EIR CSE VN 6 Z S i\ Yy = SS Sy (oa ANY aE GN iy oak Ce Orn SS aG ‘i EY 2 ENO) CG CF x ig A et AN @ . N\ )\ \/ AN! alee ft Ee Ee Nx JAN \ w, 4 Tar pry oy OAS NGG, A ees fo “Ar i Co nH = 3 CAC RS ECB EN) O(a CaO mi NC ee 4s ae 77, e f NE CALS ORE \ | GND COMES SS) ay] OY (Cen pee VE LI i AON VONS ZL iy YZ t SHES Sian Uey WZ yr. SIRS ANS MEZA \ a= y/ xe i a os q 2 i vi uA TOR BS ra (Och 7-5 (KON 2 —_ 4 Wy YAS) Gey N FZ ) EA, WY 5 Z DWV Ge PTE HM Z > L, y 7] & S hg iE ely) Y 77a = SS WWMM Order from your Jobber at o whom order is to be filled. SS BUFFALO, N. Y., January 2, 1914. DEAL NO. 1402. elas: i) Ratton 71g BOSTON-CHICA My dear Mr. Grocer: Just you reflect a little, and recall what an IMPOR- TANT part COFFEE plays in the scheme of living. From the “dinner pail’’ to the “after-dinner’’ it is just as much a NECESSITY as breathing. All of which means that it is a good idea—a MIGHTY good idea—to ‘‘husfle’’ COFFEE, Try ‘‘WHITE HOUSE”? for a good example. Distributed at Wholesale by Judson Grocer Co., Grand Rapids, Mich. SNOW BOY FREE! For a limited time and subject to withdrawal without advance notice, we offer SNOW BOY WASHING POWDER 24s FAMILY SIZE through the jobber—to Retail Grocers 25 boxes @ $3.60—5 boxes FREE 10 boxes @ 3.60—2 boxes FREE 5 boxes (2 3.65—1 box FREE 2% boxes @ 3.75—%box: FREE F. O. B. Buffalo: Freight prepaid to your R. R. Station in lots not less than 5 boxes. All Orders at above prices must be for immediate delivery. s This inducement is for NEW ORDERS ONLY-subject to withdrawal without notice. nce or send your order to us giving name of Jobber through Yours very truly, Lautz Bros. & Co. dN a 4 = & ¥ ecnsee IO, Wg eile sun ashi fe Ca Wo CN SN S 5 Laat ADESMAN Thirty-First Year SPECIAL FEATURES. Page 2. Upper Peninsula. Fundamentally Sound. . News of the Business World. 5. Grocery and Produce Market. . The Home Town of Governor Ferris. 9 PY . Editorial. . Bermuda the Beautiful. 10. Financial. 12. Dry Goods. 14. Detroit Detonations. 16. The City Beautiful. 18. Hardware. 20. Butter, Eggs and Provisions. 22. Woman’s World. 23. Side Lines. 24. Made in Grand Rapids. 26. Forty Days in Japan. 28. Show Card Writing. 30. Behind the Counter. 32. The Meat Market. 33. Men of Mark. 34. Clothing. 35. More Uniform Rates. 36. Shoes. 39. The Golden State. 40. The Commercial Traveler. 42. Drugs. 43. Drug Price Current. 44. Grocery Price Current. 46. Special Price Current. 47. Business Wants. There is a great deal of valuable suggestion for retail grocers in the article published elsewhere in this week’s paper from the pen of Mr. Martindale. Specialty tea men will not like his idea, but the advice of a grocer as successful as Mr. Mar- tindale cannot be ignored. Tea oc- cupies a very different position from that of coffee. Coffee is establish- ed as a great while our tea consumption is strange- ly light as compared with other na- tions. Coffee would be difficult to expand—except in the direction of some specialized type or brand— while tea is susceptible to wide ex- pansion by educational methods. Mr. Martindale contends that gro- American beverage, -cers are not familiar with connois- seur’s discriminating appreciation of tea distinctions and that if they would study that question and then induce their customers to do the same, tea might be brought into better demand. Possibly higher grades of coffee might be similarly expanded by the introduction of the connoisseur’s taste, but coffee in the abstract is al- ready used in virtually every home, camp and eating house and lunch counter. Again, Mr. Martindale points out to the retailer a field where he can be- come his own master rather than the “slot machine” of some packer. Tea is tea and the branded tea specialties are only careful selections of brands which can be duplicated in bulk by aany grocer who will qualify himself to make as prudent and discriminat- ing selection as a packer of the spe- cialty. It is true, the specialty has “salability” in it because of its ad- vertising, but there is no denying that the average retailer with the con- fidence of his customers can sell pret- ty nearly whatever he chooses if he can deliver the quality. After all, the only thing which makes branded goods sell is the uniform quality and GRAND RAPIDS, WEDNESDAY, MAY 6, 1914 flavor and assurance that is represent- ed in the label. It might be prudent for retail grocers to heed Mr. Mar- tindale’s advice. > + REASONS FOR AND AGAINST. It is difficult to recall a more un- satisfactory business situation than now exists in the Central West, and especially in Michigan. Pessimistic reports predominate, and oniy a few lines claim sales are up to last year. It is the hardest situation to ana- lyze that financiers and business men have been confronted with in vears. There is no snap to trade and lead- ing interests appear more desirous of protecting what they have than of ex- tending operations. But the present disposition to go slow is expected to help in creating a good business in the future, after all the vexatious questions that now confront business interests, with the resultant unset- tled confidence, are removed. Then it is expected that there will be a rapid revival of trade in all lines. Some people are disposed to look upon the prospective large crop of winter wheat and the Mexican situa- tion as influences that will bring about a revival of business inside a few months. But aside from that, they see nothing in the present out- look to create brisk buying, and look for the hand-to-mouth pelicy to con- tinue. On the whole, this is regarded as a healthy condition under existing circumstances, for it is gradually us- ing up supplies in hands of distribu- tors and consumers, which in time will bring them into the market as buyers on a larger scale. When the turning point is reached, and the feel- ing becomes general that we are on the road to better things, it is hard to see what can stand in the way of a strong and positive revival. But we have not reached that point yet. Last Thursday was Raisin Day. Did you know it? Did you eat any more raisins than you would have otherwise? Did the grocers sell any more? And is the great California raisin industry any better off by rea- son of its spasm of publicity and noise and stuffing the trade with raisins. Not so you'd notice it, say the grocers who have been _ inter- viewed in this market. In fact, they didn’t know much about it. Jobbers report that they had no_ sudden awakening of a desire to stock rais- ins on the part of their retail cus- tomers, and retailers say that people can not be forced to eat raisins on one appointed day more than on any other. As a rule, no one knew much about the great day. 2.2. —_—_—_ Nearly all men are too lazy even to think for themselves. Thinking is hard work, BUYING THROUGH THE MAILS. A forcible illustration of the trou- ble which may easily come through this method has just come to the ob- servation of the writer. A farmer whose wife is an expert in the cld way of buttermaking invested this year in a separator. He had an ci- fer of one of the standard makes, with full instructions for running 1f, by a local dealer, but the cheap ad- vertising house lured him. Her2 was a way, the man figured, to save al- most half in the cost of the machine. Why not take advantage of it? With the help of a neighbor famil- iar with another kind of machine, it was duly installed and for a time all seemingly went well. But at the end of two or three weeks it had balked absolutely, both cream and milk com- ing out at the same spout, just as they went in, the owner declared. The neighbor was finally summon- ed after a struggle of three or four days, each bringing the dairyman farther from his goal. This neighbor discovered that there was no wrench furnished to open the bottom part and readily divined that the main machinery was completely with accumulated milk and refuse separated by former operations. The owner did not know that this part of the machine was intended to open, and thus the germ collector had not been molested, although his wiie dis- covered that some milk went into that part of the machine, and her good ideas of buttermaking had led her to wonder why this would not in time make trouble. Perhaps no typhoid germs had yet been scattered where they would breed danger. Certainly there was ereat danger; and her reputation as a butter maker may have been mar- red. The local dealer would have saved the danger, the mortification, the bother, the loss. And but for the timely interference of the neighbor, more milk might have been’ tun through the machine and polluted in the fruitless effort to make the thing go. In buying any goods it pays to “know how” to use soon clogged buy also the them properly. —_2++>—__—__ Paid to Ride on Her Own Road. Grand Rapids, May 5.—I read with much pleasure the account of the or- ganization and construction of the first street railway in Grand Rapids in the Tradesman of April 15. It re- minded me of a circumstance in con- nection with the early history of the enterprise that I think would be of interest to the many theusand read- ers of the Tradesman. The road at that time was owned by Mrs. Samuel Medbury, of Detroit, her local representative being Mr. Geo. W. Thayer. The equipment of the road at that time consisted of one street car and one horse. The pay- roll carried the name of one man, who was driver, conductor, hostler Number 1598 and superintendent. Mrs. Medbury came to the city to inspect her rail- road and boarded the car at the old D. & M. depot on East Leonard street. When the conductor, etc., asked her to pay her fare she refus- ed, saying she owned the road. The conductor did not know her and in- sisted that she contribute a nickel to the treasury of the institution. She indignantly refused, whereupon he stopped the car and deliberately put her off. She thereupon walked with her grips to the office of Mr. Thayer and insisted that the man be discarg- ed instantly. Mr. Thayer refused to grant the request. He told her very plainly that the man was right; that if he gave in in this case he might be victimized many times in the fu ture by people claiming they owned the road and that the only safe way for him was to follow orders and col- lect 5 cents from everyone who rode on the car. The result was that the conductor kept his job and Mrs. Med- bury meekly and grudgingly produc- ed a nickel whenever she had occa- sion to use the line thereafter. Eugene E. Winsor. General Fellows holds that the displaying of the Stars and Attorney Stripes in any manner for advertising purposes is unlawful in Michigan. This opinion is a wholesome one. It is to be hoped that the prohibition will become general. —_+-.____ P. C. Peterson has purchased the stationery and sporting goods stock of C. & H. Holmberg, at 457 Bridge Street. Mr. ployed as a salesman by the Grand Rapids Stationery Co. and also by the W. B. Jarvis Co. Peterson has been em- William Wortz succeeds Edward Boughner in the grocery business at 356 West Fulton street. Wortz form- erly owned this stand, out about a year ago. having sold ——~>~2-~2 W. H. Priest has retired from the Grand Rapids Produce Co. in the grocery line at 742 Wealthy street and Edward Farrell is now the sole proprietor. —_>+>—____ D. H. Monier, formerly of Monier Bros., shoe dealers at 703 Division avenue, south, is engaging in the res- taurant business. The Triplex Manufacturing Co., formerly located in the Raniville building, has removed to LaPorte, Indiana, a J. Bouma succeeds Berend Sikkema in the grocery business at the corner of Kalamazoo avenue and Hall street. ——_>-.-—>—_—_ Alex Burniewicz has purchased the photograph studio of Stanislaw Kar- powisz, at 535 Stocking avenue. ——--- William H. Taylor has opened a fruit and produce stand on Wealthy street, near Division avenue. ———_+ +> ___ What the wisest of us say is of far less importance than what we leave unsaid, MICHIGAN TRADESMAN May 6, 1914 UPPER PENINSULA. Recent News From the Cloverland of Michigan. Sault Ste. Marie, May 4.—Mr. Thompson, proprietor of the Rose- dale Creamery, at Rosedale, was a business visitor in the city this week. Mr. Thompson expects that the creamery will be in operation again about May 10. Mr. Thompson has taken in a partner this year by the name of A. Bryan, who is an expert butter maker irom Canada, where they know how to make good butter, and a good season is looked for. This will mean much to the residents of Rosedale, who now can depend on the creamery and have an outlet for their cream. Life is not so short there is not al- ways time enough for courtesy. The citizens of the Canadian Soo are jubilant over the Board of Trade securing a new industry. The new concern is capitalized at $1,000,000 and will employ about 100 men. It required much work on the part of the Board of Trade and _ seemed somewhat slow action, but on account of finally being successful, great credit is given the members of the Board of Trade for the able manner in which they handled the deal. Ross, of Toronto, who has been here in the interests of his newly organiz- ed company for some days, states that they will locate near the steel plant. The new industry will be the manufacturing of forged steel car wheels. It will work in connection with the steel plant, where much steel will be utilized by the new con- cern. The capacity of the company will be about 3,000 wheels per day as soon as the factory gets under way, which will require about 200 ton of steel per day. This is the only con- cern of its kind in Canada. Opera- tions are to begin during September. According to the newspapers here everybody in the Canadian Soo drinks Soo Falls Beer. The Steamer Juniata, belonging to John F. Moloney, has started on her regular run, making daily trips each morning to Oak Ridge park, a few miles down the river. This resort was very popular last season and we are informed that Mr. Moloney has made many improvements and con- templates still further improvements, so as to make the resort more popu- lar than ever. With the splendid boat connections it is an ideal place to spend the day fishing, besides the de- lightful drive down the river. H. W. Kaufman, connected with the Chicago Mill & Lumber Co., op- erating at Woolworth, is spending a few days in the city in the inter- ests of his company. Frank Stevenson, for the past year chief clerk in the grocery store of A. Harper, on Easterday avenue, has tendered his resignation and accept- ed a similar position with the Central Grocer Co. on Ashmun street. Mr. Stevenson is one of our bright young men and very popular, strictly tem- perate and should be a trade winner. Thomas A. Hoterave, for a num- ber of years leading merchant at Stalwart, has sold out his interests there and moved to the Soo. Mr. Forgrave has leased his large farm at Stalwart. His many friends at Stal- wart regret his departure and wish him success in his new field. Mr. For- grave has not as yet decided what he will do here. It might be well to the protect the beavers also, according to report from H. Blondeau, a Flat Rock farm- er near Escanaba, who awoke a few morning ago to find his newly erect- ed barn floating around in his front vard and almost had to get a row- boat in order to milk his cows and is now looking for a gasoline boat to finish up his plowing. The beavers built a dam at the upper end of his farm, which when completed, looked like the Panama. It was necessary for Mr. Blondeau to purchase a li- cense, at an additional expense of $10, so that he could kill the beavers and save his property. He is going to dynamite the new dam and sell the pelts in order to pay for the dam- age. If this does not prove satis- factory he will have to change his vocation and anticipates planting water lilies and fish instead of pota- toes next year. It has been somewhat expensive business for the Soo line and the county to run down the robbers who have been doing so much saluting on the Soo Line for the past few weeks. The bills up to the present time amount to over $200, as filed with the County Clerk. It cost over $200 to get blood hounds on the trails, so that it was an expensive job, even though the bandits are captured. The report has been received here that a number of Marquette owners of vacant land have agreed to give the residents an opportunity to work out the potato patch idea by offering their land to the public for gardening purposes. The land owners’ made their offer to the Marquette Com- mercial Club. This will help some- what to curtail the cost of high liv- ing and is a good idea and we hope that the idea will be picked up in many other places where the land is going to waste which could be used to good advantage. Shallow men believe in luck. Strong men believe in cause and effect. Herbert Fletcher, the popular As- sistant Cashier of the Soo Savings Bank, and Mrs. Fletcher were pleas- antly surprised last week at their home, when a number of their friends called and sprung a surprise party on them before they left on their trip. They have planned an extensive tour throughout the United States and had everything ready for the trip but an auto, and this was the surprise sprung on them by their many friends, who presented them with a fine auto (not a ford). It was just what they need- ed to make their trip complete and will be greatly appreciated on their journey. This is the first vacation Mr. Fletcher has had for a number of years and the much-needed rest will be appreciated. Copper country business men_ to the number of about 100 are plan- ning a booster excursion to Iron River and preparations are being made for the biggest effort to adver- tise Houghton county and Cloverland that has ever been made. Secretary George L. Price, of the Copper Coun- try Commercial Club, is in charge of the arrangements. The object of the trip will be to bring about a better feeling between the business men of Houghton and other counties. A report has been received from iron River, that FF. DD Sullivan, of Ashland, promoter of the Iron River, Stambaugh and Crystal Falls Street Railway Company, is ar- ranging to begin work on the street railway proposition. The work of laying the rails will be started early next month and the line finished as soon as possible. If nothing unfore- seen happens if is expected that the cars will be running from Palatka into Iron River by July 15. A. E. Cullis, general manager for the Soo Woolen Mills, has again been appointed to serve on the Board of Public Works. Mr. Cullis is one of our leading citizens, and a cleaner cut man would be hard to find. The Board is to be congratulated upon having secured the services of Mr. Cullis. E. S. Taylor, one of Pickford’s hus- tling business men, has his auto in commission again for the season and is making semi-weekly trips to the Soo. He reports the roads getting in better condition and says that business is opening up very fair around Pickford this spring and he looks for a successful season. In your conduct and conversation never swerve from your honest con- victions. Wheatley Bros., hustling grocers here, have added to their stock a sup- ply of automobiles, and from the way the sales have increased it must be very gratifying to the energetic con- cern. The last report showed within one as much as that of John Roe, the popular butcher next door, who has for the past two years been making sales in the auto department. It is surprising to see how the auto busi- ness is handled. You can now get them in meat markets, grocery stores and occasionally in drug stores, but there are still a few people walking with all these conveniences. Wim. Armstrong, one of our esteem- ed grocers here, also alderman of the Second ward, who was picked out as a victim for a recall—one of the first that we have any record of in the State—showed his strength by the popular vote of the Second ward, in which he made good by ninety-eight votes, which certainly was a _ satis- factory showing. This will probably have the effect of discouraging any further recalls that may hereafter be contemplated. The Pittsburg Steamship Company boats have started out for the sea- son and it is expected that by May 10 the entire fleet will be in commis- sion. It was sad news to the citizens of the Soo to learn of the fate of the Steamer Noble, which locked through here last Saturday night. The wreck- age was found off Park Point, where it is believed that the officers and entire crew, numbering twenty per- sons, are dead. The life savers were unable to launch a boat because of the high seas. Much of the wreck- age has been picked up by other ves- sels and an effort is being made to locate her. She went down in the same place where the Steamer Ma- taafa went down five or six years ago, which belonged to the Pittsburg Steamship Company fleet. Great anxiety is also felt for the other five vessels which was headed this way on account of their being overdue here now. Talking about farming, reminds us that Russell Norton, in giving in his opinion, states that the best way to keep the boys on the farm is to keep the girls there. Russell ought to know. M. Yalomstein & Co., the hustling proprietors of the Hub, who have been in business for the past six years on Ashmun street, have out- erown their present quarters and have let the contract for the erection of a large two-story brick building across from Prenzlauer Bros. store on Ashmun street, which promises to be the handsomest block in the city. The front will be of white tile, the first of this material to be used for this purpose in the Upper Peninsula. It will have a distinctive entrance, for instead of the customary angles, the doorway will be square, the front show windows. forming an “L” on each side. In addition to its white front the new Hub will boast of perfect daylight, the upper portions of both front and back being of prism glass, making it the best lighted store in the city. The third lock is rapidly nearing completion. Edward Bros. have start- ed the work of removing the dam above the entrance to the third lock. Water is now down to the upper gate of the new lock basis. M. N. Hunt, contractor, has also started the con- struction work on the buildings in connection with the lock. It is ex- pected to have everything completed long before navigation closes this season. Jos. France, our leading dec- orating house, has contracted for the painting and decorating of the power house and engine rooms and it is needless to say that, when complet- ed, the third lock will be a credit to the Nation. The Joint Commission meets here this week and will probably render a decision to the application of the power company on both sides of the river to construct remedial works in the rapids. Postmaster Scott received a tele- gram last Thursday announcing the death of his younger brother, Elliott Scott, at Spokane, Washington. Chas. Werling, formerly manager of Armour & Co. here, but now of Minneapolis, paid his Soo friends a visit last week. This was Charles’ first visit since he left here two years ago. He is now with the American Slicing Machine Co., of Minneapolis, introducing a device for the use of the meat shops and grocers whereby the high cost of living is reduced to small pieces and the retailer afforded a chance to get rich as well. Charles has long ago learned the art of sell- ing, which he finds a great asset in his present location. His jovial dis- position and cheerful oratory are bringing him far greater returns than being on the hog, as he was while in the pork business. Robert Waener, who has made his home in Kansas for the past two years, returned to his first love and is back comfortably situated with his family here. Mr. Wagner contemp- lates re-opening the Royal restaurant where he will be at home to his many friends. Felix has a record of being the star ragtime piano. player of Cloverland and his many friends wish him the best of success in his new venture. Wm. Kirkbride was a city visitor this week, calling for a load of meats to take care of his large camp order business. Mr. Kirkbride is supply- ing the camp territory around Raber with beef this summer. This keeps an extra team in operation and adds considerable to Mr. Kirkbride’s reve- nue. Dan McDonald, mine host at Ra- ber, was a city caller last week. Dan came in his auto and reports the roads none too good yet. C, E. Moher, formerly in the gro- cery business here, has left for the Canadian Northwest, where he is go- ing to try his luck, and his friends here wish him success and hope that he will find something profitable. The many friends of Walter Fletch- er, who for a number of years was one of our most successful grocers here, retiring about two years ago to take up farming, are sorry to learn that he had the misfortune of losing his home which was destroyed by fire last week and a total loss. Mr. and Mrs. N. L. Field, of Rud- yard, have returned from Florida where they spent the winter. Mr. Field is proprietor of the leading store at Rudyard and his many friends are pleased to see him again. . P. Connolly, proprietor of the Connolly Harness Manufacturing Co., left last week for Hopkins, Minn., where he was called by the death of his father, Wm. P. Connolly. Con- nolly has the sympathy of his many friends here. The Canadian Soo has the largest paper mills in the world. Harold Johnson, general manager of the H. C. Johnson, Co., of Kree- tan, Drummond Island, was a busi- ness visitor in the city last week. A competent man cannot be held down or an incompetent one held up. C. Albon, for the past few years running the Albon meat market, sold out last week to W. J. Farr and ex- pects to devote his time bringing in calves from the country. Mr. Farr is an experienced butcher, having serv- ed a number of years with John H. Roe, the leading butcher here, and comes well recommended and _ his friends here wish him every success in his new venture. Wm. G. Tapert. ——_—_- + -—___ No Pleasing Some People. Customer—Here, you’ve kept me waiting a long time, and this piece of bacon is short weight! Shopkeeper—First you grumble about the long wait; then you grum- ble about the long wait. You can’t please some people, May 6, 1914 FUNDAMENTALLY SOUND. Calm Confidence in Ultimate Recov- ery in Business. Written for the Tradesman. Taking into consideration the num- ber of disturbing factors which have influenced business conditions for more than twelve months, the pres- ent situation is much better than could have been predicted a short time ago. No sooner had the near- oriental muddle been cleared up than business was faced with the prospect of civil war in the British Isles, the cloud not yet having been fully dis- sipated. Added to these factors which influ- ence the money market and the course of our securities both at home and abroad come the tariff agitation and legislation, quickly followed by the currency bill, all of this accompanied by the internal troubles of our South- ern neighbor. In spite of all disconcerting condi- tions and prospects business has proved fundamentally sound, and throughout this period of uncertainty and unrest which in other times would have precipitated a panic, a calm confidence as to the favorable outcome of affairs predominated in the handling of the immense volume of business of our country. When it is taken into sideration that like the hang- army of an- con; ets'on of a vast cient times labor troubles have been dipped in here and there in an en- deavor to still further destroy confi- dence, the present situation is encour- MICHIGAN TRADESMAN aging. Happily these conditions have been localized and like all movements lacking integrity as a basis have fin- ally fallen by the wayside, although normal conditions have not yet re- turned. Excellent crop conditions through- out the Middle West, West and Northwest are beacons of hope for the future and give promise of still further steadying and solidifying an optimistic business sentiment. The settlement of the strike in the copper country will make for better conditions in the market of that most important product and in the securi- ties of the copper mining companies. Throughout the Middle West col- lections are reported fair, business sentiment is healthful and there seems to be no reason why 1914 should not score as good if not a better record for both volume and prices than that furnished by 1913. It is the concensus. of among a large number of business oninion interests canvassed including bankers, investment bankers, manufacturers and wholesalers that now the ad- ministration has indicated a definite policy with regard to the situation in Mexico there will be felt an imme- diate acceleration of buying in all classes because of that announcement and the elimination of uncertainty. Public utility companies are still reporting steady increase of normal proportions and statistics in this field of endeavor show that the growth of the companies is commensurate with the communities they serve, and it is confidently expected by those who To Make Steady Customers— Sell know what they are talking about that the great mass of companies will show an average increase in gross earnings for 1914 of at least from 12 to 14 per cent. That the liquidation which has been going on in labor has been advantage- ous is proven by the fact that while the active working force of some of the larger railroads was decreased fully 50 per cent, the shops and de- partments were still working to up- ward of 75 per cent. of total efficiency, showing conclusively that those who still held their jobs were those who knew how to work and who wanted to work, and it is expected that this liquidation of useless labor will be carried still further to the great bene- fit of the corporations involved and without doing injustice to those who are willing to do an honest day’s work for an honest day's pay. Current bank clearings, always good indications of business, show rather fine increases and the financial situation when analyzed that there is less expansion of busi- ness on borrowed capital sometime in the past, an Paul —__2--+___ Hot and Cold Water Coffee. It is somewhat strange that cold indicates than for excellent sign of prosperity. Leake. water extracts from coffee the same weight of materials as boiling water ‘but it must be admitted that the former infusion is somewhat less palatable than the latter. Chemically, however, there is little difference be- tween them, and we may presume that physiologically a cold water ex- 3 tract of coffee will be much the same as a hot water infusion, leaving out aesthetic although these, of course, are exceedingly im- portant from all dietetic aspects. It is probable that cold water fails to extract certain oily which contribute higher in cold t in hot water. considerations, bodies or fats han And not only is caffeine extracted from coffee equally well by cold and hot water, but this is true of the mineral salts and of the pe- culiar acid known as, caffetannic acid, the acid which tannin of tea. corresponds to the In regard to the proportion of ma- terial cold water, coffee shows an entirely different resuit to soluble in about 25 per cent. of its weight to tea, inasmuch as while coffee yields cold water (an amount which is not increased when hot water is used), tea yields only 12 per cent, of its weight to cold water, which is in- creased to 25 per cent. when the in- fusion is made with hot water. Again, cold water extracts from tea only 17.5 per cent. of its total caffeine, while from coffee it extracts the whole. Similarly, cold water extracts from tea £3 per cent. of its total tannin, while coffee under the same treat- ment yields practically the whole of its caffetannic acid. ———~+-.___. Put Him Out. She—And would you really put yourself out for my sake? Caller—Indeed I would. She—Well, then, I'll have to ask It’s awfully late. you to do it. Dandelion Brand Butter Color Tell the dairy men that buy goods from you that Dandelion Brand will make their butter sell for a higher price. , know that golden butter brings the highest price. We guarantee that Dandelion Brand Butter Color is PURELY VEGETABLE and that it meets the FULL REQUIREMENTS OF ALL FOOD LAWS, STATE AND NATIONAL. You sell butter so you a) C74 = (ms WELLS & RICHARDSON CO. I BURLINGTON, VERMONT | Manufacturers of Dandelion Brand Butter Color cme | uF A’ MICHIGAN TRADESMAN May 6, 1914 ———— BUSINESS ‘WOR t,t al rl = WA UCU as FR Mutt ea iu ne aes Site - eg AN = — S&S —F Ze Pg SRE <7 SK Movements of Merchants. Lapeer—Samuel Rosenberg, deal- Sparta—Louis Meng has in the coal business. Kalka Elmer F. Johnson has opened up a machine shop. Pewamo—C. I. Richmond has en- eaged in the auto repairing business. Weidman—George W. Middles- store engaged worth has opened a_ general here. Petoskey—Henry Glenn succeeds George Beach in the grocery busi- ness, Fennville—Mann & Co. have op- ened a store im the lane building. Ishpeming—Mrs. restaurant in the grocery Carlson has op- ened a Voelker building. Wetzell—Cochran ceed Mrs. Lanterman in trade here. Cadillac—Laney & Paquette ceed Geo. A. Laughlin in the taurant business. Coopersville—Mrs. C. H. McDaniel succeeds Mrs. Hendershot in the millinery business. Manistee—Miss Lillian Slingerland has opened a confectionery store at 111 Washington street. Munising—Spero Lafkas succeeds Ilans Hanson in the restaurant busi- ness on Maple street. Muskegon—Hottinga & Hoffman have recently engaged in the grocery and produce business. Alto—M. Nagelkirk has recently purchased of Fred D. Vos the rupt stock of A. Nichols. Portland—Walter Earle has en- gaged in the meat business under the style of the Central Market. Allegan—Willard Johnson has sold his grocery stock to Charles Gibson, who will continue the business. Detroit—The capital stock of the Schaefer Sales Corporation has been increased from $15,000 to $30,000. Yale—Elmer Hollenback, produce died at his home May 1, fol- & Dennis. suc- general suc- Tes- bank- dealer, lowing an illness of several months. Tonia. S. Clark will carry on the jewelry business formerly con- ducted by his brother, now deceased. Cadillac—Mrs. M. J. Present, form- erly connected with S. Present & Co., will carry on the business in her own name. Muskegon—John H. Priggooris, James Raufas and A. Hromepools have opened up the Chicago Billiard Parlors. Houghton—Fire damaged the Wil- liam Orenstein fur and souvenir stock to the extent of about $2,000 April 28. Portland Blanchard Bros. carry on the furniture, carpet and undertaking business of their father, deceased. will er in hides and junk, hospital, SIX years. Grand Haven—Chas. H. Tryon and son have engaged in the tin and metal business under the style of the Chas. Tryon Co. Lakeview—John J. Bale Macomber produce died at Harper Detroit, May 1, aged thirty- succeeds & Bale in the lumber and business, in which he has been a partner for years. Tonia—The Cut Rate Clothing Co. is closing out its stock and will ship its fixtures to Detroit, where it will conduct a similar business. Zeeland—Peter J. Smits & C. Dyk- well have engaged in business under the style of Smits & Dykwell. They will handle musical instruments. Marquette ceeds Mrs. taurant S. Katsicopoulos E. Limpert in the res- business at the corner of Front street and Baraga avenue. Quincy—I. L. Bishop, who has conducted a hardware store here for the past twenty-one years, died at his home April 29, aged 62 years. Kalkaska—F. J. Boyd has sold his bakery to Peter Hodges and George Wright, suc- who have formed a copart- nership and will continue the busi- ness. Allegan—C. H. Gibson succeeds Alex W. Johnson in the grocery busi- ness which he will conduct under the style of the North Side Store. Grocery Wilder general merchandise has been sold to Comfort R. Chase and Miss Ida Chase, who will continue the business. Lake Odessa—O. A. Lapo, former- ly engaged in the hardware business, has purchased the J. W. Griffin & Son grocery stock and will continue the business. Mt. Pleasant—Morrison & Dains have sold their clothing stock to J. Dowagiac—The stock of George P. D. Keller, recently of Saginaw, who will continue the business at the same location. Springport—Charles Huntley has purchased the Fred L. Munson stock of drugs and will continue the busi- ness, retaining Mr. Munson as regis- tered pharmacist. Marquette — Mrs. Augusta Law- rence, who has conducted a millinery store here for the past fifteen years, died at St. Luke's hospital April 28, aged forty-nine years. Battle Creek—The Dobbins Hard- ware Co. has been merged into a stock company under the style of the Dobbins-Petrie Furnace Co., with an authorized capital stock of $4,000, which has been subscribed and $2,000 paid in in cash. Bay City—The Valley Ice & Fuel Co. has incorporated with an author- ized capital stock of $150,000, of which $88,000 has been ‘subscribed and paid in in property. Gladwin—Wright & Burton are building an addition, 36x60, two stories, to their store building and will add lines of dry goods and shoes to their stock of produce. Gladstone—A. LaBar has sold his interest in the LaBar & Neville drug stock to N. L. Neveaux and the business will be continued under the style of Neville & Neveaux. Otsego—The Marcia V. Hall Co. has sold its stock of shoes and wom- en’s furnishing goods to R. J. Pow- er, who will consolidate it with his stock of general merchandise. Cadillac—James Kerr, ducted a grocery store on Granite street, died at Mercy Hospital, fol- lowing an illness of about three weeks, aged seventy-five years. Ovid—I. J. Miller has purchased the interest of his partner, Frank Schafer, in the Schafer & Miller hard- ware stock and will continue the business under his own name. Lansing—Herman Kyes has chased the interest of William Ark- sey in the Kyes & Arksey stock of second-hand goods and will continue the business under his own name. Detroit—Walter D. Gale, dealer in electrical supplies has incorporated under the same- style, with an auth- orized capital stock of $6,000, all of which has been subscribed and paid in in cash. Leaton—E. J. Gover, who has conducted a general store here for nearly thirty years, has sold his stock to S. L. Denno, recently of Remus, who will continue the business at the same location. Marquette — William Fassbender, who has conducted a meat market here for the past twenty-five years, has sold his stock and fixtures to N. R. Bernard, who continue the business at the location on Baraga avenue. Northport—The B & B drug store and the Northport Pharmacy, owned by P. Hl. Zalsman and H. W. Zals- man, have been sold to R. E. Mer- veau, of Traverse City, who will com_ bine the two stores under the name of the Northport Pharmacy. The purchaser will assume possession June 1. Adrian—F. W. Willett & Co., deal- er in musical instruments, has merged its business into a stock company under the style of the Willett-Cal- houn Piano Co., with an authorized capital stock of $3,000, of which $2,100 has been subscribed, $150 be ing paid in in cash and $1,950 in property. Hart—Geo. R. Bates, who had long been engaged in the hardware and implement business here, died recent_ ly as the result of Bright’s disease. The business will be continued under the management of George Hutchin- son and Ford Lamont, who have so long been connected with the estab- lishment. > Detroit—E. J. Hickey, the well- known Woodward avenue shoe mer- chant, has been appointed chairman of the Board of Commerce Retail who con- pur- will same Merchants’ Bureau. Mr. Hickey took a prominent part in the campaign for Saturday night closing of the down town stores, a’ campaign which was highly successful. The Retailers’ Bureau is composed of 160 Detroit's leading retail dealers, including a large number of shoe merchants. Hudson—The old building adjoin- ing the McNulty grocery store was erected in 1849 by Clark R. Beach. It was intended for a shoe store and was used for this purpose for many years. For the last thirty or forty years it has housed many different lines of business, including salcon, grocery, repair shop, old furniture, etc. Clark R. Beach was for years a Hudson merchant. He now has a son living in Boston and engaged in the wholesale shoe trade. Harbor Springs—Benjamin Segal, who had been engaged in the dry goods business here twenty-four years» went to his store last Wednesday morning as usual about 7 o'clock, but soon after entering began to feel suffiocated and went to the telephone and called his wife, telling her that he felt badly and asked her to call a doctor and to come to him. This Mrs. Segal did at once. Two doctors hastened to the store and Mrs. Segal and daughter, Gertrude, reached there in the shortest possible time, but Mr. Segal was beyond all medical aid and away within a few seconds. Mr. Segal had been in poor health for some time but had always been able to attend to his business and his sudden death came as a terrible passed shock to his family. The remains were taken Thursday to Traverse City, where funeral services were held and the remains interred in the family lot by the side of six children who had preceded the father. Manufacturing Matters. Detroit—The Wagner Baking Co. has increased its capital stock from $308,300 to $350,000. Imlay City—Burglars entered the Charles Kipp bakery and restaurant and escaped with $40. Detroit—The Cable Draper Baking Co. has increased its capital stock from $50,000 to $150,000. Kalamazoo—The_ Riverside dry Co. has increased its stock from $10,000 to $50,000. Dighton—Fire destroyed the Jones & Green flooring plant April 20, en- tailing a loss of about $35,000. Detroit—The Palm Vacuum Clean- er Co. has increased its capitaliza- tion from $150,000 to $200,000. Mulliken—The Mulliken Co-Oper- ative Creamery Co., recently organ- ized, has been incorporated with a capital stock of $2,500. Detroit—The Olson-Adams Manu- facturing Co., manufacturer of auto parts and accessories, has changed its name to The Olson Mfg. Co. Detroit—The Graphite Lubricator Co. has been organized with an auth- orized capital stock of $1,000, which has been subscribed and $250 paid in in cash. Bronson—L. P. Hansen has leased his creamery to Mr. Covell, recently of Kalamazoo, who will continue the business under the style of the Bron- son Creamery. Foun- capital inate sitieiniaimmnioes se HOSTS piney OT Sa Reechcam IEE ea EES “Siriaas a cents Ms May 6, 1914 MICHIGAN TRADESMAN Ut: OCLiC (ere: (CERY > PRODUCE MAR (— = — g my, Tibor gyyitl Review of the Granp Rapids Produce Market. Apples—The market is active, Green” ings and Baldwins are strong at $.@ 6 per bbl. Northern Spys and Jona- thans, $6@6.25. Asparagus—$1 per doz. bunches. Bananas—Prices have again declin- ed—this time to $2.50 per 100 Ibs. This reduces the bunch price to $1.25 @1.%5. Butter—Factory creamery has ad- vanced ic per lb., being now quoted at 26c in tubs and 27c in prints. Al- though there is a considerable sur- plus of last year’s butter still in stor- age which must be sold at a heavy loss, yet there seems to be a disposi- tion on the part of storers to hold the market at present level, and it is prob- able that it will not go any lower dur- ing the June storage period. It is, however, a little early to form con- clusions as yet. Local dealers pay 1%c for No. 1 dairy and 13c for pack- ing stock. Cabbage—2c per Ib. for new stock from Texas. Carrots—75c per bu. Celery—75c per bunch or $3.25 per crate for Florida. Cocoanuts—$4.25 per sack contain- ing 100, Cucumbers—$1.50 per dozen. Eggs—Local buyers continue to pay 17%c for all offerings of fresh in good condition. It seems _ evident that the market has been established for the season, at least tentatively, and unless foreign arrivals come in rather plentifully, it is probable that present prices will hold during the storage period. We beg to repeat that in our opinion present prices are entirely too high considering the sit- uation as regards possibility of for- eign importations, and a word of cau- tion to those who are putting eggs into storage this year will not be out of place. Grape Fruit—The market is steady at $4@4.50 per box. Green Onions—15c per doz. for Illi- nois; 12c for home grown. Honey—18c per 1b. for white clov- er and 16c for dark. Lemons—California and Verdellis, $4 for choice and $4.50 for fancy. Lettuce—Eastern head, $2.25 per bu.; hot house leaf is steady at 10c per lb. Nuts—Almonds, 18c per lb.; butter- nuts, $1 per bu.; filberts, 15c per Ib.; pecans, 15c per lb.; walnuts, 19c for Grenoble and California; 17c for Na- bles; $1 per bu. for Michigan. Onions—$1.75 for home grown red and yellow; Texas Burmudas are now in complete possession of the market, moving freely on the basis of $2 per crate for yellow and $2.50 for white. Oranges—Floridas command $2.50 (@3, according to quality. Californias are in large supply at $3@3.50. Peppers—4Green, 65c per small bas- ket. Pineapples—Cubans are in fair de- mand and supply on the basis of $2.50 per crate. Potatoes—Country buyers are pay- ing 45@50c; local dealers get 65@70c. The market is fairly steady. Pop Corn—#1.75 per bu. for ear; 5e per lb. for shelled. Poultry—Local dealers now offer 14@1414c for fowls; 10c for old roost- ers; 9c for geese; 14c for ducks; 14@ 16c for No. 1 turkeys and 12c for old toms. These prices are live weight. Dressed are 2c a pound more than live. Radishes—25c per doz. Strawberries—Shipments of Louisi- ana berries to this market have con- tinued in generous quantities through the week, and as a result, prices are maintained at a level of $2 per crate of 24 pints. The demand for berries has been very good. Orders from country points have been very steady. Sweet Potatoes—Delawares in bu. hampers, $1.40. Tomatoes—$4.25 per 6 basket crate of Floridas. Veal—Buyers pay 6@12c according to quality. The Grocery Market. Sugar—The market is stronger and higher, the New York refiners hav- ing advanced their quotations on granulated to 3.95c, which automat- ically advances Michigan granulated to a 3.85c basis. The advance is due —in part, at least—to a higher range of values in raws. Tea—The Market continues firm in all lines, with a scarcity of high grades. Reports are not yet in of the opening Japan market for the new crop, but it is not expected to be much higher than last year, although some advance is looked for. The con- stantly increasing production of In- dias and Ceylons will be apt to hold other markets near present prices. The prospect of a war tax seems to be subsiding. Japan package siftings are very scarce and prices’ for the little renfaining in importers’ hands are being held at firm prices. The Indias now coming in are of rather poor and undesirable quality, although prices are held firmly. Javas are fully 3c higher than a year ago. Coffee—Speculation is dead, and there appears to be no Moses in sight to lead the bulls out of the wilder- ness. The trade has learned its les- son from the bitter experience of last year, and is content to stick to Iegiti- mate business, only trading as a hedg- ing proposition against actual coffee. Wall Street has never forgotten the Sully boom, when it was taken into camp, to say nothing of the Lewisohn episode, and fails to enthuse over cof- fee, no matter how great the decline. Sooner or later, of course, there must be some change, and this is ex- pected to come in connection with crop reports which will unsettle the situation both in the actual and option markets. Some say facetiously that the frost cables have already been written and filed to be ferwarded next summer to confiding New York. It is a fair inference that the market will have its usual scare, but in the interim continued heavy primary re- ceipts and poor demand incidental to trade depression may have a drag- ging effect on values. Canned Goods—The market on to- matoes is not especially strong and stocks can be bought from second hands at a shade under the first hands market. The season is rapidly going forward and there would not appear to be any chance of any higher prices. The available supply in the hands of ‘holders of all grades is entirely prob- lematical, but it is reasonably certain that there are more than enough to- matoes to go around and unless the demand improves there will very like- ly be a carry-over. Corn and peas are unchanged on last week’s basis and quiet. Apples are still high. California canned goods show no change for the week and the usual seasonable demand. Small Eastern staple canned goods are’ unchanged on last week’s basis, string beans be- ing pretty nearly cleaned up. Canned Fish—Salmon is dull at un- changed prices. Domestic and im- ported sardines are both where they were a week ago, the domestic fish- ing season being still disappointing. Dried Fruits—Peaches and_=apri- cots are both quiet at unchanged prices, peaches being in small de- mand, in spite of the very attractive prices. Raisins unchanged and dull. A handler of raisins, in position to know, expressed the opinion during the week that the sales of seeded rai- sins during the season had been prob- ably not more than 50 per cent. of the normal quantity on account of the antagonistic attitude taken by the trade to the present methods of han- dling California raisins. Currants and other dried fruits are dull and un- changed. Prunes on spot show no change for the week and light de- mand. Future prunes are about on last week’s basis; demand fair. Rice—Business is quiet, but there was no weakness. reported in the trade. In fact, Japans continue firm, reflecting the situation in the South, where the supply is closely held. The movement of both Honduras and foreign is quiet, the importations of the latter having spread to other sec- tions. With the South so high in its ideas, however, the foreign rice is comparatively attractive and will con- tinue to take a large proportion of the available trade. Depite the re- ports of the farmers’ combine, it is believed in local rice circles that the acreage this year will show little re- duction. Molasses—The movement is better than usual at this time of the year. Cool weather has stimulated the con- sumption of grocery grades, and dis- tributors have been compelled to take out supplies on contracts. is quiet and steady. Blackstrap Cheese—Receipts of new stock are increasing, and the demand is keep- ing pace with the receipts. Present high, fresh quotations are comparatively and considering the fact that made cheese is now what is known as “hay” quality it is probable that the market will not go much lower when we begin to get grass. - The comparatively high price of cheese has turned milk from other channels into cheese, and we understand that some of the large condensed milk op- erators are making cheese at some of their condensories. The cheese sit- uation is somewhat mixed as well as the butter and egg situation and cau- tion is advisable. Syrup—Opening prices on new ma- ple syrup will probably firmer. There was a shortage of syrup in the Ohio producing districts and, as a re sult, the demand for Vermont syrup and sugar will be exceptionally heavy. Pickles—Earlier in the year com- plaints salters over the reluctance of farm- were made by picklers and ers to contract for cucumbers, crop 1914, but lately more favorable re- One of the operators at Chicago is quoted as stating that his acreage is ports are being made. principal above the average, that he put in a lot of hard work to get the farmers interested and felt discouraged at one time, but during the past three weeks contracting has been easier and a sat- isfactory number of acres has been signed up. Provisions—There has been heavy liquidation in provisions all week and sharp declines resulted. This noticeable in lard and pork. Cash demand has been disappointing and stocks of product are larger than expected. Salt Fish—There is a light demand for Norway mackerel, which are about the only good mackeral on the have has been particularly Prices are very high and are stronely held, although they probably can go much higher. Cod, hake and haddock are unchanged and quiet. market. —_—_» +2 The annual meeting of the Michigan Wholesale Grocers’ Association will be held in this city next Thursday. There are thirty-five members of the Association and it is expected that the attendance from other markets will be from forty to forty-five The meeting will be held at the Pantlind Hotel, convening at 9:30 a. m. tine business will be conducted, an- nual reports will be received and act- ed upon and election of officers will take place. At 1 o'clock the local wholesale grocers will give their guests a complimentary luncheon at the Country Club, after which inspir- ing addresses will be made by Roger W. Butterfield and Lee M. Hutchins. Mr. Hutchins will talk on Credits. — A. O. Nelson, formerly an employe of the Hart Mirror Plate Co., is now Rou- engaged in the general store -business at Inglewood, Cali. } MICHIGAN TRADESMAN May 6, 1914 Advantage of Outside Displays For Grocers. Written for the Tradesman. “A grocer’s store front is one of his best assets,” said the Old Gro- cer, “and he ought to make the most of it, “Do outside displays pay? In my experience they certainly do. From the very beginning of fine weather un- til the return of cold in the fall, an outside display of goods will attract customers who otherwise would never patronize us. The large store with a double front may not need to utilize outside space; but for the small store its use is almost vital. : “Of course cleanliness is always to be considered. The display of food- stuffs is in most cases inadvisable, but there are many lines of canned goods, package goods, soaps and _ the line which work well into outside displays and, if properly looked after, suffer no detriment whatever from shown in front. being “For display purposes. tables or shelves the full length of the win- dow, and about eighteen inches wide, can be used handily. They should be of such height that the outside dis- play will not interfere with the win- dow display proper. Seasonable goods can thus be shown to good advantage. For instance, in the spring months a good housecleaning display can be put on. “Price cards, liberally used, will help to attract attention and sell the goods. The color of the tickets can be varied from time to time; every little change in display will add some- thing to its pulling power and will help immensely to keep it alive, so to speak. The arrangement should be given attention quite as careful as is given to the window display itself. “It is a good thing to get ott the display early in the morning; and don’t forget to bring it in at night. I’ve made it a practice to delegate the work of looking after this part of my display to a certain clerk each month. The boys take turns, while one of them looks after the display, another is more or less busy study- ing up lines to feature for the com- ing month. It isn’t good policy in my experience to assign the work in hit and miss fashion, telling one clerk to bring the stuff in and another to take it out, and having no definite arrange- ment. What’s everybody’s business is nobody’s business, I find—that is, nobody's business except the proprie- tor’s. I like to save a bit of time now and then for planning, and get a broader outlook on business. “As it is, the outside display re- quires very little extra work; and that work is done by the boys just at the time when there is little else to keep them busy. The displays are changed frequently; in fact, besides pushing seasonable lines, I find them very useful for moving out slow selling stuff, which otherwise is in danger of becoming shop worn and deteriorat- ing. Every now and then, in spite of all precautions, I run into some line that refuses to sell. I just put the stuff outside—perhaps marked down a bit—and by nightfall the Py amount is usually decreased at least a little. : “The display is a great deal more effective where the store front itself is kept in good condition, bright and clean. A dirty store front rather spoils an outside display. “Another outside feature that I’ve found helpful is a bulletin board. I’ve used a two-sided blackboard, quoting prices on leaders for each day. If there’s something new just in or something old that I want to hustle out, I gave it a line on the bulletin board. Now and then I mis-spell the name of something. It makes me grin to see the wise ones come in and buy three for a quarter and triumphantly inform me that what I had spelled ‘tomatos’ should be spelt ‘tomatoes.’ Those little errors sometimes save me chalk, and always bring me busi- ness. “Like the outside display, the bul- letin board is a good.thing, to my way of thinking. Anyway, I’ve found my store front my best advertise- ment. As a rule, nowadays a mer- chant pays a pretty good price for his store front—his location—and it’s up to him to turn every inch of it into William E. Park. money.” — +22 —_—_ What Some Michigan Cities Are Doing. Written for the Tradesman. Ann Arbor has granted permis- sion for the erection of an abattoir on Summit street. The first concern to be secured for St. Joseph through it Development Co, is the Denton Furniture Factory, which will occupy the Williams Bros. building. The factory starts with ten hands. Negaunee will observe a homecom- ing celebration June 29 to July 4. Hudson will have free mail deliv- ery, two carriers beginning their rounds May 20. Muskegon has opened a campaign of education intended to show every citizen that metered water will save him money. The contract has been let for build- ing a new Science Hall at the Uni- versity of Michigan, Ann Arbor, at a cost of $375,000. The poultry department at the Michigan School for the Deaf, Flint, is being enlarged, and the institution expects to produce eggs enough for its own consumption at least. The Anchor Salt Works, at Luding- ton, are being enlarged. Ten new grainers are nearly completed and the plant with its five wells on the north side and three at Butterville will turn out about 5,000 barrels per day. The plant now employs 160 men and this number will be increased. Kalamazoo’s new city lighting plant is operating 525 new arc lights in the residence district and a 234 pole ornamental system in the busi- ness district, which is about double the old service rendered. Reports also indicate that the operating cost has not increased. An active building year is promised at Allegan, the operations starting with a $10,000 library and with an additional story on the Grange store. The Cloverland Association of Commercial Club Secretaries will meet in Marquette May 15 to com- plete plans for a booster trip to Chi- cago the last of July. The Grand Trunk is spending over $30,000 in renewing its car ferry slips at Grand Haven. The new electric line from Sagi- naw to Bay City opened for business May 1. The Michigan Free Employment Bureau at Kalamazoo makes this re- port: “Very few men are out of work at present here and there is a real shortage of women workers.” Tron River has adopted a system of garbage collection. Stuff must be kept in closed cans and cans emp- tied and cleaned at least twiceja week. Marquette has framed a curfew or- dinance, one provision of which places the responsibility on parents, who must not permit their children to be on the streets after 9:30 p. m., under penalty of fine or jail sentence. Work on the first unit of-a big fac- tory at Niles for the Auto Tractor Co. will start soon. All gambling devices have been or- dered out of Marquette. The Jackson Chamber of Com- merce, with 250 members, has started a campaign to boost the membership to 500. Almond Griffen. a New Source of Radium. A most important deposit of urani- ium and pitchblende, from which rad- ium is extracted, has been found on the German side of the Erzgebirge, a range of mountains between Sax- ony and Bohemia. Apparently the deposit is an extension of the one on the Bohemian side which has hitherto been one of the principal sources of supply. The find has created great interest on account of the enormous demand in the treatment of cancer. German cities and states have placed orders for uranium and radium amounting to $625,000. ——_»- 2. —_—_ The New Company Not in Bank- ruptcy. Grand Rapids, May 5.—In your is- sue of April 29 we notice that the old Bel-Car-Mo Nut Butter Co.’s affairs have finally been adjusted. However, as we are Operating under the same name as these people did we have received many telephone calls rela- tive to this matter and it is the gen- eral impression that it is we that are in bankruptcy and not the old concern, We would appreciate it, if you would be so kind as to mention in this week’s issue that it is the affairs of the old concern being straightened out and not ours, for the benefit of the people who are misinformed. Bel-Car-Mo Nut Butter Co. ——__» 32 »——___ Butter, Eggs, Poultry, Beans and Potatoes at Buffalo. Buffalo, May 6—Creamery butter, fresh, 23@26c; dairy, 18@22c; poor to good, all kinds, 12@18c. Cheese — New fancy, 14%4@15c; choice 1314@14c; poor to common, 6 (@12c; fancy old, 18c; choice, 17@ N7eoC. | Eges—Choice, fresh, 20@21c. Poultry (live)—Turkeys, 16@18c; cox 12@13c; fowls, 17@18c; ducks, 18 (@20c. 3eans—Marrow, $33.35; medium, $2.25(M2.35; pea, $2.10@2.15: white kid- ney, $3@3.25; red, $3@3.25. Potatoes—78@80c per bu. Rea & Witzig. End of Fred Hanifan’s Rooster. Owosso, May 4.—Saturday was an unsually interesting day for Owosso traveling men. About fifty good fel- lows rolled into town to Sunday at home. In the forenoon quite a good sized delegation called on Fred Hani- fan to inspect his new hencoop, which is a marvelous structure. At first sight it looks something like a piano box, but it is up-to-date in every other particular. Fred has a large hole sawed out in the center for his Plymouth Rock rooster, two smaller ones for his two hens and thirteen small ones for chicks with four of these plugged up, as only nine eggs hatched out. Fred is proud of that hen house—no getting around that but is mourning the loss of his roost- er, which, it seems, had jumped the job sometime in the night or very early in the morning. We left Fred prosecuting a diligent search for the missing biped. Later in the day however, all hands were called to- gether to settle a dispute between Mr. Hanifan and J. D. Royce, of Co- runna, whom [red claimed at first had stolen the rooster. A little detec- tive work on the part of C. V. Page and Gus Stephans, who lives across the street from Hanifan, Jim Copas and George Clark, the Kandy Kid, solved the problem and exonerated Mr. Royce from the accusation. It seems that Hanifan has been in the habit of crumbling up Uneeda biscuit, mixing it with baking powder and feeding it to the sparrows, which fill up on this deadly ingredient, drink water from the leaky hydrant close by, then fly up and bust. Fred then picks up the heads and sells them to the County Clerk and gets bounty enough out of the deal each season to buy a new straw hat. Now the facts, as discovered by the detective force, were simply these: Fred’s rooster got up before Fred did and proceeded to gorge himself with Hanifan’s Spar- row Exterminator. (It being il- legally placed there without a label). The more he ate the lighter he be- came and was soon sailing the azure dome of heaven’s own blue. A strong west wind landed him in Royce’s back yard, two miles east of Hani- fan’s hennery. The pleasure of get- ting his feet again on the United States was so gratifying that he at once started to crow. He was so much inflated with gas from Fred’s dope that he couldn’t stop and crow- ed himself to death. Mr. Royce, hear- ing a long drawn out sepulchral tone —a cross between a two dollar graph- ophone and a fire whistle—left the dinner table to find out what was do- ing and arrived in his back yard in time to see the rooster expire. While he was cogitating over the surprising phenomenon, the health officer of that precinct came down the back alley, saw the dead rooster and or- dered Royce to bury it. Royce’s vo- cabulary of good English is one of his long suits; but convincing a customer that he needs a line of broad head stuff and arguing with a health off- cer about a dead rooster found on his own premises are two distinctly dif- ferent lines of talk. Consequently, Mr. Royce smiled to smother his cha- grin and submissively picked up the defunct carcass and started for his back forty. Who should he bump into while crossing the street but Hanifan with a paper sack of spar- row heads on his way to the County Clerk’s office. The discussion be- tween those two brothers will not be found in print. Later in the evening a jury of forty-four good men and true found J. D. Royce not guilty and Fred Hanifan came to the front like the gentleman that he is and gave Mr. Royce a setting of eggs and the loan of a hen, and as he wound his way homeward in the twilight he was heard whistling that old familiar tune, “When will the birds come back?” Honest Groceryman. Tragic 4 rire a ences EEET May 6, 1914 The Home Town of Governor Ferris. Big Rapids, May 5.—Big Rapids is a prosperous, up-to-date incorporat- ed city and the capital of Mecosta county. It was first settled in 1854 and in 1859 was platted as a village. There were two other villages plat- ted on the opposite side of the river and in 1869 all were combined under one city charter. It is a station on the G. R. & I. and P. M., 56 miles north of Grand Rapids. The city is named after the Big Rapids of the Muskegon River, which flows through it and furnishes excellent water pow- er, utilized by its manufacturing plants, and there is plenty of power for more. The city boasts of all the public utilities and conveniences that mark the municipality of twice its size. It is lighted by electricity, has the Holly system of water works, fire and police departments, excellent sys- tem of sewerage, a public library, an opera house, two banks, paved streets and a first-class hotel. There are nine churches of different denomina- tions and the educational advantages consist of a Central High and three ward schoolsandthe Ferris Institute. noted throughout the country for its advanced standing in the teaching of the special branches to which it is devoted and for the remarkably wide field from which its pupils are drawn. The institute was organized by W. N. Ferris in 1884 and occupies a build- ing valued at over $50,000, furnished throughout with specially designed modern equipment. There are few places that contain so many hand- some residences, with well-kept yards and beautiful lawns as Big Rapids. The finest metropolitan stocks can be found in its business houses Among the prominent industries are planing and saw mills, extensive maple flooring factories, gas light and fuel plant, electric light and power plant, machine shop and manufac- tories of furniture, cigars, brooms, flour, spring seats, hot blast grates, saw filing machinery, chairs, hats, carriages, veneer brick, etc. Has large fair grounds and racing track, social clubs and kindred organiza- tions, lodges of the leading secret and benevolent orders, iron bridges across the Muskegon River, principal streets graded, macadamized and gut- tered, Riverside Park, ball and ath- letic "grounds. Clear Lake, a pretty summer resort with good fishing five miles out and excellent trout streams within a few miles of the city Big Rapids is the home of the present Governor of Michigan, Hon. Wood- bridge N. Ferris. In 1874 Ernest A. Stowe apprenticed himself to learn the printing business in the office of the Big Rapids Magnet and, in the fall of 1883 founded the Michigan Tradesman and by hard work, fore- sight and tact, has succeeded in pro- ducing what has long been regarded as the largest, strongest and most ably edited and influential trade jour- nal of its class in the United States. The following business houses are readers of the Tradesman: C. D. Carpenter, dry goods. Big Rapids Savings Bank. Binney & Jennings, groceries. Brack & Co., groceries. Dickinson & Turk, groceries. Chas. Haywood, general merchan- dise. Darrah Milling Co. Miller Bros., groceries. Rau Bros., meats. SiS. Smith, meats. Williams Grocer Co. A. J. Zellar, groceries. Wm. R. Van Auken, groceries. : Gleason, jeweler. Hall & Bregenzer, general mer- chandise. E. C. Newcombe, jeweler. Darling Bros., shoes. Theo. ‘Lindbloom, clothing. O. G. Fisher, jeweler. J. G. Martz, bakery. Ira P. Mitchell & Co. groceries. B. J. Montague, clothing. Boston Store, dry goods. MICHIGAN oo eee ee Wm. 2 Graham, meats. Berteau, Alworth & Co., depart- ment store. I’. W. Cole, meats. J. C. Jensen & Co., dry goods. >. T. Jones, groceries. McDuffie Grocer Co. I. H. Lange, merchant taylor. Michigan Cigar Co. John E. Feightner, creamery. AL NV: Young, shoes. R. Jensen, shoes. E. M. Ensch, confectionery. Chas. H. Hangstaffer, meats. Citizens State Bank. Geo. F. Fairman, drugs. J. J. Henderson, groceries. C. P judson, hardware. Miles & Buck, cigar manufacturers. Chas. Milner, drugs. W. A. Stillwell, bazaar. Geo. W. Milner, drugs. The Western Hotel is second to none in the State and the commer- cial men are greatly appreciative. W. R. Wagers. _ — 2.22. Coming Conventions To Be Held In Michigan. May. Modern Woodman of America, Grand Rapids, 4-5. Homeopathic Medical Society of Mich- igan, Saginaw, 12-13. Michigan lLaundrymen’s’ Association, Bay City, 12-18. Michigan Congregational Conference, Grand Rapids, 12-14 Michigan Printers’ Cost Congress, Sag- inaw, 21-23. Republican State Mass Meeting, De- troit, 21. Michigan Grand Lodge, F. & A. M., Flint, 26-27. Michigan Letter Carries’ Association, Detroit, 30. June. Michigan Dental Society, Detroit. Knights of Columbus of Michigan, De- troit, 10. _ Cc. T. Grand Council, Eagles, Holland, 16-19. National Association Chiefs of Police, Grand Rapids, 15-19. B. P. O. E., Petoskey. Annual “Encampment of the Michigan G. A. R., Lansing, 17-19. Michigan State Bankers’ Alpena. Michigan Unincorporated Bankers’ As- sociation, Alpena. Michigan State Firemen’s Association, Saginaw, 23-25. Saginaw, 12- Association, Michigan State Golf League, Detroit, 25-27. July. Michigan State Barbers’ Association, Flint. Michigan Retail Jewelers’ Association, Michigan Association of Pdélice Chiefs, Grand Rapids, 14-15. Sheriffs and Prosecuting Attorneys, Al- pena. Michigan Association of the Association of Muskegon, 15-17. Michigan Association of Clerks, Mt. Clemens, 25-26. Grand Circuit Races, Grand Rapids, 29-Aug. National Stationary Engineers, County August. Michigan Association of Local Fire Insurance Agents, Grand Rapids, 4-5. Michigan Abstractors’ Association, Ann Arbor, 6-7. Michigan Retail Clothiers’ Association, Detroit. Grand Circuit Races, Kalamazoo, 10-15. Michigan Postmasters’ Association, Grand Rapids. Fifth Michigan Veteran Volunteer In- fantry Association, Saginaw, 26. , American Pharmaceutical Association, Detroit, 24-29. Michigan State Pharmaceutical Asso- ciation, Detroit, 25-27. Michigan Pharmaceutical Association, Detroit, 25-27. National Encampment of the G. A. R., De'roit, 3 Sept. September. West Michigan State Fair, Grand Rap- ids, 1-7. Middle West Deaf Mutes, Lansing, Michigan Federation of Labor, Lansing. Michigan State Humane Society, Mus- kegon. Michigan State Fair, Detroit. International Association for the Pre- vention of Smoke, Grand Rapids. Michigan Association of County Super- ntendents of the Poor, Grand Rapids. Michigan Constitutional Convention, Grand Rapids. October. Order Eastern Star, Grand Rapids. Travelers’ Association of Michigan Poultry Association, Grand Rapids. Michigan Annual Conference of Cor- rections and Charities, Grand Rapids. Michigan State Teachers’ Association, Kalamazoo, 29-30. November. Michigan State Sunday School ciation, Adrian. Michigan Association for the Preven- tion and Relief of Tuberculosis, Grand Rapids. Asso- December. Michigan State Potato Association, Grand Rapids. Michigan State Grange, Battle Creek. Michigan Plasterers’ Masons” and Jackson. Bricklayers, Association, Michigan Bee Keepers’ Association, East Lansing. January. Michigan Tax Association, Detroit. February. Michigan State Association of County Drain Commissioners, Lansing. Michigan Retail Hardware Dealers’ Association, Saginaw. Michigan State Rexall Club, Detroit. Michigan Retail Grocers and General Merchants’ Association, Lansing. March, Michigan Sheet Metal Contractors’ Association, Grand Rapids. Michigan Master Steamfitters’ Asso- ciation, Detroit. April. Michigan State Association of the Mas- ter Horseshoers National Protective As- sociation, Grand Rapids. >. As much as possible the retail mer- chant should be on the store floor mingling and becoming acquainted with his customers. —_—__—-~+>-> > One can lead a double life on a sin- gle salary, but it is a lot of trouble. MEN’S STRAW HATS! The time to order is now. We can fill your mail orders promptly from our big stock of straws. have everything from the very low priced to the high grade exclusive styles. NEWLAND HAT CO. 166 JEFFERSON DETROIT HATS, CAPS, STRAW GOODS, We GLOVES AND UMBRELLAS (sood Goods All goods packed by, or for, our Company are of the highest grades of quality that we can find in the world’s markets, and our name on any pacKage is a guarantee that our expert buyers have procured the best there is for our customers. WORDEN (GROCER COMPANY Grand Rapids—Kalamazoo THE PROMPT SHIPPERS ema ote GA (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 Postoftice as Second Class Matter. E. A. STOWE, Editor. May 6, 1914. CRISIS IN MERCHANDISING. The more agitation there is con- cerning the desirability of fixed prices the more evident it becomes to ob- servers that the crux of the whole matter marks a crisis in mercantile evolution. Whether or not the Stevens’ or any similar bill passes Congress, it is evi- dent that the agitation has compelled a better understanding of the real issue. Both sides admit that it is the label and not the goods that fur- nishes the basis of contention. On the one side the brand owner pro- poses the legalizing of a new form of semi-patent to the creator of branded goods, and on the other the merchant is contending that the realm of merchandise shall not be restricted by a constantly growing number of “specialties.” Either the evolution of popularized brands must be curtailed—because if the claims of brand owners are not sustained the incentive to create valuable trade marks will be destroyed—or the rights of merchants to buy and sell as they choose the most. attractive and salable goods must bow to new rules. And in the settlement of that issue Congress faces a problem of tremendous importance. This with regard to the conflicting rights of the merchant and the man- ufacturer. In the incidenal presenta- tion of the case there develops cer- tain other evolutionary features quite as fundamental as the anti-trust law itself. Not until men commenced threshing out the merits of fixed prices did the full influence of quan- tity prices dawn on them, and now that is fast coming to the front to complicate the situation and involve still other mercantile upheavals. Fixed prices and quantity prices are peculiarly inter-related, and if both are to be settled by Congress it will mean the unfurling of the banner of a new commercial morality involving very far-reaching principles. Fixed prices involve the recogni- tion of the manufacturers’ alleged right to control the movement of his brand throughout its mercantile course. The reason advanced for this claim is that distributors for the manufacturer may have an assured chance to make an adequate profit free from the menace of price-cutting destruction. Back of this is a de- MICHIGAN TRADESMAN sire on the part of the manufacturer to have every trader carry his goods and thus promote widespread distri- bution—a matter which concerns the consumer very intimately. Demand created by advertising is useless and wasted without widespread distribu- tion, But if the manufacturer aims to promote uniform profit in his goods for all dealers, the natural question arises how he can fairly sell one competitor—a quantity buyer— his specialties at a lower price than he does the other and smaller buyers. He does not deny the economy that lies in the sale of quantity to one buyer or the buyer’s right to claim a share of that economy, but he finds he can not recognize that right with- out upsetting all his lofty ideals of fair competition. If quantity is to make the price, it is logical that the large moneyed buyers will inevitably enjoy advantages in purchasing—and consequently in selling unless a re- striction on sale price is made—that will drive the small merchant out of business. And that is the very kind of preference which the Sherman law was drawn to. prevent. These are problems almost impossible to settle by legislation. They come under those best left to settle themselves. 3argains can never be satisfactorily made by law. One ‘thing stands out. strikingly, and that is the necessity for a- de- terminaton of which principle shall govern in the process of merchan- dising—the lowest prices to the con- sumer or a living chance for the small merchant. Until that is de- termined, no logical and wise line of remedial legislation or commercial practice will be consistent or effec- tive. The objection to trusts has been— or was when the Sherman law was enacted—that they crushed out of existence the small merchant. Wheth- er the trusts made prices lower or not did not appear to enter into the question twenty-four years ago. All that the popular clamor sought was to give the small merchant a living chance, and accordingly all combina- tions that made the big competitors bigger, and, therefore, harder for the little competitor to match, were re- stricted by law. But a new principle appears to have come into the field now—the popular discontent concerning the high cost of living. If the big chains, mail or- der houses and department. stores can undersell the small merchant, it reduces the high cost of living, and the public, as a rule, is looking out for its own pocketbooks, rather than feeling any grave concern for the small merchant. The popular cham- pions are abroad trying to organize pseudo-retailers in the form of con- sumers’ co-operative concerns to further annoy the small dealer. And when manufacturer and grocer seek to protect the small dealer by some plan of price equalizing, the scheme is assailed under the very Sherman law which aimed at an exactly sim- ilar protection of the small merchant. And many a man who has the cheek to raise whiskers doesn’t even try it. THE COMING CONVENTION. The programme for the National Retail Grocers’ Association conven- tion, Louisville, Ky., on May 18-21, has been issued by Secretary John A. Green and indicates a session full of promise for profitable diseussion of live trade questions. Aside from the formal proceedings of the convention, the chief interest in the gathering wil! be in the line of internal politics of the Association, particularly with regard to the man- agement of the Association during the coming year. Not only will this be an echo of the controversies of the past two or three years, but the re- cent entry of the Association into the field of trade journalism will furnish the liveliest sort of ground work on which an organized effort will be concentrated to upheave the whole administration and substitute an- other. Last year the choice of officers dis- closed an opposition something more than merely random or personal, but it failed to change the executive. This year the decision of the chief officers to issue the National Retail Grocers’ Bulletin as a regular publi- cation strengthened this opposition materially. Many of the editors and publishers of the papers represented in the Grocery and Allied Trade Press Association have openly con- demned the management for taking this step, especially on the ground that it was contrary to the expressed wish of the Association the last time this perennial enterprise came up for settlement and therefore a defiance of the rank and file of the Associa- tion. On the other hand, the chief offi- cers of the organization, President Schwab, Secretary Green and Vice- President Connolly, claim that the decision to issue a paper was entirely within the scope of their authority, and that it was really nothing more than an elaboration of the Trade Press Bulletin, which the organiza- tion has issued for many years past. They claim that the principle of the issuance of an official organ by an Association is not at all new and they profess to be able to show that the publication is not only popular and welcome, but an effective instrument for both spreading the gospel of the Association and producing revenue. The critics of the officers have been very bitter in denouncing the move and the propaganda of opposi- tion has been spread vigorously. In- cidentally a number of personal is- sues have crept in, along with sec- tional issues and—greatly to every- one’s regret—the religious issue. 3oth sides profess to deplore this latter circumstance and charges and counter charges are made as to who started it, but it remains as a strong controlling factor in the undercurrent of animosity which will come out in the selection of officers at Louisville. SOLD SUGAR BELOW COST. That mail order methods of doing business are often fraught with very serious pitfalls is strikingly displayed in a recent incident in St. Louis, where a new concern, calling itself the Jersey Grocery Company, adver- May 6, 1914 tised in the St. Louis newspapers that it would sell 150 pounds of gran- ulated sugar for $2.75, at a time when retail grocers are paying $4.10. A local trade journal undertook an in- vestigation of the concern and _ its methods and not only found that the great concern which claimed to buy goods by the carload and to serve 200,000 customers was the back shop of a dirty fish market, employing only a man and his wife, but also ex- ploded its system of selling sugar at a loss. The first step was to send for a sample of the sugar, as in the adver- tisement prospective patrons were in- vited to do this, enclosing 10 cents to pay for same. The “sample’' came promptly to hand, consisting of some- thing over an ordinary tablespoonful of a good grade of granulated. With the sugar sample came an _ order blank giving three “suggestions” for g1ocery orders. In order to take advantage of the sugar offer, the customer was obliged to send in an order for groceries as indicated in the “suggestions.” These “suggestions,” by the way, are works of art, each being a list of groceries including one fountain pen and other articles not generally considered as being grocery supplies and compared at very questionably fair prices. All three of the lists include 100 pounds of sugar for $2.75 and a “sug- ar certificate’’ good for 50 pounds additional with the second order of groceries. On the reverse side of the order blank is a printed form- letter addressed to “Dear Patron,” which sets forth, among other impos- sible statements, that ‘“member- ships,” whatever they are, worth $2.50 a year, will be given free for five years if order is sent in promptly. It also says that the company is an old established concern, that it is owned co-operatively by 2,000 per- sons, and says that on receipt of first order the company will send lowest prices on sugar and coffee at whole- sale, and recommends urgently that the customer send cash with order, although the goods will be sent C. O. D. upon receipt of $2.50 deposit. It being judged that a concern serving 200,000 customers would be a rather busy place the telephone was invoked, but the name of the Jersey Grocery Company did not appear in either of the directories, and the “in- formation” operator, when appealed to, stated that they had no such sub- scriber. A few questions asked upon visiting the dirty little fish market that answered to the street address of the “company” brought the in- formation that the company carried no stock at present, all of the or- ders being filled by a wholesale gro- cery house of the name of Warner Grocery Company, but that concern also proved non-existant. And now Uncle Sam has decided “What is a stringless bean?” Ac- cording to Dr. Alsberg, in a letter to Secretary Frank E. Gorrell of the Na- tional Canners’ Association, it is any young bean processed so young as to have escaped having its “strings” get tough, and not any _ particular breed of bean. aaniagete 4 scene in OL Se ARORA SRA NN a May 6, 1914 BERMUDA THE BEAUTIFUL. Hardest Workers There Are the Coral Builders. In any description of the Bermuda Islands, it is always desirable to give their geographical position, for many people think them to be a part of the West Indies. As a matter of fact, Bermuda lies 666 miles southeast of New York, in the latitude of Charles- ton, and less than forty-eight hours from the metropolis. The islands stand alone on the top of a submarine mountain some 15,000 feet high, form- ing the most northerly coral reef in the world, and for this reason and others they attracted the attention of scientists many years before the American traveler discovered their re- markable beauties. From the deck of a ship Bermuda appears to be somewhat flat and bar- ren—an impression dispelled as soon as the vessel has skirted the reef-bar- rier and entered the channel off St. David’s Head, at the eastern end of the islands. But it is not the shore that one looks at first. It is the water. Winslow‘Homer and E. Bick- nell have succeeded in transferring to canvas the varying tints and colors, but other artists of lesser skill and repute have tried in vain. It is water clear as crystal and colored vividly. Off shore, in deep soundings, the sur- face is sapphire blue. Wherever the bottom shoals there are brown and purple patches. In shore, the prevail- hues are pale blue and green, but the delicate shadings are never fixed. They vary with the sunlight as it plays through the fleeting clouds above, and the opalescent effects come and go with surprising frequency. In this water the industrial coral builders are still at work, making more secure the reef-barrier which completely surrounds Bermuda and stays the ravages of the Atlantic. These reefs and shoals, with their en- closed lagoons, cover an elliptical area of more than 200 square miles, while the area of dry land is slightly less than twenty square miles. ; To see the whole ensemble, it is best to climb the tall iron tower of Gtbb’s Hill Lighthouse, in Southamp- to Parish. The lands stretch away from Ireland, in the west, to St. George’s, in the east, taking the form of a shepherd’s crook. Ireland Island represents the curve, the Main, or Bermuda proper, and St. George's Islands the shaft. From the light- house lantern the reef barrier can be easily traced. On the south shore—- the weather side—the reefs stand in close to the land, churning and froth- ing as the sea breaks over them. At the west and east ends the barrier is also quite close; but on the north side it lies from five to cight miles out. Ages ago these submerged rocks were dry land, but now they are sim- ply sea-gardens filled with marine plants, which live and grow, not only to fascinate mankind by their forms and colors, but to keep the reefs from being ground:into sand by the mov- ing water. It is a simple matter. to see these gardens. You drift over them in a glass-bottomed boat, and MICHIGAN have their beauties magnified at close range. It is a relief map one looks at from the lantern. Across the shimmering waters of the Great Sound, with its clusters of islands, lies the dockyard at Ireland Island, always a scene of activity because Bermuda has again become an important British naval station. Northeast is Hamilton, the capital, a thriving city of coral build- ings and tropical gardens, with a charming harbor, which is entered from the Sound. To the east are the central parishes. It is undulating country east and west of the light- house, all covered with the dark fol- iage of the cedar. The whitest roads wind through the valleys and are lost in the hills, white roofs show through the trees, splashes of color—the red and pink of the oleander windbreaks —mark cultivated fields. After seeing Bermuda from an em- inence the stranger can scarcely be- lieve that there are but twenty square miles of land in the 150 islands and rocks comprising the group. He is also surprised to learn that there are twenty thousand permanent residents, and that only a half-dozen of the larg- er islands are inhabited. No evidence of overcrowding is apparent, and ac- tually there is none. The illusion of expanse is due to the fact that Ber- muda is long and narrow—the w‘dest spot is but three miles, and there are few places from which a glimpse of the ocean is hidden. As for the other question, the people have scattered their homes all over the main islands, instead of crowding into towns, and so there is no problem of congestion. There is ample room for all and a few thousand more. An elaborate road system enables the Bermudians to live as they do. They have no railroad, a ban has been put on the motor car, and they use horses and bicycles entirely. With the exception of St. David's, across the harbor from St. George's, all the principal islands are connected by bridges, and one may drive from one end of the group to the other, a dis- tance of about twenty-five’ miles, without using a ferry. There are one hundred miles of supurb roads, all laid on sold rock, with smooth, compact surfaces. The native road builders have done their work well. They thought nothing in the old days of hewing away through the brow of a hill to reduce the grade, and these deep cuttings, now covered with maid- enhair fern and life plant, and shaded by overhanging trees, have the ap- pearance of the miniature canyons. On the road one realizes Bermuda's charm. It is variety. No two scenic pictures are alike. Like the chamel- eon, the sea is constantly changing. There is a marked diversity of foliage, with tropical trees growing alongside those of Northern zones, and a wealth of bloom. Bermuda is never without flowers, and some of the most gor- geous are those that grow by the way- side, and cover the walls dividing the farms. The Bermudian is a flower-lover. His forefathers began collecting plants from other lands three centuries ago, and the habit survives. No man is TRADESMAN satisfied with the flowers that brighten the wild places; he must have a gar- den of his own domain, and, however small his holdings may be, it is al- ways gay with color. Brilliance on sea and land might pall were there no contrasts, but, fortunately, they are here. Take, for instance, the south shore. It is far different from any other part of Ber- muda. You come upon long stretches of beach, the same white, shellstrewn sand that was converted into hills when Bermuda was in the making and the world was young. As a_back- ground there are gray limestone cliffs, covered with sea lavender, thick, trail- ing vines, and wiry grass. Deep re- cesses have been cut into the escarp- ment, great bowlders lie at the base, and there are turrets, pinnacles, and arches, carved by wind and wave, which fashion new designs with every storm. [From these cliffs one looks down into the frothing bowls of the “boilers,” the circular coral atolls, which attain perfection in Bermuda waters, and are a constant source of wonder. From the south shore go inland, perhaps to Harrington Sound. Here is an excellent example of the enclosed lagoon. Its waters are quiet, in con- trast to the tumble just left behind. Hills and trees are reflected upon its unruffied surface and across the blue one may see the tangle of a man- grove swamp, impenetrable and dark. This lagoon is destined to be a great fishing preserve. The outlets have a!- ready been screened, and it will be stocked with a great variety of native game fish. Just east of Harrington Sound, in the Walsingham district, through which Tom Moore, the Irish poet, loved to ramble, are the caves, an underground world of calcite. Na- ture has not completed these caverns for each drop of water that percolates through the ground above carries a minute deposit of lime to some eglit- tering stalactite or translucent drap- ery decorating the ceiling. It is a laborious process, but not more so than the task of the coral builders along the shore. Across the Causeway from Wal- singham lies St. George’s, the ancient capital, on the edge of a fine harbor. There is a radical difference between Hamilton and St. George’s. Hamil- ton has been laid out and built on modern lines; St. George’s reveals its age in narrow, winding streets and old-fashioned buildings of Spanish type, some colored pink and pale blue, as faney struck the owners. Hamil- tom|is the centre of gayety; St. George’s is more subdued, and the artist finds a source of delight in its quaint atmosphere. Between the towns, and also west of Hamilton, are many factories, and a large element of its population is engaged in agricultural pursuits. The farms are insignificant, judged by American standards, and one does not find in Bermuda great meadows and pastures. Instead there are small patches of brick-red soil, hedged by oleander, with a background of ce- dars, in which redbirds and bluebirds build their nests and silk spiders spin. 9 In sheltered spots near the comfort- able white-stone farm cottages there are clumps of bananas, with broad green leaves, a paw-paw tree or two, some palmettos and pomegranates, and always a generous number of flowering shrubs, with unfamiliar names. The Bermuda planter ploughs in September and reaps his first crop of potatoes in December. He is able to ship onions, celery, parsly, and other green truck to New York when the supply is lowest and the heaviest. demand There is always a warm sun to ripen his crops, and frost never chills his soil, because a belt of warm water—the Gulf Stream—lies between Bermuda and the mainland, and wintry winds are transformed into balmy breezes before they strike the islands. The temperature ranges about 68 degrees while the North is gripped with frost. Sometimes it goes three or four degrees below that figure, sometimes it goes above, but there are no sudden changes. Whenever it rains, all traces of the downpour vanish quickly. You have difficulty in getting your boots muddy, for the simple reason that the porous soil soaks up the water almost as rapidly as it falls. Then the sun breaks through and completes the work. Na- tural drainage, an equable climate, and pure salt air combine to make Ber- muda healthy; its pre-eminence in this respect is undoubted, as many Ameri- cans who live there will testify. Add to the wholesome climate bright skies and seas, unique scenery, and an at- mosphere of repose, and you under- stand why Mark Twain called Ber- muda “the right country for a jaded man to loaf in.” Walter B. Hayward. > 2 The Man Who Gets the Business. by halt- hearted concentration, by don’'t-care slipshod methods. It simply ought to produce Nothing is accomplished spoils good towns that good business. On the other hand, take the man who concentrates his efforts. He believes that concentration is the greatest lever ever placed in the hands of a salesman. He puts life into the work, and the result is he gets the business. —__+~-. Worth Knowing. The editor of the Evening Star was deeply engrossed in his work when he was suddenly interrupted by the office boy, who remarked: “There’s a tramp at the door, Mr. Hyde, and he says he aint had nothin’ to eat for six days.” “Fetch him in,” said the editor. “If we can find out how he does it, we can run the paper for another week.” a Be unwilling to take a man’s re- luctant consent. Secure his custom by expert salesmanship, rather than by sheer force of superior will. The man who reluctantly consents to your selling him because you have ex- hausted his capacity to resist, will probably change his mind and countermand the order. He will at least be sure to fortify himself against your methods in the future. That will make a renewal doubly difficult. 10 MICHIGAN TRADESMAN May 6, 1914 ~ ~~ ~~ a ~ — ~ — ae. CA eh ye ees a State Treasurer Haarer has been elected Cashier of the City National Bank of Lansing, to succeed Fred J. Hopkins, who committed suicide two weeks ago when a shortage was dis- covered in his accounts. MHaarer’s appointment will not interfere with his work as State Treasurer, and he will be a candidate for re-election to the State office this fall. The First National Bank of Sault Ste. Marie has installed an automatic triple time-lock safe of the most mod- ern type in mechanism and material. This safe replaces one which has been in use at the First National for the last twenty years, but which is still in good condition. At the adjourned meeting of the Backus Bank (Potterville) depositors, former Cashier Backus presented a report showing the liabilities of the Bank have been reduced to $37,462 with estimated assets of $35,073, leav- ing a deficit of $2,389. Collections, he said, are slow but are being push- ed as rapidly as possible; however some good notes will not become due until next fall; hence it will be im- possible almost to complete the ad- justment of affairs until then. Some of the depositors expressed consid- erable satisfaction with the showing. The committee appointed to formulate plans for legal process did not report as most of the depositors, by their silence at least, seemed satisfied with the report. Bankers at various reserve centers began active preparations last week to organize the Federal Reserve Banks, so that everything may be in readi- ness for quick action when the Or- ganization Committee at Washington, or the Federal Reserve Board itself, should it be appointed, calls for the initial payment on the stock subscrip- tions already sent in by the 7,000 or 8,000 affiliated banks. At Minneapolis a good deal has been done to get the bankers, of the Ninth District, includ- ing the States of Montana, North Da- kota, Minnesota, and parts of Wis- consin and Michigan, together, to de- cide on the adoption of some general policy. In the Atlanta district a simi- lar movement has been undertaken, while in New York something has been done towards obtaining an inter- change of opinion concerning the sort of man that should be selected to head the reserve bank there. All these arrangements have been only tentative, since the member banks will have no voting power, un- til they are permitted to pay, in part at least, for their holdings of Federal Reserve Bank stock. The situation has been made of pressing importance by the campaign started by certain politicians to secure the chairman- ships of the new banks for themselves or for their friends. The bankers have been a good deal stirred up by this electioneering, and will do what they can to check the ambitions of improper men. The law gives the Federal Reserve Board authority to appoint the chair- man, who shall act also as the Federal reserve agent, and the vice-chairman of each Federal Reserve Bank. Bank- ers are not clear, however, as to just what authority the chairmen of the new banks will exercise. They are to be the presiding officers of the banks and, in the judgment of some bankers, the “policemen,” acting solely for the Federal Reserve Board. The law says that the chairman or Federal reserve agent of each Fed- eral Reserve Bank “shall be a person of tested banking experience; and in addition to his duties as chairman of the Board of Directors of the Ied- eral Reserve Bank he shall be re- quired to maintain under regulations to be established by the Federal Re- serve Board a local office of said Board on the premises of the Federal Reserve Bank.” Some bankers believe that the chairmen of the new banks will have a good deal to do with actually op- erating the institutions. One way Ask for our Coupon Certificates of Deposit Assets Over Three and One-half Million Geno paris GavincsB Ani, Kent State Bank Main Office Fountain St. Facing Monroe Grand Rapids, Mich. Capital - - - ~- $500,000 Surplus and Profits - $400,000 Resources 8 Million Dollars 1. Per Cent. 3% Paid on Certificates Largest State and Savings Bank in Western Michigan rate of 3% ing your surplus. The Old National Bank GRAND RAPIDS, MICH. Our Savings Certificates of Deposit form an exceedingly convenient and safe method of invest- They are readily negotiable, being transferable by endorsement and earn interest at the % if left a year. Savings Deposits Fourth National Bank United States Depositary 3 Per Cent Interest Paid on Savings Deposits Compounded President J. C, Bisho Semi-Annually Wn. H. Anderson, John W. Blodgett, Vice President P, Assistant Cashier Commercial © Deposits Per Cent Interest Paid on Certificates of Deposit Left One Year Capital Stock and Surplus $580,000 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 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 i i ® : 3 ; 1a DE el al. Aa See daiega evceencmisicens em r, May 6, 1914 out is for the member banks to take the initiative by selecting the strong- est bankers in each district as Presi- dents and Vice-Presidents. The law does not even say that the Federal Reserve Banks shall have such officers, but in section 3, defining the powers of these banks it stipu- lates that each Federal Reserve Bank shall have power “to appoint by its Board of Directors, such officers and employes as are not otherwise provid- ed for in this act, to define their duties, require bonds of them, and fix the penalty thereof, and to dismiss at pleasure such officers or employes.” Investment bankers’ profess to scout the prospect that war would place a damper on the investment market, yet they find it difficult, in face of the softness of the market for fortnight past, to minimize the signif- icance of this ominous possibility. At the outset, hostilities would by their very nature not only unsettle financial conditions, but make invest- ors exercise extreme caution in pur- chasing securities. Then the pros- pect of a Government war loan would be a serious financial consideration for the markets; such a loan would absorb much capital that under other circumstances would be available for investment. Railroad loans would have a large competitor. Bankers are satisfied to point for a favorable prece- dent to the record of 1898, when in- fvestment conditions improved through almost the entire course of our struggle in Cuba. But that prece- dent would not help solve the prob- lems confronting the borrowers of capital in 1914, were a great war loan to be issued by the Government. Ralph A. Cook, who in 1906 was messenger at the Iirst National Bank of Marinette and who to-day holds the position of Cashier of the Com- mercial Bank of Menominee, has tend- ered his resignation to take effect within two weeks. Mr. Cook has been selected by the directors of the First National Bank of Marinette to take charge of that institution as Cashier. Ile succeeds Jacob F. Wittig, Jr., who recently passed away. Mr. Cook will be succeeded at Menominee by R. A. Packard, present Cashier of the Min- ers’ State Bank of Iron River. Dur- ing the years of 1906 and 1907 Mr. MICHIGAN TRADESMAN Cook was engaged as messenger and relief teller at the Marinette Bank. For the last six years he has been connected with the Commercial Bank. He was Assistant Cashier until M. H. Kern left last spring. Mr. Cook was at that time chosen to succeed Mr. Kern. —_2~++___ Why an Egg Rots. Why does an egg rot? It is be- cause it is a fertile egg. Eggs that are not fertile do not rot. A hen can set three weeks on infertile eggs and every one at the end of that time will appear like fresh eggs. What causes a fertile egg to rot? The fertile egg has in it the germ of life ina dormant state. When the temperature of that egg is raised about 95 degrees, in- cubation starts and the germ proceeds to take on life. If the temperature of that egg afterwards falls below 95 degrees, the germ is chilled and dies. It becomes a dead chicken in em- bryo. Putrefactive processes set in, or, in common terms, the eggs ‘rot. One good hot day in summer will start thousands of eggs to incubation. Unless consumed within a short time these eggs will rot. A hen setting twelve hours on the eggs will do the same. This is why we have rotten eggs in hot weather. In the spring the days are not warm enough to start incubation, ———++2—___ Messages by Parcel Post. A new wrinkle has been added to the parcel post service. The Post- master General has issued an order making it possible to send a written attached to the package. Then both message and package are delivered at the same time. There must be full postage on both the parcel and the message. It does not save money, but it enables the sender to make any explanatory re- message marks he desires to reach the party to whom the package is sent when the parcel is received, thus obviating any confusion which might arise if the same written instructions had to go by separate mail. ———_+-->____ Aptly Expressed. Prof—Here’s a story about a man who failed in business and_ then drowned himself. How would you head that? Embryonic “Could Not Water” do? would Above editor—How Keep Head THE PREFERRED LIFE INSURANCE CO. OF AMERICA OFFERS OLD LINE INSURANCE AT LOWEST NET COST WHAT ARE YOU WORTH TO YOUR FAMILY ? LET US PROTECT YOU FOR THAT SUM The Preferred Life Insurance Co. of America Grand Rapids, Mich. H-S-C-B Citizens 4445 and 1122 Bell Main 229 United Light & Railways Co. Write us for quotations on First Preferred 6% Cumulative Stock of the United Light & Railways Co. This stock is exempt from the normal Federal Income Tax to the holder, for the rea- son that the Tax is paid at the source. Send for circular show- ing prosperous condition of this company. Howe, Snow, Corrigan & Bertles Grand Rapids, Mich. H-S-C-B Fifth Floor Mich. Trust Bldg. il [rRANo Rapios Trust [ioMPANy Authorized Capital and Surplus = - - $450,000.00 Trust Department Acts as Executor, Trustee under Wills, Guardian, Administrator, Receiver, Agent, Trustee under Mortgages, and Deeds of Trust, Registrar and Transfer Agent of Cor- porate Securities; receives Wills for safe-keeping without charge. Securities Department We offer for investment Securities yielding 414 to 6 per cent. CORRESPONDENCE INVITED 123 Ottawa Avenue, N. W. Both Phones 4391 GRAND RAPIDS, MICH. 6% BONDS No State, County or Local Tax. earns 1n safety is the measure of how well you are doing. What your money Ask us about them. The Michigan Trust Co. A WORD OF ADVICE The cautious investor who demands safety of principal and a reasonable interest return thereon, can secure such an invest- ment by buying the securities of the American Public Utilities Company which serves fourteen prosperous cities with gas, electric light, heat and power, and which pays its dividends quarterly. Write for full information to KELSEY, BREWER & COMPANY Engineers, Bankers, Operators Michigan Trust Building GRAND RAPIDS, MICH. 12 TRADESMAN May 6, 1914 rc a r o f t 1 cr Status of the Principal Dry Goods Staples. Trading in primary markets is of a desultory and there is a growing tendency to offer goods at rather than hold them to await more confi- dence on the part of buyers. This is noted more particularly on unbranded cottongoods character concessions lines of heavy goods. The medium count staple coarse goods of print cloth yarn construction are _ pretty well sold ahead for the next thirty to sixty days and if a similar condi- tion existed on many sheetings and some of the drills merchants would be disposed to accept the continued quiet as of no special consequence. In the finer and fancier cloths trad- ing is spotty and there is little on which to predicate activity in the near future so far as the day’s disclosures were concerned. Merchandise men are forcing buy- ers to go slow in many directions and this has emphasized the condition whereby express shipments of staple goods are often asked. The method of buying is costly, but consumers continue to pay the bills and mer- chandise men decline to release their grip on the movements” of buyers whether they are acting for staple or fancy goods departments. Wash goods specialties are being steadily in some houses, but the lots called for are small. The tendency to sheer fabrics is shown by the willingness of some buyers to take up cloths that have been held in stock more than one sea- son. Printed wash fabrics continue in good demand, crepes, plisses and sheer novelties. moved out more especially Duplicate orders in a small way have begun to come in on fine over- coatings and worsted suitings. The advances begun some weeks ago in woolens have been continued, and it was stated that semi-staple dress goods were advanced from 2% to 5c a yard. The clothiers and the cutters are not large buyers even when they feel pretty well as to the course of styles on various some satisfied cloths. They prefer to run _ stocks light. In the silk trade more is heard every day of the slackening in the demand for silk for the coming fall season. It is natural at the.end of the spring season for the manufac- turer, and the agents who are trying to arouse interest in fall lines are being hampered by various uncertain- ties which they say may all be due to things other than fashion, as they suppose. In any case, Western job- bers are not encouraging the placing of fall silk business in any substan- tial way. It was stated that more of the prominent mill agents and commis- sion men have been through the West and South on business trips of late than has been true for many seasons. The difficulty that heads of houses are meeting with is to account for the hesitation in forward when the day to day transactions seem to total up to a fair volume of business when it is all seen on the books. Most reports that reach the market about crops are good, yet jobbers are not ready to make purchases in anticipation of harvests of normal volume. It is a time of watchful wait- ing in business as well as in political circles, and the longer the intervals between watches and waits, the slow- er business seems to get, in some di- rections. buying, Silks. Iurther reports from the silk mar- ket showed that many buyers, and large ones too, are in a period of un- certainly regarding the character of silks that are to sell next season. Their operations for fall are accord- ingly checked to a degree that did not exist a year ago or has not existed for a number of years. There is no uncertainty as to the continued vogue or fashion of silks in dress goods, but that buyers are undecided = as to whether the preponderant demand is to be for the usual satin or for taf- feta there can be no doubt. One prominent buyer is said to be requesting a list of the three leading silks for fall as picked by the manu- facturers with whom he does busi- ness. He is reported to be still un- convinced. This holding back of fall business by so many buyers is coupled with a situation in which manufacturers claim they must get advances on new business because of the high cost of raw material and advances of other kinds in manufacturing. The result is that a considerable part of the fall order business is at a temporary standstill. It goes without saying that some business has been taken for next fall, a number of manufacturers having booked very good advance orders on certain kinds of silks. And accord- ing to good information there are prices being quoted on certain cloths of large yardage, such as messalines and taffetas, that other manufacturers in the same silks claim they cannot meet. One line of cheaper messalines is reported being offered at 62'%4c regular terms for a 35-inch cloth Competitors state that they cannot do better than 65c. A line of taffetas SNAP FASTENERS 2h AeA has) y DRESS FASTENES Numerous brands are now on the market—some good, others worthless. The well advertised KOH-I-NOOR fasteners are really good and are also the biggest seller. We have both black and white in stock in six sizes. Try our notion department for this item as well as other “knick knacks” necessary for an up-to-date notion stock. We aim to have them. Grand Rapids Dry Goods Co. Exclusively Wholesale GRAND RAPIDS, MICHIGAN It's House Cleaning ‘Time Your customers will want New Curtains, Draperies, Linoleum, Mattings, Rugs, Etc., to brighten up the home. There will also be a de- mand for Curtain Stretchers, Curtain Rods, Quilts and Pillows. We are splendidly pre- pared with complete stocks to fill your require- ments. Paul Steketee & Sons Wholesale Dry Goods Grand Rapids, Mich. A Good, Strong, Medium-Priced Line Buffalo Trunk Mfg. Co. MANUFACTURERS OF TRUNKS, BAGS, SUIT CASES 127-139 Cherry St., Buffalo, N. Y. JULIUS R. LIEBERMANN Michigan Sales Agent 415 Genesee Ave. Saginaw, Mich. Write for Catalogue a: rau on seer! May 6, 1914 is similarly being sold at 61!4c and a good business has been taken for fall. The immediate business is show- ing a falling off, expected at this time of the year. The moires, how- ever, are selling in a large way and good taffetas also are being taken and re-ordered for this season, that is, for May delivery. The belief is growing stronger that moire will be wanted for fall. The large business already done in poplins and benga- lines for that season gives such an indication. Grain weaves, in fact, of all kinds, from taffetas to bengalines, are well thought of for another sea- son by many manufacturers. Dress Goods. The primary dress goods market lacked snap during the past few days. What little business existed was on goods for immediate delivery. English novelty cloakings in all wool and cotton were called for quite free- ly in a sample piece way. A few of the importing houses stated that some of the cutters were buying cer- tain mixtures in quantities running up to ten pieces of a style. Plain zibilines as well as those hav- ing a wavy finish and which are call- ed Ondule were in steady request. All indications point to a large con- sumption of cloakings of this descrip- tion during the next fall season. Most of the orders placed on zibilines are on popular price numbers, but the prevalent opinion is that the better qualities will be in good request later in the season. Cloakings in which a good amount of mohair is used and which have a shaggy appearance as well as the better grades of chinchillas were re- ported to be moving in an encourag- ing way for quick delivery. These fabrics are being used ‘by the cut- ters for sport coats. Hosiery. Agents for leading lines of staple cotton hosiery found little improve- ment in business. They claim there are no actual cancellations of import- ance, although deferred deliveries are prevalent enough. The mills are be- ginning to feel the lack of business for the future, that is, the orders they expect to keep them busy until a start is made in the regular fall lines. The fall business itself so far placed by jobbers, is said to consist only of the fleeces and wool goods, the usual duplication of general cut- ters’ lines not having started. The slowness of the retail trade is, of course, held to be primarily at fault. As in other lines of knit goods, there is a considerable part of the trade that believes actual warm weather will put a different complex- ion on matters. On this basis there are agents who look for a rush for merchandise along in May or June. They believe the conservatism buyers felt since last November will show a deficit in jobbers’ and retailers’ stocks when consumers begin to purchase. Underwear, An increasing number of requests from jobbers to revise the orders they have placed for next fall is disturb- ing agents and mills in the under- wear trade. From several reports heard recently it appears that there MICHIGAN has been cancelling on quite a con- siderable scale in some classes. of heavy-weight underwear. Jobbers have written in stating that their early business with retail- ers for next season has not been up to expectations, and asking mills, therefore, to cut down on goods not already made. An improvement in business later, they state, will be fol- lowed with a renewal of the orders. It stands to reason that with this kind of revision in orders, the details of which have been already given, there must be an even larger cancellation of open orders. This condition, combined with the slowness in confirming and giving details that many mills have felt all along in the fall business, makes the situation a difficult one for manu- facturers. Those that do not use part of their machinery in spring and summer goods, necessarily will feel it most. It summer weight underwear the reports are conflicting. Some mills producing cheap balbriggans are mak- ing unusually heavy shipments of goods for the season, and jobbers not only are taking them promptly but re-ordering. Others plainly need additional orders, and are making announcements to that effect. In 50c goods there is a steady business with leading lines, but nothing in the way of new orders that cannot be taken care of. Some parts of the country are bet- ter than others, but the general re- port is of conservatism, jobbers, such as those in large cities like Chicago, for example, pointing to the number unemployed. It is said to be a strange fact, however, that when pressed re- . garding the amount of business actu- ally done, these jobbers show a gain over a year ago. The New York trade is said to be especially quiet, so far as the readiness of jobbers to take new merchandise is concerned. White and Wash Fabrics. There has been more enquiry for fine plain goods recently, and brok- ers say sales are being made in a small way but very steadily. The larger mills have secured business enough to keep them moderately well employed on several lines of goods for the next two or three months. Complaint of prices is plentiful enough, and mills are not getting as many repeat orders as usual on work they would like to continue in the looms. The mills running on voiles and fine crepes say they are getting new business regularly, but it is com- ing in small lots. There has been more demand for goods of organdie construction than mills have been saying much about. At least three and possibly four mills equipped to manufacture fine leno fancies, such as lace cloths, are un- able to take any additional business before September, and there are other mills that have made a_ high reputation on fine yarns that are un- able to take on further business tend- ered on 100s warp August at least. goods before Trade in shirtings continues gen- erally unsatisfactory both because of low prices tendered and the light dup- TRADESMAN licate demand that exists. It is not easy at all to pick up good qualities of 40-inch lawns for spot deliverv at prices buyers are now accustomed to, and if the narrow looms in most mills were as well employed as the wide looms there would be little ground for fault-finding, in view of the state of general trade. There is naturally a great deal of doubt among fine goods manufacturers concerning their power to compete on the fine plain goods that are now coming into wider vogue, and they have been spending considerable time recently in this market and elsewhere trying to get a line on what importers are actually doing. —_>--2—___ Syrup From Pineapple Waste. A report from Honolulu states that a factory will be established there for the extraction of a sugar syrup from the waste products of pineapples. Charles Ash, commercial chemist, is expected in Honolulu. shortly with plans for the erection of this plant. The canning companies will use the syrup in place of sugar in the pre- paration of canned pineapple, and it is expected that a huge saving will be effected in this way. ———_»+ ++ If possible make it seem to your customer that you are on the same side of the counter as he or she her- self—a friend, helping to choose the goods which are best, most service- able, most economical or most appro- priate for the purpose intended. —_>-+____ Tears of joy and sadness tlow from the same tank. 13 BOATS Graham & Morton Line Every Night We are manufacturers of TRIMMED AND UNTRIMMED HATS For Ladies, Misses and Children, especially adapted to the general store trade. Trial order solicited. CORL, KNOTT & CoO.. Ltd. Corner Commerce Ave. and Island St. Grand Rapids, Mich. Every pair guaranteed. “The Crowning Attribute of Lovely Women is Cleanliness” The well-dressed woman blesses and benefits herself—and the world— for she adds to its joys. NAIAD DRESS SHIELDS add the final assurance of cleanliness and sweetness. necessity to the woman of delicacy, refinement and good judgment. NAIAD DRESS SHIELDS are hygienic and scientific. ABSOLUTELY FREE FROM RUBBER with its unpleasant odor. They can be quickly STERILIZED by immersing in boiling water for a few seconds only. At stores or sample pair on receipt of 25c. The only shield as good the day it is bought as the day it is made. The C. E. CONOVER COMPANY Manufacturers Factory, Red Bank, New Jersey Wenich McLaren & Company, Toronto—Sole Agents for Canada They are a They are 101 Franklin St., New York 14 MICHIGAN TRADESMAN May 6, 1914 DETROIT DETONATIONS. Cogent Criticisms From Michigan’s Metropolis. Detroit, May 4.—Learn one thing each week about Detroit: The larg- est malleable iron plant in the world is locaied in Detroit. Anent the trout season just opened, it brings to mind the fact that if the second T in Bill Trott’s name was changed to U he would then be nam- ed accurately. Bill, who makes Grand Rapids his home, is probably one of the most enthusiastic salesmen-trout hunters in Michigan. He has fished the streams for so many years that he has learned to talk to the trout in their own language. Over 600 letters of acceptance have been received by the Board of Com- merce in reply to invitations sent to the merchants living along the Lake Shore Railroad from Elkhart to De- troit to come to Detroit as the guests of the wholesale merchants depart- ment. These 600 letters were receiv- ed up to Saturday, but there will, un- doubtedly, be many more added to the number before May 6, on which day the excursion will start. It is expected that there will be many mer- chants in the city at the same time from all over Michigan. About twen- ty jobbers will go to Elkhart on Tues- day to accompany the train to De- troit. When a merchant tells a salesman that he will consider his proposition, that is about the most fitting moment to kiss the order good bye. F, S. Guetschow, a merchant at Mt. Clemens, was a Detroit visitor last week, Ask a traveling man the definition of a “salesman” and in nine cases out of ten he will tell you “a salesman is a man who can sell lots of goods,” or an answer similar. To Carl Hauser, of the local branch office of the National Cash Register Co., we are indebted for what we con- sider the best definition of a sales- man that we have yet heard. This definition should cause much food for reflection. It isn’t always the sales- man who sells the most goods for his house who earns the most money. It is generally the man who sells his wares at a profit. Here is Mr. Haus- ers explanation: ‘A salesman is a man who sells a reasonable amount of goods and at a profit.” Prosperity sometimes causes eye trouble to some people—they become so near sighted they are unable to see their former friends. During the month of April—twenty- six working days—the Chalmers fac- tory shipped 1568 automobiles. Still they tell us that the country is go- ing to Hades. Commencing May 6, Lake Shore trains will leave and arrive at the new Michigan Central depot, instead of the Grand Trunk depot, as formerly. Mr. Sullivan, of the Sullivan-Cook Co., clothiers, of Yysilanti, was a De- troit visitor last week. Lucile, the young daughter of L. Williams, recently met with an acci- dent that was very painful. While running across a vacant lot she came in contact with a wire that had been stretched by some mischievous boys, making a severe bruise on her neck and nearly dislocating it. We have, during our short career on old lady earth, heard of many weird threats uttered against a base- ball. umpire. We have heard ’em yell to kill the diamond czar, but we have the latest from Sid Pungs (Burnham, Stoepel & Co.). Sid, who is a rabid fan, told a friend the other day of some fans who anticipated the killing of the poor umps at one of last week’s games. In describing the game Mr. Pungs said as follows: “The decision that the umpire made at first base was so rotten that the fans began hurling epitaphs at him.” Christian Schlosser, the veteran hardware dealer of New Baltimore, who died suddenly at his home a few days ago, was very well-known in De- troit, especially so among the whole- sale hardware houses with whom he transacted business during his thirty five years in New Baltimore. Mr. Schlosser at the time of his death was 73 years old and was actively engag- ed in the business until the final and sudden summons called him beyond. He was known and beloved by hun- dreds of people in New Baltimore and surrounding country. For twen- ty-five years he served as a member of the school board and was also a member of the village council. The cause of his death was acute indiges- tion. As a mark of respect, the busi- ness houses and schools closed during the funeral. He is survived by a wid- ow, a son Fred, who will take charge of the store, and a daughter, Mrs. John Brakeman, of Detroit. Death openeth the gate to good fame and extinguisheth envy.—Bacon. Henry Creagh (Burnham, Stoepel & Co.) has returned to his duties after being confined to his home since February 1 by illness. J. W. Knapp, owner of a depart- ment store in Lansing, was in Detroit on a business trip last week. A great many people have to stand for those who are’ unable to keep themselves up. Fred W. Warner, general © sales manager of the Oakland Motor Car Co., has returned from a trip through- out the West, extending to the coast. His object in making the trip was to become personally acquainted with salesmen selling the Oakland cars. The J. L. Hudson Co. has discon- tinued the grocery department in its store. The move is due to the rapid growth of many of the other depart- ments. It has also completed ar- rangements whereby it will acquire twenty-four additional feet of space to be added to its new building to be erected this summer. With the acqui- sition of the latest piece of property, the Hudson Co. will have a frontage of 124 feet on Woodward avenue. The new building will be ten stories high. Alberta’s coal resources are esti- mated at 1,975,039,000,000 metric tons which amount of figures helps considerably in filling up a column. M. W. Bourke, general merchant, Columbus, was in Detroit last week in the interest of his store. The Hamilton Clothing Co., of Traverse City, has made many im- provements in its store, which classes it with the largest and finest stores of its kind in the Northern part of the State. Nothing that could happen in the future could surprise us—not after seeing John Hartner and Frank Bar- nard (Edson, Moore & Co.'s lively salesmen) weighted down with bal- macaans. The difference between an old- fashioned pain in the stomach and appendicitis varies from $100 to $500. “Colonel” MacPherson, represent- ative for the Bagley Tobacco Co. and active member of Cadillac Council, is very fond of “chickens.” The strange part of it all is that “Colonel” is mar- ried and apparently adores his wife —just like the most of us good tray- eling men do. Everybody who meets “Colonel” Mac soon finds out that he is fond of chickens—and_ personally we couldn’t tell what kind of chicken he likes best, whether they be Leg- horns, Buff Cochins or Plymouth Rocks. He lives in Redford, a sub- urb of Detroit, where land is cheaper than it is around the City Hall and there is where he keeps up a hen- nery and eggery—about seventy-five chickens in all. We wouldn't take up all this space simply to tell you of an egg farm if it was not for the pleas- ing ending of our story. If there are any lonely travelers—or hungry ones who happen to stray around the Mac- Pherson domicile—therein they will always find a hearty welcome, fresh eggs and generally a chicken dinner. E. O. Spaulding, of Caro. who for a number of years has successfully con- ducted a general store, was in De- troit last week inspecting the new lines being shown by the various houses. Frankenmuth is indeed a paradise. Population, about 700 happy souls, seven saloons and two breweries. Detroit has a veteran business man who, at the age of 103. years is recover- ing from an illness and bids fair to be around again in good health. The name of this veteran merchant and Detroit’s oldest citizen is Neil Grant. Mr. Grant conducted a meat market below his home at 1090 Michigan ave- nue for sixty-three years. He was also interested in politics for a num- ber of years, retiring from both busi- ness and politics thirty years ago, after serving as a member of the Board of Estimates and Common Council. Mr. Grant is known as the “erand old man of the Fourteenth ward.” Orrington J. Lynch (Alert Pipe & Supply Co., Saginaw) is doing as much as any one member in advertis- ing the coming convention of the United Commercial Travelers to be held in Saginaw in June. “Ora” in- forms us that, unlike the last conven- tion held in Saginaw by travelers, ar- rangements have been made whereby the visitors will not have to pay full rates for their wives at the hotels. Being a clerk in a large hotel in Saginaw isn’t as good a paying propo- sition as being a railroad president even though the clerk acts as digni- fied. John Weenan, general merchant at Dryden, visited the Detroit markets last week. Time afid tide wait for no man, but after a girl is 25 she generally keeps a check on it. We have received word that our old friend and playmate Norman Bush of Grand Rapids, publicly renounced the joys of single blessedness last Saturday by promising the minister to forever love and protect Miss Mar- guerite Van Campen, also of Grand Rapids. We wish to extend our best wishes to the happy young couple. Here’s a note we received from La- peer—verbatim: “A vote was taken as to who was considered the most popular salesman coming to Lapeer. Roy Rieker, the good looking, jovial representative of Standart Brother, Detroit, was almost unanimously elected. Kindly mention in your col- umns, as Mr. Rieker travels out of your city.” The Hotel Whitney, of Ann Arbor, since its occupancy by “Hildy,” has assumed the aspect of a real up-to- date hotel. New sample rooms have been fitted up and everything possible has been done for the comfort and convenience of the traveling men. The hotel has recently been placed on the European plan. Like our brother scribe from Grand Rapids, who re- cently mentioned the splendid service and treatment he received, we, too, say that we have received nothing for. this write-up, but, as in other cases we are as willing to show through these columns the appreciation of the boys for fair treatment as we are to call attention to unfair treatment by the hotels. Charles W. Wagner, clothing mer- chant at Ann Arbor, paid Detroit a visit last week. Edith, daughter of Mr. and Mrs. TI. Marks (A. Marks & Co.) has been suffering from an attack of bronchial pneumonia, but is reported entirely out of danger and is expected to be out in a short time. Mr. Marks is one of the charter members of De- troit Council, War with Mexico coming on sim- ultaneous with house cleaning time should find plenty of married men willing to enlist for service. Gilbert Smith, who has been repre- senting the Harry W. Watson Co. of lint, as Detroit city salesman, has resigned. He has not stated what his future plans are, although he has several propositions under considera- tion. A. Shasberg, who conducts a gen- eral store at Maybee, was in Detroit last week. Cadillac Council holds its regular monthly meeting at St. Andrews hall next Saturday night. As this is the last meeting to be held before the Saginaw convention, a large crowd is looked for. Visiting U. C. T. mem- bers are cordially invited to attend the meeting. Frank Pietsch, manager of the dry goods department for Hubinger srothers, Frankenmuth, says that (apologies to S. F. Pungs) an epi- taph is something that lies above a person who lies beneath. Mr. Lott, of the A. E. Lott & Com- pany department store in Flushing, made a flying trip to Detroit last week in the interest of his store. Another young man who stepped from the wholesale district, with little money and lots of ambition, to make his mark in Detroit’s mercantile world is Otto C. Froman. -.. No Geographical Cheese Names. There is an internationalism, a uni- versalism, in cheesemaking that might with profit be incorporated into many other human activities. Cheesemak- ing knows practically no geographi- cal limitations. The world is its field. The names its 156 different va- rieties bear are like the names given to streets of the modern cosmopoli- tan city. Regardless of origin, they will fit anywhere. Thus, various kinds of cheese known throughout Europe, Asia, Africa, Oceanica and South America as “American” are made in every other part of the world as well as on the North American continent or in the United States. Ask for American cheese abroad and you are likely to be served with an article made in the United Kingdom, in Ger- many, in France or in any other coun- try outside of the United States. So, also, “Neufchatel,” “Cheshire,” “Bdam, —Port-du-Salut,’ “Brie,” “Camembert,” “D’Isigny,” “Roque- fort,” “Limberger’—all manner of “English,” “German,” “French,” “Danish” and “Swiss” cheeses—are made in different parts of the United States. This is so generally under- stood that the fact has long since ceased to call for particular remark. The cheesemakers recognize it as a settled condition in industry and trade. There is no resentment oc- casioned by it. Milk and curds are common to all lands; no nation has a patent on any of the 156 different varieties of cheese. All nations may eat and enjoy the cheeses made by all other nations. As to the matter of name, in cheese the name is merely a convenience. A cheese by any other name would have the same fla- vor. Thus, in a sense and in a large sense, there is freedom of trade in cheese. Cheese is not American, English, French, German or Swiss be- cause it bears one or other of these names. It is a world product. It be- longs to the world. Naturally, tastes differ as to cheese. Some people are very fond of some kinds and could not be induced to touch other kinds. Very well; they need taste no kind of cheese that they do not like. The cheese product of the world, every kind of cheese in the world, cheese of every name in the world, is within reach of people in all parts of the world. They have only to take their choice, with or without crackers or mustard, and be satisfied. 15 Limitations in ° To Fathers ana Mothers _ The season is again here when boys and girls begin play- ing in the streets. To avoid possible accident to your chil- dren we respectfully urge you to Keep in Their Minds the Danger of So Doing And give them strict instructions to particularly Watch Out for Street Cars The motormen are on the alert, but the children cannot be too careful, and must be frequently reminded. GRAND RAPIDS RAILWAY CO. BENJ. S. HANCHETT, President and General Manager. MACAULEY SAID Those inventions which have abridged distance have done the most for civilization. USE THE BELL And patronize the service that has done most to abridge distance. AT ONCE Your personality is miles away. Sse Aca talaben Every Bell Telephone is ~~ a long distance station. 7 Pere Marquette Railway Co. FRANK W. BLAIR, DUDLEY E. WATERS, SAMUEL M. FELTON, Receivers FACTORY SITES AND LOCATIONS for INDUSTRIAL ENTERPRISES IN MICHIGAN The Pere Marquette Railroad runs through a territory peculiarly adapted by Accessibility, Excellent Shipping Facilities, Healthful Climate and Good Conditions for Home Life, for the LOCATION OF INDUSTRIAL EN- TERPRISES, First-class Factory Sites may be had at reasonable prices. Coal in the Saginaw Valley and Electrical Development in several parts of the State in- sure Cheap Power. Our Industrial Department invites correspondence with manufacturers and others seeking locations. All inquiries will receive pains- taking and prompt attention and will be treated as confidential. Address, GEORGE C. CONN, Freight Traffic Manager, Detroit, Mich. 16 MICHIGAN TRADESMAN May 6, 1914 THE CITY BEAUTIFUL. Some Ways of Making Grand Rapids Attractive. Written for the Tradesman. Time was when an industry, seek- ing a change of location, propounded to the local boosters as its first ques- tion. “How much bonus will you give us?” This was superseded by, “What are your transportation facilities?” To this last question has been added, “What are the living conditions of your working people? How are they housed? What are the church, school, park and playground facili- ties?” Contrary to the general first thought, this is not an aesthetic prop- osition but is a strictly commercial proposition based upon the experience of progressive business men. They have come to realize that a workman who lives in a home which has a grass plot in front and a garden in the rear and shade trees along the parkway, whose children have the advantage of good schools and super- vised playgrounds, and who can with his family attend a nearby church on Sunday morning and roam through beautiful parks in the afternoon, is a more contented man and a_ better workman than one who has not these surroundings. Grand Rapids is particularly fortu- nate in all of these respects. Many years ago someone started the ‘plan of setting trees along the parkway in front of his home, others took up the idea, and it has grown until now it is a habit. It is estimated that there are growing in the streets of Grand Rapids over one hundred thousand fine shade trees which are now under the control of our Board of Park and Cemetery Commission- ers. The advantage and beauty of these trees naturally led to the beautifying of the home grounds. The encour- agement given by the yearly contests of the Evening Press, the distribution of shrubs and trees at cost to school children by the Municipal Affairs Committee of the Board of Trade, and the excellent examples set by our Park Commissioners, resulted in giv- ing to the streets of Grand Rapids the appearance of parkways. Supplementing this work done within the city is an organization formed for the purpose of acquiring and developing some of the natural beauty spots around Grand Rapids. This Association had its origin about ten years ago, when a group of public spirited citizens realizing the beauty of Grand River below the city formed the Grand Rapids Park and Boulevard Association. Handicapped by the fact that there was no adequate law under which they could incorporate, they acquired by purchase and gift about five miles of right-of-way along the river bank between the city and Grandville together with a park of 18™% acres at the Indian Mounds. Discouraged and disheartened by the obstacles thrown in their way the project lay dormant for about six years, when it was revived by the Municipal Affairs Committee of the Board of Trade. Profiting by the experience of the old Association the first work done was to draft a bill authorizing the incorporation of such organization with power of condem- nation, This bill was so just that it passed the Legislature with scarcely the change of a word and secured the governor’s signature making it a law. Immediately the Grand Rapids Park and. Boulevard Association was in- corporated and the project of the old Association taken over and revived. The right-of-way obstacles were over- come and some work done on the River Drive and plans have’ been worked out during the winter which will be developed this year. A new project, a boulevard around Reed’s Lake was taken up and it has proved a most popular one. Early in its development it received the magnificent gift of Hodenpyl Woods from Anton G. Hodenpyl, which was further augmented by the gift from John H. Bonnell, of Bonnell Park. The development of both of these gifts has been carried on un- interruptedly and the beauties of these two parks will be apparent to the public this summer. generosity of Mr. Hodenpyl, several canoe channels have been dredged in Hodenpyl Woods and thousands of shrubs and trees planted.. Mr. Bonnell has added to his gift sufficient funds to excavate a similar channel in Bonnell Park and the Association has supplemented the work at the west end of the Lake by an addition of three quarters of a mile of channel connecting the Hodenpyl Woods channels with other property given to the Association. Through the The entire right-of-way around the Lake has been acquired with the ex- ception of about a half mile strip and it is hoped that this can be cleared up this year and the two ends of the boulevard connected. The Association now holds, in trust for the people of Grand Rapids, in the Reed’s Lake district about ninety acres of park lands and three miles of right-of-way for a boulevard and on the Grandville Drive a twenty acre park and six miles right-of-way. Occasionally we hear the remark that “We are spending too much for parks, playgrounds and boulevards.” The critic does so unthinkingly, without a careful analysis of the case and bases his judgment entirely upon the amount of money expended and counts only the benefit already re- ferred to in the part that such im- provements play in the matter of better living conditions. He forgets the direct monetary benefits to the city in the way of increased revenue in the form of taxes by the reason of the increase in the value of property caused by such improvements. In Madison, Wis., there is an or- ganization called the Madison Park and Pleasure Drive Association. Or- iginally this was purely a voluntary Association organized along the line of the Grand Rapids Park and Boule- vard Association. The Association, however, accomplished such good work that the city finally contributed to it a sum derived from a half mill tax. There was some criticism of this action by citizens of Madison and in 1908 the Common Council adopted a resolution authorizing the appoint- ment by the Mayor of a committee of five citizens of Madison, “one of whom shall be the assessor and no member of said committee shall be an officer of the Madison Park and Pleasure Drive Association, to thoroughly investigate and report to the Council at some time on or be- fore its regular meeting in March, 1909, its conclusion on the question as to how much, in their best judg- ment, the present assessed value of the entire property of the city of Madison has been enhanced or in- creased by reason of the work that has been carried on now for the past sixteen years by the Madison Park and Pleasure Drive Association in conjunction with the city in securing for the city, parks and drives out- side the city limits and parks and playgrounds and open places within the city limits.” For constitutional reasons the City Assessor declined to serve but the commission as finally appointed in- cluded a Justice of the Supreme Court of Wisconsin, a member of the State Tax Commission and four of the lead- ing business men of Madison. This committee made a thorough investiga- tion and a yery exhaustive report, the gist of which was that the increase in assessed value to the Park and Pleas- ure Drive Association work was $1,- 529,984, which in 1908 yielded in in- creased taxes $23,814.76. The amount of the half mill tax for the same year was but $12,460.64. Other expenses, such as interest on park bonds, etc., brought the total expenditures for the year on account of parks to $13,707.16, leaving a net profit to the city of $10,017.60. It is often asked, “When will the work of the Association be com- pleted?” The answer is that it will never be completed so long as the people of Grand Rapids desire a City Beautiful and will give the Associa- tion its support. Unlike the City Park Board the Grand Rapids Park and Boulevard Association has no taxing power, but depends upon the generosity of the public for carrying out its plans. So far the funds have come from about 200 citizens who desire to preserve to the people of Grand Rapids for all time some of the natural beauties by which it is surrounded and towards this end have contributed about $25,000. It is hoped as the work’ progresses more persons will realize what is being at- tempted for the benefit of the city and will contribute to this great un- dertaking. The Association has other projects in view to be taken up when the present ones are completed but profit- ing by past experience it is considered unwise to mention them at this time. Much of the work, however, must be left for future generations to accom- plish. We of to-day are but outlining in dreams and laying such foundation as we can for the building by our children of a more beautiful Grand Rapids. Charles N. Remington. a Had the late Methuselah been a woman the world would never had. known how old she really was. Which Pays Best, Bluff or Candor? Written for the Tradesman. A customer in quest of a certain article or a certain kind of goods enters a store where such goods are supposed to be kept for sale and makes known his wants to the sales- man who comes forward to wait up- on him. The latter may be a clerk or he may be the proprietor, but his principal motive in business is to sell goods, not to serve the best interest of patrons. “Yes, sir; we have just what you want,” and he brings forward what he has to sell. The customer looks at it and says: “No, that is not exactly what I want. Haven’t you something better?” “Better! There is no better made than those goods right there. If there were we'd have them. They are just what you want. Such goods as you describe might have been had a few years ago, but they are out of date. They are not manufactured now. You can't find them in any store in town, These are the up-to- date goods. They are the most popu- lar in the market. You can’t go wrong in buying them.” “Well, if you haven't what I want Pll have to look elsewhere.” “It won’t do you any good. You can depend on what I tell you. You won't find anything nearer what you want than what I have shown you. And the price; you can’t beat it any- where.” “They don’t suit me. I’ve made up my mind what I want, and I'll search further.” “Well, then; here’s something else. Tiow will that do?” “No use. Don’t trouble yourself.” At the next store he encounters an- other kind of a salesman. The latter listens attentively while the customer describes the goods wanted. “No, I’m sorry to say; we haven't any in stock. In fact we have dis- continued keeping them. They are not popular now and the last we had were rather slow of sale, but I'll ad- mit they were the most satisfactory goods to buy. I'd rather sell such goods—goods that wear—goods that are economical. You might possibly find them else, but I doubt it. It’s no harm to try. Was there nothing else to-day?” “No, thank you.” “Good day, sir. If you don’t find what you want we'll be glad to have you call again and show you what we have.” If the customer can’t find the goods in any store or gives up the search after a few more attempts, which of the first two salesmen will he go back to? Which will he have confi- dence in? E. C. Whitney. —__»><+._____ Unkind Father. Young Harold was late in attend- ance for Sunday School and the min- ister inquired the cause. “T was going fishing but ” somewhere father would not let me,” announced the lad. “That's the right kind of a father to have,” replied the reverend gentleman. “Did he explain the reason why he would not let you go?” “Yes, sir. He said there wasn’t bait enough for two.” { i ~ ene May 6, 1914 MICHIGAN TRADESMAN 17 The Puffed Rice and Puffed Wheat Coupons Should Bring You an Abnormal Demand _ It is important to order some stock now. Not a large supply, but enough for your normal business and the coupon calls. You take no risk whatever. We Guarantee the Sale If you find yourself on August Ist with one or two cases left on hand, we will relieve you of sur- plus stock on request. | These Magazines Come Out with Coupons In April (Issue Dated May) In May (Issue Dated June) Weeklies on List Come Out During April Weeklies on List Come Out During May Saturday Evening Post Minneapolis Journal Woman’s World Sunday School Times Ladies’ Home Journal Denver Rocky Mountain News Delineator McCall’s Buffalo Courier Designer SUNDAY MAGAZINE OF People’s Home Journal . Detroit Tribune ' ; Woman’s Home Companion Baltimore Sun bap ine a New York Sun Pictorial Review Pittsburgh Gazette-Times Lif Boston Globe Youth’s Companion Minneapolis Tribune sane tite Cleveland Plain Dealer Modern Priscilla Rochester Democrat and Today’s Magazine Wiaitinaian feat Literary Digest Chronicle Collier’s Weekly g Outlook Memphis Commercial-Appeal People’s Popular Monthly Omaha Bee Vogue : Louisville Courier-Journal .. Housewife Buffalo Express Canadian Home Journa New Orleans Picayune , ; ' McLean’s Magazine Omaha World-Herald oe ees nisi Pi 9 oa Western Home Monthly Columbus Dispatch nee a pee eter ge aa Buffalo Times ristl SUNDAY MAGAZINE OF Philadelphia Record. American Boy St. Louis Globe-Democrat Chicago Record- Herald Boston Herald Holland’s Magazine Cincinnati Enquirer St. oe fomubile Fcc lig: i. Harper’s Bazaar Philadelphia North American Philadelphia Press ilwaukee Sentine ’ ; ; Pittsburgh Post Des Moines Register & Leader Harper's MWicekty | Piturgn Dispatch ; Canadian Magazine Seattle Post-Intelligencer New York Tribune Dayton News : Boston Post Providence Tribune Canada Monthly St. Paul Pioneer Press- Washington Star Worcester Telegram . Canadian Pictorial Dispatch The Quaker Oats Company Sole Makers meena itauirersiincientistAlenetertea tart eae Lenn tneTeT ATC ANN TT AAA NTN SCCEE CTIA OSES NO CTRL TeresTtiiee ae ran 18 MICHIGAN TRADESMAN May 6, 1914 & oe — —_— — —_ a =< — i = ro — - - STOVES AND HARDWARE — ~ — — —_— = Michigan Retail Hardware Association. President—C. E. Dickinson, St. Joseph. Vice-President—Frank Strong, Battle Creek. Secretary—A. J. Seott, Marine City. Treasurer—William Moore. Detroit. Story of the Town That Woke Up. The turn of a screw can make all the difference in the world to a whole town. It depends on how you turn that screw. : “This town is a graveyard, Son,” re- marked Mr. Prothero, for the eighty- ninth time since Bill was admitted to the Prothero hardware store on the basis of $12 a week and an even split on any increase in a year’s net profits. “Gee whiz!” lamented Bill, “can’t do anything at all to push things along? I’m twenty-one years old now and I don’t expect to live all my life on a clerk’s wages.” “Son,” rejoined his father con- templatively joining the finger tips of both hands and slanting down at them with calm, almost contented reflectiveness, “I’ve spent most of my time since I was twenty-one trying to think of something that'll wake up this town of ours, and I haven't struck it yet. Why, here’s our window, dis- playing the most marvelous tools that were ever fashioned for the hand of man since Noah jammed the dowel pins in his Ark; and our merchanics go dubbing along with the kits they inherited from their grandfathers.” “Well, we sell ’em don’t we?” de- manded Bill. “Why can’t we sell more of ’em?”’ “It’s up to you to find out. Son,” said the elder Prothero, unmoved. “I’m tired of trying. We do sell them —plenty of them, but the men we largely sell them to bring an open mind and open eyes to the tool ques- tion; and they can see in a minute that a spiral tool, which holds the same cutting tools as a bit brace and does all of the higher boring work simply by pushing, will enable them to build a pergola for themselves out in Honeymoon Suburb a blamed sight easier and quicker than the ancient junk most of our mechanics lug around with then. But you can’t con- vince the mechanics of it.” “Has anybody ever tried?” quired. ill en- His father was pitiful and indul- gent. “Why, look at them all around us here,” he answered. “A dozen and more types of the most wonderful tools that mechanics in wood and metal ever laid eyes on. They see them every time they come into this store. They see them in all the other hardware stores I’ve demonstrated them to personal friends of mine right here, as much as a man can behind a counter. And they said: ‘Oh, well, I guess I'll get along well enough with the things I’m used to.’ So, Son, what’s the use? Some day, I suppose, the tewn will wake up and then you'll see most of the old tools scrapped, like other machinery junk that’s be- come out of date.” Bill had obligingly glanced at the exquisitely finished assortment of tools his father referred to with such a strange mixture of enthusiasm and resignation. “Tf I’d had a few of them to use in my manual training course at school,” he remarked, “I’d have made the in- structors sit up and take notice.” His eyes lit, as he spoke, and he crossed to the display, taking down one after another in a quick selective choice. He put them in a grip used for delivering small parcels, and said to his father: “I’m going out to do a little de- monstrating on my own account. Can you spare me for an hour or so?” “Spare you all day, from the looks of things,” said Mr. Prothero, gloom- ily enough. Fifteen minutes later found Bill opening his grip on the workbench of Harry Naylor, in the rather dismal carpenter shop where Naylor was plodding in his father’s footsteps as discontentedly as Bill Prothero fol- lowed those of his parent in retail hardware. “Harry,’ said young Prothero, “when we were in the manual train- ing course together, you seemed to be about the quickest fellow in our class to see a good thing and to devise a new way of handling a job. Of course it meant your living to you, while my father meant it to be merely a help in my hardware education. I can’t pretend to be any- thing like the mechanic you are; but I believe I know enough about what good tools mean to a good mechanic to tell when they’re worth trying. I want you to look these over.” Naylor’s father, his white beard waving as he walked, came stumping from the other end of the shop and observed the glistening tools as, one by one, Bill Prothero unboxed them and laid them on the workbench. “Humph!” he ejaculated, when he had seen them all. “These new-fan- gled contraptions ain’t worth a darn.” And he stumped back again, to drive another screw by main strength. But his son regarded those beautiful pieces of mechanism with the kind- ling eye of an expert. “Look as if they were built like so many watches,” he exclaimed. “Will they stand up to their work?” “Like so many steel girders,’ re- turned Bill Prothero, confidently. “They’ve got back of them the guar- antee of one of the most reliable tool makers in the country; and, as you can see for yourself, they’re put to- gether on principles that aim directly at strength of construction. You can take all that for granted. The import- ant feature is the wonderful way these tools adapt themselves to the various jobs that building carpenters, like you and your father, must work on. “Take some of the simplest of them: Here’s the ratchet screwdriver. You know, as I know, that a man’s first grip is usually his best grip. With your old driver, you’ve got to shift your grip with every turn you make on the screw. The process is sheer idiocy. With this ratchet driver, your first grip sticks without a single shift; the ratchet holds your turn and you simply work from your wrist. “Now, note how this screwdriver at- tachment operates. It holds the screw fast on the driver from the in- stant you set it in place; it carries the screw right down flush with the sur- face; and when its done, it releases automatically. With such a holder on a ratchet driver, you can place a screw and send it home in the most awkward spot you are able to reach, and you do every bit of the work with one hand. “Sure thing,’ Naylor assented. “A one-armed cripple could win a driving competition against the best carpen- ter in the trade.” His face assumed a look of boyish mischief. He glanced toward the other end of the shop, where his fath- er, at .the moment, was driving a screw in a position peculiarly awk- ward. The younger Naylor knew, from the nature of the job, that a second screw was due to go in place immediately afterward, with a slight addition to the unhandiness of the drive. He seized the ratchet driver, with its holding attachment, from Bill Prothero’s hand, set in place deftly a screw of the size required in his father’s work, and ran, in catlike silence, down the length of the shop. “Excuse me, Dad!” he remarked as he stepped into his father’s place; and he waved the new driver, with its screw glistening at the end, as he added: With that, he put the screw at its appointed place; then he held his other hand behind his back—a very fair imitation of the pose of a fencer getting down to business with his rapier. His father stood staring as, with a few quick turns of his wrist. he sent the screw home and, at the automatic release, turned to the old man and remarked, before he walked away: ? “Presto! “Just call on the magician, Dad, for quick work any time you're in a hole.” His father emitted a grunt of in- credulity and spent the next few min- utes trying to find some fault with the driving of that screw, and failing. “Beats me!” Bill Prothero heard him mutter to himself as Harry reach- ed his side and winked in satisfaction. “You could have turned that trick better with this quick-return § spiral ratchet screwdriver. It’s a whiz for cramped places and any one-hand job Foster, Stevens & Co. Wholesale Hardware at 157-159 Monroe Ave. _:: Grand Rapids, Mich. 151 to 161 Louis N. W. Corner Oakes St. and Ellsworth Ave. Michigan Hardware Company Exclusively Wholesale Grand Rapids, Mich. ‘ i Se get — May 6, 1914° under the sun. push.” “Let’s have it,’ said Harry. “He’s got more screws to drive down there.” He caught up several screws, and took the quick-return driver with them to his father’s bench. He set each one and, with a few swift pushes, drove them solidly into place. This time, as he returned to his friend’s side, his father plodded in his trail, de- termined to see all there was to the startling collection Young Prothero showed them the amazingly complete equipments that went with the tool; he showed them the astonishing push brace, which works on the principle of the spiral ratchet driver and for the lighter work ordinarily done by a bit brace, provides an almost incredible speed in hard as well as soft woods, and open in metal. He showed them the push drill, with its tension adjustable to the nature of the wood, while its handle constitutes a magazine for the drill All you need do is points—wveritable little giant of a tool. “Well, Harry,” he enquired, when the tools adapted to carpenter work had been examined, “what do you think of the bunch?” “I think they’re the only tools of their kind any men in our line of work ought to use, inside the shop or out- side. Father, I’m for them.. What do you say—shall we fit out the shop with those we can use? They’re just about as low in price as any concern can possibly manufacture tools of their class, and they would be cheap to us for twice the money. We’re Overcrowded with work, anyway; and with such tools as these, using them as they’re needed almost every hour of the day, we ought to be able to increase our capacity between twenty-five and fifty per cent. By George, Dad”—as his enthusiasm re- sponded to the swift mental calcula- tion “we can earn the cost of a full outfit in less than one week’s extra work they'll enable us to do.” “Now, Harry,” returned the old man, thoughtfully, “I don’t hold much with any of these Yankee notions in the tool line. My old father’s tools have been good enough for me ever since I was apprenticed to my trade. 3ut when you put it that way, right out plain in dollars and cents, why it does look like flying in the face of Providence to let so much = easy money get away from us. I guess the firm of Naylor & Son can stand the strain.” “We'll take this lot of the tools, just as they are, Bill,” added Harry. “Send us the bill when you make it out.” When Bill returned to the Prothero hardware store with the empty grip, his father was willing enough to con- gratulate him. “Tt’s good work, Son,” he observed, “and I like to see your enterprise. I was the same way at your age, but one swallow doesn’t make a summer, and it takes a lot of mechanics to buy a lot of tools. Don’t forget that.” “I’m hoping we'll hear from that set I left with Naylor & Son,” returned Bill, rather enigmatically. They did. Your hardware store, MICHIGAN well run its local trade, is liable to be the center for a good deal of gossip regarding the affairs of building firms, big and little, as well as of the mechanics they employ. A fcw weeks elapsed, and Herrmann, who did car- pentering and building on a_ small scale in Naylor & Son's neighbor- hood, dropped in and remarked: “That young Naylor must be a won- der. They haven't hired anybody to help them out, but they're doing three men’s work just the same. I know, because they took an order I was counting on and waited too long for because I calculated the Naylors were full up and I'd get it when I was ready for it. It must be the young fellow, because his father’s getting older every day, and he’s been slow on a job for the past ten years.” “Maybe they’re working with some of these up-to-date tools you see in our window,” Bill Prothero suggested, quietly and significantly. Herrmann looked shrewd. “Say, young fellow, he replied, “T’ve seen hardware salesmen before.” And he went out, grinning at his apt- ness in repartee. extremely But now, from one man and an- other, reports of the phenomenal quickness of the Naylors began to be heard. Bill Prothero offered the same explanation to every one; and his father, realizing the utility of the mystery that was being talked about in the Naylor’s trade, added his grave and weighty hint to the son’s. Meanwhile, the Naylor's were mak- ing hay assiduously. It was Harry who handled such outside work as his father could be spared from, and, as the weather allowed more and more of it, he was outside most of the time. He began, however, to feel something of furtiveness a man takes on when he suspects he is being watched; and with good reason. Several times, of late he had received over-friendly visits at the shop from mere acquain- tances in his trade and he had re- sented the prying questions they masked under fulsome flattery. He was fitting a door frame one morning and the job was going in jig time, for he was using his quick-re- turn spiral ratchet screwdriver and was really making three men of him- self. As he adjusted his driver to a screw he had set high above his head and the extreme reach of his arm, and applied his long, efficient driver to it, he felt again that intent watchfulness. He glanced around A couple of young fellows employ ed by Herrmann as journeymen carpen- ters were standing on the pavement, observing his every move. For an in- stant, Naylor was impelled to ex- plain to them what kind of spies they they were. But he realized the futil- ity of any endeavor to keep secret the advantage he enjoyed in his wonder- ful tools when his competitors were so determined to discover it. He merely winked at them over his shoulder, with the wink of cheerful triumph that is so exasperating, and went on with his work. They stood there, unashamed, and watched him josh that screw with the ease of a woman running a needle TRADESMAN through muslin. perating laughing. Then, winks they with exas- walked away It was a week after that, while both sill Prothero and his father were oc- cupied with demonstrations and sales of these marvelous tools to a_ suc- cession of carpenters, that the head of the business turned a puzzled face to young Bill. “Say, Son,’ Yr thero, “I "remarked the elder Pro- wonder whether this is Resurrection Day in this dead old town of ours.”—Philadelphia-Made Hardware. ——~+-->___ When you begin to show the goods ot the new season, don’t show them in so nearly the same way you did the old stock that no one will know you have anything new. POSTS—Cedar posts, 8 feet, all sizes in car lots. Write for prices stating size wanted to FULLER & HARRIS, Farwell, Mich. 19 Established in 1873. BEST EQUIPPED FIRM IN THE STATE Steam and Water Heating Iron Pipe Fittings and Brass Goods Electrical and Gas Fixtures Galvanized Iron Work THE WEATHERLY CoO. 218 Pearl Street Grand Rapids, Mich. ELEVATORS * For All Purposes We make Hand Elevators Power Elevators Dumbwaiters Invalid Elevators Box Hoists, Etc. Write for information and prices SIDNEY ELEVATING MACHINE CoO. Miami St. Sidney, Ohio Spraying -— Largest Line 9___ Many a man wakes up and finds himself infamous. M. O. BAKER & CO SUN KIST ORANGES _ Sendus yourorder. _ Write us for our weekly price list. TOLEDO, OHIO Try F. J SCHAFFER & CO. Eastern Market Detroit, Mich. EGGS AND LIVE POULTRY WRITE FOR QUOTATIONS to us. We References: Dime Savings Bank Bradstreet and Dun Mercantile Agencies SHIP YOUR and EGGS We pay spot cash. Ask for quotations. also receive Veal and Poultry on consignment. Schiller & Koffman 323-25-27 Russell St. DETROIT, MICH. The Vinkemulder Company Fruits and Produce Jobbers and Shippers of Everything in Grand Rapids, Mich. The Secret of Our Success BUYING POWER We you M. PIOWATY & SONS Western Michigan’s Leading Fruit House is in our have several houses, which enable us to give quicker service and better quality at less cost. GRAND RAPIDS, MICH. sree ae May 6, 1914 Cold Rooms for Local Centers. During the heated term of every season there is always a great deal of complaint about goods being re- ceived at the large centers in unsatis- factory condition. Sometimes it is just merely a little soft and at other times it is positively melted and in very bad shape indeed. Refrigerator cars are not always iced properly or often enough, but some of the dam- age at least originates in goods stand- ing sometimes for hours on the ship- ping platforms of ‘the local station. We notice in one of our exchanges that at Platteville, Wis., they have Overcome this part of their troubtes in this line at least, by providing a cold storage room at the local sta- tion. This strikes us as a mighty good proposition, and it is a wonder that some of the large shipping cen- ters that some such arrangement has not been provided long before. The railroad companies of course are not any too anxious to spend money un- less they can see a direct return, but this cold room could be utilized not only for butter but in these days of cream shipping, it could be used in that connection as well. It seems to us that this would be one of the good things to bring up at the National Creamery Buttermakers’ Association convention, and if the Secretary would get some “good live wire” on the subject to go into it exhaustively and bring in a report that could be passed along to the railroad com- panies at different shipping points, and with concerted action much good could be accomplished—Elgin Dairy Report. Shipping —__2-+>__ More “Rooster Days.” In the interest of the infertile egg the poultry specialists of the Depart- ment of Agriculture have started a campaign for the elimination of the rooster among poultry flocks during the seasons between May 1 and De- cember 1. In this connection, Sat- urday, May 16, has been set aside as “rooster day” in Kentucky and Ten- nessee, when all poultry dealers in these states are being asked to pay the same prices for:roosters as they do for hens and pullets. There is an enormous loss in eggs as the result of the fertile egg, especially during the summer and fall months. Mis- souri “rooster day” is June 6. The Department is planning a campaign among the boys’ and girls’ poultry clubs in Kentucky Ten- nessee, Virginia and North and South Carolina, to encourage not only pro- duction of a better grade of eggs, but a more uniform method of grading. Arrangements are being made to of- fer prizes for the production of the best dozen of eggs, and it is expect- ed that the state, county or municipal officials will offer such prizes as trips to the Pan-American Exposition at San Francisco. —_+->___ Cold Storage on a Small Scale. There is no question but what there are thousands of locations in the North Temperate Zone where natural ice can be put up at a nominal cost where a combined ice storage and cold storage plant costing from $500 MICHIGAN TRADESMAN to $1,500 would be of almost incal- culable value. We are running across these locations from time to time in connection with our business as re- frigerating engineers and architects, and where a plant of this kind is once installed the owner wonders how he was able to get along without it be- fore. The cost of operating is al- most nothing, as the cost of putting up the ice is mostly the labor, and this is worth comparatively little dur- ing the ice harvesting season. —_——_--+ Ice for Shipping Cut Flowers. A new use for ice has been sug- gested in the shipping of cut flowers and especially as applied to the ship- ping of roses. The growth and ma- turity of flowers in common with all vegetation is influenced largely by temperature, and if the temperature can be kept low, growth and matur- ity is retarded. In shipping roses, for instances, they are of course, cut when the buds are just opening, and if they are kept at a comparatively low temperature, the opening of the buds is greatly retarded, and if the shipping case is suitable and the sup- ply of ice maintained, they may be shipped for long distances in perfect condition and arrive on the market practically as fresh if just cut. In using ice for this purpose it should be covered or wrapped in paper, and the ice should not be allowed to come in direct contact with the flowers, as it will chill the petals and result in bleaching or discoloring them _ to some extent. The ice should for this reason be applied to the end of the stems so far as practical, but not ex- act directions can be given without knowing the style of shipping package to be used. +... The Human Banknote. “We can’t all earn $5 a day sweep- iig s‘cors in automobile plants, and so, commercial conditions being as thev are, I don’t blame very severe- ly the girl who marries for money.” The speaker was Miss Elsie De Woife, of New York. The scene was the smoking room of the club. “A poor girl,” Miss DeWolf went on, “married an aged millionaire. Colony ““Oh, how could you do it?’ a friend asked her. ‘Such an old fel- low, too!’ ““My dear,’ the young bride re- plied, ‘if you were starving and some- body gave you an enormous. bank- note—a banknote for a million— would you bother to look at the date?” — ++. Eggsactly. The eggstraordinary price of eggs is hard to eggsplain eggscept on the theory that eggsecutive committee of the egg layers is eggspressing its eggstreme eggsasperation at the eggs- cessive eggstent of the eggspostula- tion eggspressed by eggscited hen raisers, who eggspect eggs, and whose egespletives need to be eggspurgated when they eggsplore the hens’ nests without finding any. But there’s no use getting eggscited. You can eggs- ist even if eggs have made their eggs- it from the menu. Their excellence has been eggsaggerated. 21 Rea & Witzig PRODUCE COMMISSION MERCHANTS 104-106 West Market St. Buffalo, N. Y. Established 1873 Liberal shipments of Live and Dressed Poultry wanted. and good prices are being obtained. Fresh eggs more plenty and selling well at quotation. Dairy and Creamery Butter of the better 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, Watson-Higgins Milling Co. Merchant Millers Grand Rapids tot Michigan We can supply you with all kinds of Southern fruits and vegetables. Write or wire, Citizens Phone 5638. A. J. PHERNAMBUCQ & CO. 138 Ellsworth Ave.,S. W., Crand Rapids. Satisfy and Multiply Flour Trade with “Purity Patent” Flour Grand Rapids Grain & Milling Co. Grand Rapids, Mich. POTATO BAGS New and second-hang, also bean bags, flour bags, etc. Quick shipments our pride. ROY BAKER Wm. Alden Smith Bldg. Grand Rapids, Mich. Geo. L. Collins & Co. Wholesale Live and Dressed Poultry, Calves, Butter, Eggs and Country Produce. 29 Woodbridge St. West DETROIT, MICH. Dear Grocer: Who are you working for, Mr. Leaks or Mr. Profit? This is not mere TALK, but a sincere business question. A modern 20th Century Standard Computing Scale connects you WITH prosperity. WRITE FOR INFORMATION W. J. KLING 50 Ionia Ave., S. W. GRAND RAPIDS, MICH. HART BRAND CANNED GOODS Packed by W. R. Roach & Co., Hart, Mich. Michigan People Want Michigan Products THE QUALITY 5c CIGAR AMERICANO Order from your jobber or A. SALOMON & SON MFRS. KALAMAZOO, MICH. Make Out Your Bills THE EASIEST WAY Save Time and Errors. Send for Samples and Circular—F ree. Barlow Bros. Grand Rapids, Mich. Largest and best equipped vulcanizing shop in Michigan. Standard Tire Repair Co. 15 Library St. Grand Rapids, Mich. AS SURE AS THE SUN RISES Voist’s CRESCENT wee e Makes Best Bread and Pastry Use Tradesman Coupons When in the market to buy or sell FIELD SEEDS Call or write MOSELEY BROTHERS Both Phones 1217 Grand Rapids, Mich. Write or wire us when ever you have POTATOES TO OFFER LOVELAND & HINYAN CO. 236-248 Prescott St. We have seed potatoes to offer in local lots Grand Rapids, Mich. Use Tradesman Coupons MICHIGAN TRADESMAN May 6, 1914 f= j — => ‘\\ = \ — —. ' WOMANS WORLD = —~_. —_ x ve Failure Through the Use of Too-Ex- alted Methods. Written for the Tradesman. Some months ago one of the popu- lar magazines offered a prize for the best “stories” on the subject, “What I Am Most Afraid Of.” The letter that won first prize is the pathetic account of a wife’s lonz- continued efforts to please and make contented and happy a husband wo is a chronic grumbler and fault-find- er. When she married, this woman had high ideals and was prepared to de- vote herself unreservedly to the noble task of making a real home for her husband and children. The scanty measure of appreciation that she has received from him in whose hands she placed her welfare and happiness, may best be judged by a few extracts evidently truthful narra- from her tive. “My husband is a man whom noth- ing suits; no matter how hard we try, how well we do anything, instead of praise some fault is always found, some defect pointed out, until all joy in accomplishment is lost.” She goes on to say that her husband has a business yielding enough for them to live upon comfortably and lay by something for the future. Still, “We ‘have always scrimped. I could never make the provisions last long enough though not a scrap was wasted, and I always dreaded to tell him when anything was needed for the family. Often I have managed to earn a little money, and have bought extra pro- visions in order to escape the inevit- able fault-finding attendant upon any request for household wants.” How the main topic of conversa- tion at meals was the high cost of each article of food; how, if he could find nothing to complain of in the house. he would grumble on general principles, at the weather, about busi- ness matters, hard times or anything else that chanced to displease him; and how she and the little ones came to dread his home-coming; how, as the children grew older she taught and worked in an office in order to clothe and educate them—all these things can be touched upon only thus briefly. She is careful to give her husband credit for his redeeming traits, says that he is a good man morally and is upright in business dealings, “but feels free to vent all his discontent upon his family, often by the slam- ming of doors and other childlike modes of expressing his anger.” That when her children are grown and go out into the world fo® them- selves she will no longer be able to hold out, but will be tempted to leave her home and make a place for her- self where she will not be harassed by her husband's selfish and needless complainings is What She Is Most Afraid Of, and what gives point to her story for the special purpose for which it was written. Here, briefly told, is the life history of a noble soul that has failed in much it has attempted and suffered indescribably, through a misapplica- tion of means to ends. She has. as it were, tried to solve a problem by bringing to bear upon it all the in- ° tricacies of higher mathematics, when what was needed was simply a little working knowledge of common frac- tions. She hitched her wagon to a star, depending solely upon that con- nection for transportation, forgetting that to insure a safe and fairly pleas- urable trip, it would be necessary to provide also a smooth track and oc- casionally to apply a lubricant to the axles. This woman is evidently one of those lofty natures who pore over books and absorb eagerly treasures from the printed page, leaving un- opened and unread the great volume of human nature, without some knowledge of which no one can hope to meet successfully the real issues of life. One great mistake this high-mind- ed wife has made is that of foolishly and needlessly spoiling her husband in regard to money matters, much in the same way that unwise mothers spoil their children by giving the undisciplined youngsters everything they cry for and always avoiding a scene. She found soon after she married that her husband disliked to be ask- ed for money to meet proper and necessary expenses. Mistakenly and cravenly she fell into the habit of asking as seldom and for as little as possible, and of eking out his insuffi- cient dolings by her own efforts. How many million years’ pursu- ance of that policy would it take to bring a somewhat parsimonious man to a sense of his duties as a husband and provider Since he has unformly won out by every display of temper, no wonder that he slams doors and makes a bear of himself generally. So little does this much-enduring sister know of the workings of cause and effect, that she seems really to be surprised that her husband’s habit of nagging has increased rather than diminished with the vears. One sentence which she lets fall ought to impress itself deeply upon the mind of the reader, because it reveals, if not the chief cause for the unfortunate situation she so graphic- ally depicts, at least a factor largely contributory to it. Quoting her own words: “Always I have tried to meet everything with patience, dwelling as much as possible upon his (her hus- band’s) good qualities, hoping that love and courage on my part might in time help him to see how he was dwarfing his own powers, and es- tranging the affections of his children by foolish indulgence in these faults.” By such indirect and __ ineffectual methods has she sought to bring about a much needed reformation in her husband’s character. As well think to subdue a screaming, kicking youngster of eighteen months’ by reading to him the Sermon on the Mount or some of the elevated pre- cepts of Buddha. Wives, whether you are middle- aged matrons or bonny brides of a year or less, don’t make the mistake of letting a husband—who is—well, just a little bit stingy—know that you dread to ask him for money. If pos- sible get him on to an allowance sys- tem, or in some way eliminate the bugbear of the frequent request for money. But if you are not quite smart enough to achieve all that, ask without. any cringing or self-abase- ment. If necessary, remind your hus- band occasionally that you might just as easily have accepted that other fellow, who has become independent- ly rich and whose wife is never with- out a liberal bank credit, or by any other method that your woman’s wit can devise, make him understand that by providing for his household he is only meeting an obligation, not con- ferring a favor. The wife who wrote the letter made another serious mistake, that of be- ing too patient and forbearing. She should have made it clear to her hus- band the basic principles of right and justice instead of relying wholly upon her own example of utter self-abne- gation to lead him to better things. The wise teacher, who made the Golden Rule the great law of living and taught to turn the other cheek and to forgive until seventy times seven times, cautioned also against casting pearls before swine, and him- self rid the temple of the polluting money changers, not by persuasion but by coercion. It is not to be inferred that all spoiled children of larger growth be- long to one sex. Not infrequently we see a wife who has been petted and pampered by a fond and overindul- gent husband until she has become selfish and exacting and even tyran- nical. Some of the best husbands I ever have seen wore a constant air of apology—each being made by his hy- percritical wife to feel that he fell painfully short of her ideal of what any man—and especially one who es- sayed so ambitious a task as being her husband—ought to be. Sadly enough the most entirely self-sacri- ficing wife is likely to receive from her husband the very scantiest meas- ure of devotion. In very few marriages are the sac- rifices and denials justly shared. In- deed, by the time most couples re- turn from the honeymoon, either he is engaged in a ceaseless but never wholly successful attempt to keep her suited and satisfied, or else she is forever trying to please him and to restrain him from being unbearably ill-tempered. : The poor wife who wrote the prize “story” may never see these lines. If she should it is doubtful whether so impracticably altruistic a soul as hers ever could exactly do its duty by such a nature as her husband’s. The only real hope for him is that when his present helpmate has gone on to her well-earned reward, a sec- ond wife who will understand him better may take hold of his case. It is hoped that instead of humor- ing his propensity to be niggardly, the second lady will size up his well- fixed financial condition and calmly remark to herself—“‘Well, I should worry.” If she is of just the right sort she will have him feeling that the utmost he can do for her is all too little and this in less time than it takes to tell it. The process may be a little hard on his pocketbook but doubtless it will be good for his soul. Quillo. ——_2-2-.—______ Faith may be all right in its place, but may not enable a man_ to deliver the goods on schedule time. —_——o-o_s—__—__— Wisdom follows experience, but the trouble is that it never catches up. 2 @ To try a FLOUR that is noticeably different and noticeably better after using ordinary kinds surprises most people—and may surprise YOU. WYKES & CO. DISTRIBUTORS GRAND RAPIDS, MICH. Enjoyed by All who use it Mapleine has become an everyday flavor with many house- wives and chefs. = moon n SUT Order from Louis Hilfer Co. 4 Dock St., Chicago, Ill, Crescent Mfg. Co., Seattle, Wash. HOWE INVESTMENTS SNOW Let us send you our week- CORRIGAN ly Financial Letter. Ask AND us about any security. Michi T Bldg. BERTLES II -+4S-c-B" Fifth Floor ne a, fag atone omen anetscmtenmaenamnntn ter ttm a se NE lc ttn BE nt Nm MB IN A a a Sola ves May 6, 1914 SIDE LINES. Some Features Which Are Too Fre- quently Overlooked. The average traveling salesman, as most people know, carries two or three “sidelines” in addition to his regular goods, if the trade he calls on is such as to make it possible to handle one or more such lines; and he does this, of course, for the pur- pose of making a little more money. The reason why he can add to his in- come in this way, without much ad- ditional work or trouble, and with no additional expense, is that he is able to sell his extra lines to the same people to whom he sells his principal line, and thus has no expense to in- cur in reaching them. To some extent, perhaps, the “side- line” idea for traveling salesmen has been discredited, although there are a good many cases where it flourishes to the mutual benefit of the salesman and his customers. The theory of it, however, is undeniably good; and it is one which the average merchant can keep in mind profitably, applying it to his own business. This is the point, in a_nut-shell, which is to be gained from the trav- eling salesman’s side-line idea, and which is of equal interest to the mer- chant: It costs nothing to handle it, and can be made to return a profit, which, for this reason, is “velvet.” That is its great advantage, and is one which is frequently overlooked. Of course, every merchant who carries anything which might be classed under this head—and _ there are few who do not—realizes fully that there is money in it. He would not carry such lines otherwise. But there are certain aspects of the mat- ter which he may not appreciate un- less he has analyzed it pretty thor- oughly, and which place the plan of keeping business moving by having on hand a number of attractive lines of this sort in an even more favorable light than usual. The point may seem elusive, but it is easy to explain, and is unques- tionably valid. Take the case, say, of a merchant whose business, on the lines which may properly be consid- ered his leaders, amounts to $50,000 gross each year—a very fair business, but not an extraordinary business. Of this amount, one of the most im- portant items, and one which the mer- chant cannot possibly escape from, is that of overhead expense; and this taking one retail business with an- other, will average in the neighbor- hood of 20 per cent. or in the in- stance supposed, $10,000. Now, suppose the merchant, under the persuasions of a good salesman, is made to see the general benefits of one or more additional lines, which fit in well with his business, and can be handled without an excessive in- vestment. If he is keeping a general store, there are many lines which can be added, from paint to confection ery, and from post-cards to gasoline engines. If he is running a hardware store, paint is the most logical and valuable side-line possible, and in a shoe store a good stock of findings fits in better than anything else; and MICHIGAN so on, down the -entire list. There is something which will round out al- most any stock of goods that can be named. When the goods are placed on the merchant’s shelves, he has had a small additional investment to make, it is true: but the interest on the amount involved is very small, com- pared with the charge which must be made for the capital required to maintain his general stock. The in- vestment question can almost be neg- lected, especially as the typical side- line requires only a small amount of money to carry it, and has a very rapid turn-over into the bargain. Consequently, the cost of doing business remains just about where it was when the additional line was taken on. The merchant is still spending in the neighborhood of $10,- 000 a year to run his store. But if the side-line lives up to its name, and is the sort of proposition we have imagined it, it will be possible to add a very fair amount of business to the sum total already handled, without increasing running expenses of the store. Assume that the business done in the accessory line or lines which have been put on amounts to $5,000. This increases the year’s business to $55,000, while the expenses remain stationery at $10,000. Therefore, in- stead of the overhead expense being 20 per cent, it is but slightly over 18 per cent—a reduction of 2 per cent in the operating expenses. of the store. This means first, that the direct profits on the added line have been 2 per cent. greater than they would have been had the overhead remain- ed stationery, and also that the mer- chant has added 2 per cent. to the net profits on the business he formerly did. A thousand dollars which for- merly had to be charged up to oper- ating expenses is now available for profits—and all because the volume of business has been increased a trifle. That is the whole story—the more business done, the more money the merchant will make. Many a retailer, who sees expenses going up in the form of high rents, high delivery costs and decreasing profits, fails to realize that he can stem the tide to a considerable extent by putting in additional lines which don’t take up too much room, and which can be TRADESMAN handled without adding to the run- ning expenses of the store. This can usually be done, for it is a particularly ambitious line that would require additional space to be rented, more clerks hired or more de- livery wagons put into use. Hence the selection of a strong line of ac- cessories which have not been han- dled before means not only that the merchant will profit through the di- rect sales, but that he will profit in- directly, but none the less surely, by increasing his profits on the other business through cutting down the percentage of overhead expenses. Many a merchant is put out of business because his competitors seem able to undersell him. While in some cases the situation cannot be helped, in others it could have been met by increasing the volume of busi- ness in the manner indicated and thus getting in a position to reduce and still have profits left over. While the mereased volume should not be an- ticipated to the extent prices in advance of an of cutting actual and proved reduction in the cost of do- ing business, this is a possible result of the system, and has been made use of to good advantage in many G. D. Crain, Jr. cases. Tie, Wel Paes nee Ornamental Writing Pen Lettering Coast Manual. Coast College of Lettering Germain Building LOS ANGELES, CALIFORNIA We teach the following branches by mail: Show Card Writing Business Writing Pen Drawing Automatic Pen Lettering Show Card Writers’ Supplies The Famous Eberhard Brushes Cost Brand of Dry Adhesive Colors (To be mixed with water) A Text Book for the Sign and Show Card Writer, $3.00 Send!for Catalogue of School and Supplies Engrossing Round Hand Flourishing THE FIRST AND FOREMOST BUILDERS OF COMPUTING SCALES GENERAL SALES OFFICE 165 N. STATE ST., CHICAGO ALWAYS OPEN TERRITORY TO FIRST CLASS SALESMEN 24 MICHIGAN TRADESMAN May 6, 1914 MADE IN GRAND RAPIDS. How the Exposition is Regarded by Exhibitors. At the close of the Made in Grand Rapids Exposition a post card ex- pression of the opinions of the exhibi- tors was taken and they all seemed greatly pleased with the attendance and results. Many said they thought a post card too smal! a space to pay tribute to so great an enterprise and said they would send in their Opinions to the committee later. The opinions thus obtained are as follows: The Industrial Exposition was greater in results and attendance than we had hoped for.—Alabastine Co. The Anti-Tuberculosis Society con- siders its exhibit in the Exposition the best publicity it has ever secured The society appreciates the courtesy ef the U_ ©. ©. in givine a charit- able organization space for an ex- hibit. A real success for manufacturers, exhibitors and the public—Barlow Bros. Here's to the U. C. T. May they live long to please and tease, for the beautiful medal we could go on our knees, and that’s going some for the “B. V.’s’—Blue Valley Creamery Co. We certainly think it a grand suc- cess.—Bel-Car-Mo Nut Butter Co. One of the finest shows of its kind ever witnessed.—Barrett Adding Ma- chine Co. The Industrial Exposition idea is worthy of perpetuation. We will think more and better of our city.— W. A. Sperry. The biggest show ever.—Brown & Sehler Co. Results very satisfactory, better than the Auto Show for us—Bellaire Drug Co. It is certainly energy well spent. —E. Brown. The Exposition was a pronounced success and demonstrated the varied character of the products manufac- tured here. Furthermore, it has shown that this is more than a Furni- ture City. So that if these industries are properly fostered and encourag- ed Grand Rapids will take rank with leading manufacturing cities in the country. The show was educational and from attendance and _ interest justly appreciated by the people of Grand Rapids and_ vicinity—Car- penter-Udell Chemical Co. We are much pleased with results and feel that no Grand Rapids manu- facturer can afford to miss the op- portunity to exhibit — Couple-Gear Freight Wheel Co. A success as an advertising propo- sition. As for tesults it remains to be seen.—Clipper Belt Lacer Co. During the entire week our booth has been an attractive place for the many visiting ladies all of whom ex- pressed themselves as being more than pleased with our product of fine millinery. We are. very much pleased at the expressions of the The show certainly has been a suucess.— Corl-Knott Co. The Industrial Show is the best ever “Made in Grand Rapids..’.—Con- sumers Ice Co. public during the entire week. The finest thing Grand Rapids has ever had to advertise the city—Citi- zens Telephone Co. The first Greater Grand Rapids Ex- position has been a great success from our every standpoint. Hats off to the U. C. T.—Grand Rapids Belting Co. The best way on earth to find out and be found out—Grand Rapids Clock & Manufacturing Co. We consider the Industrial Exposi- tion a success for the purpose it was intended. It certainly has brought the citizens to a better understanding as to what is made in our city.— Proudfit Looseleaf Co. A big success. Hope for another year.—Grand Rapids Brewing Co. The U. C. T. deserves to be con- gratulated on their efforts. It is sure- ly a great show.—Frank A. Hess. This exposition certainly has been a great success.——H. H. Hamstra Co. Very fine show—Herold Bertsch Co. Think the Exposition a good thing if one could interest the manufactur- ers. to put in a line of machinery to manufacture goods and draw out of town.—Hirth-Krause Co. Made our business as bright as our booth.—Hygrade Incandescent Lamp Co. We think that the Industrial Ex- position is a benefit to the public and exhibitors in general and ourselves in particular—Hegeman Machine Co. Consider the show a success, but disappointed in attendance of out-of- town merchants.—Ideal Clothing Co. We think this show a great thing for Grand Rapids, but we cannot say we are going to get much benefit out of it at this time; for our business it is too late in the season. February or March would be much better for us.—Jesick Boat Co. The ‘best thing ever pulled off in Grand Rapids. —G. J. Johnson Ci- gar Co. The publicity and general were great.—A. L. Joyce. more results Stupendous success, not only from an educational, but a publicity stand- point.—Klingman Sample lT’urniture Co. Inasmuch as I take a very small part of the Exposition, I am very grateful for the opportunity to dis- play my violins and hope that the ex- position will be annual—A. R. Kil- linger. Best general publicity possible. Ex- position of this kind an actual neces- sity.—Kindel Bed Co. Great advertising scheme. Better known than ever.—W. C. Kirchgess- ner. A splendid success. Hope it will be larger and better next year.— Lowell Manufacturing Co. We doff our Dunlaps to the U. C. T.—A. E. Remington. The Industrial Exposition is one of the greatest educational and in- structive entertainments our people have had the pleasure of seeing and is worthy of making an annual af- fair—Michigan Hearse & Carriage Co. This Exposition, has proven a suc- cessful way of discovering the good things made in your home town. Hur- rah for Grand Rapids and the U. C. T.—Marietta Stanley Co. It has introduced our goods in the city of Grand Rapids and its locality where we have previously been un- known, although one of the largest manufacturers and advertisers of mo- tor boat accessories, such as propel- lor wheels, row boat motors and many other things for motor boats. We have made a great many sales lo- cally and as far east as Bermuda 1s- lands and north as Alaska on the floor of this show.—Michtgan Wheel Co. The best results so far as orders and prospects and advertising of any exposition or show we have ever demonstrated in—S. G. Moffit Sales Co. Wonderfully pleased. Consider the show a great success for the purpose it was intended.—Musselman Gro- cer Co. We beg to say that the people seem to think that the Exposition was fine. We are more than satisfied with the results we have received from an advertising standpoint. — National Liquid Soap Co. We know that it is a success in every sense of the word and hope you will make it an annual affair.— Natural Joint Limb Co. ‘rom every viewpoint the Expo- sition spells success for us. —Na- tional Automatic Piano Co. The Exposition was a great show. The Postal Telegraph, through its manager feels that it has been a priv- ilege to have been represented there. —R. S. Greenwood. We are so well satisfied that we are now waiting for next year’s exposi- tion—Peterson Brewing Co. The show without a doubt has been a great success and hope the U. C. T. will have another next year.— Pulte Plumbing Co. Advertising keeps things moving, therefore we believe in advertising.— Peck, Johnson Co. A success from every standpoint. A real boost to Grand Rapids prod- ucts.—Rindge, Kalmbach, Logie Co. Best of all local expositions, con- crete boosting for Grand Rapids.— Quinn Stationery Co. We think the show has’ been a grand success. Our booth has been thronged during the entire week. Visitors have expressed themselves as being pleased to know how burial caskets were constructed and _ trim- med. The expressions on our ladies burial gowns were very gratifying.— Powers & Walker Casket Co. We are pleased to say that the Ex- position has met all our expectations and has been of much good for our company.—Rapid Heater Co. We consider the Exposition a de- cided success.—Rasen & Dows, Fur- riers, < The Industrial Exposition furnish- ed good food for thought.—Rhodes lurnace Co. We believe the Industrial Exposi- tion has been a great success as a private advertising venture as well as a boom for our city.—Roseberry- Henry Electric Co. It has proved highly satisfactory to exhibit our lines of office furniture. We have shown only a small part of our product at this exhibit which was tepresented by one matched office suit. We did not expect sales. It was a representation to the public which we were after—Stow & Davis Furni- ture Co. Management, best. Novelties, clev- erest. Cleanliness, ideal. Advertis- ing, unique. Huge success.—Sim- plicity Co. The Thomas Canning Co. feels that the Exposition has been a grand suc- cess.—Thomas Canning Co. Howling success.—O. & W. Thum Co. A booster for Grand Rapids.+-Tull- er’s Orchestra. One of the very best ways to put goods before the public because you can hold their attention. We have sold about 300 fixtures which is the largest number sold in any city in the United States at any show in one week.—Universal Sales Co. The show is so good it makes everybody not “Made in Grand Rap- ids” ashamed of himself—United Weekly Press Assn. A beautiful Exposition and a good advertisement for our business..—Val- ley City Plating Co. The Exposition has certainly been a fine success and very good for the city, fine advertising for everyone, es- pecially for our line—Van Westen- brugge & Erb. We believe that this show has been the best form of advertising that we could get.—C. S. Weatherly. A revelation to many. A splendid enterprise that has deserved and won success.—Wolverine Brass Co. A perfectly conducted Exposition, very instructive to the community and actual results obtained by us are most satisfactory.—Wright Corset Co. ——_e-2-2—_._- Doings in the Buckeye State. Written for the Tradesman. Dayton will get data on the es- tablishment of a sewage disposal plant. Cincinnati people have authorized a bond issue of $250,000 for a big convention hall, but there is a hitch in the proceedings, the city officials pointing to bad streets and other cry- ing needs. Dayton people observed Arbor Day by planting 40,000 trees. Mahoning Council, U. C. T., put on a play, “The Traveling Salesman,” at Youngstown which made a hit. Cleveland has placed a bulletin in every home, with definite instruction to householders as to health, clean- ing and beautifying premises. A potato growing contest will be a feature of the Montgomery county fair at Dayton this fall. The Northern Ohio Traction Co. has plans for erection of a twelve- story building at Akron. The retail merchants board of the Youngstown Chamber of Commerce urges better street lighting system. The traffic ordinances at Akron, which declared that owners of smok- ing automobiles were subject to ar- rest and penalty, has been declared unreasonable and void by Judge Ahern of that city. The Traffic Club of Dayton opposes the proposed parcel post weight limit. Almond Griffen. 4 we QO 4 May 6, 1914 MICHIGAN TRADESMAN 25 Is Your Wife Out of Work? If so, we can suggest some light employment that will prove interest- ing and fascinating to her and profitable to you. Buy her a sack of Lily White, ‘‘the flour the best cooks use,” and let her make you some hot biscuits or bread. She'll enjoy doing something worth while and when she sees the effect on you, she will conclude it’s good business. To get the full benefit you should eat heartily and praise her. LILY WHITE ‘**The Flour the Best Cooks Use’’ Has enabled many a woman to add something to the “tie that binds” and keep her family together and happy. Good, honest effort backed by flour like Lily White always gets re- sults worth having. This flour contains all the digestible, nourishing part of the wheat, not- withstanding what other food advertisers may say. It is natural—not artificial food—and has gone through no chemical processes whatever. In sanitary, tightly sealed sacks always. VALLEY CITY MILLING COMPANY GRAND RAPIDS, MICHIGAN This is a reproduction of one of the advertisements appearing in the daily papers, all of which help the retaller to sell Lily White Flour. 26 FORTY DAYS IN JAPAN. Graphic Description of Things Seen and Heard. An American who had been in Japan twenty years said to me one day: “How much I would give if I could again see this country with the fresh eyes of like you, who is looking at it the first time!” Yes, there is at least one advantage in seeing a land for the first time; you bring to your seeing “fresh eyes.” A thousand things which the old resident does not notice, because he has become accustomed to them, the newcomer finds strange and wonder- fully interesting. one for Japan is a small country compared with the United States or Canada, or Russia or China. But fortunately it is not size that makes countries worth seeing, else were Greenland more in- teresting than Greece, or Tartary than Palestine. In my forty days there I took in only a small part of Japan’s long reach of islands which stretch from northeast to southwest along the coast of Asia for more than 1,500 miles—further than from Maine to the West Indies or from British Columbia to Mexico. Nevertheless | saw some of the most interesting parts, including three of her large commercial cities—Yokohama, Kobe and Nagasaki, ranking with Liver- pool, Manchester and Glasglow in Great Britian, or with Boston, Balti- more and San Francisco in the United States; her great and interesting cap- ital, Tokyo, about the size of Phil- adelphia or Chicago, but relatively more important than either; Kyoto, the old capital, smaller than Tokyo, but overranking every other city in the empire in its art treasures and its historic significance; Miyanoshita and Hakone, attractive places in the mountains; Kamakura, once a great city, now attractive as a quiet sea- side resort and for its great bronze Daibutsu, the largest and finest image of Buddha in Japan; and last but not least, the famous and wonder- fully charming Inland Sea, the whole length of which I have had the privilege of sailing in fine weather. Imperial Tokyo. The larger part of my forty days was spent in Tokyo, as well it might be, for Toyko is Japan almost as much as London is England or Paris France. In traveling by rail here we say “Up to Tokyo,” as in England they say “Up to London.” Of course it is not alone the size and great commercial importance of the city that give it interest but also the facts that it is the seat of the imperial gov- ernment and that here live a large proportion of the men who shape the nation’s policy. who are the leaders of the nation’s advances in all lines, and whose names are. best known in the Western World T found myself surprised in Tokyo in several ways, for the most part agreeably. I knew it had a popula- tion of nearly two millions and that it stretched over a vast area, almost as if it were a densely populated county instead of a single city. But I was not prepared to find it so little monot- MICHIGAN onous, possessing such a variety of scene, containing so many _ broad Streets, fine stretches of water, hand- some buildings both old and _ new, parks, gardens, canals and_ bridges, striking temples set in splendid grounds, imposing, old, castle-like structures on hills, like high pictur- esque islands in a sea—the most con- spicuous of these, located in almost the exact center of the city, being the imperial palace, with its elevated grounds crowned with great trees and surrounded with massive old walls, outside of which are long, winding, picturesque pleasure lakes (once moats). Many Thousands of Students. Tokyo is by far the greatest educa- tional center of the nation. Its “stu- dents’ quarter,’ I am told, contains 60,000 students, who are in attendance at the various institutions of higher learning located in the region—four or five large universities, besides col- leges, high schools, schools for mili- tary, navy and _ consular training. schools of art, science, engineering, commerce, finance, language and so on. Nor are there enough of these institutions of advanced learning to meet the demand, so eager are the young men of the nation (and to some extent the young women) to gain knowledge and fit themselves for high positions. Less than one-fourth of the students applying for admission to the Imperial University are admit- ted, so severe are the examinations, and a still smaller proportion of those seeking entrance to the High Com- mercial College, which by an extended course of study trains for important business and financial positions in for- eign lands and for the consular ser- vice. In no single direction does Japan seem to be pushing ahead faster than in that of education—education in its whole range, from highest to lowest. The men of a generation ago who led in creating the ‘““New Japan” were wise enough to understand that no really progressive or strong nation can be built on any other foundation than that of an intelligent people. Hence they established compulsory education and planted a school in every village and neighborhood of the land. The result is, illiteracy is al- most abolished; books are found everywhere; newspapers circulate in great numbers even in the most re- mote country districts; men who are widely acquainted with the people in different parts of the country tell me that it is rare to find a workman or . a farmer, however poor, who does not have access to a periodical of some kind, usually a daily, and who does not spend some time each day read- ing about the doings of his nation and the world. : The Education of Women. Education of young women is far less general than that of young men. In the primary schools and in the low- er grades of the intermediate, there seem to be as many girls as boys; but as the grades advance the girls tend to drop out. Girls’ high schools are steadily increasing in number, but as yet are far too few. Tokyo has a reasonably well-equipped university TRADESMAN for women, the only one in Japan. However, there seems to be much promise for women’s higher educa- tion in the fact that a number of the universities for men are beginning to open their doors to women. The position of woman in Japan in the, past has been so much inferior to that of men that we cannot expect privileges equal to those of the West to be extended to her at once. But a change is taking place, perhaps as rapidly as would be safe. Educated men are more and more learning that they need educated wives, and edu- cated mothers for their children. The signs seem to be clear that woman’s day is coming in Japan, as everywhere else. Wherever one turns in Japan he is struck by sights that are novel and interesting. As every one knows, Japan is the land of the jinrikisha. This trim and nimble little two- wheeled cab, with its easy springs. its rubber tires, its nickel-plate trim- mings, and a man for a horse is seen everywhere. I confess I have fallen in love with it, it is so comfortable and so quickly available to take one anywhere. They tell me there are 40,000 in Tokyo alone. Horses are surprisingly few, either for driving or hauling loads. Automobiles, are coming into use rather rapidly con- sidering the conditions here; I un- derstand that in Tokyo there are al- ready about 300. European Fashions Taboo Of course the traveler in Japan notices at once the dress of the peo- ple, it is so different from that of the west. Yet so far as men are concern- ed the difference is growing less, so many are adopting European dress, at least in part. Particularly are west- ern hats and caps coming into wide use. resists the press of European fash- ions. It is the rarest thing to see a Japanese woman, even if she is pos- sessed of wealth and has traveled, wearing any other dress than that of her own country. And one is glad; for the simplicity, dignity and grace of the costume of the Japanese woman of the higher class is a com- forting contrast with the capricious, everchanging and so often ugly fash- ion-styles of western lands. Nothing is more noticeable than the never-failing courtesy and kind- ness which the traveler meets with in Japan, in hotels, street cars, stores and shops, on the street or in the midst of crowds. Men, women and children will go almost any distance to show you your way, and put them- selves to almost any amount of trou- ble to get for you the information you want. Japan has been called “the paradise of -children.” There are no. signs of “race suicide” here; one sees chil- dren, children, children everywhere, and one is struck with their happy looks. There is considerable work done by children, but it is generally done in company with their parents and with their parents for teachers— the best kind of work. Nowhere do children play with happier voices or greater zest. A curious sight which one sees on every hand is that of But women’s costume stoutly. May 6, 1914 babies carried about fastened on the backs of their mothers or other women or. girls. One wonders whether the little things are com- fortable, but at least they almost never cry and they look surprisingly contented. A Religious People. Temples and shrines are every- where in evidence in Japan, in city and country. A Christian bishop who has been in Japan two-thirds of a life-time, said to me: “I think the Japanese are the most religious peo- ple in the whole world; I mean, I think the religious instinct in them is the deepest.” As an evidence he called attention to the fact that in every Japanese home is a shrine, at which worship is conducted, if not by the whole family at least by some member, twice every day. And then he added: “I wish I could believe that there is any Christian land where worship is conducted twice daily in every home.” I am particularly impressed by the. location of temples. True, some are in situations common-place enough, but the sites of great numbers are among the most beautiful and_ strik- ing that one can conceive; often pic- turesque spots on mountain sides or hills covered with great ancient trees, and having stately avenues of majestic trees leading up to them. Europeans and almost never choose impressive natural sur- roundings for their places of worship; Japanese always do when circumstan- ces permit. Does not this mean that the Japanese have a deeper apprecia- tion of the religious aspects of nature than do we of the West? Japan reminds one of Switzerland. because of its endless number of pic- Americans turesque mountains, most of them green with foliage and alive with swift mountain streams and charming waterfalls. Japan also reminds one of Greece because of the sea every- where extending itself by bays. and in- lets into the land, so that from al- most every high elevation some blue expanse of water is to be observed. They Farmers. Everywhere one is struck with the superior agriculture of Japan. The country is so mountainous that only about one-fifth of its soil is arable. yet it supports a population of sixty millions. One learns the secret of this when he sees with what care the valleys and terraced hills are kept up to the very highest degrees of fer- tility, so that they bear the most as- tonishing crops, with not a square rod of available surface allowed to go to waste. Japan is fast becoming a producer of fine fruits. Her own native fruits are not numerous, nor generally of a Are Good high quality. But most European and American fruits are found to thrive here and within the last twenty-five or thirty years they have been introduced on a large scale: so that now apples, peaches, pears, strawberries, blackberries, oranges, fine varieties of grapes, and almost all other kinds of fruits known in the West are raised in quantities. In one province where twenty-five years ago not an American apple was produced, May 6, 1914 this year’s apple crop is said to be valued at a million yen. ; One is surprised to see so few cat- tle and sheep in Japan, although the number of cattle is fast increasing. The people eat little meat, butter or milk. Fish here are most abundant and of a large number of varieties; | never ate fish more delicious. Lob- sters, oysters and other forms of shellfish abound. The boundless sea rather than the limited land furnishes the people with their principal animal food. Japan is pretty well supplied with railroads. Unfortunately they are narrow gauge, which prevents so great rapidity of trains as would oth- erwise be practicable. The govern- ment has’ seriously considered a change of gauge, but the expense would be so great that the matter has been indefinitely postponed. The loco- motives and coaches are rather after the English than the American pat- tern On the longer routes there are fairly good sleeping cars and a very good dining car service. All the larg- er cities of the Empire have electric car lines, and interurban beginning. Few Soldiers in Sight. Much is said in the West about Japan’s army and navy, and about her military spirit and ambition. I know of no Western nation, unless it be the United States, where things military are so little in evidence. I think I should be quite within bounds if | said that in the larger cities of Canada and in Great Britian one sees at least three soldiers to one in Japan, and in most of the countries on the continent of Europe at least six sol- diers to one here. We wonder at the great progress that Japan has made in fifty years; but we should remember that her people have been highly civilized for centuries. They only needed to change the form of their civilization and adapt it to modern conditions, to take a place in the front rank of mod- ern nations. J. D. Sunderland. lines are (Mr. Sunderland is one of the most widely known of Unitarian preachers, having held important pastorates in England, Canada, and the United States. For twenty years he was pas- tor of the Unitarian church at Ann Arbor, so that he is known to hun- dreds of University of Michigan alumni and has a wide acquaintance in Michigan. Mr. Sunderland has just returned from a tour of seven months in the Orient, where he was sent by three important religious as- sociations to organize, in several of the chief cities of Eastern Asia, a ser- ies of International Congresses of Religious Unity to be similar in char- acter to the great Parliament of Re- ligions which attracted so much at- tention in connection with the World’s Fair in Chicago, in 1893. The aim of these congresses is to bring Christianity and all the great non- Christian faiths into better acquaint- ance and more fraternal relations with one another. Mr. Sunderland has succeeded in enlisting the active interest of a large number of eminent men in this effort, such as Count Okuma, twice premier of Japan, Bar- MICHIGAN on Sakatawa, mayor of Tokio, Bar- on Shibasawa, the Pierport Morgan of Japan, Dr. Wu Fing Fang. twice, Chinese minister to | Washing- ton; such enlightened and _in- fluential mnattive rulers of In- Gaekwar of Baroda and the Maharajah of Kutch Behar, besides educators and religious lead- ers of the highest distinction. He has arranged for such congresses in Tokio, Shanghai, Colombo, and in four of the largest cities of India.— Editor. dia as he ——_-2.-s——— Questions of Sales People Among Our Subscribers. _ Lansing, April 25—At what stage in the selling talk is it advisable to mention price to a prospective cus- tomer, provided, of course, that he bas listened to you without asking for information on that point? N. OR. A. Most experienced salesmen will agree that the question of price had better be left to the last. If you name your price early in your talk and it seems high to your prospect he will be thinking of this constantly and discounting all your arguments by the thought that, at any rate, your article costs more than he is willing to pay. Suppose you want to sell a $60 suit of clothes to a man who has never paid more than $35 for a suit. The first mention of the price seems to put the suit beyond his reach, and although he may agree with you about the fineness of the material, the style, etc., he will not think of these advantages as being enjoyed by him- self and they will, therefore, lose their appeal for him. If you begin by showing him how becoming those clothes are, how ap- propriate to the occasions on which he expects to use them, make clear their durability, fineness, ete., you carry him with you from the start. When, on your naming the price, he gasps and says, “But I never pay more than $35,” you have only to re- ply, “Yes, and you have always got $35 worth, or maybe less. I am offer- ing you $60 worth,” and he will usual- ly agree with you. At this point his desire for the suit becomes a stronger agent than yourself in closing the sale. Kalamazoo, April 15—I am _ work- ing in a retail hardware store. Will you please tell me the best way to handle the customer who comes in to enquire for a stove, or other arti- cle, of some particular make, when that article is handled exclusively by your competitor? The customer has the name of that article, and a notion that he wants that particular one, so firmly planted in his mind that he is sure he doesn’t want the line you handle. What is the best way of get- ting him interested? W. H. H The best way to drive an idea out of a man’s mind is to put a more weighty one there. Don’t say to this customer, “No, I haven’t the article you are looking for, but I can show you a better one or one just as good. Let me tell you about the line I handle.” He didn’t come in to talk about the line you handle; he came in to talk about the line you haven’t got. Then let him talk about it. Get him to tell you why he prefers it—this will at least keep him talk- ing, and prolong the interview until TRADESMAN your opportunity arrives. But be careful not to antagonize him by con- tradicting what he says in favor of it, or by casting reflections on_ his judgment in preferring it. From talk- ing about that particular article, lead him by easy degrees to telling you his need of it, what uses he expects to put it to, and whether he thinks such articles in general might be improved, so as to increase the ser- vice to be got out of them.’ By this time, his thoughts will be away from the question of a particular make, they will be engaged in considering how badly he needs some article of the class to which it belongs and (if you have been adroit), in wishing that better service than he expected or thought possible, might be rendered. This is the time for you to advance some one fact about your line cal- culated to surprise him and wake up his interest. From this point on, in the selling don’t mention your competitor again if you can avoid it; don’t say “This or that is a fine feature about mine, which the make you were looking for hasn’t got,” for that is forcing his mind back again on the question of preference. Advance your ideas as if you were not intending to sell him the article, or to make him prefer it to the other, but as if, like himself, you had a gen- eral interest in this point, or that, about it. Your knowledge of what peculiar merits your line has will, of course, assist you to show it to ad- vantage; presumably his enthusiasm for the article he meant to buy has blinded him to the good points in competing articles, and so, when you point out an attractive feature, he will be impressed with the fact that here are more advantages than he had known anything about, or hoped for. Once he is thoroughly interested. in your line, its name will supplant that of the rival article in his mind, and you have a clear field for a sale. process, Grand Rapids, April 18—I ama young married man, supporting my- self and wife modestly on a salary of $75 a month, without any definite prospect of advancement from the clerkship which I now hold. The chance is open to me to go on the road for another firm as_ traveling salesman, with a guaranteed income double my present one. Should I be imposing upon the good nature of the patron who made me this offer, in ac- cepting it without any experience in his line of business—a fact with which he is, of course, acquainted—and would my chances of success, in com- petition with older and experienced men, be very small? Hf It is impossible to answer either of these questions satisfactorily with- out knowing more of the particulars of your case. However, unless your patron is unusually eccentric, he must have found some qualification in you beside his friendliness, or he would not risk his money on your success. Unquestionably, he will give you some training in the busi- ness before starting you out. If you do accept this offer, banish all doubts as to your ultimate ability, and carry with you no idea of possible failure. Make sound nerve and cheerfulness your working basis—and as to how you will fare at the hands of compet- itors, remember that they must all at one time have been young and in- 27 experienced, too. You will improve by the same lessons that have fash- ioned them. Detroit, April 21—My employer in a retail furniture house has sent a letter to each man in the selling force. What do you think of the jus- tice of it? This is the letter: “I notice that at times salesmen are somewhat slow to respond to calls. Occasionally | have noticed that salesmen have’ been talking to friends, and on being called have continued their conversation, al- lowing the customer to wait. I have also noticed a tendency on the part of salesmen to sit down, while waiting on a long-winded customer. This is neither business-like, nor good com- mon sense, as if only encourages the customer to linger. Please cut out any tendency to personal conversa- tion with customers. Be courteous, but stand at attention and look as if you were there to push the furni- ture business. M EH. It was certainly a sensible man, and a considerate one, who wrote that letter. Nothing could be more sensible than the rules he has laid down, and nothing more consid- erate than the fact that he has ad- dressed his employes’ good. sense, rather than threatening them with dismissal on reception of the offenses named. It would seem that there is every chance for a capable and earn- est young fellow to win advancement under the management of such an employer. Clerks stop to gossip with friends while a customer is waiting who for their attendance, are rather too foolish to make a great success in they begin all over again with a new method. Your employer evidently intended no reprimand for those who do not need it. In case you have not been erring in the ways he mentions don't feel affronted at having received such a letter By sending it to all the membeers of the sales force he took it for granted that “those whom the cap fitted would wear it, and all others would know their contrasting salesmanship, unless behavior. —_~++2>—____ Wanted to See the Gentleman. Mr. Bal] met a man whom he knew one morning on his way to the office, and the man asked for a loan. “Suppose I decide,” said Mr. Ball, “to let you have the money, how do I know that I shall get it back at the time you mention?” “T promise it,” replied the man, “on the word a gentleman.” “Well,” replied Mr. Ball, “in that case I may conclude to do it. Come round to my house this evening and bring him with you.” —— Cobb’s Advice. A tramp called at Mr. Cobb’s house one morning. “T’ve walked many miles to see you, sir,’ he said, “because people told me you were very kind to poor, unfortu- nate fellows like me.” “Indeed!” said the old gentleman. “And are you going back the same way?” “Yes sir,” “Well,” said Cobb, “just contradict that rumor as you go, will you? was the answer. Good morning.” oo The pawnbroker acts as timekeeper for many a man who fights. MICHIGAN TRADESMAN May 6, 1914 Third of a Course of Lessons in Show Card Writing. Written for the Tradesman. In this lesson we present what we call the Marking alphabet sometimes known also as the Department Store alphabet. indicate, it is especially adapted to As this latter name would use in stores where it may be neces- sary to get out a large amount of work in a short time. It is not our desire to sanction undue haste on the part of students who are taking this course, but as they get into the work they slovenliness, carelessness or soon. will come to see that there are times and places in show card writing when the old maxim “Not how much but how well,” is not a practical guide— times and places when a large amount of work, neat and presentable but turned out very quickly, is better than a small amount executed with exquisite care and __ pains- taking. This alphabet is well suited to meet the exigencies ol such times and places. There is no nonsense about it, every move counts The characteristic spur of this alphabet, a short stroke of the brush toward the right, first slightly down- ward and then a little upward, is seen in the dot of i and of j, and in the bar of small f. It is used for the base fh, «ok, i, oma, n, p, and r, and also for a number of capitals. Capital I has it at both top and bottom. For making these spurs you will not want the brush too wide. By hitting the end of the chiseled brush together a little, you will have it right. The number of different widths of stroke that can be made with a single brush is a surprise to finish of lower case f, the beginner. your hand to guide the brush Other spurs used in this alphabet are quickly and easily made—the stu- dent will know just how from the in- struction on the Roman. By this time the pupil should be able to make the tiny hairlike spur that finishes f at the top and the left strokes of v, w, and x at the top and is also found in a number of the capitals. It is sim- ply a tiny stroke, or a touch you might call it, with the corner of the chiseled: brush. As with the Roman, it will be better for the student at present to make a whole line of let- ters before finishing them with the spurs. alignment lines three-fourths of an inch apart For this alphabet, rule for the small letters and a little over an inch apart—say an inch and a six- teenth or an inch and an eighth, for the capitals. The unit-height lower case letters and all the capitals ex- cepting Q and Y extend just from one alignment line to the other. The numerals extend a little above the up- per alignment line. It is not thought necessary to go into further detail as to the separate letters of this alpha- bet, for the student will see just how they are made from the cut. Try to give your letters a uniform slant and compare with the copy to see whether you are getting the right inclination. The letter formations are many of them quite similar to the Roman of the last lesson. ever find the Most students, how- Marking much _ the easier of the two. This is partly be- cause the spurring is so much sim- pler, and partly because it is easier for the beginner to make a slanting letter than an upright one. It is more like writing and he can get a better movement on it. The writing idea must not be carried too far—this al- phabet is to be made with strokes, not written. But it is easier to get a good swing to the strokes than with the Roman. The characteristic position of the brush—the brush at an angle of 45 degrees with the vertical—is the same for this alphabet as for the first les- son. Only for this the characteristic stroke is a slant stroke instead of a vertical. In case a, c, e, g, 0, and q begin a little below the upper alignment line and make the downward which forms the left side and in some cases such letters as lower stroke the whole base and in others. part of the base of: the letter. with the chiseled You begin brush and egrad- ually widen, then gradually narrow. seginning a little below the align- ment line brings the thin part of the letter where you want it and also makes a more shapely letter than be- ginning right*at the line. In a and d the right hand stroke is made next. Then the small curved stroke that joins the two. A slant alphabet of this kind serves three purposes in show card writing: it can be done very rapid- ly; it adds variety, since it can well be used for subordinate portions of a card that is “featured” with words in vertical letters: and where the space up and down is limited and there is plenty of room laterally, it serves a good purpose in economizing space, If you are working in a store and so need to utilize your acquirements in show card writing at once, you will probably best confine your efforts for the present to this alphabet. A premature use of your knowledge is not urged, for as yet you have had but little practice in lettering and ACH S7lti/ — none whatever in layouts; so when you try to make a show card the re- sult may be a little disappointing. However, if what you have learned needs to be pressed into service at once, do the best you can and mean- while practice every spare moment on your alphabets. reviewing those given in the first two lessons as fre- quently as possible. Because the student finds he can for the time being do better looking work with this alphabet than with the Roman, he should not relax his efforts to acquire skill and _ facility in that. This alphabet is indispensa- ble in its place, but no card writer can give a show card made entirely. of slant letters the smart, nifty look which well made vertical letters pos- Slant letters are not so easily read as upright—they do not catch sess. and hold the eye so well—and_ they are not adapted to the conspicuous portions or “featuring” as it is called, of good cards. shown in. this series is especially valuable for ac- quiring the use of the brush and learning how to make a clean stroke; the Roman is unequalled for the letter forms and further dexterity with the brush in. spurring, ete.;: while the Marking is well adapted to speed drill. So after you have gotten the exact formation of the letters of this alphabet in your mind and in your fingers as well, you should begin to The first alphabet speed up on it during a part of your practice. As has been explained previously, from the nature of the purposes for which it is used, a reasonable degree of speed has special value in show card work. Suppose a shipment of Fourth of July goods arrives in a /nnopaist M234 50(78SIQO ADCDETGCHISAL/U1 OF ORST UO /TARAING- NYZE® Sa May 6, 1914 store the morning of July third. A neat plain card made in twenty or thirty minutes and gotten into p'ace at nine o'clock has easily three times the commercial value of an elaborate piece of work not ready for use un- til 3 o’clock in the afternoon. To the student taking these lessons, since you are working without a teach- er, I would suggest that you size up your own temperament and apply what someone has cleverly called the “personal equation.” If you are nat- urally quick in all that you do, but a little inclined to be careless and to adopt all short cuts aand abbreviated methods that you see or can devise, then, while not neglecting speed drills, you will best place your prin- cipal stress upon getting correct let- ter formations and acquiring neat, fairly accurate habits of work. Speed is already second nature to you. But if you are the other kind of person, one who is “slow but horrible accur- ate,” your tendency, when you set to making show cards, may be to put more time on each than its purpose will justify, and also to fail often in getting out work quickly enough to have it of greatest value. If you are of this latter sort, you will do well from the start to keep on the lookout for all the quick turns and_ short methods that can be employed with- out depreciating the quality of the work. It may be said right here that the perserving student who is at first a little slow and_ over-painstaking, sometimes becomes a_ better and speedier card writer than the one who shows greater aptitude at the start. It may also be given as a caution to be- ginners of all temperaments, that no one should attempt to become speedy at the expense of exact knowledge of the letter Get it right down fine as to how each letter of each alphabet is made. Then you have the proper foundation for speed, which is attained largely through repetition and practice. In the first lesson I directed the stu- dent in his practice to go _ right through an alphabet making only one copy of each letter, believing that by so doing he would be less likely to fall into careless and resultess habits of practice. If by experiment you find that you acquire the letter forma- tion more quickly’ by making a num- ber of copies of each letter or a whole line of it before going on to another, that will be the better for you to do. Both methods are employed. formations. Before closing, let me add in re- gard to this Marking alphabet that there is another method of base spur- ring much in use, which makes the letters more like a slant Roman. In connection with some other lesson I intend to give a small cut illustrat- ing this other style. Also would suggest that if he still has it at hand the student preserve a copy of the Tradesman of March 25, 1914, which contains an article on Practical Show Cards for the Dry Goods Store. In that is shown a vertical alphabet which is quickly made and which is somewhat like the Marking. While it does not oc- cupy a basic position in show card MICHIGAN TRADESMAN work and I do not advise the student to practice on it now, later I intend to touch on it enough to render it avail- able for the pupil’s use. The next lesson will treat of the pen alphabets, so the student, if he has not already done so, should pro- vide himself with some Sonnecken broad-nibbed pens. He will require at least a No. 1 and a No. 2%, and as they are very inexpensive he had best get also a No. 1% and a No. 2. Ella M. Miss Rogers will be Rogers. glad to hear personally from every one who un- dertakes this show card writing. State clearly the difficulties you encounter. She may be able to help you. Her address is 227 Orizaba, ave., Long Beach, California. ——_—_>2.>___—__ The Chemistry of Cooking. The chemist had finished his experi- ments and the result was, in his opin- ion, the finest cold cream on the mar- ket. Looking quite good enough to eat, it was set carefully away in the pantry to harden, before being packed course On in glass jars to be put on sale. The chemist went to bed light-hearted. His weeks of hard work were over; now it only remained to collect the fortune he was certain to make. Next morning the new maid brought on the finest doughnuts the family had ever tasted. The chemist’s wife sighed rapturously, “A good cook at last, thank fortune!” Her liege lord replied beamingly, “Things seem to be coming our way at last. my dear.” When, a little later, he went to take a fond glance at his big panful of cold cream, he found that it had, indeed, The had fried the doughnuts in it! come his way. new cook dollars for that lot of doughnuts,” he groaned. “Eighteen His wife’s face fell; then, woman- like, she situation, On, exclaimed, “make the next lot. and sell it for cooking.” saw an advantage in the Joe,” she _—_2eo- It is easier for a young man to make love to a girl than to make a living for her. 29 You don’t have to explain, apologize, or take back when you sell Walter Baker & Co.’s Chocolate Grocers will find them in the long run the most profitable to handle. They are absolutely pure; therefore in conformity with the pure food laws of all the States. 53 Highest Awards in Europe and America Walter Baker & Co. Ltd. Established 1780 DORCHESTER, MASS. Registered U.S. Pat. off. ‘¢ aT: Cire Wih Only One Wriling ene oe ro) Phen BL Is an Automatic Collector More Than 100,000 Merchants Will tell you the McCaskey System is only One Writing Prevents Disputes and Forgotten Charges Every Account Totalled and Forwarded with ea purchase Posting and Worry te MCCAS SYSTEM First and Shill the Best The FOLLOWING NEW and EXCLUSIVE MECHANICAL’ FEATURES are on the McCaskey Register Only The Expansion Feature — Alphabetical, Numerical and Interchangeable Index. Electric Recorder— Duplex Section containing Accounts Payable under lock and key. Kwikfind Non-Slam Leaves— Daily Trade Builder Indestructible Patented Leaf Hinges A POSTAL WILL BRING MORE INFORMATION. The McCaskey Register Co. ALLIANCE, OHIO BRANCHES: New York, Chicago, Boston, Washington, Pittsburgh, Memphis, Atlanta, Kansas City, San Francisco, Cincinnati, Dominion Register Company, Ltd., Toronto, Canada; Manchester, rca en Limits Credit automatically Abolishes Bookkeeping — Night and Sunday Work— The End of Drudgery England. The largest manufacturers of carbon coated salesbooks in the world ry | Perr a 30 MICHIGAN TRADESMAN May 6, 1914 Who will be next in your department value,” giving the reasons therefor. ¥ . to’receive a promotion? It may be you. “Yes, it is so; you may send it out to fee : <— = = Don’t let your opportunities go up in me.’ Thus with untiring efforts and G = 2. = 2 smoke. The true energetic dry goods bent on giving the customers his time ¢ ~- ~~ salesman ot to-day is a man who is and attention he made the sale. 4 B proud of his vocation. He is not the man The “apprentice” referred to above \ = of olden times—to-day selling goods, was lazily pacing up and down his de- = to-morrow an insurance agent, next partment when a lady approached him ~ Qualities Essential in the Retail Dry Goods Salesman. All are aware of the fact that there are many different qualities essential to successful salesmen, but the least that should be said of any salesman is that he is honest, capable, indus- trious and a man of good habits. I do not suppose there is a salesman in this great universe who does not place this estimation on himself. Even so, does he ever stop to think that there is a great lack of push and_ earnestness among salespeople? Let the salesman examine himself and he will discover many a weak spot. He claims to be an honest man, and honesty stands for perfect truthfulness. He claims to be industrious, and it is a well known fact that an industrious man is active in all his duties. He claims capability, and capability is a broad term for a capable salesman. He knows qualities, uses and advantages so well that he can talk on his line of goods to advantage and be fully prepared to answer all enquiries and meet all objec- tions. He claims good habits, and the salesman of good habits should have thrift, politeness, self-control and _ all the little niceties that can influence his customers and give comfort and pleasure to those around him. These are but few of the essentials of the successful salesman. Nothing could be further from the truth that any one, or almost any one, will do to sell dry goods. Quite the contrary. It requires a great deal of tact and courtesy, judg- ment and knowledge to sell dry goods well and achieve the best results for the house and make a permanent friend of the customer. Dry goods sales de- pend very largely on the way the goods are shown and what the salesman is really able to tell the customer. A knowledge of the differences in goods and qualities is invaluable and if the customer is once convinced that the salesman knows what he is talking about it goes a long way in making sales, more especially to the better class of buyers, not necessarily wealthy people, but those who have the business sense to distinguish differences and who are more concerned about getting good values than mere temporary price bar- gains. The buyers being almost entire- ly of the gentler sex, the dry goods sales- man should cultivate refined manners and use good language. The customers may be lacking in these qualities them- selves, in fact often are, but they will in most instances feel better disposed toward the gentlemanly salesman. I am well aware that many good sales- men think that the only real salesman- ship is theirs, that a retail salesman has nothing to do but show what is called for and sell it, but that is anything but a correct view, for there is as much opportunity for finesse and discretion behind the counter as with the sample case. There are those among us that possess the most gifted intellect, men of uncommon mind, brilliant, almost in the ranks of genius. What we need is the power to convert our gifts into acts to the betterment of ourselves and others. No man ever started out with the in- tention of making a failure, but there are those who gradually drift into fail- ure because they lack the ability to wrestle with discouragements, because they are too slow to grasp the situations and the unlimited opportunities that come to all of us. Are so many dry goods salesmen naturally stupid and un- responsive t6 opportunity, or is it be- cause they are made to understand that they are nothing more than mere sol- diers? There are many behind the counter that act as though they had soured on the existing order of things. They look upon themselves as types of downtrod- den humanity. When the salesman gets to this point the result is harmful to himself and to his employer. There is no activity or cheerfulness in his movements. He takes no special pains to please his customers and con- sequently does not make many sales, and still this sort of a so-called sales- man wonders why his salary is never raised and others are promoted over his head. This condition of mind in a sales- man is one of his own making. I be- lieve there is hardly a worker in busi- ness who does not start out with the in- tention of following the lines of hon- esty, activity and kindness toward all, and if he would live up to these ideas, he would be a factor among the trade, and a salesman who would gain promotion. He would command increas- ed salary instead of having to plead for it, and be lifted to a place of trust and responsibility, The lesson can never be too often or too strongly impressed that promotion seldom comes except to those who really earn it and show their fitness for it. It is the reward of eternal diligence and enthusiasm. It comes to him who is willing to learn that which he does not know and who shows eagerness to do things that will promote the interests of his firm. There is a chance for us all to climb the ladder of opportunity until we have reached the rung of suc- cess, and it may be said that the sales- man has promotion in his own hands. Those who possess honestly, good hab- its, and are industrious and capable can make a name for themselves in any store, and a really capable dry goods salesman—a salesman who has won and maintained this reputation is always in demand. week a book-keeper, etc., but he is the man that makes a study of goods and uses the art of selling as the means of livelihood. He is not the man who simply takes orders and then proceeds to fill them, but he points out to cus- tomers articles that are really a neces- sity, but which up to this time they had never thought of buying. This is prac- tical salesmanship. The statement of old that “salesmen are born and not made” has resulted in thousands of business men neglecting to train their salesmen. They simply them some general instructions, and go on laboring under the wrong impression that good salesmen are born that way, and they look upon these as the only ones to “get there.” This is a grave mistake. give True, there are natural born sales- men just as there are natural born musi- cians and lawyers, or men of any pro- fession or calling, but without the study of the principles of his profession, the “natural born” lawyer or physician would not progress rapidly. There are salesmen in every store to- day who are far from being true sales- men. They are merely apprentices. Some of these become great factors in the trade. Many others become abso- lute failures or fail to make a notable success. There is a reason for every- thing and there is generally good reason for such a large percentage of failures. Many of them are undoubtedly traceable to the lack of careful thought and study of the principles of the art of selling. I believe that salesmanship is a pro- fession, and in this enlightened age should be treated as such. I. also be- lieve that it is becoming more gener- ally so recognized. To illustrate the difference between a salesman and an apprentice, and the power of each with the trade, I will here endeavor to re- produce, exactly, two happenings that took place in one of the largest depart- ment stores in America. The first, the up-to-date, trained sales- man, possessing qualities of industry, appearance, and the cordial smile that invites all as welcome, was ever alert, and on the lookout for customers, when two women, both neatly dressed, giving the salesman the impression that they represented homes in the best residence district of the city, came into his de- partment. With a pleasant smile and an active step, he accosted the one nearest him with “Madam, can I show you any- thing?” “No, only looking around,” came the reply. But the clerk still con- tinued to try to interest them, and to show this and that, quoting some prices and giving them his best and courteous attention, until, with untiring efforts he finally came upon a most handsome piece of goods and with “This is a very beau- tiful thing,” he proceeded to explain it. “Ves,” exclaimed both, “how beautiful.” “Now,” said he, “while so fine a piece, which it is really cheap at the price, is a reduction from the real and asked him if he had any “art squares,’ two by three yards (an art square is an ingrain rug for the floor). “Yes, madam, we have some,” and in a lazy, sort of off-hand way, he pro- ceeded to the location of the rugs in question. One found, he abstracted it from the lot and spread it out on the floor for inspection. With an exclama- tion, the lady said, “Oh, that is hor- rible, it is badly soiled; have you any more?” “Yes, I have only one more of that size, and it is worse than this one.” Whereupon the lady, utterly dis- gusted, left the department, and, who knows, perhaps vowing never to return to this salesman again. It is left to you to decide which of these salesmen used the better methods of handling custom- ers, Every business man would like to command the services of skilled ex- perts in all departments. Men who can read their customers, and judge what will best please them, what they can afford to buy, how far their tastes and desires will range and how much or how little it is wise to bring to their notice. But it is almost an impossibil- ity to secure such salesmen. It is the man who realizes how much there is to learn and is ever alert to gain new business pointers, and make a diligent study of everything that will enrich his mind who becomes the best dry goods salesman. The most capa- ble salesman is he who is a learner all the time, who is always getting down to the principles of daily duty, and de- lighting in doing all things thoroughly well. Consider the two different examples of salesmen alluded to in this article and choose which you snall be, for as you make yourself, so shall you be. The cry of the hour ‘s for thoroughness, whatever you do you should try to do thoroughly. ‘Whatever you know you should know accurately. With all your equipment complete you are bound to become a leading factor among the fore- most salesmen of to-day. One of the most embarrasing of the questions that stand before the “green clerk” to-day is: “How shall I begin the duties that will make me one of the leading salesmen?” There are many things to consider and many obstacles will stand in the way. You will often be confronted by the shopper who is too indolent or careless to read the adver- tisements and who will always have that same remark, “only looking around.” These people come to you with all sorts of questions. You get tired of such customers, but nevertheless to each of even these you must act the part of a gentleman. To each a courteous answer must be given. In addition to all these curious people, who would, if they could, take up all your time, are many buyers. They look over everything, go some resenting suggestions and making re- marks aside to the effect that it is queer from department to department, ur he en ‘in ey go ne cr May 6, 1914 that salespeople cannot mind their own business. Possibly it is so in dry goods more than any line, but all insulting and aggravating remarks you must learn to ignore, and always come to the front with the ever welcome smile, Your one aim in entering the store is promotion. Promotion can only be earned. And there are many things you must master before you can notice pro- motion coming your way. You must learn how to use language. One of the main objects of a true education is the ability to well use the English language. Nothing so marks us as cultured per- sons, as our ability to use good English. The desirable positions go to those who can express themselves best. The Eng- lish language is like a game of chess. The man who ties himself up to a small vocabulary is like the player with one opening move, but the one who has a large vocabulary and a good style of talk is the man business men want. The dry goods salesman who would succeed should study well his stock. Of the many important features that go to make up a well kept store, stock keep- ing is by no means the least. It is never excusable to have a_ stock look as though it is “leavings,” or “odds and ends.” The responsibility should be on you and you should use every precaution to keep the stock looking new and clean. Invest a little ingenuity and taste—it pays. Keep everlasting at the perform- ance of your duty behind the counter. Obtain criticism, if possible, through in- vitation, for everybody to tell you what is thought of your business ability. Ask them to praise, to find fault, to sug- gest. You may not get very much in response, but you will get some- thing that will put you on the track of better pleasing, at least, a part of your public. Keep in mind that you are serving the public with what the public wants. Hope for adverse criticism as well as for praise and use all that which is reasonably good and applicable. The man behind the dry goods coun- ter should strive to know every piece of goods in his stock. Take each piece, study it carefully, the name, where it was manufactured, what process it went through in the manufacturing. Be able to tell if it is all silk, linen or cotton, or part so, or what? Be ever on the alert to enter into any conversation and be ever prepared to answer any questions that might be put to you by the custom- er. Be up and doing all the time and pro- motion will come. Never get the “sour” habit. The salesman affected misses all the pleasure there is in work. He must take pleasure in his work that all around him.can see. He must treat his custom- ers as though it were his bounden duty to make them all satisfied and happy. He must care for the stock of the store as though it were his own. He must study it so that he can cheerfully dwell on its merits in the making of a sale. The world has no welcome for sour people. Be one of the successful sales- men of to-day. Don’t lag behind, but aim to deserve promotion and promo- tion will come to you. It comes to those who can acquit themselves well in any sphere of action when opportunity opens the door, Harry W. Wilson. MICHIGAN PRICE MAINTENANCE. Debate on Both Sides of the Question. RESOLVED—That the manufacturer of a trademarked article should have the right to maintain its retail price. With the growth of advertising it became customary for a manufacturer to introduce certain brands of goods, to guarantee their value by atfixing his trademark and to stipulate a uni- form price at which all retailers should sell them. The United States Supreme Court held, in the case of Dr. Miles Medical Company vs. John D. Parks & Sons, April 3, 1911. that price maintenance is against public policy. This principle was reaffirmed by that court March 2, 1914, in the Waltham watch ¢ase. Copyrighted books and patented articles were put on the same footing by United States Supreme Court decisions to the effect that price cutting is not an in- fringment of the copyright or patent. There has been considerable protest and the Stevens price maintenance bill (H. R. 13305) has recently been introduced into the House of Repre- sentatives. The United States Bu- reau of Corporations is now making a study of the question. Argument for the Affirmative. I. The assertion that price main- tenance is against public policy is un- founded. A. Price maintenance is not an un- reasonable restraint of trade. 1. Trust agreements, uniting prac- tically all manufacturers of any pro- duct, control the market; but price agreements, between manufacturer and retailer, permit competition of similar articles made by others. 2. Patent monopoly is not danger- ous, since other similar patents will compete and since the Sherman law can deal adequately with any case that may arise. B. Price cutting is a dangerous monopoly weapon. 1. Large chain and department stores, selling temporarily at a loss, can force small dealers out of business and then raise prices. C. Price maintenance lowers rather than raises the cost of living. 1. Competition prevents unreason- able fixed prices. 2. With fixed prices, the manufac- turer, being sure of a market, can make and market goods most econo- mically. D. Fair competition is impossible without price maintenance. 1. Price cutting is unfair to the manufacturer. It makes regular prices seem exorbitant. It destroys his market. Regular stores will not handle his goods at a loss; cut rate stores will stop handling them when they finish featuring them. 2. Price cutting robs jobber and retailer of legitimate profits allowed by manufacturers . 3. Price cutting drives small dealers out of business. They cannot handle standard goods without fair profit and customers will not buy other brands, . 4 Price cutting is a disadvantage to the consumer. He profits only oc- casionally or temporarily by lower prices. This point is more than offset TRADESMAN by his paying more for unadvertised goods than they are wortht. II. Price maintenance is upheld by law in the following states and coun- tries: California, Illinois, Indiana, Missouri, New Jersey, South Dakota Wisconsin Belgium. Canada, Den- mark, Germany, France. III. Price maintenance could be made legal without serious change in our laws. Canada’s equivalent of our Sherman law _ includes against price cutting. Argument for the Negative. I. Price maimtenance is against public policy. A. It restrains trade. 1. Price restriction on all goods of one manufacturer is restraint of trade. 2. Theoretically any manufacturer may compete. Practically one large concern, spending immense sums in advertising, can control the market. 3. Manufacturer, jobber and_ re- tailer can combine to raise prices. 4.. Patent monopoly is a great dan- ger, especially because the Dick de- cision in (224 U. S. 1) extends the mo- nopoly to unpatented articles also. B. Price maintenance raises the cost of living. 1. It prevents large stores which buy cheaply from selling correspond- ingly cheaply. 2. It discourages jobber and retail- er from seeking economical ways of marketing goods. 3. It protects the inefficient dealer at the expense of the consumer. 4. It increases advertising. “Advertising is a waste of money so far as the customer is concerned. a provision The statement of a promi- nent breakfast food manufacturer shows -that over 30% of the cost to the consumer is manufacturer's adver- tising.”” E. D. Jones, Michigan Acad- emy of Science, Report, 1910. p. 139. C. Price maintenance prevents fair retail competition. 1. The jobber or retailer, after buying goods, should have a right to sell them at competitive prices. 2. Dealers are at the mercy of man- ufacturers who can create a demand for specific brands by advertising and fix both wholesale and retail price. D. Price cutting benefits the manu- facturer. 1. Resale price does not affect the price he receives for goods. 2. Low retail prices increase de- mand, a Competition among dealers stimulate trade. 4. Price maintenance discriminates against farmers and others whose products cannot be trademarked. E. Price cutting benefits the con- sumer. 1. It allows cheap buying. 2. It insures choice among many brands; price maintenance forces dealers to handle only brands on which manufacturers give largest dis- counts. 3. Competition of similar articles raises quality. II. Price maintenance dould be made legal only by dangerous tam- pering with our laws. “So far as the Sherman law itself is concerned, nothing would seem to 31 be more unwise than now to attempt to amend an act that for twenty years has run the gamut of the courts. .. .’ G. W. Wickersham, Independent, 77: 89, January 19, 1914. Match Price List NON-POISONOUS Strike Anywhere Safety Matches Price for Price for 5 cases less than andover 5 cases per case per case SAFE HOME No. 5 size—5 boxes to package, 20 packages, (100 boxes) to CABG oss sc ccceccss wieace $3.50 $3.60 BIRD’S-EYE No. 5 size—packed 5 boxes in package, 20 packages (100 Bomée) I CAME 2 ccc cccccese . 3.40 3.50 BLACK DIAMOND No. 5 size—packed 5 boxes in package, 20 packages (100 BDOxZGS) HE CASE oc cccccceeces 3.25 3.40 MARGUERITE No. 5 size—packed 12 boxes in package, 12 packages (1 , Dexes) Im Case .....0.-. ace $48 «4.6 SEARCH LIGHT No. 5 size—packed 12 boxes in package, 12 packages om, DOMES) Wh CABG oc cc cs ecceces 4.40 4.65 BLUE BIRD No. 5 size—packed 1 doz. boxes in package, 12 packages ear Demes) Uh CASE occ cic s cscs 4.10 4.35 CRESCENT No. 5 size—packed 12 boxes in package, 12 packages (144 Owes) UM CASE . 2... 65cusss 4.00 4.25 SWIFT & COURTNEY No. 5 size—packed 12 boxes in package, 12 packages (144 bewes) i) CAS@ ........<-.;; 3.85 4.10 BLACK SWAN No. 5 size—packed 12 boxes in package, 12 packages on Domes) im GaSe ........<<,<-. 3.70 3.85 BEST AND CHEAPEST No. 2 size—packed 12 boxes in package, 12 packages (144 boxes) In CASE ......cccccsee 1.60 1.70 RED DIAMOND No. 2 size—packed 12 boxes in package, 12 packages (144 Homes) i CaS@ «2.56664 sc ccs 1.60 1.70 ANCHOR No. 2 size—packed 1 doz. boxes in package, 12 packages (144 GLOBE No. 1 size—packed 12 boxes in package, 36 packages (432 boxes) in case ........ cccces BAe) OS STRIKE ON BOX MATCHES RED TOP B Size—12 boxes to package, 60 packages (720 boxes) to COMO sacs ccecscs ceacecccecceaae SA.76 ALUMINUM AL Size box—12 boxes in packages, 60 packages (720 boxes) in case. Per case .... 1.90 2.00 boxes) in case ......... ... 1.40 1.59 NGRAVING fo @ mechanical ne- Geretwwced cng ravings MIC 200 cnly Celle for brerelere Td CC?” ¥ i aa “on ¥ Mel are he tewfier than halftones. Both are wade ty Lor IMECMNY sale TRADESMAN COMPANY GRAND RAPIDS, MICHIGAV MICHIGAN TRADESMAN May 6, 1914 THE MEAT MARKET Advertise the Service You Can Give Your Trade. Talk of advertising to the retail butcher and he will tell you that meat itself cannot be advertised. The writer is not going to argue that point—life is too short—but, admitting it, there is still no reason why the butcher should not advertise. Put that state- ment to him and he immediately sits up and takes notice. “Why,” says he, “if I can’t advertise the meat I am selling why should I spend my good money in advertising? Answer me that, will you?” Sure, that’s easy. Advertise the market and the ser- vice which you are giving your cus- tomers, and watch your trade go up. The following is an account of an advertising campaign which was put through by a New England market and which scored a bull’s-eye hit. The market, which was in quite a large city, had been one of the ordinary kind, until a new proprietor took it over and worked it out of the rut in which it is managed. The store is called “The Food Shop.” Its location is somewhat removed from the im- mediate business center, and between the exact center of business and a great residence district. A large por- tion of all the automobiles in the city have occasion to pass the store, and to secure the trade of the owners of these vehicles has been one of the important objects of advertising The store had for years been a market of the usual type, doing a fair business. When taken over by the present management the exterior was painted with an ivory-white trim- med with gold. This makes the store stand out from those in the neighbor- hood. The inside, after being thor- oughly cleaned, was white enameled, the work being done very carefully. Every possible attention has been given to cleanliness and neatness. Here are some extracts from a booklet issued at the time the market was opened under the new manage- ment: A Word About Poultry. “We have on our farm about one thousand chickens and fowl. These will be sold this fall and winter at The Food Shop. “We don’t intend to carry a frozen fowl. We propose to sell you freshly killed fowl and chicken at prices that will compete very closely with what you would pay elsewhere for frozen stock. “If for any special occasion you want some special kind of fowl or chicken, either a broiler, a soft roast- er, a roaster or a fowl, all you have to do is to indicate to our manager a day or two in advance and he will carreras crits me cme rte ei wna aero ate can oer rt phone to the farm and have it for you, A Word About Mistakes. “There are only you and I and one or two others in this world that never made a mistake. “Should a mistake occur in our dealing with you we ask you to speak to us and it will be rectified. Automobile Trade. “A thousand automobiles pass our store every evening. We intend to get some of the owners for custom- ers. We should get them for these reasons: “Our rent is a negligible quantity when compared with the uptown stores. Mr. Jones, of Binghamton, the scale man, used to say: ‘Jones pays the freight.’ But he didn’t, and the store man don’t pay the rent— the customers do. “Now a word about the store men a couple of miles away from the center. They ought to sell cheap, but they don't. Their prices are higher than the uptown stores. Compare them yourselves; don’t take our word for it. We are half-way between these two classes of stores and have to compete with both of them. So we are going to sell at prices that will make it worth the automobile fel- low’s while to telephone ahead his order and stop on his way home at night and get it. All automobile or- ders will be put up on the front coun- ter with someone constantly in charge of it so you won’t have to kill your engine when you stop. “We are going to send all automo- bile owners south of Winthrop street occasional bulletins of special bar- gains to get them into the habit of stopping. They will be genuine bar- gains too, and by and by we will have a regular automobile trade es- tablished, the profits of which, on ac- count of the increased volume of trade, will repay us for our specials.” Flere is part of the wording of a two-column Sunday paper advertise- ment. It is headed “The Food Shop.” My Help. “Last Sunday I told you what I had done to remodel and make over The Food Shop. This Sunday I want to tell you about my help and how we are running the store. “T like that word help, because it @xpresses what we are doing in our store. We are a lot of help to each other. They help me, each helps the other, and I do what I can to help them. “First I want to tell you how I got them. I traded off and on for years at L. J. Ball’s store, and never would let anyone wait on me except Mrs. Hall, not particularly for her fascin- Ne LN OIE ating ways but because she took such an interest in what I wanted and saw to it that I got it. The moment I got the store I said I was going to get Mrs. Hall, and I did. I found from a lot of customers she brought with her that I am not the only one who wants her to wait on them.” This advertisement discussess other employes in the same manner. A young man who delivers goods by auto is described as one who delivers groceries and sunshine, the’ last sen- tence reading: “If he comes to your house to deliver goods you will like him.” The way in which Mr. Ever- ton, the manager of the store, was engaged is described, and two other employes come in for the following: “Then came Mrs. Gates, the tele- phone clerk and book-keeper. This is the lady whose pleasant voice over the phone so many people have spok- en to me about. “Then Mr. Moore came next. He had a thorough training at the Mo- hican store, and upon him I have placed a duty, among many others, of keeping the store clean. If you come into the store and there is a speck discernible you know to whom to lay it.” The lower part of a Sunday paper advertisement read: Profit Sharing. “T have inaugurated a profit-shar- ing scheme. They get their regular salaries, based on their value; and, in addition to that and quite inde- pendent of it, every Monday morning I distribute checks to them, all based on the gross business of the week before. This gives them an interest in the business, and I really think it makes a difference in the services they render. “That statement needs a little ex- planation. I do not mean that the few dollars they get each week is the incentive that makes them work so well, but the feeling that the busi- ness is our business and not my busi- ness—the thought that I appreciate their efforts and seek to show that appreciation in a substantial way is what is inducing them to work with heart and soul, in season and out of season. “In a word, I have a corps of effi- cient, capable, adult people working for me—no kids—who are friendly and united; all of whom I like, and all of whom, I hope, like me. We are a band of friends, all interested in the success of our venture. “Do you think you will get good service when you begin trading with us? Ask our customers. Do you think we will succeed? Come in and look at our ‘Beat Yesterday’ book. “The Food Shop. “P.S. Another advertisement next Sunday.” Automobile Delivery. Not long after the store was open- ed an advertisement read, “I have put on an automobile delivery wagon and will soon have to put on another.” This advertisement, also in the form of a two-column Sunday piper advertisement, read in part: “Scrupulous cleanliness is the abso- lute rule of the store. Being white, everything must be kept clean. I have put in four big arc lights, so that in the evening the store looks like a torchlight procession. “We carry as fine meat as can be bought with money. Our grocery stock has been brought up until now it is absolutely first class. All our poultry and vegetables come in from our own farm; no need to say more than that. “Having established a scrupulous- ly clean, up-to-date store, our busi- ness is growing by leaps and bounds. We are doing just about double to- day what we did when I got the store, and the top of the hill is very far from being reached. Within a year I hope to have a business that will rank ‘The Food Shop’ with the three or four leaders in the city. “I hope for this because I carry the best of goods, insist on scrupu- lous cleanliness and courtesy to cus- tomers. Everything must be subor- dinated to the convenience of the customers. It is their custom that we live on. “Our phone number is 2628. Call for what you want and we will sup- ply it. Also I shall be pleased to have you call and Mr. Everton, the manager, will be pleased to show you over all parts of the store. “The Food Shop. “P. S. I have had printed and bound in white and gold (The Food Shop colors) a pamphlet about our store. I should be pleased to mail you one.” A peculiarity of the Sunday paper advertisements is that they are set in large, easily read type, with consider- able blank space between the wording and the plain rule or line surround- ing the wording. A very pleasing and growing feat- ure of the business is the increasing number of automobile owners who stop and leave their orders as they come in town in the morning and call for the goods on their way home. Advertising the service you can give your customers is the only sure way of building up a large and profit- able trade. It is also an effective an- swer to the butchers who declare that they cannot advertise. —_>-+.____ Too Much for the Cook. “Mary,” said the head of the house one morning, “I called Jimmy four times and he didn’t answer, so 1 turned down the covers on his bed and gave him a good spanking.” “Oh, John, how could you? That means I’ll be hunting for a new cook.” “How’s that?’ “Jimmy stayed all night at Smith’s and the cook slept in his bed last night.” MAAS BROTHERS Wholesale Fish Dealers FP ro =, es 5 ae Le. Stans Sea Foods and Lake Fish of All Kinds Citizens Phone 2124 Bell Phone M. 1378 1052 Ottawa Ave., N. W. Grand Rapids, Mich. i ' es an SE NLS ZR He TAR May 6, 1914 MEN OF MARK. George B. Reader, the Fish Dealer. George B, Reader was born in Lon- don, England, March 30, 1876. He was the only boy in a family of five chil- dren. Wholesale His father was a contractor by occupation. The family came to this country when he was 10 years of age, locating in Buffalo. For the next six years he attended the public schools of Buffalo, graduating from the high school when he was 16 years of age. For the next four years he was associated with his father in the work of building cold storages and fish freezers. He then entered the employ of the Buffalo Fish Co., as superintendent, continuing in this po- sition five years. Three years there- after were spent in New Brunswick and Nova Scotia, catching and ship- ping salt water fish. For the next eight years he was engaged in build- ing fish freezers at nearly all the fish- eries on Lake Erie and Georgian Bay. In 1908 he removed to Chicago, where he obtained employment with the Booth Fisheries Co. as superintendent of its wholesale department. He re- mained in this position until a few weeks ago, when he came to Grand Rapids and purchased the fish busi- ness of Maas Bros., which he expects to enlarge and expand to many times its former proportions. The business has been established about twenty years and has many friends among the trade. Mr. Reader was married July 3, 1903 to Miss A. Lou Butler, of Los Ange- MICHIGAN les. They have no children. He has no fraternal association and finds his greatest enjoyment in his own home. Ile is an Episcopalian in religion and GEORGE B. READER his hobbies are baseball and horses. He attributes his work and sticking close to business. ——————————— Ss A Matter of Clothes. A dealer was trying his best to sell success to hard a horse to a well-posted farmer, and kept dilating upon the good points In the course of the “And look at the beautiful coat he has!” of the animal. conversation he remarked: But the farmer, quick as a flash, came back at him with the rejoinder: "Yes, thats a fime coat, but 1 dont like those short pants.” TRADESMAN “TI Can Buy at Cheaper.” If you are selling any sort of arti- cle, from a book to a hand car, di- rectly to the user, you will often en- counter an objection from your pros- pect to the effect that can buy just as good an he thinks he article at AS a matter of fact, it is usually poor econ- second hand, and save money. omy to buy at second hand. The ar- gument with which I this ma- overcame objection while selling sewing chines is adaptable in selling articles of many other: kinds. This-is the argument: “No doubt you could, Madam, get a second hand sewing machine for less money than the new, complete, mod- ern, and improved machine which I offer you. Tits a that the machine would cost you less money to start with. But why, do you sup- pose, the person from whom you ex- fact second hand pect to buy one at second hand would be willing to sell it? She probably wants to get a little money on it to apply on the purchase of a new and She satisfied with her old one any more. She has seen the new machines with their im- proved attachments, and can’t feel comfortable until she has one. That’s up-to-date model. isn’t the reason she will want to palm her old machine off on you, so as to make the old one help out toward getting a new and better one. “Of course you will have a machine —and shell have one that is better than yours. “A new machine will work more Second Hand. 33 easily, and turn out a greater quanti- ty of work, and finer work. If you are sewing for a living, you'll find chat a new and rapid machine—one that the time you save by having doesn't get out of order and cause endless outlays for repairs—and the higher prices you can get for extra fine work, will amount in a little while to enough to cover its entire Cost. “Machines can be compared to clerks in an office; one of the clerks is drawing $50 a week, and of course he costs his employer more than the But you can fellow one who is drawing $15. be dure that the works enough better and gets enough results to up the differ- ence and more, too. He isn’t so apt expensive more make to get fired as the cheap employe— you know that men in small positions oftener lose their places than the high salaried men do. That's just the way with a good machine; even if it does seem expensive, it will more than pay [f you bought a second inefficient machine, for its cost. hand, worn-out, you'd soon conclude that what little money you had put into it had been wasted.” EK. W. —_———_?>e-o— Auto Have Satisfied Her. Customer—Mr. Cleaver, how do you account for the fact that I found a piece of rubber in one of the sau- sages I bought last week? Butcher—My dear madam, that only goes to show that the automo- the horse every- bile is replacing where! a? Outfit to turn the trick. Sales Offices in all Centers and Representatives Everywhere wagon man doesn’t fill your tank and then say: measure for a customer and say: and shows you how much to charge. splashing. No dirty oil measure or funnel. you. Bowser Outfit and Oil Profit go together. S. F. BOWSER & COMPANY, Inc. Write us. ESTABLIS You can’t afford to sell kerosene or gasolene by “guess” until the day comes when you can buy it that way. The tank “O, I guess that will be about $5.00’s worth.” “O, I guess that will be about 5 cents worth, Mrs. Smith.” gallons at a certain price per gallon, you ought to sell just as accurately. It takes a SEF It will give you a clean profit and a clean store. It measures any desired quantity of oil or gasolene It cuts off the oil as soon as you cease to pump—there’s no dropping or dripping. No Let us have your name and we'll send you some facts that will surprise No obligations incurred. Home Plant and General Offices Box 2089, Fort Wayne, Indiana, U.S. A. You buy a certain number of You can’t afford to fill a Engineers and Manufacturers of Oil Handling Devices ee MICHIGAN TRADESMAN May 6, 1914 Sine e ! GG \ = |fF | ~ a > a. \ = : ~ — ak BA ~~ om Problem of To-Day in the Clothing Industry. Certain astute students of the sit- uation say there are two horns to the problem of to-day in the cloth- ing business—one to give cloth value and maintain workmanship, and the other to give tailoring and workman- ship without the cloth value, at a price. The public has been educat- ed to that everything. degree that it expects The retailers now come back on the manufacturers and. say that the tendency is for lower prices, and that the manufacturer must main- tain his standards and yet reduce prices. The manufacturer’s conten- tion is that this cannot be done. Great organizations have been built up, disciplined for years to make garments of a certain grade and ex- cellence, and it is impossible to put out cheaper lines of lower — grade goods, by the same plants, without utterly demoralizing the whole manu- facturing organization. As previously noted in this column there has been a tendency on the part of certain interests to not place as much stress on the tailoring and workmanship in their garments, but more to have the garments depend on style, hang and balance’ as in foreign made garments, where usually the workmanship and _ tailoring are very poor compared with the Ameri- can product. But the foreign makers, it is conceded, do balance their gar- ments, and a certain style and effect they get is the quality that © sells them. Perhaps a good many lose sight of the fact that recently the American accustomed to more novelty in their garments, so that the young American will now take chances and put on these new and novel styles without giving much consideration as to whether he will be criticized or not. He has become used to such ideas and their effect just as women have, during recent years, thrown aside conservatism, in this direction, and both sexes are ap- pearing in styles and colorings that a few years ago they would never public has become have dreamed of wearing on _ the streets. In other words, it is all a matter of education and custom. Both men and women have been educated to a degree where style and fashion and the effect to the eye has be come more important than ever in the past. From this condition it may be that some solution will come to the present perplexing problem of what qualities are most needed in clothing. It may be that there has been too much effort put into tailor- ing and workmanship. It may be that there is a great opportunity for new houses to go into business who will introduce an entirely different line of garments which will be smart and snappy from the eye point of view, the effect when worn be good and yet the material, the workmanship and the tailoring be very poor. But the garment may still answer the purpose and be demanded by young America. It would seem to be either this out- come or the necessity may confront manufacturers of establishing entire- ly ‘different plants and putting out another line under another brand to be sold at a price and yet contain- ing the cut and appearance of the more expensive lines, and having the newest or radical ideas. One prominent American house has found through operating its own shops that it is cheaper to give high- grade workmanship and tailoring on its low-grade goods than to have the garments go through other sets of hands. There is only the difference in the amount of hand work put on the high-grade garments, and_ this probably in two respects only—hand- made buttonholes and hand-felled col- lars. No one to-day can get labor down further than it is already, or reduce the cost of production. There is little hope of being able to meet increas- ing demands for lower priced goods through any reduction of labor cost in producing garments. The reduc- tion, if it comes, must come through the elimination of certain processes, and taking out certain excellencies which have made the American ready- made conspicuous throughout the world for its intrin- sic merit. Just how the problem is to be solv- ed no one can foretell. But there are always new ways coming in the clothing business so as to adjust to the influence of the times. Our man- ufacturers will doubtless meet this new demand and it will likely also be up to the retailers to eliminate cer- tain of their extravagant expenses of doing business which have also so greatly added to the cost of the gar- ment to the wearer. process so After everything is said and done, both men and women are scrutiniz- ing values as they have not done be- fore, and are insisting on the value received. They are thinking: more about what they are getting for their money, and they want more for it, be- cause the demands made upon them for other things are felt to a greater degree than heretofore. Thus the re- tailer and the manufacturer who are able to give this new service which seems to be demanded will prob- ably meet with great success and it is being urged that it is not a ques- tion, as so many seem to think, of trading down, but, rather, a question of greater efficiency in producing and distributing big classes of men’s as well as women’s garments that are a special need of the day.—Apparel Gazette. Membership in National Guard Makes Better Men. Grand Rapids, May 4—It was with a great deal of pleasure that I read your article in the Tradesman cf April 15 entitled “National Guard and You,” as you said the same things I have wanted to say for years and you also covered the ground weil. With my eleven years’ experience as a private, as well as an officer of the Ohio National Guard, it brought to my mind the many goods thines | learned at that time and have been able to apply from day to day in my business life. It taught me promptness, resource- fulness and gave me confidence in quick judgments. The old saying that “Man must learn to obey before ine can command” is true as applied to the life of a business man, as well as a soldier, and speaking from past experience in ‘both occupations the employer is overlooking a very im- portant matter if he does not encour- age the National Guard men in his employ to attend drill, State encamp- ments and all other duties required by the State for the proper educa- tion of its militia. When we come to think of it, the life of our guardsmen is not a snap, nor is it all fun. They give up a great many pleasures for the sake of the drill experience they get when they join the company and take the oath of allegiance to the United States. Their vacations could be spent more pleasantly at some summer resort than in camp, where it is necessary for them to perform the most strenu- ous duties from 5 in the morning un- til 9 at night. Looking at the National Guardsmen from an employer’s point of view, we are all willing to admit that we are loyal to our country and feel at times that we want to show that we are loyal; but with a great many of us when the time comes to do some- thine for the benefit of those who are willing to put in their time, we have so much business and other matters of seemingly more importance, that it is an easy matter to pass up our good intentions until another time when more convenient for us. Here, I think, we make a mistake, for this calls for immediate consideration and action, as a matter of pure selfish- ness if nothing more, because the men will be better fitted to do our work and it will also encourage them to keep up their drills and interest in the work, if they know that we are also interested. It is time that more business men should know more about our National Guard, and I want to thank you for your interest in bringing the subject to the attention of men who should be only too willing for the future of our young men to encourage and _help educate them for the future of business as well as our country. Chas. S. Paine. _———-—- Evading an Issue. Diner—I told you I wanted two fresh-laid eggs on toast. Do you call these fresh-laid? Waiter—Yes, sir; fresh laid on toast, sir. Trade Stimulators For Price Advertising Our monthly cata- logue of General Mer- chandise abounds with these. Get acquainted with the Yellow Page Specials in each issue of “Our Drummer.” They will help you pull trade to your store. Butler Brothers Exclusive Wholesalers of General Merchandise New York Chicago St. Louis Minneapolis Dallas Advertise Your Town By Uniforming Your Band Boys You can make no better investment Buy Uniforms 5; That Every Citizen will be Proud of We make that kind Style Plates and Cloth Samples Free — Mention The Tradesman THE HENDERSON-AMES CO. KALAMAZOO, MICH. aaa y SHOES THE BIG QUALITY LINE [- E. D. COLLAR Expert Merchandise Salesman Our work gets results and gives satisfaction No open time until May 15 For terms and prices address, E. D. COLLAR, Ionia Mich. o May 6, 1914 MICHIGAN TRADESMAN 35 MORE UNIFORM RATES Proposed Revisions Urged by the Railway Companies. The hearing commenced before the Michigan Railroad Commission on April 21 and continued until May 15 has developed some very interesting conditions regarding rates in Michi- gan. In his opening statement at the hearing Commissioner Glasgow said: “Tn 1911 and 1912 numerous com- plaints were filed by shippers alleg- ing discriminations in the rates, par- ticularly class rates. The Commis- transpired at the hearing that the only serious objection came from one or two concerns in Saginaw and from the Detroit Board of Commerce. De- troit shippers objected to the uniform tariff because it took away certain relative rate advantages which they have heretofore enjoyed. The question of the fairness of the rates themselves was not questioned at the hearing, neither was there any argument as to the necessities of the railroads. The representatives of the Detroit Board of Commerce stated they were not opposed to an advance give the public a safe and prompt service with an equitable basis of rates. While the question of passenger rates is not now under consideration, it is interesting to note that the Joint Railway Commissions of New Eng- land have suggested that the prices of mileage books in New England be advanced from 2c to 2%c per mile. Local passenger rates in many parts of New England are now consider- ably higher than this basis. ORGANIZE Merchants—Organize Get busy and join the Retail Grocers’ and General Merchants’ Association of Michigan Write the State Secretary for information and get the benefit of the Card Credit System adopted by the Executive Committee, March 24-25 Have a part in the distribution of a \ : ONE HUNDRED DOLLAR sion was led to make a carefal and of 5 per cent. but they objected to eh cists Come aii thorough examination of the rates to the mileage basis and removal of e ‘lectric veh Mi then in effect in this State, and found preferential rates. emoria ay ee | ath vie Fel that they lacked very much in uni- It is somewhat interesting to com- a aie ole dias coe formity, and that the same une pare the proposed rates with the new We carry a pone Ve areging Te ates trom ates ishe j he were ch irging different: rates ron rates published in New England complete stock of On ie a. the same shipping points, on the which were granted the railroads DOUBLE THE MEMBERS : i : : : : DE “* MEMBERSHIP same commodity, for a like mileage; after a conference of the Railroad 26 Rep that different carriers were charging Commissioners of the various states FLA GS PRESIDENT a a ae Wm. McMorris, Bay City Stations Miles Classes Rates in cents 100Ibs. Lo iE 2 3 4 5 6 FIRST VICE-PRESIDENT Detroit) to Plymouth oy) 24.6 17 15 11 8 6.5 5 4 J. A. Lake, Petoskey Traverse City to Bacon ............. bet t Ho 6 Gh G4 Red, White and Blue crepe piel Boston to Lowell, Mass .......... ++ 25.6 | 15 3 i 8 6 a paper, streamers and SECOND VICE-PRESIDENT Deteowt to Hally ...0.............., S65 i 18 14 46 a 4 W. J. Cusick, Detroit Traverse City to Wellston .......... 50.1 2 18 14 10 8 v _. Boston to Reeds Ferry; N. H. ...... “6 10 16 68 ik dap. anterns SECRETARY : : ae 2a — ms ual red W. Fuller, Grand Rapids Detroit ito Plime (3.6 25 2 16 12 9 n.5 ee Traverse City to Baldwin ......... « 75.9 25 21 16 12 9 7.5 rder now — a Boston to Concord, No Hi...) .... 3.3)24 1 20) 17 13 10 8 eo : i cee Flint ee Tl eo oe ae — - —-—~ - Lo a Ss aries . Grobe, Pim Detrort to Grand Ledoe ............ 99.4 29 25 20 14 105 5 y ating _—. Traverse City to White Cloud ...... 100.5 28 24 19 14 10.5 8.5 . ‘ 8 oe 3 aconi y 5 j 30: ) OF -EC > Boston to Laconia, N. HI. ........... 100 29 2985 26 46 612 40 a konaet : age eee bail 2 ea charles Wellman, Por uron Detroit to Tonia ....... ee 125.6 3 27) 20:5) 15 15. 9 - L. W. Schwemer, Saginaw Traverse City to Casnovia Cee 125.2 32 28 2 16 12 9.5 Will P. Canaan Co. M. C. Goossen, Lansing Boston to Plymouth, N. Hl. ........ 124.6 32 27 22 18 13°01 G. W. Fautenann, Deira Deira fo Siamtom ...1......4.... sO 06380688 Ga Leonard Seegar, Cadillac Traverse City to Grand Rapids ..... 147.6 32 28 21 16 12 9.5 Boston to Oliverian, N. H. ......... 153.6 36 3 26 20 14 «612 Detroit to Holland) .....5.......... 176 33 28 22 15 12 9.5 ‘paverse City to Amble ............ 173.3) 32 28 21 16 2 9.5 Boston to Johnsonville, N. Y. .......174.1 35 30. 25 19 14 te Detroit to, White Cloud ............ 199.2 39 a4) | | 26 19 14.5 11.5 Traverse (City to Tuscola, ..../......198 39 34 26 19 14.5 11.5 Boston to Bethlehem Jct, N. H. ....197.4 41 35 29 23 16 14 Detroit to Manistee) 40500. 30 .. 254 43 36.5 27.5 19 16 t3 Traverse City to Highland .......... 249.2 44 38 29 22 16.5 13 Boston to Newport, Vt ..)........247 1 44 a7 3 24 rs 15 Detroit to Ek Rapids ...........-.-308 49 42 32 2 8 14 Traverse City to Monroe ..........303 44 38 29 22 16.5 13 Boston to Swanton, Vt. .:.......... 299.1 50 43 33 24 20 «tz and the Interstate Commission. The density of traffic in New England is different rates from the same points on like commodities, that some of o the carriers were charging a greater or less amount for the transportation of the same commodity from some other shipping point than from the first one referred to. In fact, the lack of harmony was so evident that the Commission suggested to the carriers at that time the wisdom of a general re-check of class rates.” The new rates. which are discussion are made to conform as nearly as possible to this suggestion. The railroads stated that they haa endeavored to comply with the wishes of the Commission as to uniformity of rates and at the same time adjust their rates so as to get a slight in- crease, on the whole about 5 per cent. Some rates are reduced and others raised much more than 5 per cent. This was unavoidable under the rule followed. The real benefits to be de- rived from the new rates lie in the uniformity and the fact that all job- bing centers in Lower Michigan will be on the same relative basis. It under much greater than in Michigan and yet the rates prescribed are fully as high as those proposed for Michigan. For comparative purposes we have selected the nearest stations to the 25-mile groups. Irom these tables it will be seen that the new Michigan rates are not very far from being in line with those in New England. In fact, in most cases they are lower. When it is also considered that Massachusetts has 1,591, Connecticut has 1,114, while Michigan has only 311 people to every mile of railroad it can be readily seen that the pro- posed rates of themselves are not un- reasonable and it must be conceded that, if uniformity of rates is desir- able in Michigan the railroads have presented tariffs which are apparently fairly constructed. There may be some errors or inequalities in the schedules but these can be adjusted. The present need is a basis which will yield a fair return to the carriers and H ERE is one of our specially designed cases—for notions or small wares. It is a labor saver, and displays this class of goods to the best advan- tage. THE Vz One of these cases may be just what you need. Why not write for one of our catalogues showing hundreds of cases— many of them specially designed to sell some particular kind of merchandise. You will also be interested in knowing about the latest ideas in “unit construction” methods. these cases made. When in Grand Rapids visit our factory, and see Wilmarth Show Case Co. 1542 Jefferson Ave. NEW YORK: 732 Broadway BOSTON: 21 Columbia St. PITTSBURG: House Bldg. TAMPA FLA.: 217 Tampa St. HELENA: Horsky Blk. SAN FRANCISCO: 515 Market St. SALT LAKE CITY: 257 S. Main St. Grand Rapids, Mich. CHICAGO: 233 West Jackson Blvd. ST. LOUIS: 13118 Washington Ave. MINNEAPOLIS: 27 N. Fourth St. DES MOINES: Shops Bldg. eee Made In Grand Rapids} MICHIGAN TRADESMAN May 6, 1914 FA = 5 : = (((( : AL \ fs AAs K iz < LE \ aS = =~ 5 © = =~ 2. fF za 6 = = = = = a a 2 2 a N \\ i = “ oJ A Ve a U > ) Cs Relation of Window Displaays to Shoe Store Success. Every business institution is form- ed with the ultimate idea of mak- ing money. To make a success of any business would necessarily mean to make that business a money maker. And since there is no success in bad business, it is obvious that the com- mercial success of any business in- stitution depends on that business making money, in the right way— showing a protit on the investment from Jegitimate business methods and conduct. Have Definite Policy. Every firm should have a well de- fined and clear cut business policy. This, it seems, would be absolutely necessary to intelligent co-operation and progress. This policy should be based on absolute truth and honesty, and a strong desire to give to the public a service of the best possible kind, Such a policy should be more than a general, or vague idea of business principles that are existent in the mind only of the man who is guid- ing the destiny of the institution. They should be put into words, and —practice. It should be printed on cards or in the rule book so that each and every one connected with the insti- tution could not help from becoming familiar with ts principles. It should be preached and practised be- fore the employes by the heads of the business, so that it would become as the esprit de corps of the organiza- tion and to find its way into the sell- ing arguments of all the sales force. To become successful, one must build permanently. There are three important things which must be tak- en into consideration which are about as follows: The Standing of Quality. The quality of the merchandise or commodity must be in keeping with the price asked—value must be given for value received The advertising, whether newspaper or window displays, or both, should tell and display the advantages of the merchandise in the simplest and most direct manner possible. The store service should be in keep- ing with all these things. The sales force should by all means reflect the policy of the institution in their atti- tude and manner towards the custom- ers. They should be familiar with the advertising and the window displays and work in concord with either or both of these two important branches of the firm’s publicity. Unless there is harmony and co- iperation existing between all depart- ments, as well as all the people in each department—there can be no great degree of success attainable. The best kind of advertising and the most effective window displays cannot make any business a complete success without the quality of the merchandise is consistent with the price that is asked and the service maintained is in keeping with the high standard of all these things. There is possibly more room for improvement of the inside organiza- tion—the store service—than there is room for improvement in the char- acter of the advertising and the win- dow displays, in the average store. The Window—the Advertising. Some store seem to have good ad- vertising, while their window displays are indifferent or very bad. Some have good window displays and poor advertising. Some have both win- dows and advertising good with a bad store service. Anyone which shows neglected attention, tears down to a certain extent that which the others build up. Rarely will you find a store selling good quality merchandise that has all these departments work- ing along together in a highly effi- cient manner. Now the idea that I wish to con- vey to your minds is this: That the windows, or the manner of the window displays, are not alone responsible for the success of any store, but are, or can be made, a very important asset in this direction. 1 do not want to have you think that I think, because that is my vocation, the window displays are the whole thing upon which the success of a retail business depends. First in Importance. But, in a retail shop, and especially a shoe store, I believe that the show window ranks first as an important advertising medium. I say this be- cause of the fact that most shoe stores are small, doing little or no news- paper advertising, but depending on their windows to bring the most of their business to them. Therefore, it would seem that the greatest care and attention should be given to the win- dow displays. This, however, is not always the case. Some stores do business in spite of their windows and not on account of their pulling powers or attractive- ness. Each of you, no doubt, have had the same experience and realized the same feeling of doubt and uncertain- ty as to the character of a shop from the appearance of the window dis- plays. The pity of it is that in many cases these stores actually have good Look in the shoe ‘‘ads’’ of the large Daily Papers or in the up-to-date Shoe Magazines and you will see hun- dreds of shoes like this advertised. The modern shoe man keeps his busi- ness up by having and selling these latest styles. This is No. T5105 at $2.25 Patent Colt Brocaded Quarter Goodyear Welt D Wide o% off 30 days Grand RapidsShoe &Rubber@ The Michigan People Grand Rapids STYLES THAT SELL WELL QUALITY THAT SATISFIES These are attributes of our Men’s Planet Welts Comet, Saturn, Jupiter, Mars That make them profitable merchandise for the shoe merchant. Send for our new catalogue. Hirth-Krause Company Hide to Shoe Tanners and Shoe Manufacturers Grand Rapids Mich. May 6, 1914 “ quality merchandise and honestly try to do business on the square, but can- not, or at least do not, seem to be able to see the ludicrousness of the situation. The owner seems to be blind to the fact that the effect of his window displays actually turn away patrons instead of drawing them in or attracting them to his shop. The shop’ window is indisputably the most valuable space about the store, and the one which the great- est consideration is given in the rent- ing or leasing of a store room. And yet, after spending considerable money on the remodeling of the front and installing modern show windows, this work is sometimes turned over to a clerk or an amateur to do. The man who arranges those dis- plays has to be up on style and quali- ty; he must be able to select from the stocks that merchandise which will show to the best advantage, and then to so group and arrange it as will make it look most attractive; he has to be able to arrange trims of timely goods in such a manner as to create a desire for it in the minds of those who will see it; he must have ability and love for his work; he must know much about the merchandise that he has to handle; and, to be a pretty good judge of human nature. Especially must he have a knowledge of the whims, fancies and manner of thinking of that class of people who comprise the clientele of the particu- lar store for which he is employed. Give Authority to Window Man. A window trimmer cannot express the best there is in him as applied to his work, if he is interfered with or hampered to any extent by those who may have authority over him. If he is endowed with a fair degree of com- mon sense and given plenty of lati- tude and encouragement, he will make his art practical. Originality of ideas and individuality in the execution of them do not come from driving methods. There must be Freedom of Mind for Individual Expression. advertising should be in the hands of men who are, by nature and special training, competent to handle these important departments in the most efficient manner possible, because so much is possible to accomplish toward the success of a business with them when they are handled in the right way. The windows and the One does not have to be a student of window dressing to appreciate an attractive display of merchandise that reflects individuality and refined taste in the arrangement of the goods. One feels it! What About “Appeal?” The character of the house, the quality of its merchandise, the class of patrons catered to, are all impress- ed on the customer’s mind, almost un- consciously, from the general tone of the window displays. “The apparel oft man.” And as your first impression of a man is formed more or less from his personal appearance, just so is. the character and standing of a retail store judged by the window displays. Window Dressing Made Profitable. proclaims the MICHIGAN If the merchant has the courage to depart from precedent—to get out of the rut of stereotyped display—to make his windows somewhat more original, distinctive and more char- acteristic of his particular shop, his merchandise and his manner of doing business, he can, with a little thought, time and extra expense, make his win- dows advertise his store and at the same time make them more produc- tive of direct sales results In this manner the windows, instead of be- ing an expense, become a profitable investment, and all that is spent on them returns manifold. There are many buyers who think that anything displayed in the win- dows will sell, and are prone to con- sider the windows as a means to get rid of undesirable or left-over mer- chandise—that cannot be sold. This is not entirely wrong at cer- tain times of the years when the clearance sales are on, but should not be attempted during regular seasons. The idea that the newest and best selling things should not be display- ed in the windows when they will sell inside easily enough is not alto- gether right. Because in justice to the store, and for the circulative effect of advertis- ing, the prestige gained for the shop as one showing the newest things must be considered or the windows will lose theirs—if only the least at- tractive things are shown continually. Don’t Crowd Your Windows. Don’t cram and crowd your win- dows full ‘of all kinds of goods, or the same kind of goods, in the belief that the more there is shown in the windows, the more there will be sold. There is a limit to the amount of merchandise that should go into a window display. Every buyer wants to show all the stock that he can. He will insist and persist; he will tell you how “So and So” trim their win- dows, but only so much merchandise can be shown in a given window space to obtain the maximum results. More than the amount of goods nec- essary to make the trim distinctive and attractive will make it less dis- tinctive, unattractive and much less effective in net results. The art in window trimming is largely a matter of know when and where to stop. No store ever has enough window space to satisfy all the buyers all the time. If they had windows all around the block, they would need twice as much. It is like trying to run ahead of your shadow to show everything that should be shown, and to show it all at once and the same time. If I may be permitted to offer a a word of advice at this time, let me urge you never to allow the slightest misrepresentation of the value of merchandise in your windows. Don’t say too much about the spe- cial values you have to offer, either in the newspaper advertisements or your window displays. It is far bet- ter to say a little less about such things than to say too much. Eliminate Misleading Impressions. If people are drawn into your store by a bargain announcement either in the advertisement or the window display and find that you cannot de- TRADESMAN liver the goods they feel that they have been misled. Misleading impressions do not build up confi- dence in the public mind for the firm who gives them out. Such practice causes the customer to lose confidence in your Business Policy, and that confidence is worth more as a future business asset than the temporary sale, even though you were to count the gross amount of it as net profit. Affectation in the man is said to be “A pretentious display of qualities which one has not in stock.” Men who pretend to be more than they really are, are sometimes successful in making a favorable impression. But after a little investigation into their real character or qualifications, we find out the truth about them and are so provoked and disgusted with them that we cannot feel like giving them the credit due for the good characteristics they actually do pos- sess. We have been fooled, and we smart under the realization of it. It’s human nature for us to feel that way. How can, we expect the public to believe in us—to have confidence in us when we don't always deliver the goods? The countenance is a pretty good indicator of the conscience. The ex- pression on the face usually gives one an idea of the inner qualities of the man. Opinions Formed From Appearances. We form our opinions from outer appearances in most cases. Tl irst im- pressions are usually lasting. They are in Many instances right, although 37 sometimes wrong. Especially are these thoughts applicable to a retail store. The impressions we form of a re- tail store are in most cases formed from outer appearances. The store front and the effect of the window displays play an important part. The general appearance of the shop win- dows—the harmonious, attractive, and logical arrangement and combina- tion of merchandise is largely respon- sible for the good, bad, or indifferent opinions formed in the mind of the public concerning every retail store. If you are all right on the inside, if you have good quality merchandise for the price asked, and are trying to conduet along mod- ern and legitimate business lines— then I would urge upon you the neces your business sity of making the most of this valu- able asset to your business and _ its ultimate success. Business comes from giving ser- vice. It is the most natural thing in the world. The man you meet on the street, dressed in shapely clothes, a dirty hat and collar (soiled) and who has a three days’ growth of beard on his face would hardly impress you as a man who might have a few thousand to his credit in the bank. Yet there are people like that. But you do not go out of your way to speak to them on the street, nor do you care particularly to enter into social relations with him. If that man were to come to you and in good faith ask you why peo- ple seemed to dislike or shun him, JUST A MINUTE! Before you turn to the next page consider your possible loss We draw your attention to these profit producers: Muleskin Bal, Price $1.20 Muleskin Blucher, Price $1.25 You need these for your trade. We sell them to you at a price and of a quali- ty that will assure you a decent profit and more satisfied trade. DON'T ENVY THE OTHER FELLOW. Rindge, Kalmbach, Logie Company Everwear Shoe Manufacturers GRAND RAPIDS, MICHIGAN eee ree ae eLEE ie OnE One 38 MICHIGAN TRADESMAN May 6, 1914 you would probably suggest that he wash behind his ears, wear neater clothes and clean linen. And doesn’t the same principle ap- ply to the retail shop with dirty and carelessly trimmed shop windows and poor shop service? J. D. Williams. Robert Louis Stevenson’s Cobbler. Quite a number of years ago, Rob- bert Louis Stevenson visited the quaint, old Spanish town of Monterey in Southern California. Here his shoes gave out and it was necessary to have them mended. The author wended his way to the none too munif- icient establishment of George Ber- thold, the village cobbler, where the broken-down footwear was properly repaired. As Stevenson's fame spread over the world, the shoe cobbler of Monterey prospered. His business expanded. Gradually a stock of good shoes was acquired and added to; all of which eventually resulted in the development of a profitable retail shoe business. The former cobbler is dead now, and he makes known a desire in his will to erect a monument as a tribute to his friend—Robert Louis Steven- son. There is a business lesson to be learned from the story of George Berthold—a lesson which spells suc- cess in letters of gold. Frankly, we are not superstitious enough to be- lieve that Stevenson’s mere presence in Monterey formed a touchstone of good luck for the mender of shoes. We don’t believe it was a matter of luck at all. What we do believe is that the novelist’s wonderful char- acter infused itself in the spirit of Berthold through personal contact. And the character of a Stevenson would spell success for any man. The story is well-known of Robert Louis Stevenson's. battle with ill- health through a life of earnest toil and persistent endeavor. Frail and sick from childhood days, he fought onward, never flinching, pushing ever upward to the heights. How he suf- fered before those heights were at- tained! And how faithfully he lived up to his reputation when the plaud- its of the people rang from horizon to horizon. Propped in bed, sick un- to death, he wrote on and on, while masterpieces slipped from his trem- bling fingers to the white coverlet and thence to the floor. He was a A dominant streneth of will turned a wasted life into a rosy dream of usefulness. Assuredly we cannot all be geniuses in our selected fields of endeavor. All writers cannot be Stevensons. All shoemen cannot be wizards of the trade. But we can do our best; we can study and profit by the wisdom of those who have gone before. There is no reason why we should ever get the spirit of the quitter in our veins —it is deadening, it kills ambition and ruins everything that is great and good in character. This, then is the lesson of the cob- bler: Develop persistence and _ sin- cerity in the unfathomable depths of your hearts and minds—and you, too, will reach the heights —Shoe Re- tailer. great man. BENE ISR OE SS EEC eee Nn NTE TS THE QUICK TURN. Buying More to Do With Success Than Selling. Written for the Tradesman. In a previous talk I emphasized the fact that the quick turn depends al- most altogether on the ability of the merchant to buy efficiently. Of course, selling must occur before a quick turn can exist, but it is the can- did opinion of the writer that buying has more to do with the establish- ment of the quick turn than selling. Buying, as we see it to-day, is usually done in three ways. Some merchants dump all the re- sponsibility on the drummers who regularly call upon them. Such mer- chants often refuse to exercise their own discriminating ability and sim- ply trust the drummer to take care of their interest. The average drum- mer will take care of his customer’s interest, but since he is primarily in- terested in making money for him- self and, secondarily, for his firm and, lastly, for the customer, it is natural the order will be made up in a man- ner that will benefit the drummer first of all, and his own firm sec- ond. Then, if there is any benefit left, it goes to the customer. Not only is it mwise to put responsibility on the drummer, because he will serve his own interest first, but it changes a merchant from being responsible into one who does not act for himself. The less responsibility a merchant as- sumes the less efficient practices. Other merchants do not buy until customers discover that bins are empty and goods are out of stock. This kind of a merchant is coerced by his customers into buying. This is literally true because he does not order goods until the wants of his customers compel him to. He does not find out in advance what goods are going to be needed and have them on hand when the demand arises and, instead, he runs the risk of customers going elsewhere during the interval that the needed goods are out of stock. The third merchant bases his buy- ing on statistics. He has an inven- tory at the beginning of the year and then brings it down to date every week. He runs these inventories year after year and keeps each record so that he can look and see how much merchandise was needed in a certain week of a certain month year before last. By averaging his sales, through the medium of these inventories, he can get a pretty safe average which can guide him as to the volume neces- sary to have on hand in each depart- ment. Statistics, however, to be help- ful, must not be general statistics covering the entire stock, but rather Statistics subdivided by departments. Statistics covering the whole stock do no one any good—they do not tell a thing. They only become readable and understandable when they cover each department by itself. There is a great chain of stores in England which does millions of dol- lars’ worth of business each year, yet each chain of the stores never has more than a week’s supply on hand The day’s sales of every store are mail- ed to headquarters at the close of the day and headquarters sends back just enough merchandise to offset these sales. Minimum stock is carried all the time. Customers are never com- pelled to wait until the goods they need arrive. It is commonly under- stood that these stores turn their stock more than a hundred times a year—a thing that may very well be deemed impossible by the readers of this paper. The strangest part about these stores is that they are grocery store. The first essential of efficient store statistics is a professional inventory. They used to sing a song about Solomon Grundy born on Monday, imprisoned on Tuesday, married on Wednesday, sick on Thursday, worse on Friday, died on Saturday, buried on Sunday, and that was the last of Solomon Grundy. Most inventories to-day are very much like Solomon Grundy. They usually begin about the 26th of De- cember and die about the 2nd of Jan- uary. Better not take any inventory at all than to take one of this kind. If you desire to use your inventory, make it run. all the year round. A perpetual inventory should be- gin with the amount of merchandise on hand on January 1 and then show Granulated Sugar Orders Placed Date Ord. No. Am’ t Receipts Date Ord No. Am't thereafter the amounts of merchan- dise ordered from time to time, the receipts of this merchandise, the amounts taken out of stock, etc. Pos- sibly this sounds very formidable, and yet all of the items mentioned—all the bits of information referred to— can be put on a little card three inches by six inches. As soon as one card is filled another can take its place, and the inventory goes on without adding anything to the busi- ness of the records required. In fact, a good merchant has been known to keep a perpetual inventory of his en- tire stock with only as many cards as he has sub-departments. The method of making out the card is somewhat as follows: The upper left hand corner can carry, first. the name of the merchan- dise and, second, the description, style, size or whatever bit of expla- nation is needed. The upper right hand corner can be reserved for ex- planatory remarks or other items. - About one-fifth of the card has been accounted for. The entire lower portion of the card can show in four separate columns the following items. Since it is very much easier to illus- trate this graphically than by expla- nation, | present herewith an outline as a guide: Sales Date Sals Slp Am’t On Hand 3-15 65 3000 Ibs. 4-10 65 1000 lbs. 4-11 A? 150 Ibs. 850 Ibs. 4-15 85 3000 Ibs. 4-12 65 1000 Ibs. 4-12 360-5500 Ibs. 1350 Ibs. 4-13 65 1000 Ibs. 4-13 A38 800 Ibs. 1550 Ibs. 4-14 C8 750 lbs. 800 Ibs. 4-15 B10 150 Ibs. 650 Ibs. 4-25 85 3000 lbs. 3650 Ibs. Anderson Pace. H. B. Hard Pan Shoes 812—Men’s H. B. Hard Pan, % double sole, plain toe a... $2.25 813—Men’s H. B. Hard Pan, % double sole, Tip Blucher.......... $2.25 814—Boys’ same..-.- 1.90 815—Youths’ same.. 1.65 816—Little Gents’ same 1.45 811—Men’s H. B. Hard Pan, Congress, % double sole, plain toe......... $2.35 871—Men’s Brown H. B. Hard Pan, 2 double sole, Tip Blucher ...... $2.50 894—Men’s Black H. B. Hard Pan, % double sole, Tip Bal.....: oe For the Outdoor Man You simply cannot go wrong on these numbers Instock orders solicited THEY WEAR LIKE IRON No. 812 HEROLD-BERTSCH SHOE CO. GRAND RAPIDS, MICH. May 6, 1914 THE GOLDEN STATE. All Is Not Gold That Glitters in Cali- fornia. Wrritten for the Tradesman Six weeks spent on the Pacific coast recently, enabled the writer to learn many facts in regard to the affairs of the people, socially and commercially, and to furnish an outlook on their future. I conversed with merchants, manufacturers, horticulturists and dealers in real estate, and all com- plained of the present dullness in busi- ness. The merchants are buying only such articles as are needed for im- mediate sale, and one and all com- plain that trade is slow and the cost of transacting business steadily ad- vancing. High rentals, excessive tax- ation and burdensome costs of trans- portation, both by railroad and water are mainly the causes of their discon- tent. In San Francisco one of the larg- est companies engaged in the house furnishing trade and a firm that han- dles foot wear extensively is clos- ing out its stocks and will retire. Many vacant houses and business structures represent the situation as to real estate. A number of hotels are in the course of erection, but these will not be ready to furnish service until the opening of the Pan- ama-Pacific exposition. There are many unemployed men and women. It is an almost useless effort for any person living outside the city to seek employment = in San Frandisco. “Where do you live?” is the first question an employer propounds to an applicant for a position. If the reply shall be San Jose, Alameda or any other city outside of San [fran- cisco, the employer dismisses the ap- plicant with a short “Nothing doing.” Manufacturing is not a very import- ant industry on the coast, especially in California. In the compiling of manufacturing = statistics, however, secretaries of the commercial boards have no rivals. The average reader would be surprised, and probably in- credulous, if he were to be informed by the able Secretary of the Chamber of Commerce of Los Angeles that the manufacturing establishments of that city number 2,000. An investigation of the lists supplied, however, will prove that employers of two or more men are classified as manufacturers. The employer of two young men or women to concoct summer beverages is, in the estimation of the Chamber of Commerce, a manufacturer. A man whose business is the repairing of shoes, with two assistants, is a manu- facturer. This classification prevails in Oakland, San Francisco and other cities. The manufacturing business is badly handicapped by the — un- steadiness of the supply of competent mechanics and _— will- ing laborers. Mr. Bachellor, for- merly a manufacturer of Saginaw, but at present engaged in the same occu- pation in San Francisco, explained the situation as follows: “We always have three crews in sight—one going, one at work and one coming.” There is an overabundance of common la- bor, and a peculiar feature of this MICHIGAN TRADESMAN condition is that such of this class of men who really desire to work will not do work that they do not like to do. Men who do work on the streets of the cities would not ac- cept employment on a ranch, where the pay is larger and the work not so heavy. Many of the trades are hampered by the labor unions, which exact exorbitant wages and_ short hours, in return for which poor ser- vice is rendered by botch workmen. An idea of the exorbitant wages ex- torted by the labor unions may be gained by referring to the scale of the electrical workers and plumbers, all of whom are paid $8 for eight hours work. The foreman receives $4 for every job undertaken. He re- mains only a sufficient length of time to start the men on the job. In re- pair work he may start ten jobs in a day. One of my traveling acquaintances, met on a passenger train running from San Francisco to Portland, has lived on the coast for many years. He is handling timber lands and knows the condition of the real es- tate markets from Vancouver to San Diego. He said: “Heavy cut over timbered lands are held at from $75 to $200 per acre. The purchaser of such lands can not clear the stumps and prepare the ground for growing field crops or fruits for less than $250 per acre. From five to seven years are necessary to establish an irriga- tion system and to develop a fruit ranch, and when the grower, in the course of time, shall harvest his first crop he will probably find an over- stocked market and that his product is of but little value. In the cities both the land values and taxes are too high and fail to attract the pru- dent investor. The tender-foot -who does not study the situation carefully before parting with his money will surely be stung.” An experience of one of this class was furnished me since my _ return from the coast as follows; The wife of a gentleman who bought an orange ranch—located ninety miles south and east of San Diego—four years ago, is visiting the family of E. L. Gillette, of South Fuller avenue, Grand Rapids. She is thoroughly disgusted with Cali- fornia, and relates the experiences in the so-called Golden State, of her hus- band, as follows: “The tract purchas- ed, for which he paid $18,000 four years ago, contained forty acres. The location was considered favorable and the equipment of the ranch seeming- ly complete. Soon after taking pos- session, however, he was compelled to expend $5,000 for additional equip- ment and tree stock. A State law regulating and making compulsory, the spraying of orchards called for an additional expenditure of $600. Other expenses were necessarily in- curred, and my husband was com- pelled to dip into his bank account al- most every day. The returns on ac count of sales made were hardly worth recording. The heavy frosts during the winter of 1913 destroyed the crop, while this year the yield is so large that the selling price for oranges is so low as to leave no profit. A case containing twelve dozen or- anges brings the producer 48 cents. My husband is determined to sell the ranch, sacrificing 50 per cent. of his investment, if necessary, to rid him- self of it. Some tenderfoot from the East will buy it in the course of time.” “Owing to the abundant rains of the past winter,” remarked a gentle- man largely engaged in the pursuit of horticulture, at Hayward, Alameda county, to the writer, “California will produce twice as large crops of fruits and vegetables this year as can be handled. One half of these crops will not be taken from the fields or the orchards because there will be no sale for the same. Prices for fruit and vegetables will rule low and no profits will be realized by the growers. The canning factories, of which there are eleven in San Francisco and nine in San Joes, all very large in size, will handle an immense quantity of the stuff, and still be unable to take in one-half of the fruit and vegetables offered. Within a radius of ten miles of Hayward there will be grown a sufficient quantity of apricots to sup- ply the demands of all markets west of the Sierra Nevada mountains. In the Santa Clara valley there will be enormous crops of prunes and apri- cots, to say nothing of the grapes and raisins that will come in about the same time. In past years two thousand women have been employed at San Jose alone during the months of August and September in dipping prunes in lye to be spread on the ground and dried in the sun. The growers of oranges, grape fruit and lemons are dissatisfied with the out- look. There is no profit for the grow- er in the ruling prices for deciduous fruit. With the oppressive rates of freights to the Eastern markets con- fronting him, a heavy interest account to be met; with water rates to pay, with frosts to guard against by night and by day, the in- evitable loss of crops caused by the winter (twice during the past three years these crops were almost entirely de- stroyed by freezing weather) the lot cold temperatures of early of the fruit ranch owner of the Golden State is not a happy one. Arthur S. White. 39 So Very Explicit. “Can you tell me Schwackelhammer, the where Mr. preacher lives?” enquired a stranger of an old German settler in one of the Western states. “Yaw,” said he. “You shust valk de road up to de greek, and durn de pritch oved de stream. Den you go on dill you gum to a road mit voots around a schoolhouse; put you don’t take dat road. Vell, den you go on dill you meet a pig parn, shingled mit shtraw. Den you durn de road around de field, and go on dill you gum to a pig red house all speckled over mit vite, and de garret upstairs. Vell, dat is mine proder Han’s house. Den you durn dat house around de parn, and you see a road dat goes up into de voots. Den you don’t take dat road, too. Den you go _ right straight on, and de first house you meet is a haystack, and de next is a barrack. Vell, he don't lif dere. Den you will get farder, and you see a hoose on to de hill about a mile, and go in dere and ax de old woman, and she vill dell you pedder as I can.” —_» +... The Reason. “T just can’t seem to keep a dining- room girl!” “TL have often wondered why you never can keep any help. I have any such trouble.” Hever “T know, but my husband just won't flirt with them.” AWNINGS Den, ee, prem, —_ omen, OYE'S IMPROVED ROLLER AWNING Our specialty is AWNINGS FOR STORES AND RESIDENCES. We make common pull-up, chain and cog-gear roller awnings. Tents, Horse and Wagon Covers, Ham mock Couches. Catalogue on application. CHAS. A. COYE, INC. Campau Ave. and Louis St... Grand Rapids, Mich. CATALOGUE NOW READY and one will be sent immediately. Home of Sun-beam Goods SUMMER GOODS NOW FOR THE SUMMER TRADE Fly Nets, Lap Dusters, Stable Sheets 2=SUNBEAM== Our catalogue is ready, and, if you have not received a copy, say so, When you come to compare values, send in a trial order and see for YOURSELF how “Sun-beam’’ Summer Goods will brighten your store. BROWN & SEHLER CO. —i = TRACE mann. Grand Rapids, Michigan Tanglefoot THE SANITARY FLY DESTROYER—NON-POISONOUS Gets 50,000,000,000 flies a year---vastly more than all other means combined POISONS ARE DANGEROUS TRADESMAN May 6, 1914 40 MICHIGAN ag A >. te B= Ae = = Ss = Se @ Eee == z <2: | Z 2 B : =F HE COMMERCIAL TRAVELER: 7 = wd ae = se , =e = = 2 Zz ‘ Sees. = = = 4 , = ry = u = ERS = ae Y = = y, ke x : i AY | WW | \ Grand Council of Michigan U. C. T. Grand Counselor—E., A. Welch, Kala- mazoo, Past Grand Counselor—John Q. Adams, Battle Creek. Grand Junior Counselor—M. S. Brown, Saginaw. irand = Secretary—Fred C. Traverse City. Grand Treasurer—J. C, Huron. Grand Conductor — W.. S&S. Grand Rapids. Grand Page—E. J. Moutier, Detroit. Grand Sentinel—John John A. Hach, Jr. to Remain in Coldwater. Coldwater, May 5.—The directors of the Hoosier Shoe Co. recently held a meeting to consider the resignation of| John A. Hach, Jr. At that meet ing Mr. Kennard was delegated to Sawyer. JOHN A. HACH, JR. convey to Mr. Hach their sentiment in the matter, which resulted in a conference between Mr. Hach and the directors, and matters were arranged to the satisfaction of all concerned and a new contract was entered into for a term of years. Mr. Hach sub- sequently made the following state- ment: “T went to Spokane, Wash., several months ago in the interest of the Michigan colony organized in this section for the purpose of developing orchard property. While in Spokane, I took up an individual piece of land and also met the promoters of a shoe factory, while there, through the Sec- retary of the Industrial Committee of the Chamber of Commerce and took under advisement a proposition to ac- cept a position with that factory. “On my return home, I tendered my resignation with the Hoosier Shoe Co. to take effect June 1. Since then [ have had reason to change my plans and the apparent appreciation of my work by_ the management of the Hoosier Shoe Co. resulted in my en- tering into a new contract for a term of years. This change in my plans was due largely to the progress the concern has made under the new man- agement and re-organization. I have 41 the proud distinction of being the oniy one connected with the house to-day who was with it from its inception at Muncie, Ind., in 1893, and I hope to be numbered among those instru- mental in making it one of the best shoe factories in the Middle West.’ —_—_—_+--—__. Honks From Auto City Council. Lansing, May 4—-The dollar you save to-day is worth more than the one you save to-morrow. In Detroit, they say life is worth living, but it costs all it is worth. M. E. Sherwood (Billings-Chapin Co., Cleveland, O.) spent several days last week in conference with the “ae office. L. Colton, formerly with the Per- ry ‘Sole ( ‘andy Co., is now connect- ed with the Schust Baking Co., of Saginaw. Those who faiaed to attend the May party given by our Council last Friday night missed a rare treat. The attendance was comparatively small, but other features were all that could be desired and a splendid time was enjoyed by those present. In discharge of his official duties as Chief Hotel Inspector James F. Hammill was recently so unfortunate as to burst a_ blood vessel in his left eye, causing for the time being total blindness of this particular optic. We are informed (unofficially) that the accident was brought about because “Jim” winked his right eye at the cook and thus the entire strain of viewing the insanitary conditions was momentarily brought upon the left eye with serious results. Consider- able improvement has taken place and his medical advisor assures him a complete recovery. Geo. O. Tooley and M. E. Sher- wood have disposed of the junk they drove around last season and both have recently purchased new Max- well cars of the Wolverine Auto Co. O. R. Starkweather, of the Capitol Auto Co., local agents for Reo cars, reports business extra good. One hundred and seventy cars have been sold locally this season, which Is an increase of about 100 per cent. over last season’s sales up to May 1. W. €. Gilson GAcme Paint Co.) became a member of our Council last Saturday night, passing through all the ordealg without a whimper. Mr. Gilson lives at Grand Ledge and is well and favorably known to the paint trade. We never tire of passing favor- able comments upon our Ladies’ Aux- iliary and their famous sohemian suppers. At our last meeting it was necessary to set up more tables than usual in order to accommodate the in- creased attendance. W. E. Roach, for the past several years assistant sales manager for the Lansing branch of the National Gro- cer Co., has been given the manage- ment of the company’s branch at Port [Huron and will assume the duties of his new position May 16. A stag party was given Mr. Roach last Sat- urday night by the salesmen and em- ployes of the Lansing branch, with whom he has labored so efficiently and, after visiting various places of interest within the city, a midnight supper was enjoyed at the Boston cafe. Later—or rather, earlier—the time-honored traveling man’s game of rum was indulged in for a short time. The honors of the game were captured by Fred Mott to the tune of 63 cents. Mr. and Mrs. J. Mahoney spent the week end visiting friends at De- troit, returning home to-day. F. D. Hilliard, formerly with the Berisch Milling Co., is now connect- ed with the Lansing Evening Press. J. C. Brandimore, the popular Reo salesman, is home from a three months trip through the West in the interest of the Reo,Motor Car Co. After a few days’ visit with Mrs. Brandimore and the children he will again hit the cushions for an extend- ted trip through the East. H. D. Bullen. ; a i i MICHIGAN TRADESMAN ey > DRUGGISTS SUN DRIES = 2 4 Eas 5 A~ FQ Z > S ee es | ae =x ~ aa Waa es fe pi ss (Ss ZY Be = A) J)\\ we } ai 4, oe MZ eo ead) ino Michigan Board of Pharmacy. President—Will E. Collins, Owosso. Secretary—E. T. Boden, Bay City. Treasurer—E. E. Faulkner, Delton. Other Members—Chas. §$. Ikoon, Mus- kegon; Leonard A. Seltzer, Detroit. Mchigan State Pharmaceutical Associa- ion. President—D. ,G. Look, Lowell. Vice-Presidents—E. E. Miller, Trav- erse City; C. A. Weaver, Detroit. 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; James Robinson, Lansing; Grant Stevens, Detroit. Michigan Pharmaceutical Travelers’ As- sociation. President—Geo. H. Halpin, Detroit. Secretary-Treasurer—W. S. Lawton, Grand Rapids. Grand Rapids Drug Club. President—Wm. C. Kirchgessner. Vice-President—E. D. De La Mater. Secretary and Treasurer—Wm._ H. Tibbs. : Executive Committee—Wm. Quigley, Chairman; Henry Riechel, Theron Forbe S. Bits in “— Dig Store. In this age of accomplishment, it is necessary to systematize our work. That means that we must so arrange our work that we can do it with the least possible effort, and in the least possible time. Most successful drug- cists have not had time to devise a system while the unsuccessful drug- eist is too discouraged to devise one. Yet the successful druggist would have been more successful had he con- ducted his affairs in a systematic man- ner, and the unsuccessful druggist might have made a success, had be been more systematic. It seems ob- vious then that if most druggists are to have an accurate system of con- ducting their business, such a sys- tem must be devised for them. The only person who could secure sufh- cient data from which a system could be devised, would be a person not in- terested in pharmacy in a_ business way. The average druggist would re- bel against giving out facts concern- ing his business unless he felt that by giving such information he would ultimately benefit his profession, and himself. In several important indus- tries the method and cost of doing business has been investigated, and accurate, simple systems for conduct- ing such business devised. The re- sult of the application of such systems to business has been most beneficial for all concerned, since the profits are larger. This is due primarily to the increased efficiency of the indi- vidual workers. In pharmacy there are about as many ways of doing business as there are pharmacists. It would pay druggists to have the busi- ness side of pharmacy investigated and the sooner this is done the bet- ter. In the meantime, give some thought to your business affairs; as- certain what it costs you to do busi- ness and what your profits are on the different classes of goods you sell. This information is easily acquired by dividing your business into depart- ments and by keeping a record of goods bought and sold and of the gross and net profit. ——_°+-__-— Women Have Earned a Place in Pharmacy. A few years ago it was distinctly novel for women to attend a college of pharmacy. In fact, the attend- ance of women students was frowned upon by most faculties. At that time it was felt that for a woman to enter the profession of pharmacy was un- natural, and that in so doing she was going outside the sphere of her use- fulness. The result of the excellent work women have done and are do- ing has changed the male pharma- cist’s viewpoint. ‘To-day women are everywhere cordially received into the profession, The increased attendance of women students at colleges of pharmacy is the result of an increased demaand for women pharmacists. After grad- uation, most women return to their homes to assist their brothers, their fathers or their husbands, or to take charge of their own stores. In phar- maceutical hospital work and in the retail pharmacy, women have shown their efficiency. Women are destin- ed to take an important part in phar- macy, for they are well adapted by heredity and training to enter the pharmaceutical profession. The quali- ties which make a woman successful in her home will make her a success- ful pharmacist. Many people come to the pharmacist with their troubles, to secure advice regarding the treat- ment of the minor ills of life. Such consultations require much patience since one is expected to be sympa- thetic as well as attentive. Most women are more patient and more sympathetic than men. It is under such circumstances that a woman re- sponds more quickly, because she is better able to sink her own person- ality for the time being. Since wom- en are diplomatic, they make friends quickly. This means increased sales and greater earning capacity for the store. Women are naturally neater than men and more artistic. These qualities are great assets, since large sales frequently depend upon the at- tractive display of goods. In college work and in the pharmacy women are conscientious, painstaking and ac- curate in their work. The many ad- mirable qualities which women pos- sess, coupled with a sound and thor- ough pharmaceutical training fit them for practising the profession of phar- macy. Novel Way of Advertising. Albert Meloche is indisputably a busi- ness man who never misses an oppor- tunity to boost his drug business. Albert’s advertising genius reached its zenith when he received a summons from the circuit court to answer a suit for $25,000 slander. Five minutes later the summons was pasted in the center of his show window for the public to view. For three years a war has been in progress between Emanual Schwartz, who keeps a drug store at 2558 Jeffer- son avenue east, and Albert. Schwartz had been in business at his site for six years, and had undisputed possession of the drug and soda water supply of the neighborhood, until Albert opened a drug store several doors away. Ever since, Schwartz charges that Albert has calumniated, vituperated and otherwise slandered him. Detectives were brought into the case by Schwartz. There was several lady sleuths in the array, one of whom spoke French; Albert is French, and the great success was achieved in gathering tes- timony by the women, said Schwartz, who has on file many reports of Albert’s alleged remarks. The lady with the fluent French was warned to keep away from Schwartz, and to have her children do likewise, Albert charging that he sold strong drinks to minors and that he sold harmful drugs, she reported. Totally ignorant of the watch set on him, Albert blissfully did a_ thriving business with the detectives. Business came to an abrupt halt two days ago, when the sleuths completed their work and made a report in full to Schwartz. A suit was filed in the circuit court for $25,000 against Albert, and the summons sent. “Wonder what that crowd is doing around Albert’s window?” questioned Schwartz curiously yesterday morning. He found the summons occupying the show window, which was divested en- tirely of all display News. goods.—Detroit —__222___ Coffin ‘Shape Bichloride Tablets. New York has taken the initiative in the enactment of legislation rela- tive to bichloride of mercury tablets and other states are considering sim- ilar measures. Eventually all states will have a statute restricting the sale of mercuric chloride tablets. It is to be hoped that there will be some uniformity in this legislation, for the restriction embodies as a_ principal feature the shape and color of the tab- let; also requires a physician’s pre- scription. The various pharmaceutical and medical associations have agitated this matter and much assistance has been offered by these bodies and through these organizations by the manufacturers, to aid in the formula- tion of a law that will protect the public from accidental poisoning by bichloride.. That this substance was unsafe for general use by the public has long been recognized by the manufactur- ers, who have already made the tab- lets in various uncommon shapes and colors. The law now requires that one color and one shape be used, i. e., green, coffin-shaped tablets. May 6, 1914 This scheme should be maintained in the bichloride of mercury tablet alone. No other tablet or prepara- tion should be made to resemble it. This feature will stamp the tablet’s individuality and enable it to be -eas- ily recognized. Uniformity of law in the — states will lessen the hardship worked on the manufacturers and will exhibit the tablet uniformly which will be advantageous in rapidly acquainting the public with the new appearance of the tablet. > Odorless Disinfectants. The following formulas yield odor- less disinfectants, and all but the first would be unlikely to stain floors: Pecric ichlonide ............. 4 parts Zine Chiorde ........ See 5 parts Aluminum Chloride ......... 5 parts Calcium Chloride .......... 4 parts Manganese Chloride ......... 3 parts Water (0000805. 69 parts AGM ie, 10 parts Sodium Carbonate ........... 10 parts Ammonium Chloride ..... 11.2 pants Sodium Chloride ............ 2 parts Zane Chloride §... 4.1.2.0... 1 part Hydrochloric Acid . . Sufficient Weaten 100 parts Dissolve the alum in about 50 parts of boiling water, and add the sodium carbonate. The tesulting pre- cipitate of aluminum hydroxide dis- solve with the acid of just sufficient hydrochloric acid, and add the other ingredients previously dissolved in the remainder of the water. > Liniment of Ammonia. A reader of the Tradesman has de- vised a formula for an ammonia lini- ment which yields a product that neither thickens nor separates. It is as follows: Ammonia water ............ 1 part Olive, or any similar vegetable OW ee. - 2 parts Liquid paratiin .............. 1 part Mix and shake well, the liquid paraffin being added last and in small quantities at a time. “Part” in this formula means parts by volume. ——_--->— Quotations on Local Stocks and Bonds. Public Utilities. Bid. Asked. Am. Light & Trac. Co., Com. 345 348 Am. Light & Trac. Co., Pfd. 105 107 Am. Public Utilities, Pfd. 74 75 Am. Public Utilities, Com. 50 52 Cities Service Co., Com. 88 90 Cities Service Co.. Pfd. 74 76 Citizens Telephone Co. 78 80 Comw’th Pr. Ry. & Lt., Com. 59 60 Comw’th Pr. Ry. & Lt., Pfd. 80 81 Comw’th 6% 5 year bond 98 100 Pacific Gas & Elec. Co., Com. 37 39 Tennessee Ry. Lt. & Pr., Com. 14 16 Tennessee Ry. Lt. & Pr., Pfd. 70 2 United Light & Rys., Com. 15 17 United Light & Rys., Ist Pfd. 75 76 United Lt. & Ry. new 2nd Pfd. 70 72 United Light 1st and ref. 5% bonds 89 Industrial and Bank Stocks. Dennis Canadian Co. 99 105 Furniture City Brewing Co. 64 70 Globe Knitting Works, Com. 135 145 Globe Knitting Works, Pfd. aaa 100 G. R. Brewing Co. 130 86140 Commercial Savings Bank 216 220 Fourth National Bank 215 22) G. R. National City Bank 174 «178 G. R. Savings Bank 255 Kent State Bank 255 265 Peoples Savings Bank 250 May 6, 1914. —_——_~—>-2 > The sins of omission are more plentiful than sins of commission— because they require less effort. The “big stick” fears is his wife. the average man 4 May 6, 1914 MICHIGAN TRADESMAN 43 WHOLESALE DRUG PRICE CURRENT Acids Acetic ....0..-. 6 @ 8 Borie .......... 10 @ 15 Carbolic ..:.... 16 @ 20 Civic ......... 13 @ 80 Muratic ....... 1%@ 5 Nitric: ......:... 54%4@ 10 oxalic ......... 13 @ iI6 Sulphuric ...... 1%@ 5 Tartanic .:..... 38 @ 45 Ammonia Water, 26 deg. .. 64%@ 10 Water, 18 deg. .. 4%4@ _ 8 Water, 14 deg. .. 3%@_ 6 Carbonate ..... 13 @ a6 Chloride ....:.. 1 @ 15 Balsams Gopaiba ........ 75@1 900 Fir (Canada) ..1 75@2 00 Fir (Oregon) .. 40@, 50 Peru. <..... aes e 2 00@2 25 Wola oo. ..e... 1 00@1 25 Berries Cubeb .:........ 65@ 75 Wish ......5 wee. =15@ 20 Juniper ........ 7@ 10 Prickley Ash ... @ 50 Barks Cassia (ordinary) 25 Cassia (Saigon) 65@ 75 Elm (powd. 25c) 25@ 30 Sassafras (pow. 30c) @ 20 Soap Cut (powd. 206 sce... 15 @ 20 Extracts Picorice ......... 24@ 28 Licorice powdered 25@ 30 Flowers Arnica ......... 18@ 25 Chamomile (Ger.) 25@ 35 Chamomile (Rom) 40@ 50 Gums Acacia, 1st ...... 40@ 50 Acacia, 2nd ..... 35@ 40 Acacia, 3d. ...... 30@ 35 Acacia, Sorts .... @ 20 Acacia, Powdered 35@ 49 Aloes (Barb. Pow) 22@ 25 Aloes (Cape Pow) 20@ 25 Aloes (Soc. Pow.) 40@ 50 Asafoetida ..... @ 59 Asafoetida, Powd. IPune <...:..:. @ tf U. S. B. Powd. @1 00 Camphor ........ 55@_ 60 Guaiae ....5..... 35@ 40 Guaiac, Powdered 50@ _ 60 KinO .3.......... @ 40 Kino, powdered @ 45 Myrrh ........... @ 40 Myrrh, Powdered @ 50 Opium ......... 7 50@7 75 Opium, Powd. 9 Q0@9 20 Opium, Gran. .. 9 15@9 35 Shellac ......:. 28@ 35 Shellac, Bleached 380@ 35 Tragacanth INO! 2 06.5. . 1 40@1 50 Tragacanth, Pow 75@ 8:5 Turpentine ...... 10@ 15 Leaves Buchu .. 5:0... 1 85@2 00 Buchu, Powd. ..2 00@2 25 Stage, bulk ...... 18@ 20 Sage, 4s Loose 20@ 25 Sage, Powdered 25@ 30 Senna, Alex «so. 45@ 50 Senna, Tinn. .... 15@ 20 Senna, Tinn, see 20@ 25 Uva Ursi ...... 10@ 15 Olls oe Bitter, cus eee 00@6 50 Ae Bitter, artificial ..... @1 00 Almonds, Sweet, THUG i cck cess 90@1 00 Almonds, Sweet, imitation ..... 40@ 50 Amber, crude .. 25@ 30 Amber, rectified 40@ 50 Anise ...5...... 2 25@2 50 Bergamont .... 7 50@8 90 Soeert Sega ccs 75@' 85 eae eeee 50@1 75 Coan bbls. and MS 2.552... 124%@ 15 Cedar Leaf .. @ 8 Citronella ...... @ 7 Cloves ........ 1 50@1 7% Cocoanut ...... 20@ 2 Cod Liver ..... 1 10@1 25 Cotton Seed .... 80@1 00 Croton’ «........ @1 60 @ubebs .......7. @4 50 Mrigeron ....... @2 50 Bucalyptus .... 75@ 85 Hemlock, pure @1 90 Juniper Berries .. @1 25 Juniper Wood .. 40@ 59 Lard, extra 85@1 09 Lard, No. 1 . 75@_ 90 Laven’r Flowers| 4 50@5 00 Lavender, Garden oes 00 hemon ........ 3 25@3 50 Linseed, boiled, bbl. @ 54 Linseed, bdl. less 58@ 62 Linseed, raw, bbls. @ 58 Linseed, raw, less 57@ 61 Mustard, true ..4 50@6 90 Mustard, artifi’l 2 75@3 00 Neatsfoot ...... 80@ 8&5 Olive, pure .... 2 30@3 50 Olive, Malaga, yellow ...... 1 30@1 50 Olive, Malaga, ereen . 2.2... 1 30@1 50 Orange, sweet ..4 75@5 00 Organum, pure 1 25@1 50 Origanum, com’! 50@ 75 Pennyroyal ..... 2 25@2 50 Peppermint -- 5 00@5 50 Rose, pure 16 00@18 00 Rosemary Flowers 90@1 00 Sandalwood, E. ee... 6 25@6 50 Sassafras, true 80@ 90 Sassafras, artifi’l 45@ 5) Spearmint .... 5 50@6 00 Sperm ........ 90@1 00 Tansy .......-- 5 00@5 50 War USP ...... 30@ 40 Turpentine, bbls. @52% Turpentine, less 60@ 65 Wintergreen, true @5 00 Wintergreen, sweet birch ........ 2 00@2 25 Wintergreen, art’l 50@ 60 Wormseed 3 50@4 90 Wormwood .... 6 00@6 50 Potassium Bicarbonate .... 15@ 18 Bichromate .... 18@ 16 Bromide ....:... 45@ 55 Carbonate ...... 12@ 15 Chlorate, xtal and powdered ..... 2@ 16 a granular 16@ 20 Cyanide ........ 30@ 40 Jodide ......... 3 20@3 40 Permanganate .. 15@ 30 Prussiate, yellow 30@ 35 Prussiate, red .. 50@ 60 Sulphate ....... 15@ 20 Roots Alkanet ........ 15@ 20 Blood, powdered 20@, 25 Calamus ....... 35@ 40 Elecampane, pwd. 15@ 20 Gentian, powd. ..12@ 16 Ginger, African, powdered ..... 15@ 20 Ginger, Jamaica 22@ 25 Ginger, Jamaica, powdered .... 22@ 28 Goldenseal pow. 7 anes 50 Ipecac, powd. 2 75@3 00 Ejcorice ........ 14@ 16 Licorice, powd. 12@ 15 Orris, powdered 2@ 3 Poke, powdered 20@ 25 Rhubarb ........ 75@1 09 Rhubarb, powd. 75@1 25 Rosinweed, powd. 25@ 30 Sarsaparilla, Hond. eround ......- @ 65 Sarsaparilla Mexican, round ........ 50 Squilis ......... zu@ 3d Squills, powdered 40@ 60 Tumeric, powd. 12@ 15 Valerian, powd. 25@ 30 Seeds AMISe .......... 15@ 29 Anise, powdered 22@ 25 Bird, is ........ 8@ 10 Canary ........ 9@ 12 Caraway ........ 12@ 18 Cardamon 1 75@2 00 Celery ....... : ae 35 Coriander ...... 12 18 ME ess 25@ 30 Bennell ......... @ 30 Blas 22.0.2... 44@ 8 Flax, ground ... 44@ 8 Foenugreek, pow. 6@ 10 Hemp ......-... 5@ 7 Robela ......... @ 50 Mustard, yeliow 9@ 12 Mustard, black 9@ 12 Mustard, powd. 20@ 25 Poppy .......-.- . 1o@. 20 cig Suece wee 75@1 00 Rape ..........- 6@ 10 Sabad Lee 2@ 39 Seboailia, powd. 35@ 45 Sunflowef ....... 5@ 8 Worm American 15@ 20 Worm Levant .. 0@ 60 Tinctures Aconite ........ @ 75 AlOGS =... 0... @ 65 Arnica .......-. @ 460 Asafoetida ..... @1 900 Belladonna ..... @ 60 Benzoin ........ @ 90 Benzoin Compo’d @ 90 Buchu .......... @1 00 Cantharadies @1 00 Capsicum ...... @ 930 Cardamon ..... 7 20 Cardamon, Comp. 80 Catechu ........ g 60 Cinchona ...... 1 05 Colchicum ...... @ 60 Cube Ceaceceas @1 20 Digitalis ....:.. @ 60 Gentian ........ @ 60 Ginger ......0... @ 9% Guage .:....... @1 05 Guaiac Ammon. @ 80 Vodine ......... @1 25 Iodine, Colorless @1 25 Epecac .......... @ 75 Iron, cla ..:... @ 60 KINO. 2... eee @ 80 Myrrh -......... @1 05 Nux Vomica .... @ 70 Opium ......... @2 00 Opium Camph. .. @ 65 Opium, Deodorz’d @2 25 Rhubarb ....... @ 70 Paints Lead, red dry .. 7 8 Lead, white dry 7 @ 8 Lead, white oil 7 @ 8 Ochre, yellow bbl. 1 @ 1% Ochre yellow less 2 @ 5 Putty o...5.555: 2%@ 5 Red Venetn bbl. 1 @1% Red Venet’n less 2 @ 5 Shaker, Prepr’d 1 40@1 50 Vermillion, Eng. 90@1 = Vermillion, ia 15@ Whiting, bbl... 1@ 16 Whiting §........ 2@ Insecticides ARSeniG ........ 6@ 10 Blue Vitrol, bbl. @ 5% Blue Vitrol less 7@ 10 Bordeaux Mix Pst 8@ 15 Hellebore, White powdered ...... 15@ 20 Insect Powder .. 20@ 35 Lead Arsenate .. 8@ 16 Lime and Sulphur Solution, gal... 15@ 25 Paris Green 15%@ 20 Miscellaneous Acetanalid ..... 30@ 35 Alum ........5. 3@ 5 Alum, powdered 8 eround ....... 7 Bismuth, Subni- trate ........ 2 10@2 25 Borax xtal or powdered ... @ 12 Cantharades po. 2 50@2 75 Calomel ...... 20@1 30 Capsicum ...... 20@ 2a Carmine ....... 3 50 Cassia Buds .... 40 Clowes ........ 0@ 35 Chalk Prepared 6@ 8% Chalk Precipitated | ane 10 Chioroform ...... 48 Chloral Hydrate ‘ woe 1b Cocaine ..:...- 10@4 40 Cocoa Gutter .. * Soo 60 Corks, list, less 70% Copperas, bbls. .. Copperas, less .. 2@ a Copperas, powd. 4@ 6 Corrosive Sublm. 1 05@1 10 Cream Tartar .. 30@ 35 Cuttlebone ..... 29@ 30 Dextrine §....... T7@ 10 Dover’s Powder 2 00@2 Zo Emery, all Nos. 6@ 10 Emery, powdered 5@ 8 Epsom Salts, bbls @ 1% Epsom Salts, less 24W@ 0a Mreot .6. 6... 1 50@1 75 Ergot, powdered 1 80@2 2 04) Flake White .... 12@ 15 Formaldehyde Ib. 10@ 15 Gambier ....... 7@ 10 Gelagine ........ 35@ 44 Glassware, full cases 80% Glassware, less 70 & 10% Glauber Salts bbl. Z Glauber Salts less 2@ 5 Glue, brown ..... 11@ 15 Glue, brown grd. 10@ 15 Glue, white .... 15@ 2d Glue, white grd. 15@ 20 Glycerine ..... 34%@ 30 TODS 2.0.2... 5... co 80 Indigo .......... 85@1 00 Todine ......... 4 35@4 60 Iodoform ...... 5 40@5 60 Lead Acetate «-ceta@ 18 liveaopdium ..... 55@ 65 Mace :....5.:..34. 80@ 90 Mace, powdered 90@1 00 Menthol ....... 4 25@4 50 Mercury ........ 75@_ 8d Morphine all brd 5 ie 30 Nux Vomica ... 10 Nux Vomica pow g 15 Pepper, black pow 20@ 25 Pepper, white .. 30@ 35 Pitch, Burgundy 10@ 15 Quassia ......:.. 10 15 Quinine, all brds 29@ 40 Rochelle Salts .. ao 30 Saccharine 1 50@1 75 Salt Peter ...... 7% 12 Seidlitz Mixture ..20@ 25 Soap, green .... 15@ 20 Soap, mott castile 10@ 15 Soap, white castile Case 26.0.5... @6 25 Soap, white castile less, per bar .. @ 68 Seda Ash ...... 1%¥@ 5 Soda Bicarbonate 1% 5 Soda, Sal ........ 1 4 Spirits Camphor. 15 Sulphur roll.. .. 2%@ 5 Sulphur Subl. ...2%@ 5 Tamarinds ...... 10@ 15 Tartar Emetic .. 40@ 50 Turpentine Venice don 50 Vanilla Ex. pure 1 00@1 50 Witch Hazel .... 65@1 00 Zinc Sulphate 7@ 10 1914 Seasonable Goods Linseed Oil ‘Turpentine White Lead Dry Colors Sherwin-Williams Co. Shelf Goods and Varnishes Shaker House and Floor Paint Kyanize Finishes and Boston Varnishes Japalac Fixall Paris Green Blue Vitrol Lime and Sulphur Solution We solicit your orders for above and will ship promptly. Hazeltine & Perkins Drug Co. Grand Rapids, Mich. 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 ia the World Show Rooms and Factories: New York, Grand Rapids, Chicago, Boston, Portland FooTe & Jenks’ COLEMAN’S BRAND) _ 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. Four Kinds of Coupon Books are manufactured by us and all sold on the same basis, irrespective of size, shape or denomination, Free samples on application. TRADESMAN COMPANY, Grand Rapids, Mich. MICHIGAN TRADESMAN GROCERY PRICE CURRENT These quotations are carefully corrected weekly. within six hours of mailing. and are intended to be correct at time of going to press. liable to change at any time. and country merchants will have their orders filled at market prices at date of purchase. Prices. however, are ADVANCED Pineapple ...... Sap Sago ....... CHEWING GUM Adams Black Jack .... Adams Sappota ....... Beeman’s Pepsin ...... Colgan Violet Chips .. Colgan Mint Chips Index to Markets By Columns 12 oz. ovals 2 doz. box 75 AXLE GREASE Sen Sen (Jars 80 pkgs, 2.20) Spearmint, 5 box jars 3 Spearmint, 3 box jars 1 1lb. wood boxes, 4 doz. Trunk Spruce ......... llb. tin boxes, 3 doz. . tin boxes, 2 dz. 10tb. pails, per doz. 15Ib. pails, per doz. 25tb. pails, per doz. .. BAKED BEANS, Cla sen Neck, aD Breaktast Food Little Neck, 21D. fe et het ad ed pk Burnham’ : “a AMON PWWWWOOWWODN he Canned Goods Walter Baker & Co. German’s Sweet Condensed Pearl Small C P Bluing, doz. Large C P Bluing, doz. BREAKFAST FOODS | Bear Food, Pettijohns Cracked Wheat, Cream of Wheat, Fre Chewing Gum Monbadon (Natural) ore CLOTHES oe Co mm toe CO Cracked Wheat Posts 5 Toasties, T. No bo a nrobopn Grape Sugar Flakes... Sugar Corn Flakes Hardy Wheat Food . Postma’s Dutch Cook Holland Rusk 0 Kellogg’s Toasted Pe it 3 Farinaceous Goods DQAIAARAAH edo bobo bo Flour and Feed Galvanized Wire Prui . 20, each 100ft. long i 19, each 100ft. long : . 20, each 100ft. long K ello s Toasted Rice vb . 19, each 100ft. long an 2 80 Kellogg's Toasted Wheat it 3 30 Kellogge’s Krumbles .. Krinkle Corn Flakes as Flakes, 3 ee s Hides and Pelts cesses coco 3 ne. June siftd 1 an 00 6O Wheat Geel Ralston Wheat Food Ralston Wht Food 10c Saxon Wheat Food . Shred Wheat Biscuit Co Roe me Oe DODD 00 GO 00 t 00 OO Pillsbury’s Best Cer} Quaker Puffed Rice Quaker Puffed Wheat Quaker Brkfst Biscuit Quaker Corn Flakes Victor Corn Flakes Washington Crisps Wheat Hearts Peer ceerercosccece Peewee reese nne Cl eee e wees esesare ee HO De DO 4 & : Evapor’ed Sugar Corn Warrens, E Ib. Fiat -. Cocco ce ese ee : 55@ Playing Cards .......- Med Red Ab i “ie Fancy Parlor, 25 Yb. ceo Parlor, 5 String, 25 Ib. Standard ae 23 Yb. 00 00 00 CO GO 4s & %s 15tb. case Scalloped Gems ...... 10 4s & ls pails ...... 16 Bulk, pailig .......... 18 Domestic, 4 Must ea | ae wow Common Whisk 10 5c 2 per case 2 60 16 10c and 33 5c Phe, ‘6 tateadaideanet Salad Dressing .. Solid Back, 8 in. Solid Back, 11 in. ee COFFEES ROASTED Dunbar, 1%s doz. Rilo ec ce rece eeececcce wee cece seers sece sewer eer ere seece Cece e were ewer ace sete ewe ewer eeeee eee et eee ere wrens see en er ecceercee BUTTER COLOR ace ewer eens eseese CARBON OiLs ee — GOODS Deodor’d Nap’a. p i 29 3. tb. Standards .. eee weer cere erecce . Java Wrapping Paper Private Growth CA Snider’s pints Mandling .......... : Auk 4 Mocha Short Bean ........ 25@27 Long Bean, .......... 24@25 H tO) G .......: 26@28 Bogota BON ce a. 24 HMAMCY, 22000560 le: 26 Exchange Market, Steady Spot Market, Strong Package New York Basis Arbuckle ........... 19 25 McLaughlin’s XXXX McLaughlin's XXXX sold to retailers only. Mail all orders direct to W. F. McLaughlan & Co., Chicago Extracts Holland, % gro. bxs. 95 Felix, % gross ....... 1 15 Hummel’s foil, % gro. 85 Hummel’s tin, ie gro. 1 43 CONFECTIONERY Stick Candy Pails Horehound S Standard ............. Standard, small Twist, small stew earn eee SUMO ..5.....-...... Jumbo, small Bie Stick ........ Boston Cream Mixed Candy Broken .............. 8 CAMEO foo ek 12 Cut Goat ............. 9 MaMey 566. ci. 10% French Cream ....... 9 Grocers) 2 .........5..: 6% Kindergarten ........ 11 eader foo. 8% Majestic .........055: Monarch .......:..... 8% Novelty 5:........... 10 Paris Creams ....... 10 Premio Creams ...... 14 Layover 7% Special oo... 6s. 8% see. Creams ...;... 2 Mm 1 O occ)... .. 7 Specialties Pails Auto Kisses (baskets) 13 Bonnie Butter Bites ..16 Butter Cream Corn ..16 Candy Crackers (bsk) 15 Caramel Dice ....... 13 Cocoanut Kraut ..... 14 Cocoanut Waffles .... 14 Coco Macaroons ..... 16 Coffy Toffy ;........ 14 Dainty Mints 7 Ib. tin 15 Empire Fudge ....... 4 Fudge, Pineapple ... 13 oa Fudge, Walnut 3 Fudge, Filbert 13 Fudge, Choco. Peanut 12 Fudge, Honey Moon ..13 Fudge, Toasted Cocoa- MUM st oe. 18 Pudge, Cherry ...... 14 Fudge, Cocoanut .... 13 Honeycomb Candy .. 15 KOKAYS .........01...; 14 Iced Maroons ........ 14 deed Gems .......... 15 Iced Orange Jelies .. 13 Italian Bon Bons .... 13 Lozenges, Pep. ...... 10 Lozenges, Pink ...... 10 Manchus ............ 13 Molasses Kisses, 10 IDL POX) foes... . 13 Nut Butter Puffs .... 13 Salted Peanuts ...... 3 Chocolates Pails Assorted Choc. ...... 15 Amazon Caramels ... 15 Champion ........... 11 Choc. Chips, Eureka 18 Climax 1 Eclipse, Assorted .... 15 Eureka Chocolates .. 16 Favorite Ideal Chocolates .... 13 Klondike Chocolates 18 Nabobs .............. 18 Nibble Sticks ........ 25 Nut Waters ......... 18 Ocoro Choc. Caramels 17 Peanut Clusters ..... 22 Pyramids ....:....... 14 @uintette ............ 16 Regina .............. 10 Star Chocolates ..... 13 Superior Choc. (light) 18 Pop Corn Goods Without prizes. Cracker Jack ...... 25 Giggles, 5c pkg. cs. 3 50 Oh My 100s ......... 3 50 Cough Drops oxes Putnam Menthol 1 00 Smith Bros. ........ 25 NUTS—Whole Almonds, Tarragona 20 Almonds, California soft shell ...... Brags .........% 14@16 Pilberts ......... @13% Cal. No. 1 .......:. Walnuts aah shell @19 Walnuts, Chili .... @16 Table nuts, fancy 14@16 oo medium .. @13 Pecans, ex. large @15 Hickory Nuts, per bu. QORio ..:....6. bases Cocoanuts aimee 1914 May 6, 5 Chestnuts, New York State, per bu. Shelled No. 1 Spanish Shelled Peanuts, New 11 @11% Ex. Lg. Va. Shelled Peanuts 114%4@12 5 Walnut Halves Filbert Meats ... @30 Alicante Almonds Jordan Almonds Peanuts Fancy H P Suns Raw @61%4 Roasted @i4 P. Jumbo, Raw Osa, Roasted .,........ @9% CRACKERS National Biscuit Company Brands Butter Boxes Excelsior Butters NBC Square Butters 6% Seymour Round ..... 6% Soda NBC Sodas ccccececee 6% Premium Sodas ...... i” Select Sodas ......... 8% Saratoga Flakes .... 18 Saltines .. eecee ercvcee Oyster NBC Picnic Oysters .. 6% Gem Oysters % Shell SS elscctccccccnc. 8 Sweet Goods Cans and boxes Animals .....:...... Lu Atlantics Also Asstd. 12 Avena Fruit Cakes .. 12 Bonnie Doon Cookies lv Bonnie Lassies Cameo Biscuit Choc. 25 Cameo Biscuit Asstd. 25 Cartwheels Asstd. Cecelia Biscuit : Cheese Tid Bits .... 20 Chocolate Bar (cans) 18 Chocolate Drops .... 17 Chocolate Drop Cen- ters Choe. Honey Fingers 16 Cracknels .... :..... 18 Cream Fingers Cocoanut Taffy Bar .. 13 Cocoanut Drops .... 12 Cocoanut Macaroons 18 Cocont Honey Fingers 12 Coecnt Honey Jumbes 12 Coffee Cakes Iced ... 12 Family Cookies ...... Fig Cakes Asstd. .... 12 Fireside Peanut Jum- bles. 00.5.2... cos. £2 Frosted Creams Frosted Ginger Cook. Fruit Lunch Iced .... 10 Ginger Drops Ginger Gems Plain .. Ginger Gems Iced Graham Crackers .... 8 Ginger Snaps Family Ginger Snaps NBC ROUNG) ooo s 5085.55. 8 Household Cookies eo. 8 Household Cks. Iced .. 9 Hippodrome Bar ..... 12 Honey Fingers ..... 12 Honey Jumbles ..... 12 Imperials ........ Jubilee Mixed Lady Fingers Sponge 30 Leap Year Jumbles .. 20 Lemon Biscuit Square 9 Lemon Wafers ...... 17 Lemona .............. 8% Mace Cakes ......... 8 Mary Ann ........... 8% ee Coffee ee Marshmallow Pecans 18 Marshmallow Walnts 18 Medora ....3.3..02... 8 NBC Honey Cakes .. 12 Oatmeal Crackers .... 8 Orange Gems ....... 8% Penny Assorted ...... 8% Peanut Gems ...... A Picnic Mixed ...... - 12 Pineapple Cakes .... 16 Raisin Gems ........ 11 Raspberry Dessert .. 17 Reveres Asstd. ...... 15 Seafoam Spiced Ginger Cakes.. 9 Spiced Ginger Cakes Teed! 2... ee eee 10 Sugar Fingers ........ 12 Sugar Crimp ........ 814 Sultana Fruit Biscuit 16 Triumph Cakes ..... 16 Vanilla Wafers ..... 18 Waverley .........-. 10 In-er-Seal Trade Mark Goods per doz Baronet Biscuit ...... 1 00 Bremners Btr Wafs. 1 00 Cameo Biscuit ....... 1 50 Cheese Sandwich -.1 00 Chocolate Wafers Excelsior Butters ....1 Fig Newton ....... -1 00 Five O’Clock Tea Bet 1 00 Ginger Snaps NBC ..1 May 6, 1914 MICHIGAN TRADESMAN 6 q 8 9 45 Graham Crackers Red 10 FLAVOR' oo Pe size ....1 0 J ha rarer Calfekim green, No. 1 15 11 n Sn en » gre Oe ae 50 nings D C Brand Calfskin, face. No. i i Bologna = SEEDS TOBA oo “ttt 3 qq Extract Lemon Terpeneless Calfskin, cured, No. 2 14% Liver ..-...... “O%@10 ” Guanes. ated”: 14 Fine - ps eS a i i m u Saratoga ao = Extract Vanilla Mexican Old Wool ... as A tam cose 13 @13% oe. spe oe a" wan uaa, 14 ood te Beet "199 both at the same price Lambs ..+++ TOO 28 BEML eee 13 @14 caer. Malabar 1 2 Boe 16 oz 18 a 00 oo 4 eal eeeeeeeevererees HL Hemp, Russian v2. 50 : oe we “1 09 No. 1, F box % oz. .. 85 Tei, 1°@ 1 Headcheese ........-- 10 aoe. Dan Patek, g and 18 ox." 3a Water Thin laa . No. 2, F box, 1% oz. 1 20 - ‘ Cee @ 5 of i Mustard, white ...... 3 po Patch, * Oa. see * a ry Gncer Site = Ce ee @ 4 Boneless... ‘cuuen Sat co” Fast Mail, 16 om, <2.) 7 HS Cle ews 1 00 No. 3 2% oz. Taper 2 00 Unwashed, het @18 Pp, _ 24 00@24 50 pane Seecseeens 516 Hiawatha’ : oz. . 60 Other Package Good o. 2, 1% oz. flat ....1 75 Unwashed, fine .. @13 % bbls g’s Feet OE BLACKING May Flower, a Fong 6 40 Barnum’ FLOUR AND FEED HORSE a tee Wie 195 Handy Box, large 3 4 No Limit, 8 oz. 2... 1 80 um’s Animals .. 50 Gra RADISH ; a. 40 Ibe. ... Handy B z. 3 . No I me 14... 1 & Chocolate Token nd Rapids Grain & Fer doz. .. 1% bbl - S18 Ginea Has small .. 12 mit, 16 oz. i Ce ec oe oe fa. @ Dae aoe. foe 23 Ojibwa, 8 and 16 ‘oz. 40 Pandy packace BC cay pen Winter Wheat 51p. pails i“ ae : wae wees oe 8 50 filler’s Crown Polish 85 ines _ bocas Z a “0 9 ‘ity pene le c ’ ..2 6 ripe wa Oe oe oe NBC Sunburst ie a Be ae pails, per pail .. p> Kits, 15 Ys. . foc. Scotch, i bese Petoskey “chief,” 7 1% Fruit Cak Boteee ...260 Wierd Blour ...... 4 60 pails, per pail ..1 00 bs bbls., 40 Ibs. . . oie” n bladders .... 37. Fetoskey Chief, 14 oz. 2 00 Seer 2 Ms Goahews ..- : . JELLY GLASSES % bbls. 80 Ibs. French = in jars ...... 35 Peach and Hone oz. 4 00 In Special Tin Pack Matebless ........... 480 % pt. in bbls., per d Cas! apple in jars .. 43 Red Bell, 16 y, be 5 76 ackages Wizard, Gran. ‘Meal 440 Sz" ea He pede te aoe ee sail SODA Red Bell, 8 foli 17.7.. 198 pte |. per doz. —— Buckwh’t ewt 3 40 8 oz. capped in bbls. 5 Beef, rounds, Ae en Wea Sterling, I. & i 1 98 Bales we Ree fee. oe. $40 per doz. .....-+... _. ag Beef middies, set . jaa; «Meas, Bugle... 2... sy% Sweet Cuba, canister 9 1¢ Nabisco, 10c ....... 2 i _ valley oo Milling Co. MAPLEINE Sheep, per bundle .. oR de 1% aac bg 5c sob 3 i ao vain i ye cece - BE fom tates per aoe 1 1 Solid Dalry sn ts whole spl owen Cubs, Ib. tin 4 8 BS wrens sere a per doz. 175 Co tee @1 ces Sweet Cuba, eon a 150 Granena Health .:.: i - . MINCE MEAT untry Rolls ...12%@18 apevice. Jamaica .. 9@10 Sweet Cuba, % Ib, foll 2 26 r Crackers 1 40 Gran. Meal a OB er Case ...... cae g5 C Canned Meats Clove ce, lg Garden 11 Sweet Burley, g on D5 76 CREAM TART Bolted Med. . oeee 7 orned beef, 2 tb. es, Zanzibar .. @22 Sweet Burle ++ 2 45 Bo AR a Gd. sesseee +. 1 85 MOLASSES Corned beef. 1 tb. 4 65 Cassia, Canton ....14 Sweet Mist, 4 16 oz. .. 4 90 Barrels or drums .... 33 Voigt Milling Co. New Gecles Roast beef,’ 2. Ib. 249 Cassia, So pike. ax 14915 = Sweet Mist, i Bro. -. 5 70 Sauare Gane 0.00) Be Yolees ee ea ae ee 2 Roast beef, Lip. ....1.2 40 dinger, Cochin <... ity Sweet Mist, 802.001. 35 aney Caddies ....... 41 ee le .... 5 00 Good a. et 35 op Flavor, %s ...... 655 Ge Penang ..... a Tiger, 5c " oer e aces 5 76 DRIED FRUITS Ceo a WN eee ra, er ia : eee we at : Sit aoe cate ...... 2 40 I al ee ue tae 5 a Harrels’ da ect , S...... Os Mixed 5c phes. ds nele Daniel. 1m _ Evapor’ed Gioice on as Watson-Higgins Milling Co Red i aoe extra Deviled Meat, Ham 95 wixed, 5e pkgs. dz. Sis Weta feca 1m ... @ Papored Fancy phe 16 Pon Buckwheat i Hea Hen. No. aa - i a meen Ge 48 ... 55 uuaee Lh ae -- @30 ae. © me : ; Our .6ccc lo ad Hen Nol to 5 eat, Ham 110 .. @25 PI Apricots Perfection Flou 1 oe , No. 10 ......16 Flavo Pepper, Bl _~ 2 ia | Y ..-. roe r, 48... ; SUaeK ..... California ........ 15@17 Tip Top Flour ...... : . MUSTARD Potted ror, es a z i ey White ..... - gis yeain Navy, 16 oz. .. 33 S Citron Golden Sheaf Flour ..4 20 % Yd. 6 Ih. box . Potted Tongue, %s ee a te Cayenne .. @22 foe 10 Ib. butt ..... 38 bas ee ti‘ Ib nic a. 5 aprika, Hungarian rummond Nat. Leaf, 2 Currants Worden Grocer Co Bulk, es Fancy ... ' Pure Gr Pa eh 60 Tported ee oe OF aa ek wees 4 60 Bulk, re nese 1 00@1 10 Japan Style <0... ere’ Allspice, Tonates” ett per dom. mnt, Lane rted, bulk ..... sy 4 ) eloth ...... 4 70 B Ik. egs 95@1 05 roken .. sees 4% Cloves, Zanzibar . i yeu, ae ee 96 < OM raham Buckwh u 5 gal. ke scsccses, E4G@4% COC eS, mbar .. 29 attle Aw .... Peach 7 wht bbl 440 St BS 90@1 00 Yassia, Cant Brace 2 ict in" 32 Ais Cholee, Selb 7 Kansas Hard Wheat Soe [= soeaes . a Roma wee OATS Ginger, aan | 20 Big ee and 12 Ib. . 30 ee 251b. |. 8% cai tee Milling Co. Stuned: $02. ........ 125 Steel Avena, bbls. ..5 00 Mace, Penang .. @ii Boot Jack, nd 16 Ib. 33 cy, 2 Calla Lily .......eees sete eeee ? . sks. 2 § Meme 5 notetee y ae 6 | es ae 40 — (not stuffed) 2 25 ekg oo ae 0 Pepper, Black... Pee Boot Jack, per doz. 96 ce Acne Ee a Maryan Sag 2 25 ‘ca ag Pepper. Whlte..... ¢ Cle un. aa: 46 eee, een ee ye 8 i Manzanila 8 oz. .. 90 hater 2 ae 1 Pepper, Cayenne .. (24 Gqecince oO , Ppa ....12% American Eagle, Ves 90. «Lunch, 16 = See ecc ts 1 35 0 Family 409 Paprika, Hungarian @45 Climax, 7 a Ge i... 44 Cluster, 20 cartons ..2 25 Spring Wheat Queen, Mammoth, 19° 25 SALAD DRESSING STARCH Days’ Work, 7 & 14 Ib. o fone tees & ao Sudcon Gracer Co oz Columbia, % pt. . Creme de Menthe, Ib. 37 Loose Muscatels, 3 Cr, i Po Nabe 72S ee Queen, Mammoth, 28 a Columbis, 1 pint... 4 00 Kingsford . & Bick. 5 Ib. boxes .... 23 LM Seeded, 1 tb. $09% Geresoia, me 21... (sw oo Ys: a eee oe om fo we ee te Bee SM cserscess OF oun resota, IS ........ 5 80 ve Chow, 2 doz. cs 5 Ss irkee’s, small, 2 doz. 5 25 y, 20 11D. pkgs. .. 5% Gil Roses, 10c ..... «. on bone Voigt Milling Co. per doz. ........ oe Shider's, large, 1 doz. 2 35 Kingsford ” eo oe 4 sonaeaee 50 80- 90 aoe | = ie Columbian ......... 5 00 icici oe s+. 2 25 nider’s small, 2 doz. 1 35 al re 40 Ih. .. 1% Gold aoe : & 12 Ib. 58 70- 80 OBI. i. 4 Roy Bal : SALERATUS ’ Zy, 1. pkgs. .. g @& 6 P e, & 8 Ib. 58 60- 70 25Ib io aos Jolden Horn, “family 495 Barrel moan Age 60 lbs. in hox Argo, 24 aoe Giauxcr’ Vein " ae ye 60 25ID. boxes ..@11 oa Horn, bakers 4 83 Half ie ae lm Gh Wicdde le o .. 3.00 Siver Goss, T ee *. G. T. W., 10 Ib. ae tb. = ee ee i ee ee fe ABGe 28S Bier GOS, AE GRE CEN ae io f am eye .-.... Se : >» Twist, FARINACEOUS GOODS ee Grocer Co. oo UO anes bbls. go 48 ib. vmate dee - ay ~~" & 8 Ib. _ = Bean fingold, Ys cloth ...5 70 Half barreis’ ‘1’ ranulated, 100 lbs. cs. 7248 oe 5 “ & ll co ee California Dias ' Wingold, 4s cloth ae . Half barrels ........ 950 Granulated, a eee es. 90 49 po packages ...... 4% Qentucky Navy - Ib. 35 Med. H: ex oa 8 Wingold i se 0 60 & gallon bese 5 2 pkgs. .. 1 25 e packages ...... 6 Keystone T , 32 Son ee ae . i cald. :. ae -0 50 CSS 2.0.0... 2 25 SALT OOD. bOWeS ........... 3 Kismet, 6 nn 6 Ib. 45 aa. a ‘ingold, 4s paper ..5 53 16 ID. ese eeeees See 0 Wingold, 4s paper "2 25 Barrels Gherkins ide Common Grades SYRUPS ae Dip, 20 oz. .... 3 25 1 tb. packages ! Wykes & Co. hae 14 00 00 3 Ib. sacks ...... 60 Corn Nobby Widow, 12 Ib. .. 32 Bulk, per 100 tbs. ....4 2 Soe Lye, %s cloth 550 4 gallon eis 6 50 a ie sacks a. 2 40 ae Woeceas 27 Tone oe 6&3 58 oO z e, Coin G6 4G Sete ee 2 50 + sacks ..... ta arreis ......... % Patterson's Nat. Leaf 2 poe {Holland Rush. Eon reyes ies cloth 3 30 tie Small 2 _ Ib. sacks ...... ‘ < Blue Karo 2 wo. 1 = Patterson's Nat. | Leaf 93 3 containers (40) rolls 3 30 Sleepy me $5 tact : 30 Half barrels... Ml m 28 1b: aes Le pe Blue Karo, 2% Ib. - 2 30 Picnic Twist, hg mn ° . » te er BA OF cea es ee es F + BACKS ..ceeess u ae 8 — ; se SK 4aas 5 ae Hominy ae k 30 5 gallon kegs ....... : . c 20 ae aoa < Yo. .... 2 20 a Heidsick, 4 & 7 lb. 69 P , 0 Ib. eyek (2 88 Bolted loka gaa ‘ Sc O aecke w Red A . 10 ID. .... 2 15 ‘iper Heidsick, per doz. 96 accaroni and Vermicelli Golden Granula ie IPES 28 Ib. dairy in drill ba: 26 Karo, 1% Ib. ....8 60 Folo, 2 daz., : Domestic, 10 ib. Hox .. 60 ten ted .. 440 Clay, No. 216, per b i . dairy in drill bags 20 Red Karo, 2 Ib. .... 215 Redicut, 1 2-3 & -— 2 Imported, 25 th. box ..250 New Red pais os Gay TD. tall co oe gnglar Rock Red Karo, 2% Tb. ccrapple, 4&4 Oak. i ot ea SCE Oe 90 es ‘“ 40 ‘m. sherry Coleen Sos... 33 foe ° , oe " Empire ee 3 15 a Oats PLAYING CARDS Granulated, Fas. 1 05 Pure Can Spear Head, * so & ae cbace. eee carlots .... 44 we » Steamboat um Medium, Fine ........ 1 i Bair .... - 16 Spear Head, 7 a oz. 44 zeSs than car : oO. j . ose pS t= FE Geee o.oo eesensnesee- 2 eee ce, bu. 1 45 c Pciag Hate ie we 20. ao lich : 25 SALT FISH ana ea ee = ie eis 3 and 38 1 ab. - Green, Scotch ,bu. ..1 45 NamlOts | ccs sce 0. 572, Special . 50 Cod Standard N , Sole To 04 Less than carlots L a a 98 Golf. en oe 7 Large, whole .. @ 9 ae SAees vs ae . 34 . _ gago oe ay 0. 808, Bicycle ......2 00 Small, whole ie @ st Halford, large ....... 375 jen Penny, 6 & 12 Ib. 35 met Tndig (7... .-.... fy Catlots ....eeeeseee 16 00 NO 632 Tourn’t whist 2 25 nto wae 6a CU small .. 5 op Town Talk, 14. oz. Conen fee tie 44, Less than carlots .. 18 00 ae ll ee *@ 3Y a Yankee Girl, 12° 24 30 om, broken phe. Feed Babbitt’ sm i = : Tapioca Street Car Feed ...... 28 date ca 175 Strips — — Uncolored Japan Scrap Flake, 100 Ib. sacks .. 4% No. 1 Corn & Oat Feed 2 ee 9 Medium 20@25 A Pearl, 100 Ib. sacks 4% Cracked Corn . Te Clear oe Pork Strips Halibut 2 eat = RAR, SO snsscssses TS Peatl, 36 pkgs. +... '% Coarse Corn ac a Short a .. 21 50@22 00 oy See ea 1g Fanc 36@ 45 a: Union Scrap .... 5 40 inute, 36 pkgs. 75 oe FRUIT JARS _— Bea Cl'r a oe 50 . 19 Basket- abi Med’m 28@30 Cutlas Peete ‘Ss m, pts., per ° Brisket. Cleas 2 9 00 olland aske re Choi 3 @: a to seeeeeree 26 , FISHING TACKLE Mason, ats per tre 4 20 Brisket, “Cleat Oe ee a it Neen i Basket-fired, wo Bee Globe ‘Scrap, 2 oz.) --<- 40 1% to 2 Oi ee. § Mason; ee is Clear Family 1... oo ee Ybbls 5 20 Soe, te “9010 La Ae sn Scrap, be 6 76 ee , | ero. » cee 4 . i . a » NUL eaeee oO * - if e 3 - ce - Cox’s ee | Ss P foe ee Y. M. wh. hcg tena 65 Siftings, 1 Ib. pkgs. 12@14 Mol Fouche nd Ss 2 00 a : ce doz. large Ul 45 ASor 4%@15 Kese .....-; Gunpowder Old Songs, 5c see e aces 1 a 2, + | Small .. ard Standar : ‘ Ol soeeeeee 5 76 St ee 20 Knox's Sparkling, doz. 1 = Com in tierces ae we Stardiare et ei Medium. .28@33 a oa be gro. .. 5 50 Cotton Lines oe Spee: gr. 14 00 ae site i @ 9% Standard, ee oo .-35@40 Red Band, ba = 6 76 No. 1, 10 feet 5 io cidu’d doz. 1 25 80 Ib. t ° advance Pi Su a _+++-50@60 Red Man Scrap § ee : aires pee ee ee ce 150 50 Ib. ubs ....advance % ng Suey, Medium 25@30 Scrappl fo + +S Fp feet st. pefond Yb. tubs ....advance 4% N Ping Suey, Choice 35 Scrapple, 5c pkgs. ..... 48 ee 12 Blymouth Rock, Bhos. 1 (9 0 Ip. balls” -advance % No. 1) 40 tbs. Ping Suey, Fancy ..45@80 Yankee Gitt Serap, ou. 5 7 oe t mouth Rock, Plain 90 5 Ib. ils ...advance % No. 1, 10 Ibs Young Hys fan Handie 4 , 202. 5 76 Wig, G@ G6 feet «0.00... 12 B GRAIN BAGS 8 Ib. alls .-.aavence ! No 2 Choi ~— Peachy S$ “7 ‘ear. 5 76 , 16 feet ........ road (Ga tb. pails ...adv ’ 166.446. .ke. g y Serap, 5c 5 76 Ne. g° rr Pak Be 15 ‘oe as 19 H Smoked waa” ; Fancy .-+++seeeees ‘Sass Union Workman 2% 6 00 No. $ 15 ot oe 18 ere ve ne, 12 tb. av. 18 @18% Mess, 100 lbs. ... 7 00 Oolong Smoking ’ eas 20 Sage 1.0.0.0... 0... 15 ese 14:°Ib. av. 164%4@17 Mess, 40 Ibs. eee Formos, Madu ..On All Leaf, 2% a bison) canes Mae. Z ams, 16 Ib. av. 1544@16 Mess, 10 Ibs. Formosa, Choice 32@35 BB, 3% 02 * 2 igh i... 99 -«saurel Leaves ....... 15 Hams, 38 Hh av. 16 @iey eae Formosa, Fancy ...50@6) BB. OZ. vee eeeeees “2a Wetium |....,---:-+- 20 Senna Leaves ........ 25 oe cred, beet No. 1, 100 Ibs. - English Breakfa BB, 14 of. ..0.0.0.. "1 24 00 Large wblisaecsicsee s seis 34 HIDES AND PELTS Cali $i See ee 6 6 4:6 29 @30 No. 1, 40 Ibs. Congou, Medium a Ba dad, "Nee ‘tins eere 00 Poles Hides ifornia Hams 12 @12% No. 1, 10 lbs. Congou, Choic @30 Badger, 3 oz. soe BS Bamboo, 14 ft., Green, No. 1 . 12 Be _Homed Congou, F e ....30@35 Badger, 7 secasers & 2 B per doz. 55 Green, No. 2......... 11. Boiled Hams- .. 19 Lake Herrin Cc + oe eee 40@60 Dae teceees 11 52 eo 16 ft.. per doz. 60 Cured, No. 1 ..:::++ il Boiled. Hams . Mose 100) Hs. ......., . 00 ongou, Ex. Fancy 60@80 foo BO Lc iaceeee 5 76 00, 18 ft., per doz. 80 Cured, No. 2 ........ if Ee MM Bue io Ibs. ee SII 190 Pekoe, atedium a a 2a eeclece on I 8. a , a um soe * eeaeedeee .. 17 @23 Se oneness 58 Dr. Pekoe, C Choice 30085 eee oe 10e 94 ae ery , oz. .. 6 00 P. Fancy 40@50_— Big (ue... & ioe oS a em Saat eee eS ee 6, 1914 46 MICHIGAN TRADESMAN May BAKING POWDER Distributed by Judson SOAP 14 Royal Grocer Co., Grand Rapids; Lautz Bros.’ & Co. 12 13 Lee & Cady, Detroit; Sy- penne oy hese boc 4 00 i Gahe yo mene pron a Gn, eagle 2 ie Hf hs 1 Smoking Pilot, 7 oz. doz. 1 0 Faucets Ib cans 13 naw; Brown, Davis & War- Acme, 100 cakes .... 3 20 5 85 Soldier Boy, 1m. .... 475 Cork lined, 3 in. ...... 70 6 oz. cans 190 er, Jackson; Godsmark, Big Master, 100 blocks 4 00 Bull Durham, 5c ..... Cork lined, 9 in. ...... 80 44%. cans 2 50 Battle Cream Borax, 100 cks 3 85 11 52 Sweet Caporal, 1 oz. .. 60 Durand & Co., attle G Mottled 3 15 Bull Durham, 1l0c ... Cork lined, 10 in. ...... %tb cans 3 75 : m erman Mottled .... h 15¢ 17 28 Sweet Lotus, Sc ...... 6 @0 Creek; Fielbach Co., ©- German Mottled, 5bx. 3 15 Bull Durham, oe 3 60 Sweet Lotus, 10e .... 12 00 Mop Sticks 1tb cans 4 80 ledo. German Mottled, 10 b. 3 10 Bull Durham, 8 oz. .. Eweet Lotus eer ax. 6 Toole apring ........ 90 3b cans 13 00 German Mottled, 25 b. 3 95 ee en oo St cans 2160 OLD MASTER COFFEE. [Autz Naphtha 100 ck. so eee Fe Be --+ ++ 2 Sweet Tip Top, 6c .. 50 No. 2 pat. brush holder 85 Marseilles, 100 cks. 5c 4 00 Buck Horn, 10c ...... “* Sweet Tip Top, 10c .. 100 Ideal No. 7 .......... 85 CIGARS Marseilles, 100 ck. toil 4 00 Briar Pipe, 5c ...... 6 00 Gweet Tips, % gro. .. 10 08 12tb. cotton mop heads 1 30 Johnson Cigar Co.'s Brand Marseilles, % bx toil 2 10 Briar Pipe, 10c ..... 12 00 Sun Cured, 10c ....... 98 : Proctor & Gamble a co 5 76 Summer Time, 5c .... 5 76 Palls Dutch Masters Club 70 00 ae 3 20 Pack Pen. Bo ------ 59 Summer Time, 7 oz. .. 165 2-hoop Standard .... 200 putch Masters Grande 68 00 oy. 6 oe 4 00 Black Swan, 14 oz. .. 350 Simmer Time, 14 oz. 350 2-hoop Standard .... 2 25 Ivory, 10 02. 0. ete 0 a p 676 3 { Cabl 2 30 Dutch Mastes, Pan. 68 0 ’ Bob White, 5c ...... 6 00 Standard, 5e foil .... -wire Cable ........ " ; Sar oe 2 36 600 Standard, 10c paper .. 864 Fibre ................ 240 Little Dutch Masters Swift & Compan Brotherhood, 5c ...... i119 Seal N. C., 1% cut plug 70 10 qt. Galvanized .... 1 70 (300 lots) ......... 10 00 a Dp: a . Brotherhood, 10c .... . Seal N. C. 1% Gran. 63 12 at. oe : 17. Gee Jay (300 lots) ..10 90 = ee ts ‘2 Se ee ee ee eps at Calsenieed --.. El Portana ......... 33 00 Wool, 6 oz. bars’ ’....4 00 eee ee reer eT) ee “Geines non Tootientcics re w .... 32 90 Old Master Coffee .....31 Wool’ 10 oz. bars ....6 65 ee to Pipe combination .. 2 25 Birch, 100 packages .. 2 00 Johnson's Hobby .. 32 0¢ San Marto Coffee ...... Tradesman Co.’s Brand 16 0%. ...... 40 & Je ag or. ..8 650 Tdeal .........:...... 85 ; Black Hawk, one box 2 50 Carnival. Pl _ ee 0 Johnson’s As It Is ..33 00 Black 4 Cigar Clip’g. Johnson 30 Tom & Jerry, 7 oz. .. 1 Traps Black Hawk five bxs 2 40 Cigar Clip’g. Seymour 30 tom & Jerry, 3 oz. .... ° : ac awk, ten bxs 2 Identity, 3 & 16 oz. .. 30 rout Line, 5c ...... 5 90 Mouse, wood, 2 holes 2 Worden Grocer Co. Brands B. Wrisley Darby Cigar Cuttings 450 Trout Line, 10c ...... 11 0¢ Mouse, wood, 4 ei ' Canadian Club Good ee ee 00 Continental Cubes, 10c_ 90 ‘Turkish, Patrol, 2-9 5 76 Mouse, gael 2 ie : — Old san aa es 2 40 Corn Cake, 14 oz. .... 2 55 Tuxedo, 1 oz. bags . 48 Mouse, tin, 5 holes ... aa Londres, 50s, wooc : Scouring Corn Cake, 7 oz. 145 Tuxedo, 2 oz. tins = oe —— tet teee teens 75 Londres, 25s, tins - 35 Sapolio, gross lots .. 9 50 Corn Cake, 5c ....-... 5 . TuxedO, 2OC .sccees--- : i aL, SPTENE .......... Londres, 300 lots bh Sapolio, half gro. lots 4 85 poeee, Se bee a fae ne, me ee 96 Tubs Sapolio, single boxes 2 40 uban Star, Hi Ww s, 10c ...... ang 1.5), 2 Cuban Star, 16 oz pails 372 {inion Leader, 500... 5 10 20-in Standard, No. 1 8 00 COFFEE Sapolio, hand .-... me ee ie a 79 ie a a "41.52 16-in. Standard, No. 8 6 00 Roasted Scourine, 100 cakes .. 3 50 Dilis Best. 34 i es Union cae oe PO Gee | Op Dwinnell-Wright Co’s B’ds Royal Garden Tea, pkgs 40 Soap Compounds Bibs Bags Mom Uaee orkegn WF HD Bile Nog THE gouR' coy sohnsen Be WS ee a cc pee 225 No. 1 Fibre ........16 50 TOLEDO, OHIO. = Ru NO Stone 3 85 eae we fae 7” an ce a Lk oe te Mal oo ee Duke's Cameo, 5¢ 2 8 Van oe a si 48 eee Ghicamiaeh oe 3 8 ane re hashing ee a Drum, bc ........---. EF pelvet, oC pouch ---- 1 a MOUDS .2. 0.0000. F. Pas nz. ....--.- 5 04 thei 40c tin ......-- 96 Medium Gelvenieen a ; ee Babbitt's 1776 3 75 ef. A. 7 ox. ..--.. 11 52 velvet, 8 oz. tin .... 3 84 Small Galvanized Gold Dust, 24 large’ ”.4 30 Wanion, bc .....-.--- § 0) Velvet, 16 oz. can .... fecd Washboards Gold Dust, »f00 small 3 $3 Fashion, 16 oz. ...... P = Velvet, combination cs ce ee * ko Kir oline, 24 ae 2 80 Five Bros., 5c ...... 2 22 War Path, bc ...-...- : 60 Brass, Single ....... 3 25 autz Naphtha, ee 4c Five Bros., sg ie ” o, War = ~ co 40 Glass, Single .....:: 3 25 Tautz Naphtha, 0s 3 7 Five cent cu ug.. “5 Wave Line, * ieee 0 Single ame -. 3 16 eee. 3 75 O B loc .........- an ig Wave ibe, Sor ..-- 2) Se ae ees : eseme -............ 3 50 Four Roses, 10c ......- 96 Way up, 2% 0%. ...... - oo Js aan : 2 Snow Boy, 248 family) Full Dress, 1% oz. ag Vay up, 16 oz. pails . a eee size ego F : Glad Hand, 5c ...... , Wild Fruit, be ......-- ie oot pe 3 00 Snow Boy, o < ee oe se oni. ao eee Frutt, 100 2T11.6 00 Good Bough ....... 3 25 coe ee ee ee Gall eax Navy, be 5 76 haar wis, ee . a1 _ Umiversal ............ 3 15 Full line of fire and bur- Swift's Pride, a 55 Growler, 5c ........-- 42 Yum Yum, 1 Ib., doz. 4 Window Cleaners glar proof safes kept in Swift’s Pride, 100s 3 : sind idl i fo(edee 1 3 TWINE 12)im os. aco 1 65 stock by the Tradesman Wisdom .......... oe Growler, 20c ........ 85 i : (Sant, be .....--.--.. BS Gotten, § oF ----.--- Cec 2 39 White House, 11 ......... Company. Thirty-five sizes ae only Giant, 40c ............ 396 Cotton, 4 ply ..-....- . ae etuedgen White House, 2tb ........ and styles on hand at all “opi ag a os 7 fi J et ce 18 Wood Bowls Excelsior, Blend, 1!b ..... times—twice as many safes 5c MIL, DO wccnncecs © ) emp, 6 ply ....--.66. “seal Dew, 10c .... 12 00 ick inetion Sasso s4- 2 = ee tesecses 4 Excelsior, Blend, 2tb ...... as are carried by any other Hunting, 5c .....-..-- 38 Wool, 1 Ib. bales ... 3M 17 in. Butter |....1.1 475 Tip Top, Blend, 1% ...... house in the State. If you Cleanser 1X 1 in pails ...... 3 90 VINEGAR 19 in. Butter ........ ' eo Bove) Wind .............. are unable to visit Grand ee Just Suits, 6c ........ 6 00 White Wine, 40 grain 8% WRAPPING PAPER Royal High Grade ........ Rapids and inspect the line i equal the | Just Suits, 10c ...... Z Hd So a - . 2" Common Straw ...... : Superior Blend ....... «se. personally, write for quo- est 10c kin : Kiln Dried, 25c ...... 2 White ne, : Fibre Manila, white .. fee 80 - CANS - $2.89 King Bird, 7 0z. ...... 215 Oakland Vinegar & Pickle jitre Manila, colored. 4 | Boston Combination King Bird, 10c ...... 11 52 Co's Brands. | No. i Menlia ......... i King Bird, es ee. . - et Pane ead 4s Gream Manila age a a La Turka, 5c ........ : aklan Butchers’ Manila .... 2% t ] t P t Little Giant, 1 lb. .... 28 State Seal sugar ... “14 Wax Butter, enore Gui 66 Conserva Ive invesfors arronize Lucky Strike, 10c .... a 44 oes wale eee 1 Wax Butter, full count 15 Le Redo, 3 oz. .... i ackages fre Wax Butter, rolls .... e FB Trad Advert Myrtie Navy, 100... 11 52 WICKING YEAST CAKE radesman vertisers Myrtle Navy, 5c ..... - 576 No. @, per gross ...... 30 Magic, 3 doz. ....... 1 15 Maryland Club, 5¢ ... 59 No 1, per gross .... 40 Sunlight. 3 doz. ...... 00 Mayflower, be we eeeeee 5 - No. 2, per gross 50 Sunlight, 1% Boz. eee 59 ; : Mayflower, C +. °° > No. 3, per gross Yeast Foam, Oz... ee 1 wonpenwnce || Co ee cee oe Public Seating for all Purposes ee Gee te 7 ” TRULY LINES Nigger Hair, 10c .... 10 70 ket YOURS ° ; | Nigger ee ee sees 00 Pork and Beans 2 70@3 60 World’s Largest Exclusive Manufacturers Nigger Hea C ...- 5 : 4 5 4 6 . Noon Hour, be 57-2" nb eee ee ee Church Furniture of Character oe es ae ee... 3 50 é ' | : : 1 i ig fd Splint, een seeeee 300 Apple Butter .... @3 80 Being the only exclusive designers and builders of — English ere 78 Splint, small .......... ce Gio ........) 2 70@6 75 Church Furniture we are known as an authority on this Old Grop, 26¢'222<.... 20 Willow! Guithee, omen 673 Macaroni ....... 1 70@2 35 subject. Your building committee should have our P. 8. $ oz. 30 Ib. cs. 19 Willow. Clothes, me’m 750 Spices ......... 40@ 85 book Y-4, P. S., 3 oz. per gro. 5 70 , ' a... @ 7% : i Pat Hand, 1 oz. ...... 3 Butter Fates = Fo te t I S t D k Patterson Seal, 1% oz. 48 Ovals Extracts -....... @2 2 merican ee anil ary es S Patterson Seal, 3 oz... 96 1 i 250 in crate .... 35 Chili Powder .. 85@2 12 Se : 4 % Tb., 250 in crate .... 85 Paprika ........ @ 8 Built of steel to withstand strain. All parts are electric welded into one ote si Be aoe 5 59 1 Ib, - _ ia cores = Celery Salt .... @ % indestructible unit. Your school board should have our illustrated book B-C. Peerless, 10c paper = “4 : 250 in crate ...... 70 Poultry Seasoning 85@1 25 q Peerless, 20c ........ * O50 i rate 90 Prepared Mustard @1 80 M ti Pj t Th t S t fee ee co Peanut Butter 1 80@2 80 ofion Ficture [heatre Seating iD. ce. .... ; Plow Boy. 5¢ eects 5 76 1 Ib., 250 in crate ..35 Rolled Oats ... 2 90@4 15 Highest in quality, lowest in price. World's largest manufacturers of exclusive designs in Plow Boy, l0c ...... 11 40 2 Ib.; 250 in crate .... 45 gDoughnut Flour 4 05@4 50 opera chairs. Send floor sketch for FREE SEATING PLAN and book B- Ce. — ver 14 oz: ...... - 2 Ib. 250 in erate .... 7 ania asesee -“ a. PT, TOO www wwe ee 2g : 50 i crate 5 e specialize Lodge, Hall an Pride of Virginia. in a2 ee 6g c — Lodge Furniture Assembly seating. Our long Pilot, Be .....---...--- : etilied experience has given us a Pilot, 14 oz. doz. .... 2 10 Barrel, 5 gal., each .. 2 a knowledge of requirements and how to meet them. Many styles in Prince Albert, 5c .... - Barrel 10 gal. . each --2 55 stock and built to order, including the more inexpensive portable chairs, Prince Albert, i0c .... _ 96 Clothes Pins veneer assembly chairs, and luxurious upholstered opera chairs. Write Prince Albert, 8 oz. .. 3 84 for book B-C-2. Prince Albert, 16 oz. .. 7 44 Round Head ‘Queen Quality, 5c . : : i% oS ee wes 4 ' : b Roy, be fell .... 7 ‘artons, D S Rob Roy, 10c gross’ ..10 52 | “Egg Grates and Fillers American Seating Company Rob Roy, 25c doz. .... 219 Humpty Dumpty, 12 dz. 20 Rob Roy, 50c doz. .... 419 No. 1 complete ........ 40 14 BE, Jackson Blvd., Chicago S. & M., Sc gross .... 575 No. 2, complete ........ 28 . 8. & M., 14 0z., doz. .. : “$d —_ “hog 2, fillers, 15 1 1 lb. boxes, per gross 9 00 Grand Rapids New York Boston Philadelphia , 5¢ gross Bete oot cose ceo. : , Soldier cee 10c sii 10 50 on. medium, 12 sets 116 3 lb. boxes, per gross 24 00 PON ah HIN ENR NN EO OOP REE OE I : May 6, 1914 MICHIGAN TRADESMAN BUSINESS-WANTS DEPARTMENT 47 Advertisements inserted under this head for two cents a word the first insertion and one cent a word for each subsequent continuous insertion, No charge less than 25 cents. Cash must accompany all orders. BUSINESS CHANCES. I pay cash for stocks or part stocks of merchandise. Must be cheap. H. Buyer, Milwaukee, Wis. 92 For Sale—Blacksmith, feed grinding, band saw and planer, busy all the time. Living rooms over shop. Price $1,700 for buildings and shop, worth 2,500. Dil- lingham, Paris, Mich. 199 For Sale—Bakery, restaurant and con- fectionery and soda fountain business. Owing to serious operation and failing health, must sell the above business at once. Every line fully equipped. Have 115 tons ice for season. Manufacture own ice cream. Only business like na- ture in railroad town of 700, without hotel or competition. Address Box 28, Pittsford, Michigan, for full particulars. 198 For Sale—Good clean drug Central Michigan town of 900. Building rents enough room to pay ex- penses. Good reason for selling. Ad- dress No. 197, care Michigan Tradesman. stock in Rent free. e “New and up-to-date drug store for sale, doing paying cash business. Must change on account of sickness. Cheap rent, long lease. Dr. J. Black, 900 West Saginaw St., Lansing, Michigan. 196 Drug and grocery stock for sale, splen- did location. Owner sick. Address Box 26, Vickeryville, Mich. 195 TEN DAY CLEARANCE SALE By the Hamilton Auction Company of Galesburg, Ill Will clear your stock of all odds and ends and dead stock, make a clean profit on all staple articles, and bring you hundreds of new customers. We guarantee enough profit to pay our commission. No contract asked. Write for particulars of our new 1914 mae aL Now For Rent—Best location in Colon, Michigan, used 15 years for dry. goods. Good opening for dry goods, variety store or clothing. Chas. Clement, Colon, Michigan. 193 Location Wanted—Good general mer- chandise business wanted in lower Mich- igan, preferably near Grand Rapids. Ad- dress Spencer Covert, Evart, Michigan. 192 For Rent—Brick store building, 23 x 66 feet, best corner on main business street, equiped with shelves, counters suitable for special or general lines merchandise. Live town, good farming community. Rent reasonable. C. H. Geyer, Union- ville, Michigan. 19 Large list free, farms and_ business chances, or $25 selling proposition. Par- dee, Traverse City, Michigan. 190 In Lima, Ohio—An ideal building for wholesale or light manufacturing pur- poses, or retail grocery store. Lock Box 603, Lima, Ohio. 189 For Sale—Cheap, creamery located at LeRoy, Michigan. Doing good business. Good reasons for selling. D. B. Ketchum, Owner, LeRoy, Michigan. 88 Cash paid for old-fashioned or sur- plus merchandise. Entire stores bought. Address Frank Kupferberg, 52 Lispenard St., New York City. 187 For Sale—General store; stock perfect- ly clean, building and fixtures in good condition, stock, building and _ fixtures invoiced at $4,500. Owner wishes to re- tire from business. Address Geo. S'thol & Co., Pinewood, Minn. 185 For sale or trade, small stock of cloth- ing and gents’ furnishing goods. J. F. Studer, Forest, Ohio. 184 For Sale—Drug store in Northern Michigan. Doing good business. Post- office station pays 3% rent. Invoice about $2,000. Address No. 200, care Michigan Tradesman. 200 Wanted—Stock of change for land in North Dakota. what you have. D. S. Benson, video, Minn. Ce For Sale—Part interest in a _ good manufacturing business in a live town in Southern Michigan. A good proposi- tion for the right party. Write Taylor, merchandise in ex- Write Monte- 17 85-87 S. Monroe street, Battle Creek, Mich. _ 176 For ‘ale—Hardware business’ estab- lished 20 years, enjoying excellent trade; practically no comptition; clean stock; invoice, including fixtures $5,000; fine lo- eation; low rent Terms, cash or bank- able paper. Ill health compels sale. Ad- dress Kuempel Brothers, Guttenberg, Towa. 175 Lamson cash and parcel carriers. One air line and three Majestic carriers. Also receiving station. Will sell cheap on ac- count of installng new system. In good condition. C. M. Guggenheimer, Lynch- burg, Va. 174 For Sale—Small staple stock of gen- eral merchandise. J. Adler, Twining, Mich. Z 178 For Sale—2,000 acres of Pittsburg Co. coal bearing land in the oil and gas belt. Surface suitable for farming. $25 per acre. J. E. Cavanagh, McAlester, Okla- homa. 172 For Sale—A $1,200 salary and 15 to 25 per cent. on investment in a $10,000 man- ufacturing plant. Best proposition in Northern, Ohio. $5,500 cash balance good security. Ee. Carpenter. 718 Yates, Toledo, Ohio. 169 For Sale—Dry goods fur- nishings store. location in Kalamazoo. Clean stock and = cash trade. Cheap rent. Price reasonable. Sickness cause for selling. Address No. 168, care Tradesman. 168 Wanted—-For cash, good elevator in bean and oat district. Write with full description of property to Hankins Bros., Flushing, Michigan. 165 For Sale—Small stock dry goods, gro- ceries, notions, in best county seat town of 1,800 in Western Micnigan. Stock in fine condition and doing good business. and gents’ Best suburban Poor health reason.for selling. Address No. 164, care. Tradesman. 164 For Sale—An established women’s coat and suit business in Akron, Ohio. Finest location in the city. Long lease. Price right. Good reasons for selling. For particulars address W. E. D., care Tradesman. 163 For Sale—Two-story brick building with five year lease at eated in city of 8,000. Will sell cheap or exchange for stock of shoes. Ad- dress Star, 900 Grandville Ave, Grand Rapids. 162 For Sale—Grocery and meat market in small but live town, Southern Michigan. good rental, lo- Clean up-to-date stock. Will invoice, with fixtures, about $3,000. Trade last year $22,000. A splendid opportunity. Write C, care Tradesman. 143 For Sale—One of the best meat mar- kets in Southern Michigan in a town of six thousand inhabitants. Well located and doing a good business. <-+—___ Reindert and Cornelius Vander- weide have taken over the Thomp- son Plumbing shop, at 220 Michigan street, and will conduct the business as the Hill Plumbing Shop. BUSINESS CHANCES. Wanted—Salesman calling on grocery or drug trade to carry pocket sample of household necessity. Liberal commis- sion. Household Specialty Co., Buffalo, NE XY. 202 For Sale—Good paying drug store; well located. Address The Alger Drug Store, Alger, Ohio. 201 sie ps ag ee aoc ‘ Ni Sia si i eae \ \ Ceresota The Guaranteed WSS N iY ti S Tz 4 Aq oy fy Y f \ ri 4 NS AK Peau a. is Saat XN \ ~~. = SN wy Catt een YY > _ | es | =~ pring ea Olives Flour They are Best Always Uniformly Good Just That te _ Get That! JUDSON GROCER CO. yy es gs — — ps SX N A W +— ee Qe ayy X Yd 44 aN WS Kaw’ ggg SSS _ oo” NS WW ¥ Ws SQ w ‘ce a gene Hy ee | * WG. SX WT wags Ss aus 6 The Pure Foods House am