Atkins formed a copartnership with J. L. Bradford and opened a clothing store at Ish- peming under the style of L. W. At- kins & Co. The venture prospered beyond expectation, and the estab- lishment is one of the leading stores in the clothing line in the Upper Pen- insula. Mr. Atkins subsequently en- gaged in the clothing business here under the style of Ormsbee & Atkins, which has developed into one of the leading mercantile establishments of Cloverland. In July, 1878, Mr. Atkins led to the altar Miss Lizzie Caulfield, of Grand Rapids, and the union was blessed by one child, a daughter. He was a Mason of many years’ standing, be- longing to the order of Knights Tem- plar. Mr. Atkins attributed his success as a salesman to untiring industry and to a disposition to look out for the interests of his customers as well as those of his house. Experience taught him that the salesman suc- ceeded best who sold only such goods as are adapted to the trade of the customers, and that the salesman who loaded his customers up with unsal- able and unseasonable goods lacked those wearing qualities on which suc- cess is based, Personally, Mr. Atkins was one of the most companionable of men. His thirty years’ experience on the road gave him a large acquaintance and MICHIGAN TRADESMAN his friends were in keeping with the number of his acquaintances. —__~~-.-____ Honks From Auto City Council. Lansing, June 2—Brother Stewart Harrison will attend the Knights Templar conclave this week at Flint. Only for certain reasons we would explain how Brother Sherwood, in learning to drive his car, forgot that he had both a clutch and brake and how such forgetfulness caused the breakage of one of his front lights and the tail light of another car which just happened to be in the way. We feel somewhat under obligations to Brother Sherwood and, therefore, re- frain from saying anything about it. The M. U. T. has at last finished its tracks over Michigan avenue bridge and cleared away the debris which has hindered traffic nearly a year. Don’t forget the Council meeting next Saturday night. Several initia- tions and other important business. The news of the death of Brother John C. Saunders last Saturday morn- ing came as a shock to the many iriends and acquaintances of this es- timable member of our Council. It was generally known that he was not in the best of health, but only a few were aware that his physical condi- tion was serious. Brother Saunders was a charter member of our Council and had served with distinction in every office within the gift of its members. For the past seventeen years he had continuously represent- ed Pitkin & Brooks, of Chicago and was well and favorably known by the traveling fraternity and business men of Michigan. The deepest sympathy of our entire Council goes out to the bereaved family. Last Saturday evening over one hundred invited guests assembled at the beautiful home of Mr. and Mrs. Fred Mott, on Bingham Street, it being the occasion of the nineteenth anniversary of their wedding. The floral decorations were ferns, myrtle festoons and spirea, with carnation favors. Berger's orchestra rendered several selections suitable for the oc- casion and a sumptuous six course dinner was served. The out-of-town guests were Mr. W. W. Wooll and family, of Elsie; Mr. and Mrs. F. M. Foote, of Marshall, and Rev. and Mrs. Harbridge ,of Holly, Rev. Harbridge being the minister who officiated at the wedding twenty years ago, was called upon for a reminiscent talk and spoke feelingly of the integrity and progressiveness of our genial hosts. Mr. Mott is one of the most popular salesmen representing the National and is soon to become a member of Auto City Council. H. D. Bullen. >>> __ (ihe manacer’ of one of the big department stores in New York was chuckling the other day over an in- cident which had just occurred in his establishment. “A well dressed lady.” Grocer Co. he said, “rushed up to a clerk in the. household department and, without givine the girl a chance to ask what she wanted ‘Give me a mouse trap, quickly, goods exclaimed: please, because I want to Catch a train! 7 3 S. G. MAFFIT SALES CO. 118 Bostwick Ave., Grand Rapids Michigan Distributors CADILLAC-OHIO Electric Vacuum Cleaners Wholesale and Retail A. L. JOYCE The Old Reliable Bottler of SOFT DRINKS Special Attention To Family Trade 244 Pearl St. GRAND RAPIDS Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color and one that complies with the pure food laws of every State and of the United States. Manufactured by Wells & Richardson Co. Burlington, Vt. It Rests the Nerves The only sus- cessful Health Heel Cushion Shoe on the market. It is built on especially design- ed patented com- “fort last, which allows space for the cushion in- F Stead of taking up room intended for the foot. High quality of leather and best of work- manship. _ Illus- trated booklet upon request. Agents wanted everywhere. S. J. Pentler Shoe Mfg. Co. Milwaukee, Wis. gy Patentees and Exclusive Distributors territory. June 4, 1913 We wish to announce that we aim to carry dise obtainable, that we can and will QV best of service and acc with the trade of this city. To the Trade of Western Michigan Having in the past confined our business to the City of Grand Rapids, we have recently employed additional salesmen to cover that part of Western Michigan considered Grand Rapids Respectfully, Grand Rapids, Mich., Rademaker-Dooge Grocer Co. the best merchan- e our customers the ommodations, for which we are noted MICHIGAN TRADESMAN June 4, 1913 Movements of Merchants. St. Ignace—Alex. Ferguson has opened a bakery here. North Branch—Mike Galard has opened a fruit and confectionery store here. Bancroft—J. Harvey Hutchings, is remodeling the interior of his store. Ovid—Lloyd Webb, recently of Carson City, has engaged in the meat business here. Lansing—H. Merton opened an art store at 307 Washington street. Thompsonville—Mrs. G. M. Upde- graff has added a line of bazaar goods to her stock of millinery. Hastings—Asher Osborn lost his store building and stock of general merchandise by fire May 29. druggist, Clark has South Ithaca—James Rigney, recently of Howell, has engaged in the grocery the Whitman block. Flint—The Michigan Lumber. & Cedar Co. has changed its name to the Michigan Lumber & Fuel Co. business in Copemish—C, L. Ferguson has en- larged his store building and added a line of groceries to his meat stock. Chicora—William Rowe has sold his stock of general merchandise to IF. G. Barber, who has taken posses- sion. Hersey—Hilderley & Beardsley, dealers in groceries and dry goods, are building an addition to their store. Hiastings—E. A. his grocery stock to the former own- Crandall has sold er, Frank Horton, who has taken possession. Maple Rapids—Miss Maud Scott has sold her stock of millinery to Mrs. Eva Owen, who will continue the business. St. Louis—Joseph Taylor has pur- chased the E. J. Alexander grocery and crockery stock and will continue the business. Dearborn—Fred Holtz has sold his grocery stock to his brother George C., who will continue the business at the same location. Ludington—The hardware stock of Hl. Z. Huston was badly damaged by fire and water May 30. The loss was covered by insurance. Kawkawlin—Burglars entered the hardware store of William T. Stevig, June 2, and carried away the amount of about $100. Lowell—Mrs. D. C. Macham has sold her stock of bazaar goods to Robert Falk, recently of Fowlerville, who will continue the business. Fife Lake—Mr. Bonawitz has sold his store building and grocery stock to the former owner, Fred Bechstein» who will continue the business. goods to Potterville—F. M. Cobb, who has conducted a general store here for the past thirty years, is closing out his stock and will retire from busi- ness. Allegan—A. Renick has sold a half interest in his meat stock to Frank Curry and the business will be con- tinued under the style of Renick & Curry. Wayland—A. E. Weaver, who con- ducts the Palace meat market, has purchased the F. A. Burlington store building, meat stock and equipment and will continue both markets. Hartford—W. W. Rowan has sold his grocery stock to C. D. Olds, who has added a line of crockery and re- moved the his own store building which he has remodeled. Lapeer—William L. Oliver, recent- ly of New York City, has purchased the Cole Bros. bankrupt stock of gen- eral merchandise and will continue the business at the same location. Fennville—Jay Wattles and F. G. Crane have formed a co-partnership under the style of the Wattles & Crane and engaged in the coal, feed and building material business here. Fowlerville—M. G. Swarthout and E. D. Benjamin have formed a co- partnership under the style of Swart- hout & Co. and taken over the coal and wood stock of Hugh Loughlin. Bendon—E. H. Cook has sold his grocery stock to A. Allen and Al. Preasent, who have formed a copart- nership under the style of Allen & Preasant and will continue the busi- ness. Middleville—J. H. Harris has sold his stock of bazaar goods to Jacob Dykehouse and son, Henry, recently of Grand Rapids, who will continue the business under the style of Dyke- house & Son. Detroit—The Meyers Market . Co. has engaged in the wholesale and re- tail butchering business, with an au- thorized capital stock of $5,000, of which $3,000 has been subscribed and paid in in cash, Ypsilanti—The George D. Switzer Co. has engaged in the general mer- cantile business with an authorized capital stock of $9,000, of which $4,- 500 has been subscribed and $1,000 paid in in cash. stock to Linwood—S. Frierdringer, dealer in general merchandise, lost dry goods, groceries and a horse and buge June 2, burglars entering the store and taking away the goods to the amount of $1,500. Morrice—An effort to start a co- operative store at this place is being made by a Detroit concern which has written a merchant here asking that he take charge of the movement and enquiring if there is a building in town large enough for the purpose. The older merchants here remember when the Patrons of Industry tried the same thing and failed. Haslett—Bert Alshouse has sold his meat stock and store building to Mrs. Nettie Minick, recently of Perry, who will continue the business at the same location under the management of William Manning. Gladwin—M. H. Wright and F. E. Burton have formed a copartnership and are crediting a store building which they will occupy with a stock under the style of the Farmers’ Exchange. Bay City—The Dick Bendall Co., -footwear, has merged its business into a stock company under the same style. with an authorized capital stock of $6,000, all of which has been subscribed and paid in in cash. Woodland—B. S. Holly offered an egg crate as a prize to the one who would bring to his store last Satur- day the heaviest dozen eggs. A large of general merchandise dealer in were in the contest and Schofield won the prize with a dozen eggs that weighed one pound and fourteen ounces. Yorkville—P. W. having constructed one of the most unique boats ever floated at Gull Lake and when finished it will carry supplies to every resort and every cottage on the lake. The boat will carry a full line of groceries and meats and also a gasoline supply for autoists. It will be 46 feet long and have a beam of nine feet, standing about six feet inches high. It has been named the “Nu-way” and its purpose with its name. Not only will groceries and meats be car- ried, but confectionery and ice cream The steamer has been built in such a way that it can land almost any place on the lake. It is large enough to carry a stock valued at over $1,000. The boat itself will cost over $1,700. It has a 25 horse power engine and can travel fifteen miles an hour. number Theodore Rice is and two fully confirms as well. Manufacturing Matters. Kalamazoo—-The Standard Paper Co. sustained a $12,000 loss by fire at its plant May 30. Detroit—The capital stock of the Metal Products Co. has been increas- ed from $300,000 to $500,000. Cheboygan—The Cheboygan Creamery Co. has been organized and will commence operation about June 14. Bangor —The Wolverine Barrel Co. has engaged in business with an authorized capital stock of $10,000, of which $5,000 has been subscribed and paid in in cash. Niles—The National Cable & Man- ufacturing Co. has changed its name to the National Standard Co. and in- creased its capital stock from $100,- 000 to $150,000. Detroit — The Diamond Brass Works has been organized with an authorized capitalization of $10,000, of which $5,000 has been subscribed and $3,000 paid in in cash. Detroit—The Schaefer-Frenzel Co. has engaged in business to manufac- ture and sell pumps, air compressors, machinery, tools, electrical applianc- es, etc., with an authorized capital stock of $50,000, of which $30,000 has been subscribed and $5,000 paid in in cash. Battle Creek—The Battle Creek Imp Tire Compound Co. has been organized with an authorized capital stock of $25,000, of which $12,500 has been subscribed and paid in in prop- erty. Detroit—The Keeton Manufactur- ing Co. has been incorporated to Manufacture and market racing cars, with an authorized capital stock of $1,000, which has been subscribed and $500 paid in in cash. Niles—Jesse Mabrey, cigar manu- facturer, has purchased a half inter- est in the cigar and bazaar stock of John E. Mannix and the retail and manufacturing business will be con- tinued under the style of Mannix & Mabrey. Brooklyn—The Fred H. Jones Co. has engaged in business to manu- facture and deal in cider, vinegar and similar fluids, with an authorized cap- italization of $25,000, which has been subscribed, $1,000 being paid in in cash and $24,000 in property. Detroit—The New Manufacturing Co. has engaged in business to manu- facture, exploit and vend motor driv- en vehicles and establish sales agen- cies, with an authorized capital stock of $150,000, of which $75,000 has been subscribed and paid in in property. Detroit—The Office Systems Co. has engaged in busines to manufac- ture and sell merchandise, particu- larly of office stationery and equip- ment, with an authorized capital stock of $50,000, of which $30,200 has been subscribed, $200 being paid in in cash and $30,000 in property. —_+->—___ Stamp books sold at one cent above the face value of the stamps they contain yielded a profit last year to the Government of $180,000,” says a Washington dispatch. An item like this somehow gives one a more vivid idea of the enormous magnitude of the postal business of the country than do the big figures relating to the gross volume of its operations. Here is a little corner of its affairs, hardly noticed alongside the rest, out of which the Government makes the tidy profit of a sixth of a million dollars a year, And it furnishes, at that, a valuable convenience—a neat little book, with several leaves of oil-paper to protect the stamps—at the price of our smallest coin. If the whole of the selling price of the booklets were profit, the $180,000 would mean that $18,000,000 of these booklets were sold; as a matter of fact, they cost the Government about a quarter of a cent to make, so that in reality the number sold was 25,- 700,000, and the public paid last year $257,000 for these unconsidered trifles. In the year 1800, the whole amount received by the Post Office for carry- ing the mails of the country was just about this sum, being $280,000. In the fiscal year 1911, it was $237,000,- 000—nearly a thousand times as much. = June 4, 1913 MICHIGAN TRADESMAN 5 ECE tee TL f = i ’ t if = —, 1D oll ror ale, ee: ie em Eh a 2) The Produce Market. Beans—Dealers pay $1.60 for white and $1.65 for red kidney. Butter—Fancy creamery is steady at 28@29e in tubs and 30@31c in car- tons. Local dealers pay 20c for No. 1 dairy and 18c for packing stock. It is probable the present prices on creamery will not be lowered much, if any, as we are now coming to full grass quality, and as soon as goods begin to go into storage the market will doubtless harden. Some of the best posted men in the business be- lieve that butter will go into storage this year at prices not lower than 28 (@30c. Cabbage—$1.65 per crate for Ten- nessee; $2.50 per crate for Mobile or Texas stock. Carrots—60c per box. Celery—California Jumbo, 80c per hunch; Florida, $3.50 per crate. Cocoanuts—$4.75 per sack contain- ing 100. Cucumbers—85c per doz., for home grown. Eggs—Local handlers pay 174@ 18c for candled. The trade expected lower prices this spring, or at least they said that they expected lower prices, but with butter, meats and cheese selling at almost record prices it would hardly seem reasonable that eggs should go into storage at much lower prices than they did in 1912. Business conditions are none too good, and reasonable caution should be used in establishing values, but eggs in common with other products requiring a large amount of labor in their production, will doubtless con- tinue to sell at comparatively high prices. Egg Plant—$2 per box from Flori- da. Grape Fruit—$3.75 for 36s, $4 for 46s, $5 for 54s and $5.25 for 64s and 80s. Green Onions—15c per dozen for home grown. Green Peppers—50c per basket. Honey—20c per lb. for white clov- er, and 18c for dark. Lemons—$6@7 per box for Mes- sinas. Lettuce—New Orleans head, $2 per bu.; hot house leaf 10c per 1b. Onions—Texas Bermudas, 75c@$1 per crate. Oranges—Late Valencias and Nav- els command $5.50@$6 per box. Parsley—30c per dozen. Pieplant—50c per bu. for grown. Pineapples—$2.60 per box for Cu- bans and $2.90 for Floridas. Ship- ments of Cuban pineapples are prac- tically over and Floridas’ are at their best. No lower prices are looked home ice and some are of the opinion that prices will be higher from now on. Potatoes—The market on Michigan stock is sick. Quotations have drop- ped to 40@50c per bu. New stock from Florida brings $2 per bu. Poultry—Local dealers pay 13c for fowls; 6c for old roosters: 8c for geese; 10c for ducks; 12c for turkeys. These prices are live-weight. Dressed are 2c higher. Radishes—15c per doz. Seeds—Clover $13.50 for either medium of mammoth; Alsike, $13.50 (14; Timothy, $2@2.25. Spinach—65c per bu. Strawberries—Missouri and Illinois stock commands $2.25@2.75 for 24 quarts. Tomatoes—$3.50 per crate of six baskets—Florida. Veal—Buyers pay 6@1l1c, accord- ing to quality. The new Grand Rapids Trust Com- pany opened for business this morn- ing on Ottawa avenue just north of Monroe. The Company will occupy the first and second floors, with the general offices on the first and direc- tors’ and work rooms above. Hugh E. Wilson, Secretary of the Com- pany, assisted by L. M. Hillman, will constitute the working force at the beginning, but additional help will be employed as the need for it ap- pears. Walter Ryder was married Tues- day afternoon to Miss Etta Ellis. formerly of Whitneyville. The cere- mony took place at his mother’s resi- dence, 47 Ridge street, in the pres- ence of about thirty relatives and close personal friends. The happy couple left on the evening train for Cleveland. They will be at home to their friends after June 9 at 122 Richards Terrace. Paul C. Heinzelman, who for the past twelve years has represented the Worden Grocer Co. in Northern Michigan, has resigned his position, and in the future will represent the Grand Rapids Paper Co. in the same territory, in which company he has been for several years a stockholder and director. —~+->___ William Judson and Guy W. Rouse are in Atlantic City this week attend- ing the annual meeting of the Na- tional Wholesale Grocers’ tion. Associa- —_§_~¢~-2__ The National Brass Co. has in- creased its capital stock from $50,000 to $90,000. —_2>--____ There is nothing as impossible as some people, The Grocery Market. Sugar—The New York market is quiet but frm on the basis of 4.20c. Refiners have some seven weeks meltings stocks of raw sugar and can afford to look on for the present, pending the arrival of the active de- mand for granulated. This is over- due, but the country seems able to get along by eking out its stocks, and until the weather forces them into the market distributors will let refiners carry the bag. The tariff uncertainty hurts business, and from all indications will not be out of the way until the summer campaign is practically over. At 4.20c the margin for refined is 81 points. Tea—The market holds fair in both New Basked fired are opening higher with a scarcity of good leaf being offered. Opening prices in Japan were some- What cheaper but there has since been a firmer tendency. The general indications are that the higher grades will rule somewhat lower than last year, with cup quality fully as good. The total export of Japan teas last season were 35,500,000 pounds as against 40,584,000 pounds for the previous season. Congous are ruling low. Good cup Ceylons and Indias are firm and quickly picked up. The Java trade seems to be growing on advancing markets. Coffee—Rio and Santos grades are yc lower. The demand is very light and market conditions throughout are pretty sick. much confidence in the future of the market and for the present everything is stagnant and dull. Mild coffees have weakened in sympathy with Bra- zils, but in the primary markets hold- ers are even asking an advance, al- though there have been no sales made on any advanced basis. Java and Mocha unchanged and dull. Japans and Formosas. Nobody seems to have Canned Fruits—Gallon apples are still selling at a very low figure, but as the heaviest demand of the year is a little later in the season not a great deal is doing at the present time. New strawberries are being packed now and indications are for short crop. Prices would seem to be as low as they should be for the entire season. Spot California fruits are fairly well cleaned up and some business is being done for shipment from the coast at fairly good prices. Practically noth- ing has been done in the way of book- ing orders for new pack. Canned Vegetables—Reports from the heavy producing states of toma- toes have failed as yet to advance prices of canned tomatoes. The de- mand is of fair size for the time of year from both the city and country trade. Corn seems to have taken on added activity and is doing much bet- ter than it has for several months. The markets are well cleaned up on all cheap grades and the enquiry for the beter grades is very good. Peas are unchanged, with the jobbers gen- erally waiting developments. from the new pack, which will be ready within the next two or three weeks. Canned Fish—The market on do- mestic sardines is firmer than a short time ago, but there seems little chance of prices going higher as the carry-over the past year is said to be large. The demand for salmon has been very heavy during the week. Prices are low and from present indi- cations opening quotations may be lower than a year ago, as the catch is reported as large. Dried Fruits—The situation in Cal- ifornia raisins is unchanged. The un- dertone of the market is firm in spite of the slack demand. No change in the situation is looked for until the packers and Associated Raisin Com- pany get together on a plan of cam- paign for the distribution of the held- over and coming crop. Most of the packers seem to realize that they must get into harmony with the plans of the growers’ principal representatives, but they hesitate to give up their in- dependence. Prunes seem to be in a very strong position, especially in view oi the fact that reports come from the coast indicating not much over a 50 per cent. crop. Packers are already paying growers high prices for new crop. Peaches on the spot are moving very satisfactorily. Short crop of these is also reported for the coming season. Apricots of 1912 crop are fairly well cleaned up. New crop will be quite short and prices will rule high. Cheese—There are a few old cheese remaining in the market that are being sold at about 3c per pound over the price of the new make. The qual- ity of new cheese will get better as the season advances. Prices are rul- ing about the same as they were a year ago and no change is likely to occur from the present range of prices in the immediate future. Syrup and Molasses—Glucose is unchanged for the week. Compound syrup is dull at ruling prices. Sugar syrup and molasses show no change and are very dull. Provisions—Smoked meats are Yc higher. Pure and compound lard re- main steady at unchanged prices, with a fair consumptive demand. Bar- reled pork, canned meats and dried beef are all firm with an increased demand at unchanged prices. Salt Fish—Cod, hake and haddock are quiet on account of the season at unchanged prices. Mackerel is not improved, and the market is still in buyer’s favor; demand light. —_++.__ The Schwartzenberg Leather Co. has merged its business into a stock company under the style of the Schwartzenberg & Glaser Leather Co., with an authorized capital stock of $10,000 common and $5,000 pre- ferred, of which $9,500 has been sub- scribed, and $4,500 being paid in in cash and $5,000 in property. The stockholders and the number of shares held by each are: Max Schwartzenberg, 20 shares; Michael Schwartzenberg, 20 shares; Ralph Schwartzenberg, 20 shares and Charles Glaser, 35 shares. John German, who has been en- gaged in the candy business under the style of the Holland Specialty Co., has sold the business to the Valley City Supply Co. and engaged to represent the latter as city sales- man. 6 MICHIGAN TRADESMAN June 4, 1913 Bankruptcy Proceedings Before the Grand Rapids Referee. Grand Rapids. May 27—In the matter of Bertha Degergus, doing business as Degergus & Guerin, merchants at Lud- ington, the first meeting of creditors was held. and by vote of creditors, Robert J. Quail, of Ludington, was elected trus- tee with bond of 32,000. Following were appointed appraisers: a Kk Hansen, Louis E. Courtat and Chas. Moriarity, all of Ludington. The bankrupt was sworn and examined and the meeting adjourned, without day. In the matter of Edwin Degergus, bankrupt, of Ludington, the first meeting of creditors was held. Creditors failed to elect and the referee appointed Robert J. Ouail of Ludington, as trustee, with bond of $100. The bankrupt was sworn and examined and the meeting then ad- journed, without day. May 2s A voluntary petition was filed by Alfred Mitting, of Holland, and he was adjudicated bankrupt and the matter referred to Referee Wicks. Practically all the assets appear to be claimed as exempt and the calling of the first meet- ing of creditors has been delayed until money for expenses is advanced by the bankrupt. The total unsecured liabilities aggregate $9,056. May 29—In the matter of John A. Bauman. bankrupt, of Grand Rapids, the first meeting of creditors was held and Louis Deutsch, of Grand Rapids, elected trustee, with bond of $2,000. The in- ventory and report of appraisers was filed and shows assets of the appraised valua- - tion of $1,889.92. The meeting was ad- jJourned to June 12, at which time the bankrupt was ordered to appear for ex- amination. A voluntary petition was filed by Harry R. Pickett, of Grand Rapids, and he was adjudicated bankrupt by Judge Sessions and the matter referred to Referee Wicks The only assets scheduled are claimed as exempt. The following cred- itors are scheduled: G. B. Wright, Lake Odessa co. -0 S000 F. A. Converse, Williamston oe 25.00 Whitmore & Rogers, Lansing .... 6.50 Dr. Galbraith, Honsing, ... 2... 3.00 ar Seely, Camsing |. 0 8 42.00 National Grocer Co., Lansing .. 375.60 Michigan Fruit Co., Lansine ._... 11.00 Hirnest Heller, Lansing .......___. 5.35 Charles Ferguson. lansing .. .. 30.00 lL Hi. Fowle, Milwaukee _-...| 0 | 20.00 H. E. Franke, Milwaukee ..._. 1.50 Frank E. Pickett, Wayland ..... 3,000.00 Florence Allister, Milwaukee ..... 7.5 Arthur Reynolds, Milwaukee «see 10:00 $3,606.85 June 2—In the matter of the Dearborn Corporation, bankrupt, of Holland, the first meeting of creditors was held. and by vote of creditors present, Daniel Ten Cate, of Holland, was elected trustee; bond fixed at $5,000. The receiver, Geo. E. Kollen. was directed to file his final report and account. Following were ap- pointed appraisers: Oscar Tandler, of Grand Rapids. Benj. Mulder and Geo. Clements, of Holland. Meeting was ad- journed to June 11, at which time the officers of the company were directed to appear for examination. A voluntary vetition was filed by Anna Eliasohn, of Wudington, doing business as New City Packing House Market, and she was adjudged bankrupt by Judge Sessions and the matter referred to Referee Wicks. An order was made by the referee, appointing Henry G. Reek, of Ludington, as custodian, and calling the first meeting of creditors to be held at his office on June 16, for the purpose ot electing a trustee, proving claims, ex- amining the bankrupt, etc. The following assets are listed: Stock in trade cSeetch ese osu. 4 ee BORD One Horse 3 40.00 Machinery. £001s, etc. 0... 1,000.00 Accounts receivable ............. 130.20 $1,370.20 The following creditors are scheduled: John Petrie, Ludington (preferred labor) os $ 65.00 Saginaw Beef Co., Saginaw ...... 175.00 A. tiller, Taidinston =. .....2). : 100.00 Ludington State Bank, Ludington 100.00 Johanas Peterson, Scottville ...... 50.00 Roundy, Peck, Dexter & Co., Milwankee ...5..0. 0.00. 26.00 G. R. Paper Supply Co., Grand Rapids foo 9.00 John Phelan, Ludington .......... 10.00 Goodsell Hardware Co., Luding- oO a 4. 25.00 National Cash Register Co., Paweon, 6, 455.00 Thomas Peterson, Scottville ..... 50.00 Stearns Light & Power Co., LuMine Gen 45.00 Buckingham & Magmer. Ludington 10.60 Young & Rahrer, Ludington ...... 7.50 $1,127.60 _————--2-= - You may have a large list of ac- quaintances, but they require frequent renewal. The average Memory is short. ——_+--e__ Opportunity takes very little rest. You can meet her every morning most any time after daybreak. Big Bargains In Gasoline Cars Desiring to devote our entire attention to Baker Electrics hereafter, we offer very attractive prices on eight gasoline cars, both runabouts and touring cars. OSWALD MOTOR CAR COMPANY 66 Sheldon Ave. yy MEMBE There’s Always Fun For Everybody at RAMONA Reed’s Lake, Grand Rapids, Mich. L. J, DeLamarter, Park Manager (Wun The ones at Ramona can’t be beaten in the state. Cool Breezes? Amusements? Vaudeville? Then, too, there are the picnic grounds, the dancing casino, the play grounds, and a thousand other things to make a summer day worth while. The most enjoyable ones are found at Ramona. Ramona theatre is famous for showing the best. A visit to Grand Rapids is not complete without a visit to Ramona. The park man- ager will gladly assist you to plan a picnic there. Just address him at Ramona Park, Reed’s Lake. Watson-Higgins Milling Co. Grand Rapids, Mich. One of Michigan's leading flours and one that is building up an excellent trade for merchants all over the state is New Perfection Flour If it isn’t working for you Merchants Week is a good time to let it begin. Sag ee Salt cake tad bed msmarapaeapeiet it? June 4, 1913 News and Gossip of the Grand Rapids Boys. Grand Rapids, June 3—Attention! Uniforms for the parade are all ready and can be gotten at Grombacher & Major, Monroe avenue. There will be plenty of extra uniforms for those who did not order theirs early. Have your measure taken now and_ take the suit with you. We are pleased to report that J. J. Berg, who has been laid up for four weeks owing to an accident, is out calling on his trade. Last week Wednesday morning the 7 o’clock Detroit train on the P. M. was held 30 minutes for one passenger coming from the north on the G. R. & I., which was late. The distinguished passenger was Gover- nor Ferris. We must admit that the Governor was the cause of discom- moding a good many traveling men who, on account of being late, had to spend $2 for livery rig. Mr. and Mrs. Will Berner were seen at Ramona Theater last Satur- day evening. We wondered why Bill had the front seat, but after the play we decided that Bill wanted to get a good look at “Mr. Nobody.” Paul Burns, for six years with the Globe Soap Co., has resigned _ his position with them and accepted a similar one with Proctor & Gamble Soap Co. We wish Soapy success in his new position. We are sorry to learn that Mrs. Geo. V. McConnel is at St. Mary’s Hospital. We trust that she will not have to be there very long. Wm. D. Bosman. —— 7.2. __ Butter, Eggs, Poultry, Beans and Po- tatoes, at Buffalo. Buffalo, June 4—Creamery butter, fresh, 25@28'4c; dairy, 23@26c; poor to good, all kinds, 20@22c. Cheese—Fancy, old 17; choice, 15 (@l6c; new choice 14@14%%4c; poor to common, 10@15c. Eggs—Choice, fresh, candled, 21@ 22c; at mark 20@25c. Poultry (live)+Turkeys, 14@15c; cox, 12@13c; fowls, 17@18c: springs, 30@35c; ducks, 18@20c. Beans—Red kidney, $2@2.25; white kidney, new $3@3.25; medium, $2.35 (w2.40; narrow, new $3@3.40; pea, new $2.35@2.40. Potatoes—65@75c per bu. Rea & Witzig. ——_2+>____ Special Features in the Grocery and Produce Trade. Special Correspondence. New York, June 2—Friday and QSat- urday were generally obsered as holidays, so the grocery trade had a short week. It was long enough, however, to pound coffee down several points in the option market. During the week there was a drop of 21 to 34 points. Rio 7s are quoted at 1ll4%c and Santos 4s 138%c. The out- look certainly seems very unfavorable for the bulls and the consumer need not worry about prohibitive rates. The tariff, it is said, is still prevent- ing any activity in the sugar trade. Buyers are taking only the smallest possible lots, although at this season it would seem but reasonable for purchases to be made aq little ahead. Usually the granulated rate is 4.20c, which means a margin for refiners over raw of about 81 points. The tea trade is in a rut and seenis likely to stay there. The quotations named do not vary particularly from those of last year. Certainly no advance is noticeable. Japan rice, on account of price, is ap- parently the center of more attention than other varieties. The South is still very firm and the mills are not inclined fo make the least concession. Good to prime domestic, 4% @55¢c. Burns MICHIGAN TRADESMAN Rice is steady and without perceptible change. Stocks are not very large, but large enough to meet all demands. As with tea, the tariff is troubling dealers. Spices are steady, but with very little activity prevailing. Stocks are moderate and quotations are absolutely without change. Grocery grades of molasses have been selling with a little freedom. Prices on all grades are unchanged and are well held. Canned goods brokers were all away fishing during the two holidays and the market was somewhat demoralized. At best. matters are very quiet and without any particular demand, the range of prices has shown absolutely no demand. Future tomatoes and corn have been more “in evidence’ and; in fact, the volume of business has been quite satis- factory for desirable stock. Spot Mary- land 38s, tomatoes, 80@82%4@85c. N. : Standard corn, 60@65c. Top grades of butter are firm and tend slightly higher. Creamery extras. 28c; firsts. 27@27%4c; imitation, 25@26¢c; factory, 23@24%¢c; packing stock, 21@22c. “heese is in rather light demand, but quotations are firm. Best whole milk specials, 14%c, The egg supply is not as large as a week ago and the general situation is slightly firmer. Best Western whites, 22@23c. ——— Literal. A Brooklyn public school teacher says that she once required a pupil to compose a sentence with the word “dogma” as the subject. The pupil, a lad of 10, after some deliberation, submitted his effort. It read: “The dogma has five pups.” — 22. > If your windows are worth anything to anybody, they are worth the most to you. Let the theatrical people find room somewhere else for their paper. Visiting Merchants Notice Cadillac Touring, Complete, $1975 Electric Lights—Electric Starter Deliveries of all Cadillac models are now reasonably prompt. It’s not too late to get one of these handsome, powerful, luxuri- ous cars and enjoy the summer touring. It’s Better to Buy a Cadillac Than to Wish You Had We extend a special invitation to visiting mer- chants to call on us during Merchants Week and in- spect the latest Cadillac Models. CENTRAL AUTO CO. 220-222 North Ionia Ave. Grand Rapids, Mich. We want you to visit our sales room during Merchants Week and see our line of Oakland and Hupmobile Motor Cars G. P. Dowling 206-208 Ionia Ave., N. W. MILLER & BROWN TRANSFER CO. Bell Main 4231 GARAGE Citz. Phone 2425 Autos for Hire. Auto Repairing and Storage 236-38 Ottawa Ave. N. W., Opposite Court House, Grand Rapids MY SPECIALTY USED AUTOMOBILES Largest Stock in Western Michigan S. A. DWIGHT USED AUTO EXCHANGE 230-232 Ionia Ave., North 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 ATTENTION, MR. RETAILER Here is one of the greatest opportunities you have ever had to increase your business—to MAKE MORE MONEY. THINGS WE DO We are business builders. We are converters of merchandise into cash. We increase cash sales. We are makers of successful “Cash Selling”’ Plans. We show you how to bring the largest number of cash customers to your store. What we have done for others we can do for you. Address Manager of Selling Plan Dept., Manufacturers & Importers Sales Co., 402 Free Press Bldg , Detroit, Mich. AUTOMOBILES FOR RENT ™.Air.ucr C. J. BRONSON We Use Six Cylinder Cars Only Citz. 2195, Bell Main 1893, 218-228 BOND AVE., N. E., Grand Rapids, Mich. NATIONAL CARS International Champion $2750 $3400 Kelly-Springfield Tires ‘Made to make good” ALL SIZES IN STOCK ALLEN & DORTHY EXCELLENT GARAGE SERVICE. BEST ATTENTION GIVEN TOURISTS 236-242 Ionia Ave,, N. W. Both Phones 2375 CITY BAKERY COMPANY We Ship FIGOLA BREAD Cor. Commerce and Oakes GRAND RAPIDS YOUR STORE FRONT IS SUPERIOR WHEN INSTALLED WITH LZ 6 SAFETY & BURGLAR-PROOF _ 2S SETTING ror PLATE GLASS For further information address Toledo Plate & Window Glass Co., 21-23 Ottawa Ave., Grand Rapids, Mich- 8 BicrncanfpapesMan (Unlike 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 year or more old, 25 cents. Entered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWE, Editor. June 4, 1913 MAKING STRIKES TO ORDER. It would be supposed that the Grand Rapids newspapers, ordinari- ly sane and claiming to be loyal to the best interest of the city, would have learned a lesson from the fur- niture strike two years ago and let that lesson guide them in their deal- ings with professional trouble mak- ers when such gentry drift into town. In the furniture strike a person nam- ed Macfarlane, claiming to be an or- ganizer, never heard of in this city before, unknown as to antecedents and bearing no_ credentials that should entitle him to public confi- dence, came to town and after sev- eral months of agitation and organ- izing, formulated preposterous de- mands upon the furniture manufac- turers and, when these demands were refused, plunged this city’s chief in- dustry into a strike which lasted sev- eral months. It is needless to re- call the incidents in the strike, the falsehoods that were handed out to the strikers, the misrepresentations, the vain hopes, and the downright lying and the riots that were incited, but the strike cost Grand Rapids workmen something over two ‘million dollars in wages lost and its depress- ing influences were felt in every branch of trade. Macfarlane got enough out of the strike to pay the college bills for his son and to take his wife for a three months’ trip to Europe. From Macfarlane’s point of view the strike was a great success; the workers of Grand Rapids paid the bills. This spring a man named Ryan, claiming to be vice-president of the international boilermakers union, and a man named Meyers, purporting to be vice-president of one faction of the international brotherhood of elec- trical workers, came to town on a mission of trouble making. Both of these men were total strangers in Grand Rapids and neither had cre- dentials that would be sufficient to entitle a stranger to a job at sawing wood. Neither was invited to come. One of the strangers sent a demand to the receivers of the Pere Mar- quette and the other to the officers of the Commonwealth Power and Light Co., demanding conferences, the former upon the wages and work- ing conditions of the boiler makers and machinists employed at the Wy- MICHIGAN TRADESMAN * oming yards, the latter upon the wages and working conditions of the linemen. The receivers of one cor- poration and the officers of the other ignored the demands on the ground that the persons making them were impudent meddlers with things that did not concern them and not en- titled to even the courtesy of replies. Thereupon Ryan ordered the boiler- makers and machinists out on strike and Meyers did the same with the linemen, and both proceeded to strengthen their position by draw- ing as many more men into the re- spective unions as possible. The Pere Marquette receivers promptly took steps to break the strike by bringing in men from the outside to take the places of the men who had quit. The power company simply Stopped all work on construction and extension and will wait for the strik- ers to get over their folly, in the meantime finding no trouble in se- curing enough men to make neces- sary repairs. Following the tactics of Macfarlane two years ago, both Ryan and Meyers are talking loud and often. They are misrepresenting conditions in every possible way. They are lying to workmen who have accepted their leadership and they are trying to fool the public. The daily newspapers instead of ex- posing these arrant frauds and de- nouncing them, are doing all they can to make it pleasant for them, accepting all their mouthings as gos- pel and giving them the prominence which is so helpful to them in hold- ing the strikers in line. Both strikes are manufactured products, exactly as was the furniture strike two years ago. Neither has any basis in rea- son, sense or grievances, which was true two years ago. Then the workers who were fooled paid the bills and the workers will pay the bills this time. Macfarlane made enough out of the strike that year for his European trip. It is doubt- ful if Ryan and Meyers will be as successful as was Macfarlane, but it is no fault of the newspapers who are doing all they can to help these strangers along. —_—_— EVERYTHING READY. The glad hand is awaiting all the merchants and their wives in the trade territory tributary to Grand Rapids. Next week Tuesday, Wed- nesday and Thursday will be Mer- chants Week in Grand Rapids and the wholesalers want as many of their friends to come for the good time that has been arranged for them as can possibly get away for three days from home and the daily grind. Last year more than 3,500 merchants and their wives responded to the invita- tions that were sent out by coming for the annual festival and more than 1,800 of them remained for the ban- quet with which the entertainment closed. Grand Rapids wants more than last year to come this time—as Many more as possible—and will be disappointed if a new record is not made. Invitations have been sent out as usual this year and the Committee on Arrangements hopes that all who intend to come will signify their ac- ceptance without delay, indicating how many will be here. Upon receipt ot the acceptance letters are sent irom the office here to the effect that banquet tickets have been reserved and will be delivered when the visitor registers at the Association of Com- merce rooms upon arrival. The ban- quet tickets, as many as may be asked for, together with badges. tick- ets for the Ramona attractions and other forms of entertainment are then placed in an envelope with the vis- itor’s name and filed, and this will be ready for delivery upon registering. Early notification will greatly facili- tate the work of the local conimittees, will prevent delays at the registration counter and will make it easy to pro- vide for all at the banquet. The last day for filing acceptances is June 10. The first day of the annual festival will be for registration. getting ac- quainted and getting located. Wed- nesday and Thursday mornings will be open to permit the visiting mer- chants to make the rounds of the wholesale houses and to see the sights, Wednesday afternoon will be educa- tional in the programme that has been arranged. A meeting will be held at the Coliseum and the speakers will be Postmaster W. Millard Pal- mer, who will explain the parcel post and tell the merchants how they can make this service of value in increas- ing their trade; C. A. Palmer, of Man- istee, State Insurance Commissioner, who will discuss insurance and tell how insurance rates can be kept down by safeguarding against fire and M. S. Lawrence of the Interchangeable Fixture Co., who will discuss window trimming. These are all live topics and will be presented by live men in a live way and every merchant should be interested. The dancing pavilion at Ramona has been leased for Wed- nesday evening and the visiting mer- chants and their wives will be the guests of Grand Rapids at a grand ball. Thursday will be entertainment day. Tickets on the street cars to Ramona will be furnished and coupon tickets for all the concessions, including the theater, will be supplied. The after- noon will be just one continuous round of fun, with the Grand Rapids wholesalers right in it with the rest. The closing feature of the week will be the annual banquet at the Coliseum at 6 o'clock, to be served by Jandorf. Richard J. Prendergast, Chairman of the Wholesalers Committee, will wel- come the visitors, Carroll F. Sweet, President of the Association of Com- merce, will be toastmaster and the speaker of the evening will be War- ren G. Harding, formerly Lieutenant Governor of Ohio. There will be music and other special entertainment, but the detailed programme is being kept a secret that the visitors may have a pleasant surprise. The enter- tainment will close promptly at 9:30 o’clock to enable the visitors to catch the night trains home if they so de- sire. The retail merchants, entirely in- dependently of the wholesalers, are planning to do their share for the en- June 4, 1913 tertainment of the visitors. They will display the welcome sign, fly the flags, have special window displays and special store arrangements and will be glad to answer the questions that visiting merchants may desire to ask. ee _—__— SAVING THE VIRGIN PINE. The Indian Club, made up of about twenty Grand Rapids young business men, has purchased about 1,000 acres of land along the Little Manistee River, extending five or six mules up and down the stream from the Pere Marquette crossing. The land is mostly cut over timber lands, covered with a scattering growth of young oak, poplar and other woods and an occasional showing of pine, but at the railroad crossing is a forty of vir- gin pine of splendid growth and a mile further up stream is an eighty covered with a still finer and larger growth. These tracts are said to be the largest and finest pieces of virgin pine left in the Lower Peninsula—in jact, practically the last remnant of the splendid forests that once covered the State. It is the plan of the Indian Club to preserve these two tracts of pine that future generations may see what this growth which plays so large a part in the history of the State looked like. The great diffi- culty in carrying out this purpose is the danger from fire. Hunters, fish- ermen and campers are careless, and the locomotives passing on the rail- road throw sparks and in dry seasons a spark is all that is needed to start a conflagration which fanned by the wind sweeps across the country, de- stroying all the young growth, burn- ing up the forest cover and damaging or destroying the forest monarchs. The forty at the railroad crossing, in which the Indian Club camp is lo- cated, has been fairly well protected, but scarcely a sound tree will be found in the tract as a result of fires in former seasons. The eighty acres further up stream and the interven- ing ground, with its young growth, has already been fire swept this sea- son and if there is anything left to burn the experience may be repeated later in the season. The purpose of the indian Club js exceedingly worthy, but it will be of no avail un- less some method can be found for the protection of the lands from fire. The country in this district is of very little value for agriculture. The soil is sandy and thin and the country rough. No better use could be made of the strip along the river than to keep it as a forest and game preserve. The State itself could well assist in the work of preservation and protec- tion for the effect the forest growth will have on the river and climate. The State could easily do what for individuals would be almost prohibi- tive on account of the expense. It is not the expense for a single year that makes so much difference, for the Club members would cheerfully chip in the amount required, but it is the continuous, year after year, ex- pense which makes the problem seri- ous. It is continuous protection that is needed for a single season of care- lessness and neglect may wipe out the work of a dozen years. i i ; i ~. : f i i June 4, 1913 MICHIGAN TRADESMAN Last Official Call For Merchants Week Grand Rapids June 10, Every Retail Merchant in Michigan is WEDNESDAY Business Efficiency Day On Wednesday afternoon at 2:30 in the Coliseum a convention session will be held for those merchants interested in learning how to improve their business and adding to their profits. An address will be given by Honorable C. A. Palmer, State Insurance Commissioner, on “Fire > Insurance and Fire Prevention.” This is a very important subject and is of vital interest to every retail merchant. W. Millard Palmer, Post Master, Grand Rap- ids, will talk on “Parcel Post.” This address will go over different phases of Parcel Post with a special reference to its value to retail merchants and the uses they can make of it in their business. Mr. Palmer has given this sub- ject deep study and is thoroughly capable of handling it in an able manner. A talk on “Window Trimming” will be given by M. S. Lawrence, of the Interchangeable Fix- tures Company of this city. Merchants are be- ginning to realize, as never before, the value of their window spaces for advertising their goods and attracting attention to their stores. Every merchant should know how to get the most value out of the window space at his command and cannot fail to obtain many valuable sug- gestions from this address. The session will begin at 2:30 and admission is perfectly free to all those who desire to attend. The Committee believes this will be one of the most important and valuable features of this year’s Merchants Week and hopes to see a full attendance. Bring your note book with you and if there are any questions on these topics that you would like to ask you will be given an opportunity to do so. Wednesday Evening Dance Tickets will be provided for a grand dance at the Ramona Dancing Casino for Wednesday evening from 8:30 to midnight. This Casino has the largest dancing floor in the State. and the Casino itself is of the most recent and artistic structure. Beautiful music will be furnished by the cele- brated Guthan Orchestra and_ the wonderful lighting effects will add to the brilliancy of the occasion. THURSDAY Afternoon of Solid Fun On arrival and registration at the Association of Commerce headquarters each guest will be furnished with free street car tickets to and from Reed’s Lake and tickets for the following amuse- ments at Ramona: Theatre, Steamboats, Major Watson and Hazel A., Ramona Zoo, Mystic Chute, Indian Village, Roller Toboggan, Merry- go-Round, Dancing Casino, Panama Canal, Double Whirl and Circle Swing. These tickets will be good for Thursday afternoon only. Come along and whiz through the air on the Roller Toboggan, sail like a bird on the Circle Swing. shoot through the Mystic Chute, take a lake trip on the steamers, dance in the beautiful Casino. see the Miniature Panama Canal, ride the grizzly bear on the Merry-go-Round, visit the Zoo and enjoy a thrilling, whizzing trip through the air on the Double Whirl. After you have gone through all of these experiences you will have a good appetite for the grand Banquet, which is to take place at the Coliseum down town at six o'clock sharp, and will be over by ten o'clock, so that those who desire can take early trains home. Ramona Theatre Will have an unusually attractive vaudeville bill, Manager L. J. DeLamarter having arranged for an exceptionally strong program, to include a number of features. One of the big numbers for the week will be “The Primrose Four,” a quartette which is recognized as one of the best on the vaudeville stage. The members of the quartette are singers of more than ordinary merit. and the vocal numbers have been carefully chosen with an idea of meeting diversified musical tastes. Another musical number of more than passing interest is that of LaTosca & Co., the members of which organization will offer musical selec- tions on a variety of instruments and also present vocal numbers, possibly including one or two from grand opera. Gracie Emmet & Co., will be seen in a laugh- able comedy sketch entitled “Mrs. Murphy’s Husband,” in which the lines and situations are said to be provoking of much hilarity and en- joyment. DeRenzo & LaDue have a novelty act in which the comedy features are exceptionally strong. The team has made good on all the big vaude- ville circuits and will offer a lot of new features for the week at Ramona. Adele Rowland, comedienne, will tell stories and sing the latest songs from Broadway, be- sides introducing the latest in dancing novelties. 11, 12 Cordially Invited There will be one more act to be arranged for later and the show will be followed by moving pictures or Ramonagraph. The bill will be one of the strongest—if not the strongest—of the 1913 Ramona season. Performance will take place on the afternoon of Thursday. June 12th, at 3-00 D. m. The Grand Banquet Will be held at the Coliseum Thursday evening, June 12th, at 6-00 o'clock sharp and will be over at 10:00 o'clock to enable those who wish to do so to catch early trains home. These banquets are the crowning events of Merchants Week and are always full of vim. vigor and enthusiasm. There is something won- derfully inspiring in a gathering of two thousand people under ordinary circumstances, but when they are seated around a banquet table with the bands playing and anticipating the speeches to be made, it is a thrilling sight indeed. We are to have as principal speaker at this year’s banquet Honorable Warren G. Harding, Ex-Attorney General of Ohio. and one of the most famous Chautauqua lecturers on the plat- form to-day. Mr. Harding is a brilliant orator, of magnetic personality and his address alone will be worth coming many miles to hear. Mir oR Prendergast, the genial and well known chairman of the Wholesale Dealers As- sociation, will introduce Mr. Carroll F. Sweet. President of the Grand Rapids Association of Commerce, who will act as toastmaster. The Committee has promised us much ex- cellent music and other stunts ofa thoroughly entertaining character, which they will not per- mit us to announce at this time, as they desire to spring them as a surprise. We believe the women especially will enjoy this Banquet, as it will be short and there will not be a dull or dragging moment in it. We hope every merchant who comes to Grand Rapids will arrange to attend the Banquet and take his wife, if he is fortunate enough to have one. Send for Banquet Tickets Now You must apply in advance for Banquet Tickets as we have to know how Many are coming to make proper preparations. No tickets will be issued for the Banquet after June 10. All other tickets you can get after your ar- rival and we need no advance notice. Send applications to M. C. Huggett, Secretary Grand Rapids Association of Commerce. Wholesale Dealers Association of the Grand Rapids Association of Commerce. 10 MICHIGAN TRADESMAN June 4, 1913 BANKRUPTCY MATTERS. Proceedings in Eastern District of Michigan. May 26—In the matter of Charles E. Ashdown, bankrupt, a merchant, Albion. fHlearing on specifications in opposition to discharge of bankrupt referred to Referee Joslyn to take testimony thereon and report to the District Judge. The bankrupt and other witness were sworn and ex- amined by attorneys for objecting c editors and thereupon the matter was duly adjourned to June 24th, 9:30 a. m. May 27—In the matter of Edward D. Ellis, trading as E. D. Ellis Oil Co., bankrupt. Detroit. Final meet- ing of creditors held. Trustee's final account, showing total receipts of $1,699.69, disbursements of $961.65 and balance on hand of $738.04, duly ex- amined and Edward F. Wunsch, attorney for receiver and bankrupt, allowed $125: Charles H. Ruttle. allowed $35.00 account legal services to trustee, and the trustee the full statutory commission. Final dis- tribution sheet forwarded to trustee paying out balance of funds. The to- tal amount paid to unsecured cred- itors $894.53; amount of exemptions paid to bankrupt, $250; labor claim $50; fees, commissions and expenses of receiver, trustee and referee $137- .94; total attorney's fees $160; and miscellaneous expense $207.22. Estate ordered closed and trustee discharged. In the matter of W. A. Dusseau & Son, bankrupts, Detroit. Final meet- ing of creditors held. The final ac- count oi the trustee, showing total receipts of $980.97, $752.83 and balance on hand of $228.14, Trustee and custodian allowed full statutory com- Order of distribution. not allowed. disbursements, examined and approved. mission. yet made up. In the matter of Harry Garsky, bankrupt, Detroit. l-inal meeting of held. report, showing total receipts of $540, dis- creditors Trustee's bursements of $348.71 and balance on hand of $191.29, examined and ap- proved. Trustee allowed full statu- tory commission and ordered _ that, after payment of administration ex- penses, balance be paid as second and final dividend. Order of distribution not yet made up. In the matter of the Auto Lock & Specialty Co., bankrupt. Detroit. Fi- nal meeting of creditors held. The trustee’s final account, showing total $275, disbursements of $161.25 and balance on hand of $113- -75, examined and approved. The hal- receipts of ance on hand ordered paid on ac- count of administration expense and labor claimants. There appears to be insufficient funds for dividends to general creditors. May 28—In the matter of Edmund Kosmowski, bankrupt dry goods deal- er, Detroit. Hearing on bankrupt’s offer of composition. The meeting of creditors held as per notice. Claims of twenty-two creditors in the agere- gate sum of $12,422.34 were duly filed and allowed. On a vote being taken on the offer of composition, sixteen creditors whose claims aggregated $11.781.54 voted in favor the accept- ance of the said offer, while six claims in the aggregate sum of $640.80 neither voted for or against the said acceptance, Referee Joslyn there- upon filed with the District Judge his report of the said vote and recom- mended the acceptance and confirma- tion of the composition. An order to show cause has been duly issued requiring the creditors to appear at the office of the Referee June 9 and show cause why the composition should not be confirmed, May 29—In the matter of the Mich- igan Magneto Co., bankrupt, Detroit. ‘inal meeting of creditors held. The final account of the trustee, showing total receipts of $5,874.52, disburse- ments of $2,559.95 and balance on hand of $3,314.57, to which is to be added an item of interest of $24.93, duly examined and allowed. The re- ceiver and trustee allowed maximum statutory commission. The sale of accounts receivable of the face value of $5,945.12 was held and a bid of $25 received. Sale not confirmed, but continued to June 10, Lucking, Emmons & Helfman allowed $100 ac- count legal services to bankrupt, and Millis, Griffin & Lacy, $150 account legal service to receiver and trustee. A final dividend will be declared on June 10. May 29—In the matter of Taylor Brothers Co., bankrupt, Battle Creek. The first meeting of creditors has been noticed to be held at the Cir- cuit Court rooms, Battle Creek, on June 9, which time the creditors of the bankrupt may attend, file their claims for allowance, examine the of- ficers of the bankrupt and determine in what manner and at what time the property of the bankrupt shall be sold; also elect a trustee. The ap- praisers have filed their report and inventory in this matter, showing Property appraised as follows: $46,850.00 544.40 2,494.55 2,275.90 3,218.53 3,566.18 15,738.62 Real estate and buildings Barn equipment Office furniture Supplies Kaw materials |. Manufactured stock Factory equipment ..... Printing equipment ..... 706.41 Sales equipment ........ 179.70 Advertising equipment 140.78 Printing plates, etc. .... 1.00 Electros & half tones .... 1.00 Mor $ 75,717.07 In the matter of United Confec- tionery Companies, bankrupt, Battle Creek. The first meeting of creditors has been noticed to be held at the Circuit Court rooms, Battle Creek, June 9, at which time the creditors may attend, file their claims for al- lowance, examine the officers of the bankrupt, elect a trustee, and de- termine in what manner and at what time the property of the bankrupt shall be sold. In the matter of Horace W. Bron- son, bankrupt, Hudson. First meet- ing of creditors duly called to be held at the office of James H. Cor- nelius, attorney, Adrian, June 11, to permit creditors to file their claims for allowance, examine the bankrupt, and elect a trustee. A sale of the Property of the bankrupt consisting of a stock of furniture, etc., has also been noticed to be held at the prem- ises occupied by the bankrupt at Hudson on June 10, subject to con- firmation by the court at the said first meeting of creditors. The equity of redemption of the bankrupt in certain real estate will also be of- fered for sale at the same time and place. In the matter of the Hippodrome, Inc., bankrupt, Detroit. The sale of the property of the bankrupt, con- sisting of fixtures, equipment, curios and incidental articles used in the conduct of a theater, has dered to be sold by the trustee on the premises 229 Woodward avenue. Detroit, June 10, subject to confirma- tion by the court. been or- Abolishing the Postage Stamp. Putting on a postage stamp an generally being obliged to “lick” Un- cle Sam’s paste is not an If the new in- vention of a New Zealand man comes into general use all we will have to do is to put our letters under a ma- chine and turn a crank. Every one may have his own stamping-machine just as easily as he has a gas meter or a cash register. In New Zealand, where this device is already in ac- tual use, the machine is rented from the postal authorities and an author- ized collector calls at intervals and takes the pay for the amount reg- istered on dials on the machine. The machine now in use gives stamped impressions of a halfpenny, penny, three and six pence, and one shilling, as it is for British currency, but it could just as easily be con- structed for American money should our Government see fit to adopt the device. On the front of the machine is an indicator, with a handle which can be set by the operator to show the amount of postage required. From the right-hand side projects a crank to which is attached a trigger. An opening in the bottom of the ma- chine for the insertion of the mail matter to be stamped. After the let- ter is in place, the operating handle, or crank, is pushed around until it has described a complete circle, when it is automatically locked. While this is being done the value of the impression, which is represented by exactly pleasant performance. the stamp, is recorded on a dial on. the top of the machine. In the manufacturing of these ma- chines the greatest precaution has been taken against fraud or any pos- sible tampering with the mechanism. The only means of opening the ma- chine is by a patent lock, the key of which is in the possession of the postal authorities. No machine leaves the workshop until it has been most carefully tested. There are no screws that will allow admission to the interior, and the most important portions of the working apparatus cannot be reached except by destroy- ing the machine. Aside from all this, the pains and labor of committing a fraud would be useless, for the im- pressions are not salable. From an _ economical standpoint alone the amount of money saved in the administration of the postal de- partment in any country would be no small amount. The cost of printing the stamps, and the vast army of em- ployes necessary for the counting, checking, issuing and canceling of them, would all be eliminated. Remarkable Dry Goods Opportunity at Auction. Owing to death of owner and pro- prietor April 24, an exceptional op- portunity for a first class dry goods man to purchase a complete stock of dry goods, notions and ladies’ wares at auction at Platteville, Wis.. on Thursday, June 12. The stock is good and clean, the store having en- Joyed the very best of patronage, and the business has always been cash. The deceased owner completed the store room (which is two story and basement) two years ago. To a good, live, wide-awake merchant there is no better opportunity, and the right man can make an unlimited amount of money, there being absolutely no chance of failure, as the success of the business is assured. This golden opportunity is located at Platteville, Wis., in one of the best agricultural and dairy sections in the State. The special administrators are desirous of getting the stock into the hands of a real, live merchant, who can arrange to lease the store building for a term of years. This proposition will bear the most rigid investigation. This business has grown from a_ $500.00 stock some twelve years ago up to now owning and occupying the entire present two-story and basement building, the stocks present inven- tory which has just been completed and is guaranteed, shows $22,400.00 worth of merchandise. A deposit or certified check of $1,000.00 will be required of any and all bidders. For further information write or wire the undersigned spccial administrators as the stock will positively be sold at auction on Thursday, June 12. Dr. Wilson Cunningham and O. E Gray, Special Administrators, Platte- ville, Wis. Adv. Consider the Dew. The question is often asked, Does the dew rise or fall? Dewfall is an admissible an expression as sunrise or sunset. In both cases the expres- sion is at variance with scientific fact. Meteorologically, the formation of dew is not accompanied by motion in the vertical plane, hence there can be no question of rise or fall. Under certain conditions of wind, cloud, and temperature variants, dew is pro- duced. Warm-air charged with mois- ture comes in contact with a cooler surface. When, in this contact the heat is subtracted from the air and the saturation point for that tempera- ture is reached, the moisture, which in the air has existed as water vapor, is condensed upon the cooler surface at the point of contact. The dew- drop, also good English. although false physics, has no existence in the air, but comes into being upon the surface bedewed. It does not fall nor does it drop. —_2+.____ Patience and tact are the heavenly twins of business. It is a good deal of trouble to keep them working, but it’s hard to keep house without them, a ORR EEN ; | 4 : } June 4, 1913 MICHIGAN TRADESMAN 11 WATER POWER ELECTRICITY RAPER PUWER ELEC The Modern Agent of Progress This modern agent is to-day welcomed everywhere. It is promoting the prosperity and building up our cities and villages throughout the state. The advantages of this force are too apparent, which is solving the power problems, large and small. a It means money made and saved where this economical and efficient force is used, which is lowering the cost of production all over the world. Electric service is at your command every hour of the day or night. No matter what time you need it, it responds instantly at the pressing of a button. You may have light, heat or power, one or all at the same time, at a cost that is to-day within the means of everyone. oe STATISTICS carefully and accurately compiled from facts. Facts about conveniences and economies are aids to success. It pays to investigate facts concerning the benefits of electricity. Grand Rapids-Muskegon Power Co. Citz. Phone 4261 124 Monroe Ave., Grand Rapids, Mich. _ Bell Main 797 12 THE SHOW ME MAN. He Successfully Meets Mail Order Competition. Louis Caplan, general dealer at 3aldwin, has given the’ subject of mail order competition much careful thought and confidently believes he has worked out a plan by which it can be met and overcome by country merchants. His method of handling this somewhat annoying feature is very clearly set forth in two adver- tisements which he _ recently pub- lished in the local Baldwin paper and which are reproduced in adjoining columns on this page. Mr. Caplan has been pursuing this policy for some months and finds that, as the result of his campaign, the amount of business sent to the mail order houses from his town and vicinity has been very materially reduced. He be- lieves that in time he will be able to induce all customers tributary to his town to leave their money with local merchants, instead of sending it to Chicago and other mail order centers. The Tradesman feels no kesitation in commending Mr. Caplan’s plan to the retail trade of the State, experi- ence elsewhere having demonstrated that the plan outlined is about as ef- fective in dealing with this abuse of modern mercantilism:’ as any feature that can be adopted and carried into execution. —_2>2»—__ Blame Board of Health. The Publicity Committee of the New York Mercantile Exchange pre- pared and had presented to Commis- sioner Lederle of the Board of Health of New York City the following com- munication: “The Publicity Committee of the New York Mercantile Exchange has re- solved that the attention of the health department of this city should be called to the fact that the receipts of eggs in the New York market have recently declined very much below the normal seasonal basis, and are now running unusually light and wholly out of proportion with the receipts of other markets. and that this condition must be largely due to the recent exactions of the inspectors of the Board of Health, which have the effect of diverting the cheaper grades of eggs such as dirties and checks to other markets. “This is depriving the working classes of New York of an immense supply of wholesome food, heretofore obtained in abundance and at reason- able prices. “The receipts for the week ending May 10 alone were below those of the corresponding week of last year to the extent of 1.655,310 dozens. “We respectfully submit that it is to the public interest to encourage the shipment of checks and dirties to our city, and that the activity of the inspectors should be directed only against the sale of actual ‘rots and spots.’” Birds leave their nests in search of food. Wise business men do not sit down and wait for trade to come to them. : oo .. If you have a kick coming put your whole sole in it. MICHIGAN TRADESMAN Here’s Where We Show The “Show Me” Man! _ The “Shaw Me” nan says he can saye money buying from mail order houses, We say he can do better at home and, what is more, we are going to prove it! Here is our ofter: We will meet the prices of any catalogue housé on precisely the same terms and conditions given in your own catalogue. Bring your catalogue with you, or we have two at the store~Sears, Roebuck and Montgomery Ward-Buy your order and take it home with you. The price is the same and you gain: 1. Pure goods guaranteed under the Michigan Pure Food Law. 2. Selection from the actual goods instead of from pictures. 3. No freight to pay, no waiting, no mistakes, no misfits, no correspondence. 4. The profits on your purchases invested in your home schools, your home roads, and home enterprises to employ home people. See This Offer! ==> We [leet It! 331 lbs. sugar for $1.00 with a $£0.00 cash order. 66%, lbs. sugar for $2.00 with a $20.00 cash order. 100 lbs. sugar for $3.00 with a $30.00 cash order. 1331 lbs. sugar for $4.00 with a.$40.00 cash order. THE BALDWIN DEPARTMENT STORE So Siu Drew of Q Ws ain How We Showed the ‘Show Me’ Man! Here 1s the $10 order Mr. Show-Me selected from his Sears-Roebuck special catalogue and the prices he had to pay to get his 33 4 pouhds of sugar for $1.00. Opposite is the assort- ment bought by Mr. Goodenough at our regular prices. We, of course, do not carry the same brands, but we substitute equal quality goods guaranteed under Michigan’s pure food law. Mr. Show-Me Paid. Mr. Goodenough paid: 333 pounds grannlated sugar........ aco oe 0Gl.00 21 pounds granulated sugar............ o-.. $1.00 8 pounds Zondora tea, page 3......-...0-006 1.42 3 & uncolored Japan tea.. ....4..... 1.20 8 ‘* Revera tes, page3......... o eo 169 3 “* Caplan’s Best tea.....,......- 001.50 5 ‘“* “Mont¢lair steel cut coffee; page 8. 1.75 5 “ Captan’s Best steel-cut coffee-... 1.50 6 cans Montclair brand beans, page 22...,. 53 6 cans Hart brand beans .................: + ,60 3 1-Ib. cans Caplan’s Best baking powder... -.48 6 cars Wolverine tomatocs................. 64 3 {-pint bottles White House catsyp......2. 25 8 E-lb. cans Garland baking powder. page 12. 49 6 cans. Pearl brand- tomatoes, page 40........ .57 8 ¢-pint bottles Montclair catsap, page $4... .31 3 pkgs. Montclair mincemeat, page 13 2... ,.25 3.pkgs Pionéer mincemeat .............. ee. 525 8 ‘ Y“avalia cornstarch, page68...,..... .18 3. pkgs Climax cornstarch. eee eee ee 45 4-oz, Uetthe Dr. Price’e lemon extract,page40 .29 14:02. bottle Star-A-Stet lemon. extpact....° .26 10 pounds pure leaf lard, page 32........... 1.43 10 pounds pure leaf lard............ gece oa 8b 3 cans corn G50953, page 52........... sceee oe 3 cans Hartbrand Stowell’s Evergreen corti— .25- dota, 2: ed ee $10.00 Mota el. ee sole (0.48 Which saved the most money? The above table proves that Mr. Show-Me paid just 81 cents for the extra 121; pounds of sugar. Our prices are every-day prices, too. Watch our lit and save money. THE BALDWIN DEPARTMENT STORE Louis Caplan, Baldwin Prop. Shu prow ro Mich, ey a. , Poe - June 4, 1913 June 4, 1913 MICHIGAN TRADESMAN 13 “Business is Great” During the month of May our actual shipments of “Star Brand” shoes to customers amounted to $1,804,617.46 This is the largest single month’s shipments in the history of our business, and so far as we know it is the largest volume of shipments ever reached in a month by any shoe manufacturer. Our comparative shipments for May, as compared with May a year ago, and also for five months and twenty-four days, are as follows: rr $1,804,617.46 Shipments for ae... 1,678,997.62 ee $125,619.84 Shipments from December 10, 1912, to May a ............... $7,425, 694.75 Shipments from December 10, Dil, to May 31, 1912................ 6,733,113.12 Gain for five month and 22 days.................... $692,581.63 (Fiscal year closes Dec. 10, 1913) “Star Brand Shoes Are Better.” We give better service, more courteous treatment, more and better advertising than any other shoe manufacturer in existence. The growth of our business proves this. It will pay you to concentrate your business on the largest selling—the easiest selling line of shoes in the world. Do this, and you will then know why “Star Brand Shoes Are Better” Send for a catalogue or salesman, we will send either one or both. ROBERTS, JOHNSON G RAND MANUFACTURERS Branch of International Shoe ST.LOUIS 14 MICHIGAN TRADESMAN Oy Seg SASS - Bc Gs Michigan Poultry, Butter and Egg Asso- ciation. President—B. L. Howes, Detroit. Vice-President—H. L. Williams, Howell. Secretary and Treasurer—J. BE. Wag- goner, Mason. Executive Committee—F. A. Johnson, Detroit; E. J. Lee, Midland; D. A. Bent- ley, Saginaw. Co-Operation in the Egg and Poultry Business. Recent years have seen a radical change in the collection and distri- bution of our food supply. The poul- try and egg industry has undergone a metamorphosis in the last decade. It used to be in the hands of the farmers, who dressed their fowls or took them alive to market. But the growth oi the cities and their increas- ing demand for more food to be con- sumed within restricted areas have pushed the farmers too far away and also rendered his supply inadequate. Each year the markets have become more distant, until it would seem the limit must have been reached in that regard. But each year the markets want more poultry and it does not seem probable, in the face of the ris- ing price of meat, that the demand will lessen. In view of these conditions, as well as the fact that the requirements for handling of poultry and eggs have gone far toward standardization in the last five years, it is well for the industry, as an industry, to survey the situation and consider carefully along what lines it proposes to proceed in the future. We'live in an era of spec- ialization and also of concentration. Specialization will probably increase since it makes for efficiency; the meth- ods of concentration in business will probably see many modifications be- fore they are accepted as satisfactory for the development of our resources and our people. Our industry has had but little to do with monopoly, combination or co-operation, because it has been conducted on the “every fellow for himself” plan. This has resulted in the continuous warring of the individuals in the same territory so that there is finally a competition in restraint of trade which cannot con- tinue. On the other hand it is not possible, neither is it desirable, for a broad-cast industry such as this to be governed by concentrated impersonal capital. It is commonly accepted by those who have studied the handling of perishable products that too great concentration does not tend towards high grade handling; that the medium sized house under the direct super- vision of an able manager who _ is more than a salaried agent, turns out the best product; that poultry dress- ing cannot be.done with the best re- sults wheré. dt is simply a part of a “big business” Operation and where many widely scattered establishments are governed according to some “‘sys- tem” irom. distant headquarters. However, no industry can prosper unless there is some stability of pur- pose, harmony in operation and a rec- ognition of the right of every man who is trying to do business honestly and well. And in order to do the work well there must be some cap- ital, some equipment, some special training and some business ability. Both the industry and the consumer have suffered because of the men, who having failed in everything else, have gone into the poultry business. The handling of perishable products, now- adays, is not a haphazard game to be played with a few dollars at stake. It is rapidly becoming an exact pro- cedure based on scientific investiga- tion, and only those who keep eyes and ears open and minds flexible and receptive can hope to build up a cred- itable reputation in this field. It is the object of many packers to put up just as good poultry and eggs as possible. It is the object of some packers to put up just as much as possible, quantity with them over- ruling quality. These are the men who will seek to grasp the output of territory after territory until they control] all that they can lay hands on. Observation and experience have shown, in such an industry as ours, that that procedure does not result in high quality goods. Running ex- penses are not strikingly lowered; quality is not maintained, therefore prices are not, and the combination spells “failure.” in the last analysis nandling is the thing that tells. Perishable products that are well handled are always at a premium. The man who puts such goods out of one house, or even two or three houses, is stimulated by his success to widen his field of opera- tions. But just as soon as his plants are so many that he cannot put into them the personal qualities and ex- perience that made success, he will fail to keep them up to the mark. A healthy competition is the life of every industry. But a competition in restraint of trade and progress may exist and it is this phase of one econ- omic mistake that has helped to re- tard the development of our industry as an industry. There is a vast dif- ference between combination for illi- gitimate gains and co-operation for mutual development and self-protec- tion. The former in our industry would be a calamity. Let us look very broadly at the possibilities of the latter with an eye to their util- ization in the upbuilding of the poul- try industry. The rank and file of poultry dress- June 4, 1913 We are known from New York to San Francisco as one of the largest poultry houses in the United States. We ship to New York, Boston, Chicago, Los Angeles, San Francisco, or any place where the market is good, thus we are able to pay the farmer or jobber the highest market price. We make a specialty also of Butter, Veal and Hides. A. T. PEARSON PRODUCE COMPANY 139-145 South Ionia Ave. :-3 Grand Rapids, Mich. The Vinkemulder Company JOBBERS AND SHIPPERS OF EVERYTHING IN FRUITS AND PRODUCE Grand Rapids, Mich. WANT APPLES AND POTATOES Car load lots or less. Write us what you have. 139-141 So. Huron St. M.O. BAKER & co. Toledo, Ohio We are now located in our own new building adjoining the new municipal wholesale city market EED Can fill your orders for FIELD SEEDS quickly at right prices. MOSELEY BROTHERS Both Phones 1217 Established 1876 GRAND RAPIDS, MICH. M. Piowaty & Sons Receivers and Shippers of all Kinds of Fruits and Vegetables GRAND RAPIDS, MICHIGAN Branch House: Muskegon, Mich. Western Michigan’s Leading Fruit House Come in and see us and be convinced - June 4, 1913 MICHIGAN TRADESMAN 15 ers, if not actually farmers, are still The fruit growers, ‘especially in the participants in the business for whom close to the soil with its inherited West, have learned these facts—so far the organization was formed, and A : tendencies and traditions. Therefore the poultry industry has not. The then there must be a fair division of Rea & Witzig they still have very strongly the ex- fruit growers have found that the aggerated individualism which has al- ways characterized the farmer. Livy- ing in isolated or small communities breeds an inherent distrust of all out- siders. ‘loo often this is justified be- cause a lack of business knowledge has made the farmer the dupe of the unscrupulous agent or buyer. On the other hand, the same lack of business ability makes him think that he is al- ways cheated, whether he is or not, and he gets to believing that he is justified in any sharp practice that he can work successfully. Education is doing much to eradicate these old ideas. The co-operative movement in rural life is the form of education which is doing most to better condi- tions. It has been adapted, especially in the far West, to many forms of pro- duce growing and handling. Indeed those new communities and industries would survived without co-operation; and here is a most sig- nifeant thing. never have So far as I am aware there is not a single agricultural in- dustry in the far West, in which co- Operative societies have been success- fully operated, that have not. tri- umphed over the corresponding un- organized industry elsewhere. Many co-operative have been formed and failed because they were not broad enough in scope, or were too niggardly in expenditures, or tried to regulate prices. Neither can the type of organization which is suc- cessful in one industry. or even in one community, be unhesitatingly accept- ed as suitable to another industry or community. Each must be carefully studied for itself. The fruit industry of this country has been the most extensive user of co-operative methods. The dairy in- dustry in Norway and Sweden and the egg industry of Denmark are suc- cessfully co-operative and have been for years. The chief object of all these societies is to provide well handled products and an evenly dis- tributed, wide consumption. The two most burning questions before the poultry industry to-day are handling and distribution. Co-operation is the means by which the far seeing among us can, with the greatest advantage to ourselves, help the men who are sending out poor conditioned stuff to pull it up. Tt furnishes a way by which some central agent in a com- munity, belonging to all the commun- ity, can keep track of incoming ship- ments on various markets and advise his territory of gluts here, or scarcity there, that cars may be sent where the goods are needed, or even divert- ed during transit. The badly handled stuff from the careless, dirty men in your town pulls down your food stuff because it helps to lower the market standard. That low grade pack entering the same societies glutted market that yours enters puts a stigma on your territory as well as your pack, and its undesirability will be remembered long after the high character of your pack is forgotten. That is human nature. Its workings are not theory, but are hard facts. many individuals of a community must be maintained as _ individuals with legitimate opportunities for com- petition and carrying the responsi- bility of their own output on their own shoulders, but banded together to gain common ends, to live and let live, and to progress. Their com- mon representative is a community agent, or office. Vhat agent must be more able, broader, better trained and a better business man than any mem- ber of the society, because he must help them all over hard places, help them to progress and he must keep ahead of the game in every detail. Such a community must work for a high grade of quality throughout. The low grade shipper in the organization is not much more of a menace to the high grade shipper than he was out ot it, but now the progressive men, through the organization, have a right to help the backward ones climb up for the benefit of the whole society. Again, the truit men have found that without adequate facilities hand- ling cannot be satisfactorily done. In a territory of small individual pro- duction common assembling centers have been built where each member of the society can send his produce to be packed and shipped, the work being done for him at cost. One such community house with every facility is far preferable to several houses, none of which has the equipment needed to do the work well and each expending money and energy to pre- vent the other shippers from continu- ing in business. Whether the farm- ers raising poultry, or the smaller country buyers, will ever form such organizations for the dressing and shipping of their own small lots of produce, time will show. The co-op- erative principle, however, has taken a firm hold on our business life, es- pecially on agriculture and its allied branches. It is especially useful in overcoming competition in restraint of trade, provided the association does not regulate the price of any product. The common problems of one in- dustry in a community can be studied and remedied far more efficiently and economically from a central office, acting for the whole community, than by individuals. The buying of sup- plies used by all can be done more cheaply if contracted for in large quantities. The dissemination of edu- cation can be made a practical thing if it is part of the business of the whole community. Shipping facili- ties, new outlets for produce, legis- lation, advertising and many other vital questions can be pushed through the central office if the community is not too large, has like interests and difficuities, and if it will organize by and for itself only. A shippers’ co- Operative association, for example, cannot successfully have as members commission men, or railroad men, be- cause the fundamental objects to be gained by each are distinct. Neither can the stock of such organizations, if they are organized on a stock basis, be owned by any except the practical WM. D. BATT Dealer in HIDES, FURS, TALLOW AND WOOL 122-124 Louis St. Grand Rapids, Mich. Watson - Higgins Milling Co. Merchant Millers Grand Rapids to Michigan We want Butter, Eggs, Veal and Poultry STROUP & WIERSUM Successors to F. E. Stroup, Grand Rapids, Mich H. WEIDEN & SONS Dealers in Hides, Pelts, Furs, Wool, Tallow Cracklings, Ete. 108 Michigan St. W. Grand Rapids, Mich. Established 1862 Fifty-one year’s record of Fair Dealing Hammond Dairy Feed “The World’s Most Famous Milk Producer” LIVE DEALERS WRITE WYKES & CO.S"4 Rapids, Mich. Michigan Sales Agents 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. Hart Brand Canned Goods Packed by W. R. Roach & Co., Hart, Mich. Michigan People Want Michigai Products Satisfy and Multiply Flour Trade with “Purity Patent” Flour Grand Rapids Grain & Milling Co. Grand Rapids, Mich. 28-30 N. Ottawa Ave. Michigan Merchants Welcome A. CASABIANCA & SON The House of Quality Wholesale Fruits and Vegetables Grand Rapids, Mich. MERCHANT'S RAPID EGG ae aaa, man. RAPID EGG TESTER Nest and incubator eggs will soon be coming in, and the dealer who is not candling eggs will be the loser. of eggs on a loss-off system is with us and is sure to stay. Candle your eggs, Mr. Merchant. before your customers, showing them the bad eggs. not ask you to pay for bad eggs. No dark room or cellar necessary, place our ‘‘Tester’’ on your counter. Can be used wherever electricity is available. Can candle 36 eggs in one minute. Sup- plied in two sizes. Transportation charges prepaid. the ‘Tester’ 10 days. If not entirely sat- isfactory. return to us at our expense and we will immediately refund your money. In ordering, be sure and specify the voltage used by your local electric light company. Sample Tester in actual operation at the office of the Trades- Write us for descriptive circular. RAPID EGG TESTER CO. POSITIVELY A BIG TIME SAVER Buying They will Simply Three dozen size, $5.50 complete One dozen size. 3.50 complete Use Saginaw, Michigan 16 stock among the members ensuring to each a voice in government. As a means for the advancement of both the individual and the commun- ity the principles of co-operation, without regulating prices, are one of the future. To the stulent of the complicated conditions agriculture, it offers a way out of many present dif- the rescurces of of trade, especially in ficulties. It has already progressed so far that it has become a recognized means cf improving quality and pre- venting waste—two essentials for any lndustry, but especially for one deal- What co-operation will mean to the poultry ing with perishable products. business in the future it is not pos- in what form it will en- ter the industry, if it enters at all. But this question is a live issue and one that cannot he disregarded in the ever scope and importance of handling, MG, sible to say. no one knows. widening poultry Pennington. —_22+>___ Egg Dealers, Beware! We recently received a communica- tion from an Indiana ege dealer who tells us he has for several years been trying to buy eggs on a strictly loss- Ife complains that he can- not meet competition in his territory oft basis. because other buyers there purchase on a that basis, though the eges are shipped case-count basis and pay on to a ceniralizing point and there can- dled and graded and packed for East- ern shipment. fle rather felt that the State Food and Dairy Commis- sioner should afford him protection. Commenting on this case and others like it the Commissioner says: “We have no law in Indiana which reauires that eggs be candled. We do, however. have a law which for- bids the sale of decomposed, putrid or rotten Under this section of the law, if a man eges which are not absolutely sound he must be responsible for all law violations. It is on this basis only that we have able to convince the trade that the only safe and fair business method for them to tollow is that of handling buying and selling only food. food handles been candled eggs, they We see no reason eggs know to be sound. why the egg buyer should take any- thing the farmer has for sale, even if at a concentrating point these eggs are graded and candled. If the cand- ler has to discard a lot of eggs as bad, he or his customer has to stand We farmer or egg producer should assume at least a part of this responsibility. “The control the loss. believe the situation is not one we can directly. Two years ago, when we gave much attention to the egg industry, we convicted some forty dealers of handling rotten eggs. These were, of course, not candled, but bought and sold without any regard for the loss off basis. If an egg buy- er wishes to assume the responsibility of handling bad eggs, we cannot pre- vent him. We can only assure him that we shall exercise a careful super- Vision over the egg industry this com- ing season, and hold him absolutely responsible for any infraction of the pure food law.’' MICHIGAN TRADESMAN IMPORTANT Retail Grocers fl af COMING CONVENTIONS TO BE HELD IN MICHIGAN. June. Michigan Association of Assistant Post- masters, Grand Rapids. German Evangelical Synod of Michigan Detroit. Order of Red Men, Port Huron. bs P. O. E. Grand Lodge, Port Huron, -4-9. ‘ Grand emandcry Knights Templar, Flint, 3-4-5, Michigan Association of Master Bak- ers, Detroit, 3-5. Tri-State Master Bakers’ Detroit, 3-5. Motion Picture Exhibitors League of Michigan, Detroit, 10-11. Michigan Unincorporated Bankers’ As- sociation, Lansing, 10-12. Association, Seventh Annual Merchants’ Week, Grand Rapids, 10-12. Michigan State Bankers’ Association, Lansing, 10-12. Grand Council United Commercial Trav- elers, Grand Rapids, 13-14. Annual Reunion Spanish War Veterans, Lansing, 17, 18, 19. State Encampment G. A. R., Lansing, 47, 18, 15. Michigan Association of County Clerks, Marquette, 25-26. Catholic Church Rapids, 25-26. Federation, rand July. National Amateur Press Association, Grand Rapids, 3-4-5. Michigan Billposter Association, Detroit. Lutheran Bund, Grand Rapids. The Michigan State Retail Association, Saginaw, 16-17. Association of Probate Judges of Mich- igan, Grand Rapids, 22-23-94. Grand Circuit Races, Grand Rapids, 28-31. Swedish-Finish Temperance Associa- tion of America, Dollar Bay, 31, Aug. 2. one Golf League, Saginaw, July 31, ug. 2. Jewelers August. Michigan Association of Commercial Secretaries, Ludington. Michigan Abstractors’ Grand Rapids. Michigan State Funeral Directors and ee Association, Grand Rapids, 0-6-/-8. Michigan State Rural Letter Carriers’ Association, Grand Rapids, 5-6-7. Michigan Association of the National Association of Stationery Engineers, Grand Rapids, 6-7-8. International Brotherhood of Electrical Workers, Saginaw, 9. Central States Exhibitors’ Association, Grand Rapids, 6-7-8. Blue Ribbon Races, Detroit, 11-16. Grand Chapter Royal Arch Masons, Ann Arbor, 18-22. Michigan Christian Endeavor Union. Grand Rapids, 28-29-30-31. Social Order of Moose, Detroit. September. German Conference, Association, Central Grand Rapids. Mid-West Association of Deaf Mutes, Grand Rapids. tan ie Michigan State Fair, Grand Rap- ids, 1-6. Grand Council Order Star of Bethle- hem, Detroit, 2. State Encampment Knights of Pythias, Kalamazoo, 2-3-4, Grand Circuit Races, Kalamazoo, 4-8. Michigan State Fair, Detroit, 15-20. Grand Circuit Races, Detroit, 15-20. Eastman Kodak Exposition, Grand Rapids, Sept. 29, Oct. 4. October, Michigan State Pharmaceutical Asso- ciation, Grand Rapids, 1-2. Michigan Pharmaceutical Association, Grand Rapids, 1-2. Grand Lodge Loyal Order of Moose. Michigan State Teachers’ Association Ann Arbor. Annnal Conference an Vocational Guid- ance, Grand Rapids, 19-20. Grand Council of the I. O. O. F., Kala- mazoo, 21-22-23, National Association for the Promotion Travelers’ of Industrial Education, Grand Rapids, 23-24-25, Michigan Bee Keepers’ Association, Detroit. Michigan Society of Optometrists, De- troit. November. _Michigan Retail Implement and Vehicle Dealers’ Association, Grand Rapids. oo Baptist Congress, “rand Rap- ids. December, Michigan Knights of the Grip, Grand Rapids. January, 1914. ,_Modern Maccabees of the United States, Bay City, 11-15. 2-2-2 Just Grit! What counts for most, When mind and heart are tossed; When, after all, the Just grit! tempest- fight seems lost? What saves the day, When plan and purpose go astray, And fortune strikes and flies away? Just grit! What does the job, When troubles plot your soul to rob, And foes assail you in a mob? Just grit! —f. ©. Clark. who wish to please x their customers should aS, be sure to supply them Sei with the genuine Baker's Cocoaand i Chocolate with the trade-mark on the packages. a. wi 7 oa They are staple goods, the standards of the world for purity and excellence. MADE ONLY BY Walter Baker & Co. Limited DORCHESTER, MASS, Established 1780 June 4, 1913 OFFICE OUTFITTERS LOOSE LEAF SPECIALISTS 237-239 Pearl St. (near the bridge), Grand Rapids, Mich Co, G. J. Johnson Cigar Co. s.Cc. W. EI Portana Evening Press Exemplar These Be Our Leaders HENRY FREUDENBERG, Prop. 131 South Division Avenue Branch Store: 224 Michigan Street Opposite Grand Trunk Depot. Citz. 1429 Pay Highest Market Price for Butter, Eggs, Potatoes, Beans, etc. Spring Wheat Flours Rye Flours Spring Wheat Bran Spring Wheat Middlings Winter Wheat Bran Winter Wheat Middlings O. P. Oil Meal Cotton Seed Meal Buffalo Gluten Feed Alfalfa Meal SUCRENE FEEDS SUGARINE FEEDS Wm. Alden Smith Bldg. Flour--Feed--Bags--Twine We Make the Quickest Kind of Shipments Flour Sacks Bean Bags Potato Bags Second-Hand Bags BAKERY SUPPLIES Cooking Oil Compound Powdered Milk Evaporated Egg Potato Flour Waxed Paper Bread Wrappers Ovens and Machinery Roy Baker es Grand Rapids, Mich. SEEDS WE CARRY A FULL LINE Can fill all orders PROMPTLY and SATISFACTORILY. # © Grass, Clover, Agricultural and Garden Seeds BROWN SEED CO., GRAND RAPIDS, MICH. 2 and No. 3. H. Eikenhout & Sons Jobbers of Roofing Material GRAND RAPIDS, MICH. We carry a large stock of Tarred Tarred Sheathing and Barrett Specification Felt. Threaded Felt, 250 and 500 square feet to roll. Felt, No. 1, No. 3 June 4, 1913 High Cost of Living and Cold Storage. Cold storage has certainly had a burden to bear during the past few years cn account of the erroneous ideas which have been circulated by sensational newspapers, and perhaps some periodicals which are not so seusational, but only misinformed. This has resulted in rather foolish, and in some cases rather drastic state laws. In the leng run this will! be to the advantage of the cold stor- age interests, in that it has brought out the true facts. and I am pleased to note that those people who are best posted are the ones who believe most fully in the usefulness of the cold storage house in equalizing prices and in general keeping prices down rather than increasing them. Before the American Public Health Association at a meeting held in Sep- tember, 1912, at Washington, D. C.,, was reid a Symposium on cold stor- age as it relates to public health and its bearing on human economy, and it gives me great pleasure to report that there was not a single dissenting opinion. delivered by the eminent gentlemen who read the papers com- prising the Symposium, in that cold storage was a benefit and not a det- riment, While the public press of the coun- try may, and does temporarily, in- fluence opinion, vet sound common sense and the influence of intelligent and qualified men will in the end pre- vail, and this is what is coming to pass with reference to the cold stor- age agitation. Cold storage has its function in human economy, and it is not a menace to public health, nor does it add to the cost of living. It, in fact, operates to reduce the cost of living instead of adding to it, and this fact is now admitted by every per- son who has given the matter serious consideration and who is at the same time qualified to judge. The real cause of the so-called high cost ot living is not at all easy to de- termine, as the sources are remote and the operation of the underlying laws rather complicated. One school cf investigators claims that the in- creased production of gold has had the largest influence, while © still others claim that it is not the in- creased cost of living, but the cost of higher and more complicated liv- ing. Both these theories are doubt- less more or less correct, but im- proved appliances and machinery en- title us to a higher grade of living than we had fifty or even twenty-five years ago. This argument can hardly be applied definitely or accurately. The increased production of gold tends to advance prices without ques- tion, but this does not necessarily ap- ply to everything, as some things are cheaper now than ever before. It would seem that with the im- proved machinery available to the ag- riculturalist, that we should have products of the soil at lower prices than ever, but as a matter of fact prices have on the average, doubled approximately during the past twen- ty-five years. The deduction seems plain that those products which re- quire hand labor are the ones which MICHIGAN TRADESMAN have advanced most in price, and this tendency has not as yet been checked, nor is it likely to be checked for some time to come. Present prices of food products while seemingly high in price will doubtless increase an- other 100 per cent in the next twenty- five years, possibly in less time. There can only be one logical de- duction from the above, and that is, that the average man is accomplish- ing less and less, and is doing less work per day on the average as each year passes. It is increasingly diffi- cult to get farm labor, and the qual- ity of same is deteriorating, although the rate of wages has been advancing steadily. Our complicated civilization means a lot of manufactured articles, which, in their making, cause a con- stant drain of the rural population to the manufacturing centers, and this results in a lowered quantity of pro- duction of products of the soil. It is hoped that this movement from the country to the city has been checked to some extent, but it will hardly be checked to an extent which will have an important effect on the Price of food products until people in general are educated to understand that labor of any kind is honorable and not degrading. Labor is in fact purifying and ennobling, and_ this fact should be, better understood and it should be taught to the rising gen- eration. Instead of being interested in their work or occupation, many people work only that they may live to have a good time or entertain themselves. and the influence of the times is toward entertainment and _ pleasure and not toward an interest in produc- tive and useful work and enterprises. Work is too often regarded as a nec- essary evil and only suitable for our foreign population, or those who are not qualified to do something better. This idea is entirely wrong, and while a gifted person would not. of course, be expected to do manual labor for a livelihood, yet any person, no mat- ter how highly educated or how en- dowed with genius or other gifts, would be benefited by a reasonable amount of manual labor, especially labor performed in contact with the soil. Madison Cooper. —_++.____ She Knew She Was Right. A Grand Rapids husband recently found his wife poring over a seed catalogue. She had a long list of seeds written on a sheet of paper. “This is a list dear” she said, “that | want you to buy for me to-morrow at the seedman’s.”’ Her husband looked at the list. Then he laughted loud and long. “You want these flowers to bloom this summer, don't you?” said he. rYes, of course.” “Well, those you have put down here don’t bloom till the second sum- mer.” “Oh, that’s all right,” the lady said, easily. “All right? How is it all right?” “Iam making up my list,” she ex- plained, “from last year’s catalogue.” ——_ 2+ +___ Ever notice how willing people are to assist you when you don’t need help? 17 Business Success [DEPENDS in a large measure upon a bank account-without . money no business can prosper--with it the gateway to success is ever open--every day Opportunities arise for safe and profitable in- vestments. Take your bank seriously—it is here for your good and your good means the good of the community—learn its personality well—many times you can turn to your bank in time of need. We will welcome your account MICHIGAN TRADESMAN June 4, 1913 THE SEA OF CHANCE Christopher Columbus as the First Traveling Salesman, Christopher Columbus. George Washington and Abraham Lincoln were all salesmen. They did not ac- tually sell goods but they embodied all the mental and spiritual elements that involved salesmanship, including a thorough belief in their proposition. A man who does not believe in his proposition, either as a salesman or as a public character soon degener- ates into a gamester. Every discovery and every reform in- the salesman’s qualities confidence volves and devices. George Washington built up a reg- ular business modern organization around his revolution, with himself as the general manager doing the heavy work. He had department heads in the way of Ben Franklin, as financial man who looked after the credits, money for the pay roll and monthly supply bills; and Tom Paine manager who wrote books and made them!’ all “het-up” with publicity and “reason why” to a point of excitement exhibited in a dry goods store on bargain day. The character with the salesman quality more highly and conspicuous- ly developed was Christopher Colum- bus. Te started out to sell a conti- nent, a thing in which he believed im- plicitly, but all the monarchs of Eu- rope thought it blue sky. He as advertising the pamphlets, speeches,—kept start- ed out in life as a weaver, in Genoa. All Weaver excepting he feet.” applied to printers around the coun- accounts say he was a good had That, by the way, was a term “shifting try newspaper offices a generation ago. Many of them were good print- ers, but they had “shifting feet’— that is. they would work well and faithfully—but after a time their feet would begin to shuffle while standing at the case and in order to give them exercise would have to pedal off to the next town. Columbus, the means of But to salesman. return to The distance travel in those days was by ships, and “shifting feet” led him to the sea where he became the great- est navigator the world known. Nowadays navigation is a comparatively easy science—by means of the Greenwich chronometer and a moderi quadrant. The only means in Columbus’ day was by dead-reck- oning and his skill became developed almost to a point of instinct. He could make a landfall in any known port in the world. A course once sailed by himself or accurately chart- ed by another ship’s master was like a well-known country road to him. Some time after his thirtieth year he entered partnership with his broth- er and opened a shop in Lisbon as a only long has even sea-chart and map-maker. It was in this profession that the vast expanse of unknown seas impressed itself upon him and his feet began to shift just a little. His shop naturally be- came a hang-out for ship-masters, and a possibility of a continent or chain the West often the subject under discussion. of islands in was Then later some of these masters re- ported seeing land-birds while sailing to the extreme west of charted wat- ers. Columbus’ feet shifted a little more. Like all men with a big idea, he did not start to develop it in a small way and went first to the best pros- pect—the King of Portugal. There is said to be three different stages to a sale—the approach, the presentation, and the appeal. litical friends in the way of his wife’s relatives for an audience in court— this was the approach. He was strong on presentation for he used selling reasons. He told his majesty that the world was round, a fact that the King would not dispute, that there was a way from east to west and from west to east. He quoted from Columbus used po- in any of their reading of what Co- lumbus had to say and they rendered the King an adverse decision, While these high-brows were reading and thinking about worlds, Columbus, who was a fool in their eyes, went away and discovered one. After the first turn-down, with the salesman’s persistency he turned to other prospects—the King and Queen of Spain. He was again strong on the approach and presentation for he got on the royal pension list. Ferdi- nand and Isabella were engaged in war with the Moors. They believed in Columbus" theory to the extent of a desire of keeping him away from the other courts of Europe. Finances were a consideration and by keeping him fed and entertained at court they gained time for this consideration. David Gibson. the Apocrypha that only one-seventh of the earth was covered by water, and finally all the stories of the floating branches, land-birds, the strange boats hollowed out of logs and bodies of the strange race found therein he presented as reasons from every pos- sible point of view, to the religious spirit of the time—even to suggest- ing as a closing appeal that the na- tives of these modern lands might be converted to the Christian faith. Columbus had the pen in the ink and ready for the King to put his name on the dotted line, when the King bucked at the last minute, and called in a committee of three high- brows. These men tickled their own vanity by reading of what they ap- proved on astronomy and science of worlds. Obviously there was nothing After six years waiting around the back yard of the court of Spain, and following the King from place to place, he was again referred to a com- mittee of wise ones who had learned much from books that wasn’t so and this meant another turn-down. Sore and disappointed but not discouraged, he set off on foot across country, without friends or money, for the court of France. A man with an ambition will real- ize it, by the law of average, if he holds to it long enough. All forces in nature are not nega- tive ones. They may not be in the majority but the forces to success are in the air, somewhere, and we meet these positive forces to success by seemingly mere chance. Prentiss Mul- ford used to say that thoughts were things—that a prayer was a desire— when you desired a thing you at once created an unseen force to that end. A lot of us who have had ambitions and early struggles can recall that the turning point in our lives and to suc- cess was when we least expected it. —the result of meeting a man on the street or some other simple incident. Take General Grant as an illustra- tion. After being cashiered out of the old army for drunkenness, at the outbreak of the Civil war he was em- ployed by the State of Illinois mobil- izing troops. These troops were all sent to the front and Grant was again out of a job. Sick with disappoint- ment he stood in the entrance of a hotel in Springfield, Ill, one night, and by the merest chance he met the one who had the desire and power to place him in the current which car- ried him to the head of a great army and ruler of a great nation. But to return to Columbus; the un- expected came unto him by the merest chance, and as the result of this chance we are all here to-day. On his way across the country to France, he stopped one night at the door of the monastery of Our Lady of LaRabida for food and lodging. The door opened to a New World. The isolated monks welcomed the strang- er. They found Columbus most in- teresting with his news and gossip of the court. The monks were good listeners. Columbus with his sales- manship overalls still on, told his oft- repeated story. One of the monks. who was at one time the confessor of Isabella, was so forcibly impressed with the idea of land beyond the seas, that he held Columbus in the mon- astery. until he could get the machin- ery at work that finally gained the appropriation from court. Columbus was a good deal like a traveling salesman who just stopped in somewhere, got to gossiping about trade and conditions, picked up the news of a possible order and_ the wedge to it. After Columbus re- turned home from his first voyage he applied advertising principles by or- ganizing a street parade with natives, parrots and strange animals from the new world. He even carried nug- gets of gold high on sticks. By these means he raised the money for a larg- er fleet in his second voyage and for stocking the colony. The general nature of any success, whether it be practicing a profession, politics, discovery or the selling of goods, embodies about all of the same elements. There is publicity. approach, presentation and appeal— we all apply them in-one form or an- other. No man who has attained success has seen in advance the work- ing out of the means by which he at- tained it. He has seen the final re- sult but not the means. It is simply casting out on the sea of chance until the positive forces appear by the final law of average—David Gibson in The Caxton. oi Advertising to-day may not produce business to-day, but it will to-mor- row’s business, and to-morrow’s busi- ness is as important as to-day’s, prob- ably more so. June 4, 1913 MICHIGAN TRADESMAN 19 Foster, Stevens & Co. HARDWARE Same old location, but new numbers, as follows: 157-159 Monroe Ave. N. W., and 151-161 Louis St. N. W. Our old friends always come to see us, and we are more than pleased to make new ones. Do not forget us when in our city during Merchants Week. Foster, Stevens & Co. Grand Rapids, Mich. Make Your “Dreams” Come True : ia ‘ HE man who dreams and builds the “‘store beautiful” See ps oil i. is the one that is getting the most profitable business to-day. We have seen this worked out time and time again. Prompt and large increases in business have followed the installation of fine fixtures. Your part is to “dream; and our part is to “build.” If you want to put your store in the class with the finest in the country you can do so by buying from e To get the best results means the judicious and not the p extravagant use of money. Harmony of design and finish— Pi and the perfection of workmanship— is obtained by buying in the right place and not by paying the biggest price. WILMARTH CASES are used by the largest and finest stores in the country. We can give you everything you need. Why not tell us what your “dreams” are and let us tell you what it cost to “build” them? We have a large catalogue showing what we “build dreams” with—as well as a good many complete “jobs.” en | Made [In Grand Rapids] While you are in Grand Rapids why not make it a point'to look into this matter of modern fixtures? Come to our plant—or telephone us and we will have a represent ative meet you and show you some installations right in Grand Rapids. This is an exceptional Opportunity to make a study of “business efficiency”’ as applied to store equipment. Make your trip to Grand Rapids a paying proposition by “‘posting up” on the latest ideas in display cases, even though you do not Chicago—233 W. Jackson Blvd. New York—732 Broadway _ /Mtend to buy at this time. St. Louis—1118 Washington Ave. Boston—21 Columbia St. Tampa—215 Tampa Street Pittsburg—House Bldg. —Hc 4 1542 JEFFERSON AVE. Detalaines i Te 1h Bldg oe Helena” Horskyr =_ | OM ilmar th Show Case Co. GRAND RAPIDS, MICHIGAN alt e — . . MICHIGAN TRADESMAN June 4, 1913 STORE PAPERS. Instances Where They Have In- creased Business. Written for the Tradesman. Nothing is more foolish than to attempt to prove the practicality of a plan when that plan is actually being carried out. That is why it is needless for anybody to champion a storepaper. This little advertising medium is not in a state of “can do” it actually “is.” In other words, no one has to go to the trouble of believing that a store paper is a potent salesmaker, for the simple reason that hundreds of merchants are actually creating business from it now. For example, in central Kentucky is a town of 5,000 where mail order buying thrives and where the depart- ment stores of near-by big cities are making heavy inroads on the busi- ness of local retailers. In that town is a merchant whose business has been at a standstill for three years. His store is attractive in appearance, his merchandise up-to-date and_ his methods are those of a progressive retailer, yet this man had been un- able to push his business above the 3600 a month mark, even after three years of hard plugging. The month he adopted a store paper his sales increased $180 and at the present time his business has shown a steady gain of about 30 per cent. In a small town, in Kansas not far from the Kansas City headquarters of Montgomery Ward & Co. is a general store with a stock of $10,- 000. Although a consistent adver- tiser, this man seemed to have ex- hausted the pull of every form of printed matter and came to the writ- er of this atticle in search of assist- induced to. start a store paper and a letter just received from him gives the following inter- esting fact. ance. He was “My store paper is causing me much satisfaction and also. much amusement. It is tun to be the edi- tor of a store paper, but still more to feel that your own advertising mat- ter is awaited with interest by your own customers. Some of my wom- en patrons actually call me up when they fail to get a copy of my Store News.” Here is a similar experience: A town of 2,000 in Central Michigan has one’ general store that is twenty-five years old, but which used old time methods up to the be- ginning of 1912. Early in 1912 they were induced to start a store paper and the following quotation from a recent letter will indicate the propri- etor’s opinion of this kind of adver- tising: “The postmaster in our town has been having an awful time with mv store paper, although not the sort of trouble that you might expect. Sev- eral of my patrons have gone to the postofiice and personally requested our local postoffice official to be more careful in the handling of my store paper, since they (my customers) had failed to get a copy. This is the first time in my life that I ever heard of a merchant’s advertising matter arousing a great amount of interest in his trade.” A merchant in North Carolina formerly had great difficulty in meet- ing the competition of a jobber-re- tailer in a nearby big city. Any method seemed powerless to over- come this big competitor’s advantage until the small man started a store paper. This man is a hardware deal- er and he tells us that in the first six months of operation his little store paper actually sold for him $600 worth of prepared roofing. There is a town of sixty-eight peo- ple in Northern Indiana which is in the most fiercely competitive district the writer knews anything about. Mail order shipments from Chicago are returned within a day of the mail- ing of the original order and the en- tire district surrounding this little town is filled with mail order fanat- ics. Add to this the fact that a town of 6,000 is within ten miles, a town of 11,000 within five miles and one of 2,500 within three miles, in- terurban connections between these various towns being extremely con- venient. Such a condition seems hope- less to some merchants, but the own- er of a general store in the small hamlet, through the medium of a cash business and a semi-monthly storepaper has increased his trade in the past four years from $15,000 to 460,000 a year, and states that he can trace results directly to his little eight page leaflet. He is one of the most ardent believers in the effi- ciency of store papers that we have even seen. \ Minnesota town of 5,000 con- tains a syndicate store of the most perfect type which does a large amount of business every year and which causes a great deal of trouble for the independent merchants of the district. In fact most of the retail- ers in the town have confessed their inability to meet the competition of the 5 and 10 cent store and have, therefore, fallen back on non-com- petitive lines. One merchant; how- ever, has found a means to fight the Woolworth store and his own state- ment attributes his success to the lit- tle store paper. We can multiply these instances until all the space in this paper was exhausted, but we feel sure that enough illustrations have been given to prove that the success of a store- paper is net a probability, but an actuality. Since many of the readers of this article may be ignorant as to the cost of a store paper we take pleas- ure in giving you a few figures se- cured from various publishers. The !ndiana man just referred to issues a semi-monthly store paper at the cost of $98 a year, exclusive of pcstage. Another merchant pays $12 to his printer for the monthly issue of 600. Several progressive retailers are not forced to exceed an expenditure of $7.50 for quantities of 500 and the maximum for a run of 500 seldoia ex” ceeds £11 or $12. The actual compo- sition and make-up of each leaflet is extremely simple and the instruc- tions given in a succeeding article are sufficient to teach any merchant the how of the store paper. Anderson Pace. —_++>__ A Case Where Bigness Does Not Count. Most people regard me as a very small but insignificant coin. I guess I am. But sometimes mere size does- n’t count, Some merchants apparently do not realize that I am one of their best and most valuable friends. I can do great things for any store that will give me a chance. At first, I could not understand why they made me so small. Perhaps it was because Uncle Sam needed so much silver in making the dollar, and could use only the leftover bits of silver in making me. Anyway, I am just as good as the dollar so far as ] go—which is a good ways. If you have ten dimes you get the idea that you have more money than when you have one silver dollar. You have, too. I am going to prove it to you. When He Learned His Place. At first, I. was bashful in the pres- ence of the great dollar. I seemed so small alongside the big heavy fellow that I decided I would not push my- self forward. Nobody seemed to want me, anyway. The almighty dol- lar seemed the object of everybody’s search. Everybody and everything seemea So prosperous that the prices of things to eat got higher. People had to pay more to live. They got the idea, later, that the merchants were charg- ing them too much. This made them buy from the retail mail order houses, take their trade to the big city stores, and do other things that were not at all pleasing to the average merchant. Then the dime came into its own. Also, more power was added to the already powerful variety store. People scrambled just as hard for the dollar, but they gained more re- spect for the dime. They learned, in their study of ways and means to make their money go as far as pos- sible, that a dime had a greater pur- chasing power, relatively, than a dol- lar. Now, their respect for the small coin is so great that you couldn't drive them away from me with a spiked club. Variety Store’s Power Grows. The variety store’s message is reaching more people every day. It is helping the people solve the prob- lem of the high cost of living. I am doing much to promote this good work. J can buy more this year than I could last year. Can you say as much for the dollar? The values in merchandise you can buy for a dime are growing steadily greater, It is not only for the consumers that I work. I do great things, also, for the people who sell merchandise. For instance, I paid for the highest building in the world. Yes, sir! Dime piled on dime made this great structure possible. Every one of these dimes was taken in over the counter in exchange for merchandise. But you variety merchants know me well enough. I don’t have to go much into detail with you. You know as well as I do that I am one of the mainstays of your business. It will do no harm to suggest, how- ever, that the more dimes you take in, the greater will be your prosper- ity. A Message to the Merchant. Do you think, Mr. Variety Mer- chant, that you emphasize strongly enough to your customers what I can do for them in lightening their bur- den of paying their way through the world? Are you impressing on your customers every day the greatness, the importance, of the message small coins have for them? I am ready to do my part. If you do yours, we will build up a combination that will mean a bright future for you. How shall you help me in carrying my message to your customers? One way is to emphasize, in your window trims and store displays, your faith in the dime and what is can do. For instance, a window full of hosiery to sell at a dime a pair—what better means could you use for telling what the dime could do? The same idea can be worked throughout your line. Don’t Forget Price Tickets. Another way is to use price tickets. If you are proud of the fact that I am working for you—and of course you are—you should have 10c price tickets in as many places as you can get them. You should make your store fairly shout forth the fact that the dime is working there. Good housekeeping will help. This means orderly arrangement, the right kind of variety and enough price tickets. I can't do my best ina mussy store. Give me a chance, though, in the right kind of surroundings, and— well, T’ll show you. Don’t think I am puffer up and that I overestimate my importance. My work is important, though, and I am sending you this message that you may get the most possible good out of my efforts in your behalf. I am happy in this good work, I assure you. I wouldn’t change places with the dollar for anything —Butler Way. —_>+>—_____ Power of Influence. Influence is the power we exert over others by our words, thoughts, actions and lives. It is a still, a per- meating, an attractive, and a most astonishing thing. It works in ways that can not be explained nor inter- preted. We never see nor hear it, yet whether we are aware or un- aware of it, we exert it. No one can speak or think or act, no one can live, without influencing others. We may all sometimes be unconscious of this important fact that what we do or say or think affects others. This influence not only lives forever but it keeps on growing as long as it lives. The influence which you start in life to-day may be very small now, but it will grow deeper and wider and stronger with every pass- ing hour, and bring joy or sorrow as it rolls onward in its course. —_~>---——. A man thinks a woman odd if she does not try to get even. ae ee: t | cepestigitte } +: TERT June 4, 1913 MICHIGAN TRADESMAN Next Week Is Merchants Week To all visiting merchants, their families and friends: You are cordially invited to visit our store and make it your headquarters during your stay in our beautiful city. Our house will be open for your inspection and any courtesies we may be able to extend to you or yours will be freely given by all of us. tt & Judson Grocer Company The Pure Foods House Grand Rapids, Mich. MICHIGAN TRADESMAN June 4, 1913 iy Fs nN! ¢ zx Tuc s A y | ¢ t AY Poh ) cee Some New Things in Store in Men’s Furnishings, The popularity of Bulgarian colors has come to pass in the necktie de- partment of men’s wear with aston- ishing brilliancy. In cravats -for spring “spatter Patterns, that is splashy designs in brilliant reds, greens, yellows and purples all inter- mingled in one silk are quite the vogue. Four-in-hands are full cut and knot wide, so as to fit high with- in the epen spaced collar which is ob- taining considerable favor this sea- son. On account of the tendency toward brilliant effects in neckwear there is a toning down of colorings for shirts, This is in order to avoid a combat of coiors, as not everybody is competent to select the illuminated shirt and the illuminated tie to correspond. There is, however, some inclination toward broad bands, not mere stripes, of blue, tan, pink, yellow and purple. As the waistcoat is cut rather high these loud patterns are not largely exposed and the effect is not displeas- ing unless some awful discord in neckwear is thrown in along with it. Like “threatened men,” the knitted scarf lives long. Its “crunch,” as well as its vividness of coloring commend it to many woven silks. Each season the “knit” is de- ciared to he outmoded, and each sea- sou finds it right in the thick of favor. There are few, if any, patterns in woven scarf-silks which cannot be re- produced in knitted four-in-hands, while there are designs in “knits” that baffle copying in woven silks. A first rate knitted scarf fetches a stiffer price than a woven scarf, but this is offset by double wear and exemption from pinholes. There is much Oppo- sition to the knitted scarf, because most manufacturers are not equipped to make it, but the Court of Last Resort is the wearer and no matter who opposes, he disposes. If wing collars are to have large tabs, and it is probable that they will, lustre and. the modish evening tie will be cut broader. Latterly, the “smart’ tie has been long and natrowish, with a tight knot and spreading ends, This shape, however, consorts best with a small-tabbed “wing” and does not be- fit the iarge-tabbed collar which de- mands a broader tie effect. The ends of the evening tie should not be flat- tened against the collar, which looks stiff, but tilted forward, which looks soft. All indications point to a record- breaking season for belts, and manu- facturers have done a great deal to- ward stimulating trade by bringing out a number of attractive novelties. Retailers generally have made exten- sive preparations for a good season, and if nothing unforeseen happens they should have very little stock car- ried over at the end of the summer. Heretofore blacks and tans have been shown almost altogether, but this year there are many different colored leathers being shown, and some have buckles to match. Tubular belts will hold their prominent position in the trade, and they are to be had in a wide range of soft and pliable leath- ers. There will be a limited demand for the various leathers. Those embossed to resemble bamboo, ooze, cork and moire, and bridle or harness belts will be among the good sellers. Fabric belts sold in large quantities last season, and it is expected that they will increase in popularity this summer. The new lines show many added features in the way of snappy styles, buckles, improved workman- ship, etc., and as the belts retail all the way from twenty-five cents up to two dollars, they appeal to all classes. Belts with monograms and initials are WHE TDEAL(LOTHING TwO FACTO GRAND RAPIDS, MICH. Try Our Quality Floor and Window Brushes All kinds of special brushes made to order. We job the Gerts Lumbard line of paint, varnish and whitewash brushes, and will make attractive prices. MICHIGAN BRUSH CoO. GRAND RAPIDS, MICH. a. Those inventions which have abridged distance have done the most for civilization. And patronize the service that has done most to abridge distance. Your personality is miles away. Every Bell Telephone is a long distance station. ox: Grand Rapids Stationery Company We extend a cordial invitation to Visiting buyers to make our store headquarters while they are in the city during Merchants’ Week. The name BARLOW BROS. always suggests BLANK-BOOKS and BOOK-BINDING “ The two areas inseparably associated as Grand Rapids and Furni- ture. We have been building Blank Books for 40 years and have in that time learned many things regarding how to build them ‘‘to stay’’ and to please particular people who appreciate the difference between ‘‘the best’’ and ‘‘the fairly good,"’ We specialize in Loose Leaf Outfits—Manifold Bills Lading— Freight Tracers—Inventory Systems—Time Book and Pay Roll. Let us send you samples and prices. BARLOW BROS. i 59-63 Market Ave. N. W. Have Your Clothing Cabinets Made THE COLUMBIA CLOTHING TROLLEY HARDWARE SUPPLY Co. Finely Finished. WellMade. Nothing Better Anywhere. Satisfaction Guaranteed or Your Money Back. BY YOUR LOCAL - CARPENTER or CABINET MAKER We can furnish you as good an EXTENSION TROLLEY as there is made at a price that will save you money. Manufacturers GRAND RAPIDS, MICHIGAN June 4, 1913 MICHIGAN TRADESMAN 23 increasing in popularity. Manufactur- ers have an arrangement now whereby retailers can always have a complete assortment of initials on hand with- out involving any risk on their part, and they need carry no useless stock. Another good point in connection with these belts is that the initials are instantly adjusted to a belt of any size. The monograms are made in gold filled, gold plated and sterling silver, giving the purchaser a wide se- lection of finishes. A noticeable fea- ture of the belt business to-day lies in the fact that manufacturers are sell- ing their product throughout the en- tire year, receiving orders of some description practically every week in the year. This is an encouraging sign for the belt maker, whose busi- ness was formerly confined almost entirely to the summer months. —_2+2-____ Economy That Didn’t Economize. The collapse of two “wholesale” grocery houses whose stockholders were retail grocers, reported from St. Louis, is an illustration of the fal- lacy which underlies many such prop- ositions. It also goes a considerable way in supporting the claim of the strict wholesalers that they have a distinct function which cannot be per- formed much more cheaply than they now perform it. and that perhaps they are one of the class of “middlemen” who really accomplish economy in any general plan of distribution. The whole question as to the legiti- macy of the jobber lies in whether he is essential. or desirable—whether he promotes economy or ‘efficiency or can just as well be dispensed with. Reformers claim that he should be eliminated and declare that if manu- facturers would deal directly with the retailers the consumer would save one extra profit. Some manufactur- ers have adopted that programme, but their reasons have been as a rule, dif- ferent from those advanced by the reformers. Their experience does not indicate that it is any cheaper. but ac- tually more expensive on most prod- ucts. The recent case of the large Cincinnati house which eliminated the jobber has been to advance the price of its products to both the retailer and consumer and to hamper, rather than promote, the certainty and celer- ity of distribution. The management admits that distribution costs more by the direct method than it did through the jobber, but it took the step for competitive, not economic, reasons. Co-operative buying establishments, like the two in St. Louis, flourish in some cases because they persuade manufacturers and other producers to sell them at jobbing rather than whelesale prices, and, since their mem- bers are only a few as compared with the average—and majority of retailers, their relatively low cost amounts to a preferment. Manufacturers claim that if they gave all retailers the same benefit this advantage would vanish, and the cost for performing the whole distributive works would be much greater than now. The cost of direct sales to a few hundred retailers, as- sembled into a few combines, may not involve any more expense than through so many jobbers, but if all retailers—thousands of them jin all parts of the country—were to be treat- ed that way, the cost of detail would make the plan entirely impracticable. Furthermore, the advantage enjoyed by the few would be lost in the gen- eral leveling of conditions. It is claimed by jobbers that it costs them from 7 to 8 per cent. to do busi- ness and on the average they charge 10 per cent. for it. In the St. Louis case the retailers were told by a pro- moter that the cost of doing business would be only 3 per cent. and the rest would be “cream.” In experience they found that it cost them 714 per cent. to carry on their jobbing house —for that is just what their ware- house amounted to—and even at that it was hard to persuade manufacturers that selling them at lower prices than other retailers was entirely fair and efficient. In the end they found it cheaper to buy as they wanted goods. let the jobber “hold the umbrella” for them and be sure of finding in stock every product they wanted. ——~».-.___ Special Instructions to the Mail Or- der Buyer. Choose from the regular pages of a mail order catalogue an item which can be duplicated in your home mar- ket. Be sure to shun the “leaders” which the mail order house uses as bait. Then go to your local source of supply and make a rigid comparison between the mail order merchandise and the counterpart furnished by the local dealer. Don’t be satisfied with a superficial examination. Compare the “innards” of each item. Balance the weight of one against the other. Count the threads in each. Compare the texture. Cut into both so that interior con- struction may be brought to light. Dissect each article, piece by piece, and then decide which retailer serves you best. Such an experiment will be expen- sive, but not in the long run, since it will pay you to find the most eco- nomical source of supply. In the test be absolutely fair. Re- frain from choosing goods known to be leaders, and you may discover the apparant superiority of the mail order house to be a delusion. It costs the mail order houses a third more to do business. Is it logical, therefore, to believe them lower on every item listed in their great catalogue? The mail order house is in business to make money, and 99 per cent. of the merchandise it sells has a profit added to it greater than the profit your local dealer gets. +2. Sees a Catch in It. Anxious enquirer in insurance of- fice: “L understand that for $5 I can insure my house for $1,000.” Clerk—Yes, madam; if your house burns down we pay you $1,000. Enquirer—And do you make any enquiries as to the origin of the fire? Clerk—We make the most careful enquiries, madam. Enquirer—Ah! I thought there was a catch in it somewhere. ‘| Don’t Be ——— | = on Salt QGEVERAL grocers have recently told usthat they |. have bought another brand | | of salt, under the impression [ | | that they were getting | Diamond Crystal Salt put fi up under another name. — I= | In this they were fooled. No | | Diamond Crystal is sold under any | 4 -# name but Shaker or Diamond |) Crystal. All Diamond Crystal salt has our name as manufacturers on . i the original package or container. Diamond Crystal Salt Co. # St. Clair, Mich. a Wy, Welcome Co To the Home of — SINAN SUNBEAM YOU are CORDIALLY INVITED to come and inspect the FAMOUS SUNBEAM line. This is the proper time to get acquainted and to meet each other face to face. MAKE THIS YOUR HEADQUARTERS We are manufacturers and jobbers for Harness, Collars, Trunks, Suit Cases, Bags, Fur Coats, Blankets, Robes, Whips, Hammocks, Saddlery Hardware Also many specialties for the Hardware man, General Store and Clothier. Brown & Sehler Co. BRIDGE STREET Home of Sunbeam Goods Grand Rapids, Mich. 24 Drawing People to Fountain for First Time. One good way is to advertise that on the first week day, say the first Tuesday of each month, that starting at 9 a. m. you will sell all drinks for 1 cent, at 10 a. m. cents, at 41 a. 5-cent for 2 m. for 3 cents, at 12 m. for 4 cents, and 1 p. m. and after for 5 cents as usual, each of the low prices holding good for one hour. used to of little The souvenir idea can be advantage, as there are lots articles and favors which can be purchased for a_ small that you could give away once a month during the season. One New York confectioner gives one of these nov- sum elties every Saturday, and it has brought him large returns. How is this for ingenuity? One dispenser placed in his window a num- ber of little live tortoises, each with a letter of the alphabet pasted on its back. There were just letters, when properly arranged, to the a new fountain drink, which he had concocted. It was announced that a prize would be given to the first person who puzzled out the name. Glasses filled with the drink were displayed on hanging glass shelves in the window and looked alluring. The little tortoises drew an audience all day long, and they kept the fountain crowded and the nickels coming in. enough spell name of the spring, and awaken special interest in several new drinks, which he intend- ed to boom that season, one fountain owner offered weekly prizes for the best four-line jingles about any of his drinks, his fountain or himself. They were pasted up in the window in the order in which they were re- ceived and afforded a great deal of amusement, and incidentally some very good advertising to the pedes- trians. One set was allowed to re- main until the end of the week, the winners’ name for the previous week being posted at the fountain Monday. Here is something a little out of the ordinary in the way of a sign. Have a placard in the window con- taining a list of drinks and in lieu of the figures to indicate the price, paste on bright new coins, 5 cents, 10 cents or 15 cents,as the case may be. A good border can be made by To start the ball rolling in every pasting bright new pennies around the edge. Head a placard with the words “Show your good sense by patroniz- ing our fountain.” Below this paste a few crisp new bills and underneath this tell the public that it is just like finding money to find a fountain where you can get a soda of such un- questioned purity as ours. Under a sign which reads “Official Daily Weather Report” hang a frame, in which the weather report may be displayed. At the right of the report have a sign in keeping with the weather indications, such as “A hot wave coming! Keep cool by drinking one of our famous lemon and lime phosphates.” People like to be fooled, provided that it is done in a novel manner. A wide-awake druggist fooled the pub- MICHIGAN TRADESMAN lic just before the advent of a circus in his town, in the following manner: The day before the circus opened the curtains in one of him windows On the outside of the curtain card saying “Step around at 7 o'clock this evening and see the baby lion we are taking care of while his ma does stunts at the circus. The wonderful spectacle of a lion and a lamb lying down together will be seen in this window.” The boys and girls spread the news throughout the town, and long before the hour stated on the sign the side- walk was thronged with an expectant crowd waiting for the curtain to rise. Promptly at the stated hour the cur- tain did rise, disclosing a little wood- en cage containing a live lamb and a large dande-lion. The laugh was on the crowd. A bar sign in the window read, “Come in and try a Dandy Lion Prosphate, only 5 cents. It is the genuine article and quenches thirst.” The results were good. It is the odd things in advertising that count. Look about for some- thing that is novel and make use of it to bring the people in. Treat them right and they will be sure to come again. E. F. White. —_~+-.___ Systematic Criticism That Well. After a manufactured product is fairly well defined in certain general directions, there is still plenty of room for improvement. The most ef- fective manner of securing this im- provement is by criticism of the work from various standpoints. In some form or other this criticism goes on in nearly every manufacturing estab- lishment, but in many of them it is done in a casual rather than in a systematic way. “Our business,” said a manufac- turer, “is divided into two parts—the manufacturing end and the selling end. The two organizations have dif- ferent standards to go by. The man- ufacturing men try to make _ their product perfect according to mechan- ical ideas and tests. The selling or- ganization works in the other direc- tion. The salesmen, instead of mere- ly trying to sell what the manufac- turing men have produced, class them- selves more as outsiders—as dealers and consumers. They virtually buy their goods from the manufacturing department, and insist that the goods shall embody every good idea the dealer or consumer might reasonably desire. The manufacturing men work for the approval of the selling organ- ization and take great pride in hav- ing their work so good that even the most studiously critical salesman can find nothing further to suggest. We find that the plan works well.” —_22..—___ A New Sea-Food. any were drawn. Was a Works “Got asked his oysters?” he Waiter. “No, sah.” “Got any clams?” “No, sah.” “Have you any shellfish at all?” “Boss” replied the waiter, “the only kind of shellfish we has is eggs.” ——_ 2.2 Cold cash will burn a hole in the spendthrift’s pocket. 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 show you its splendid equipment; the odorless broiler, the special toaster, etc. Have him explain how the NEW PERFECTION’S Wick Blue Flame produces the maximum intensity of heat—how the construction of the burner serves to concentrate that wesste| New Perfection [% oe. Sane and SS Ashes or Satisfying Oil Coo k- Stove Delays THE STANDARD OIL COMPANY (142 (AN INDIANA CORP June 4, 1913 The Oil Stove With a Dandy p 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 that does away with the coal range’s feverish heat, its dirt, its ashes, its draughts, its uncertainties, its labor in carry- Fa fuel and its delay in starting res. Consider, too, that it is cheaper to operate than either gas or gasoline stove. And much clean- er and safer, in the bargain. heat and to prevent the over-heating of the kitchen. See our exclusive Oil Reservoir with Indicator and observe how the NEW PERFECTION’S Qil supply can be replenished without extin- guishing its fire. See for yourself and then judge if you have seen its equal. Valuable Cook Book Send 5 cents to cover mailing and get our latest 72-page Cook Book. » CHICAGO, ILL. | ORATION) : co NS Reynolds Flexible Asphalt Shingles Have Endorsement of Leading Architects Fire Resisting Reynolds Slate Shingles After Five Years Wear Beware of Imitations, Detroit Kalamazoo Columbus Youngstown Utica Milwaukee Saginaw Battle Creek Cleveland Buffalo Scranton St. Paul Lansing Flint Cincinnati Rochester Boston Lincoln, Neb. Jackson Toledo Dayton yracu: Worcester Chicago Ask for Sample and Booklet. Write us for Agency Proposition. se And NEW YORK CITY Fully Guaranteed Wood Shingles After Five Years Wear Distributing Agents at H. M. REYNOLDS ASPHALT SHINGLE CO. Original Manufacturer, GRAND RAPIDS, MICH. 13 June 4, 1913 What Constitutes a Salesman’s Ter- ritory. What is a salesman’s territory? Is it the number of towns or firms on his route list? Or is it the number of towns or firms he is really work- ing to his full efficiency? Don’t try to answer the question off-hand. It is worth giving thought to whether you employ one or a hundred salesmen, or even if you are a salesman yourself. In the final analysis a salesman’s record can be taken from the ledger —the letter-file may square him for a time, but eventually it becomes a matter of figures. And the wise sales manager analyzes it thuswise: What is the opportunity? What is the net result? And how do the two compare? The consideration of this problem is the result of a conversation I re- cently had with a manufacturer who travels ten men. One salesman resigned and left open territory that netted a hundred thousand in sales. Several of the nine who were left asked that the open territory be split and each given a share. They tried to convince the boss that in this way nine men could do the work of ten. But, instead of convincing the boss, they set his old thinker going on a different angle, And he asked himself this: “Is Bill covering his territory so thoroughly that he can spare the time to go over into this open field? “Ts Jack getting all he can out of his regular towns?” Then he took some sales reports out of the files and an atlas off the hock and began to figure. He found that in New York State there were seventy-five towns. of over five thousand people, all of which contained retailers he wanted to sell, and one hundred and _ fifty towns of less than five thousand con- taining desirable retailers. He found that Bill was selling thir- ty-five of the seventy-five retailers and sixty of the one hundred and fifty retailers, or that Bill was selling nine- ty-five retailers out of two hundred and twenty-five that ought to be on the books. He found that Bill hadn’t increased the number of his customers for two years. Then he said to himself: “Does 3ill’s territory really consist of nine- ty-five towns or two hundred and twenty-five towns? Bill’s expense ac- count says two hundred and twenty- five, the ledger says ninety-five; I like Bill, but I have to believe the ledger.” Then he said to Bill: “How many towns are there on your territory you want to give up?” “I don’t want to give up any,” said Bill. “I’m work- ing them all.” “But, you’re not sell- ing them all,” said the boss. “No, but I will.” said Bill. “I think you will,” said the boss, “if you go to it; and when you do I'll hand you a legacy from the first open territory I have, after you’ve seized your op- portunity.” Of course, he didn’t leave it there. He went into detail with Bill. He fully explained the situation as he saw MICHIGAN TRADESMAN it. He showed Bill how he was wasting half of his time and half his expense money, and that it was all charged up against Bill. He showed Bill that he was not only wasting his time and money, but he was killing an opportunity that belonged to the boss—the opportun- ity to put the right man, the man who could make good, in the towns on Bill’s territory. He made Bill look at in a different light. And next year Bill will add new towns to his list of sales or he’ll hand the towns over to some other man. [ wonder if you see the point in this story. Think it over. How many men are you trying to do business with where your efforts don’t fit? How many men. do you follow day after day who for some reason that you haven't discovered, and that you could discover if you'd think, will never do business with you? How many men are there that you've never considered are really waiting for you to call who would be bigger, better and more forceful men if you and they could meet? Make up your mind that your ac- tual territory shows on the ledger and that no prospect is worth work- ing that isn’t worth careful consid- eration and a well-thought-out plan of attack before the effort is made. The mere thinking out this plan of attack may convince you that it isn’t wise to make the effort at all. On the other hand, if careful consid- eration convinces you that some man needs you as much or more than you need him, “hell bent for election” can't keep you from adding his name to your territory. ' Better to Climb and Fall. Give me a man with an aim, Whatever that aim may be, Whether it’s wealth, or whether it’s fame, It matters not to me, Let him walk in the path of right, And keep his aim in sight, And work and pray in faith alway, With his eye on the glittering height. Give me a man who says, “T will do something well, And make the fleeting days A story of labor tell.” Though the aim he has be small, It is better than none at all: With something to do the whole year through He will not stumble nor fall. But Satan weaves a snare For the feet of those who stray With never a thought of care Where the path may lead away. The man who has no aim, Not only leaves no name When this life is done, but ten to one He leaves a record of shame. Give me a man whose heart Is filled with ambition’s fire; Who sets his mark in the start, And keeps moving it higher and higher, Better to die in the strife, The hands with labor rife, Than to glide with the stream in an idle dream, And lead a purposeless life. Better to strive and climb, And never reach the goal, Than to drift along with time, An aimless, worthless soul. Ay, better to climb and fall, Or_sow, though the yield be small, Than to throw away day after day, And never to strive at all. ———_+ 2+ New Use for Soap. Meandering Mike—Lady, would you lend me a cake of soap? Lady—Do you mean to tell me you want soap? Meandering Mike — Yes’m. My pal’s got the hiccups, an’ I want ter scare him. Advertises Itself In 1903 Hawaiian Pineapple first appeared upon the market in commercial quantities, a pal- try hundred thousand cans— barely one can for every nine hundred people in the United States. In 1907, only four years later, the output and sales were fifty times as great, an increase of 5,000 per cent. Up to this time, not one dollar has been spent for advertising. The quality of the productjghas adver- tised itself. In 1908 the output was again doubled— Hawaiian Pineapple was advertised in some of the magazines for seventeen months (you may remember), and the demand was quadrupled in twenty months. Can you think of any other food product, the demand for which could have thus increased more than three hundred times in ten years with so little advertising Yet this 31,000,000 cans is stil] scarcely enough to give each person in the United States one-third of a can once a year. All your customers who know Hawaiian Pineapple, want more than this eight times a month. We begin packing again in July, but it will be well into the fall before future packing will reach your shelves. Have you had your share this year? Have you enough on your shelves to keep you going? Always stock with Hawaiian Pineapple, no matter what brand; so long as it comes from Hawaii it is sure to be “picked ripe” and “canned right.” At all jobbers—sliced, grated or crushed. Hawaiian Pineapple Packers’ Assn Honolulu, Hawaii 25 26 MICHIGAN TRADESMAN June 4, 1913 WHY MERCHANTS FAIL. Non-Success Due to Lack of Sys- tem, It is the jobber’s business to lower the cost of the journey between mak- er and consumer; it is our business to go to the sources of merchandise and there dictate materials and styles so that you, our customers, may be supplied with goods which your pa- trons will buy from you. It is our business to concentrate the products of twice ten thousand makers in our warehouses—to buy large and to sell small. It is our business to carry your re- serve stock, ready to be delivered to you on demand, to enable you to buy small, spread your capital over a large variety and thus cater to the tastes of the largest possible number of consumers, The efficient wholesaler must dis- tribute his overhead expense many departments so each may bear as small a load as possible. Each department must carry open stocks extensive enough to answer the instant demands of any customer or any number of customers. He must centralize in himself the output of a thousand makers. Only thus can he elmiinate the wastefulness of numerous small selling organiza- tions. His stocks must be so varied that his customers can buy a few items each of many lines in one shipment. over The efficient wholesaler must do more than these things. He must concentrate his greater resources on problems that the retailer is called upon to meet. Only in the latter way is the jobber able to fortify himself against attack. This is not charity; it isn’t philanthropy; it’s pure sel- fishness; done for the same reason that a man will take care of his limbs that his body may not suffer. I am going to bring against you a charge that may surprise you, but which I’m prepared to prove. I’m going to charge you with contributing to the high cost of living. I shall base this charge not on the grounds of extortion or greed, but of ineffi- ciency. Perhaps I can illustrate bet- ter by telling about a long interview I recently had with a retailer of a city in the Northern part of Illinois. This man has had a long and success- ful business career and his testimony deserves attention. As well as I can I shall summarize his conversation, which occurred after one of my talks to a gathering of retailers, in whose hearing I had strongly condemned the middleman-eliminator. He said, as nearly as I can remem- ber, “I used to go home at night with no more knowledge of the day’s busi- ness done than could be guessed from the totals footed up by the cash reg- ister. “Certain of my lines might have been slowing up, but no hint of it came to me from the cash register. Certain lines might have been running low, but I had no evidence of it from the figures presented to me. “I used to depend upon customers to locate empty bins and goods out of stock. My want books were “and tell how checked only when a patron's enquiry compelled a clerk to say ‘We're out of that.’ “My business was done by guess- work, and when I consider that thou- sands of merchants do business in the very same way, it is little wonder to me that many of them go to the wall each year. ‘Incompetence,’ a mercan- tile agency man told me, ‘causes 30 per cent. of the failures which occur annually,’ and when I asked him for an explanation he said that incom- petence really meant nothing but un- familiarity with one’s own business. “A store run as I ran mine, is per- petually sick, and I’m free to confess that I had no accurate knowledge of anything that went on inside my es- tablishment. I was in part guilty of the high cost—guilty because of in- efficiency. “I’m willing to bet,’ he said, “that nine-tenths of the merchants in Amer- ica could not pass an examination on their business, or give intelligent an- swers to ten questions like the fol- lowing: 1. Give the gross profit on each line you handle. The net. 2. Give your overhead expenses much of it each line carries. 3. Give the annual each line. 4. Give the gross sales on each line for two years past. The gross profit. The net. 5. How much of each line is dis- played on shelf and counter? How much in warehouse? 6. What form of most profitable for you? you know? turnover of advertising is How do 7. What are your slow-turning lines? Why don’t they turn over fast? 8. How many varieties of merchan- dise can be profitably sold in your store? How do you know? 9. What is the most efficient way to advertise each of your lines? 10. What is the best way to speed up a slow-turning line? How do you know? Quick answers to such questions as these are essential to progressive re- tailing, The charge that this man brought against himself can be brought against many, times ten thousand Americans who sell goods over the counter. A merchant from the biggest de- partment store in a town of 20,000 people came to me recently, saying that his net profit of 10 per cent. failed to show up at the end of the year. When questioned he could not tell whether handkerchiefs turned faster than gloves, or if groceries were more profitable than crockery. We merely knew that he was losing money, but was powerless to find the hole. The lack of profits in hundreds of stores is not due so much to narrow margins as to wasteful methods of doing business, Were I to diagnose the troubles of the hundreds of merchants who come to see me every year, I would hardly know where to begin. Many merchants are pouring out energy pushing goods that move hard, when they could replace these goods with acceptable merchandise for which there is a ready-made demand. Many merchants are forgetful of the fact that 65 per cent. of the pop- ulation of America have incomes less than $75 a month. You complain, some of you, of syndicate competition, when you could turn the cause of syndicate success into your own store and bodily steal the thunder of the people whose rivalry you fear. Syndicate stores have no monopoly on popular-priced goods. Such goods will feel as much at home in your store as anywhere. Too many “sick” merchants have no interest in making their town a good place to live in, play in and go to school in. They forget that their own success is.,often determined by the success of the town where they do business. There is too much unscientific ar- rangement cf stocks. Some retailers seem to be doing business on the principle that customers should be sold only what they ask for. Half the merchandise in such stores is tucked away. Goods hidden in bins do no one any good. A store should be a selling unit, containing as wide a variety as possible, so that a pros- pective customer may be given the greatest possible temptation to buy. From the mass of evidence that pours in upon me, I am compelled to conclude that the weakest point in the system of the average retailer is his advertising. He does not know the methods which produces the most sales at the least expense; he does not knew how to present his mes- sage to his trade. The trade journals are doing a great work to remedy this condition. They told a few weeks ago about a series of advertisements that some experts call the most remarkable ever prepared— advertisements which are now appearing in a list of farm jour- nals as long as your arm. These same trade journals have been telling about the advertising campaign that the Larkin Co. are carrying into every big city in Amer- ica. There isn’t a retailer who is not being directly affected by the public- ity work of these monster M. O. houses. What will you do then to compete with a rival who can pay four figures for pictures to illustrate his announce- ments? What are you going to do to com- pete with a rival that can command the services of $25,000-a-year copy writers. I have already said that the jobber stands or falls with you, and in offer- ing a means to combat this powerful mail order competition, I confess that I do something that advertises me and the organization I represent. But what if it does? You do not begrudge notoriety to the doctor who cures you of an ill; and if I can point the way to victory over R. M. O. houses you won’t begrudge me any benefit I am able to squeeze out. There are means to counteract the pull of the advertisements which mail order houses pour forth, and the chief merit of the proposals I make is that they not only can help you combat this rivalry, but that they have helped and are now helping ten thousand other retailers to obtain a firmer foothold in their home mar- kets. I’m going to put performance into my preaching and I'l do it by giving you a weapon that can be _ wielded with telling effect on the big city competition that enchoaches upon your trade. In a town of 300 people in North- ern Indiana is a merchant who, five years ago, was selling only $15,000 worth of goods from a $10,000 stock. Mail order headquarters were only forty miles away and every other man and woman who passed this mer- chant’s store was a confirmed mail or- der buyer. The merchant’s advertis- ing was, as he thought, well aimed and effective, but it failed to bring the business. Some one finally con- vinced him that his methods were wasteful and induced him to adopt a medium which could be absolutely under his own control. He started publishing a store paper, sending it out to precisely the customers he wished to reach and eliminating the waste that attended his newspaper ad- vertising. The store paper gave a personality to his organization; pa- trons were taught to look for it; and to-day this merchant is selling $50,000 worth of goods on a_ stock of $10,000 in the face of the stiffest com- petition I have seen. The store paper is an antidote for mail order poison. A thousand mer- chants with whom I come into con- tact are using it to bring trade, and their opinions can best be summed up, perhaps, in the words of one of them who says, “The store paper you taught me to publish is to-day the back-bone of my business.” Whether you do business in city or country, the store paper offers 4 way of getting more trade at less expense; it gives a personality to your store and to your advertising; it has the same news interest that give news- papers their power and it can reach your prospects with less waste than any medium I have ever seen. Anderson Pace. —_2->___ He Was Law-Abiding. A Missouri farmer received from his congressman a package of garden seeds, sent out in the regular franked envelope of the Department of Agri- culture, which bears in one corner warning, “Penalty for private use, three hundred dollars.” He worried and puzzled over that inscription for several days, then wrote to Washing- ton this plaint: “Dear Mr. Congressman: I don’t want to use those seeds you sent me for the public. I want to plant them in my own truck garden, but I can’t afford the three hundred dollars it says I'll have to pay for private use. Can’t you fix it some way 30 I can use them for myself? I am a law- abiding citizen and don’t want to commit any crime that isn’t neces- sary.” —_++>____ The man who says he never had a show probably never had the price of admission. June 4, 1913 MICHIGAN TRADESMAN 27 More Trade From Same Customers In many a grocery store this department is silently swelling sales, with- out boosting overhead expense the fraction of a degree. It adds nothing to rental, nothing to light-bills, requires no delivery, and it sells its wares unaided. There is no place in the country where it will work so hard as in a grocery store, because the goods sell by sight, and in such a store there are more people to see them. Put this in your store and you steal the thunder of the “syndicate.” A free circular, telling the whole story, will be sent you if you write our Chicago house, mentioning this journal. BUTLER BROTHERS Exclusive Wholesalers of General Merchandise CHICAGO NEW YORK ST. LOUIS MINNEAPOLIS DALLAS SAMPLE Cincinnati Cleveland Kansas City Milwaukee HOUSES Omaha Portland Philadelphia Seattle MICHIGAN TRADESMAN June 4 , 1918 CIGARETTE SMOKING. Injurious Effect of the Habit on Boys. At no time in the history of this country has the smoking of cigar- ettes been so common a= practice among growing boys as to-day. At no other period have conditions in this land been so. strenuous as at present. The strife for professional and mercantile success has necessa- rily become stronger and_ stronger during the development of this great republic. The parents of our boys have had to go through a period of industrial development during the past fifteen to twenty years, which has never been reached or surpassed by any other country. With business. or failure comes great mental strain and no mat- ter how much we try to dodge the issue, such conditions predispose to nerve strain in the individual and by virture of heredity so acquired many boys have a nervous inheritance which can be only combatted by the most simple life and hygienic surroundings. In our schools the strife for high honors, the necessity of study and ap- plication to keep up to grade, has its effect in demanding a certain amount of reserve mental force of every boy which must be met if they are to start life on a firm foundation for future usefulness. Between the ages of ten and eigh- teen boys pass through the period of greatest physical development. The bony framework enlarges and_ be- comes more compact, the muscles round out, weight increases and the body begins to show the first signs of Oncoming manhood. This is the time when one must be most careful if he. is to develop into a strong vigorous man. During this period of greatest development one has no right to do anything which will prevent the best use of his physical and mental pow- ers. Whatever hurts the body cer- tainly has its influence on the brain and if dissipation of any kind is car- ried on, the body as a whole must suffer. Habits which have a depressing in- fluence should be shunned by the growing lad. Bad habits make their lasting impression at this age and it often takes years to get rid of the effects of wrongdoing during the period when nature makes her great- est demand on the physical side. Ifa boy would realize that he has no right to smoke or use tobacco before he is twenty, especially cigarettes, the problem would easily be solved. Un- fortunately, the example of elders is generally followed and boys think they will become men faster if they rise to that estate through the medium of smoke wreaths. Tobacco if used to excess has a de- pressing influence on the heart and on the central nervous system of the full-grown man, to say nothing of a boy. Many times we hear men say, “I must give up tobacco, it does me harm and I cannot keep well and use it.” If it has such a depressing effect on strong men, how much worse will it injure a growing boy. The tobacco heart, so called, is a common thing among inveterate smokers. Imagine youngsters, just past the cradle age, trifling with such a powerful agent. I qucte from experienced medical men who have made the cigarette habit a study. Goodno says, “Cigar- ette smoking is a frequent cause of nervous disease.” Snader, in exami- nation of the hearts of thirty-two to- bacco smokers, between the ages of seventeen and thirty-two (all having started the habit during their child- hood), found that in all cases tobacco increased the action of the heart and diminished its force. Townsend states from his experience and observation, that the use of tobacco in early life exerts inhibitory influence. He also says that it acts as a great irritant to the mucous membrane of the nose and throat and that cigarette smoking is especially deleterious because most cigarette smokers inhale, and in this manner the poisonous principles reach a much larger absorbing area. Kraft- Ebbing says that the excessive use of tobacco may induce mental disease just as it produces nervous disease. Sir William Osler speaks of the ir- ritable heart of smokers seen partic- ularly in young lads, the symptoms of which are palpitation, irregularity and rapid action. The American Text- Book on Physiology states that to- bacco acts profoundly on the proto- plasm of the nerve, increasing its ex- citability, thus gradually destroying its function. Kerr states that tobacco in excess is a fertile cause of heart trouble, of dyspepsia, debility, loss of vision, etc., but it is widely different in action from alcohol and the other intoxicants which have been under consideration, No husbands are charged with kill- ing their wives or assaulting their children through tobacco’s excessive use, no acts of violence are laid to its charge. Nor does it seem to give rise to mental and moral perversion on the nervous system, and I have known of a case of an abstainer with an inebriate heredity, who trembled life a man with delirium tremens every morning until he smoked a pipeful of tobacco. It is beyond my province in this paper to treat of this substance except in its relation to in- ebriety; but I may be pardoned, in these days of the cigarettes of pre- cocious childhood, for adding that to- bacco is a poison, the general avoid- ance of which in all its forms would greatly contribute to the health and strength of the present as well as the coming race. Barr in his work on the Mental Defective does not believe tobacco, especially in the form of cigarettes, a cause for idiocy or im- becility, but he makes this statement: “I have no doubt that excessive indul- gence in this or any other vice causing over-stimulation and subsequent ener- vation, may be conducive to the arous- ing of latent neuroses, just as does over-pressure during the school per- iod. In this sense both without being actual, would certainly prove predis- posing causes.” A well-known dentist says, cigarette smoking has a detrimental action on the teeth, coloring and staining them so that the enamel remains perma- nently discolored and that he believes C. E. BELKNAP, President H. 'P. BELKNAP, Sec’y and Treas, BELKNAP WAGON CO. Manufacturers of Farm, Freight, Express and Fruit Wagons Sole Manufacturers of the Belknap Orchard Wagon Sole Manufacturers of the Belknap Patent Sleighs GRAND RAPIDS, MICHIGAN Grand Rapids Brush Co. Grand Rapids, Mich. oe Manufacturers of Solid Back Toilet Brushes and Leather Back Horse Brushes June 4, 1913 sooner or later the integrity of the whole tooth becomes effected and causes it to decay. One cannot well imagine a worse sight than a young boy with fingers yellow from nicotin, yellow teeth, cheeks pale and sunk- en, oblivious of the fact that he is sapping away his life’s blood by in- dulging in a habit which can only do him harm and which permanently un- fits him for a useful life. Some aspir- ing athletes smoke cigarettes. The great anxiety of these boys is to out- run, outbox, outjump or outwrestle other boys in competition and yet they do the very thing which is most apt to defeat the end in view. Ath- letic exercises, as a rule, are likely to cause heart strain if not carried out under the careful guidance of ex- perienced men. I cannot imagine an athletic director advising one to smoke cigarettes. The common be- lief among trainers is that smoking shortens the wind and slows men up in competition, F. H. Barnes. —_+++___ Thirteen Rules for Government of Office Force. 1. That you arrive at 8 a, m. Fail- ure to be at your desk promptly ne- cessitates your making an explanation immediately. 2. That you must be present each and every day. If for any cause this is impossible. you must notify the office by telephone or telegraph by 8:15 a. tm. 3. That all necessary or important work must be completed or reported to your superior before leaving for the day, MICHIGAN TRADESMAN 4. That all visitors’ must be given immediate attention and be treated courteously, but without wasting either their time or yours. 5 That personal purchases must not be made, either by the use of our name, in our name, or for our account. without a properly O. K’d order. 6. That samples of whatever na- ture (unless immediately forwarded to a customer) are the property of the concern and must be placed in cupboard provided for that purpose. 7. That acceptance of gifts, pres- ents or gratuities of any nature is positively prohibited unless with our knowledge and consent, 8. That during business hours your entire time and attention must be devoted to our business and interests. 9. That personal business. includ- ing personal telephone calls. must not be conducted during business hours without permission. 10. That vacations are a gift and must be taken at a time that suits the convenience of employer. 11. That each employe will be held responsible for the careful and proper handling of business that is entrusted to his care and for the orderly con- dition of his or her desk and surround- ings. 12. That without permission. the smoking or carrying of lighted cigars, pipes or cigarettes in the office is for- bidden. 13. That your acceptance of em- ployment with us constitutes an agreement to abide by and live up to these rules. Insulting a Business. Probably the tendency to assume governmental control of all lines of business has reached its climax in the final passage of the “Cole bill” and its signing by Gov. Sulzer, of New York. This is substantially the same bill known earlier in the Assembly session as the “Roosevelt bill,’ which was bitterly opposed by the fruit and pro- duce receivers of the country, who saw in it an unjust assault on both their dignity and their freedom of competi- tion. In substance the bill is based on the belief that commission-men are not trustworthy business men and must be controlled and kept within lines of honesty and integrity by the police power of the State. Doubtless there have been crooked commission men and it is impossible that the law will eliminate them, but it is by no means certain that commission receivers are any more spiral in their mercantile rectitude than the farmers who ship them the goods with false representa- tion of quality and with the big ap- ples carefully placed at the top and bottom of the barrel. There is bound to be friction between producer and receiver, just as there is between buy- er and seller, and to introduce a govy- ernmental watchman into the case to police the receiver is imposing on him a severe handicap, As the matter stands now, no one can engage in the “dangerous” busi- ness of receiving and selling produce without first securing permission from the Commissioner of Agriculture and filing a surety bond in the sum of 29 $3,000 to protect any disgruntled ship- per. Having been once accepted, the moral monitor can put the merchant out of business at any time he choos- es, after the formality of a hearing. It makes the commission business pretty precarious. and in its logical commercial status the commission man is only slightly removed from the mercantile and social stigmatiza- tion which is supposed to attach to other forms of licensed business— liquor dealing, pawn broking, etc. It is but a step to have the State per- form espionage over hundreds of other forms of business—if the ship- per happens to command as much leg- islative pull as the voting farmer does. —_-2-> Told Every Fourth Year. The political spellbinder was an- noyed by the constant interruptions of a member of the opposition party cheering for his own candidate, Net- tled at length he enquired: “My friend, why do you cheer for that party?” The disturber arose and said: “My great grandfather belonged to it, my grandfather belonged to it, my father belonged to it and I belong to it. Hurrah for—”’ “If vour great grandfather had been a fool,” said the orator, interrupting, “and your grandfather had been a fool, and your father had been a fool, what would you be?” “A member of your party,’ came the quick return. ——_+->—__ And many a ’man has repented at leisure who never married at all. Get Full Price for its Odds and Ends and Slow Sellers---Get the Cash---Let Your Competitor Carry the Necessary Charge Accounts at Cut Prices Our Plan Gets You Full Prices in Face of Fierce Competition It gets hundreds of peo ple hustling for you store. And it keeps them hustling for you for six solid months. With our plan you can make dull Wednesday a bigger day than busy Saturday. You can do this without cutting and slashing prices—you can get this big business at regular prices, You can work off slow sellers and old goods at full selling price. In other words. our plan eliminates the necessity of putting on a cut-price sale and throwing your profits away. WANT TO RAISE SOME EXTRA CASH QUICK—That is, do you want the people of your will. If you follow their plan to the letter and community to give you the cash for goods that you have not even purchased—that is. would it be of any advantage to you to have people deposit their money with you to be traded out later? ple directly interested in your store—it has this army of peo- it has them urging their friends and neighbors to trade at your Here is What One of our Customers Wrote to a Brother Merchant The McGhee-Joyner Co. Gentlemen; In regard to your inquiry as to the reliability of the Brenard Mfg. Co. of Iowa City. Iowa. we would say that we used their plan two years ago. They carried out their contract to the letter and we were well pleased with their Proposition, in fact we were so well pleased that we have just started another with them. They are doing every thing they can to make this one as big a success as the other, and I believe they hustle a little you will be well pleased with the result. Yours very truly, W. L. ADDEN, There is one feature of our plan that will get the people of your community to deposit hundreds of dollars to be traded out at some future time. We will be glad to explain this feature more fully to you if you will write us in regard to it. COLLECTS OLD AND MONTHLY ACCOUNTS—Besides overcoming competition, our plan will collect your monthly accounts: that is, get the cash into your drawer between the first and the tenth. Besides collecting your monthly accounts, we will be glad to tell you just how it will collect those old accounts that you have practically given up hopes of ever getting. i We Protect You WARNING! Brenard Mfg. Co. is not operating under any other name. We have no branches. Other firms claiming connection with us mis-state facts. We have a few imitators but no competitors. If you accept our proposition we will agree not to sell it to any other competitor in your town as long as you remain our customer. If you desire to increase your business with our plan. do not delay writing us. If you do delay, it may be that your com- petitor will already have secured our services. We will close the deal with the first merchant who wants it in your town. Address BRENARD MFG. CO., IOWA CITY, IOWA 30 MICHIGAN TRADESMAN June 4, 1913 CREDIT RATING SYSTEM. How It Protects the Merchant. Knox, Ind., June 1—The down-fall of the majority of merchants is due to the too liberal extension of cred- it. Owing to this fact, there is noth- ing that pays better than a good local credit rating system. Small Town This credit rating feature can be handled in the small towns at a very nominal cost if the merchants will only co-operate. The department stores of the large cities have their own credit divisions, but the average small town store would be carrying too great a burden in an attempt to have a credit rating department. During the past two months I have been putting into operation a credit rating system in:a small town of 1,600 population. Of course,, the credit rating goes farther than the limits of the town, because the trade is drawn from the agricultural com- munity as well as from the town. There are eleven merchants of the credit rating organization at the pres- ent time which is handled as a sub- division of the Commercial Club. The Secretary of the Commercial Club handles the credit rating system and he also acts as adjuster in collecting accounts turned in by the members. A card as outlined below is filled out by the merchant for each indi- vidual trading with him. CREDIT REPORT Sec 191.. No— Name— Address— Business— Where employed— Pays cash— Prompt pay— Kind of Fair pay— pay indicated Slow pay— by check mark Require cash— Doubtful— Considered good for how much credit $— Remarks— These cards are then turned in to the Secretary, who files them alpha- betically. On the reverse side of the card is a space for charges and cred- its and a space for the Secretary’s notes pertaining to correspondence regarding accounts. Card are turn- ed in on certain individuals from nearly every member of the credit tating organization and, when these cards are in, there is a pretty good rating on the customers. The mer- chant’s individual opinion is not the only record regarding the customer. The cards show the amount the in- dividual owes around town so that the merchant can be governed ac- cordingly. It is a big surprise to the mer- chants when they first find out how much certain people owe. The sole purpose of the system is not to get a line on those who are dead-beat. It is also for the purpose of procuring information on those who are justly entitled to credit and to get a line on new comers. When the reports are all in, a loose-leaf, indexed book, showing the ratings, is prepared for each member of the credit rating This book is gotten up with a code system so that its contents is intelli- gible only to the merchants. Of course, the ratings change from time to time, and new ratings are added. This additional information which is not shown in the book is supplied in the form of bulletins by the Secre- tary or the merchant may call up the Secretary at any time for any infor- mation desired. If the Secretary can- not supply this he at once proceeds to get it. Whenever the merchant hears of a new comer he refers the name_ to the Secretary at once, so that the Secretary may proceed to get in touch with the new comer's record by communicating with the men in the town from new comer came. [ have found that considerable publicity regarding the system in a town tends to awaken some of those who are very slow payers and it also stirs up some of the dead-beats. It is difficult to get merchants to realize the importance of such a sys- tem. As a general rule, it takes a lot of dogging on the part of the Sec- retary to get them interested as they should be. A merchant will spend a large amount of time selling goods on which there is a very small profit and, perhaps, the goods are sold on credit and he never gets the organization. business which the ' money for them, yet he lacks enough business insight to spend a__ little time and attention on the most vital part, that of collecting and rating. There is a general opinion among customers who pay their bills that - they are compelled to pay excessive prices to make up for the loss on the dead-beats. case, but it is a fact that if the mer- chant did not lose so much on poor accounts he could sell cheaper and still make as much as he does now. A large portion of the mail order business is built up because of this lax credit system. I know of men who owe every merchant in town and are ashamed to face them. Conse- quently they send out of town for their goods. The lack of information regarding the rating of individuals is often the cause of making dead-beats out of men and women who have honest intentions in the beginning, but ow- ing to the fact that credit is extend- ed so freely they get in so deeply that they finally give up entirely. Every merchant who does a credit business knows to his sorrow what the lack of information as to credit ratings means; yet it is difficult to induce him to co-operate with the other merchants. There is too much greed for trade and too much jeal- ousy, instead of mutnal interest. L. L. Totten. ——2-2--.-___. He is truly an easy mark who can fool himself and keep himself fooled. This is not always the- Wind Mills a Good Line. That the wind mill is a valuable addition to the dealer’s stock in trade 1s indisputable. There are many rea- sons for this which will be recogniz- ed by the and hundreds of men engaged in the re- tail implement business are increas- ing their volume of business and add- ing materially to their profits by their sales of wind mills. wide-awake dealer, lor some unexplained reason the wind mill has gained new popularity this season. Hundreds of farmers are installing them on their farms for the first time, and many ruralists who suf- fered damage by storm or flood are replacing wind-mill plants that were wrecked or carried away. The result is a boom in this line and wind-mill manufacturers report larger sales than ever before in the history of the business. The dealer should give this matter his attention and make a strenuous attempt to garner for himself some profits that accrue from this business. While wind mills may not be as easy to sell as some other lines, they are noted for remaining sold when once installed, and perhaps no other ar- ticle gives so much satisfaction and so great service at so little cost. The windmill is the ideal method of maintaining the water supply on the farm. It is long-lived, economi- cal and automatic in operation, works in all seasons and under almost every known condition, and adds much to the attractiveness of the property on which it is installed. Wind mills, besides advertising the dealer as perhaps no other article he may handle will do, are prolific of new business. Once'a few wind mills are sold in ‘a vicinity, others seem to spring up like mushrooms. Farmers who have installed them are prone to talk of them to their friends and go into detail regarding their value from every point of view. All these things aid the dealer in making addi- tionai sales, and there various ways in which he may interest his rural friends, once he becomes in- volved in the wind-mill business. The experience of many dealers who have handled this line is evidence that it is a money-maker and a first-class ad- vertiser, and no dealer with an eye to immediate profits and future busi- ness can afford to overlook the op- portunity presented by the present boom in this field—Implement Age. are eS Advantage of a Secret Cost Mark. Since the beginning of storekeeping, cost marks have been necessary to re- cord the cost of each item of stock. All sorts of systems of letters, characters or signs to represent figures have been devised, the primary purpose being a system that would, by the aid of the key, be clear to the salesman and un- intelligible to the purchaser. Some of these systems are so simple that even a novice can decipher it with a little study; others are made more difficult by the use of blinds and other com- plexities. In the following lists a character must be substituted for nought in the nine- letter variety, and the last letter of the eleven-letter variety used as a repeater. 1 2 3 4 5 6 7 8 9 C Let ks 4 i p The following words can be used in the same manner: Blasphemy, Cavern- ous, Dangerous, Drunkable, Dropsical, Duplicate, Facetious, Fisherman, Gun- powder, Hamstring, Harmonize, Laby- rinth, Machinery, Manifesto, Obscurity, Observant, Outwardly, Outspread, Pru- dently, Penumatic, Porcelain, Volun- tary. 1 2 3 4 5 6 % 8 9 10 M638 6 wo 8 e€ tf ie et The following list of words can be used in the same manner: Background, Birthplace, Blacksmith, Chivalrous, Daughterly, Deaconship, Fishmonger, Handsomely, Importable, Lachrymose, Manipulate, Flattering, | Formidable, Pneumatics, Forgivable. New spelling reform keys: Sel the gudz, Chargenuf, Plez be onist. Keys from business names: Kleine Bros., Born & Smith, Yalding & Co., C. L. Hornsby, Jones Drug. The objections to these systems are, first, they are easily solved by people who have no business to know; second, they betray that they are cost marks, impressing the customer unfavorably. A more difficult form is a sentence consisting of ten words, the first let- ters of each being different and the one to be substituted for figures. For example: One Quick Penny is Worth More Than 1 2 Ss 4 5 6 e a Slow Dollar 8 9 0 "It is sometimes advisable to keep the cost price a secret from the clerks. The only absolutely certain way of preventing your employes from learn- ing the cost of your goods is to employ a system which has no key. By the use of such a system the date of pur- chase and other data may be included in the cost mark. The book and the cost mark system is simply a record of each item bought. An ordinary blank book is obtained, with pages numbered, we will say from 1 to 500, and with lines on each page, these lines numbered from 1 to 50. Thus we have a book of 500 pages and on each page there are 50 lines. In marking your goods, instead of having a series of arbitrary letters, or characters and using these to mark the cost of the merchandise on the tickets, enter each item in this book, then mark the page and line number on the cost ticket, and whenever we have oc- casion to look up the cost of an article we refer back to the book and obtain it. Thus, supposing that a lot of shoes which cost $2.50 per pair were entered on page 61 and line 23, the cost mark would be 61-23. In entering these items we can also enter the name of the house from which they were bought, the date of purchase, discount, etc. ,and any inci- dental information we think worthy of recording. This is frequently useful when re-orders are to be made. —~>-.-.—_____. The Boss Knew Him. “I’ve just come from St. Louis,” said the salesman, “and did a big business. How much do you think?” “About half,” “Half of what?” “Why, half of what you Say.” MICHIGAN TRADESMAN June 4, 1918 WE MANUFACTURE Freight Elevators, Lumber Lifts, Special Machinery, Boilers, Smoke Stacks, Fire Escapes Patterns, Grey Iron Castings, Steam Forgings and Steam and Hot Water Heating Systems We Carry a Complete Line of Pipe Fittings, Mill and Factory Supplies GENERAL REPAIR WORK A SPECIALTY ADOLPH LEITELT IRON WORKS : 211-213 Erie St., Corner Mill Ave. » ee ee a a nw aoe: Sie ef SAS ee 6 fb ene oe 8 8 Oe Oli oe ¢ OQ ot 6 a 1 ee eee CO0G¢Gicnd ioe NAT IONAL GR O Wholesale Grocers, Te General Offices, DISTRIB “LIGHT HOUSE” and THE LARGEST JOBBER OF With its Houses so Located that a Retailer’s One Hundred Salesmen Repre Detroit, | i Elliott & Co. Saginaw, Phipps, Penoyer & Co. Bay City, Gustin, Cook & Buckley Jackson, J ackson Grocer Co, Lansing, National Grocer Co. te, ec | Decatur, National Grocer Co. J. S. McCLELLAND, Manager MILLS AND MANUFACTURING DEPT. 3 B d F ‘N MICHIGAN TRADESMAN ) CER COMPANY a ‘eportens, Coffee Roasters Detroit, Michigan UTORS OF “RED CAP " Food Products GROCERIES IN MICHIGAN Wants Can Be Intelligently and Promptly Supplied sent the Following Houses: Grand Rapids, ‘Traverse City, Cadillac, Manistee, South Bend, Sault St. Marie, Escanaba . 29-35 LARNED ST. WEST, DETROIT Musselman Grocer Co. M. D. ELGIN, Manager Musselman Grocer Co. H. A. MUSSELMAN, Manager National Grocer Co. ED. KRUISENGA, Manager National Grocer Co. H. A. MUSSELMAN, Manager National Grocer Co. WM. H. SWINTZ, Manager Musselman Grocer Co. ED. STEVENS, Manager National Grocer Co. M. J. RYAN, Manager 34 MICHIGAN TRADESMAN June 4, 1913 o9)D)) ’ BEHIND ™: COUNTER ) : )))), 4 AX “36am ty CM Ne \ Y \ Relative Value of Several Different Clerks. Written for the Tradesman. For every sale that is made in my store, a sales slip is made out and a carbon copy kept of it. One of these days I may buy one of those registers that prints a complete account of the transactions with every sale, rings up the correct amount, makes change and plays a tune on a music box. But for the present a carbon copy _ is enough. Every night the girl who keeps my books hands me a card showing the total sales for the day and the total for each clerk. And that’s all. Yes, I saw that, too. In a big store they find that their clerk hire is 8% per cent. of sales. And any clerk who costs more than 9 per cent. is fired and any clerk who costs less than 8 is promoted. I read it and wished my problem was as simple as all that. If I had a system that would hire and fire clerks for me without any further attention on my part, half my troubles would be gone. There’s a good deal more to it than that. My clerks do a good deal be- sides sell goods. And there are ways and ways of selling goods. There was Bradford Irving; worked for me six weeks, came from Denver and could sell anything. He left be- cause six weeks was as long as he could stay in any one place outside of Denver. If he hadn’t, I wouldn’t have let him stay much longer. Every- thing he did and everything I asked him to do, he acted as if it was a mighty condescension for him to do it. “Of course, I have no business work- ing in a store like this,’ he says; and, “of course, it’s foolish for me to be working for twelve a week;” and, “of course, we never were expected to do that way in Denver.” I knew just how my wife felt when we had a cook that used to work for the President of the First National; every night my wife had a long tale of woe that end- ed, “and I could have slapped her.” Bradford was stuck on himself and he lifted up his nose at Buffalo Hump and everything in it. But he did sell goods. He sold twice as much as any other clerk: He sold stuff that I thought was glued to the shelves. He sold some figured foulard that the Ladies Aid refused for a donation. And after he had gone—did I say I was going to let him go anyway—I found he had got me a nice bunch of sore spots. He never misrepresented -that I know of, but he threw a fluff of glamour over everything, I offered to take back. the foulard from Mrs. Dawson, who was the sorest. “them. I couldn't “No,” she says, “I knew exactly what I was getting when I bought it, and I’ll keep it, but I have half a no- tion never to buy anything from your store again.” Two or three others were the same way—they felt they had been put upon. Imposed upon—that isn’t be- ing cheated; it is being hornswogegled into buying something you don’t want. Every sale Bradford made he im- posed on somebody. He sold twice as much as the next clerk, but I couldn’t afford to keep him. So I can't just run over the totals on the sales slips and decide how much every clerk is worth. But I study them a good deal, just the same. Of course, you can’t tell anything by one day. Ed, Rivers last Wednes- day got two customers who took up pretty rear all day. One was in the morning for $118.50 and the other in the afternoon for $84.30. “They knew what they wanted and the delivery boy could have sold within ten dol- lars as much if he had waited on have sold them ten dollars more. Ed. handled them well and they will look for him next time they come in. He had nothing to do with bringing in the sale and very little to do with making it, but he had a lot to do with making them regular customers for Dexter Wright. 1 never told the clerks that I watch how they handle customers just as much as | do how much they sell. But I guess they know it. If I paid them according to the amount of sales, I know they would be scrambling for the profitable custom- ers, and it wouldn't be human nature if they didn’t neglect the little girl who wants to buy a stick of candy or the shacker who’s only got two dol- lars to spend. For instance, there’s Old Man Howe, who won't have anyone wait in him but me. Always asks for the boss, and if I’m not around he buys a few little things and goes home sort of disgruntled. Know why- we have his trade? It’s the way Nord Holmgren waited on his little grand- daughter. Mrs. Howe told me her- self. But do you suppose he would let Nord wait on him? Still, when Nord sells the little girl five cents’ worth oi chewing gum, he is cinching Old Man Howe’s trade that he never touches. Take it by and large, the best clerk will average the best sales and the total for six months will tell you pretty near what each one is worth. When you figure that one is good on windows, and another is strong with the Lutherans, and another has no- tions about advertising, you can grade their relative value pretty close. I’m paying Tom Niles two dollars a week more than Ed. Rivers. His sales wiil average 10 per cent. larger the year around, and $2 is the fair dif- ference. I ought to pay him twice as much. There is never any comeback on Tom’s business; it is all clean. Ed. cost me about $20 on a bad check last month; he was using his discre- tion in my absence, and I didn’t blame him for it. But I think Tom would have refused to take it, be- cause ] can’t remember when he ever took a chance yet that turned out wrong. Any time he is in doubt he refers it to me, and I've got so that anything Tom refers to me I’m pretty apt to turn down. But that isn’t all. The boys all have their customers, people whose ways and tastes they know, who would rather be waited on by Tom or Ed. or Nord or sometimes by the boss. But’so far as I know, Ed. never brought in a customer into the store. He handles them beautifully and lots of them prefer him, but he doesn’t go out and get them. Tom does. I have found cases when not only Tom himself, but Ed. and Nord were wait- ing on customers Tom brought to the store. There is a certain amount of the other boys’ sales for which he ought to have credit in addition to his own, No, there's no use raising his wages. He'll probably stay with me until he gets ready to go in business for him- seif. He wouldn’t stay any longer, no matter what 1 paid him. But I will say this: if I see a good opening I'll shove Tom Niles into it, and if he needs a little extra capital, I’ll see that he gets it: As I was saying, I keep those slips showing how much each clerk sells every day and every month I get foot- ings showing how much each one sold for the month. Then I size up how they handle their customers, and pay them what I think worth. If I could sit in the office and watch an indicator it would be a lot easier. John S. Pardee. —————~-2..—___ Regulating Hours of Work for Gro- cery Clerks. An attempt is being made in the State of New York to regulate the hours of work for grocery. clerks by law. The Legislature which recently adjourned was importuned to enact a bill which shall make it unlawful for employers to require their employes to work more than seventy hours a week. Of course there is bound to be opposition to such a measure, as it it reasonable to suppose employers will not be willing to have the regu- lating of the time spent in the store by their clerks taken out of their own hands. It not infrequently hap- pens that legislative interference in matters of this kind occasions more unrest than quiet. It is often very much better, as has been stated from time to time in these columns, that the merchants in every community get together, and by association, which enables them to discuss thése they are matters and thresh them out, accom- plish the end desired much more satisfactorily than can be done by outside interference even though that interference be the majesty of the law. Compulsion often means fric- tion. What must be done is not al- ways done cheerfully. The better plan is a frank, open, man to mar setting forth of things as they actually exist so that everybody inter- ested may be able to see that there must be given and taken in order that the best results for all may be ob- tained. In the majority of instances merchants who keep their stores open from early in the evening until late at night do not do so from choice, but because of competition. The average store-keeper is not a slave driver. He would like to see his em- ployes, who serve him faithfully, have time to themselves and he would like to have leisure for his own amusement and recreation. The trouble is that there is generally some narrow-mind- ed fellow who has a store way off in some remote corner of the town, whose nature is of that kind which impels him to go ahead and take what seems to be an advantage of his com- petitors by stretching out the day into undue length. Such people are very hard to manage and are the thorn in the flesh of those who like to do the right thing. If the whoie world was made up of store-keepers of that kind laws such as the New York Legislature was importuned to enact, would of course be beneficial. The trouble is that such legislation often hurts merchants who should not be hurt by throwing around them re- strictions which cannot be broken even under extraordinary circum- stances. This causes them to resent the law and nobody can say that this resentment is unreasonable. It would seem, therefore, that the store-keep- ers of New York State would do well to examine carefully into the working of the proposed act and then take measures to see that it is not made too stringent. Let them rather depend upon that get-together spirit which is fostered by association work and see ifs they cannot, by organizing themselves, bring about a condition which will work much more smoothly and profitably. —— ~t+-22.____. The Men Who Succeed. The men who have achieved suc- cess are the men who have worked, tead, thought more than was abso- lutely necessary, who have not been content with knowledge sufficient for the present need, but who have sought additional knowledge and stored _ it away for the emergency reserve. It is the superfluous labor that equips a man for everything that counts most in life. —_——_2--.—____ Outdone. An English and an American mer- chant were discussing the relative im- portance of their businesses. “Why,” said the Englishman, “in my firm the clerks use 30,000 gallons of ink a year!” “Oh, that’s nothing,’ retorted the American, “we saved that much ink in a year by ordering our clerks not to dot their i’s.” 7 i | 1913 I9m- ore hat the ric- al- ter lan. 1ey er- ere hat ob- ces yen ate ce, ‘he ive m- ve ke ub lat 1d - in mn, ch at June 4, 1913 MICHIGAN TRADESMAN Grand Rapids Dry Goods Co. Capital Stock, $400,000 OFFICERS DIRECTORS E. A. STOWE, President CHRISTIAN BERTSCH WILLIAM B. HOLDEN GUY W. ROUSE, Vice President CHAS. W. GARFIELD ROBERT W. IRWIN W. B. HOLDEN, Sec’y and Gen.-Mgr. HEBER A. KNOTT W. M. LEMKE W. M. LEMKE, Treas. and Asst. Mgr. GUY W. ROUSE E. A. STOWE Ls max Visiting Merchants Are cordially invited to visit us and make our store their headquarters during Merchants Week. We will care for your parcels and show you every courtesy at our command. Grand Rapids Dry Goods Co. Exclusively Wholesale Cor. Island St. and Commerce Ave. Grand Rapids, Mich. 35 36 MICHIGAN TRADESMAN OTN FA — — = — =— —_ = — =, = —_ = — = = = S = lo = - = = = The Possibilities of the Fancywork Department. Written for the Tradesman. In the first place my attention was attracted by an unusually handsome and well-arranged window display of embroidered sofa pillows, long, beau- tiful, ribbon topped, lace-trimmed pin- cushions, and other dainty fashioned from harmoniously colored materials by fingers skillful with the needle. I resolved to visit the section where these things are kept for sale, which, in this store. as is the com- mon arrangement in large city stores, is located in the Art Department. The division devoted to fancywork occupies a prominent position in this establishment, a large, well-lighted space in the front of the third story of the building being given over to it. The floor is well carpeted and in every other way the room is luxuri- ously equipped for the comfort and convenience of women patrons. articles While I always have taken a lively interest in dress goods of all kinds, in women’s coats and suits and wraps of every description, in lingerie and laces and handkerchiefs and fans and veils and all the thousand and one other things with which lovely wom- an is wont to adorn her person, I con- fess that the realm of fancywork al- ways has seemed “too wonderful for me.’' I reniember a popular picture that adorned parlor walls some thirty-five years ago. It was called “The Lion in Love,” and represented a large clumsy man trying to thread an em- broidery needle, while the object of his affections was sitting near by, slyly laughing at his awkwardness. Whenever | find myself among wom- en who are talking about filo and rope silks, Battenberg and Honiton braids, art canvas, chochet threads and work- ing cottons, the matching of shades, the many different stitches used, and the “effect” of this, that and the other thing, I realize my inadequacy and feel a renewed throb of sympathy for the poor fellow in the old picture. But here I found a fancywork de- partment that commanded my respect and opened to my eyes the possibili- ties of a branch of the dry. goods business which hitherto I had neg- lected and possibly held in a little scorn. The lady in charge was not only very affable and willing to show all the new and popular things, but she was so thoroughly posted in her line that every word she spoke was in- structive and interesting. First she called my attention to a collar embroidered with D. M. C-. cotton in the Bulgarian colors, which “stitches. are now having such a rage. On the top of the show case in front of which we were standing were a large num- ber of collars, mostly linen but some of them of silk, stamped for this work and ready ior sale. The various pieces of women’s un- derwear stamped for embroidery are great sellers with this store, and also waist patterns. In order to sell the stamped materials it is necessary to have completed work to show how the articles will look after the embroidery has been put in. Then of course there is sale on embroidered things to women who do not care to take the time and trouble to do their own. It was a most entrancing line of waist patterns she showed me, done in French embroidery. Some were all white, some were white with a little color in the work. One very pretty one showed the sweetest little Dres- den roses. Others were of delicate shades of pink, and one which pleased me most of all was of an exquisite tint of blue embroidered in the same shade in a Louis XIV pattern. They make their own designs at this store and have invented several new The embroidering is done outside the store by women in their own homes. I understand that in almost every city and town there are skillful needle-women glad to pick up a little money in this way. Another line to which she especially directed my notice consisted of pil- lows, centerpieces, and scarfs em- broidered with a thread that may be as new to some of my readers as it was to me. It is called Grayona (named for Mrs. Gray, head of the fancywork department of Marshall Field & Co., Chicago). I would have sworn that it is silk, but it seems it is not, but is a vegetable fiber. Whether it is mercerized I can not say; but it does not look like any cotton thread I ever saw before, for it takes the beautiful colorings of silk, is if possible more lustrous, and, while more expensive than silk, has the advantage of being stiff enough to stand out without padding. Sweet peas, carnations, or other flowers worked in this with no padding under- neath have the embossed effect so much desired in embroidery. This material is not washable, so is used only in articles for which dry cleaning will answer. The made-up pieces for sale were imported from England, but this store sells the stamped patterns in the same designs and the material for working. Some of the pieces were of art linen, others of silk rep. One especially handsome one was a centerpiece of black silk rep done in carnations. This was for a library table or for a dining table between meals. Black as a foundation . for embroidery is now very fashion- able it seems. Grayona has been in use some two or three years, | be- lieve, but there are still many stores that do not handle it, and many wom- en who do fancywork who do not know about it. There is also a Gray- ona embroidery chenille that does not require padding. IT will not attempt to go on and describe the many other beautiful things to be seen in that fancywork department. The lesson in it all for me was this: Here is a field which occasional stores like the one visited are working intensively. These are reaping a rich harvest from their ef- forts. But it is a field which by many merchants is woefully neglected. June 4, 1913 A man can't understand the fasci- nation that fancywork holds for wom- en, nor why his wile likes some dainty “pick-up” work when she has her more serious duties gotten out of the way, just as well as he himself loves his newspaper after the labors of his day are over. It isn’t neces- sary that he should understand; but ii he is a dry goods dealer he should not be so dumb as to be unable to see that providing the materials for the occupation of her fingers during leisure moments is an important fea- ture in catering to the eternal wom- anly. There is no village so small but there is some demand for ma- terials for fancywork. In towns of a few thousands, perhaps even in small- er places, the sale on this line of Citizens Phone, 2713 Edson, Moore & Co. Wholesale Dry Goods Detroit ‘- Grand Rapids Office 28 South lonia Ave. Bell Phone, Main 860 A complete line of our samples always ready for your inspec- tion, will be in Grand Rapids during Merchants Week. MILO W. WHIMS, Manager. The Standard Line of Gloves and Mittens which you will want to see before you buy. Our salesmen are out and will call during the season Wait tor them The Perry Glove and Mitten Co. Perry, Mich. June 4, 1913 goods, if properly cultivated, can be made a very considerable item. The iirst step toward success is to put the matter in charge of some woman who has a natural aptitude and liking for the work, and the busi- ness instinct to use sound judgment in buying and otherwise be able to make the thing pay out. It is not a proposition for any mere man to tackle. Perhaps some saleswomen al- ready in the employ of the store may be able to handle the matter admir- ably. In small establishments the proprietor’s wife may like to take hold of it. It needs some one who will keep posted and get onto the new things. There is a whole literature on the sub- ject to be studied. Some magazines are devoted exclusively to fancywork, while almost every woman's periodi- cal has its illustrated page or pages showing stitches and designs and what not. A woman to make a suc- cess in this line must have the taste to direct the getting up of completed pieces so that they will make attract- ive displays, and be able to give les- sons, for free lessons with the sale of materials is a proved-out method that deserves adoption wherever it is not already in force. She must also have the patience and skill in detail to be abie to keep up the stock in the many different shades and kinds and sizes of materials, without loading up on what will not sell. It goes with- out saying that women naturally pre- fer taking their patronage where they can see what they are getting, select and match shades themselves, and re- MICHIGAN TRADESMAN ceive sympathetic suggestion and ad- vice from one whom tkey look up to as an expert, to sending their orders to a mail order house. K: kK. ——_2+->____ Newsboys Making More Money Than Merchants. Written for the Tradesman. On a certain corner in the city of Chicago is the stand of a newsboy who makes $10,000 a year—a penny at a time. When his day’s business is over, his profits are in his pocket and_ his “store” is ready for a new, fresh line of merchandise. During business hours he pours out his energy advertising his goods and piling up profits—half a cent at a time. He can make $10,000 a year from penny sales because: 1. Pennies are easy to spend. 2. Everybody has them. 3. His goods are universally pop- ular, 4. And he advertises hard. Syndicate stores do business on the newsboy’s plan. They go hardest after the coins that come easiest. They concentrate on goods that turn fast because of their universal popularity, and goods that actually bear a higher percentage of profit than high-priced merchandise. Woolworth building. That’s what built the Many general merchants and gro- cers are passing up a “gold-mine’— literally a gold-mine—because they mistakenly recoil from goods that seem to carry no profit in their sales. Listen! The profit on 5, 10 and 25 cent goods is usually five, six—even ten times as great as that on staples. In looking at the sum total of the profit, the general merchant and the grocer forget that it is percentages that count. Furthermore, popular-priced goods turn fast enough to turn back a profit on the investment every week or even every day. How long, pray, Mr. General Merchant, does it take you to get back your profit on the money that is tied up in piece goods? We venture to say that there are twenty penny-sale newsboys in the city of Chicago who are making more money every year than nine out of ten of the general merchants and gro- cers who read this paper. Aren’t the profits of these penny- sale folk sufficient proof for any doubting Thomas who fears 5, 10 and 25 cent goods because of the so- called small margin they carry? You need ginger in your business Mr. General Merchant, Mr. Grocer. And these goods are ginger-injectors. Anderson Pace. Telepathy. “L suppose,” said the physician, smiling and trying to appear witty while feeling the pulse of a lady pa- tient, “I suppose you consider me an old humbug?” “Why,” replied the lady, “I had no idea you could ascertain a woman's thoughts by merely feeling her pulse.” The man who won't advertise be- cause his business is already making him a living may as well make up his mind to die if a new competitor starts up in his section. 37 Ten Commandments for Retail Clerks. 1. Don’t lie—it wastes my time and yours. I’m sure to catch you in the end, and that’s the wrong end. 2. Watch your work, not the clock. A long day’s work makes a long day short, and a short day’s work makes my face long, 3. Give me more than I expect and Ill pay you more than you expect. I can afford to increase your pay if you increase my profit. 4. You owe so much to yourself that you can’t afford to owe anybody else. Keep out of debt or keep out of my shop, 5. Dishonesty is never accident. Good men, like good women, can see temptation when they meet it. 6. Mind your own business and in time you'll have a business of your own to mind. %. Don't do anything which hurts your self-respect. The employe who is willing to steal for me is capable of stealing from me. 8. It's none of my business what you do at night. But if dissipation affects what you do the next day, and you do half as much as I demand you'll last half as long as you hoped. 9. Don’t tell me what I'd like to hear, but what I ought to hear. J don’t want a valet to my vanity, but I need one for my money. 10. Don’t kick if I kick—if you're worth while correcting you’re worth while keeping. I don’t waste time cutting specks out of rotton apples. —_+++___ Science tunnels mountains while faith is figuring on moving them. , GRAND You are cordially invited to make our store your headquarters during Merchants Week, June 10th, 11th and 12th. We are enlarging our building by adding two stories. space since our establishment in 1862. We attribute our success to the fact that we have always sold Quality Merchandise at Right Prices and given Prompt Service. PAUL STEKETEE & SONS WHOLESALE DRY GOODS RAPIDS This is our 6th enlargement of store- MICHIGAN TRADESMAN June 4, 1913 TOO MUCH WIFE. Why Sanford Failed to Get a Raise. Sanford didn’t get the raise he ex- pected. Another man, younger, less experienced, and less able, got it in- stead. Sanford is angry about it ani is talking about “injustice.” He won- ders why. I am the man who occupies the desk next to Sanford. I know why San- ford didn’t get the raise. It’s a case of “too much wife.” The funny papers are always full of stuff about “too much mother-in-law.” “Too much wife” isn’t as common a complaint, but Sanford has it. San- ford is a mighty nice chap. He likes his work and he works hard. Every one wants him to get ahead—and he would if he were a bachelor or if he were married to a different sort of a woman. Sanford’s wife starts in destroying his ability to work early in the morn- ing. About half of the time he reach- es the office with a worried look on his face. Those who don’t know ask, “What’s the matter, Sanford?” sym- pathetically, “It's the wife,’ answers Sanford. “Nothing serious, you know, only she doesn’t feel well. Complained a little when we came home last night and didn’t get out of bed for breakfast this morning. I feel sort of worried about her. She isn’t a strong woman you know.” I’ve seen Mrs. Sanford. She does- n't look especially “husky,” but she has a plump face and a good color. She doesn’t look like a_ weakling. Sanford knows that after he leaves the house in the morning his sleeps for a couple of hours, has breakfast in bed, and gets up about 10 o'clock. Sanford knows that, but Mrs. Sanford has told him that she doesn't feel well. He isn’t the kind of a man who ¢an put sickness out of his thoughts. So for a couple of hours--the best hours in the day—he thinks about Mrs. Sanford and won- ders how she is feeling. You can’t think of two things at once, so his work suffers. He can’t forget Mrs. Sanford’s illness until he rings her up about 9 or 10 and finds that she has recovered enough to be dressing to go out or thinking about attending a matinee. She Calls Him on the ’Phone. Mrs. Sanford has the telephone habit. It is a common habit with women. Mrs. Sanford’s habit con- sists of ringing up Sanford about four times each day. There is a pri- vate exchange in the office, but even then sometimes all of the lines are busy and it interferes with the busi- ness routine of the office. The effect on Sanford is even more serious. Just as he has settled down to work out a bit of business, Mrs. Sanford rings up to find out whether he prefers steak or chops for supper or whether he thinks the weather is too bad for her to walk over to Mrs. Howard’s. Sanford is annoyed, but he doesn’t want to hurt her feelings, so he talks politely, ringing off as soon as he.can. Perhaps the call lasted only a minute or two, but it wife. destroyed Sanford’s train of thought for a good ten minutes. Sometimes Mrs, Sanford is offended by his brusque tone and rings up im- mediately afterward to see if he is angry about anything. Of course Mrs. Sanford likes to go out in the evening. She isn’t as friv- olous as some women, but she is young and gay and pleasure loving and doesn’t want to “give up all of her good times,” to use her own ex- pression, just because she is married. The people they go with are mid- dle class young married couples and their pleasures consist of dinner par- ties, evenings at cards, and at the theatre. None of the parties, and many of them are informal, ever break up before 11 o’clock, and many last even longer. Sanford, who has to be at the office at 8:30, looks hag- gard most of the time and looks much older than his 30 years. Loss of sleep once in a while isi't so bad, but if Mrs. Sanford hasn't been out at least three evenings a week she considers the week an awful- ly dull one. Sanford told me. this himself. He doesn’t mean to com- plain. It just leaked out. Sanford rises at 6.30 and then just has time to bathe, shave, and eat a hurried breakfast, before catching the “L.” Mrs. Sanford can lie in bed until 9 or 10, usually, so she doesn’t feel the strain of the late retiring. She Pays High Prices, Mrs. Sanford is extravagant. To be sure, she does not have large charge accounts at the big depart- ment stores. Things might be worse in that direction. Some women, mar- ried to men on the moderate salary that Sanford is getting, spend far more on clothes and leave their hus- bands perpetually wondering when they can pay for them, Mrs. Sanford has a moderate charge account each month. She buys most of the provisions herself and the meals are usually rather plain. As she has never studied the subject of nutrition she cannot understand food vaiues, but she buys what is displayed in the markets and gro- ceries, buying food of the best qual- ity and paying large prices. The waste of the servant and the guests, whose visits are not infrequent, help bring up the account. She dresses well and must “keep up with the fashions.” Of course, Mrs. Sanford has a maid. Other men on the same salary do not often have servants, but Mrs. San- ford says she isn’t strong enough to get up for breakfast and take care of a six room flat. Other women are satisfied with three or four rooms, but Mrs. Sanford can’t consider that. She must keep up the standard set by the wealthier members of her set. She would like an automobile, but knows that is out of the question, .so she gives dinners to fortunate posses- sors in order to “graft’ rides, and envies them. Sometimes her envy finds words, and she smiles cynically when Sanford tells her he is doing the best he can, “Too much wife”—that’s what's the matter with Sanford. He isn’t un- happy, exactly. He wishes things : were different, but doesn’t know how to change them. Sometimes he talks with her seriously and then there is a “scene” and she is ill for a few days and there is more frequent telephon- ing. There is no question of a di- vorce because they are really congen- ial, in some ways. He is never cruel or unfaithful, and she never even threatens to leave him. He gives her a good home and alone she would have no way of earning a living. Sanford keeps on working. He never says anything, but he isn’t very much in debt. He spends everything he makes and wonders why he can’t have a bank account like others on his salary. His wife blames him be- cause he is not forging ahead, and he almost blames himself. He has rather dull, hopeless task in front of him and “too much wife” is the cause, T. S. Winslow. — 2.2 Victims of a Promotion Swindle. It now begins to appear that many of the farmers in the neighborhood of Deford, Tuscola county, have been by the promoters of the milk condensing plant established a little more than a year ago. The com- pany, as a matter of fact, was organ- ized in September, 1911, and the ar- ticles of incorporation stated under oath that $25,300 had been paid in, $300 in cash and the balance in prop- erty. The books of the company, it is said, do not show that the $300 was ever received and, it is claimed that the land and partially completed plant are not worth to exceed $300 above mortgages ageregating $2,500 with which, it develops, they are en- cumbered. Stock has been sold in ‘blocks of #100 to $1,000 and teachers, married swindled women, farmers and others. It is a good dairying country, condensing factories are said to be a paying prop- osition and on the surface the pro- Ject looked good. About $15,000 is claimed to have been expended for brokers, salesmen, and for other purposes in starting the business. The old creamery plant was pur- chased and seemingly turned in to the new company with value increas- ed a thousand fold. Mr. Neeper, 3en- ior, it is claimed, receives a salary of $2,700 a year and his son $100 a month from the new company. Hle is reported to have said that he in- tended to turn the salary back to the company to apply on the mortgage. Howard G. Carter, the main pro- moter, who seems to have been the J. Rufus Wallingford of the outfit, is reported to be in Louisville, Ken- tucky. Messrs. Hall, Louks and Gates, who subscribed to the articles of incorporation and made affidavit that property worth $25,000 had been actually received and was worth the amount claimed, are said to be resi- dents of Detroit. Persons who have given notes for stock will refuse to pay them unless held by an innocent purchaser and those who have subscribed for stock and not yet paid, will refuse to doe so. ‘Whether action will be taken against the promoters and officers of the company is not decided. The Atmosphere You Create in Your Store. One of the essentials of business, whether one be a wholesaler, a retail- er, a Canvasser, or a peanut vender, is the policy of business. That I may go deeper into the psychology of it, I would change the word “policy” to “atmosphere,” and discuss the atmos- phere of business; that something which is of vital consequence, which stands between no profit at all or moderate profit and the flush of profit. I may venture the statement that no one man makes or sells any article which I cannot buy at practically the same price and of practically the same quality of somebody else. Therefore, you do not compete in quality or in price. You are not monopolists, whether you want to be or not. To sell what you have to sell requires the introduction of something besides the goods themselves, the price and the salesman. This something is your policy, your individuality, your per- sonality, your method and the atmos- phere you create. The average retailer in recommend- ing a wholesaler usually speaks of the way that wholesaler does his busi- ness, rather than of the quality of his goods or the price. The popular wholesaler surrounds himself and his employers with the atmosphere of liberality and cordiality; and by lib- erality I do not mean that he is lib- eral in an unprofitable sense, that he cuts his prices, or offers unfair in- ducements, but I mean that he con- siders the buyer as he would have the buyer consider him, were their places reversed. Many a time I have heard a retailer say, “TI love to buy of Smith because it is a pleasure to go into Smith’s store, to talk with Smith, and to meet Smith's representatives.” The re- tailer knows that he can buy practic- ally the same thing on practically the same terms of a dozen other concerns, but he buys of Smith because of the atmosphere surrounding Smith, which atmosphere is cordial, generous, and radiates with good will. Along this line let me mention one thing in particular: I know of con- cerns with ample capital, commodious warerooms, where the goods are right and prices right, who fail to reap the flush of profit because their representatives don’t fairly represent the policy of the business. The rea- son of this misrepresentation is be- cause they are not encouraged to do their best. The employe must make good, if he would hold his position; but he should be encouraged to make good. Forcing is fit only for slaves. Friendly co-operation is the kind of stuff that wins. Nathaniel C. Fowler. — ee : No Lamb for Mary. Mary met a little man who took her out to dine. “It's mutton chops for me,” he said: said she, “No lamb for mine.” Then she grabbed the bill of fare and, meandering down the line, ordered all the other stuff from soup to nuts and wine. When at last she’d finished, she pronounced the dinner fine—but it divorced the little man from eight dollars and a dime. o® Matisse NP o® June 4, 1913 MICHIGAN TRADESMAN 39 LCOS M TTT ere ee The Home of the Hazeltine & Perkins Drug Co. Corner of Oakes St. and Commerce Ave. Merchants Week---June 10, 11, 12 To our Friends and Customers: Our store is only 300 feet from Union Depot and in the same block with the Coliseum, where several meetings of the Merchants will be held and the banquet on Thursday evening. We not only will appreciate a call, but we urge you to take advantage of our location and its con- veniences. Very truly, Hazeltine & Perkins Drug Co. 40 MICHIGAN TRADESMAN June 4, 1913 SHOW CARDS. How to Make Them Good Business Getters. Written for the Tradesman. Simplicity is the keynote of the ef- fective show-card. There is no room for verbiage. Neither is there room for ornament. The ideal show card is that one which, in briefest space, makes the most effective appeal to the reader. This is essentially true of all ad- vertising; it is especially true where, as with the show card, space is lim- ited. Neatness of lettering and di- rectness of working plus an appealing idea will do far more to make the show-card “pull” than will any amount of fancy coloring, novel let- tering, or curly-cues. With plain black ink and white cardboard, just as effective a show card can be de- vised as with fancy materials, so long as the work is neat. The black and white card has the added advantage that it matches practically any win- dow display—or, at least, does not jar upon the customer’s sense of color harmony, Where colors are used, it is an ex- cellent idea to select light tints of cardboard appropriate to the season or to the general color scheme of the goods on display, and do the lettering with darker shades of the same col- ors. Thus, harmony in coloring is maintained. The cards can also be made to harmonize with the seasons. In early springtime dark green letter- ing on a pale green card is suitable; in summer a heliotrope card with dark purple lettering, or a light blue card with dark blue lettering. In the autumn, browns are in order; in the winter pink and_ red. These, of course, are not the only seasonable colors: they are mere _ illustrations showing how the scheme works out. The plain black and white is always in order, always effective, and espec- ialiy effective where white paint on a solid black card is used. At Christ- mas time the holly colors, red and green, are of course in order. Too often where inexperienced clerks do the lettering, the color schemes are fearfully and wonderfully devised. A clerk can usually letter a card neatly and effectively, and, with a fresh, new viewpoint of his own can evolve catchy, epigrammatic phrases; but he frequently makes the very natural mistake of using too many colors in the lettering, with the result that often the colors do not harmonize. The _ brightly lettered card is striking, indeed, but the men- tal effect upon the customer isn’t just what the card-writer is striving for. The card of jumbled colors is as un- convincing to the customer as are contradictory statements regarding the goods offered him. Of all the color combinations pos- sible in lettering, black and red is perhaps the only one that experience has proven thoroughly satisfactory; and then the red must be used very sparingly—just sufficient in an initial letter to brighten the more sombre hue. Ornamentation of an elaborate kind is out of. place. The space on the show card is so limited that ornament (unless it serves to illustrate the let- ter-text) is worse than useless. In fact, ornament of any kind has a ten- dency to distract attention from the actual words, when the aim of the card-writer should be to concentrate the reader’s mind upon what he has to say. A skillful illustrator can, of course, sketch pictures which empha- size the text, or clipped illustrations, or good photographs, carefully past- ed in, can be used for the same pur- pose; but they must form an integral part of the “argument” which the show card addresses to the customer. Fancy borders are just as much out of place. If a border is desirable at all, a plain straight line is ample. Among printers, the superior effec- tiveness of a plain over an elaborate make-up is now thoroughly conceded. What applies to printing is just as true of show-card writing, and the beginner in show-card writing has learned a valuable and important les- son in his art when he comes to fully recognize the effectiveness of simplic- itv. The effective show card is crowded. Too many words spoil the effect. A liberal proportion of blank space, secured by the sacrifice of or- nament and, if need be, of even the plain border, will make the lettering stand out to that much better advan- tage. Crowding every possible word into the limited space at the card-writ- er’s disposal is very poor economy. In card-writing, the artist should first of all consider the man or wom- an who will read the card. He should have some idea of where the card is to be placed when in use; this will en- able him to gauge its distance from the the street; and this in turn will help him to decide upon the The card. when placed in the window, should be easily legible from the sidewalk. It should be easily legible from the curb, in fact. A goodly proportion of passers-by must inevitably take the never man in size of lettering necessary. ‘further side of the walk; and quite a few people are more or less near- sighted. The card should be let- tered so that it will appeal, not merely to those people of clear vision who pass close to the window, but to prac- tically everyone who goes past. And they should be so lettered as to catch the attention, if possible—bearing in mind that most people are in a hurry, and have to be attracted and inter- ested before they will condescend to stop. For this purpose it is often advis- able to feature one particular word or phrase. In the feature word or phrase, use capitals throughout—they are larger, look better and balance better, and are more emphatic in their appeal. A study of good display ad- veitising will give the card-writer many hints as to the proper manner in which to balance the lettering of his show card, and the most effective words to feature. It is not necessary in every case to place the “feature phrase” equi- distant from each side of the card. It may be written in inverted crescent or semi-circle form, starting at the lower, left hand corner of the card and narrowing toward the upper, right-hand corner. The explanatory matter will fill in the space below and to the right of the feature-phrase. Or, the feature phrase may start at the upper, left hand corner and run half way across the card, the smaller, ex- planatory lettering appearing below— thus FOR WASH DAY We sell everything but soap and water. Let us show you. In the ordinary, balanced style, the card might be arranged something like this: MAKE MONDAY EASY By Using Our Ever-Ready Washing Machine. Demonstration Inside. In the actual display card, eliminate periods, except after abbreviations. Periods are worse than useless. Use short words as far as possible. Abeve all, don’t tackle your card- writing hap-hazard. Write out be- forehand what you are going to say; and then as a further precaution rough out your card, very lightly but carefully, with a lead pencil before you ever use a brush on it. Think out the wording carefully beforehand; men- tally weigh its effect upon the average customer. You must appeal to his prejudices rather than jar against them, if you are to make the show- card a business-getter. William Edward Park. _ A Minor Mishap. “Did you hear about Tom's fath- er?” asked Harry of Will. “He fell from the tenth-story window of a ho- tel while traveling in Europe.” “No!” replied Will. “Any broken?” “No, not one.” bones “Why, how remarkable!” “Wiell, you see,” said Harry, “he was nearly drowned. It happened in Venice.” The W oodhouse Co. 5 and 7 Ionia Ave., S. W. Exclusively Wholesale Cigars, ‘Tobaccos and Cigarettes CHAS A. STELLMANN Vice President JOHN T. WOODHOUSE President P. C. PAYETTE Sec’y and Mgr. Klingman’s Sample Furniture Co. The Largest Exclusive Retailers of Furniture in America Where quality is first consideration and where you get the best for the price usually charged for the inferiors elsewhere. Don't hesitate to write us, You will get just as fair treatment as though you were here personally. Opposite Morton House Corner Ionia, Fountain and Division Sts. Grand Rapids, Michigan June 4, 1913 Some Features About the Sale of Findings. Written for the Tradesman. Sometimes we are cautioned not to over-stress findings, but my ob- servation is that most strictures apro- pos this class of merchandise are un- important, if not decidedly uncalled for. Those dealers who injure their sales in their regular line by undue insistence upon smaller articles in the way of findings, must be few and far between. Findings are not simply worked up by way of providing something for somebody to sell. They fit in. They serve specific needs. ‘They are called into being to serve certain specific purposes. Back of every worthy ar- ticle in that ever-increasing line termed “findings,” there is a_ solid basis of utility. And. in addition to this, there is generally added (where circumstances permit) some attrac- tive features that help to make them sell. Findings carry good profits. They are repeaters. And of subsidiary lines they are easily the most natu- ral and the most satisfactory for the shoe dealer to carry. But findings don’t go automati- cally. Growing Demand for Shoe Polish. Jobbers and retail shoe dealers are wondering at the increasing demand for shoe polish. There seems to be no end to the consumpion of it. And the explanation is not far to seek. Modern leathers require more polish than leathers of other days. A good polish not only makes shoes look better, but it also prolongs the life of leather. Many classes of leathers —tans, dull finishes and white canvas and bucks—require at least two or three polishings (or dressings) a week to keep them looking respect- able. Of course shoe manufacturers and shoe dealers have known for a long time the importance of keeping shoes neatly polished in order to accentu- ate the comfort, conserve the good looks, and prolong the usefulness of of shoes. But it has taken a lot of educational work upon the part of both shoe manufacturers and shoe dealers to impress these simple truths on the minds of the people. During the spring and summer of 1913 shoe dealers all over the country are going to sell loads and loads of polish. The demand for it is constantly increas- ing. ‘Arch Prop Business Growing Another staple findings article is the arch prop. And the demand for this simple but effective little article is little short of amazing. Is it that there are more people to-day with defective arches than heretofore, or is it because we have only recently learned that there is a simple mechanical appliance where- with weakened arches may be bene- fitted, that there is such a call for arch props? The pessimist will probably insist that defective human arches are di- rectly traceable in the majority of cases to ill fitting shoes. And they will pro-rate the responsibility with manufacturer and_ retail salesman MICHIGAN TRADESMAN : 41 who did the fitting. But the fact is many arches are naturally weak, and go bad in spite of good shoes. And our sedentary habits are undoubtedly partly to blame. And there are other causes too numerous to mention. But the point is, the demand for arches is here; and it is up to the alert shoe dealer to meet that de- mand with the right sort of com- modity in the arch prop line. Not so very long ago the head of the juvenile shoe department in a large metropolitan shop called my attention to a little fellow—he could- n't have been more than six years of age—being fitted with a pair of arch props. It was a pathetic sight, for physical infirmities in children seem more touching than _ physical defects in grown-ups. “It would surprise you,” said the department head, “to know how many bright little fellows like that come here during the week to be fitted out with a pair of arch props. Oiten the parents do not seem to realize that the little fellow has any- thing the matter with his feet when it is perfectly evident to us that the arch has given way and is rapidly sagging. A demonstration is gener- aliy all that is necessary to sell a pair of props. Again we have calls for arch props where it is clear to us they are not needed. And in that case we frankly tell the parents that such is the case. We had far rather forego the profits on a pair of arch props than to permit one of these little patrons to incur permanent foot troubles by using props when they are not needed.” Buckles and Ornaments, Under the head of buckles and or- naments one might write at length. The vogue for buckles isn’t over by any manner of means. While buckles of a cheap and flashy aspect are passe among people of discriminating tastes, the better class of buckle is still popular. In some sections of the country buckles will be sold extensively dur- ing the spring and summer 1913. And it is really surprising how much can be added to the attractive- ness of a pair of pumps or slippers by the application of a pair of buckles. Heel ornaments are not so happy. In most sections of the country they failed to go at all. People seemed to think them bizarre. Cid McKay. —_——_2+<+___ An Accommodating Landlord. It was getting very late and Dub- bleigh’s gasoline had given out. “Anybody around here got any gas- oline?” he asked, drawing up at a small hotel by the roadside. “Nobody but me,” said the Land- lord. “Good,” said Dubbleigh. “How much do you want for it?” “Couldn't sell it to ye to-day,” said the landlord. “It’s Sunday.” “But see here, my friend,’ protest- ed Dubbleight. “What can I do; I—”’ “Ye might put up here for the night,” said the landlord, indifferent- ly. “I got a nice room TI can let ye have for $7. KENT STATE BANK Main Office Ottawa Ave., Facing Monroe GRAND RAPIDS, MICH. Has the Largest Capital and Resources of any State or Savings Bank in Western Michigan Capital - - - $500,000.00 Surplus and Profits 400,000.00 Assets Eight Million Dollars HENRY IDEMA, President JOHN A. COVODE, Vice President H. W. CURTIS, Vice President CASPER BAARMAN, Cashier HENRY VERHOEK, Ass’t Cashier F. L. VERDIER, Ass’t Cashier JACOB VANDERVEEN, Cashier Savings Dep't 3% paid on Certificates of Deposit if left six months, or 3%% if left one year You can transact your banking business with us easily by mail Write us about it if interested We Respectfully Solicit Your Patronage There is nothing in Safe Banking that we cannot do for you The Peoples Savings Bank GRAND RAPIDS, MICH. Capital - - $100,000.00 Surplus and Profits 113,000.00 The only ‘Roll of Honor’’ in Grand Rapids OFFICERS Thomas Hefferan, President Amos S. Musselman, Vice President Eugene D. Conger, Vice President T. Wm. Hefferan, Cashier Wm. Smitton, Asst. Cashier DIRECTORS V. Mz. Tuthill A. S, Musselman R. Bloomer Wm. H. Anderson Thomas Hefferan J. B. Pantlind C. Bertsch A. D. Rathbone Wm. H. Gay E. D, Conger J. W. Blodgett John Murray A SERVICEABLE BANK This bank affords every convenience and facility for handling your account, whether checking or savings: it is fully informed on all matters relating to money. investments and values, and is always pleased to ad- vise with customers regarding their banking or financial problems. All transactions are treated in strict confidence and customers are guaranteed at all times absolute privacy in the handling of their affairs. FS vo MICHIGAN TRADESMAN June 4, 1913 | pS. arenes SSS AAA ete) Z te IG TAS Chene E C8 jp = LE } = =e = = = = = > ae oe = = ce. = & a ~ )Z REVIEW °F tHe SHOE MARKET : Zz ea agai = S m= = : z = Ea 2 S AS Oo = = = a =S dN = SOLER ote ad ZL CHAI P il i The Retailer's Method of Buying : Shoes. The subject of The _ Retailer's Method of Puying Shoes, viewed from any angle of our business, is a most interesting one. All that I can do in this article is to place be- fore you the deductions gathered from years spent in the retail shoe business, 2nd in the time allotted trace the salient points of buying as based on my own experience and ob- servation, The difference in methods between the latter day buyer and his prede- cessor are marked indeed, and_ the vast changes that have arisen in the business have had their inception in that hardest and most exacting of all schools—the school of stern necessity. Buying to-day must be regarded as a grave responsibility, and accepted as such, On the skill of the buyer largely depends the success or failure of his house or department. The Skill of the Buyer. The keenest and most farsighted merchandise man cannot atone for his sins either of omission or com- mission. This is best illustrated in department stores, where an immense trade is created on some commodity, and where returns from other lines ‘ with the same relative advantages are pitiably small. In almost every instance it can be traced to good buying on the one hand, and bad buy- ing on the other. And always bear in mind this fact: In this age of progression the con- sumer is equally as well posted as the merchant. All the skill of scientific salesmanship cannot avail against a poorly bought stock. The buyer must ever be on the alert to keep pace with the always insistent demands of Fashions, re- membering that he isn’t any smarter than the clientele to whom he caters. As to Quality. While the demands of the public are largely ruled by Fashion’s_ ca- prices, it expects quality. In fact, the people buy with the implied un- derstanding that whatever a firm sells it endorses. lIlere is where the deli- cate discernment of the buyer must assert itself. Quality alone wont sell goods. Style alone will not make a business prosper. The two successfully inter- mingled and judiciously applied, giv- ing a maximum of both, and merchan- dising on a scale that ensures a just and generous profit, is really the suc- cess of buying reduced to a para- graph. The Feature of Quality. This is the silent factor in building up your business. It’s what you least hear about when selling your goods, but what’s most demanded after the goods are bought. It’s probably a rare thing for a clerk in any of our dependable stores to have the ques- tion put to them whether or not the article the customer contemplates purchasing is good. They buy with the assumption that everything the firm has is good, and it is the buyer's duty to see that the customer is never deceived. At times it is seemingly necessary to carry certain lines on which, if you exact a fair profit, the quality must suffer. Our experience has been that it’s better either to discontinue those lines, or sell them at cost or less, trusting to our ability. to merchan- dise something else at a better profit and thereby atone for the loss, But the buyer commits an error if he ever allows anything to come into his stock with the knowledge that it does not contain sufficient quality to give satisfactory wear irrespective of any price. To Avoid Over-Buying. I will now endeavor to show the method we employ of keeping down our purchases and not being over- stocked. Shoe buying is divided into two sea- sons of six months each. March to September being the spring and sum- mer season, and September to March, the fall and winter season. Before beginning to buy we take our sales for the previous six months, classi- fied by departments. From these sales we deduct our gross_ profit, leaving the net cost of the merchan- dise. A further deduction of 10 per cent is made for a Sinking Fund. 1 will illustrate the necessity of having a sinking fund, as follows: Assuming our business for six months was $100,000, our gross profit of 30 per cent. would leave $70,000 as the cost of the merchandise, From this sum a reserve, or sinking fund, of 10 per cent. would be $7,000, leav- ing $63,000. On this basis we buy 60 per cent. for delivery at the opening of the season, leaving 40 per cent. for sizing-up, sins of omission, or, to cover us if an unexpected demand should arise for which we have not provided, which in these days of rap- idly changing styles is by no means an unusual occurrence. Sinking Fund a Protection. To this we add the increase of business done, making the same de- ductions. For instance, should March an increase of $3,000, this amount, less 30 per cent., is certified to the buyer and he is always found ready to avail himself of it. In most show a et a cases he spends it with the greatest rapidity. Should the unlooked-for happen, and business be not so good as during the previous year, we take the loss from the reserve, or sinking fund, of 10 per cent. That this method has been success- ful can be attested by the fact that during the past five years our stock has grown only in the ratio of our increase of business. In this connection, just as excep- tions prove all rules, this rule should not be made so hard and fast and in- flexible that it could not be bended or broken when necessity arises. If you find an active demand for shoes that you haven’t got, even though you are bought up to the limit, it becomes your duty to get those shoes. Obligations Dealer Must Assume. There are certain obligations that go with the running of a store, and one is that the customers in whom you have inspired sufficient confidence to come into your store must be pro- vided with the proper kind of goods. If by any mistake you have neglected providing yourself with the proper goods, it becomes the duty of the buyer to secure them as speedily as possible, even though he be bought up to his limit and the sinking fund wiped out. At times buyers’ judg- ments are wrong, everybody’s is, and necessity arising from exceeding pur- chases is allowed. But remember that no rule is so in- flexible that it cannot and should not be broken. At times the buyer’s judgment will be wrong, and the ne- cessity will arise for exceeding the purchases as allotted in your compu- tations, but let these occasions be as rare as possible. Exercise all the forethought that such an important matter as buying justifies, and try to profit by avoiding the next season the mistakes made in the previous one, As to the Amount of Stock. The stock of a live and_ healthy business should, in my judgment, be turned four times or thereabout. In other words, on a business of $100,000, the stock at invoicing should not ex- ceed $25,000. Now please note that this does not mean that you must do a_ business averaging $100,000 on a stock of only $25,000. It will of course be some- what higher during the busy season, but at the time of invoicing we as- sume that it is as low as it gets at any time, so if you have done a busi- ness of $100,000, and got your stock down to $25,000, it means that you have been able to get the money and to take it out. It does not consist of shoes being on your shelf. I don’t regard too many shoes as an asset. I think they should be considered more as a lia- bility. They tie up your capital, force you to pay interest, insurance, stor- age, etc., and must be sold before they can be reckoned as a profit. If it is not doing about this, it is not in healthy condition, and it becomes the buyer’s duty to lay plans and so arrange his purchases that approxi- mately these figures are maintained. Buy From Manufacturer, Of late years a problem that con- freee oe ee fronts us all is the length of time re- quired for sizing-up orders. It is im- portant that the fast selling goods be replenished as quickly as possible. When we consider that the average time required by the manufacturers to put an order through the factory is five to six weeks, it can be readily seen to what inconvenience it places the retailers, forcing us to fall back for supplies upon the jobbers, or those manufacturers who carry a stock of goods on hand. This is a poor dependency. The same demand exists for the same goods in practically all parts of the country, with the result that you can get almost anything you want except the things that you want the most. I will illustrate this by saying that when tan shoes are _ fashionable, you'll find vast stocks of black ones, but no tans. When the call is for white goods you can get black or tan, but no white, and so forth and so on. For this reason the trend of business is not to depend too much upon jobbers, nor the manufacturer’s stock on hand, but to deal directly with the manufacturer and take your chances of the quickest deliveries he cau make. This, together with the fact that the merchant likes his name, or label, stamped on his shoes, which in most instances can only be done by having them made to order, makes it appear that the preponderance of evidence is in favor of buying from a manufacturer and not depend upon the jobber. Confine Your Purchases to Few Lines. This brings us to another phase of shoe buying. That is, to as far as possible, confine your purchases to the fewest number of manufacturers. As soon as a manufacturer recognizes that an account is worth while, that you are endeavoring to give him all the business in his grades that you can turn over to him, he will work with you, realizing that your account is of sufficient value for him to make concessions, as against the small and scattering customers to feels under no obligation. And it pays in more ways than one. He will not only give you prompt de- liveries, but he’ll see that you get better selection of stocks, that your first purchases are shipped ahead of time, and that you are advised with and kept posted as to changes, new lasts, etc. It is only natural that he will do everything to make your business relations more harmonious and work to your mutual profit. For this reason I strongly advise restricting purchases to the fewest number of manufacturers possible. It has an additional advantage, in that one is not nearly so apt to get a du- plication of styles, which is always a disadvantage. So, briefly summed up, my suggestion would be: Don’t depend too much upon the jobber, but confine your purchases to the fewest possible manufacturers. Buying “Jobs” or “Job Lots.” It will probably be apropos to say a word about “jobs,” or “job lots.” My judgment is, in most cases, let them alone. They’re “job lots” because they are lacking in something; either the qual- whom he June 4, 1913 MICHIGAN TRADESMAN 43 Whether You Buy Goods of Us or Not You are our guest during Merchants Week and we want to do all we can to make your visit pleasant and profitable. We want to show you through our factory. A little time spent in learning how good shoes are made will be exceedingly helpful to you in business. So come in, and come in often. Let’s get better acquainted. Rindge, Kalmbach, Logie & Co., Lid. Grand Rapids, Mich. 44 ity is not up to standard, or the style is passe, or the sizes and widths are wrong, or there’s some other reason for their being under priced. Some times the reason is not apparent, but it always comes out before the shoes are merchandised. I think this idea is taking hold of more and more numbers of retailers, and a great many concerns who in years past have been known as “job- lot houses” are discontinuing this practice and buying regular lots. Buying Sizes and Widths. This is something that is very easy to tell about and very hard to do. It’s almost an impossibility to keep from accumulating undesirable sizes and widths. It’s necessary for all large concerns doing a large business to have some shoes of all sizes and widths. No customer should come into your store, whether it be a wom- an wearing a 2-A, or a man wearing a 12-D, but that she or he can be fitted. The number of shoes in these sizes should be extremely limited, and the volume of buying should be done on the medium sizes and medium widths. Selection of Styles. On the selection of styles, it is hard to advise. There’s a provincial- ism about every community that re- quires styles adapted to that locality. While in the abstract the same fash- ions obtain over a more or less great- er area, there will be certain things exacted by your own community, and of these experience must be the teacher. Success or failure must depend upon the wisdom, judgment and alert- ness of the buyer. Scientific mer- chandising can only assist. It can- not create, and without these qualifi- cations al] the safeguards that modern science can throw around the buyer, and all the scientific applications that can be evolved, will not avail. Salient Points in Buying. .To summarize, the salient points which I hold go to the making of a successiul buyer, are: First: Don’t buy any more than you sell. Your sales of the past sea- son are the surest barometer to reg- ulate your purchases for the coming one. By a scientific application of this method over-buying can be prac- tically eliminated. Second: Avoid buying extreme sizes and narrow widths. The rem- edy for this lies in a record of the sizes sold, re-ordering as they are disposed of, and adding only such sizes as seem to have been popular. By applying this rule, buying can be almost reduced to a science, and the chances for an accumulation of unde- sirable sizes and widths reduced to a minimum. Third: Buy from as few concerns as possible, and exact from the houses with whom you do business the fullest measure of protection as to prices, qualities and deliveries. Fourth: Be keen and alert, and have a real affection for your work; never feel that there isn’t something that you can’t learn, and as the years roli by try to profit from mistakes, remembering the trite saying of Josh Billings: “Success don’t consist of MICHIGAN TRADESMAN not making mistakes, it’s from not making the same mistakes twice.” Looking backward, it would seem to the writer that a business career is one grand chapter of mistakes. Finally: Even though your career be long and honorable, and success crown your efforts, never cease to be a student—Jas. P. Orr in Shoe Re- tailer. ——_2 +. Resolutions of Respect on Death of Mr. Rindge. The Board of Directors of the Grand Rapids National City Bank has adopted the following resolutions: 30wing with Christian grace and resignation to the will of our Heaven- ly Father, we beg to express our deepest sorrow in the passing from our midst of one of our most highly esteemed and respected citizens, Les- ter J. Rindge. His ‘gentleness of spirit and justness of character en- deared him to all. His exalted sense of business methods, coupled with sterling integrity, inspired confidence not only in his intimate associates, but in all with whom he met in the various walks of life. Mr. Rindge was an ideal and a model business man in the highest sense and he will be remembered as one who occupied in his time a posi- tion in the front ranks of those who have made the commercial and indus- trial history of this city, and it is not fulsome praise to say that because of his many virtues there are few men in this community who _ have done more than he to create a high standard of probity and honor for the young business men to follow. His quiet and unassuming ways made his influence far reaching. In his unselfish devotion to all civic interests he made the same bright and untarnished record and ‘the welfare and interests of this com- munity were always promoted when Lester J. Rindge was called to its service, In his capacity as an officer and di- rector of this institution, he gave lavishly of his time and energy, and we who have been associated with him will ever remember his unflag- ging devotion, not only to the inter- ests of the institution, but to those who have entrusted to us their funds and savings. As a mark of respect to his mem- ory your Committee would therefore move that this report be spread upon the minutes and that an engrossed copy thereof be sent to the family of our beloved and faithful director. Charles Trankla. G. W. Perkins, J. Boyd Pantlind. —-+-—__ Demand for Fabric Shoes and Cloth Tops. Despite the fact that free shoes are almost a certainty under the new tariff and foreign manufacturers have had full knowledge of the fact, there has been no rush on the part of these manufacturers to prepare for heavy additional trade in this country. No intimation has been received by the best informed authorities on _ this side of the Atlantic that English manufacturers are even interested in the American market. It was the natural assumption that foreign manufacturers contemplating selling goods here would work first _ through the well-established jobbing houses as the quickest and simplest method of getting a distribution for their product. That they have not so far made some advances is explained not on the ground of its being too early, but rather that they recognize too well the obstacles. A year or two ago foreign shoes were tried out in the trade here, of course under a 10 per cent, duty, but the result was held to be unsatisfactory. A jobber of size in this country, it was pointed out by a member of the trade, needs at a given time—which means just when the retailer wants them most—a large quantity of a cer- tain style, even 1,000 pairs. The diffi- culty of providing for this kind of trade through foreign production nec- essarily is almost insurmountable. In the trend in shoe styles for the fall and winter the most important de- tail is the question of how strong the demand will be for fabric shoes and cloth tops. a substantial increase in the demand for these classes of goods. One rea- son for this is the economy effected in replacing leather with cloth tops. Another is the increase in the sale of cloth shoes during the past six months, a proof that these goods have the approval of the consumer. However, it is likely up to the re- tailers themselves to develop such a vogue and, in view of the high leather market, it is also to the interest of the other two factors most con- concerned, the manufacturer and con- sumer. This being the case, the re- tailer ought to make careful selection of a fair number of reasonably staple styles in cloth top boots. In ordering novelty effects, it might be well to exercise conservatism until the demand is more clearly defined, since present indications show the general trend of the public demand to be for conservative types and, where cloth tops are used, largely for black materials. Practically all manufacturers’ lines include a plentiful sprinkling of cloth top and fabric shoes, many of which can be ordered with confidence. The walking shoe with low heel and flat shank secured attention to some extent last season. Many re- tailers and manufacturers, however, doubt the permanency of the demand. They base this doubt on the belief that the low heel and flat shank are not practical for women and that this becomes apparent very quickly in fallen arches and similar foot troubles. Physicians and foot specialists in various parts of the country have commented very freely on this sub- ject and in this manner it has re- ceived considerable publicity in the daily press. This in itself will tend to discourage the continuance of the demand for the style in question. The low hee] has always been prac- tical and salable for growing girls and would be practical for women who have never used the higher arch long enough to make it essential to their comfort. In the spring selling the demand Indications all point to! June 4, 1913 continues to be pretty general for the regular height models, in both the men’s and women’s lines and the re- tail people have had to size up these goods somewhat. This does not mean, however, that low cuts are not selling. They are and in good qual- ities, too. In the women’s lines there is a larger sale of shiny leather at present than there has been at this time in past seasons and it is quite likely that there will be a good percentage of these worn. While it is still pretty early for white shoes to be in heavy demand from the consumer, it is none the less a fact that there is already enquiry for this class of footwear. Low Cut Indications. In the low cuts Colonial models are most in demand and in the _ higher grade of goods cut steel buckles are wanted with them. Oxford pumps now are in good re- quest. About 50 per cent. of the Ox- fords ordered are of patent leather; 40 per cent. of dull calf and 10 per cent. of Russia calf. In pumps about half are patent and about half dull leather. White buck boots are wanted, but not as many are being called for as a year ago. Russia calf boots continue to sell and it looks as if many retailers will keep on selling boots right through the summer. Buyers, especially Western buyers, are in the market for shoes made over so-called English lasts. They want shoes for immediate delivery. They refuse, however, to place orders for English style shoes for future deliv- ery. —_+-+- The Joy of Achievement. The man who is wanted for posi- tions of trust is the one who does not work for mere selfish gain, but for the love of the task. If he does his work for the love of it and not out of consideration alone for the result, he will serve his own interests best, for he will do his work well and thereby make himself valuable to his employer; and when the time comes to choose a man for a higher posi- tion, the choice will likely fall upon him who has done his work well. There are always plenty of men to fill every job, but few who want the place for its own sake. This will apply to most any business. There are too many who work for the sal- ary alone. As a result, sometimes if they are well paid, they will commit acts for which they would not other- wise be responsible. The new order that is coming to the front in the business world does not seek this kind of man, but is looking for the man who will work for the satisfac- tion of the work well done—for the joy of achievement. For him there are large opportunities. D. E. Stewart. LO ALE {The Line That’s Up-to-date eed, T°) co) ies SHOES June 4, 1913 MICHIGAN TRADESMAN 45 “A little nonsense now and then Is relished by the best of men.” That is one reason for Merchants Week. The BEST of men (Michigan mer- chants) are going to be here. The program is not all nonsense, but there will be enough to provoke many a good hearty laugh, and the rest of the year will be all the brighter for your having been here. Come for the full three days if you can. Bring your wife if you have one. And, we especially urge you to make our office your headquarters. We are but a short block and a half from the Union Depot at 16 and 18 S. Ionia Ave., on the east side of the street, and we are handy to many a good hotel. We shall esteem the opportunity to make your personal acquaintance, and to do our part in seeing that your visit to Grand Rapids is a pleasant one. HIRTH-KRAUSE COMPANY 16-18 South Ionia Ave. GRAND RAPIDS, MICHIGAN A Sure Trade Winner Built on Last Number 29 No. No. No. No. No. No. 960—Men’s Gun Metal 4 Double Sole Blucher........ $2.35 979—Men’s Gun Metal 14 Double Sole Button......... 2.35 998—Men’s Gun Metal Single Sole Blucher ........... 2.25 999—Men’'s Gun Metal Single Sole Button....... .... 2.25 914—-Men’s Prime Quality Gun Metal 4 D. S. Button 2.60 913—Men’s Prime Quality Gun Metal { D.S. Blucher 2.60 Never Before Have We Experienced Such a Steady and Increasing Demand for Our Bertsch Goodyear Welt Shoe Line _ The accompanying cut shows one of the best selling styles ever offered on the market. A great many dealers have handled the “BERTSCH” since it first appeared and they are the ones who are pushing these numbers most vigorously. The reason is simple—they have learned that in the ‘‘BERTSCH” they have a line of shoes that has QUALITY in addition to STYLE. They are making a good profit for themselves and building a repu- tation for dependable merchandise at the same time. MR. DEALER: Are you now handling any of the ‘‘BERTSCH”’ trade winners? If not it would be to your interest to put some of them in stock at once. One of our salesmen is in your locality. Let us have him show you the line. It will place you under no obliga- tion to buy. Better still, size in to your present stock from the numbers listed here. They are in stock ready to ship. You will have the same approval and profit from satisfied wearers that all our cus- tomers are now enjoying. Order to-day. Herold-Bertsch Shoe Co. 226-234 Pearl St. Grand Rapids, Mich. 46 MICHIGAN TRADESMAN June 4, 1913 MEN OF MARK. Thomas Hefferan, President Peoples Savings Bank. With a well-rounded forehead ris- ing above calm eyes, with a quiet manner which would be almost shy were it not for the evident self-reli- ance back of it, with a face that shows patient strength, with the very evi- dent combination of a sound mind in a sound body, such is Thomas Hef- ferar, a man who has carved out— we might say he hewed out—of the forests of Michigan his fortune. With no prestige of wealth or fam- ily influence, with no gifts from fav- oring fortune, with nothing but the stout heart and indomitable will, ready brain and strong hands, he has made himself a place among the not- able men of the city and State, al- though aided by his innate love of right, which impelled him to deal fair- ly with all men; and so, not rising on the shoulders of or at the expense of others, he has made _ his sure, It has not been a selfish career, that of the man of whom we treat in this issue of the Michigan Tradesman, ex- cept as all effort which has as one of its results the accumulation of wealth is to some extent self centered. He has been and is a man among men He has had his intimate friends, his business associates, those who have aided him and those whom he has aided; so that the story of Thomas Hefferan is also the story of other business men with whom he _ has worked hand in hand, apparently in fullest accord. Indeed, we may be- lieve from the character of the man, his patience and fairness, that what seems to be is the fact. The outline history of his life, in which it will be seen that friends or acquaintances of his youth linked their fortunes to his and that the circle of his asso- ciates steadily widener, losing hardly a member except by death, goes to show such has been the case. Mr Hefferan was born July 28, 1831, in Washington county, New York. In 1840 he moved with his parents from New York State to Barry county, Michigan. Traveling in those days was primitive as compared with mod- ern methods. The party with their goods and chattels went by canal boat to Buffalo, thence by steamboat to Detroit, from there took the newly constructed Michigan Central Rail- road to the terminal at Ypsilanti, and from there they traveled by teams and wagons to their destination. In 1846 the family removed to the Grand River Valley, where they set- tled on a farm. The boy received a brief education in the common dis- trict schools. He left home in 1848 and entered the employ of Dr. Tim- othy Eastman, who resided at a point in Ottawa county, on Grand River, since known as Eastmanville. The doctor was a farmer and lumberman, as well as a physician, and Mr. Hef- feran remained in his employ for three years, assisting in these occu- pations. In 1851 he attracted the at- tention of Galen Eastman, a son of the doctor and a lumber merchant in Chicago, who offered him, and he accepted, a position in his lumber position yard in that city. He remained there in ‘the capacity of yard foreman, salesman and general manager until 1858. The panic of 1857 so depressed business that he then decided to re- turn to Michigan, where he still had charge of the general business of Mr. Galen Eastman, In January, 1865, Mr. Hefferan en- gaged in the lumber business for him- selt, purchasing the sawmill at East- manville from his former employer in 1869 and continuing an active and suc- cessful manufacturer and dealer in lumber for many years. In 1889, when it became manifest that the forests of Southern Michigan would no longer respond to the demand for logs, Mr. ilefferan closed out his lumber busi- ness and removed with his family. to Grand Rapids, where he has since re- still believes the principles of sound money to be best for the financial prosperity of the country. Throughout his long and _ active business life, Mr. Hefferan has never lost sight of the lumber interests of Michigan, and, practically speaking, may he said to have seen the rise and decay of that industry in the State. The forests through which he trudged as a boy and worked in young man- hood and which were supposedly al- most illimitable in extent and resource have long ago fallen and given place to the prosperous farms and _ fruit lands for which Western Michigan is now noted. During the years in which the farmer’s boy has, by straightforward energy and upright principles, become the successful lum- ber manufacturer and honored banker Thomes Hefferan. sided. In 1890 Mr. Hefferan was one of the organizers of the Peoples Savings Bank of Grand Rapids. He was elected director and chosen to fill the responsible position of Pres- ident, an honor which he still holds. He has been for a great many years and is at present a stockholder of the Old National Bank of Grand Rapids and stockholder and director of the Michigan Trust Company of the same city. In politics Mr, Hefferan is a Dem- ocrat, but he has never personally as- pired to political honors. In _ the campaign of 1896, when the National convention at Chicago gave to the country the platform of recommend- ing the free coinage of silver at the rate of 16 to 1, Mr. Hefferan decided not to support that measure and was one of the first to propose and assist in the organization of the Sound Money Democratic party, which act- ed so effectively in that campaign. He he has seen the log cabin of the ear- liest settler give way to the neat and comfortable cottage, the village sup- planted by the town, the wilderness transformed into popuious cities, peo- pled by wealthy and intelligent citi- zens. He has seen benches of the old log schoolhouses built by the pio- neers for the welfare of their children supplanted by the polished desks in the great brick structures of our pres- ent elaborate school system; while churches, academies, business houses, railroads and all the appliances of modern civilization crowd the terri- tory where in his boyhood were only the forest, the deer and the Indian. With what interest will such a life be regarded in the future by genera- tions who will fail fully to compre- hend the hardships and toils of those whose history is that of the past half century, the history of the State of Michigan. Grant Favors Gracefully. One day last winter the writer went into a certain theatre and asked the man at the box office if he would exchange a couple of tickets. “Yes,” he snarled, “we will ex- changed them, but—” He failed to finish the sentence, choked off, apparently, by his disgust. And he exchanged the tickets with a frown. A few weeks ago the writer went into another theatre and asked the man at the box office if he would exchange a couple of tickets. “Why, certainly,” was the prompt response. “You are very kind.” “Don’t mention it. We are always glad to do anything we can for our patrons.” And he exchanged the tickets with a smile. ; Mr. Business Man, there are two ways of conferring a favor, and if you can grasp the right way and stick to it, it will mean many hun- dreds of dollars in your pocket dur- ing the course of your business life. When you are asked to do a favor, make your decision mentally. If you have to give your answer on the spot, you may have to do some quick thinking, but take a few minutes and decision mentally. If your decision is no say no, and let that end it. But if your decision is yes, say it with a smile. Both the men cited in this case granted the favor, and the sacrifice, if there was a sacrifice, was the same in each case. 3ut, one man _ granted make your the favor and got full credit for a kindly ac- tion; the other man granted the favor, yet got no credit, because he did it in an ugly, sneering way. If you have to make a. sacrifice, let it yield you a return. Get full ctedit for it. Do it sracefully, Do it with a smile. It seems a simple lesson, yet some men never master it. They go through life, granting as many favors as other men, and -al- ways doing it in a grudging way. This is a huge mistake. We know of no better lesson for a young business man to master than this: If you have to do a favor do it gracefully, and with a smile. —_++.____ A Gleam of Hope. “Now, ladies and gentlemen,” said the conjurer, pointing to his magic cabinet, “I beg to call your attention to the great illusion of the evening. I will ask any lady in the audience then close the door; when I open it again to enter the cabinet. - I will the lady will have disappeared, leav- ing no trace.” In the the second row of the aud- ience a puny, undersized man, with a haunted, harassed expression, turned with a strange gleam of hope in his dull, mild eyes, to an enormous fe- maie who sat next to him. She had a strong, stern face, with black, beet- ling brows, and a chin like the ram of a first-class battleship. ‘Maria, dear,” he said eagerly, “won’t you oblige the gentleman?” aaasemenaly Vee eee QR rt = ee niiiiaaal June 4, 1918 MICHIGAN TRADESMAN Advertised and Sampled all over the entire country There’s Another One! ie The year ’round FOLEY CATHARTIC TABLETS ~ Merchants Welcome In the same high class with FOLEY KIDNEY PILLS Always FOLEY’S HONEY and TAR ae COMPOUND A.E. Brooks & Co. All FOLEY & CO’S medicines are made and advertised Grand Rapids, U. S. A. strictly to conform to the Pure Food and Drug Laws. aT FOLEY & CO. Efficient Service Pure Goods Chicago Illinois Clean Factory—call and see it "Tis said “There is a time to work, and a time to play, A time to laugh, and a time to mourn. ”’ The Grand Rapids Wholesalers realizing that there are many days during the year when the merchant works—and not a few when he may perhaps mourn—have set aside Three days June 10, 11 and 12, as days of LAUGHTER AND PLAY and your are cordially invited to participate. Come on in, the water’s fine. Grand RapidsShoe & Rubber. THE MICHIGAN PEOPLE Wholesalers of Hood Rubbers and Specialty Shoes that make you glad 48 MICHIGAN TRADESMAN June 4, 1913 he: hs ; bein — = = = % = — — = = = = ~ = = ic = 4 = = = z 4 = a= ) AND i x = 6 4 -- — = — — —_ s Hy f Sf = = z 5 ‘st = f = = = Zz ‘s a Fo ve — = = = zo =z (Z » UTETEEEEIEDY V7) i tT Kant LHLLUCCUUE s Sean AAAS FA 3 Ys > ( a) a A Michigan Retail Hardware Association. President—F. A. Rechlin, Bay City. Vice-President—E. J. Dickinson, St. Joseph. J. Scott, pecciary-Arel ur Marine t y. Treasurer—William Moore, Detroit. Evolution of Mechanical Stove Pol- ishes. When the stoves used in the sitting rooms and kitchens of the people throughcut the country were fur- nished wholly by the local tin-smith, roofer and furnaceman, who also sold tinware and a line of house-furnish- ing goods, there were seasons of the year when one man was kept busy blacking stores. In those good old times the stoves were not blacked as soon as they were received from the foundry, but were stored away and it was not an uncommon thing for a customer to get the stove that was shown on the sample floor, necessi- tating that a stove be taken from stock, blackened, and brought in on the sample floor to replace it. This entailed a good deal of labor and according to modern ideas a good deal of unnecessary expense. It was desirable, however, that the stove should be received by the customer with the best polish that it was pos- sible to provide and when black lead was mixed with water it was some- thing of a task to get the right kind of a shine on a stove on a damp day. Again cn a warm day the polish was likely to dry before it could be brushed into a dark, yet brilliant lus- ter. and frequently a gray shine, which was not viewed with favor, was the resuit of too quick drying. Improvement in Polish. Later on stove polish in the form of a paste containing a better grade of lead and mixed with some asphal- tum varnish diluted with benzine was used and this made it possible to pol- ish the stove much more quickly and without such a great distribution of black lead in the immediate proxim- ity of the stove. A stove-blacker’s outfit consisted of four or five brooms in different stages of wear and several sets of brushes, one set to rub in the blacking after it had been applied. This was followed with another set of brushes while the blacking’ was still damp and the final shine was im- parted by the brushes which were carefully looked after and kept dry. Advent of Polishing Machinery. This process is too slow in these days when stoves are sold to depart- ment stores, furniture dealers and others who have no shops or work- men and who have only sales people to dispose of the stoves. These buy- ers insist that the stove shall be de- livered to them blackened and _ all ready to be set up. This has brought back to the stove manufacturer the job of imparting a brilliant dark lus- ter to the product of his foundry and with the paste polish it seems a com- paratively simple manner to use ma- chinery to do the brushing. For a long time the different foun- dries have used emery wheels _at- tached to the end of a flexible shaft in the mounting shop to grind away superfluous metal on different parts and it was a comparatively short step to disconnect the emery wheel and re- place it with a rotary brush. Then all the man who blacked a_ stove would have to do was to hold the flex- ible shaft so that the brush would come in contact with the parts to be polished. In most of the foundry houses, power is available and it is only nec- essary to extend the shaft to a point where a pulley can be used to oper- ate the flexible shaft, and in some foundries several of these polishing machines are in use at some seasons of the vear. The flexible shaft and equipment can be purchased from al- most any of the foundry supply houses as can also the necessary pol- ishing brushes. Where electricity is available it is possible to secure a small motor for running the shaft. This is readily transported from one place to another and wherever electric wiring extends the polisher can be brought into ser- vice. These machines are not used by the stove foundries alone, but can be found in the shops of many large retailers, some of whom continue the custom of storing stoves during the summer season and repairing and pol- ishing them before they are set up for their customers in the fall—Hard- ware Age. ——_»~-.___ Here is a suggestion for you when in between the lines. A certain mer- chant says he has found it greatly to his advantage to be very particular to call up his customers by telephone on disagreeable days when the weath- er is of such a nature that they do not care to come out. They are very glad to have him come to them, and by thus getting in touch with them he is able to get their orders when he might not otherwise do so, and deliveries can be made either by his own wagon or by parcel post if the customer is too far away. Try this out for yourself sometime and_ see whether the experience thus offered of another merchant may not apply equally well in your case. —~72>___ The salesman who can increase your sales one dollar a day increases them $313 in a year. It pays to speed up the selling force. Merchants Week June 10, 11, 12 Make Our Store Your Headquarters oe, Michigan Hardware Company Exclusively Wholesale Ellsworth Ave. and Oakes St. GRAND RAPIDS, MICH. VISITING MERCHANTS WELCOME at our store for all conveniences We are WHOLESALE JOBBERS of FISHING 'TACKLE nd ACME QUALITY PAINTS PAGE HARDWARE CO. 142-144 Division Ave., Corner Cherry Serve the Coldest Save Ice Bills tl eS toc ey $ e on Save Gada Ice Cream Water Save and Syrups Ice Cream and in Fruits Town THE GUARANTEE ICELESS FOUNTAIN Will do it and bring the best trade. See our special show cases. Michigan Store & Office Fixtures Co. Grand Rapids, Mich. PALATE IS SRE OP ACTS ; 4 i June 4, 1913 Review of the Early Days of Mer- chants Week. It may be interesting to recall at this time that the first Merchants Week in Grand Kapids was held June 5, 6 and 7, 1906. Frank E. Leonard was General Chairman, Wm. Judson, Wm. Logie and E. A. Stowe were Vice-Chairmen, A. B. Merritt was at the head of the Committee on Ar- rangemenuts and H. D. C. VanAsmus was Secretary. The iirst Merchants Week was undertaken as an experi- ment and it was thought possibly 100 merchants from the trade terri- tory tributary to Grand Rapids might respond. istration and reception, the for getting acquainted and seeing the town and the third for entertainment. closing with a banquet in the evening. The banquet was served in the I ake- side Club and about 400 outside mer- chants and 160 local business mer presented tickets. This was about 100 more than had been provided for on a basis of the acceptances received, and some lively hustling had to be done to take care of the overflow. The banquet was served by Warren Swetland and was a_ great success. frank E. Leonard was toastmaster of the subsequent speech making and addresses were given by George G. Whitworth, then President of the Board of Trade, Mayor George E. Ellis, Samuel M. Lemon, A. B. Mer- ritt, Lester J. Rindge, E. A. Stowe. C. L. Glasgow and Wm. Alden Smith, then Congressman from this district. Following the speechmaking, the crowd went to Ramona theater. second The first day was for reg- MICHIGAN TRADESMAN The first Merchants Week was such a pronounced success that it was made an annual institution and each year has found it bigger and better, with larger attendance and new fea- tures in the entertainment. The at- tendance grew so rapidly from year to year that the Lakeside Club was not large enough and then for three or four years the banquets were given under a big circus tent at the lake. Last year the banquet was brought down town to the Coliseum and here. whether the weather was rainy or fair, made no difference, for all could be cared for in comfort. The change has had a further advantage in that at the close of the programme, it is but a block to the station for those who want to catch the trains for home. Of those who were active in the planning for the first Mer- chants Week Wm. Logie, Lester Rindge and Samuel M. Lemon have passed away and H. D. C. Van Asmus, then Secretary of the Board of Trade, has moved to Chicago. The same spirit of hospitality which animated the first festival is still back of it and visitors who come this year will receive the same cordial welcome which was accorded the first comers. —_2>+2___ Poor Married Man. “The time will thundered the suffragette orator, “when a woman will get a man’s wages.” “Yes,” sadly muttered a man on the rear seat; “next Saturday night.” _—-- o-oo Of course love is blind. come,” That is why is needs no light in the parlor. Portland Druggist Invades Field of Poesy. Elon Allen Richards, the Portland drugeist and grocer, has issued from the press of the Tradesman Company circulation for private among his friends, a very beautiful book of Elon Allen Richards. poems, entitled The Poet Man, Et Cetera. The volume contains two poems and eight ‘llustrations, in- cluding the portrait. The poems are mostly in short measure and are exactly what might be ex- pected from the pen of a busy busi- ness man who has delved in good lit- hity- author's erature and kept his eyes and ears open to the sights and sounds of the 49 bird, the brook, the spring. the flower and the tree. The collection runs the gamut of human experience along certain well-defined lines and will be carefully cherished as a rare treasure by those who are so fortunate as to be included in the author’s schedule of distribution. ——___ > +e The man who can come down to business in the morning with a smile | on his face has taken a long step toward making the day a successful and happy one. >—— Trading Stamp Company Abandons Charlotte. Charlotte, June 2—The S. & H. Trading Stamp Co., which located here several months ago, after se- curing fifteen or twenty customers. among the business men, has closed its office in the Arcade block, shipping the furniture and fixtures to Grand Rapids Tuesday. The plan of giving stamps by the merchants met with hearty approval of all concerned at the start but the past few weeks the dealers have gradually been dropping the system, leaving a large number of families disappointed who have partially filled coupon books. —_++s———_ For the Debtors. A rural manufacturing customers in the following novel manner: ‘All persons knowing them- selves indebted to this concern are requested to call and settle. All those indebted to this concern and not knowing it are requested to call and find out. Those knowing them- selves to be indebted and not wish- ing to call, are requested to stay at one place long enough for us_ to reach them.” duns his i _ a Jane 4, 1043 MICHIGAN TRADESMAN 51 ESTABLISHED 1885 Alfred J. Brown Seed Co., Growers, Merchants and Importers (General Warehouse and Offices, Cor. Ottawa Ave. and Louis St.) GRASS, AGRICULTURAL AND GARDEN SEEDS GRAND RAPIDS, MICHIGAN Something New AIl the Time The sign of Good Candy VISITORS WELCOME PUTNAM FACTORY, National Candy Co. One Block From Union Depot Grand Rapids, Michigan MICHIGAN TRADESMAN = — 5 Se ~ ANAS Fre gC cect ANCIA lu} } a Se AL Ie: “] 43d) “200, eons > De _ Y L] rt Sail b= “¢ 1 _) a [_g All Down-Town Banks But One Well Grounded. The Grand Rapids Savings Bank has secured a ninety-nine year lease from Chas. B. Judd and the George H. White estate of the building the Bank now occupies at the corner of Monroe and Ionia and of the two adjoining, occupied respec- the Moore saloon and the Reed restaurant, with a total front- 86 feet, extending back 120 feet to the alley. The lease is dat- ed May, 1913, and will expire April 30, 2012. The rental is on a basis of $300,000 valuation and is subject to readjustment at ten year intervals. The Bank will make such temporary alterations as may be possible to gain additional room for the working and then plans for permanent improvement will be started. The plan now under consideration is toa organize a building company to take over the and to build on the property a ten or twelve story mod- ern office building, the bank to oc- cupy the first floor, the new Grand Rapids Trust Company the second and offices above. Having offices in the building will tend to strengthen both the Bank and the Trust Com- stores tively by age of force lease pany and to bring business to them both. It will be a year and perhaps longer before these plans can be car- ried into execution. By the terms of the lease the lessee is required to build a suitable building on the property within a reasonable time, must keep the build- ing insured and in repair against the property, and at the ex- pay all other piration of everything is and must taxes and charges the lease to be turned over to the heirs of the lessor, in ship shape and pair. If the building costs $300,000 at the first glance this may seem a pretty big proposition, but such is the power of money to multiply at compound interest that a sinking fund of something less than $500 a year at 3 per cent. will at the end of the ninety-nine year period turn the trick. The rental will be interest on the $300,000 real estate value, plus the interest on the cost of the build- ing, plus the sinking fund allowance, with the taxes and insurance added. The building company, if one is or- ganized, will start with two good tenants occupying two floors and, with eight or ten more floors above to rent, the proposition looks fairly good. good re- Leases of such long duration have not been common in Grand Rapids, although in the larger cities, real estate values are where higher, they are frequently executed. thus far it has been cheaper and better to buy, the holder figuring on the increased value to come with the years as a part of the bargain, and it is a sign that Grand Rapids is get- ting to be a big town that long leases are being resorted to. In the last year or two three long leases have been signed up. The first was by Meyer S. May, who secured a 120 year lease of the 20 foot lot adjoin- ing the property at the corner of Monroe and Lyon which he owns and which is occupied by the Giant Clothing Co. Morris Friedman has taken a fifty year lease of the Gunn property, with a frontage of 80 feet on Monroe avenue, adjoining the present Friedman store, this lease to In this city Before buying stocks and bonds analyze the figures given in monthly reports; secure reliable information as to the business con- ducted, and as to its man- agement. In offering the 6% pre- ferred stock of the Amer- ican Public Utilities Com- pany we court the fullest investigation. If purchased now this stock will net the invester Yah. Write for further particulars to Kelsey, Brewer & Company Bankers Engineers - Operators Mich. Trust Bldg. Grand Rapids, Michigan AWNINGS _ Our specialty is AWNINGS FOR STORES AN RESIDENCES. emake common pull- - chain and cog-gear roller awnings. Tents, Horse. Wagon, Machine and Stack Covers. Catalogue on application. CHAS. A. COYF, INC. Campa Ave.u and Louis St. GRAND RAPIDS, MICH June 4, 1913 +. Old Our Savings Certificates of Deposit form an exceedingly convenient and safe method of invest- ing your surplus. transferable by endorsement and earn interest at the rate of 3% The L National Bank GRAND RAPIDS, MICH. “ They are readily negotiable, being % if left a year. Fourth National Bank Savings Deposits Commercial Deposits 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annually Per Cent Interest Paid on Certificates of Deposit Left One Year Capital Stock $300,000 Surplus and Undivided Profits $250,000 GRAND RAPIDS NATIONAL CITY BANK Resources $8,500,000 Our active connections with large banks in financial centers and ex- tensive banking acquaintance throughout Western Michigan, en- able us to offer exceptional banking service to i 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 | June 4, 1913 date from the completion of the modern store building which the Gunn estate will erect. The Grand Rapids Savings Bank lease is third. Other leases of a similar character which have been executed in the past have been the old ninety-nine year lease of the Old National Bank of the corner it occupies from Martin L. Sweet. Sweet afterward suffered financial reverses, mortgaged the property and the Bank purchased on foreclosure and became owner in- stead of tenant. The old Owashta- nong Club, afterward the Lakeside, had a ninety-nine year lease from the Grand Rapids Railway Co. of the property occupied by the club house at the lake and this is still in exist- ence, al hough so many defaults have been made in its provisions that it can be cancelled at any time. The Grand Rapids Savings Bank lease puts this Bank in line with the other banks of the city in securing permanent quarters or what amounts to the same, so far as the present generation is concerned. The Old National has its 57 foot frontage in the corner of the Pantlind Hiotel block. The Fourth National owns its corner under the Tower clock with 20 feet frontage on Monroe and 100 feet on Pearl, which makes enough area to make a substantial improve- ment possible if it shall become desir- able. The Grand Rapids National City and City Trust and Savings owns the Wonderly property and the adja- cent City Trust and Savings building, covering the entire east frontage of Campau square with frontage both on Monroe and Pearl. The Commer- cial Savings owns its property at Monroe and Lyon, with 62 feet frontage, and its holding, no doubt, will, in time, enter into the plans for the interurban terminal. The Peoples Savings is a home owner at Monroe and Ionia, but has only about 30 feet, not enough for a big improve- ment. The Kent State is the only one of the down-town banks which does not own its own property, but it is assured of desirable’ quarters under long lease in the new Pantlind building at the corner of Monroe and Lyon. In the matters of real estate the banks have been very lucky in securing desirable corners and they have all bought at times and under conditions that have made their in- vestments profitable. The vacation question is now a live issue in all the banks. The banks are liberal in’ their vacation policy. Employes of a year are giv- en a week off and for old employes the resting spell is extended to two, three and four weeks, according to circumstances, and the pay goes on just the same. To arrange the va- cations so that they will not inerfere with the regular work is consider- able of a problem and usually calls for much shifting around to give the experienced employes the places of responsibility. The banks usually employ one to half a dozen extra clerks during the -vacation period and high school and college boys are often taken on with the understand- MICHIGAN TRADESMAN e ing that the employment is to be temporary. The boys may not real- ize it, but their summer employment, in many instances is a try out, the bank officials closely observing the work done, methods, habits and ap- titude of the young man and those who make good may find a place open for them when a permanent po- sition is desired. The Fourth of July this year comes on Friday and in banking circles the question is being asked whether it will really be worth while to open up as usual on Saturday, which is only a half day anyway. In Chicago and some of the other large cities the impression seems to be that it will be just as well to make the Fourth a glorious three day affair, extending over Friday, Saturday and Sunday. There will be no stock ex- change and many of the other busi- ness activities will be suspended and this will help make the three day vacation easy. Bankers in this city have not yet considered what will be their policy. They are willing enough, but have not decided yet to what degree this will interfere with the business of other people. If the banks do not close they will at any rate let off as many as possible of the clerks and employes for the three days period, even if work does pile up. ++. An old toper says that none are so blind as those who refuse an eye opener. : Tanglefoot Gets 50,000,000,000 Flies a year—vastly more than all other means combined. The Sanitary Fly Destroyer— Non-Poisonous. 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 yy, yaa AE ot. TG ad ie oo rr 139-141 7 ere a SAND RAPID 53 Kent State Bank Main Office Fountain St. Facing Monroe Grand Rapids, Mich. Capital - - - - $500,000 Surplus and Profits - $300,000 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. 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. 66 South lonia Ave. Power and Transmission Equipment Wood and Metal Working Machinery Machine Knives and Specialties McMULLEN MACHINERY CO. Opposite Union Depot The Only Machinery Depot in Western Michigan Grand Rapids, Mich. 2%% Every Six Months Is what we pay at our office on the Bonds we sell. $100.00 Bonds—5% a Year THE MICHIGAN TRUST CO. If you will tell us of your Investment Requirements we will be very pleased to. advise with you and recommend investments suited to your needs. Local Securities Department HOWE, CORRIGAN & COMPANY Citizens 1122 533-535 Michigan Trust Building Bell M 229 Grand Rapids, Mich Mr. Merchant: You do not expect to die right away. Nobody does. die to-day. what shape would you leave your business for your wife to handle. Think of this and take out some Life Insurance to keep the business running in good shape until she can have an opportunity to dispose of it. The Home Company The Preferred Life Insurance Company of America Grand Rapids, Mich. A. A. WATTS, Secretary and General Manager Dut if you should Statements show that United Light & Railways Co. is earning more than Three Times its first preferred dividend requirements. We recommend its purchase. Local Securities Department HOWE, CORRIGAN & COMPANY Michigan Trust Bldg. 2 GRAND RAPIDS, MICH. MICHIGAN TRADESMAN June 4, 1913 MICHIGAN FORESTRY. Cause Can Best Be Served. After a recent public lecture on forestry a prominent manufacturer who happened to be in the audience made the following statement: “The science of forestry has been solved, so far as it applies to Euro- pean conditions. It has not been solved in America. The law-abiding citizen of Europe would not dare cut a twig on property that did not be- long to him, neither would he be care- less in regard to fire, and the Euro- pean forests are located in more hu- mid regions than in the United States where fire risk is less. The European forests are surrounded by cultivated fields and a high state of civilization exists everywhere, so that the fire risk is at a minimum. “T have about thirty acres of land growing up to native trees near my house. This land is fenced and fa- vorably located, being protected on the west by a road and on the south by the cemetery. J keep from one to three men and have used all reason- able efforts to look after this tract, including the building of roads through it and cultivating the roads How the in dry weather so that they will act as fire breaks; yet this property has been burned over seriously two or three iimes within ten years and tim- ber and woud has been stolen from it. “There is nobody in this State, so far as i know, who has’ conducted forestry as it is conducted abroad al- though it is attempted by many peo- ple. It is a well known fact that State employes are liable to be less diligent than the farmer who is work- ing for himself. and until the farmer knows how to raise timber it is not likely that political employes will be more capable. If the State attempted to raise timber on every 160 acres which if owns, it would call for an army of employes to look after the timber for otherwise it would be all stolen or burned. This is not a the- ery, but a proven fact. With an army of employes the protecting of artificial forests might be accom- plished but the cost would be many times the value of the timber raised.” This letter is a thoughtful and in- telligent statement worthy of the fullest consideration. If the objec- tions alleged cannot be met fully, then the proposal that the State begin the practice of forestry on a large scale would seem to be poorly considered and either impossible or impracticable. “Citizens of Europe do not dare trespass by taking timber or by care- lessness with fre.” This in general is quite true. It should be noted, however, that this has not always heen the case; that for centuries there was a contest be- tween the owners of the timbered land and the local tenants over the right to take timber, graze stock, etc. These contests were eventually settled by law and in many cases the public be- came the owncr of the forests. Prac- tically every state in Germany owns and manages its own forest lands as do dozens of cities and towns. This is also true of most of the countries of Europe. Each old world forest which is at present well managed has reached its present condition only after long years of mismanagement, the aggregate cost of which has been enormous, It is not true, however, that the well managed European forests are maintained, even to-day, without tres- pass. As a matter of fact an armed patrol is usually maintained, with cach patrolman having so small a ter- ritory that he can travel all over it in less than a day. More intensive patrols and higher costs for protec- tion are normally in effect in Euro- pean forests than have ever been pro- posed for American conditions. It has been found to pay. For instance in the state forests of Wurttemberg there is a gross yearly expense of $2 an acre, of which over 25c is charged to protection from trespass and fire. This same forest returns a net annual income of over $5 per acre. Less valuable European for- ests have less expense’ for protec- tion; all costs being kept in rational proportion to the income as in any well managed business. conditions prevail in the United States. The more valuable the for- est the higher rate of insurance the property can stand and vice versa. “The well managed European for- ests are less subject to fire damage than our Michigan forests on account of greater humidity and more broken conditions.” The. difference in humidity and general weather conditions as_ they effect the inflamability of the forests, is, if anything, in favor of Michigan. Most of the heavy forests of Europe are exposed to a longer and more serious fire season than is Michigan, where there are only a few weeks in the fall and spring of each year, dur- ing average seasons, when there is any likelihood of fires running easily. Compared to the Western _ states where good forest protection is now being provided, the conditions in Michigan are simple, and the danger is not great. “The practice of forestry is not possible in Michigan because the cit- izens countenance trespass and fire.” If this should be permanently true, the situation is indeed nearly hope- less, but would it not be more accu- rate to say that the “citizens are calloused to trespass and fire in the forests?” Because there is graft and murder in a city it should hardly convict the majority of citizens of preferring such a condition. Cer- tainly, however, the long acceptance which the people of Michigan have given to forest waste, trespass, and fire, gives color to the assumption that they do not care what happens to the forest. Why don’t they care? Perhaps because they have hardly yet recovered from the idea that “Michigan has timber enough to last the world forever;” perhaps because they have been born under the con- ditions which they see and do not know of any other; perhaps because of their general hopelessness with the political conditions and probably because of a combination of these things and a lack of understanding The same é as to the cost of carelessness and de- lay. What other point of view could be expected? The vast majority of the citizens of Michigan cannot re- member when there were not annual forest fires and frequent loss of life and property. They cannot remem- ber when there were not vast areas of slash lands each year becoming more barren. For years and years the very officers of the State made a routine practice of selling the State’s lands at the most nominal prices and for years there have been those in State officers who profited by the lack of understanding concerning these things on the part of the people. “Michigan farmers do not under- stand how to raise timber.” With few exceptions this is prob- ably true. If the practice of forest- ry is at all practicable it should be so on the farm woodlot. It is. The average woodlot in Michigan to-day, with all its lack of care is paying a greater return, acre for acre than the average of the tilled fields. The pos- sible return from the woodlot is in- creasing rapidly. The farmer does not yet realize this. And why? If the farmer is using poor seed or stock, the State itself at once investi- gates, determines what should’ be done and publishes and distributes its findings as widely as_ possible. The results are prompt and perma- nent. Who is investigating the farmer’s woodlot and telling the farmer how he should improve it? What State officer has interested himself or his office in the distribution of such in- formation as is available? The Pub- lic Domain Commission could easily secure this information. Has it ever tried? This Commission has the right to employ a real State Forester. The present State Forester maintains bis headquarters in the sandhills of Roscommon county, and it is not of record that he has interested himself in the farmer’s woodlot. What is anyone doing to give the farmer help? If mistakes are made with most crops the remedy can be applied next year—not so with the disappearing woodlots. “State employes are less diligent than the owners of forests, and until the farmers know how to raise tim- ber it is not likely that political em- ployes will be more capable.” Would it not follow equally well that it would be useless to maintain agricultural experiment stations or health bureaus, on the ground that if the people did not know how to take care of themselves no specialist em- ploye could benefit them? The real trouble of course is that Michigan has had to contend with petty party politics and its resulting “Game, Fish, Fire, and _ Forestry Wardens.” The results of Michigan’s present system have certainly been unfortunate—to say the least. Parti- san political employes are uniformly inefficient. We all know this. With- out a change in the type of forest of- ficers, this State could perhaps hard- ly hope ‘to.secure an efficient fores- try organization. But why should Michigan maintain a partisan politi- cal forest organization? | Washing- SO Te RN I A AE TI VA RTA EP AT RN TN OS ES EN EE 0 ERT ES LE Ee ee ton, Oregon, California, New York, New Jersey, Pennsylvania, Minne- sota and Wisconsin all working under very similar conditions are maintaining organizations which are doing good work. In_ preventing forest fires progressive states realize that forest protection and _ forest maintenance and management are work for real foresters. The usual type of political appointee is no more competent to undertake and handle forest work than to superintend a chemical plant or than a carpenter is competent to draw plans for a sky- scraper. Why has not Michigan long since followed the lead of its neigh- boring states and secured a compe- tent forester backed by a non-parti- san board or commission and by in- telligent laws? All Europe came to this hundreds of years ago. Our neighboring states have followed suit. What’s the matter with Michi- gan? It is no reflection on the farm- er that he is not an expert plant breeder, milk chemist, or soil analyst. No competent forester advocates the immediate planting of all lands now belonging to the State. Most of these lands are poor sand, very dry, very low in fertility. They are scat- tered in small tracts here and there over much of the State. One of the first steps must be the consolidation of suitable forest lands into tracts large enough to bring the cost of protection and administration dow. to a reasonable figure. Wisconsin has been doing just this for years With such a scheme the number of employes seeded is redticed to the minimum. The number of competent men actually required for the prac- tice of forestry is remarkably low. Duding the fire season of 1912 only about one man to each 60,000 acres was employed on the National For- ests. The Chief Forester estimates thac there should be at least one man to each 10,000 acres. This would give each man an area of five miles by four square. A patrolman couid cover this each day. In spite of the great area patrolled by each man, tie fire losses on the National Fovests in 1912 amounted to a total of $354,- 746 against a total value of $2,000 - 000,006. During 1912 there were 349 tres- passes reported for the entire 165,- 000,000 acres of National Forests, or one trespass case to each 168,000 acres. Over one-half of these cases were for grazing trespass, where no permanent damage coul:! result. The work done by the Forest Ser- vice has been accomplished in the roughest sort of mountain country and in regions where the local senti- ment was originally strongly opposed to the enforcement of the laws. Com- pared to what the rangers of the for- est service have accomplished, the Michigan situation is simple indeed. But the U. S. Forest Service is a non-political organization protected by the Civil Service and in charge of expert foresters. That is the answer in Michigan. P. S. Lovejoy. —_++>____. Virtue may be its own reward but vice isn’t always its own punish- ment. 3 o e e Dm SS DO TE —e DOD em DO Uo = sud o we Fh Oe DW June 4, 1913 MICHIGAN TRADESMAN 55 INVITATION N June 10, 11 and 12 the Jobbers of the Grand Rapids Association of Commerce will join in the Annual Merchants Celebration. We are particularly interested in this event, because it gives us an opportunity of meeting our customers and friends in our office and renewing and extending our acquaintance with the retail merchants of Western Michigan. We believe it is a real advantage to us to be ac- quainted with our customers, and that this acquaintance is of value to the retail merchant. We think it is worth our time and money to assist in this event, and we trust you will feel it is worth your time and money to participate also. We therefore, cordially invite every merchant in Western Michigan to visit Grand Rapids on the above dates, and sincerely trust you will pay a visit to our store while you are here. It will be a pleasure for us to show you our big warehouse, our big stock and our modern equipments. WORDEN (;ROCER COMPANY The Prompt Shippers 23-25-27-29-31 Ottawa Avenue. Roasters, Blenders and Packers NEDROW Coffee MICHIGAN “ Grand Council of Michigan U. C. T. Grand Counselor—John Q. Adams, Bat- tle Creek. . Grand Junior Counselor—E. A. Welch, Kalamazoo. Grand Past Counselor—Geo. B. Craw, Petoskey. : Grand Secretary—Fred C. _ Richter, Traverse City. : Grand Treasurer—Joe C. Wittliff, De- 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 FE. 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. : ‘ Directors—H. P. Goppelt, Saginaw; J. Q. 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 Brown. Board of Directors—Chas. E. York, E. C. Leavenworth, . E Crowell, L. P. Hadden, A. B. Allport, D. G. McLaren, J. W. Putnam. News and Gossip of the Grand Rap- ids Boys. Grand Rapids, June 3—Well, boys, we are already and waiting for you to arrive and bring as many of your family as you can conveniently. We have plenty of good time in store for you and we trust you will let noth- ing stop your visit to Grand Rapids. The boys have circulated the story that “inasmuch as Grand Rapids Council is the largest in the State, we should have the best convention we ever had.’ All we have to say on this matter is, Come to the Grand Council meeting and see for your- self. The members of No. 131 worked hard and long and our plans are so complete that we know full well that you will have the biggest time you ever had at a Grand Council meeting. Take the parade, for in- stance. We are going to put on the best parade and largest that a coun- cil ever enjoyed pulling off—and that is saying much. That “Grand Rapids Knows How” will be thoroughly demonstrated within the next two weeks and everyone will go home tired and happy. have For a complete schedule of the pa- rade we refer you to the bottom of this article. Now, do not get it into your head that a parade is all we have to pull off. Not for a minute. That is just one of our big features. Take the ball. dare say much about the We would not ball, but we have seen a few in our ‘time and if the plans are carried out the way they are laid, words could not begin to describe the beauties of it, and the writer knows seven big words. We might say that we have re- ceived communications from many of the councils throughout the State and we have had the pleasure of reading some very interesting news on the number who intend to come different cities. Just to show you that this is not all talk, we give you the towns: Owosso, Detroit, No. 9, Cadillac, Jackson, Pt. Huron, Sag- inaw, Bay City, Muskegon, Battle Creek, Flint, Traverse City, Lansing, Ann Arbor. from Adrian, Kalamazoo, \Ve would not attempt to give you the figures they send us, because you would not believe your eyes anyway, Many of these councils: will bring their band, drum corp or “something,” and arrive on The Grand Council officers will anything from special trains to hand so what's the use? cars. arrive Thursday morning and continue throughout the day and at 11:30 p. m. Cadillac Council No. 143, of Detroit, will arrive. They can't until Friday so they are here Thursday night, so as not to miss anything. Now if these brothers will spend their money to come here the day before, begin to wait planning on being have something over here for them. Well, we have, and if you stay home, you don’t belong on the road. We could write news about the convention all day, but it has been we must so well advertised for the past several months that most of the Michigan members of the U. C. T. will be here and we news until you arrive. You have a live will save our committee and you will agree with me when I say they have worked faithfully and are entitled to a successful convention. The city will be well decorated and the chief of police has promised to go trout fishing so he will be out of town in order’that he can’t be found “if wanted.” We some nifty prizes for the ball games, so bring have along your best talent and get your clocks cleaned. Grand Rapids Coun- cil only wants the cup and we feel quite satisfied that the cup will re- main in the Valley City, after the boys go home. The programme is as follows: Friday, June 13, 9 to 10 a. m—Re- ception of Grand Lodge officers and delegates at headquarters. 10 a. m—Opening of Grand Lodge session at city hall. 10 a. m—Ladies will meet at headquarters to visit points of inter- est. 1:30 p. m.—Ladies_ sight seeing reception at automobile ride and Elks’ Temple. TRADESMAN 1:30 p. m—Ball games. 8:30 p. m.—Grand ball at Coliseum. “Watch for the Blue Goose.” Saturday, June 14. 8:30 a. m.—Concluding session of Grand Council. 8:30 a. m.—Ladies will meet at headquarters to visit Berkey & Gay Furniture Co.’s show room (chance of a life time). 10 a. m. sharp—Grand parade. 1:30 p. m.—Ball games. This covers the programme in general, but there are many _ side shows and you will not want for en- tertainment Prizes. Ball team— Minst PRIZE 2.6 os 5. Cup and $25 Second prize <................. $20 No. 131 will contest for the cup only. Council making best appearance in parade, $25. Council having the centage of membership in $25. largest per- parade, No. 131 will not enter contests. The wives of all U. C. T. members will be entertained free at the hotels while in the city (rooms only.) You are requested to make it a point to register as soon as you ar- rive and at this time you will be pre- sented with the official badge that will entitle you to all the entertain- ment we have for you. Without this official badge you are _ lost. You must register at headquarters, which is only one-half block from the depot. We hope you will come and have June 4, 1913 a good time and come again. The Mayor has given us permission to paint the town any color we want to paint it, so hurry up and come. Each council attending the conven- tion is requested to report to the marshal of the division to which it is assigned at 9:30 a. m., June 14, at Turner avenue and Bridge street, so that the parade can start promptly at 10 o’clock. Kalamazoo, Cadillac, Muskegon and Traverse City Councils will each have their own bands in the parade. The parade committee—consisting of H. F. DeGraff, chairman, W. N. Bur- gess, Chas. C. Perkins, F. C. Pow- ers, H. W. Harwood and Rufus Boer —announce that arrangements have been completed for the largest and best parade ever given at a U. C. T. [ee] sad Graham & Morton Line Every Night Mr. Merchant, When in Grand Rapids be sure and stop at HOTEL CODY Make it Your Headquarters EUROPEAN PLAN “THE BEST BEDS MONEY CAN BUY” Checking Free RATES $1.00 UP HOTEL HERMITAGE 200 Rooms Rates 50. 75 and $1.00 EUROPEAN PLAN GRAND RAPIDS, MICH. JOHN MORAN, Mgr. ae 50 Rooms with Private Bath at $1 and $1.50 per day i Sntitcinsin eens ee ee eee iia id June 4, 1918 convention in Michigan; and_ that they hope every council will come with a good big delegation and get in the parade. The judges will be Gen. Wm. T. McGurrin, Command- ant of Michigan Soldiers’ Home, Col. ©. Covell, Col. Commanding second Infantry, M. N. G. and Cap- tain WiC Elardy, | Quartermaster Second Infantry, M. N- G. Members of Grand Rapids Council, No. 131, will report at the Council Chamber at 9) 4: mi, Jane 14 and form their division for the parade and will then report to the marshal of its division at Turner avenue and Bridge street at 9:30 a. m. Reporting at the Council chamber will enable you to change from street clothes tO your uniform. The uniforms Grand Rapids Council, No. 131, will wear in the parade have arrived and can be procured of Grombacher & Major, 331 Monroe avenue. The formation of the parade will be as follows, subject to changes: GRAND MARSHAL 3rother and Lieut. W. N. Burgess. Escort: Platoon of Police. G. EK. Battalion Band. GR. Battalion, Second fnfantry, M. N. G., consisting of Companies Ba G, H, under command of Major Earl R. Stewart FIRST DIVISION. HOW. DeGraff. Marshal. Rufus Boer, Aide. Furniture City Band, 30 pieces. Detroit No. 9. i Flint No. 29. Saginaw No. 48. Bay City No. 51. Jackson No. 57. Hillsdale No. 116. Cadillac No. 148, of Detroit. SECOND DIVISION. Frank C. Powers, Marshal. H. W. Harwood, Aide. Fischer’s Band of Kalamazoo. Kalamazoo Council No. 156. Marquette Council No. 186. Owosso Council No. 218. Petoskey Council No. 235. Battle Creek Council No. 253. Lansing Council No. 305. Traverse City Council No. 361. Muskegon Council No. 404. Adrian Council No. 420. Coldwater Council No. 452. Ann Arbor Council No. 456. Port Huron Council No. 462. Hancock Council No. 479. THIRD DIVISION. Charles C. Perkins, Marshal. Iilks’ Band, 30 pieces. Grand Rapids Council No. 181. Automobiles. Carriages, ete. Every visiting member must, in order to secure the badge which en- titles him to recognition, register at Don’t some the convention headquarters. forget this. [t is hoped and expected that every member of No. 131 will be in the big parade on Saturday morning, June 13 Members, take notice and prove that “Grand Rapids Knows How.” Although the committee has prac- tically completed the arrangements for the big meeting on June 13 and 14, the success of the meeting will depend largely on the loyalty and co- operation of each member of No. 131 on those two days. A good motto for some retailers to remember, “We have lost our pencil, also have writer’s cramp, and a poor memory, so please do not ask for credit.” The Wolverine Hotel at Boyne City has changed hands and we un- derstand that the new manager will endeavor to give the boys the same service as they have received in the past. We regret very very much _ that Brother John C. Saunders will not be with us at the Grand Council MICHIGAN TRADESMAN Brother Saun- ders, who was a member of the Grand Executive Committee, was taken sick on the streets of Lansing last Thursday and was taken to his home in the ambulance and Saturday meeting this year. Brother Saunders has been on the road over fifteen years and was elected a mem- ber of the Grand Executive Commit- tee last June at Bay City. Hardening of the arteries caused his death. He had been sick several months. He was 50 years old and leaves a widow. The Grand Council of Michigan sent a beautiful floral wreath with the words “Grand Council of Michigan, Ul Cc te The funeral was held Tuesday from his late home, 503 St. Joseph street, Lansing. Brother Saunders was Secretary of the Knights of the Grip for two years. morning he passed away. A new Council was organized in Elkhart, Indiana, last month, with forty-seven charter members. We wish our neighboring brothers all the success in world with their new Council and will gladly welcome vis- its from its members at all times. The Cushman House, at Petoskey, was recently called down because it had roller towels in the wash room. We wish to state at this time that it has gone back to | the towels for the boys. individual Thank you. It surely will be appreciated. All the members of Grand Rapids Council are requested to meet at (Lemon & Wheeler Co.’s store on Tonia avenue) Satur- day morning at 7:30, June 7. Be there. headquarters The U. C. V. Bulletin is goine to have a 16 page issue in June. Are you a subscriber? Ro M. Richards States) that the hotel accommodations are being well taken care of as they come in and that no brother need worry where to lay his little head. J. A. Keane. —_+++—___— Chirpings From the Crickets. Battle Creek, June 2—The issue of the Tradesman containing this letter will, no doubt, be read with the same undivided attention that most of the issues receive at the hands of our com- mercial friends. The issue of June 11 will be de- livered to you about the time you will be busy preparing for the Grand Rapids convention. I, therefore, think it wise to talk convention at some length in this letter. Our convention committee got to- gether Saturday and fully and finally decided upon our costume to be worn in the parade Saturday, June 14. This Battle Creek bunch of travelers sure will be dolled up and no council will have a nicer looking bunch of boys in line. Of course, we have some con- ceit, but who “should worry?” Not this Battle Creek outfit, with money in the bank and Geo. C. Steele, T. W., to protect it. You take our natural charms and have skilled tailors and haberdashers do their part and presto! we sure will be some “beautiful dolls.” We cannot at this writing give you the details of our regalia, for we fear some of you fellows might think it would be folly to compete for the admiration of the gasping specta- tors against our gilded soldiers. Cheer up, fellows. There are not many councils like No. 253. So go strong and with confidence. We ex- pect to go into Grand Rapids with our brothers from Kalamazoo, who have engaged a special train to be filled with U. ©. ¥.'s and their fam- ilies. We have heard that Kalamazoo has engaged Fischer’s band of sixteen pieces to be with them two days at the convention. Lots of our people know what Fischer can do and we will be there with the cotton out of our ears and our heads inclined to- ward the Kalamazoo bunch and their band. We have heard that Claude De France is to be drum major. Blow your old whistle, Claude, and see if we care. We hope that Merchants Week doesn’t take all the life out of the old town, but we can put a finish on things in two days if the visitors don’t beat us to it. I saw a picture the other day. In fact, this picture came out in the U. C. T. Bulletin, published by No. 131. It was a picture of George Clark, who travels for the Putnam factory Na- tional Candy Co., and I really won- der if George ever looked as innocent as this picture shows him to be. Let us hope, but oh! what a change. I am watching the Putnam pails to see if the factory is using Brother Clark’s face to further the sale of hearts” or “kisses.” previous ’ Pony George is a good old scout and we are always glad to meet him on the road. We are glad to hear that he is holding his own with such good men as Miller, PBu- chanan, Brown and Stark. All amateur rum players are cau- tioned not to play with Brother Elmer E. Mills He is now out of the ama- teur class and is fit for such players as Norm. Riste, Bill Masters and W. S. Grolle. Our U. C, T. quartette has hardly got started. Too much business. O, J. Wright is going to the con- vention. His wife is going to let him She has lots of confidence Of course. Well, don’t get «way from us married people, Grolle, of Kalamazoo. We have some friends we want you to meet. go alone. in Orrin. ro, Herbert Ireland read or rather recited over the phone to me Sunday night a poem he had put together per- 57 taining to the big home coming Bat- tle Creek will have this summer. Her- bert recited the words very clear and precise and I supposed I had them down so | could copy it with accu- racy, but my shorthand was not read- able when it got cold. It was short- hand all right. In fact, it looked as though it had been written by a crip- pled hand. Never mind. I will get this corking good poem and let you read it next week. Herb. is one of the original boosters and has put much time and thought into the home coming plans. Guy Pfander. ——__ + 2 - Jottings From Jackson. Jackson, June 2—Past Senior Coun- selor T. J. Hanlon entertained his uncle, M. H. Mead, of San Francisco, California, last week. Mr. Mead had not been in Jackson for fifty-one years and was proud of the growth and progress the city has made, for it was his former home. E. A, Elliott, manager C. Elliott & Co., Detroit, in a general letter to his salesmen last week. said: “I hope as many of you as possible will ar- range to attend the Grand Council meeting at Grand Rapids June 13 and 14.” A broad policy like this needs no commient. Many of the members of Jackson Council are made sad in hearing of the death of John C. Saunders, of Lansing. He was well known here and highly respected. His loss will be felt by the traveling fraternities of Michigan. To what extent can we or should we separate the fraternal and insur- ance features of our order? This is a question now up for our consider- ation. B. D, Legg. one of Jackson’s lead- ing grocers, owns several fine lots on the edge of the city and, from the way he talks, it sounds like retire- ment from business in a few years and then living next to nature. From the notice that our Secretary, Maurice Heuman, has sent out, Jack- son Council, No. 47, will have a very important meeting next Saturday eve- ning, Ganiard. H. ©. fiape © at Hauciwenth Hospital, was operated on Thursday —expects to be out in two or three weeks. ———_----> The business men of America who are moving forward are all connect- ed in some way with advertising. The successful grocer makes it a point to please his customers. of them sell FLEISCHMANN’S YEAST? They wouldn’t do it unless it pleased their customers. They also consider the profit, which makes it worth their while. Se Have you ever noticed that all ~~ s+ SS & 58 MICHIGAN TRADESMAN ' June 4, 1913 — = = = 2 = od = »>DRUGGISTS SUNDRIES 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 §. Koon, Muskegon. Michigan S-ate Eaten Associa- {bresident—Henry, ‘Riechel, Grand Rap- i First Vice-President—F. E. Thatcher, Ravenna. Second Vice-President—E. E. Miller, Traverse City. Secretary—Von W. Furniss, Nashville. Treasurer—Ed. Varnum, Jonesville. Executive Committee—D. D. Alton, Fremont; Ed. W. Austin, Midland; C. S. Koon, Muskegon; R. W. Cochrane, Kalamazoo; D. G. Look, Lowell; Grant Stevens, Detroit. 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. H. Tibbs. Executive Committee—Wm Quigley, Chair man; Henry Riechel, Theron Forbes. Cleanliness About the Soda Fountain. Written for the Tradesman. An enterprising confectioner in a small city confessed the other day that he had spent fully $500 for fres- coes and other interior decorations, aimed to make his refreshment parlor attractive. Attractiveness is, indeed, vital to the success of the soda foun- tain and similar departments of the confectionery business. Yet, when leaders in the trade are spending mon- ey thus lavishly to draw custom, there are many who overlook attractions that can be secured with no expendi- ture beyond that of a little time and eftort. Last year I happened to visit an ice cream parlor, well situated. The interior of the place was full of buzz- ing flies. Myriads of them hung over or settled upon everything. They feasted on the inside of the cups and dishes, tracked their way over the beautiful mirrors, and died by dozens in the ice cream receptacles whenever the latter were opened. A _ listless looking boy lounged behind the soda- counter. “Why don’t you try to get rid of the flies?” I enquired, genially. “°Tain’t worth while.” he returned, in a tired way. “Ice cream business isn’t anv good this year. It’s only a waste of time trying to keep things clean and up to the mark.’ That particular merchant had spent several hundred dollars fitting up his ice cream department for the sea- son’s business. The year had been, to start with, cold, wet and unfavor- able. This mitigated against busi- ness. Yet, after a look at those flies. was it a certainty that weather condi- tions were entirely to blame for the fact that business wasn’t any good? Perhaps the flies had something to do with it—particularly in a year when the “Swat the Fly” mania was sweep- ing through the length and breadth ot the land. Every druggist knows and_ every confectioner can learn efficient meth- Once they get in, it is hard to clean them out. A trick worth knowing is to pull down the blinds within an inch or two of the bottom of the windows on closing at night, and place dishes of fly poi- son just behind this narrow aperture of light. By the time the store opens for business next morning, the flies, attracted by the early light, will have perished by hundreds—and it is easy to gather and sweep them away. With stores that remain closed over Sunday. a dea! of havoc can be wrought while the merchant is attending church and Sunday school. But, the best time to strike a blow at the fly is before the fly appears. Nothing is so attracive to flies as dirt—particularly what may be called dirty dirt. A few spoonfuls of spilled syrup, a piece of ice cream turned sour. anything that gives off an unat- tractive odor, lures the fly far more readily than the same things when they are fresh and untainted. Everything about the soda _ foun- tain should be kept closed or covered that can be so kept. Nothing is so unattractive to a customer as to see flies buzzing about the varied mater- ials used in the concoction of his favorite sundaes. The more clearly the fly becomes understood by the public, the less does he attract—and there has been a great deal of fly education, so to speak, done in the last year or so. Of course, accidents will always occur. Ice cream is bound to be up- set. A glass of soda will now and then fizz over. The counter and the floor will inevitably become dirty. The remedy is to clean up—clean up regularly, systematically, as often as experience shows the need. Not merely should the upper part of the counter and the exterior of the fountain be cleaned, but the space behind and underneath as well. The soda counter where debris of various kinds is allowed to accumulate is bound in course of time to give forth unpleasant odors. Next to an unat- tractive appearance, an unpleasant odor is bad business for the ice cream parlor—indeed, it has a worse effect with some customers. Anything which spoils the attractiveness of the place is bound to drive away trade. Hence, it pays the proprietor and his assistants to be exceedingly care- ful. Where buckets or other receptacles for debris are used, they should be emptied as often as ods for fly-swatting. possible—and, furthermore, as inconspicuously as possible. The buying public likes to see things clean, but it doesn’t like to witness the cleaning up process, for the simple reason that cleaning up suggests dirt. For this reason, it is good business where possible to have the dish-washing department in another room from the counter and tables. The ice cream buyer coming in, sees a dozen or a score of dirty dishes being washed behind the counter will not ag very favorably impressed. Finally, the soda dispenser himself must look and keep clean. Not mere- ly should he wash his hands and face (neck included) but he should have a supply of clean aprons and not be afraid to change them _ frequently. White aprons for the girls who wait who. on table are also good business. In fact, a white uniform of some kind makes an appeal to the buying public, and particularly to the quality trade. The laundry bills will run up, of course, but dirty aprons don’t appeal to the average ice-cream eater. Neith- er do dark dresses. Everything, in fact, that suggests whiteness and cleanliness and spotlessness is good for the ice-cream and soda fountain business. To do things right takes time and effort and some money; but no business ever succeeds in the long run unless it is done right. William Edward Park. ~~» 2 The man who lies to his customers about the goods he sells them can’t blame them if they lie to him about paying for those goods. Bell M 2826 Citizens Phone 1661 34 Ionia Avenue, N. W. *“Michigan Folks Want ie Best™ VALLEY CITY SUPPLY COMPANY, Wholesalers and Jobbers Exclusively in GROCERS’-SPECIALTIES AND CANDIES A year ago we could not welcome you WE DO NOW Call on us once--You will know you are welcome. J.H. BROCKMEIER, Pres. and Treas. KE. D. COMPTON, Vice Pres. E. C. BACON, See *y and Manager Ine. Citizens Phone 1527 106 Michigan Trust Bldg. Hydraulic Engineering Co. Civil Engineers and Contractors We Specialize in Complete Water Works Installations, Gas Main Extensions, Underground Work for Fire Sprinkler Equipment, Farm Tiling and Ditching Bell Main 251 Grand Rapids, Mich. FOOTE & JENKS COLEMAN’S Terpeneless Lemon and High Class Vanilla Insist on getting Coleman's Extracts from your jobbing grocer, or mail order direct to FOOTE & JENKS, Jackson, Mich. (BRAND) MERICAN BEAUTY?” Display Case No. 412—one of more than one hundred models of Show Case, Shelving and Display Fixtures designed by the Grand Rapids Show Case Company for displaying all kinds of goods, and adopted by the most progressive stores of America. GRAND RAPIDS SHOW CASE CO., Grand Rapids, Michigan The Largest Show Case and Store Equipment Plant in the World Show Rooms and Factories: New York, Grand Rapids, Chicago, Boston, Portland ere eer eee eee eer e ntsc eer aie ald a e 4, 19t3 MICHIGAN TRADESMAN 59 Citizens Telephones Grand Rapids Exchange Almost 14,000 Phones System More Than 40,000 Phones ‘The Automatic is the Best Use it for Local and Long Distance Service Thousands of Farmers’ Phones in the Citizen Company’s System. Don’t Forget that Independents Provided Rural Service. Rates Both Local and Long Distance Always Reasonable You can reach many localities and Thousands of Phones over the Citizens Lines EXCLUSIVELY You Should Have a Block of Citizens Stock It has paid regular quarterly dividends some 16 years Call on or write the Secretary, E. B. FISHER, Grand Rapids, Michigan MICHIGAN TRADESMAN June 4, 1913 60 Death of John C. Saunders. Lansing, June 3— Death, which came to John C. Saunders, 503 West St. Joseph street, at 9 o’clock Saturday morning, closed the career of one who had been a popularly well known and respected citizen of Lan- sing for the past twenty-three years. Mr. Saunders, who had ceased work several weeks ago, was stricken with the last attack of his fatal while at the interurban waiting room last Wednesday. malady Biographical. J. C Saunders was born at Buffalo, N. Y., July 28, 1862. His father was English and his mother Irish. He lived in Buffalo until 1888. He attended the public schools of that city until 16 years of age, when he commenced work as clerk in a meat market at a small salary, remaining there two years. He then entered the employ of W. H. Glenny, Sons & Co., whole- sale crockery and china dealers, start- ing in the packing room and working along up to house salesman, taking the road in 1886. His first trip was through Indiana. He then traveled in Western New York. coming to Mich- igan in 1888 in the interest of the same firm. He remained with them until they gave up the wholesale part of their business, in February, 1891, when he engaged to travel for Jones, MecDuffee & Stratton, of Boston, still covering the same territory. He re- mained with them five years, when he & Brooks, of Chicago, January, 1896. covering a large part of the same territory. He =ngaged with Pitkin had remained with Pitkin & Brooks up to the time of his death. Oct. 21. 1886, Mr. Saunders was married to Miss Julia Allen, also of Buffalo. The couple had two chil- dren, both girls, Frances and Ger- trude. Mr. Saunders was a member of the Knights of the Grip ever since it was organized and an active member of The Late John C. Saunders. Post A, holding various offices in the latter organization. He was chairman of the Committee on Invitations and a member of the Hotel and Executive Committees when the convention was held in Lansing in 1895. He came out victorious in the contest under- taken by the members of Post A by securing the greatest number of mem- bers for the State organization during 1895. Mr. Saunders was appointed by the Board of Directors to fill the vacancy caused by the death of Sec- retary Slaght and was re-elected for the full term at the next annual con- vention. Mr. Saunders had long been prominent in the U. C. T. He be- longed also to the Knights of Colum- bus, Catholic Men’s Benevolent As- sociation, Lansing Lodge, B. P. O. E. and Loyal Guards. He had always been an active member of St. Mary’s Catholic parish. ——___* +. The Atlantic City Convention. ‘The center of grocery trade interest during the present week is Atlantic City. Here is assembled from every part of the country wholesale grocers, manufacturers, brokers. retailers, can- ners and others—in fact, every branch of the food industry—and the expect- ed result will probably be the most influential gathering of grocery trade factors ever brought together. The National Wholesale Grocers’ Associa- tion is understood to represent to-day not far from 85 per cent. of the gro- cery distribution of the country, and its proceedings are looked upon as most significant in framing trade ethics and moulding distributive methods. , The National Association of Whole- salers may not do anything especially radical nor furnish the Department of Justice sleuths any material on which to start any sensational and melodra- matic prosecutions based on alleged conspiracies or price agreements. This Association has always been carefully conducted along lines of educational force rather than in accordance with the outgrown ideals of the bludgeon and the boycott. It has sought to promote the status of the wholesaler as an economy and an efficiency and to point out the unfairness which has resulted from practices based on sell- ing a few favored retailers on a whole- sale basis. But it has never sought to exclude legitimate wholesalers from any rights of buying they might enjoy. In brief, the Association has been one which sought to promote the wholesaler’s interest by the force of educaticn. It has co-operated with food authorities in securing purity of foods and honesty of labels. It has co-operated with manufacturers in stamping out unfair trading, but it has never challenged fair competition. Tt has aimed to secure discounts in trade, not for any few but for all wholesalers alike, and has sounded the advice to all wholesalers of the dangers of doing business without an adequate profit. It stands opposed to many forms of trade evils, but its leaders have always been firm in their purpose to conform absolutely to the laws, even in latter days when laws have been invading new realms. The week’s proceedings will be full of interest for every grocer in the country. The organization was never so strong as at present nor so rep- resentative. Atlantic City is sure to bring out the members in force, and the preparations, both outward and inward, promise a convention full of potential benefit to the trade. ——— 22> The fellow who keeps his own busi- ness growing won't need to worry about whether his competitor is growing or not. —_++—____ Patience isn’t a virtue; it’s a ne cessity. No. 75. Weighs and Computes to 100 Pounds STIMPSON AUTOMATIC COMPUTING (Over 18 years on the market) Electric Flashlight Scales Parcel Post Scales Scales for Grocers, Butchers, General Stores and Confectioners $20.00 Up. Guaranteed Write for Information Detroit Automatic Scale Company DISTRIBUTORS Detroit, Michigan SCALES SSSI AER AE GRIT INE IEE IIIS AENEAN 20 AR TT FE I LOS PELTED OE ETE IE TE STO Dea NnOE Date wemtrer et nore te Tent Tt Ter erie id + 3 June 4, 1913 ~~ MICHIGAN TRADESMAN 61 QUICKER——-CLEANER—CHEAPER +) HOT WATER ; Always on Tap Unlimited Supply Average Cost, $3 a Month Will you pay that much to have hot water as plentiful as you now have cold water? ; And to have it as quick and clean, and as inexhaustible and always as hot as you want it? This is what you can now have with a Humphrey Automatic Gas Water-Heater in your basement. You simply turn the faucet, and the hot water comes—clean and fresh— A heated as it flows to any temperature you desire. & No more bother, no more waiting, no more waste gas heating the kitchen or going up : | the flue. The gas only burns when the water flows. Turning off the water shuts off the gas, and all expense immediately ceases. That is the secret of the economy of the Hum- phrey Automatic Gas Water-Heater. It heats only the water that you actually use. The Humphrey Automatic Gas Water-Heater will give you the Luxury of Hot Water at Lowest Cost In the Kitchen Plenty of hot water in the kitchen helps more than anything else to make for health, cleanliness, and satisfied servants. The water heated by an Automatic Gas Heater In the Bathroom Plenty of hot water at any time of day or night is what distinguishes a real bath- room from a make-believe. Hot water for shaving—for the tub bath is always FRESH and CLEAN. Yow can —for the baby—or for sudden illness. DRINK IT or USE IT FOR COOKING. Hot water for your guests without delay * Think what such a hot water supply oh es obuation. would mean to you if you had to get and - | Hot water in large or small quantities wash dishes after 1,095 meals a year. Hot Bee ei et —a cu rink, or enou t your bo water in the kitchen means a happy and : r P C oe Seeeen oe © Y to swim in. contented cook. Hot water no matter whether the family In the Laundry is away ot at home. Just like being connected with a hot Wash-day demands larger quantities of ie. hot water. At such a time the un- fe 7 bat f H In short, a Humphrey Automatic Gas ineited sGeriy § oe Water-Heater gives you the luxury of a phrey Automatic Gas Water-Heater is perfect hot water service—as good as any keenly appreciated. Especially as it does. hotel, apartment or bath house in the coun- not interfere with the supply for the rest try for only $2 or $3 a month. a of the house. No matter how much the Great! Isntt 2? laundress uses, there is still plenty for baths. A Humphrey Automatic means cleaner clothes and a smiling laundress. See the demonstration of these heaters on our sales floor GRAND RAPIDS GAS LIGHT COMPANY Any Plumber in the City Will Recommend the Humphrey 62 MICHIGAN TRADESMAN June 4, 1913 CIGARS Boston Combination ...... stock by the Tradesman Johnson Cigar Co.’s Brand Distributed by Judson Company. Thirty-five sizes e : Sl . ? 12 13 14 : oar’ ke beat and styles on hand at all : mons Bros. & Co., Sagi- times—twice as many safes Scrapple, 5c pkgs. ..... 48 eee 7 oz. doz. .... 195 4% inch, 5 gross ....... 65 naw; Brown Davis & War- as are carried by any other Sure Shot, 5c 1-6 gro. 5 76 Pilot, 14 oz. doz. .. 210 Cartons, 20 2% doz bxs 70 ner, Jackson; Godsmark, Mouee an thc State If a Yankee Girl Scrap, 2025 76 Prince Albert, sc .... 48 Egg Crates and Fillers Durand & Co. Battle uy 7 Pan Handle Serp % gr. 5 76 ee a he a. 7 Humpty Dumpty, 12 dz. 2 i ae Fielbach Co., To- aoe ke visit cee Peachy Scrap, 5c .... 190 +": bert, sete No. 1 complete ......:. edo : an. inspec e Union Workman, 2% 6 00 Prince Albert, 16 oz. -- (44 No 2 complete ..._... . COCOANUT line personally, write for Smoking Queen Quality, 5c ...._ 48 Case No. 2, fillers, 15 Baker's Brazil Shreddea %0tations. All Leaf, 2% & 7 oz. 30 Rob Roy, Sc foil .... 576 sets ................ 135 §. C. W., 1,000 lots .... 31 is fi oe g op Bob Bow, 10c eros --40 52 Case, medium, 12 sets 115 mi Panama ...-........ 33 _ The only BB, 7 0Z. ...--+---ee- 12 00 Roy sl 50c ee “> ago Faucets Evening Press ..-..... 32 oa 8 Os. ..-..----.- a) ce , eee Mack Mina 8 | 7 Hixemplar .....--.0.- ; 82 Bieta cn. aoe Se eee le ea ocd ead ea . “& Badger, 3 oz. ........ 5 04 S. & M., 14 oz. doz. . 3 2 Bae ined, 9 in. .----s Worden Grocer Co. Brand 7 2 Cork dined) 10 im. ...:.. 90 i 7 i Badger, 7 oz. ...... 1152 Soldier Boy, 5c gross 5 76 Cor : ; Cleanser : ve Soldier Boy, 10c ....10 50 Mop Stick Ben Hur * cuit ce ere reer 5 76 Soldier Boy, 1 tb. |... 4 75 Tok & a . op | Perfection ..5.-.-4----. 35 Gunet cis Banner, 16 nee 3 99 Sweet Caporal, 1 oz. OU acinse ae Aiea cbse 85 Pertection Hixtras ...... 35 eg equal the Belwood. Mixture, 10c 94 Sweet Lotus, bc ...... 6 00 No. : pa cpa spring 80 DsORGGeS) . 66.2... ry , best 10c kinds Big Chief, 2% oz. .. 6 00 Sweet Lotus, 10c .... 12 00 No. 2 pat. eaih molaes 85 Londres Grand ......... j p Big Chief, 16 oz 30 Sweet Lotus, per doz. 435 Tieal No. 7 a a y nee eo 3 pee 5 Sweet Rose, 24% oz. 80 Goyer e e ; Poritanos, .......... i 8 ker an a ae ee Sweet Tip ibe. oc ... 1 22 oe ee heads 145 panatellas, Finas Pi i SOAP am. 15e ....17 28 Sweet Tip top, ape 2. ) alls Panatellas, Bock Lautz Bros’. ‘0. a Hefei ee *"3 60 one es 4 gro. .. 10 ee 2-hoop Standard ...... 200 Jockey Club .......... - 35 ‘i k Acme, 39 bars ee 4 00 Bull Duriam, 16 67... 6 72 RE UE ee ee 2 -hoop Standard ..... 2 25 0 Sc pKes., per case 260 Acme 25 bare. 76 : ee re. 5 76 3L F eme, 25 bars, 75 Ibs. 4 00 Buck Horn, 5c .....- : 5 repeal aoe soe ae Cedar — ieee : P Old Master Coffee 26 10c pkg., per case 260 Acme, 25 bars, 70 Ibs. 3 80 Buck FOr ee. ccllll 8 00 Summer Time, 14 oz.":.350 3-wire Cable ........ 2 30 <= 16 10¢ and 33 5c pkgs., ee a a Briar Pipe, 10c .... 12 00 Standard, 5c ih... 676 © aper Pureka ...... 2 25 per Case ¢....5...\..- 2.60 Ger aan Mottiea | 345 5 5 7¢ Standard, 5c paper....6 24 Pibre ................ 2 40 oe a ee oo ae Black pena. is oz. .- 3 50 Standard, 10c paper .. 8 64 10 qt. Galvanized - 220 onan Mottled’ 10 ‘ 3 i0 Bob White, 5c ......-. 6 00 er a a: ome plug it 2 at Ses - 2 90 Garman Matiled oF ba 8 0k Brotherhood, 5c ...... 5 95 Seal N. ©. 1% Soran. % 14 qt. Galvanized . 2 10 eo , = rH : 4 21les, cakes ..6 00 Brotherhood, 10c .... 11 00 oe ae ey Tig 1 34 Ae Toothpicks Marseilles, 100 cks. 5ce 4 00 ilies ae pea 16 OZ. .. | "9 Three Feathers and ee 100 packages .. 2 43 Marseilles, 100 ck toil 4 00 arnival, 5c ....-...--- 5 7 eae . 995 Weal .....e cesses ee eee 85 Marseilles 1% box toil 2 10 Carnival, %4 0z. ..... 39 _ Pipe combination =p a Carnival ce 49 Tom & Jerry, 14 oz. .. 3 60 el Proctor & Gamble Co. inte Joh 39 Tom & Jerry, 7 oz. ... 1 80 Mouse, wood, 2 holes 22 : Cigar Clp’g Johnson 2 2 yw 2 oz. ..... 976 Mouse, wood, 4 holes 45 Old Master 6............ 33 Ten0xX 2.0.0... esse ee 3 00 Raa, 39 Tom & Jerry, o. See cone So ae | 5p Eeout Lane, 5c ..._.. 5 95 Mouse, wood, 6 holes 70 San Marto ............. _ ah 6 OZ. .......... 4 00 ar aay (hitnce 4 £9 ‘Trout Line, 10c .... 10 00 Mouse, tin, 5 holes .... 65 Pilot -...++..+-sseeseee . oe 10 0%. ......4.. 75 Continental Cubes, 10c 90 Turkish, Patrol, 2-9 5 76 ae 80 TEA Pe cease anes 2 Gorn Cake, 14 oz. 255 Tuxedo, 1 0Z. bags ie 48 Bak, Sprime -..-....-. 75 Royal Gacicn, % % Tradesman Co.’s Brand Corn Cake, 7 02. ‘fe Sa Naka tins .. 1 x ohn eee No 17.60 amd tip. oe). |. 40 Black Hawk, one box 2 50 ae aie 4 70 Tuxedo, 80c tins .. ... 7 45 18-in. Standard, No. 2 6 50 THE BOUR CO., ce hala nie ie 2 - cn Star. ce fol. «6 76 Twin Cake 10c _.... 96 16-in. Standard, No. 3 5 50 TOLEDO, oO. : yor ee ae Cuban Star. 16 oz pails 3 72 Union Leader, 50c .. 5 06 20-in. Cable, No. 1 .. 8 00 A. B. Wrisley Chips, 10c | 40 20 Union Leader 25c .... 2 25 18-in. Cable, No. 2 7 00 COFFEE : Good Cheer aon Dills Best, 12 oz. ... 79 Union Leader, 10c .. 11 60 16-in. Cable, No.3 .... 6 00 Roasted Apex Hams ........... Oca oa Dills Best, 314 oz "| (97 Union Weader, 5c .-.. 5 95 No. 1 Hibre ........ 10 25 . A : : Mpex Bacon {ose ee eae Dills Best. 160z...... 73 Union Workman, 1% 5 76 No. 2 Fibre .......... 9 25 Dwinnell-Wright Co.’s Bds anoy Lard .........0-- Soap Powders Dixie Kid, 5c ..---.-- soe coe Oe ase . 50 Bee eee Excelsior Hams ....... Snow Boy, 24s family Duke’s Mix. Sc ...... 5 o5 Uncle Sey 8 OZ. .... os Large Galvanized ... 5 75 B size 3 75 , ee ase Ue S. Marine, 5c .. Medium Galvanized .. 5 00 Excelsior ACOR .2:... Snomibor cose 07: ( Caee's fies be 5 78 Van Bibber, 2 af tin’ mel Goan 4 25 Silver Star Lard ..... Shey Boe eee ae Drum 5C ---.-------- 5 76 ey a 332. . Washboards i ier ser tard | Gold Dust, 24 large .. 4 50 BF. F. A. 4 oz. .......- 5 0s ee pee tee e » 94 Bronze Globe ......-- 2 50 Family Pork Gold Dust, 100 5¢ .... 4 00 HF Al 7 oz. ...).--- ibe Vee 5 oe tm oo eee |e i 75 ea eae cence es Kirkoline, 24 4M. .... 2 80 Mashion, 5c .......... 6 00 i ae 16 ae nab —. “= Double Acme ........ 3 7 Pat Back Pork |....-.- Pearline |. .... seecee 3 75 Fashion, 16 oz. ....-.. 5 28 wa te pine age gore 3 15 Prices quoted upon appli- ee — : 9 ive Bros., 5c ..--.-.. 5 76 ee eee ~, Double Peerless ...... 3 75 ee MbittS 1776 ....... Five Bros., 10c ....... 10 53 War Path, 8 02. Slee a . Single Peerless ...... 3 95 eation, Hammond, Standish Rossing 0 ee 3 50 Five cent cut Plug .. 29 woe ee i¢ pos res 40 Northern Queen ...... 3 = & Co., Detroit, Mich. aoe ae Sale se 3 70 mM 2 & 10c 23... 11 50 Cee, ee eee Cee 6 Double Duplex -..... - 3 Wisdom .22..5... Dee 6 OO Four Roses, 10c ...... 96 Way up. 24 0% wig) 41 Good Luck .......... 2 73 ae Full Dress, 1% oz... 72 ne Ree “*. oe Universal ........++-- 3 15 Soap Compounds ree aon, Bc ees 11 . Wild Fruit, 10c ae rl 52 Window Cleaners ve Johnson’s Fine ...... 5 10 oO : ee er r " ae 12 in... ee. 5 Johnson's OK... Gold Star, a pail .. 3 i? sac oo ioc oe . eS 14 a. oe 1 85 mT rena see rib-No- More i ; - Gail & Ax Navy, 5c 576 5 (a ib. dor i 6 i 2 30 Nine O'clock ........ 3 30 Growier, oC .......- 42 Yum Yum, 1 lb., doz. 4 =f : sea seca Wood Bowls ao ee _. TWINE 13 in. Butter |... 50 Scouring ee 5 76 Cotton, 8 ply -s.c---. 22 15 in Butter... :... 2 00 Enoch Morgan’s Sons napitg Ly apron Hs a ee (ottoon, 4 oly ..---...-- 22 17 ia. Butter (3.5.7.2. 3 15 White House. 2tb Spills, cross 1ote 9 50 (a6 OZ 66... 33 3 ls é 7 OM ol. Fe a Hand Made, 2% oz... _ 50 “Psi ae Reece . Re ea on Excelsior, Blend, 1!b Sapolio, half gro. lots 4 85 Jee aut ee ee 5 . ae ee bs hci, IE a 425 siceleipr, a bog a Sapo, single boxes 2 40 oney Dew. cs Ss Lops masa tay ges mae lip Tep, end, 11> ...-.-: apoio, hand ..:..... 2 40 Wool, 1 Ib. bales ...... 6 , Riumiing, oC ...-.-.---- 50 V , Royal Blend ...0.... Seeiae a Scourine Manufacturing Co ct oe | ---.e- 6 10 VINEGAR WRAPPING PAPER Royal High Grade 1.21132: Full line of fire and bur- scourine, 50 cakes pila 80 [ K 1 in pails ...... 32 White Wine, 40 grain 8% Common Straw ...... 2 Superior Blend .......c.ece glar proof safes kept in Scourine, 100 cakes .. 3 50 Just Suits, 5c ........ 6.00 White Wine, 80 grain 1114 Fibre Manila, white 3 : Just Suits, 10c ...... 11 88 White Wine, 100 grain 13 Fibre Manila, colored 4 ain ree S354: ce Oakland Vinegar & Pickle No. 1 Manila .......... 4 n iva: 7 0% ...... <7 "ee Manila . 25... . King Bint, 100 ...... 11 52 Peo leases ad . hoe ans Eo ee We Manufacture Kine Bird oc ...-.---. 5 76 Oakland Amie cider 18 Wax Butter, short e’nt 13 ia Turks, 5c .-...... 5 76 eee aa Wax Butter, full count 20 Little Giant, 1 Ib. .... 28 Lucky Strike, 1% oz. 94 Lucky Strike, 1% oz. 96 Le Redo, 3 oz. Le Redo. 8 & 16 oz. 38 Myrtle Navy, 10c_ ...11 52 Myrtie Navy, 5c ...... 5 76 Maryland Club, 5c ... 50 Mayflower, 5c ........ 5 76 Mayflower, 10c ...... 96 Mayflower, 20c ....... 1 92 Nigger Hair, 5c ...... 6 00 Nigger Hair, 10c ....10 70 Nigger Head, 5c ...... 5 40 Nigger Head, 10c ....10 56 moon Hour, 6c ...... 44 5c 1 Old Colony, 1-12 gro. 11 52 Old Mill, 5c 57 Old English Curve 1% wd 96 Oia Crop, be ..--.-.. 76 ig Crop, 2c ......-- a P. S., 8 oz. 30 ib. cs. 19 r. s., 3 oz., per gro. 5 70 Pat Hand, 1 oe ok... 63 Patterson Seal, 1% oz. 48 Patterson Seal, 3 oz. . 96 Patterson Seal, 16 oz. 5 00 Reerless, 6c .....-..... 5 76 Peerless, 10c cloth ....11 52 Peerless, . paper. 10 80 Peerless, 20c ........ 20 Peerless, 40c ....... Plaza, 2 gro. cs. Plow Boy, 5c Plow Boy, 10c Plow Boy, 14 oz. earn, i0c ..........- 19 Pride of Virginia, i? v7 Pilot Se .....---.- ns. 5 76 State Seal sugar .. al Oakland white pickling 10 Packages free. WICKING Wo. 0, per Bross ..-... 0 No. i, per eross .... 40 No. 2, per eross .... 60 No. 3 per gross .... 75 WOODENWARE Baskets BUShEIn ....-+----..-- 1 00 Bushels, wide band .. 1 15 Meret _. ness --see 40 Bolint, large ...-...- 8 50 Splint, medium ...... 3 00 Splint, small ........ 2 75 Willow, Clothes, large 8 25 Willow, Clothes. small 6 75 Wilow, Cothes, me’m 7 50 Butter Plates Ovals ¥y, lb., 250 in crate ...... 30 4% Ib., 250 in crate .... 30 41 ib., 250 im crate .... 35 2 Ib., 250 in crate .... 45 3 lb., 250 in crate .... 65 5 Ib. 250 in crate .... 85 Wire End Ib., 200 im crate .... Bb Ib., 250 in crate .... 45 ib, 250 in crate .... 65 Tb., 250 in crate .... 65 Churns Barrel, 5 gal., each .. 2 Barrel, 10 gal., each 2 Clothes Pins Round Head. CIW De Wax Butter, rolls .... 19 YEAST CAKE Magic, 3 doz. Sunlight, 3 doz. Sunlight, 1% doz. .... 50 Yeast Foam, E Yeast Foam, os Yeast Foam, 1% doz. 58 1 tb boxes, per gross 9 00 3 Tb. boxes, per gross 24 00 BAKING POWDER Royal Fy cok i] Bee 100 size .. 90 4% cans 1 35 6 oz. cans 1 $9 14M. cans 2 50 %Ib cans 3 75 1t cans 4 80 3tb cans 13 00 5Ib cans 21 50 Churches Schools Lodge Halls for the merits of our school furniture. and materials used and moderate prices, win. Public Seating Exclusively We furnish churches of all denominations, designing and building to harmonize with the general scheme—from the most elaborate carved furniture for the cathedral to the modest seating of a chapel. The fact that we have furnished a large majority of the city and district schools throughout the country. speaks volumes Excellence of design, construction 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 architectural 215 Wabash GRAND RAPIDS Ave. NEW YORK BOSTON CHICAGO, ILL. PHILADELPHIA etn etmT ner Cm re Tid hci « a June 4, 1913 MICHIGAN TRADESMAN BUSINESS-WANTS DEPARTM eo 63 NCR Aaa ite ii ae Mee o am att Mitte ke) mn AU KOR tae Mk cece Sit ms eam aa CM Wee Mo RU es Om Cate beat ls continuous insertion. No charge less than 25 cents. Cash must accompany all orders. SUSINESS CHANCES. For Sale—-Basement stock of crockery, china, shelf hardware, ete. A few hun- dred dollars will buy a good paying mer- cantile business with a well established trade. 3est location in the city. Free rent to the right party. For particulars write Hawley Dry Goods Co.. Alpena, Mich. 173 At Auction—No_ reserve. goods, furnishings and_ fixtures. In- ventorying about $5,000. Located De- troit’s best industrial suburb, Fairview. New brick store, favorable lease, Thurs- day, June 12, 2 p. m. | Imventory and stock ready for inspection after June 10. 2487 E. Jefferson Ave. Responsible par- ties can make terms. Particulars address T. J. Murphy, Auctioneer, 2487 E. Jeffer- ~ Stock dry For Sale—iWholesale and retail bakery in lively manufacturing town 11,000 pop- ulation. Horse, wagon, machinery and store fixtures. Rent $30, including store, shop, barn and eight atte rooms, with modern conveniences Good reason for Must be seen to be appreciated. s No. 171, care Tradesman. a2) For Sale Or Trade—For small farm or city improved, a nice clean stock of general merchandise, bazaar goods and fixtures 5000 to $3. 000. Adamson & Mc- Bain, ranac. Mich. 170 For Sale Or Exchange—For stock of merchandise, half section land, near good town in Southeastern Saskatchewan; no waste land. level and free from stones; fair buildings; about 240 acres in crop, mostly all summer fallowed last year; one-third of crop delivered in town ee out expense, goes with land at $35 per acre. Incumbrance $3,200. S. E. Oscé ur- son, White Rock, s. D. 169 For Sale—Good 10 ‘syrup “fountain, white onyx front, one new 10 gallon steel tank, one 10 gallon, copper. Very cheap and good. Address Roxo, care Tee 6 Hotel For Sale—Centrally located, up- to-date commercial hotel; 40 rooms, with cafe, completely furnished. with modern equipment; caters to first-class patronage and is making handsome profit; going West, cause of selling; price $5,500 $3,000 cash, balance easy terms. Address Hotel Mason, Birmingham, Ala. 166 For Sale—Best restaurant ‘proposition in Northern Michigan; everything new and up-to-date. Lease to suit buyer. Good reason for selling. Address G. A. Ww ard, Traverse City, Mich. 165 "For Sale—Clean stock shoes and gent’s furnishings. Write for particulars. J. L. Hopkins, Hebron, Ml. 164 Opportunity to lease in Kankakee, Hl. Mntire second and third floors of Court street building, size 42x90 feet, together with lobby on main floor, 9 feet wide and 32% feet deep, including electric passenger elevator and stairway. Also basement, size 25x65 feet. Heat furnished. Main floor is to be occupied by F.. W. Woolworth 5 and 10 cents store in July. A No. 1 location. Rent very reasonable. Kankakee is one of the best distributing points. Address Gelino Bros., Kankakee, Til. Io “For Sale—Only hotel and hack line in tow nof 1,200. Three depots. A money- maker. Have had this 13 years. Illness the reason for selling. Mrs. Martha Purkiss, Homer, Mich. 162 Wanted—Information regarding good store for sale. Send description. North- western Business Agency, Minn. For Sale—At _ a bargain, office railing and desks complete, with cashier’s and book-keeper’s window. Size of enclosure, 2 feet long by 7 feet wide Enquire Gr and Rapids HOY: | Goods Co. 175 For Rent—After June 1, store at 821 Division avenue, south, now occupied by the Boston Shoe Store. No. 1 location sag ares clothing or gent’s furnishings. S. Harris, 819 Division Ave., S., Grand Fagin Mich. : 158 For Sale At a . bargain, neat six room house, barn and wood nouse. Two lots 66 x 156, price $400 cash. Lots of work year around. Call on or address H. Wan- derer, , Jennings Mich. 152, 200 each note heads, ‘envelopes | and cards, all $1.75 or 1,000 of each for $7. Simply drop us a postal for free samples and we will do the rest. Typewriters, all makes, $10 and up. Rubber stamps, salesbooks, etc. Thos. T. Clark & a? Michigan City, Indiana. Winenesl 174 Hardware stock, $1,200, for sale to set- tle estate; brick store building. At a bargain. ‘Address Box 14, Malta ee Mo. Grocery and ice cream parlor, doing cash business. Will sell reasonable for eash. Reason for selling, too old to at- tend to business. Good location. 321 Kansas Ave., Kansas City, Kan. 146 -stock of its kind in town; For Sale—Complete restaurant in best town in Wyoming; good trade; $1,500 takes the outfit; part cash and part trade. Reasons for selling, retirement. First come first served. Don’t wait. You miss the best opportunity ever offered. Write Box 708, Sherid an, Wyoming. 147 For Sale—Excellent ‘general stock in one of Western Michigan’s best small Doing fine business. Expenses ddress 145, care Tradesman. 145 Department Store—For sale on ac- count of sickness; a fine department store in Eastern Kansas; invoice about $18,000; sales average $100 per day; a good clean stock and no buildings. Ad- dress ‘“‘J,’’ 420 West 10th St., Topeka, 144 Kansas. Collect your bad accounts by our sys- tem of form letters. Highly successful. Only $2. born St; Chicago. Li For Sale—At a bargain, four _ ‘drawer National cash register. J. Adler, Twin- ing, Mich. 1 For Sale-—One huckster wagon. Ad- dress Ww m. O'Neil, Steward, Ill. 141 I am settling up my husband’s estate and have staunchly built, medium sized launch for sale at sacrifice; new; fully equipped; Gray motor. Write me. Mrs. Sarah Hardy, Big Rapids, Mich. 140 For Sale—G rocery and ‘general ~ store. New and growing town on P. M. ,rail- road, Manistee county, Michigan. $6,500 for stock and buildings. Stock for cash and building on time if desired, or will rent building. Good established business. Groceries, dry goods, notions, shoes, cloth- ing, drugs, tobacco, flour, feed. Splendid opportunity for right man. Address R. O. Johnson, 1250 First National Bank Bldg., Chicago. 39 For Sale or Exchange—A second-hand drug outfit, 24 feet of patent medicine and 24 feet of tincture shelving and pre- scription case. Up-to-date soda fountain. EF. E. Holt, 121 Sweet St., Grand Rapids, Mich. : 1386 For Sale—Cheap, or exchange, jewelry outfit. $500 will buy $1,200 jeweler’s out- fit, a large jeweler’s safe, four, eight foot wall cases, two, eight foot floor eases, partitions with mirrors, railings with iron grill, the above in solid birch. EH. H. Holt, 121 Sweet St., Grand ea Mich. 134 For Sale or. Exchange—One new ‘pilot C acetylene generator, also gas lamps and fixtures, for store or residence. This outfit cost $240. Have no use for it. Will sell it for $125. &. EL Eolt, 121 ee St., Grand Rapids, Mich. New, up- -to-date 1913 Haywood a0 eanizing plant, complete; fully installed in good location; good stock of acces- sories; reasonable price if sold at once. Reason for selling, other business to look after. Good opportunity for right person. This will bear inspection. J. A. Stephens, 16 E. Lawrence St., Pontiac. Mich. nad We offer for sale, farms and business property in nearly all counties of Mich- igan and also in other states of the Union. We buy, seil and exchange farms for business property and invite your correspondence. J. E. Thom & Co., 7th Floor Kirby Bldg., Saginaw, Mich. 659 I pay cash for stocks or part stocks of merchandise. Must be cheap. H. Kaufer, Milwaukee, Wis. Merchants Please Take Notice! We have clients of grocery stocks, general stocks, dry goods stocks, hardware stocks, drug stocks. We have on our list also a few good farms to exchange for such stocks. Also city property. If you wish to sell or exchange your business write us. G. R. Business Exchange, 540 House- man Bldg., Grand Rapids, Mich. 859 For Sale—Clean stock of general mer- chandise, located in town 1,400 popula- tion, doing $25,000 annual business. Good reasons for selling. Address Box 205, Yale, Mich. 30 For Sale—Confectionery, ice cream, business lunch and bakery. Located op- posite union depot and boat landing, in town of 35,000 inhabitants on Lake Michigan. Have other business to at- tend to and will sell very reasonable. Sales average $50 per day. 75 per cent. transient trade. Address No. 941, care Tradesman. 941 $50 per week and up. How far up de- pends on you. Enormous sums are being made by Oxygenator Salesmen—one had made $21,500 in three years; another $6,000 in one year; another $4,500 in six months. Western Oxygenator Co., Be- atrice, Neb. 58 Dry goods, boot and shoe and furniture store; up-to-date stock; good paying busi- ness in a manufacturing town of 3,000; good surrounding country trade; only established 30 years; best of reasons for selling. Ad- dress. P. ©. Box 332, New Hartford, 123 Conn, Service System, 117 N. Dear- | For Sale—Drug stock in good live Cen- tral Michigan town, population 850. Ex- cellent business. Reason for selling, poor health. Address No. 117, care Tradesman. iT For Exchange—240 acres raw land, $30 acre. clear, near Roscommon, Michigan. A county seat and railroad town about 1.000 population. Want running stock merchandise. A. M. Kauffman, Lock- ridge, Iowa. i For Sale—Bakery in town of 2,000 pop- ulation. Doing good business. No com- petition. Must sell Call or write J. H. Portz, Buchanan, Mich. 113 For Sale—Stock of millinery and fancy goods. Stock will inventory about $3.000 and will sell for $2,000 cash. It is lo- cated in a Central Michigan town of 5,000 and is one of the best locations in town. Address No. 110, care Trades- man. 110 For Sale—$1,500 stock of shoes, repair shop in connection. Only repair shop in good live town of 300 inhabitants in Western Michigan. Address No. 96, care Mic higan Tradesman. 96 For Sale—A good live millinery store in town of 1,500 inhabitants. Located Western Michigan. Good reasons for sell- ing. Address No 97, care Michigan Tradesman. 97 For Sale—An ideal factory, suitable for furniture, automobile or piano manufac- turing, within one and a half hour of Detroit, Michigan, on the Grand Trunk and Pere Marquette railroads. Brick and heavy mill construction. Perfect sprinkler system and fully equipped with mill machinery. Nothing better in the country. For full particulars write to Hi J. H.. 26 Jewett Ave, Buffalo, N. ¥Y. ii Books and stationery for sale; good book store, well located in best town Western Colorado. Address Owner, R. Culyv er, Montrose, Colo. 88 If you wish to buy, sell or exchange any legitimate business of any kind, anywnere, consult our Business Chance Department. Its operation is national in scope and offers unexcelled services to the seller, as well as the buyer Advantageous ex- changes for other properties are often arranged. In writing, state fully your wants. The Varland System, Capital 814 Bank, St. Paul, Minn. 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, ete., all of which will be sold at a bargain. Apply to The I. Stephenson Co., Wells, Delta County, Michigan. 78 For Sale—Good clean stock general merchandise, located in best town 800 population in Central Michigan. Invoices about $4,000 Fine business, excellent farming country. Will sell at inventory. Deal with owner, no agents. aoa No. 907, care Tradesman. 907 Safes. ‘Opened—w. L. Slocum, safe ex- pert and locksmith. 97 Monroe Ave. Grand Rapids, Mich. 04 For fixtures, rugs, carpets, wallpaper and jewelry. Is equipped for undertaking business. Stock will inventory about $5,000. Enquire A. H. Blanchard, Shelby, Michigan. 02 General Store For Sale—Mainly dry goods. Write for particulars. Address Kuehl’s, Wanatah, Indiana. 105 To trade Arkansas, Oklahoma, Texas farms for merchandise or city property. Box 67 . Hatfield, Ark. 106 Get Our list of “Lands | and Business Chances”’ in Grand Traverse fruit belt of Michigan. If we sell your land or stock of merchandise, the entire cost will be but $25. Send for proposition. Pardee Business Exchange, Traverse City, ee 13 Furniture Business For Sale—Will in- voice at about $12,000. Located in Tur- lock, in the famous Turlock irrigation district. Over 175,000 acres in the dis- trict. Population 3,000. Growing every day. Good reasons for selling. Sales last year, $30,000. Address Box 217, Turlock, Cali. 20 Business Wanted—I am tooking for a good opening for cash; agents and spec- ulators need not answer; give full par- ticulars in first letter. Address M., Tradesman, Box 1261 Cherry waley: mi nois. Stores bought, sojd and a If you want to get in or out of business write me. I handle all kinds of business places and real estate. Frank P. Cleve- jane. 1261 Adams Express Bldg., entcert E & Will pay cash for stock of shoes and rubbers. Address M. J. O., care Trades- man. 221 A $15,000 stock of clothing, boots and shoes (all Hart, Schafner Marx clothing and Walk-Over shoes). An Al1_ stock. Will take $10,000 in Detroit improved. O. BF. Hyde Co., 303 Chamber of Com- merce. Detroit, Mich. 15 For Sale—Fully equipped and_ estab- lished corset shop in Louisville, Ky. A rare chance for one who can devote per- sonal attention to the business. Address Parisian Corset Store, Cincinnati, Ohio. toe For Sale—Large creamery, churns, rip- eners, pasteurizer, vats, 400 cans, gath- ering cans, 25 H. P. boiler, 30x60 building with engine room addition, good dairy country, must be sold. Cost $7,000, will take $1,500. Crego Realty Co., Mt. Pleas- ant, Mich. 156 For Sale—Principally groceries, some dry goods, ete. Modern resort and farm- ing town. Place to gain your good health and enjoy yourself. Stock $1,500 to $2,000. Good trade. Fresh stock. Oth- er business. Address 155, care Trades- man. 155 For Sale—Double brick block. The clothing and furnishing store is stocked with about $8,000. The dry goods store is ready for stock. Shelvings, fixtures, everything needed. Business established 27 years. Always prosperous. Reason for selling, wish to retire. Address A. J. Wilhelm, Traverse City, Mich. 130 For Sale—Middleby portable oven, 10x12 outside, with fixtures, all new. Will in- clude restaurant and cafe. Doing excel- lent business in one of the best towns in Northern Missouri. About 900 popula- tion. Selling on account of other busi- ness. Address Box 181, Chula, Mo. 4929 HELP WANTED. Wanted—Subscription solicitors who have had actual experience in securing subscribers for trade journals. State ex- perience, length of time employed and names of former employers. Address No. 897. care Michigan Tradesman. 897 Wanted—Clerk for general store. Must be sober and industrious and have some previous experience. References required. Address Store, care Tradesman. 242 AUCTIONEERS. Auction Sale—EXxpert services guaran- teed closing out or reducing stocks of merchandise. For dates and information write to Henry Noring, Auctioneer, Reeds- burg, Wis. 1i5 APPLE BARRELS PRICES REASONABLE STANDARD SIZE BEST QUALITY 35c Each Delivered Within a radius of 100 miles of Grand Rapids in carlots only. Place Orders Early to insure Prompt Delivery. Both Phones . GRAND RAPIDS COOPERAGE COMPANY 56 Front Ave., S. W. Business Wagons 12 styles carried in stock-12 $ 47.00 to $140.00 SHERWOOD HALL CO., Ltd. 30-32 Ionia Ave., N. W., Grand Rapids Sena SRA REL OE ATSC SNINGA RO SL REIS ORTRB ES 64 FIXED PRICES, Their Status Not Fuliy Settled By Sanatogen Decision. Once more the legality of fixed prices has been “settled.” At least that is what the newspapers all say in announcing the decision of the Su- preme Court of the United States in the “Sanatogen’’ case and loud has been the joy in the price cutter in proclaiming his victory. But in the grocery trade. those who have most persistently studied the lawsuits and decisions touching the question of fixed prices, there is still much doubt as to just how completely the latest decision actually settled the vital principle of a fixed price, especially when _ the fixing is done in strict legal form and for certain well established legal ends. For instance, it is believed in the grocery trade that the legal basis on which a price is “fixed” is the con- trolling factor in these decisions, and in none of the chief decisions on the issue has this basis been free from complicating circumstances. The grocery trade still looks with much interest toward the outcome of the Kellogg case, which rests on what are contended to be quite different issues from those involved in any of the former decisions. It is true that one phase of the Kellogg case rests on the rights under the patent law— the manufacturer sought to maintain his price through the sale of his goods in a patented container—but the phase of that case in which the grocery trade finds most interest is that which affects the so- called “Pacific Coast plan.” Another is that which has to do with the rights among vf a manufacturer to protect his es- . tablished trade mark by resale prices enforced by himself and his ordinary legal recourse in the form of damage suits. In the O’Donnell-Bauer case, just settled. the whole trend of the court’s decision has to do with the right conferred under a patent, while in many of the fixed price plans the patent is not the controlling influence at all. Rather the manufacturers de- pend on their rights under the prac- tice of the courts along the line of handling unfair competition and the exercise of the contractual right. For instance, even in this case, the court, in discussing the passage of ti- tle by sale of a commodity to the jobber, and drawing the parallel from the “mimeograph’ case, refers to the distinction between titles when it says: “While the title was transferred it was a qualified title.’ The “Pacific Coast” plan clearly sets up a “quali- fied title.’ the legal consideration being not only the money-price but the assent to resell at the = stated price. The jobber sells the goods to the retailer with the contract at- tached to them as a seal of the outer case, which cannot be broken without making a tacit assent to abide by the terms of the agreement. Manufactur- ers using this sticker claim that the compliance with its terms is as much “a part of the consideration of sale” (as stated on the sticker in terms) as the payment of the final cent of the money-price. In other words, they would argue that title did not fully MICHIGAN TRADESMAN pass until the reselling part of the consideration was complied with. Whether this is good law or not remains yet to be settled. It is not at all dependent on any right con- ferred by a patent or copyright; nor is it conspirary among producers, nor the ordinary form of “agreement.” None of the decisions yet rendered on resale prices has fully met the doubts and uncertainties of the grocery trade. It is somewhat interesting to note that while the court may be construed as having reversed itself, as contrasted with the “mimeograph” case, a study of the personnel of the divided court vote does not disclose this to be the fact. The “mimeograph” case was settled in favor of the manufacturer by a vote of 4 to 3 and the decision on the ‘“Sanatogen” case was against the manufacturer by a vote of 5 to 4. But it is significant that the four in either case are the same, and in both cases there were justices not voting. No dissenting opinion has yet been made public in this last case, but it will be awaited with interest in the case grocery trade. The trade is not anxious to throttle competition, as is claimed in most of these cases, but rather to protect it- self against the operations of certain trade factors who, though they may be within their rights, exercise them for the general destruction of legiti- mate trade profits. Manufacturers contend that profits are essential to the free movement of distribution and that more restraint of trade really arises from the “piratical’ work of price-cutters, who discourage the gen- eral handling of products, than there ever could be from the slight re- straint involved in letting a manufac- turer set his own price and assume the risk of his product competing with similar products instead of leaving it to his distributors to settle among themselves. It was this logic which actuated the minority in a similar case when Jus- tice Holmes expressed it as follows: “T cannot believe that in the long run the public will profit by this court permitting knaves to cut reasonable prices for some ulterior purpose of their own and thus impair, if not de- stroy, the production and sale vf ar- ticles which it is assumed to be de- sirable that the public should be able to get.” Congressman Oldfield, of Arkansas, in an interview a few days ago, is quoted as having said that “hereto- fore the manufacturers of patented articles have been holding the retailer by the throat and forcing him to sell their products at a _ fixed price.” Doubiless the figurative language is applicable, but it is a matter of some surprise that the victim of the “holdup by the throat” has been a most willing kind of victim. Every large mercantile organization of representative character in the country has firmly declared its belief in the fixed price plan and their reso- lutions have been couched in no un- certain words. The National Retail Grocers have maintained an energetic committee for the purpose of urging manufacturers to fix their prices until a few days ago, when they put the committee out of business for fear of pes HER RRNA CH eR ent AN A A EAE TE CAE RT EE I EN EE LIE ENOL LENE LOL LLORES ENS 23 MORO TET PET the Government’s sleuths and a Sher- man law prosecution. Retailers once supposed they had a right to agree on price among themselves. but since the .development of conspiracy logic made that illegal they have relied on the manufacturers to exercise his right and do it for them. They showed their friendliness to manufac- turers who would. But now the right of manufacturers to fix prices is chal- lenged. Judged from the trade standpoint, the retailer may have a right to sell at any price he chooses, but experi- ence has shown him that such right usually is exercised to the general damage of the rest of the trade. Probably the retailers who want to cut prices are an infinitesimal pro- portion of the whole and the grocer will contend that when these few ex- ercise their privileges to the general ruin of trade, they should be re- strained, just as firmly as other dis- turbers of the peace and tranquility of the community are. It is this feel- ing which makes attacks on fixed prices unpopular with merchants— grocers especially. BUSINESS CHANCES. For Sale—Book,. stationery and art store. Good all the year round trade; no competition; business doubled in the last three years; big summer business; have other interests that demand my attention; strictest investigation invited. Address Chas. Umsted, South Haven, eee For Sale—Lease, stock and fixtures, either collectively or separately. Room, 35x100; fifty feet more can be added if wanted. Located on principal street in South Bend. Suitable for low price dry goods, furnishings, cloaks and milli- nery. Low rent. Lease expires 1922. Present occupied as a cloak store only. Address S. Grossman, South Bend, oe June 4, 1913 For Sale $15,000 stock of Dry Goods, Rugs. and Ready-to-wear in grow- ing city of 5,000 population in Northern Michigan. Sales last year about $50.000, Good oppor- tunity for right man. Address No. 450 care Michigan Tradesman. NOKARBO MOTOR OIL “THAT GOOD OIL” Is the highest grade OIL at a moderate cost. It is the Best Oil for the high grade car and the Best Oil for the cheapest car. It is the one Oil that can be used successfully on all Auto- mobiles operated by Gasoline or Electricity, It will not Char or Carbonize. It is always uniform in quality. Refined by special process from the highest grade of Pennsylvania Crude Oil only. The Best Oil for Electric Vehicles. Manufactured by The Great Western Oil Co. Both Phones 2893, Grand Rapids, Mich- Grocery Price Current CRACKERS Fig Cakes Asstd. .... 12 Label 10c size ..... 1 00 National Biscuit Company Frosted Creams ...... 814 -icsersieal ica . : 4 Brands Frosted Ginger Cookies 8% Premium Sodas ...... 1 00 Butter Fruit Lunch Iced .... 10 clers i rer y Boxes Ginger Gems Plain .... 8% aratoga Blakes ..... Excelsior Butters ..... 8 Social Tea Biscuit .... 1 00 Ginger Gems Iced .... 9% S. S. Butter Crackers 1 50 NBC Square Butters ..6% Graham Crackers .... 8 Dacca Biscuit ...... AO Seymour Round ...... 6% i ily .. needa Ginger Wafer 1 1 Ginger Snaps Family 8% Vanilla Wafers ..... 1 00 Soda Ginger Snaps NBC Water Thin Biscuit .. 1 00 NBC Sodas .......... 6% Round ....-.---++-+- Zu Zu Ginger Snaps .. 50 Premium Sodas ...... 1% Household Cookies ....8 Zwieback ...........- 1 00 Select Sodas .......... 8% Ege ge ae Iced a e Other Package Goods B ippodrome Bar ..... arnum’s Animals .. ee eee ree - Honey Jumbles ...... 12 Chocolate Tokens .... 2 50 Saltines .........+.... 13 Pies. 8% Butter Crackers NBC Jubilee Mixed ....... 10 Family Package .. 2 50 Oyster ne Lady Fingers Sponge ..30 Soda Crackers NBC NBC Picnic Oysters .. 64% Leap Year Jumbles .. 18 Family Package .... 2 50 Gem Oysters ...... ..e- 6% Lemon Biscuit Square 8% Pritt) Cake. °...-.... 3 00 Shell <.-0..5....2..5.. 2% ee ee In Special Tin Packages J gence oe oe gue ene Daee Slee ae © Pa 8% Festino ...........--- 2 50 ‘ ns and boxeS jrarshmallow Cfe. Ck. 13 Nabisco 25c ........-. 3 50 Animals .......-- poo. 20 Marshmallow Walnuts 18 Nabisco 10c ......... 1 00 Atlantics Also Asstd. . 12 Medora -.......-....-.. 8 cae In bulk waar vena He ee NBC Honey Caies we 12 Paes... 1 50 Bonnie Doon Cookies. .10 Oatmeal Crackers .... 8 ‘Bent’s Water Crackers 1 40 Bonnie Lassies ...... 10 Orange Gems .......- 8% i Penny Assorted ....... 8% IFLAVORING EXTRACTS Brittle Fingers ..... - 10 Peanut Gace ig Cameo Biscuit Choc. Pineapple Cakes ..... 16 Jennings D C Brand (CANS) ..eeeeeeeeee ° Raisin Gems ....... oo ae Terpeneless Extract Lemon Cameo Biscuit hea. Reveres Asstd. ....... 15 No. 1 F box, per doz. 75 (cans) 25 Spiced Ginger Cakes ..9 No. 2 F box, per doz. 90 oe ee Spiced Ginger Cakes No. 4 F Box, per doz. 1 75 Cartwheels Asstd. .... 8% te ea 10 No. 3 Taper, per doz. 1 75 Cecelia Biscuit ...... 16 Sugar eens 2 oz. Flat, F M per dz. 1 50 Chocolate Bar (cans) 18 Sugar Crimp Chocolate Drops ...... 17 Chocolate Drop Cen- Sultana Fruit Biscuit 16 Triumph Cakes ....... 16 Vanilla Wafers .. Jennings D C Brand Extract Mexican Vanilla No. 1 F Box, per doz. 90 INo. 2 F Box, per doz. 1 25 soe ae ee Choc. Rosettes (cans) 20 neteee , . 2 oz. Flat F M per dz. 2 00 one Taffy Bar .- ee * $1°06 AXLE GREASE Cocoanut Drops ...... 12 eee iit eee : : Frazer’s Cocoanut Macaroons .. 18 Cocnut Honey Fingers 12 Coent Honey Jumbles 12 Coffee Cakes Iced ... Eventide Fingers .... 16 Family Cookies .....-. 8% Ginger Snaps Cheese Sandwich Chocolate Wafers ... 1 00 Excelsior ae cao e 00 12 Fig Newton .......--- 1 00 Five O’ Clock Tea Bsct. 1 00 NB 1 00 Graham Crackers Red . 1.00 lb. wood boxes, 4 doz. 3 00 1tb tin boxes, 3 doz. 2 35 3141) tin ~oxes, 2 doz. 4 25 10%. pails, per doz. .. 6 00 15Ib. pails, per doz. .. 7 20 25rb. pails, per doz. ..12 00 Bsc eee eee ~] a 00 35 00 20 00 mA a & bw Ww ‘Ina Class by Itself’’ Pam) PES cet OSEAN A Made in Eight Sizes G. J. Johnson Cigar Co. Makers Grand Rapids, Mich. Manufactured Under Sanitary Conditions se, “e write % an fs a8 _ULY WHITE _ THE FLOUR § _. THE BEST a I AR pt I