4 SS 2 LN Ce) ez NN DO j iC Gy Gy a’ Go) 1 Y f LD i A \ 7} BSC Xt ie rat LAN iy ~ i aN aad RW. \ _ Nae ev rN at) wey LE Gi? SSS am EX Aaa ‘ x fh WAES) G) ee Ae pr. Zz eae =N \ SY A wS YSN Phe LIEN: AY o) Wa" Bp ary he (Fal fa re i, fo hy CES Ay dar. aH (es aS UBLISHED WEEKLY SA = SS IG ee oN cS GEC Fed, Ain AK Ge Spree SS U oS wus xt ky a YE GIDI/LLES S v Wiis ie 5 SN g S Q iS We RAS PRIS rs 7a 1 PER YEAR we SS Zone _Thirty-Second Year GRAND RAPIDS, WEDNESDAY, OCTOBER 7, 1914 Number 1620 ™ x »> > x x x x OUT FISHIN’ +++ A feller isn’t thinkin’ mean, A feller has no time for hate, Out fishin’; Out fishin’; His thoughts are mostly good and clean, He isn’t eager to be great, Out fishin’; Out fishin’; He doesn’t knock his fellow men, He isn’t thinkin’ thoughts of pelf, Or harbor any grudges then; Or goods stacked high upon a shelf, A feller’s at his finest, when But he is always just himself, Out fishin’. Out fishin’. The rich are comrades to the poor, A feller’s glad to be a friend, Out fishin’; Out fishin’; All brothers of a common lure, A helpin’ hand he’Il always lend, Out fishin’; Out fishin’; The urchin with the pin and string The brotherhood of rod and line, Can chum with millionaire and king; An’ sky an’ stream is always fine, Vain pride is a forgotten thing, Men come real close to God’s design, Out fishin’. Out fishin’. A feller gits a chance to dream, A feller isn’t plotting schemes Out fishin’; 7 Out fishin’; He learns the beauties of a stream, He’s only busy with his dreams, Out fishin’; Out fishin’; And he can wash his soul in air His livery is a coat of tan, That isn’t foul with selfish care, His creed: to do the best he can; An’ relish plain and simple fare A feller’s always mostly man, Out fishin’. Out fishin’. x x x x x x »> > > »> »> . + »> | i > > + . » »> »> » > x x > x » x x »> »> > x x x x x x x x x x x x »> » > x x x x x % x x x x x x x x x x x x x x x x x > »> » x x x x x x x x x x x x » » »> x x x > SEGA ICI icicictek x x x x x x »> » »> x x x x x x _ Putnam’s Menthol Cough Drops Packed 40 five cent packages in carton : Price $1.15 Each carton contains a certificate, ten of which entitle the dealer to ONE FULL SIZE CARTON FREE when returned to us or your jobber properly endorsed PUTNAM FACTORY, National Candy Co. MAKERS GRAND RAPIDS, MICH. Good Yeast | Good Bread ~ Good Health Sell Your Customers FLEISCHMANN’S YEAST FLOUR is the cheapest food product on the market SxS xX BR SL OUR WELL KNOWN BRANDS Ceresota—Spring Wheat Red Star—Kansas Hard Wheat Aristos or Red Turkey Fanchon—The Kansas Quality Flour Barlow’s Best Michigan Winter Wheat - Barlow’s Old Tyme Graham Call up our Flour Department for some attractive prices. Judson Grocer Co. The Pure Foods. House GRAND RAPIDS MICHIGAN This Book Will Help You . FRANKLIN CARTON SUGAR The Franklin Sugar Recipe Book Shows How to Make Delicious Cakes, Candies, Cake Icings, Preserves and Jellies with Franklin Carton Sugar; it also describes the different grades of sugar and tells how to use each to the best advantage. We have placed millions of copies of this book in the hands of women everywhere, and we'll gladly send you a quantity to dis- tribute to your customers. If you'll place these books on your counter, hand them to customers, put them in orders, and mail them to customers, you'll find an immediate in- crease in your sales of FRANKLIN CARTON SUGAR— the sugar that pays you a profit because there’s no loss in weighing, wrapping, tying, no cost of string or bags. Write us for a copy of these books. THE FRANKLIN SUGAR REFINING CO. PHILADELPHIA ‘Franklin Carton Sugar is guaranteed FULL WEIGHT, it is made from SUGAR CANE’”’ Original containers hold 24, 48, 60 and 120 Ibs. whom order is to be filled. BUFFALO, N. Y., January 2, 1914. ‘ oo no. 1402. q SNOW 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 BOY FREE! 25 boxes @ $3.60—5 boxes FREE 10 boxes @ 3.60—2 boxes FREE 5 boxes @ 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. This inducement is for NEW ORDERS ONLY-—subject to withdrawal without notice. Order from your Jobber at once or send your order to us giving name of Jobber through Yours very truly, Lautz Bros. & Co. | | } | Thirty-Second Year SPECIAL FEATURES. Page - Increasing Vogue of Better Grade Furniture. 4. News of Business World. 5. Grocery and Produce Market. 6. Detroit Detonations. 8. Editorial. 9. What Advertising Does. 10. Woman’s World. 12. Financial. 14. Clothing. 18. Butter, Eggs and Provisions. 20. Lettering. 24. Shoe Market. 28. Stoves and Hardware. 32. Behind the Counter. 34. Dry Goods. 38. Meat Market. 40. Commercial Traveler. 42. Drugs. 43. Drug Price Current. 44. Grocery Price Current. 46. Special Price Current. 47. Business Wants. WOMEN AND WAR. The suggestion of an English churchman that marriages be consum- mated before the young men go out to war brings into prominence once more the immense labor imposed up- on women for the maintenance of the state. And it naturally brings under discussion the question of the main- tenance of women while performing their function. If the highest duty of women is to provide citizens, and, if need be, fuel for rapid-firing guns, women should be supported and even amply provid- ed for during those years in which they are laboring for the world at large—those years in which they are bearing and rearing children. Mere economic independence becomes a trifle in comparison with the neces- sities of the nation; and certainly those who produce and cultivate the material of a nation should be worth their “keep.” The nation spends money on gtuns and ships—and lets its mothers produce and rear in pov- erty! Those American army and navy officers who have insisted on promo- tion by selection and by aid of pluck- ing boards in order that young men may reach high commands when still in their prime, will find nothing in the ages of the leading’ German gen- erals to support their contentions. In the German army there is no fixed retirement for age applying to all offi- cers, but there is rigid retirement at any time that an officer appears unfit for his position or fails. to do well in his duties, or in any way is unable to measure up to the high physical and medical standards of the ser- vice. Let an officer be overslaughed in a marked way, and his resignation or application for retirement is ten- dered forthwith. Never was there, as a whole, more rigid selection—al- though not wholly uninfluenced by court favor; yet what do we ‘find? Gen. von Emmich, the capturer of Liege, is 66, and Gen von Kluck is 68—the one two years and the other four above the compulsory American GRAND RAPIDS, WEDNESDAY, OCTOBER 7, 1914 Gen. von Hausen who has just given up the command ot the Saxon army, because of real or assumed illness, is 68; Gen. von Heer- ingen, is 64, and Gen. von Einem 61. Gen. von Bulow is also 68, and Gen. von Moltke, upon whose shoulders rest the heaviest burdens, is 66, Nearly all of these officers are cam- paigning in France for the second time, having been young ensigns or heutenants in 1870. Gen. von Hin- denburg, whose success on the Rus- sian boundary has made him famous, is 67. On the English side, Kitchen- er is 64, Smith-Dorrien 56, Sir John French 62, and Gen... Grierson, who died in France the other day, was 55; while the three French generals, Pau, Joffre, and Gallieni, are all approach- ing 70. Plainly, among the generals of this war the Osler theory does not apply, nor the American military be- lief that you must have middle-aged men for the highest positions. retiring age. The German cruiser Emden. bids fair to become the Alabama of this promptly Starting from the China station, she boldly war unless her career is checked by a British cruiser. ventured into the Bay of Bengal on September 10, after having complete- view for six ly disappeared from weeks. Betweeen September 10 and 14 she captured seven and sank six _ British merchant ships of consider- able tonnage, several of them bound for the United States. On September 22 she shelled Madras, where she ap- parently destroyed either a couple of oil tanks on shore or tank steamers. On the 24th she was at Pondicherry, and now comes the further news that she has sunk four more British steam- ers and captured the collier Bursk, the latter doubtless an extremely welcome prize. From several of these vessels she took provisions, so that, if she is not wasting her shells in sinking her prizes, she is as well off as when the war began. Meanwhile, she is not only in a position to do great damage to British shipping, but may be on the line of transports from Cal- even cutta carrying East Indian troops to France. She has already, it is said, brought about the closing of the en- trance to Calcutta, and must have caused vigorous remonstrances from the British Admiralty to reach the commanding officers in the Indian Ocean. A good deal has been said during the last few weeks about the oppor- tunity which American manufactur- ers have to sell goods in South Amer- ica. A man who has lived there sev- to know all about it writes to a Chicago paper eral years and claims assigning two reasons why European manufacturers have enjoyed a larger trade than Americans in that region. One is that the Europeans make what the people want and the Americans send what they have on hand and tell the customers it is what ought to please them; and the other is that American made fabrics do not stand wear and the test of time as well as European. The first reason has been repeated again and again and doubt- less has some truth behind it. If so, it ought to be easily remedied, and if there is trade enough there the buyers can surely be supplied with whatever they want, even though if better informed they might want something else. As to the second reason it is quite possible that the cheaper grades of goods made in this country have been sold there, the low price being a special attraction. It is susceptible of proof that just as good fabrics can be and are made in the United States as in any country on the globe and those who are will- ing to pay the price can get them. If the South Americans want the best, it will be very easy to furnish it. If their trade is secured now while the European war is on and the goods are satisfactory, it will make an accept- able opening for Americans which need never be closed. oe Boarding house keepers and others to whom the prune is a valuable fruit will be pleased to hear that English buyers of California prunes have can- celed orders for upward of forty car- loads of the 1914 crop and will turn to France for their supply, owing to lower prices ruling in that country. That is a blow to the California own- ers of prunes, but ought to mean that prunes will be cheaper in this country this winter than for several years. The 1914 output in California is esti- mated at from 100,000,000 to 125,000,- 000 pounds. France has a crop of approximately 40,000,000 pounds, a large part of which Germany would have taken under ordinary circum- stances. There being no outlet in that direction, Engiand will help its ally by taking French prunes instead of the American variety. Therefore buyers are saying that California op- erators must lower their prices if they are to sell their prune crop. The Tradesman fears that the day of prayer for peace will in too many instanées, prove to be merely an oc- casion for luxurious expression of pious emotions. To pray and then go away from church feeling that the whole duty of Christian citizenship had been done is surely to “ask amiss.” One thing that Americans should pray for is to have their own duty revealed to them. That this con- Number 1620 sists partly in a strict observance of neutrality, as a nation, voice from Heaven to it needs no show. But many other obligations rest upon us. To do what we can to succor the dis- tressed and relieve the widespread misery caused by this war; while standing ready at the earliest moment feasible to do all that is possible to bring about peace—no one who did not Sunday get some such intimation in answer to his prayers should think that his petitions were either fervent or effectual. , SEL NTN RL RN eI RRNNN RD Opportunities are presented by the war to American producers of quick- silver, for there is demand for mer- cury in the preparation of fulminate for explosives. In 1913 the world’s production of quicksilver was 3,728 metric tons and it has averaged 3,728 tons annually for the past ten During 1904 and 1905 the Unit- ed States led the world in production, but from 1906 to date the leading producer has been Spain. years. The chief producing state is California. In 1913 the total number of producing mines in the United States was twenty-four, of which eighteen were in California and three in Nevada. American quick- silver producers have an excellent op- portunity to capture the trade with Central and South America, and with the Orient from Japan to India. The Austrian production of quicksilver is controlled by the government, and is definitely cut market, and the Italian supplies are uncertain. The output is mainly controlled in London. off from the world’s Spanish The- furniture manufacturers’ in England, who normally employ a large number of hands, have been virtually put out of business by the war. The public is no longer buying furniture from the retailers, who cannot get rid of their stocks, and so give no new orders to the manufacturers. A dele- gation of the latter recently waited upon John Burns, President of the Local Government Board, to ask him to urge all bodies controlling town halls, churches, libraries, assembly rooms, institutions, and so forth, to order at once any furniture likely to be needed in the next few months, in order to give the trade a start. They also expressed a hope that work upon large new hotels might be accelerat- ed. Mr. Burns asks householders to give immediate orders for whatever renovating they may be meditating in the spring. There is nothing dearer to a man than a good wife and very little that is More expensive. It’s better to wear out than rust out, but requires more exertion. 2 MICHIGAN TRADESMAN October 7, 1914 Increasing Vogue of Better Grade Furniture. Written for the Tradesman. : I am not one of those extremists who sometimes talk as if there were something immoral in selling popular . priced furniture. Naturally there are in every sizeable community some people who cannot afford to buy any- thing but the less expensive kinds of furniture. Obviously somebody must carry in stock a certain amount of cheap, or as we prefer to say, popu- lar priced, furniture. Personally I have very little respect for snobbishness either in the social er the business world—if anything, mercantile snobbishnes is more culp- able than social. The retail furniture dealer—or, as we are coming now to say, the house furnisher—should es- teem one class of customers no bet- ter than another; and the salesman who manifests symptoms of indiffer- ence and curtness in dealing with the plainly clad woman in search of a center table for about $2.50, deserves a reprimand. Because furniture is inexpensive, . it need not be shoddy and vulgar. Vul- garity, as applied to furniture, appears when furniture is so made as to ap- pear to possess qualities that de not inhere in it. In that case deception is the head and front of its offend- ing; and it is this effort to deceive that constitutes the fact of vulgarity as applied to furniture. On the other hand, a furniture form that is sim- ple and consistent in its design—in other words frankly plain and. whole- somely honest—may at least com- mand our respect, even if it cannot elicit our admiration. But the piece that stimulates a merit that it does not actually possess, and flaunts an embellishment that is essentially false, is quite another matter. Cheap fur- niture people must have, for it’s the only kind they can buy—and pay for. Cheap furniture some of us must car- ry in stock, exhibit in our windows, advertise in the papers, and sell to our patrons. But let us try to buy and sell good cheap furniture. Furniture of Pioneer Days. In the furniture world, as in all other departments of this vast, poly- glot thing called life, there are two clearly defined and wholly irreconcil- able classes: the conservatives and the radicals. In the realm of furniture our con- servatives are they who contend that the old is good enough. In effect, if not in words, they say: “Let us stick to the old! It was good enough for our parents and our grandparents; it’s good enough for us! Why all these new and ‘outlandish’ designs and forms and latter-day strivings for new effects? Let us all agree on something, and stick to it; and when it comes to getting together on the basis of a solid and enduring piece, whither can be better turn than to. those dear old forms and patterns that served and delighted the former age?” On the other hand, our radicals— with whom tangible and self-evidenc- ing progress is the very breath of life —are pleading for the new and the better things in the matter of house- hold equipment and adornment. To all intents and purposes, if not in out- spoken words, they say: “The old was good enough in its day, no doubt; but its days has passed. Ours is a new era; and because we have en- joyed the means and leisure for travel and observation and thought upon such matters, we have come to ae- quire an appreciation for the better, the more artistic, the more essential- ly worthful, in furniture designs and forms.” Broadly speaking, furniture manu- facturers and dealers and merchants engaged in the business of retailing furniture‘ belong to the radical, or progressive, class. Broadly speaking also the younger generations belong here. But the older people as a rule, people of a conservative temperament, and people who are naturally immune to the lure of beautiful and artistic things, are solidly opposed to so- called innovations. To them it seems like a needless waste of good money. Moreover many old pieces of furni- ture, once the joy and pride of a pioneer home, have acquired an as- sociational value quite apart from their dubious intrinsic merit. It is difficult, therefore, for the children to convince the old folks that many of these things are crude and inele- gant ,if not actually worn out or “crippled” beyond all hope of repair. But here, as always, the progres- sives have the better of the argument. And gradually they are having their way. Old chairs and rockers and set- tees and center tables are being re- moved from the “parlor,” as it used to be called, and modern living room furniture is installed. With the old red plush upholstered set, have dis- appeared also bizarre patterns of wall paper and grotesque curios that once reposed on the mantel for rea- sons. ostensibly ornamental. All through the house in every apartment, from front hall to the servant’s bed room, unmistakable tokens of the changing order may be discried. Prosperity and Home Adornment. The things that have taken place in the houses of people living in the older settled sections of our country; the things that are even now going forward in the houses of people in the more recently settled portions— are not new under the sun. They are characteristic not of our country alone, but are common to all newly settled countries. The history of nations divides it- self into clearly defined periods. Al- ways there is the period of settlement and tentative development. Then peopie are nomadic—traveling from hither to yon seeking the best the new and untried country seems to of- fer. It is a time of more or less pri- vation, hard work, and _ red-blooded life. Its men are seasoned to hard work. They are bronzed by the sun. They are busy, practical, workaday folk. Their women are industrious and frugal, vigorous of body and sane of spirit. Houses are of such sort as you would naturally expect poor, hard-working, simple-minded folk to build; and the furniture and adorn- ment of their houses are always in keeping’ with the spirit of the age. By and by well-earned prosperity comes, and with it the leisure and in- clination for study, travel and observa- tion. Unless the country or commun- ity is one of extremely rapid devel- opment, the older generation has passed; and now tthe children’ or grandchildren or great grandchildren of the pioneers, come to possess and enjoy the land. And they are very different, in many ways, from the pioneer men and women of other days, For one thing—and that is the thing that here claims our interest—they demand furniture of a better grade than the furniture possessed and used by folks of former times. That their requirements should be more complex and refined, is inevitable. The very atmosphere of the time is charged with a spirit of awareness unknown to the former age. Thus do the people of succeeding periods require a degree of breadth and culture impossible to the more rugged folk of pioneer days. I am not saying they are any better or hap- pier than their rugged forefathers; that is another matter. But they have a finer appreciation of what we have called the artistic. And this enables them to build better houses in which to live, and provide their houses with better forms and types of furniture, and surround themselves with things that are more essentially likeable. Such peoples make their aim to pick out the real things from the sham, the better from the worse, the finer from the spurious. Reading and travel and observation and_ reflection, in course of time, enable them to arrive at certain commonly accepted criteria of judgment. Thus do they acquire an appreciation for the beautiful and the artistic in house equipment and adornment. Broadly speaking, we have arrived at this stage here in this ° country. There is an increasing vogue of fur- niture of the better grades. It is, of course, higher in price as it is better in quality. But in order to buy and enjoy it the people of to-day do not have to make anything like as large a relative outlay as did the pioneers when they bought their furniture. Good authorities tell us that, grade for grade, the increase of the cost to the consumer of furniture in this country, has been extremely slight. But the country has prospered, and is prospering, and must continue to con- stitute, the underlying cause-for the demand for better furniture. Frank Fenwick. _—_>---. Why Cheap Teas Are Not Really Cheap. : With cheap teas advanced in price 12 to 14 cents a pound in seven years, compared with 7 cents in more ex- pensive varieties, the conclusions is obvious. Users of cheap tea are pay- ing as much for packing and as much for freight and handling as the users of better tea, and customers would rather pay for tea than for packing charges. There is as much difference between high and low grown teas as betwee1 a Southern apple and one of Nova Scotia—tea is flavor, not so much leaves; tell your customers about flav- or, says the Canadian grocer, in an interesting article on tea, especially in the light of the present war-time situation. It continues: _ Tea is flavor, not tea leaves. Flavor is the big difference between good and poor tea—in many cases between the 30c, 35c teas and the 45c tea. If the grocer will endeavor to impress upon the customer this important point in connection with tea there will be more sales of better grades. The fact that people buy tea indi- cates that they appreciate tea flavor; this in itself is something to work on—try selling them more flavor. And not only does the more ex- pensive tea give the better flavor but in practically every case the grocer is safe in guaranteeing that the cus- tomer will get as much tea dollar for dollar from the 45c varieties as from the cheaper kinds—that a dollar’s worth of 45c tea will make just as many cups of equal strength as a dollar’s worth of 35c tea. This ?s based upon quality and quality goes with flavor. There are good reasons why flavor - and quality cannot be had in the cheaper teas as compared with the higher priced. It is not so much a question of the country in which they are grown so much as of picking and selection. Teas in almost every case are grown in hilly countries, and there is a great difference between the high grown and the low grown. As any Canadian knows, there is a great difference between the quality of an apple grown in a moist, mild atmos- phere and one grown in a climate where the air is clear and fall nights frosty; between the quality of wheat grown in the warmer localities com- pared with that raised where early frosts are dangerous—and it is much the same with teas, the difference be- ing in the elevation and the varying atmospheres. The elevation is a big factor in de- ciding the flavor; then, too, there is the matter of grading. There are first and second leaves, the difference being between the fine tender leaves and the larger and coarser ones. Cheap teas are either low grown varieties of weak flavor, or the seconds of the pickings of the high grown product. It is no paradox to say that cheap teas have been dear for a number of years. Since 1907, when teas began to go up in price, it has been noted that while there has been an increase of 6c or 7c a pound in the cheap va- rieties, there has only been an in- crease of about 2c in the better pick- ings. Bring this point home to tne customer. The person who buys cheap tea to-day—at the price paid a few years ago—is getting 12c or 13c less in value for his money as com- pared with 7c less in value received by the person paying the higher price. Here is another point. When a customer pays 35 cents for a pound of tea, he or she is paying just as much freight, just as much for the packing and just as much for the han- dling as in purchasing the better qual- ity—there are certain fixed charges » | Se October 7, 1914 on a pound of tea which must be practically the same no matter what the selling price is fixed at. To get definitely at these figures would be impossible, for the transportation rates from different countries are dif- ferent and vary at different times oi the year. For illustration, let us put the freight and packing at 5 cents per pound in normal times. We find that this charge on a 30 cent tea is 16% per cent. as compared with 15 1-5 per cent. on the 40 cent tea, and the dif- ference between teas of greater con- trast in prices would be even more marked. These are some features of the tea business and the relation of the chean- er and the dearer teas which should have the attention of the tea sales- man. Those customers who can be brought to an appreciation of tea qual- ity and to the use of the better tea will generally be found willing to pay the price. The difficulty with a great many people is that in tea they see tea leaves and not flavor—to them there is no difference as long as there is the bulk. In buying teas they could make no greater mistake and the grocer can be a great influence in educating them to an appreciation of what tea quality means. ——_~+-.——— _- Canners Want Condemned. Canned Goods Returned. The National Canners’ Association has again started a campaign look- ing toward persuading the New York Department of Health to permit the return of canned goods condemned by MICHIGAN TRADESMAN the inspectors to the canners rather than sending them to sea or other points for destruction. “All canned foods are sold by the canner with the understanding that cans that spoil within a certain spec-_ ified time are not included in the sale and shall not be paid for,’ says Sec- retary Gorrell in a letter to Commis- sioner Goldwater. “The purchaser therefore makes a claim on the can- ner for such goods as have spoiled within that time. “For their own protection in this respect, therefore, canners have found it necessary to make their refunds for swells conditional on the swelled cans being returned to them. If these swells are taken by the health office and destroyed this then cannot be complied with and the canner is call- ed upon to meet unfair claims for spoilage. “Some of the more progressive can- ners now are studying the causes of spoilage with the idea of eliminating them in the future as far as prac- ticable. This can only be done by the examination of the spoiled foods. “Another important reason is that the can manufacturers sell the cans to the packers under contract that only two cans in one thousand of each size are permitted to be defective. If it is found that a greater number of defective cans than this occur, the can manufacturers are bound by this contract to reimburse the canner, not only for the price of the cans, but also for the cost to the canner of the ’ Royal Baking Powder Co. food packed in them, including the cost of packing. “IT realize fully that your problem in this matter is the protection of the consumer and understand that you must take whatever steps necessary to accomplish that end. I believe, how- ever, that a system can be worked out which will not lessen your efficiency in that respect and which at the same time will secure the return of those goods to the manufacturer in order that the difficulties I have mentioned may be overcome.” —_>>—___ Win in Refusal to Sell Bag Sugar. Out in California the retail grocers apparently sell what they want to and won't sell things they don’t care to. It appears that two big sugar refin- eries on the Pacific Coast de- cided a short time ago they would place upon the market sugar in car- tons and small bags. The retailer viewed this action with alarm, because he knew the attitude of the depart- ment storé to sell package goods of all kinds at cut prices when they were not price protected by the manufac- turer. Again, it meant the introduc- tion of pennies into the retail grocery business of California—another agen- cy to diminish profits—so the retail grocers sent committees to protest te the refiners. Nearly three months have passed since the refiners have tried to induce the retail grocers to buy their package sugar, yet, according to the Retail Grocers’ Advocate. of San Francisco, one would have to hunt all day to find a package on the retailers’ shelves. Pleases and Pays Royal Baking Powder pays you a greater profit, pound for pound, than any other baking powder. It sells easier. It sells faster. It pleases your customers. You wouldn’t think of trying to establish a business by selling strong butter, stale eggs and rancid lard when you can sell fresh, sweet goods, so why should you sell baking powder containing alum and phosphate of lime when you can sell Royal Baking Powder made from pure cream of tartar? ‘‘Purity pleases and pays.’ y f New York What Did He Want With Wages? In the old days of hand composition a printer known from New York to San Francisco as “Pilgrim” Hazlett wandered into a Pennsylvania town and asked the editor of the weekly for a “sit.' “Well,” said the editor, “I can put you to work, but I’m afraid I can’t pay much money.” “Make me an offer,” said the Pilgrim. “Ali right. I can give you two meals a day at my house, you can sleep here in the office on this lounge, and I'll take care of your laundry. Then if you need tobacco get it across the street at the grocery. They run an account with us. And up at that brewery you can get a can of beer whenever you like. Besides, I’ll pay you $4 a week. Is that satisfactory?” “Gosh,” said the Pilgrim, after repeat- ing the offer to get it straight on his mind, “if I get that what do I want with the $4?” _——> 2. —-— Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, Oct. 7—Creamery butter, fresh, 26@31c; dairy, 24@28c; poor to good all kinds, 18@22c. Cheese—New fancy, 16@16%c; new choice, 154@16c, Eggs—Choice fresh, 28c; fancy, 29 (@30c. Poultry (live)—Cox, 12@13cc; fowls 15@17c; ducks, 14@16c; chickens, 15 @18c. Beans—Medium, $3.00; pea, $2.75. Potatoes—New, 50c per bu. Rea & Witzig. —_»-. A man who is extremely jealous of his reputation is apt to be rather care- less about his character. MICHIGAN TRADESMAN Movements of Merchants. Cheboygan— Herbert Taunt opened a cigar factory here. Hudsonville—H. Telgenhoff has opened a blacksmith shop here. Frankfort—Custer Carland has en- gaged in the fuel business here. Howell—A. J. Parker & Co. have engaged in the furniture business here. Burnips Corners—John Kronenberg succeeds the John L. Post Co. in gen- eral trade. has Eaton Rapids—J. W. Allison, for- merly of Colon, has opened a bazaar store here. Sherman—C. L. Ferguson, formerly of Copemish, has engaged in the gro- cery business here. Chippewa Lake—Osborn & Ward have engaged in general trade in the Whaley store building. Otsego—C. F. Strutz has sold his stock of shoes to an Eastern buyer and discontinued business. Holland—Mrs. William Kaiser has engaged in the grocery business at 372 West Sixteenth street. Benton Harbor—The Upton Ma- chine Co. has increased its capital stock from $30,000 to $75,000. Empire—M. P. Horen is building a cement block livery and feed barn, which he will occupy this fall. East Jordan—Mrs. Rose Steffes has sold her cigar factory to Lee Murphy, who will continue the business. Holland—Louis Padnos has engag- ed in the clothing business under the style of Safety First Clothing Store. Houghton — The Smith Wagon Brake Co. has been incorporated with an authorized capital stock of $15,000. Reese—C. H. Childton, recently of Chesaning, has purchased the hotel and will continue it under the same style. Kalamazoo—Daniel Aach has re- turned to the city and engaged in the clothing business at 126 Portage street. Grand Ledge—iWard A. Davis, deal- er in confectionery and cigars, was married Sept. 30 to Miss Lucile H. Ripley. Holland—Thieves entered the John J. Rutgers Clothing Co. store Oct. 4 ‘and took away clothing valued at about $75. , Riverbank—Benjamin A. Courtney has purchased the M. W. Martz stock of general merchandise and will con- tinue the business. Jackson—Thieves entered the Carl G. Trumble drug store September 30 and took cash and merchandise to the value of over $100. Jackson—H. B. Storey, recently of : Detroit, has purchased the Loud hat stock and will continue the business at the same location. Marquette—Sam_ Apostle, of Ish- peming, will open an ice cream parlor and confectionery store in the’ opera house block October 15. i Tecumseh—P. G. Heidenrich has sold his stock of bazaar goods: to F. M. Smith, recently of Ypsilanti, who will continue the business. West Windsor—F. C. Spears has sold his stock of general merchandise and produce to Irving J. Decker, who will continue the business. Springport—Stillman J. Hammond, of S. J. Hammond & Son, dealers in general merchandise, died at his home Oct. 4, after a short illness. Mason—Thomas Thorburn, dealer in agricultural implements, has filed a petition in bankruptcy. Liabilities, $6,054.56. Assets, $6,700.84. Jackson—L. B. Cowley, who recent- ly sold his stock of shoes, has re-en- gaged in business at the corner of Mechanic and Cortland streets. Holland—The Holland Bakery Co., West Eleventh street, has installed a moulding machine with a capacity of 1,000 loaves of bread per hour. Reed City—The shoe department of Gerhardt Bros. department store will be continued at the same location by Gideon Gerhardt, who has taken it over. Ellsworth—W. W. A. Wolf & Son have opened a new drug store at 1154 South Divi- sion avenue, four doors north of Hall street. W.C. Wolf, the manager, for the past summer has had charge oi Van’s Pharmacy, corner of Hall and South Division avenue. ——_~--. Flint—The Walker-Weiss Axle Co. has increased its capital stock from $150,000 to $300,000. command $1@ This week will wind up red, The Grocery Market. Sugar—Two of the New York re- finers have reduced their price on granulated to 6%c, but the other re- finers are still holding for 6%4c. The margin between the present price ctf raws and the selling price of refined is much too large, but the refiners are not getting the benefit of this be- cause they are working on raw sugar for which they paid much more than 5c. The outlook for sugar is down- ward and a 6c market is now very generally predicted by January 1, if not before. Home-made beet granu- lated is being offered in Chicago as low as 534c, which shows more than the usual difference between beet granulated and regular refiners’ gran- ulated. The crop this year will be about 100,000 tons below last year, which is by no means all due to the lowered tariff. Coffee—The market is still in an unsatisfactory condition from the holders’ standpoint, although not so bad from the buyers’. Values in Rio and Santos coffees are easy. Nobody is buying coffee except for immediate wants and the situation is as usual when sellers are more anxious to sell than buyers are to buy. Mild cof- fees are also easy and not very active. Java and Mocha grades are unchang- ed and dull. Canned Fruits—The market for No. 10 apples is weak. There are reports current of offerings at prices much under previous quotations. Buyers remain indifferent, and little business results. California prunes on the spot are dull pending deliveries of new pack. Southern fruits are neglected and nominal. Canned Vegetables—Tomatoes are unchanged. There seems to be no important demand from the jobbing trade in this quarter, and, although it is reported that the packing sea- son is virtually ended, many of the canneries having permanently shut down because of the lack of raw ma- terial, the need of ready money felt by some of the packers is inducing them to seek a market at some con- cessions from the generally quoted prices. Results of the 1914 corn pack are still uncertain, but from reports received in the trade here it is indi- cated that the total season’s output will be below normal. Fancy Mary- land-Maine style will fall short of the average, but lower grades will be well up to the output of 1913. The Maine pack has been greatly curtailed, if not actually ended, by extreme cold weather. There is no pressure on the part of packers in any quarter to sell and, while buyers seem to be indif- ferent, the general tone of the market is firm. There are no new develop- ments in any other line of canned vege- tables. The demand for immediate or forward shipment is light, but, while ‘prices are nominal there seems to be no pronounced selling pressure in any quarter. Canned Fish—There is little move- ment reported in spot or forward shipment salmon, but the market is steady on the basis of previous quo- tations. Domestic sardines are still unsettled. The pack so far has fal- len far short of that for the corres- ponding period last season, but pack- ers seem to be able to keep up with their orders, as the demand is not urgent. It is stated that there is no accumulation of stock in the -hands of packers, and there is a disposition in some quarters to restrict current offerings so that some stock may be stored to meet winter requirements of consumption: In some quarters the feeling prevails that conditions warrant much higher prices than those now prevailing, and an early advance in quotations would cause no surprise in the best posted circles. Imported sardines are going steadily into consumption at quoted prices, the market being firm under limited supplies. Dried Fruits—Prunes are dull, with most of the trade: expecting lower prices, particularly if the demand does not improve. Peaches are still very cheap, but dull, and apricots are dull at unchanged prices. Raisins are unchanged. The California combina- tion announces that it sold more than half the crop at the opening, in spite of the large previous sales of 1913 reprocessed goods. Currants are un- changed on spot. Other dried fruits, citron, dates and figs are still scarce and high but unchanged for the week. Prospects point to about the usual supply of dates, in spite of the war, but the outlook is not quite so certain as to figs. Molasses—The market is quiet and firm at quotations, the demand on contracts being good for this time of the year. The grocery grades are well maintained on the expectation that the New Orleans crop will be smaller. Blackstrap is steady and in- active, the demand for feeding pur- poses being still light. Sugar Syrups—The sugar syrups are quiet and steady. Offerings are moderate, especially of the better grades. - Rice—New Orleans advices state that the local market for rough rice is quiet. Buyers and sellers are apart, which also is the case in the country. Mills are running out of supplies and some are now on the point of closing down. Brokers are of the opinion that the shortness of supplies may stimulate prices. Cheese—The market is steady and unchanged, with a fair consumptive demand. Stocks are reported a little heavier than a year ago. The quali- ty arriving is very good and_ the market is fairly healthy at present prices. Provisions—All cuts of smoked meats are in normal consumptive de- mand, at prices somewhat higher than usual for the season. A decline is likely as the season advances. Pure and compound lard are barely steady and if they change at all will prob- ably decline. Barreled pork, canned meats and dried beef are all firm and unchanged, with a moderate demand. Salt Fish—Norway mackerel are coming in now, at prices that show no change from last week. They are wanted. Cod, hake and haddock are unchanged, being high in price and fairly active. DETROIT DETONATIONS. Cogent Criticisms From Michigan’s Metropolis, Detroit, Oct. 6—Learn one thing each week about Detroit: One De- troit plant turns out 6,000 spectacle frames daily or an annual output of 1,800,000. These are shipped to all parts of the world. “Ask clubwomen to wear’ cotton gowns,’ reads a headline in a daily paper. We are pleased to say that it is really unnecessary to ask the wife of the Detonation scribbler—she always does. W.R. Twiss, druggist of New Haven well-known in Detroit, narrowly es- caped death in a fire that destroyed a portion of the business section of the town. The fire originated early Thursday morning, spreading with great rapidity and Mr. Twiss and fam- ily, who live over the store had bare- ly enough time to escape in their night clothes. While regretting the loss to Mr. Twiss occasioned by the fire the Tradesman in common with the many friends of the druggist and his family are thankful that the fire did not prove more serious. Jordon, N. Y., has a copy of a news- paper printed over 100 years ago in Buffalo. Now we have an idea where some of the jokes published to-day come from. If you are satisfied with the frater- nal order you belong to and the work it is carrying on, vote NO on the amendment to the insurance laws on November 3. Leo Spellman, of Runner & Spell- man. of Shelby, was a business visitor in Detroit last week, incidently at- tending a joyfest in honor of Gover- nor Ferris and Democratic party at- taches, called by local and State pa- pers a Democratic convention. That Mr. Spellman hails from a_ healthy burg is attested by the fact that the ‘writer, who had occasion to dine with him, after eating a full sized meal, read through a pair of newspapers, took a fifteen minute nap, smoked a cigar and chatted several minutes with friends—and others—while the gen- ial merchant from Shelby continued to eat. If our entire family had such an appetite our expenses would be almost nothing—the poor house would be obliged to entertain us. A. Rosenthal, dry goods merchant of Albion, was in the city on busi- ness last week. To those who prayed for peace last Sunday we hope our family was in- cluded in the prayer. A business announcement that will prove of interest to many in all parts of the State is that of the reorganiza- tion of G. H. Gates & Co. G. itl. Gates has retired and his work as credit man and Secretary-Treasurer will be filled by Harry Wright. E. D. Stair has also sold his interest in the business to the new organization, that will be known as the Wright- Fendler-Pike Co., all of whom have been connected with the firm since its inception several years ago. Russell Waddell, Ferd Fendler and John Cad- dy, road salesmen, and Fred Wright house salesman, all become stockhold- ers of the new firm. Every member of the organization is well-known to the hat and cap trade of Michigan and, undoubtedly, the change will give the already well established busi- ness an added impetus. H. H. Snider, of North Star, was ' a business visitor in Detroit last week. In a previous issue of the Trades- man space was given to a story re- garding an automobile accident in which Bert Sweet was named as one of the principals. Later we were in- formed that Mr. Sweet was far from the scene as described in the story. At this time we wish to state that at no time do we write any stories that might prove derogatory to anybody’s character—we write our stories plain and presume that we leave no oppor- MICHIGAN TRADESMAN tunity for readers to use them as pet guessing columns. A mistake in the name of the participant—whose name now remains a mystery—was responsi- ble for a well meant story. Besides the aviators there are sev- eral others in Europe who are up in the air, The Detroit Accessories Co. has taken quarters at 870 Woodward ave- nue. The company was recently or- ganized by W. M. Hogle, former salesmanager of the Republic Motor Truck Co. General C. R. Hawley, of Bay City, head of the Bay City Cash Dry Goods Co. and R. Hawley & Co., Bay City, and C. R. Hawley, Alpena, all large department stores, was in De-. troit on a business trip last week. Why pray for peace? Do not all the contestants in Europe report the situation as satisfactory? Dry goods and department stores are more and more coming to recog- nize the efficacy of special infant wear departments. One of the best forms of advertising for this feature that has come to the notice of the writer was that conducted by Gilmore Brothers, of Kalamazoo, last week. An open- ing was advertised for this depart- ment and thirty living models, all bright rosy cheeked children were on hand to demonstrate the different ar- ticles of wearing apparel that includ- ed everything from a dress to a trim-. med hat for the little lassie. Miss Kate Wheeler Henderson is the enter- prising manager of the department. If the football teams are lacking good kickers, we might suggest a few traveling men and a “chronic” one from Mears, Michigan. One of Detroit’s youngest mer- chants and ex-traveling men who had made a success of the latter calling and is making a decided success in the former field is Arthur J. Gibson, pro- prietor of two exclusive rug, carpet and drapery stores at 1467 Gratiot ave- nue and 552 Dix avenue. Arthur, who is barely twenty-five years old, re- ceived his early training in the carpet and rug business when he was con- nected with Edson, Moore & Co., at the age of 16 years. After he had been with that concern for a short time his ability as a salesman was rec- ognized and he was soon appointed a special salesman, representing the car- pet department. This position he fill- ed with success and continued with the house until about two years ago, when he engaged in the business he is now carrying on with such marked success. Not content with local busi- ness alone, Mr. Gibson is slowly but surely building up a substantial mail order business. The style of the firm is the United Rug Co. Danger! warns the Michigan Fra- ternal Voters’ League. Vote NO on the proposed constitutional amend- ment. M. Plain, general merchant of Cros- well, was in the city on a business trip last week. “Traveling Man Source of Profit to Retailer” reads a Tradesman headline in last week’s issue. And judging by the prices charged en route, the traveling man must be a source of profit to others also. Judging by the wal Hotel Inspec tor John Thorn is prodding some of the delinquent hotel keepers in Michi- gan, there is spmetiite in a name after all, A new garage has ie opened next to the Masonic Temple and will be known as the Temple Garage. R. J. Guy will act.as manager. A. Bowles, Minden City merchant, was in Detroit on a business trip last week. From the mercantile business or traveling salesman’s profession to the real estate business seems to be the most logical jump in Detroit. Many former business men in other pursuits and ex-traveling representatives are now engaged in the real estate busi- ness and in most cases are successful. Among the latter class is Fred J. Keil, Jr., former dry goods salesman repre- senting Burnham, Stoepel & Co. for a number of years both in the city and State. Mr. Keil is associated with F. S. Stoepel & Co. in the New Dime Bank building. Mr. Stoepel was also formerly connected with Burnham, Stoepel & Co. and has made an en- viable name in real estate circles for himself. Both Mr. Stoepel and Mr. Keil are well-known to many mer- chants throughout the State. The friends of both young men will, un- doubtedly, be pleased to hear of their success in their new field of endeavor. Last Saturday Frank Hutchinson, the jolly veteran traveling man who represents A Krolik & Co., was tell- ing what was supposed to be a semi- religious story. According to the big fine feeling fellow, the principals in the story were a Hebrew priest and a Catholic rabbi. And still the wielder of the blue pencil—in other words the editor—accuses us of knowing nothing about religion or anything pertaining thereto. Must be he never heard of big Frank Hutchinson. One advantage of the Russian names is that the poets cannot find words to rhyme with them. “Jack” McDermid, of Columbiaville, was in the city last week on a com- bined business and pleasure trip. Jack is now assisting his father, B. E. Mc- Dirmid, in the management of his general store. Until a few months ago Jack was employed by Burnham, Stoepel & Co. and anyone who ha: lived in Detroit has at the very least got to return to take a look period- ically. While living in Detroit Mr. McDermid made many friends who are always pleased to see him. . Mulleavy, formerly of the Highland Auto Sales Co., is now con- nected with the Loveland Co., corner of Palmer and Woodward avenues. Mr. Mulleavy is a veteran in the au- tomobile business and is well-known in Detroit and to many of the auto- mobile people in other parts of the country. There are thirty-three varieties of olives grown in the world which is our idea of nothing to worry about. H. L. Proper, of Grand Rapids, wishes to deny through these columns that he is dead; in fact, just to prove he isn’t dead he smoked a cigar in our presence. Here’s how the story got abroad regarding the demise of this agile young man: Mr. Proper was formerly manager of the mer- cantile department of the R. G. Pet- ers Salt & Lumber Co., at East Lake. When the plant closed down perman- ently a short time ago he moved to Grand Rapids where he is now man- aging the grocery department of the I. M. Smith Co. When the pope died, some one who first heard the news mentioned it to a neighbor who was slightly deaf. The neighbor understood this informant to say “Proper” in- stead of “pope.” Everybody in East Lake and vicinity knows and likes Proper and in a few minutes the news had spread announcing that Proper had gone to his reward. H. L. says there’s nothing to.it whatever, and by beck, we believe him. J. B. Sperry, of Port Huron, was in Detroit in the interest of his de- partment store. Several hundred advertising mer and manufacturers invaded Detroit last week. Besides the manufactur- ers who are interested in the adver- tising men’s work, there were 600 Ad- craft members present. The slogan of the meeting was “Sell America First.” Speeches were made by some of the greatest advertising experts and newspaper men in the country. Other business places that were de- stroyed by the fire in New Haven that nearly cost W. R. Twiss and fam- ily their lives were S. T. McCallum, hardware; Sanford Bennette, gro- ceries; Claude Tessman, barber shop “Mack avenue, October 7, 1914 and pool room; Chas. Kielblock, ga- rage; the Bates hardware store and other buildings and barns. Owing to the close proximity of New Haven to Detroit, many of the business men are well known to local jobbers and manufacturers. William C. Marx, druggist, 1641 accompanied by his wife, has returned from a two weeks’ trip “through the South. The opening party of the season given by Detroit Council proved more successful than was anticipated. Or- dinarily, the early parties, owing to the mild weather, are not conducive to bringing out members and their friends. Last Saturday night proved an exception to the rule and a good sized crowd was in attendance. “Evidently,” says Joe Kain, “the bottom has fallen out of the lumber market, judging by the huge planks attached to each key that belongs to the Whitney Hotel in Ann Arbor.” From which we should judge that “Hildy,” the popular boniface of said hotel, is taking no chances on the boys carrying away the keys to the rooms. The above remark attributed to Joe Kain was not made by Joe Kain. “Buck” Murray was responsi- ble and requested that we place the blame on the son of Erin. Detroit is not the only city which is having new and up-to-date stores built. From Caro comes the report that Turner & Riley, the well-known hardware merchants, are having a fine new store erected, which, when com- pleted, will be one of the largest and finest equipped hardware stores in the humb. The war in Germany will not af- fect the local rubber stamp business to any extent. It is understood that there were sufficient stamps on hand reading “Made in Germany.” J. M. Wetmore and Hugh S. Quinn, two young men who are very well known automobile dealers, have tak- en the agency for Saxon cars in the Detroit territory. The organization known as the Wetmore-Quinn Co. is located at 279 Jefferson avenue. Con- nected with the company is R. H. Pettibone, who has been’ connected with the sale of Saxon cars for some time. Wafted down from the Thumb is the news that George E. Paige, the Deckerville hardware merchant, has just returned from a four weeks’ mo- tor trip through Illinois, Missouri and Indiana. Mr. Paige was accompanied by his family and, according to our informant, all returned looking “fine and fit.” J. Cuekie has opened a new dry goods and furnishing goods store at 611 Riopelle street. Last Saturday Sidney C. Pungs (Burnham, Stoepel & Co.) attended the ball game. During the course of the game the management, because some one presented Sid with a num- ber, handed him a ticket for the game following. While Mr. Pungs is other-. wise normal and his faculties are in good repair and condition, we cannot helps passing the remark that he is a fool for luck. George Gougeon, proprietor of a department store in Bay City, accom- panied by his wife and Charles Mil- ler, was in Detroit last week on a busi- ness trip. The Kline Co., which conducts a large ready-to-wear store on Wood- ward avenue, celebrates its third an- niversary in Detroit this week. The special feature of this store is the sixth floor, which is devoted to children’s wear exclusively. The walls are cov- ered with nursery pictures done in water colors. One section contains a play ground with swings, etc., for the children. Toys were given as souve- nirs. Robert H. LaPorte, formerly of the Franklin Automobile Co. and_ the Hartford Rubber Works, has been ap- pointed traveling representative for the Scripps-Booth Co., of this city, see October 7, 1914 and will represent it in the Southern and Eastern States. . Frank Minnie, of Port Huron, rep- resentativ: for Edson, Moore & Co., man of means and ardent U. C. T. supporter, was in Detroit last week. Frank’s name may be Minnie, but he’s a shark when it comes to salesman- ship and making and holding friends. Bill Dillon, Standart Brothers’ rep- resentative, while in Ubly last week attended a chicken supper. Do not misunderstand us, dear readers, the church supper was given by a society and not by chickens. At- tending a chicken supper is not worthy of special mention be- cause traveling men do that at every opportunity, because the change from the usual hotel fare is most pleasing and again the saving is from 25 to 50 cents. Where Bill comes in for the special mention is the fact— so we were informed but have not offi- cial proof—that at the supper he ate three chickens. What would such an Irishman do if he were turned loose into a family mess of corned beef and cabbage? The Detroit Convention Bureau has booked several conventions as far ahead as 1920, which shows that some organizations are so anxious to meet in Detroit that they will take no chances. John Howard, well-known as the manager of the Boyce Hardware Co., of Port Huron, resigned his position with that company on October 1 and will leave with his mother for Flori- da on October 15 to personally look after some fruit orchards owned by the family. The news that Mr. How- ard is to move to Florida will be re- ceived with great regret by his many friends, but all hope to have him _re- turn if for no other reason than to again clasp hands with them, which, by the way, will be some undertaking because his friends can be counted by the score. Adrian, noted throughout the coun- try as belonging to the “select” pro- gressive cities, is holding a gala week beginning to-day. The merchants have donated the use of their store windows for the display of the prod- ducts of the factories and farms of Lenawee county... The celebration, which is given for the benefit of the county, will continue for three days, 7, 8 and 9, and will end with a mas- querade on the city’s down town streets on Friday night. As a city of hustle and advertising methods the example of Adrian might well be emu- lated by other towns. It pays to ad- vertise and get in personal touch with the residents of the local and sur- rounding territory to a market by the business men. The merchants of Adrian are responsible for the festi- val Ralph P. Merritt has joined the sales force of the King Motor Car Co. and will act as district sales manager in Northwestern Ohio. The acquisi- tion of Mr. Merritt should prove a boon to the King Co.. as he is an au- tomobile man of ability and energy. After the war is over some of our American heiresses will still possess a title, but then, possible, that will be enough to suit some of them. P. C. Miles. general merchant of Amy. was in Detroit on a business trip last week. The Hyatt Roller Bearing Co. has purchased the vacant property at the southwest corner of West Grand boulevard and Cass avenue and will erect a general office building. Fifteen hundred men interested in the motor trick industry, both as users and manufacturers. will attend the convention of the Motor Truck Club of America this week. The con- vention will be held beginning Oc- tober 7 and lasting until October 10. The Naughton-McKay Electric Co. has leased the building at 70 Jeffer- son avenue for a term of twenty years. The building was leased by John Naylon, who occupied it for a MICHIGAN TRADESMAN number of years for his saddlery hard- ware business. The allies will furnish individual towels to each of its soldiers, instead of the “company towels.” Looks as if they have some traveling men in the army. Called up F. J. Moutier, Grand Con- ductor of the U. C. T. of Michigan, for some news items. “Nothing out this way,” said Fred. “Only excite- ment I’ve had was that I had to climb a tree to bring down my cat.” Which takes up just as much space as a fun- eral notice and isn’t near as_heart- rending. At a party given by Council, No. 9, last Saturday night it was custom- ary to encore after each dance. After one particularly pretty dance, accom- panied by a catchy bit of music, it was noticed that the traveling men did not encore. “What is the reason?” asked a young lady who attended the party. “Oh,” remarked “one” of them, “the men were dancing with their wives.” The Ellis Engine Co. has leased the new factory owned by Stand & Bridge, for a term of ten years. The building is located on East Grand boulevard and Oakland avenue, has a frontage of ninety feet, is 110 feet deep and contains 2,000 square feet. S. B. Rice, general merchant of Elk- ton, where he has been in business for a number of years, was in De- troit on a business trip last week. From Shelby comes the news that Milton Steindler, the talented contrib- utor to the Tradesman, would score a greater success as a pop corn vendor if he dressed for the occasion. Un- doubtedly, M. S. will understand the foregoing statement better than the writer or the readers do. Sam Foreman and R. F. _ Beach, well-known local automobile men, have taken the Universal Motor Truck Co. agency for Detroit and Wayne county, the offices being located at 500 Theodore street. Henry Lipshield, the well-known Onaway clothing merchant, was in Detroit last week attending his wife, who underwent a serious operation at one of the local hospitals. Mr, and Mrs. Lipshield’s many friends will be pleased to hear the operation prov- ed successful and that Mrs. Lipshield is entirely out of danger at this writ- ng. The P. O. recepits do not show any signs of a business depression in De- troit. They show an increase of $18,- 236.59 over the month of September, 1913. The receipts for September, 1914, were $265,428.09, and the P. O. makes a good business barometer, say we. Begging a customer for an order would hardly make a man subject to the vagrancy laws. Alfred Easter, manager of the De- troit Creamery Co., left last week for a business trip in the East. One of the nicest little pastimes in- - dulged in by the political candidates is that of assailing, verbally, their op- ponents. Cadiliac Council holds its regular monthly meeting next Saturday night, October 10. It is earnestly requested that as many members as possibly can attend, as matter of vital import- ance will be brought before the Coun- cil. Charles Klaffke (Burnham Stoepel & Co.) in a spirit of mirth, at a party last week introduced his feminine com- pany as his wife. Naturally, the mar- ried men present could see nothing mirthful connected with such a joke —it looked more like a tragedy to them. We still maintain that the present officers of the Detroit U. C. T. coun- cils are not responsible for any of the work connected with writing the Detonations page. James Mosteilar, manager of the Saginaw office of Edson, Moore & Co., was in Detroit last week. I. Carroll, chief of the reception committee for Edson, Moore & Co., and one of the most popular employes of that house, says that she (I stands for Irene) once knew a fellow. that never made but one mistake—and that was the biggest mistake a person can make—doing nothing. Again let us remind you to vote NO on the constitutional amendment to the insurance laws and tell your friends to vote NO and tell them to tell their friends to vote NO. The A. C. Knapp Co., manufactur- ers of automobile tops, slip covers and hood warmers, has purchased the factory and equipment of the Michi- Buggy Co. The acquisition of the new factory makes the Knapp Co. the largest manufacturer of its kind in the State. The general offices will be retained at the original plant, 1735 Mt. Elliott avenue. Carleton E. Worfolk, formerly of the H., M. & R. Shoe Co., of Toledo, has been appointed advertising man- ager of the Regal Motor Car Co. Mr. Worfolk, who is well-known in the city, where he formerly lived, was a former newspaper man. Another pleasing feature of this good old United States of ours— Tt is 3,000 miles from Europe. James M. Goldstein. ——_ +. —___- Honks From Auto City Council. Lansing, Oct. 6—John Newton, formerly with Perry Barker Candy Co., is now working the city trade for Graves & Evans, at Battle Creek. James F. Hammel was present at our Council meeting last Saturday night and gave a very comprehensive address on the proposed amendment to the constitution relative to insur- ance and explained in detail why we should vote against it at the coming election. Mr. and Mrs. George O. Tooley vis- ited relatives at Ovid yesterday via the gasoline and rubber route. Two punctures and one blowout were the only difficulties experienced. Mrs. D. J. Riordan and children have returned from a two weeks’ vis- it at Chicago. From reading last week’s issue we infer that a very good way to com- mit suicide would be to write some poetry for the Tradesman and deliver it personally. Within the next few months Jack- son will lose one of its foremost citi- zens and Council No. 51 will be col- lecting dues and assessments from an- other non-resident members. (Mr. Pringle will move to Mulliken.) Edward D. Glancy, one of the prom- inent members of our Council, di- vides his time with two different firms and is meeting with splendid success in both lines. Eight months of the year he represents the Michigan Knit- ting Co. and the remainder of his time is spent with the Michigan Skirt Co. Mr. Glancy attributes his continued success to the reason that when times are dull he confines his efforts to the small towns rather than the large cities. Sidney De La Vars (Grinnell Bros. Co.) stood the required test last Sat- urday night and is now a full fledged U. C. T. and a member of our Coun- cil. He leaves this week for a three months’ trip through the Eastern States. F. D. Engle (Alma Motor Truck Co.) is meeting with continued suc- cess in his new line, and, incidentally, is getting to be something of a driver. Yesterday he brought through from Alma to Lansing one of the largest in the line, and we accepted an invi- tation to ride with him from _ St. Johns, a distance of twenty-two miles, which was covered in one hour and ten minutes. Some truck. Mrs. F. H. Hastings went to Indi- ana last week to meet her husband and will travel with him for ten days. Fred covers his territory with a ford car and is finding better success that he expected. 7 By reason of a complication of er- rors on the part of a local laundry and the absent-mindedness on the part of D. J. Riordan, a good joke is going the rounds. If you ask Dan about it he will pass over a good cigar rather than explain. The familiar sight of seeing E. J. Evans" (the veteran traveler of our Council) with candy samples may be seen again in the near future. Begin- ning sometime this week he will so- licit orders for the Perry Barker Can- dy Co. in territory formerly covered by John Newton, now with Graves & Evans of Battle Creek. The Lamb Hardware and Imple- ment Co., of Vermontville, recently disposed of $1,000 worth of kitchen ranges in three days, following a lit- tle clever advertising. A very enjoyable event in the U. C. I, realms occurred last Saturday night, the occasion being the first Bohemian supper of the season served by our Ladies’ Auxiliary just previous to opening the Council meeting. H. D. Bullen. —~++ Ernest I. Bates, formerly in the musical instrument and sewing ma- chine business at 843 South Division avenue, has opened a grocery store and meat market at 841 South Division avenue under the style of the Peoples’ Cash Grocery & Market. ——_~--<.___. W. H. Potter has purchased the grocery stock of Max and Emma Birkholz, 609 Lyon street. Mr. Birk- holz states that he contemplates open- ing another grocery in the city and is looking about for a favorable loca- tion. —_+->—___ Max Drucker, shoe dealer at 446 Bridge street, has opened a branch shoe tore at 355 South Division ave- nue under the management of his son, Jake Drucker. —_+++—___ The Proudfit Loose Leaf Co. has increased its capital stock from $20,- 000 to $60,000. —~++.—__ Objections Did Not Apply. She—Oh, mamma objects to kis3- ing. He—Well, I’m not kissing your mother, am I]? —_++.____ In the District Court of the United States, Western District of Mich- igan—Southern Division. In the Matter of Mrs. W. S. (Nellie R.) Godfrey, Bankrupt. Notice is hereby given that, in accord- ance with the order of this Court, I, or the trustee hereafter to be elected, shall sell at public auction to the highest bid- der on Friday, the 16th day of Qctober, 1914, at two o’clock p. m. at the store formerly occupied by said bankrupt, at Hastings, Barry County, Michigan, the stock of merchandise, store furniture and fixtures, and the accounts receivable of said bankrupt. Said assets are inven- toried at cost price at $6,207.06, and are appraised as follows: gentlemen’s fur- nishings $1,898.67, hats and caps $520.72, clothing $1,376.60, furniture and fixtures $170.00, accounts receivable $225.00, total $4,190.99. The stock is in excellent shape, and considering the condition § thereof the appraisement is regarded as quite low. - Advantage of Proctecting the Jaw. The vulnerable point of the prize- fighter for which his opponent reaches at the first opportunity is the jaw. One good punch in that locality, and down goes the aspirant for the cham- Pionship with his hopes blasted for that occasion at least. So well understood is this fact that the merest novice in the prize ring guards his chin as jealously as pos- sible, while he is watching for an opening to reach the other fellow's jaw. If business men could imbibe a little of this idea it would be for their good. In another way they are often “put to sleep” because of the exposed jaw. In other words, they talk too much. It is a good thing to be a fine and fluent conversationalist, but it is an- other thing to talk too much about your own affairs and those of other people. Unless you are very sure of your ground it is better to be of a ftir- ing nature than a too prolific talker. If you put in your oar where the sub- ject is one with which you are not familiar you are likely to utter words of foolishness, and you get the repu- tation of having very little sense. A man is judged largely by his words. If he says few, and they are to the point, he will come out all right. If he lets his tongue run away with him just because he has an un- quenchable desire to hear himself talk, he offers an opening for some one to come back at him and show up his ignorance. This is hitting him on the jaw, and it hurts. If there was a way to get a census of foolish talkers some of us might be surprised to see who were listed But always. October 7, 1914 therein. Because, until he gets the return blow in some manner that he cannot fail to recognize, the man with the unbridled tongue is too con- ceited to know just how many kinds of an ass he is. .That is one of the troubles—the knockout comes to his business, but he does not realize that his own “chinning” was the cause. Tell the public what it has a right to know about your business, but don’t unload your private affairs for general inspection. Above all things, do not talk about other people in an uncomplimentary way. Where you cannot say good things about them, say nothing. On the other hand, coarse flattery, easily spotted as in- sincere, is to be avoided. In every possible manner keep your jaw protected. It has a way of thrusting itself out that invites trou- ble. There is no person qualified to talk with authority upon every possi- ble subject, so there must be a time for silence as well as for speech. It is much better to have people think you stupid because you do not talk, than to have them know you are a fool because you do. ——_e--o Hadn’t Time to Wait. A retail dealer in furniture doing business in one of the towns in Northern Indiana wrote to a firm in Grand Rapids ordering an assortment of chairs. The company wired him: “Cannot ship chairs until you pay for your last shipment.” “Unable to wait so long,” telegraph- ed back the dealer; “cancel order.” 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 October 7, 1914 Manufactured Under Sanitary onditions Made in Eight Sizes eS J ohnson Cigar Co. Makers Grand Rapids, Mich. 16 THE NEW HOME Of the Grand Rapids Shoe and Rub- ber Co. Above is an excellent illustration of the new home of the Grand Rapids Shoe & Rubber Co. In an interview with Mr. D. T. Patton,.Manager of the corporation, the other day, that gentleman remarked: “T lay special emphasis on one fea- ture of our work—that it is intensive rather than extensive. We are con- stantly studying the map of Michi- gan, Northwestern Ohio and North- ern Indiana, with the idea in view of working every town in the terri- tory. Of course, we cannot. state au- ofthoritatively, as we really have no way of ascertaining the facts, but we _ believe that we sell goods in more Michigan towns than any other shoe or rubber dis- tributor making the territory, whether that distributor is located in Michi- gan or outside. At any rate, this is our ambition, and there is hardly a community from which we do not re- ceive a substantial business. We work the Thumb district very thoroughly and the towns up along the ‘coast between Saginaw and Alpena to the North. “As you know, I have been here not quite three years. In that time we have nearly doubled our business. While some have looked upon the year 1914 as one for which there is legitimate reason for a falling short in sales, yet in spite of this fact our business is keeping up. We attribute our growth to the constant addition of new accounts to our already long list of accounts. “We are the largest distributor of rubber goods in this territory, and I do not think that it would be amiss to mention the fact that we dis- tribute the Hood rubbers, which are made by a very large and financially strong corporation independent of the trust. I have no desire to say any- thing unkind or sneeringly of the trust, but the fact remains that the Hood line is the largest rubber cor- poration outside of the trust and that it operates a mill which is consider- able larger than any of the trust mills. “In our shoe lines we have adopted the policy of specializing. We do not endeavor to carry everything that might be wanted in a shoe store, but we are concentrating our attention on some of the vital and important lines that every shoe dealer must have. This has made our specialty lines of shoes very active lines with us, and-we have attracted a good deal of favorable attention from not only the small dealers, but from the large high-class dealers of the city stores. “The building we formerly occu- pied did not afford us the room and was not arranged for the most effi- cient handling of our orders. You notice the signs in our store which read Service First. These signs really mean something. We _ have them posted in prominent places on every floor in our building through- out the stock rooms. We make a spe- MICHIGAN TRADESMAN cial effort to impress upon all of our people that we do desire to render quick and efficient service, and in this respect we believe that we are ac- complishing great results; therefore, when we found that we could secure quarters which would not only give us more room, but in which the room was much better arranged, we made the move. “To illustrate one point in connec- tion with efficiency, in handling or- ders, I will say that in our former location the elevator was at the back of the building, that is, at one end, whereas in our present location our elevator is at the side of the building so that whereas formerly an order filler might have to travel 100 feet to a case of goods, and 100 feet back The True Test of Civilization. Kalamazoo, Oct. 6.—You have been at great pains to bid your readers remember the culture of Goethe, Beethoven, etc., which you suggest is latent at the moment, but which I claim has disappeared from modern Germany. The utterances of Bernhardi and Treitschke are not the opinion of spe- cialists. Bernhardi, following the ex- ample of Treitschke and taking his inspiration from Houston Stewart Chamberlain, holds that it is the heav- en-sent task of the German race to rule the world and force German cul- ture upon it. By military force this great object is to be obtained. These views are shared hy Harnack, Eucken, and Haeckel, and there are to be found in the Treitschke-Bernhardi school the majority of German professors, journalists, pamphleteers, poets, dramatists and scholars. The works of the Goethe, Bee- The New Home of the Grand Rapids Shoe and Rubber Co. again, with the present elevator ar- rangement he would only have to travel half that distance; added to this is a greater elevator capacity and slightly faster moving. You can see that we are gaining a great deal to- ward efficiency. “We are conducting our business on as near a cash basis as. any whole- sale business in the city. It has been a common thing in years past to give long time and accept settle- ments by notes and accept renewals of the notes. We believe such meth- ods are methods of the past and that values are more important than long terms. We do give close prices and interesting values, and it is apparent that dealers of this part of the coun- try are sharp enough to recognize it.” — rs When a customer finds a salesperson unable to answer a question about the stock, the store suffers in reputation. thoven, etc., school have influenced Western Europe and America very little. Greece and Rome have been and still are the spiritual influence of Western Europe and America and of October 7, 1914 these, Roman culture particularly was spread by its warriors. War is a duty of citizenship, the expression of the will to live, and to realize; to be justifiable it must be the will to power of the whole nation; to be successful, it must be the nation scientifically organized to achieve its end and so realize the purpose for which it exists. In that supreme court of national missions and ideals and historic des- tinies and the will to power of a whole nation in arms, diplomatic instru- ments, treaties, conventions, etc., are mere “scraps of paper.” By war alone can a nation destroy those who resist. The proof of su- periority of a nation over another is the creation and possession of a’ su- perior power. The resolution to use that power is the proof of a superior will to power and of a more robust life-force in that nation. Success is the final justification. Failure is the final condemnation, as failure means one of two things, viz., inadequate organization of the nation or decrep- titude in the life-force. In the march of humanity, in the travail of self-revelation of the world- idea, in the expansion of the life- force, collision, strife, war, are the ordained conditions. The weaker go under, the stronger survive, and the stronger are the higher, because they survive. The higher organization not only beats the lower; it replaces it. Nations do not learn a creed or be- come saturated with an ideal in a few years. What I will call the German creed to which the German govern- ment has been true, viz., war—the na- tion in arms realizing its destiny and ideals—can be traced back a hundred years to Frederick the Great: it was challenged in Germany itself at the time by many fine intellects and politi- cal rivals to whom a Prussianized Germany was anathema; but notwith- standing, it accomplished through Bis- marck a unified German empire, and it has since then been organizing the German nation for still greater des- tinies, To-day Germany strikes for world supremacy. “World supremacy or downfall” is her motto. The whole world is now awaiting the result. The supreme test ig now on: Which is the fittest, the culture of France and Eng- land based on the Greek and Roman; the culture of the Slav; or the culture of the Prussian, blood and iron? Time will prove. I am inclined to believe that the most individually important result of a victory for Russia in Eastern Eu- rope will be the transfiguration of the Pan-Slavist movement, uninfluenced by Berlin. American. —_——_———>——___—__—_ We cannot interest others vitally m things in which we are not ourselves in- terested. This applies to advertising and to salesmanship alike. Use the long distance telephone. It brings your personality before the person to whom you are speaking. It saves time and money, saves useless trips. Prompt Service. Reasonable Rates. Citizens Telephone Company October 7, 1914 MICHIGAN TRADESMAN * 17 OUR NEDROW FAMIL 1 7 OUNCE BRAND PURE NN a : we RECOMMEND OUR PURE BREAKFAS CocoA H TURMERIC GE.SAIT ComeanY ennias AN W, But UP BY ‘o § VORDEN Grocer CoMPA™ Ive CRAND Rapios & Karamazoo MICHIGAN ~ WORDEN (GROCER COMPANY GRAND RAPIDS—KALAMAZOO THE PROMPT SHIPPERS 18 MICHIGAN TRADESMAN October 7, 1914 os) ¥34)) (« eres aon", an DM TAU Wn Ze Ws 5 us at Michigan Poultry, Butter and Egg Asso- ciation. President—H. L. Williams, Howell. Vice-President—J. W. Lyons, Jackson. Secretary and Treasurer—D. A. Bent- ley, Saginaw. * Executive Committee—F. A. Johnson, Detroit; Frank P. Van Buren, Williams- ton; C. J. Chandler, Detroit. What Michigan Towns Can Do for the Community. Written for the Tradesman. When motoring through England, three years ago, I was interested in the Old Time market places. They are usually at the intersection of the two prominent streets and quite often a special square in the center of the town. Most of them are a square stone building or a monument from ten to twenty feet square at the base, with steps on four sides to a center square, on which there is a small tower or top, such.as the one at Glas- tonbury. (See illustration.) In the older days the country peo- ple came here on certain days of the with all kinds of farm produce.: While the market may be made use of by the town people for purchasing, it is primarily an exchange among the farmers themselves. One farmer may have for sale a litter of pigs and may need two or three more cows. He goes to the market exchange on the market days, the stall being set up for that purpose on that particular day of the week and puts his piggies in the pen so every farmer may walk around . and look at them from four sides of the pen. The farmer who brought the pigs, in the meantime, is walk- ing around the other stalls or pens looking out for the cows he wants to buy. The farmer who needs pigs has the chance to look up several lots and dicker with the seller for the pur- chase of those which suit him best. As there are several lots of cows the buyer can make his deal for cows and in this way farm animals of many kinds are bought and sold. Of course, Ye Olde Market at Glastonbury. week to ctles: what they had for sale for what their neighbors might have to sell. As the country became more thickly’ populated these monu- ment market placés were too small. At the present time, if they -have a large vacant lot at or near the center of the town they use it. In several towns where they do not have the vacant lot they utilize the streets, using portable stalls, similar to the photographic reproduction of a street in Newport. On other than market days these stalls are stored away. We saw in many English towns of 5,000 people much street taken up—no traf- fic through it except on foot—and there were many stalls or small square fence enclosures containing sheep— in some, one; in others, a dozen; some with cows, calves, pigs and others the string butcher may be there to buy anything cheap enough for his use. If the farmer cannot get for his cow what he thinks she is worth he simply drives her home again and tries next, week’s market. It not only gives the farmers a chance to get rid of what they want.to sell at the best market price, but it gives’ them a chance to visit with their neighbors or farmers from other parts of the coun- try. Nor do they have such unearthly hours for market as we do in Grand Rapids, compelling the farmer to start in the middle of the night to get there and the people who want to purchase to get up before daylight. They do not get to going in good shape until about noon. These mar- kets also give the farmers’ wives and daughters a chance to market what they can make at home. We saw comforters, home made lace, knit mit- tens and socks, all kinds of home made jams and jellies. This outlet for their home work makes them more contented with their farm life, giving them an income of their own, the one sore spot of many an otherwise hap- py wife. The market days of England are given only by way of _ illustration. What brought out this communica- tion was the receipt of a letter from a Northern Michigan town, asking if I could give any information as to where to sell 100 bushels of potatoes. The .farmers around Greenville are prosperous because whether they raise ten bushels or 1,000 bushels of pota- toes they have a cash market in churches and social organizations in their home towns make tremendous profits and are to blame for the ad- vance in prices. These committees ought to be compelled to run a re- tail business about six months. Then they would change their tune. Supply and demand govern prices. Hence the merchants, by forming as- sociations and starting the communi- ty spirit, could have:a market day for the farmers to exchange products with one another. It is a far better plan than a street carnival where the money expended is taken out of town. On the other hand, going once a week to the exchange, the families do their shopping and:the home merchants se- cure the trade. This home market would encourage fhe farmers to raise Market Day at Newport. Greenville. The peach farmers around Grand Rapids can sell one bushel or 1.000 in Grand Rapids for cash. The cherry growers around Traverse City can sell one bushel or 100 because of the cash market there. Benton Har- bor small fruit farmers have a cash market for anything they bring ‘in. Yet there are hundreds of towns in Michigan that have practically no mar- ket. The farmer with a small orchard near these towns has to let rot what he cannot eat, because if he wanted to sell he would have to find out some place where he could buy barrels; then find some one in the big cities to whom he might ship, not knowing whether he should get back the cost of his barrels or not. During the summer I have driven ~ over most of Western Michigan and visited many places where they seem- ed to have more apples, more cherries or more small fruits than they needed for home consumption. When asked why they did not pick and sell them, the reply invariably was “Where.can we sell?” The present Democratic ad- ministration sends $10,000 committees traveling around the country to in- vestigate the high cost of living. After their pleasure jaunts they’ return to Washington and issue several vol- umes to show that the man to blame is the merchant, the grocer, the lum- ber dealer. mittees, these hardworking individ- uals who pay the taxes, pay for clerk hire, delivery wagons, keep up the According to these com-: appjes, pears and small fruits, as well as to raise chickens, pigs and cattle. The- merchants could afford to em- ploy a good live man with his office near the market place to keep in touch with “outside farmers and buy for the merchants’ organization nearly everything the farmers have to offer. Hundred bushel lots of potatoes, in- stead of rotting away, might be sold for cash by the manager of the as- sociation. This is true of apples, grapes, chickens, turkeys, butter and eggs. The farmers. near the town furnishing this kind of service, hav- ing a ready sale for their products, would be encouraged to conduct more diversified farming and would be more in love with farm life. By this plan, instead ot the present waste and loss, thousands of dollars might be plac- ed in the pockets of the farmers and more business created for the mer- chants of these country towns, with satisfactory price conditions. Sucn This is the Flavor that stands every test of heat or cold. Housewives and confec- tioners want e Mapleine for lasting and delight- ful flavor. Order from Louis Hilfer Co. - ¢ Dock St., Chicago, Ill, Crescent Mfg. Co., Seattle, Wash. a1 ee October 7, 1914 organizations in each farming district, furnishing the farmers with the latest agricultural bulletins, would enhance the value and products of the soil, encourage the breeding of the finer grade of live stock and the raising of poultry, fruits and vegetables. I am much interested in what the North- western Railway is doing in Wiscon- sin. Every station along its line has a big poster tacked up in every depot, about three to five feet in size, with pictures of the different potatoes, ad- vising the particular kind best adapt- ed to the soil of each particular coun- ty, and suggesting that rather than a dozen farmers raising 100 or 200 bushels of several different kinds, it would be much better and more prof- itable that all cultivate the same va- riety. The carload buyer can pay a higher price where he can ship a full car of one variety and might not be able to ship in car lots if the farmers brought in a dozen varieties. As a nation we have just awakened to the fact that in place of assem- bling from all corners of the earth, we should, by proper protective laws, fos- ter the community spirit of home manufacture, for every dollar sent abroad is a lost dollar to this country and every dollar the farmer sends to the mail order house is a loss to the merchant in his home town. Every dollar’s worth of fruit or produce that is left to rot for want of a home mar- ket is a loss to the farmer, the mer- chant and the would-be consumer. C. C. Follmer. —_+-2.—___ The Question of Food Prices. “Tt needed no Daniel come to judg- ment, hardly an opinion from the Cor- poration Counsel, to determine the right of a person who buys food, whether to sell or to consume, to keep it as long as he likes, and charge as much for it as he pleases if some- body else wants it. He must avoid making a nuisance, dealing in that which is adulterated or unwholesome, trenching upon the rights of others or combining or conspiring with others to restrain or monopolize trade for the purpose of putting up prices and increasing profit. All this is plain enough, but if any man comes honestly by any supply of food it is his to have and to hold or to part with on his own terms. War in Eu- rope makes no difference, and it would not be wise to make laws against the universal rights of property because of the ‘emergency.’ “There is nothing strange in the fact that when something is going on which is generally expected to have the effect of putting up the prices of certain commodities, those who produce or own such commodi- ties should hold on to them to bene- fit by the expected rise, or that those who trade in them should lay in an unusual stock before the prices ad- vance. It is just plain, ordinary self- ish human nature, and consumers are just as likely to buy an unnecessary quantity to escape the high prices as the dealer is to profit by them. It needs no combination or conspiracy to explain such conduct, and it can- not safely be treated as criminal. It ec Te MICHIGAN TRADESMAN is well enough to enquire into it and expose it to the common view as ‘real mean’ or greedy, and bring the moral suasion of virtuous opinion to bear upon it. ne “That is what the investigators of food prices are doing, and it is to be hoped that it will have a wholesome effect. A more practical and useful service is that of improving methods of trade and marketing in foodstuffs and utilizing them with more skill and economy. In ordinary times peo- ple do not realize how much they waste of the food supplies or how poor a use they make of what they have. They are getting some educa- tion on that line now, and if they will give proper attention to it they will find that they can live quite as well, if not better, and at as little cost, if not less, in spite of an advance in the price of wheat or of beef. They may by the same means prevent to a considerable extent the rising tend- ency of prices and set at naught the selfishness of others.”’—Journal of Commerce. ———_.-2.-—_— Cried All the Time. The conversation at a_ recent smokefest turned to the wonderful ways of the youngsters, when Con- gressman James T. Heflin was re- minded of little Tommy’s tears. Hearing a sound like fierce sobbing in the kitchen of her suburban home the other day, mother hastened to investigate and found Tommy deep in sobful distress. Close by stood brother Jimmy, two years older. “Jimmy,’ demanded the mother, looking from one to the other, “What is the matter with your brother Tom- my?” “He is crying,’ explained Jimmy, “because I am eating my cake and won’t give him any.” “That’s not nice,” said mother, se- verely. “Is his own cake finished?” “Ves, ma’am,” answered Jimmy, “and he cried while I was eating that, too.” ’ In Doubt. A man was arrested on the charge of robbing another man of his watch and chain. It was claimed that he had thrown a bag over his victim’s head, strangled and robbed him. There was so little evidence, how- ever, that the judge quickly said: “Discharged!” The prisoner stood still in the dock. amazed at being given his free- dom so soon. “You're discharged,’ repeated the judge. “You can go. You're free.” Still no move from the prisoner, who stood staring at the judge. “Don’t you understand? You have been acquitted. Get out!” shouted the judge. “Well,” stammered the man, “do I have to give him back his watch and chain?” —_+-- > It is the salesman who takes pains to find out what he lacks and then sets about filling that lack, who will be the first to deserve a raise in wages. ——__2--- An excess of “bracers” will unbrace anybody. 19 Rea & Witzig PRODUCE COMMISSION MERCHANTS 104-106 West Market St. Buffalo, N. Y. Established 1873 Liberal shipments of Live Poul- try wanted, and good prices are being obtained. Fresh eggs scarce and selling well at quotation. Dairy and Creamery Butter of all grades in demand. We solicit your consignments. and promise prompt returns. Send for our weekly price cur- rent or wire for special quota- tions. Refer you to Marine National Bank of Buffalo, all Commercial Agencies and to hundreds of shippers everywhere. Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color and one that complies with the pure food laws of every State and of the United States. Manufactured by Wells & Richardson Co. Burlington, Vt. POTATO BAGS New and second-hana, also bean bags, flour bags, etc. Quick shipments our pride. ROY BAKER Wm. Alden Smith Bldg. Grand Rapids, Mich. Watson-Higgins Milling Co. Merchant Millers Grand Rapids 2 Michigan Geo. L. Collins & Co. Wholesale Live and Dressed Poultry, Calves, Butter, Eggs and Country Produce. 29 Woodbridge St. West DETROIT, MICH. When in the market to buy or sell FIELD SEEDS Call or write Both Phones 1217 MOSELEY BROTHERS Grand Rapids, Mich. Try F. J SCHAFFER & CO. Eastern Market Detroit, Mich. EGGS AND LIVE POULTRY WRITE FOR QUOTATIONS Write or wire us when ever you have POTATOES TO OFFER LOVELAND & HINYAN CO. 236-248 Prescott St. Grand Rapids, Mich. We have seed potatoes to offer in local lots Apples and Potatoes Wanted Let us know what you have M. O. BAKER & CO. TOLEDO, OHIO The Vinkemulder Company Jobbers and Shippers of Everything in Fruits and Produce Grand Rapids, Mich. Use Tradesman Coupons MICHIGAN TRADESMAN October 7, 1914 SS ra ae Nee nN Command ede) ATPase ae the brush Eighth Lesson in Show Card Writing. Written for the Tradesman. Having attained some proficiency in layouts, the student now is eager to make real show cards. A word as to cardboards. Large stores use mostly plain white board which they buy cut in the desired sizes, very likely having the name of the establishment print- ed on. For a smaller store or for general work, mat board, which is the heavy cardboard used for picture mats, is best. It comes in sheets 30x 40 inches and in a great variety of colors and surfaces. That which has a plain smooth surface is easiest to letter on, but some ‘of the kinds that are pebbled, rippled, or otherwise var- ied from absolute flatness, lend them- selves so nicely to artistic effects that they have become very popular. These slightly roughened surfaces present less difficulty for large work than for small. Mat board sometimes is sold in a 22x28 size, but as a rule the 30x40 cuts to better advantage. For most of the cards of a store you can use a half, quarter, eighth or sixteenth of the large sheet, so there is practically no waste. The lighter weight glazed card- boards known as railroad board, show card board, etc. are good for price tickets and for very small show cards. But for larger work they are not stiff enough unless mounted on a heavier board. For cutting up mat board, the pro- fessional card writer uses a large cut- ting board, which is a great conven- ience and time-saver. The beginner, however, will likely lay out his cards with a square and cut them with shears, so he must know how to ob- viate the peculiar difficulty he is like- ly to encounter. If you are cutting through a sheet of mat board, you are almost sure to find places that crumble under the shears, and so make a ragged edge instead of a clean cut. You will not experience this diffi- culty in trimming off a quarter inch or so from the edge of a card to true it up. Suppose you want to cut a quar- ter card. Mark off the right portion with pencil and ruler and cut out quickly, not attempting to make an accurate edge. Then true up with the square, marking in 4% to % ol an inch, and cut carefully along this line. This double cutting takes a lit- tle extra time, but it enables you to make a smooth even cut with ordi- nary shears. If you have access to a pair of upholsterer’s sheats, you will find you can with them make smooth edges with a single cutting. Being large and heavy they resist the pres- sure better than common _§ shears. Some may prefer to cut their cards with a sharp knife and square. If you make large numbers of price tickets you probably will want to get a small cutting board, such as is used by photographers. Do not get small- er than a ten-inch knife, and one with a fourteen-inch knife is better. Life is too short to cut price-tickets with shears. The student should now turn his attention to color. One of the prime essentials of a ~ successful show card is a strong color contrast between letters and ground. With a white or light card, use a dark letter; with a black or a dark card, a light letter is needed. White card with black lettering is the simplest of all color schemes and for ordinary use 1t is unequaled. It is easily read, neat, quickly executed, and never clashes with the various colorings of goods. Many of the large dry goods and de- partment stores use this style almost entirely. Frequently prices or promi- nent words are featured in red. Dark blue or dark -green lettering presents a strong contrast on white, but neither is so much used as black. A black card with white letters is excellent for long service. It does not soil like white, nor fade in sunlight as do some of the browns, greens and blues. Well executed it is also very smart. However, an interior with many black cards would be too som- ber. Not a few persons object to black altogether. On a black or other dark card, a slightly tinted letter, as a very pale blue or cream, may sometimes be more pleasing in effect than pure white. Tint sparingly, however, so as not to impair the color contrast, and select a shade that does not clash with the ground. Do not try to make a card with let- ters and ground of nearly equal color intensity, as red letters on green or brown, or deep blye letters on black, for the result would be something not easily read and also very flat and un- satisfactory. Later on should you find it desirable to use a combination AF? / So Ne lacking sufficient contrast, the difficul- ty may be gotten around by shading or outlining the letters, or sometimes, if the cardboard is of a neutral tint. by darkening with the air brush a background for the lettering. But for your beginning work it will be best to stick to the idea of a strong color contrast between letters and board. A show card needs not only a well -designed layout and skilful lettering, it requires also, in order to be most effective, a neat and somewhat orna- mental finish. The student will find the simple ruled line his greatest stand-by for imparting style and fin- ish to his cards. In the last lesson the importance of keeping the lettering well centered and of leaving ample border space was urged. I have to confess that the illustrations given in that lesson do not carry out the border idea, for the reason that the instructions sent with the copy were not clearly understood by the Tradesman’s engraving depart- ment, and the borders of the orginals, which were especially spacious, were all trimmed off before the reproduc- tions were made. By another regret- table error, the two portions of Fig- ure B. in that lesson were reversed in position. It is the one on the upper left hand side of the page that is cor- rectly featured. Returning to the subject of the ruled line, it is used not only for separating the margin from the lettered portion of the card, but is called into service for underlining, etc. Often a card will be improved by a single or double card- Pr eR ene i comer be a dinads October 7, 1914 underscoring of every line of matter. Sometimes it is desirable to make one or more words emphatic by un- derscoring those alone. A slender line often makes the best possible divider where an indicated separation is need- ed, Border lines are varied in a num- ber of ways. The corners may be rounded or otherwise ornamented. A very rich handsome border may be made by use of a wide ruling with a ‘marrow one of contrasting color on each side of the wide. It often will be found unavoidable to use almost the entire width of a card for one or two lines of reading matter that are especially long. Jn any such case or whenever it may be necessary, it is allowable to break a border line, simply omitting it where it would cross the projecting work. To rule with a brush, use as a guide the side of your straight-edge that is vertical, not beveled. Hold = your brush with the thumb, forefinger and middle finger, letting it draw along on the cardboard, meanwhile holding the end of the middle finger pressed firm- ly against the edge of the ruler. This keeps the brush a certain uniform dis- tance from the straightedge, and in- sures clean ruling and an unsoiled straightedge. This is the method you will continue to use for underscoring. At first you probably will make your border lines in this way, but as soon as possible you will want to ac- quire the time-saving method of rul- ing border lines without a .straight- edge, which. is this: Hold the card firmly in the left hand. Hold the brush with the thumb and forefinger of the right hand, letting the end of the middle finger run along the edge of the card, acting as a guide. You start your ruling a proper space from a ee ae MICHIGAN TRADESMAN the edge, and keep all the muscles oi the fore part of the hand, including the middle finger, very rigid, making a sort of gauge that keeps the ruled line parallel with the edge of the card. It must be done quite rapidly. A border right on the edge may be made in this way if desired, but as a rule edge borders are not effective ex- cept for very small work: They some- times are used on larger cards, where beauty has to be sacrificed to getting can use when a lack of something of the kind would give an effect of bare- ness. The cut shows a number oi these that he will find available and ef- fective. The student will observe in advertisements, post cards and other fancy printing, little ornaments he can adapt to his use. Generally some- thing quite simple and quickly made is best, and the effect is often just as good if the execution is not too pre- cise. Ornament should b Nom Subordinate. on a great amount of reading matter. On a dark price ticket, a narrow edge border of white or light gives prac- tically the same effect as a beveled edge and is much easier for the be- ginner. Considerable practice may be nec- essary to get the knack of the quick method of ruling border lines deserib- ed above. When acquired it is very available for small and medium-siz- ed cards. For a very large card where you may wish to place the border line three or four inches from the edge it will be better to use the straightedge. For ruling, color should be consid- erably thinner than for lettering. For making a slender line, a small round brush, say a No. 7, that will not chisel, is good, although if you prefer, you can use the chiselled edge of a No. 8 or No. 10 or No. 11. For wide rul- ings flat brushes of different widths are most convenient, although not ab- solutely necessary. The small round brush referred to will be found very useful also for making any slender curved lines, for it is almost impos- sible to make these nicely with a brush that chisels. With many cards a skilful use of ruled lines is all that is needed in the way of ornamentation. However, the card writer needs a little repertoire of scrolls, fill-ins and dividers, that he Cut-outs and air brush work, as also illuminated and fancy initials, are other forms of ornamentation much used and often very good. Space wiil not admit of their treatment in this lesson. Now as to color schemes. The need of a strong color contrast between lettering and card already has been emphasized. But this rule does not apply to ornamentation. With the latter you aim to soften and har- monize, for which purpose the neutral colors, sometimes called the pastel shades, are especially useful. Ornament never should have the ef- fect of distracting from the main pur- pose of the card. A show card is pri- marily an advertisement. If it is over- loaded with scrolls or other embell- ishments put on in bold colors, the in- scription is apt to be overlooked. If it is desired to use the same color for letters and ornament, let the orna- mentation be light, not heavy. Do not use wide black rulings on a white card, nor vice versa. A _ black-letter- ed white card may be neatly finished with fine lines of black or of red, but do not use heavy lines of either one of these strong colors on a white card. With a white card gray or pale blue or pale green is good for rulings and ornamentation. A wide gray bor- 21 der line with a narrow line of red on each side is especially tasteful. For colored cardboards, rulings and ornamentation of a shade similar to the ground but somewhat lighter or darker, are apt to look well. Of course, choose a shade that har- monizes. If you select a color dif- ferent from the ground, let it be some- thing that contrasts pleasingly, not harshly. The gold color made from bronze powder goes well with almost everything. Later an _ inexpensive substitute, sometimes used in place of real bronze-gold, will be given. With a black card that has white lettering, gray or green or blue rulings may be used. For a card of unglazed black, the very smartest thing is a glossy black ruling. It is impossible to lay down hard and fast rules regarding color com- bination. What has been said will guide the student in his early attempts but he should observe and experiment for himself. A really good _ color scheme is one of the happiest hits of the show card writer, while. a harsh and inharmonious combination is ex- ecrable. In closing this lesson treating largely on how to give beauty and finish to your work, let me add a word on the importance of perfect neatness. A card should be exquis- itely clean and tidy. The alignment lines sometimes are left on quick work, but it is better if the card can be nicely “cleaned up.” If the lay- out is put on very lightly, using sharpened charcoal for light cards and sharpened chalk for dark, nearly all traces can be quickly taken off by the use of chamois skin. Chamois acts like magic in removing chalk, even from some of the rough mat boards. When chamois becomes too 22 soft from much use and filled with either chalk or charcoal, wash and dry. The student will remember that in the third lesson of this course, men- tion was made of a method of base spurring for the marking alphabet different from the one given in that lesson. This other method is shown in the middle line of matter of the show card of this lesson. Ella M. Rogers. 227 Oridaba Ave., Long Beach, Cal. —_22.s————— Suggestions for Getting Business and : Keeping It. Written for the Tradesman. First Paper. How many retail dealers can truth- fully say that their business is in- creasing? Comparatively few. Sta- tistics upon this subject are rather disheartening. ‘ And yet the fact remains that the country is in a fairly prosperous con- dition, broadly speaking. And year by year the American people are spending larger and larger amounts for merchandise of all kinds. © On the other hand we are often in- formed that fully ninety per cent of the retail business enterprises of this country are ncit going ahead. Of these, doubtless, a large percentage are holding their own, thus affording their owners a fairly good living for the time being. But the outlook is discouraging for any sort of business enterprise that is merely holding its own. From the fact that only 10 per cent. of all merchants. now engaged in business are actually making some- thing beyond a mere living, the ques- tion of getting business and keeping it ought to be of paramount inter- est to every man who makes a liv- ing selling goods. If the sales do not show an increas- ing volume of business from year to year something is radically wrong. Time and again we have been told that no business can afford to stand still—and we know the saying is true. A. business doesn’t stand perfectly still for long. By and by it begins to slip backwards, and presently the falling off of trade becomes posi- tively acute. _ Now there are a whole lot of things that may interfere with the normal — development of a retail business. If, for instance, the man back of the busi- ness gets into a- rut—fails to keep bright and attractive lines of merchan- dise in a bright and attractive store— the business isn’t going to continue for long in a healthful condition. And this, I am inclined to believe, is the fruitful source of many busi- ness failures—storekeepers getting into ruts. Business life is strenu- ous; competition is active; and prog- ress everywhere along the line in the business world is evident. One can’t very well rest on his oars. The laurels of other days will not suffice. Things are continually doing. New _ goods are constantly .being made; “new contrivances and devices are all the while coming out; and store ser- vice, the country over, is looking up. One must keep moving to keep up MICHIGAN TRADESMAN with the procession. It pays to keep oneself informed of the very latest development both in the production of the particular kinds of merchan- dise in which one is vitally concerned, and in the manner of their distribu- tion. Read your trade papers, study the advertising literature of the peo- ple who supply you with merchandise, study the methods of competitors in your line and the retailing methods of conspicuous trade-getters in other lines. Always there are many things to be learned. The man who gets into a rut, does so because, conscious- ly or unconsciously, he acquires the feeling that there is nothing of any special consequence concerning his business that he does not already know. That is an egregious mistake, for there never was a single head big enough to contain all that may be known on the subject of selling mer- ‘chandise at retail. So here is an- other case where the old adage— “pride goeth before a fall’—applies. Many retailers fail because they neglect to take proper: advantage of their opportunities in the matter of newspaper advertising, window and interior trims, store decorations, di- rect mailing, cost accounting, special and clearance sales, holiday trade, etc. etc. Again strong competition, of an unexpected nature, may have de- veloped in their vicinity; or the shift- ing of business centers may have made a formerly good location no longer desirable. Indeed there are a great many things, any one of which can: deal a business something of a solar plexus blow; and time and again it is up to the merchant or shopkeeper to rally his business en- ergies in order to meet and over- come new and unexpected conditions. When the tide of business is go- ing adversely, the only thing that will save the business is to turn the tide. And this is something that re- quires careful consideration and hard pulling. Reference to the books show one almost at a glance how it fares with him. And it is a very good plan to consult these books daily, to see how each day’s sales compare with the sales of a year ago; how the month’s business compares with the business a year ago; also how the cost of doing business compares’ with the cost of other weeks, months, and years, of the past. If, for any rea- son, the record of these things is in- complete, or has been neglected or botched, the retailer doesn’t know where he stands nor how it fares with his business. But, in that case, it is a pretty good guess that the busi- ness isn’t going forward. In order to develop a vigorous re- tail business every feature of the business must be carefully studied— and studied, mind you, in the light of local conditions. The _ retailer ought to be able to know on short order just how it fares with him. Some sort of a record ought to be kept showing not only the sum total of daily sales, but also what lines had the call; and if such calls have been elicited by specific announce- ments, exhibit also the newspaper ad- vertisements that did the work, and indicate the medium or mediums in which they appeared. Some one has suggested that a sales book would be a good thing for this purpose; and, if properly kept, quite sufficient. Maybe the store and furnishings need refurbishing. Store and fronts, store interiors, and store furniture and fixtures, gradually be- come shoddy and inadequate. And the process is a silent and deceptive one. Like as not the owner and pro- prietor isn't conscious at all that the place is running down. Have you ever visited a store after the lapse of ten or a dozen years, or maybe a quarter of a century, and been aston- ished at the dilapidated appearance of the once bright and attractive store? 1] have. And the impression is anything but favorable. Appearance counts for a great deal in every business. People like to shop in neat, tidy, well-equipped stores. The goods seem more attrac- tive in such places; and then the very surroundings help to make sales. If the store is spick and span inside and out, equipped with up-to-date furni- ture, fixtures and accessories—people assume the owner or owners must be in a prosperous condition, other- wise they could not afford such an instituttion; but if prosperous, why? Evidently because they sell a lot of goods; and if they sell the goods, the goods must be about right, for P. T. Barnum was dead wrong when he said the American people like to be swindled. They don’t. They de- windows October 7, 1914 mand good values for their money. Therefore, since the people made this store prosperous by their patronage, I guess I’ll do my shopping here. Now this is the inevitable track along which the popular mind moves when it decides in favor of the pros- perous looking retail establishment. And you can verify this from your own personal experience. Now it costs money to brighten up old store fronts, or tear them out and replace them with new ones; costs money to put in hard wood show window floors and_ paneled backs; costs money for steel ceil- ings, quarter sawed oak chairs, set- tees and tables; costs money for handsome interior cabinets, counters, etc. But, if you can afford it, it is money well invested. We live in a time when the trade that is worth having, and the sort of trade you hope to secure, positively will not toler- ate shabby surroundings. If your store is dingy, dilapidated, and in a run-down-at-the-hell condition, you simply cannot turn the tide of busi- ness your way until you brighten things up. But as this subject is entirely too large for a single article, I must with- hold some other reflections until an- other time. Charles L. Phillips. ——_+ >> We cannot all be cabin passengers in the voyage of life. Some of us must be before the mast. —>-->—__ We save up our meanest little traits of character for exhibition to the lov- ed ones at home. Ornamental Writing Pen Lettering 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) Coast Manual. A Text Book for the Sign and Show Card Writer, $3.00 Send for Catalogue of School and Supplies Engrossing Round Hand Flourishing October 7, 1914 MICHIGAN TRADESMAN 23 DEXTER WRIGHT. How Buffalo Hump Brought About Early Closing. Written for the Tradesman. If J ever get real prosperous I’m going to take a vacation. Not but that I have a little fun now and then, but somehow | don’t seem to get both hands free at once. For instance, I just met Haugsrud. Going to Norway for three months. “Your first visit?” I asked him. Dear no. He had been back three times. Now, it never occurred to me that Haugsrud was exactly a Marshal Field. But he can take three months off to go to Europe and this will be the fourth time since he came over with $47 capital the day he landed in New York. And I don’t see but he gets along just as well. Then there is Lester in the bank. He has a cot- tage on the lakes from May until October he puts in about two days a week at the bank and the other five at Pollywog Lodge. That’s the beauty of being a banker; he can go off and leave it and the interest keeps right on working. I can’t say I have suffered any. Two or three days fishing and a week in the woods in October and two or three trips to,the cities and once in a while a ball game in the afternoon, and usually I attend the grand lodge meeting, and the last five years | have made it a point to go to the State Retai! Merchants’ convention— that’s one think I have found out I can’t afford to miss—those things sort of relieve the monotony. But [ would like to feel that I could afford to leave my business for three months like Haugsrud. I believe there’s more in being able to than there is in going. The first time I went to grand lodge meeting, I didn’t enjoy myself any. I kept thinking about the store and worrying about this and that and, really. I worked harder guessing about it than if I had been home hustling ali the time. I re- member at the banquet one ol the brothers asked me what I looked so glum about. I didn’t know I did; I was just wondering if those fool clerks knew enough to look after the water so it wouldn’t freeze, there was. a blizzard that was an old sockdol- oger. “Well,” says he; “there are just two things. Either it won’t freeze, and there is nothing to worry about, or it will freeze and worrying won’t stop it. 1 have learned that much—never worry about anything that you can’t prevent; never worry about anything you can prevent.” There’s a good deal in the way a fellow is brought up. When I first went to work for Old Man Knowles I had to get down at 6 o’clock in win- ter to look after the fires and sweep out and open up and we never went home until 11 p. m., sometimes later. The store was open six nights a week as long as there was a soul on the street. Some of the farmers used to come in to the store to do their trad- ing after the saloon closed, and Satur- dav nights it would be one and two o'clock sometimes before we put up the shutters. Sundays we used to - think store. open the grocery side from about eight until noon. There weren’t any holidays then except Christmas. when we only kept open until noon, and Fourth of July, when we were busy all day selling fireworks. Old Man Knowies never took any vacation himself—all his idea of recreation was to start out with his wagon and be gone a week trading cattle. He never had any clean-up sales; he used to load up the truck that wasn’t salable (and nearly everything was staple then), and trade it out in the back country for about twice what it was worth. None of us ever had a vaca- tion or expected any. Haugsrud can go to Norway for three months easier than one of us could’ve got off for a ball gamye—-we never would have dared ask for it. Well, when I came to Buffalo Hump I made up my mind to one thing. No keeping open Sunday. I was going to have one day when I wouldn’t go near the store, nor ] found the merchants were not keeping open Sundays any- way end you can bet I didn’t start it. Nowadays when nearly everybody has ice there’s no need of it. And folks who don’t take ice can go to the cor- ner fruit stand for their milk. and I suppose they do. Anyway I made up my mind I wasn’t going to have my nose on the grindstone night and day and Sunday. You see, that was the difference between Old Man Knowles in his generation and me in my time. I looked at it differently. Nights, though. it was nearly as bad as it was back in Dover Corners. Open every night, sit there half the time and watch the lights burn. After about four years of that I got it into my fool head it wasn’t profitable and it wasn't necessary. It was about that time we organized the first Re- tail Merchants’ Association—to fight the catalogue houses, primarily—and I brought up the matter of early clos- ing. We argued about it a long time. I remember Henry Frost was afraid if we didn’t keep open it would drive the farmer trade over to Coon Hol- low. I happened to know there had been two farmers in my store after sundown within a week—both of them Saturday night—and I was will- ing to bet Henry Frost hadn’t been burdened with any more of their trade than I had. Simons was willing to close, but suppose somebody else wouldn’t stick to the agreement? You see, we hadn’t learned, ten years ago, to trust each other. We were all sus- Picious. Finally. after we had chewed the rag about it three meetings—be- tween whiles we were getting up schemes for heading off the catalogue houses—-Billy Harper spoke up. “T’ve been keeping track of it since Wright brought it up,” he says, “and for the last three weeks I haven’t taken in enough any night except Sat- urday to pay for the lights. The rest of you can keep on losing money as long as you please. I’m going to close my store after this at 6 o’clock, whether anybody else does or not.” That brought it to a focus. We agreed for the summer to close at 8 o’clock every evening but Saturday. One or two were stubborn about it, but when most of the stores closed, people didn’t come down the street buying and, instead of being cute and getting all the trade. they got even less than before. They found it so lonesome they gave it up, and so we needn’t have worried about anyone breaking the agreement. Harper said if the rest preferred to stay open until § he would stay with them—not that he cared for the trade, because it wasn’t worth it, but it looked bet- ter to have all the stores lighted up or none. That was before the elec- tric light company put on the 10 o’clock circuit. you understand. Now we leave our show windows lighted up and let the company turn off the light. Worked? Of course it worked. You couldn’t get any merchant in Buffalo Hump to stay open nights now on a bet. And if anybody ttried it he wouldn’t get any trade, because no- body thinks of buying any more in the evening. The first year we kept the agreement in force until October. The next year, when the agreement ran out, Billy Harper and I and the Mercantile Company announced we were not going to open evenings, and the rest followed suit without any agreement. Except Saturday nights and two weeks during the holidays. The wonien now are talking about closing one afternoon every week for the clerks. I don’t see how it can be done; it would be practically impos- sible on Saturday to crowd two days’ business into half a day. though now the factory has a Monday payday it wouldn’t make as much difference as it would before. However, the women seem to be running things nowadays and if they decide we can’t keep open but four days in the week, I suppose it will be just as they say. We'll manage somehow. Maybe by that time T’ll get my mind fixed so I can leave my busi- ness for three months like Hatgsrud and go to Enrope. Ill bet if I did I'd find when I got back that the boys had done more without the old man than they do when I’m here. That is, I pretty near believe they would. I don’t believe it so hard and sure that I’m going to buy my ticket right away. John S. Pardee. oo Acquitted. Ex-Representative Eddy of Min- nesota, never resented the title of “the homeliest man in Congress.” In the opinions of his opponents, Mr. Eddy had “wabbled” on a certain is- sued in the campaign. Some time later, on an occasion when he was billed to speak, he found that one of the newspapers had announced his coming in a headline reading: “Two- Faced Eddy Speaks Here To-night.” That evening, when Mr. Eddy step- ped before his audience, he said: “You must know, ladies and gentle- men, that I am not the man referre1 to in this paper. It must be some one else, for there is no one here who does not know that, had I two faces, I would not wear this one.” particular class of trade. tion. GC BANGING conditions and stronger competition are slowly eliminating the incompetent merchant. Those that remain—those that will do the business in the future— are the ones that appreciate the importance of adequate store equipment. They are found in the big city and the small town. They buy equipment apertalry adapted to their VLE, LANE | The merchant buying new equipment to-day should do so only after in- vestigating the latest ideas in “sectional construction.”’ about the Wilmarth “unit system’ you are not thoroughly posted. To be sure that you are buying to your best advantage compare what we have to offer with what others have to offer; doing so places you under no obliga- Visit one of our show rooms, or write for a catalogue. WILMARTH SHOW CASE CO. If you do not know 1542 Jefferson Avenue GRAND RAPIDS, MICH. New York—20 W. 30th St. Boston— 21 Columbus St. Pittsburgh—House Bldg. Chicago—233 W. Jackson Blvd. St Louis—1118 Washington Ave. San Francisco—515 Market St. 24 MICHIGAN TRADESMAN October 7, 1914 SHOE DEALER’S DREAM. He Is Entitled to Front ; Heaven. After an unusually busy Saturday, with its various worries and vexing problems I went home, tired out and sleepy, and went to bed. Some time during the night I was dreaming. It seemed it was Monday morning, and I had just stepped into my store. J] found a couple of young fellows wait- ing to see me and I recognized them as a couple of boys who had prom- ised to pay on Saturday night. They told me they didn’t get their pay at that time and both paid their bills with profuse apologies. I stepped back to my desk and found a check from the railroad com- pany, covering a claim I had made the week before. Another letter con- tained a check from a customer who had moved to Texas, and still another from a fellow that had owed me for a couple of years and who had join- ed the church but couldn’t get right with his Lord until he had setled in full with me. I looked over my bank book and found I had a splendid balance, with all my bills paid. We opened a ship- ment of shoes, just in from Brockton, and found them to be the cleanest bunch of shoes we had-ever receiv- ed—much better even than the sam- ples from which they were bought six months before, and best of all, we had made the right guess in buy- ing for they were right in style. We marked them to carry a 75 per cent. profit and sold‘ six pairs while we were marking them. Seat in A little girl called to exchange a pair of size 8 shoes for a pair size 8% and we had the size because the fac- tory from which I had bought them run their child’s sizes from 514 to 8%. The parcel post man delivered a pair of satin pumps I had ordered for delivery by 9 a. m. Monday, sure, and just as he was leaving the lady they were ordered for came in and tried them on. They fitted, she compli- mented me on my _ promptness in serving her and I got the dough. A father and mother then entered with a lot of children. The father said to fit them out all around with the best shoes and rubbers I had while he went to the barber shop. One girl weighed 200 pounds § and wore a triple E button shoe, and an- other was tall and slim and wore a triple A. I fitted them and all the rest of the family and when father called he asked for a check and the amoun of his bill — $21.40. He told me he had recently moved into the locality and that his brother, who had ten children, was soon to move also. He said he had asked one of his neighbors where the best place was to buy shoes and he had directed him to my store. Just then a farmer entered with a couple of his sons, one aged 16 and the other 18, and he wanted them fitted out with some good Sunday shoes. I sold them both $5 shoes and the old man a pair of $7 bootees. He told me he didn’t see how I could sell as good shoes as these with leather the price it was. Found he had just sold a load of cattle. A trio of ladies entered, but only one wished to buy shoes. She want- ed one of the “new” styles we had just opened, but her companions thought another style much prettier, and so did I, because it’s a pointed toe with a kidney heel I have had in stock ever since it was in style be- fore. I had some of these shoes on the bargain counter at one time for a dollar a pair and they didn’t sell, but since they have “come back,” the price on those old shoes has been raised to $5. “Now, I would like to see some hosiery. I hear your hosiery talked about as being the best in town an I wish to try it.” I sell all three women hosiery to the tune of $6 worth. A laborer enters for a pair of shoes and while I am fitting him he tells me he has bought his last pair of shoes from a mail order house and that all I had previously told him about the mail order shoes he had found to be true. I supposed he would want the new shoes charged until pay day, but he said, “Now I sent them the money for the shoes in advance and I want to pay the cash also, because it wouldn’t be right to ask, you to wait.” My landlord enters, and _ says: “Kanouse, your store is beginning to look a little shabby and I want to have it redecorated if you won't ob- ject.” My fire insurance man enters and hands me a check for some rebate he tells me his company is making on their premiums. The tax board enters and _ after some little discussion they call me to one side and tell me that they have decided to reduce my assess- ment one-third because I have been placing it a little too high in com- parison with my competitors. All this time my several clerks have been selling goods to beat the band and eighteen pairs of old style pointed toes have bitten the dust. A job lot man enters and offers to buy all my odds and ends at the price I paid for” them and explains that leather has advanced so rapidly that my odd sizes are worth par. Do 1 sell? Well, I hug.and kiss-that job -lot man right in the face! My second mail is delivered and 1 have a letter from my wholesale rub- ber house informing me they have decided to extend the time for pay- ment on all my rubber bills to Janu- ary 15, 1915. A letter from my shoe manufactur- er brings the news that they have decided to “get together” and take their salesmen all off the road for the present. They are to eliminate all “freak” styles and promise not to bring out any new thing in the midst of the season. They will stock every- thing, and when the season opens they will send their salesmen to take our orders on just the styles that are selling. A 300 pound woman enters and wants. a stylish, turn sole, patent leather shoe. She says she likes to buy her turns of me because they never burst out on the sides and the guaranteed patent never cracks. I sell her a 7-EEE. A man that follows ditching for a living enters and asks for a pair of .white soled rubber boots. He tells me he has worn a pair for two years and they are good yet, except the boot he uses to push the spade with has just worn through in the sole. The train from a nearby town is just in and we are kept busy for an hour fitting the trade that tell us they can’t get what they want at home, and after this rush I notice the ‘“sam- ple” shoe store packing up and find they have been forced to close ow- ing to the enforcement of the new “false advertising law.” The Mayor of the town steps in and informs me the Council will pass an ordinance that evening that will absolutely prohibt the solicitation of any funds from business men for any purpose. The Secretary of the Business Men’s Club informs me that his or- ganization has perfected a credit de- partment which will list all “dead beats,” and that the people whose names are on that list cannot buy of any other merchant until they have paid their bills where they have been trading. Customer after customer has call- ed and everyone has been fitted. Everything is lovely and not a kick has been registered all day. I can’: understand it. I surely must be dreaming. Six o’clock come and just as I am closing a lady enters for a pair of shoes. She notices that we are clos- ing up, and says in a sweet voice, “I beg your pardon, I hadn’t noticed it was closing hour. I will call to-mor- row because I dislike very much to keep a tired clerk after closing hours.” I had an appointment with my life insurance agent and on my way home I stopped at his office and gave him a check for the premium on my $25,- 000 policy which he wrote two days previous. As I started across the street [ tried to dodge a big auto, but I step- ped directly in front of another and am killed. I am still dreaming and I see all the nice things the papers say about me, and how Greensburg ‘has lost an influential citizen and es- pecially do they dwell upon the fact that I had only taken out a life policy a few days before. After all the obsequies are over 1 find myself standing at the gates of Heaven. I am asked my name, place of residence and the nature of the business I was engaged in, and the moment I tell St. Peter I was a shoe retailer I am admitted without furth- er ceremony. I meet a lot of shoemen and am tak- en in charge by Sam Swartz, of Mun- cie, and “Joe” Fadely, of Anderson. They tell me that in all the time they have been there they have only seen two shoemen turned away; one be- cause he ran a “sample” shoe store and advertised $5 shoes for $2.49, and the other for not asking a profit. Fadely said he was admitted because he lived in Anderson and sold shoes and Swartz said he had no trouble getting in because he asked a long profit on his goods. He said they told him that shoemen gen- erally had no trouble in entering the pearly gates for they figured they had already had hell enough on earth. While we were talking we were joined by an innumerable companv of shoemen and a guide escorted us to the gate, where we were informed to wait and hear St. Peter refuse some people we had known on earth He told us we would enjoy Heaven more and we found it true a little later. The first person was a weather man, who passed all right until it came to asking what kind of weather he had dished out, and when he said at times it was unseasonable he was sent below. Two preminent members of the ‘leather trust next asked for admis- sion, but they were escorted with es- pecial honors into the presence of His Satanic Majesty. The last we heard of them was that the Devil had no punishment severe enough for them. A couple of shoe manufacturers who we most all knew on earth, were refused because they had brought out a new style in the midst of a selling season and killed off all the rest of the dealers’ stock. A tanner of leather was also sent below because he filled his leather with salts and glucose. A’ distinguished man came up from Louisiana and while he had been a good man down there, yet he didn’t | gain admission ‘because he had draft- ed a so-called “pure shoe” bill and was instrumental in having it en- acted into law, much to the detri- ment of both the retailer and con- sumer. We didn’t notice any mail order men apply for admittance, and so we asked our guide why they didn’t get to Heaven. He told us there was a sign far off from the gate that said- “No Mail Order men need apply, for you had Heayen enough fleecing the poor ignorant sons of earth.” Saal jae side October 7, 1914 MICHIGAN This Michigan Dairyman’s Shoe is made from a soft boarded veal kip stock, and treated and tanned very much the same as the Primitive American Indian tanned his buck skin. The leather is very tough and pliable. a The shoe is solid, with Oak Soles, whole vamp. We are still sell- for $2.35 for im- mediate delivery Recommended for the severest wear. Now is when you need them. 5% in 30 days for prompt payment. Grand RapidsShoe & Rubber. Grand Rapids The Michigan People : A New Number And a Popular Seller, is Our No. 577 This is a black English walking shoe similar to illus- tration, but with tip without perforations, and having black rubber sole and heel. Price $2.85 Get the profits while they are going. We have these shoes on the floor for immediate shipment. HIRTH-KRAUSE COMPANY Tanners, Manufacturers and Jobbers of Shoes Grand Rapids, Mich. TRADESMAN : 25 Q Everything comes to him who waits, ut here’s a rule that’s slicker: He who goes for what he wants, Will get it all the quicker. No. 342, Boys’ Hi-Cut Shoe for Fall and Winter. We know you want the best, and that means you want R. K. L. Shoes. But we do not know how many pairs you want, or what stock number. Don’t wait until someone else gets the jump on you. Our line of Boys’ shoes is complete. Each detail of construction is perfect, and the result of 50 years experience. Order sample pair now, or fill in stock. Send for complete catalog. Rindge, Kalmbach, Logie Company Half Century Shoe Manufacturers Grand Rapids, Mich. a aa STOCK UP FOR FALL ON THIS NEW LOW PRICE, GOOD SERVICE NUMBER oe In Stock for At Once Shipment Orders Solicited No. 884—Men’s 12 inch Pioneer, Black Norway Chrome Uppers, % Double Sole, Re-inforced Shank, Nailed Bottom, Fair Stitched, La: Nickel Hooks and Eyes, Four inch Cuffs with Buckles and Z Straps, Full Bellows Tongue, Blucher, exactly like cut ......... $3.15 No. 883—Same shoe only Regular six inch Blucher GUY ies cscs add cols ce 2.20 No. 878—Same shoe only Regular six inch Plain Toe Blucher cut ....... 2.20 Samples on Request They Wear Like Iron HEROLD-BERTSCH SHOE Co. Manufacturers of Serviceable Footwear Grand Rapids, Mich. MICHIGAN TRADESMAN October 7, 1914 . A few style writers for the ladies’ magazines asked to be admitted but were given suspended sentences. A few drummers also wished to enter, but St. Peter sent the “smart alecky” ones below and gentlemanly ones were allowed to join us. Next came a whole bunch of fel- lows, who our guide explained were the ones that promised to pay on Saturday night. St. Peter told them they must be in debt to the Devil also and he sent them on their way to Hades. Then came a man we all recogniz- ed as once having been at the head of the button machine trust and a mighty shout went up as he was told to go-to. We all felt sorry for him, but-only in proportion to the extent of his hav- ing felt sorry for us while we were paying tribute to him on earth. This ended the day’s enjoyment and just as we were ready to go to the wing department my telephone rang. A lady wanted me to come to the store at once to change a pair of - shoes she had gotten on Saturday, both for the same foot and different sizes. Said she had to catch the 4 a. m. train. I then realized I wasn’t in Heaven any longer, but was still a retail shoe- man and was back on the job again. My dream served to convince me that, in the end, a shoeman’s place is in Heaven because he has his punish- ment right here on earth as he goes along—Roy C. Kanouse (Greensburg, Ind.) in Shoe Retailer. : ce Shoe Ornament Trade Affected by War. Tanners may have their troubles about the future supply and price of hides and skins, and manufacturers may stay up nights wondering what prices finished leather may soar to, ‘but there are other men in the trade who furnish necessary supplies to shoe manufacturers who also are worrying. Manufacturers of shoe buc- kles, slipper bows and other ornament for women’s footwear who have depended upon European sources for much of the raw material which is used here in the manufacture of orna- ments, supplies of which are cut off because of the war in Europe, must, if the war continues for any length of time, find substitutes for what they have been accustomed to secure across the water. The cut steel, jet, many of the finer metal beads and glass beads all come to this country in large quanti- ties from France, Germany and Aus- tria. Italy supplies some jet, but the other countries are by far the largest makers and exporters of ornaments. This big supply the war has cut off. Not only do the articles which go into bows to ornament them come from abroad, but also a lot of the ma- terial of which the bows are made, come from Europe. France supplies a lot of the velvet, chiffon and silks, and most of the stamped vamps which are used, and this supply, while it is not as likely to be shut off as the buckle and bead supply, is likely to be curtailed. There is some hope that all finished product in France will be shipped, as it is believed that the French and British navies com- bined will open French sea ports to Atlantic commerce long before the war ends. “There is a bigger run on buckles now than ever,” said a large manu- facturer of ornaments, “and unless we can supply it we have got to meet one or two propositions, get American substitutes something like what we have been using or provide substitute styles. We have been creating styles for foreign manufacturers for many years and they have put them through for us, but we are not certain that the American manufacturers can aid us in this way because we have never given them a chance. For the real stuff we go abroad. “America cannot make and cannot compete with the foreign manufac- turers. Practically all of our supply comes from Germany, Austria, Bo- hemia, France and the countries in Central Europe. The finest beads come from Austria and I know of no American firm that makes them. Some glass beads, of the kind that look like those that Indians use on their moccasins, come from Italy. I do not know when we shall get more and no one can say what the result will be.” —_+2>_ Refuses to Guarantee Prices. The following interesting letter to customers has been sent out by a Brockton manufacturer of men’s and boys’ shoes: “The prices quoted in our catalogue mailed you this morning cannot be guaranteed beyond September 15. “The situation that confronts the shoe trade to-day as a result of the terrible conflict now raging in Europe is without parallel in history and no man can predict to what ends it will reach. “The source of a large supply of calfskins is in Central Europe and that supply is of course stopped, while war will largely destroy the possibil- ities of its resumption for many years to come. The embargo on shipping is also cutting off the supply of sole leather, rubber and many other com- modities, so we are facing a very genuine and not to any extent a ficti- tious shortage of leather. “Sole leather and calfskins ‘alone have advanced during the past ten days to an equivalent of from 30 to 40 cents per pair on the wholesale cost of shoes, and there is every rea- son to expect that prices will go higher; as Europe with its abnormal war demand commences to draw upon this country for leather and shoes. “Notwithstanding these conditions, we shall endeavor to do unto our cus- tomers as we would be done by and shall not advance prices on out stock shoes until our present supply, which is made of materials bought at old prices, is exhausted. “We would not advise any dealer to speculate in shoes, or attempt to buy more than he can_ see his way clear to dispose of, nevertheless it is clearly apparent that if you have not bought for your entire needs for fall and winter, that you will save money by buying now.” What is the Matter With the Country Town? One of the unexplainable things in connection with the success of the mail-order business in country towns and communities is the attitude tak- en by retail merchants toward this competition. A great majority of country mer- chants believe they can undersell the mail-order houses or the city de- partment stores. A great majority of retail merchants are convinced that neither mail-order houses nor city de- partment stores can sell the same quality of goods as cheaply as can the country retail merchant. Yet, it is a fact, that the country retailer has utterly failed in educat- ing his customers along this line. A few weeks ago I was in a coun- try town in Illinois, and was visit- ing an implement man, when a farm- er walked in and wanted to buy a cream separator. After some talk about the separa- tor the implement man was trying to sell, the farmer asked the price, which the dealer quoted. Immed- iately the farmer came back with the statement that he could buy the sep- arator much more cheaply from a Chicago mail-order house. Right there the implement man fell down. He did not seem to have a single argument ready to refute the farmer’s statement. After listening to the conversa- tion a few minutes I took up the argu- ment myself, and I soon found that the farmer was reasonable, was en- tirely fair, and was open to con- viction, After explaining to him the kind of cream separators handled by the mail-order houses, going a little farth- er than discussing the quality of only one article, I showed him the enor- mous operating expense the mail- order houses must necessarily should- er. In fact, I took up all the leziti- mate argument thate any retailer could use. I was able to convince this farmer in less than five minutes that he would do much better to buy from the home merchant, and he did buy the separa- tor, loaded it into his wagon, paid for it and took it home. This is just one experience of a hundred of a similar nature, and to me it is inexplainable why retail mer- chants have so utterly failed to edu- cate their customers as to the truth regarding mail-order buying. In my investigation of this question, I find that practically all the country newspapers are not only willing, but anxious to do anything in their power to induce people to buy of home mer- chants. These country editors take every occasion to expose the fallacies of mail-order buying, but the retail mer- chants do not seem to appreciate it. There is scarcely a country editor, but would be glad to publish this kind of matter regularly if the retail mer- chants would go to the trouble to supply the matter to be published. All trade papers in all lines are pub- lishing more or less good, readable matter with convincing arguments along this line, yet, the retailer, if he reads them, rarely if ever takes this copy to his newspaper editor and asks him to publish it. The retail merchant seems to have the idea that to say anything about the mail-order business is to adver- tise it. In other words, the reta-ler goes‘on the assumption that a knock is a boost. If this were true, the retail mer- chants of the United States would be the greatest advertised and _ best boosted institution in the country, be- cause they certainly have been knocked more than all other institu- tions combined. Retail merchants seem to have the idea that a campaign of education against mail-order houses, or against mail-order buying, to be more exact, would become a boomerang and re- turn and do them more harm than good. If a campaign waged against a competitor would re-act and injure the one waging this campaign, I would like to ask the question, “Why have’ the mail-order houses waxed. and grown fat on this kind of publicity?” A page of mail-order literature can- not be found that does not contain the statement that retail merchants are unnecessary—that whatever pro- fit a retailer charges is that much profit for the consumer to pay. The burden of the mail-order liter- ature has been a direct knock at the retail merchant, and yet the mail-or- der concerns have grown rich. Now, with the truth on the side of the retail merchant, and with every other legitimate argument in favor of the retail merchant, why should it not be beneficial to the retail mer- chant to have all of those arguments that are so plainly in his favor, given to the public? If the retail merchant is to sur- vive, and I certainly think he will, he must take up the fight in his own de- fense. He musteget closer to the newspaper editor in his town, and he must work hand in hand with this editor to expose the fallacies of mail- order buying. He must not hesitate to tell the truth, the whole truth and nothing but the truth, and if he does this there is absolutely no question as to what will be the result. In other words, © the retail merchant must educate his people to buy at home. O. A. Charles. —_.+2—___—_ Wanted to Get It Right. A traveling salesman died suddenly and was taken to his home in the West. His relatives telephoned the nearest florist some miles distant, to make a wreath: the ribbon should be extra wide, with. the inscription, “Rest in Peace” on both sides, and, if there was room, ‘We Shall Meet in Heaven.” The florist was away, and his new assistant handled the job. It was a startling floral piece which turned up at the funeral. The ribbon was extra wide and bore the inscription: “Rest in Peace on Both Sides, and if There Is Room We Shall Meet in Heaven.” —_+.-2—_—_ A household necessity is one that no family can afford to be without— unless it has one. October 7, 1914 MICHIGAN TRADESMAN THIRTY-TWO DIFFERENT STYLES No. 470—Ladies’ Glazed Dongola Martha Washington, Patent Leather Tip Stay, Medium Wide Toe, Turn Sole. C-EE, 244-8. No. 476—Ladies’ Glazed Dongola Martha Washington, Plain Wide Toe, Common Sense Last, Turn Sole. E-EE, 3-8. No. 69—Ladies’ Glazed Dongola Martha Washington, Patent Leather Tip Stay, High Cut, Medium Wide Toe, Turn Sole. D-EE, 3-8. No. 77—Ladies’ Glazed Dongola Martha Washington, Blucher, Stock Tip, Rubber Heel, Medium Toe, Turn Sole. EE, 3-8. t ‘HE line of Martha Washing- ton Comfort Shoes has been greatly increased. This premier line of Comfort Shoes now contains a handsome array of Buttons, Bals and Bluchers besides the former Side Gore num- bers—thirty-two different styles in all—in regular heights and Oxfords. Never before has such an opportunity for big busi- ness in Comfort Shoes been offered the shoe trade. This new line has immediately taken on the mo- mentum gained by years of persistent advertising, The Martha Washington is the greatest special and the biggest seller in the entire shoe trade. Martha Washington sales are doubling. Dealers quickly recognize the advantage of handling this line and the benefits to be derived from Martha Washington publicity, popularity and quality. Order today to insure prompt deliveries for next season. Last minute orders will undoubtedly be delayed. Be the first to get this line before your trade. Write for catalogue. F. MAYER BOOT & SHOE CO. MILWAUKEE, WISCONSIN a No. 75—Ladies’ Glazed Dongola Martha Washington, Button, Stock Tip, Medium Toe, Turn Sole. EE, 3-8, - Martha Washington Comfort Shoes No. 468—Ladies’ Glazed Dongola Martha Washington, Four Straps and Beaded, Patent Leather Tip, Medium Wide Toe, Turn Sole. D-E, 2%-8. No. 477—Ladies’ Glazed Dongola Martha Washington, Patent Leather Tip Stay, Medium Narrow Toe, Rubber Heel, Turn Sole. D-EE, 2%-8. No. 74—Ladies’ Glazed Dongola Martha Washington, Lace: Patent Leather Tip, Wide Ankle, Turn Sole. EE, 3-9. No. 1'7—Nurses’ Glazed Dongola Martha Washington, Bal, Stay Tip, Rubber Heel, Turn Sole. EE, 3-8. MICHIGAN TRADESMAN. October 7, 1914 = — — = peer eT —" —_ — —_— =, — ML sie Hardware Association. President—C. E. Dickinson, St. Joseph. Battle Scott, Marine City. Detroit. Michigan Retail Vice-President—Frank Strong, Creek. Secretary—A. J. Treasurer—William Moore, Quick Turn Overs in the Hardware Business. Before the days of the Babcock test the farmer might have in _ his herd cattle that were not beginning to pay for their keep. Live hard- ware men are now working along lines so that they, like the farmer us- ing a scientific test for determining the percentage of butter fat in milk, can separate poor yielders from pro- fit producers and “grade up” to a point where only stock paying a sure and immediate profit is left. Mr. Bean gives valuable, easily un- derstood rules for acquiring and main- taining a “quick turn-over” stock, and for keeping your finger on the pulse of progressiveness and preferences among your customers Editor’s Note. In one of the great agricultural states of the Middle West is a town of some eight thousand inhabitants which has been on the verge of a boom for nearly fifteen years. Various local real estate corpora- tions have been formed to boom some addition; the city commercial club has offered inducement after inducement to factories to locate on some fa- vored site; pressure was put upon both steam and electric railways to maintain satisfactory passenger and freight service. The boom never came, yet a sea- son of steady growth. set in. This increase of prosperity and popula- tion finds one of the five hardware stores of the town getting consider- ably over one-half of the new busi- ness—trade that, by the law of av- erages and the customs that are in force in country towns, would natur- ally ‘be divided equally among the various stores, not one of which has any great advantage over the other because of location or financial back- ing. How has this been brought about? Or did it “iust happen?” That a business increase adding several hundred dollars a month to the net profits was not procured by accident, but is a result of the appli- cation of the laws of demand and turn-over, is shown by the methods used, as told by the hardware man who had the foresight to link call for new lines with a specific plan for a more rapid disposal of stock. “To begin with,” says this hard- ware man, “my success as a merchan- diser started when I began to realize i onda pr Samosa a at cteliribeiinrmestir thoroughly that dead stock is an ex- pense, not an asset. A sticker is a monument to poor buying; you not only have it occupying shelf room and pay rent, interest, insurance and taxes upon it, but you lose the profit that quick turn-over goods bring you. This is enough of a loss, but there is another, one that few hardware men. —no more than I once did—ever reck- on in the cost of doing business. “Some store in a community is go- ing to take the lead for progressive- ness and up-to-dateness, and in so taking the lead gets- a wonderful amount of advertising without money and without price. People like to bank with the biggest bank, have their case in court handled by the most successful lawyer and buy from the hardware man who has shown the most enterprise in developing a busi- ness with snap and attractiveness in the stock and its display. “After I have inventoried on spe- cial ‘sticker sheets,’ as I called them, all antiquated, little-in-demand items, I figured the amount of money tied up in them and studied the reasons why these articles had failed to sell. ! wish, for my own self-esteem, of which I have neither greater nor less than the average man, that I could say that I found it the fault of some- one else. But I had bought every one of the offending pieces of merchan- dise—and, on top of that, had failed to sell them. “Having scrutinized my own con- duct I began to look at outside con- ditions. I found that I had, absorb- ed with details, failed to recognize that not only has the new generation begun to demand the best and most novel, but that the older generation is falling into line as well. I got free from my business environment and studied the town and its people. I found that a division of the town plotted years before was beginning to build up. The more I studied it the more certain it seemed to me that there would be several hundred resi- dences go up in the new addition. “Here is where I did some heavy thinking. New residences meant a heavy demand for new _ equipment. The houses so far put up were built by men in moderate circumstances; in one case a book-keeper had work- ed evenings, helping dig his cellar, lay the wall, and afterward in putting up the framework, enclosing it, shin- gling and painting. “Builders’ hardware was a line I had not pushed before; I had only a fair run on building tools. So I de- cided to head off that trade, begin- ning at the time the prospect had Horse Blanket ---Plush and Fur Robes Automobile Robes We bought our stock before the war and have not advanced our price. You are invited to look over our line. SHERWOOD HALL CO., LTD. Ionia Ave. and Louis St. Grand Rapids, Michigan Michigan Hardware Company Exclusively Wholesale Grand Rapids, Mich. Corner Oakes St. and Ellsworth Ave. Foster, Stevens & Co. Wholesale Hardware of 157-159 Monroe Ave. 151 to 161 Louis N. W. Grand Rapids, Mich. : aaa So Manas es SENG ESGY Soe ae en om 2D cN ? SEDO ROOROOR SNe Neon (STAMOS Ls . RESRCDACOREDREDAEOACOACD AG WLI QLIABIQG BPN 2292292 N75 me STASIS ie FRC pemenes Flexible Asphalt Shingles | In Natural Colors, Unfading RED—GREEN—GA RNET—GRAY LOCC HAVE ENDORSEMENT OF LEADING ARCHITECTS * Fully Guaranteed Fire Resisting Approved by National Board of Underwriters. Beware of IMITATIONS. Ask for Sample and Booklet. Write us for Agency Proposition. H. M. REYNOLDS ASPHALT SHINGLE CO. Original Manufacturer GRAND RAPIDS, MICH. SESE ES 560) eos NEAL ATLAS er ; > EN 74 DRCOROOSOOSEOSCOSCORLOSLOSLON 5 TCX PURO GRE aS GSOSaN TSUN UR ORR ORIENT AERIS = sc rE Saw Ose on Wy 60 GW Owe Caw Owe CarsGawUaw Caw Gas INI NENE SPNE Se NEN ONE EN YEN ~*~ te fe PRICES me d LOI OY OI OV ATI OIOS SGab Ge N October 7, 1914 the idea of building. From the real estate agent handling the property. 1 secured a list of prospective buyers ~ and builders. There were about fifty in the list. These men I managed to see, casually, on the street, at their place of business, or as they came into the store. To them I gave a two-angled selling talk. Told them it was going to cost them consider- able money to build and offered them bargains on such of my stickers as would work in. concessions on these items I was able to do two things: Insure a line of new business and to determine exactly, in advance, just what items, in a line new to me would sell almost as soon as stocked. “This was the beginning of what is now a definitely-arranged plan for eliminating shelf-warmers and goods that grandpa used to buy. My build- ers’ hardware department, which was the direct result of this plan, was but a beginning, for I found, when I was able to judge builders’ demands and extend my business, that it in- creased the sale of everything new needed in the home and about the place. Deductions made from these sales show me how and what to stock to get the desired combination of quick turn-over and ‘profits in nine- ty days. These deductions helped me immensely.” “There are a large number of hard- ware men who can give themselves a severe shock, and at the same time . learn something specifically that they now know, generally, by a very sim- ple methods,” says a hardware dealers who believes in “a few simple systems kept up to the minute.” “Ask the average hardware how long he has had a specific item in stock and he can make some sort of guess. If he spends some time running through his invoices he may be able to make a better guess. I was in the guessing class until | started to ‘mark in’ the date that all my larger items were put in stock. There are three hundred and sixty- five days in the year; if an item is stocked February 1, that being the thirty-second day of the year, the number ‘32’ shows me when I com- menced to store that particular arti- man cle. Similarly, ‘138’ indicates the stock-keeping time began May 18; ‘187’ July 6. By changing the color of the pencil used in marking the label or price tag used, I am able to tell at a glance the day and the year I stocked the more important lines. “When I started in with this sys- tem, some three years ago, I had only a vague idea of how long it took to turn any given line, as cutlery, kitch- en furnishings, tools or the like. Nor did i realize the comparative time I kept tinware and enamel ware, as an instance, in stock. But once the daily indicator was in evidence I knew— and no guess-work about it, either. “Now, what has this enabled me to do? First, knowing, instead of guessing, I am able to: separate in my mind and in my store displays Stickers from quick-clearance goods. “Second, I am able to talk specifi- cially to my clerks and keep their In return for price eyes keen for stock which bids fair to stick. Particularly where goods are seasonable certain months of the year, my store salesmen are able to work against time in closing off much of the goods having a tendency to warm the shelves, either over seasons or indefinitely. “Third, I have available at inven- tory time a record of stock by classes and by ‘age’ so that I can tell by studying my inventory sheets what lines are ‘movers’ and what are not, so I can make extensions, adding paying departments if desired. “Fourth, I am aided in buying by being able to tell specifically not only how much and what to order, but how far ahead purchases should bé made, as an ‘age sheet’ can be pre- pared on a line, in an hour or two, that will show me just how that line moves off when stocked. “Fifth, I am able to determine when and what to sacrifice by putting on a clearance sale. When interest and other ‘keeping charges’ are eating up a Sticker it is time to turn it into money and get that money into sal- able goods. “These/ I find to be some of the many advantages coming from know- ing to a day how long an item has been in stock. Exact knowledge is necessary to successful hardware mer- chandising, so it is the best business practice to know just how long your stock has been in the store.” “Judging the degree of progressive- ness of the customer list is no small part of hardware retailing,” declared a hardware man who has lately cele- brated his success and good judg- ment by opening a branch store. “A study of the papers going out on a rural free delivery route has proved a pretty good index for me to judge what the customer is going to want. Not only that, but when a sup- plier puts good money behind a line, using National magazines, trade pa- pers and newspapers, I’m sure that he pretty nearly knows that there will be a quick turn-over profit for the retailer, as well as a sure demand from the consunier. “T have done considerable experi- menting in order to extend my busi- ness so as to shorten the time which stock stays on the shelves. In push- ing for such extension I found, as a general principle, that when a new or unexpected demand arose it was for advertised goods—items for which the supplier had done a great deal toward making the sale. One experi- ment proved conclusively that new goods called for, but not in stock, are the direct result of suppliers’ adver- tising. I selected twenty representa- tive magazine sections of newspapers circulating largely in my territory. (This was before I made any syste- matic effort to cut down slow sellers and replace them with quick-turn- over goods). “As a result of keeping an accurate record of calls for new brands and items I found that about 90 per cent. of the calls were for goods offered for sale in the advertising pages I had. on file. : “It took but a month to show me ‘MICHIGAN TRADESMAN ¢ Cross-Over Drop Station Newest cable carriers. Cash boxes do not loop drop sta- tions. Simplicity is the Thing HE simpler your method of checking goods and sales, the quicker customers are served, the more trade each clerk handles, the lower your cost of doing business. The Lamson Carriers provide a simple, easy and inex- pensive way of doing business. After the sale is made, goods and money are sent to one central desk for checking and wrapping. The clerk is free to make more sales or interest the customer in other goods. ’ With cash handled at one spot you eliminate the ex- pense, temptation and danger of money scattered in tills throughout the store. You also have avery simple way of getting any information you want about your business. Centralization provides simplicity—simplicity pro- vides more profit by eliminating red tape, lost motion, an- noyance to customers, costly methods of doing business. There is a Lamson Centralizing System to meet the needs of every store. Lamson equipment includes wire- line cash and parcel carriers, electrie cables and pneumatic tube systems, package conveyors, and small elevators. The Lamson Company BOSTON, U.S. A. Representatives in all Principal Cities Air-Line Special Parcel Carrier Used to carry goods and money to and from a_ central point. Saves time, labor and money. —— SERVICE SSSI ‘80 conclusively that in failing to follow up the selling campaign inaugurated by the supplier I was neglecting one of the big principles of profit making —that of completing the sale that the supplier starts.” Figuring loss lines as well as pro- fit lines is the idea of a group of Iowa hardware men who heard this subject discussed at a state convention sev- eral years ago. It is claimed for this ‘method that it gives the dealer the necessary information and courage to break with the one and the inspira- tion to push the other. Says an Iowa hardware man who is enthusiastic over this method: “For years I figured profits on my ‘entire stock; at the close of the year I had made $1,800 from my business, say. Then I reasoned that this was the profit from the entire stock I carried My obviously bad debts, of course, I charged off, when it occur- red to me that I hada thousand dol- lars’ worth of stock that was just as dead as Harvey Jones’, account was after he took the bankruptcy act. “Among the goods I inherited when I took over the store from the old firm were several gross of old razors, carried for years on the inventory as stock ‘worth’ $200. Inspecting each razor carefully, I found they were the old-style wide blade, so lov- ed by our grandfathers. Obviously the year’s profits had not come, part or parcel, from this lot of goods. Money was easily worth 6 per cent. to me; overhead charge I was figur- ing at 4 per cent; consequently it had cost me twenty dollars to carry that stock for a year. “Naturally, I needed a ‘loss line’ account on my ledger as well as a ‘profit’ entry. But more than all I needed to know exactly what lines were paying me a salary, the rent on -store building, and putting a much- appreciated balamce in the bank, and which were making me dig down in my pocket to support them. Investi- gation showed me that I was mak- ing approximately 82 per cent. of my profits on 43 per cent. of my stock, figuring stock at cost plus freight and drayage charges. “This was the beginning of a sys- tematic attempt at figuring loss lines and the basis of a shift from loss items to those paying a surer, more immediate profit. Stock showing a continued tendency to stick about the premises was ‘schemed’ off. The out- of-date razors, as an instance, were ‘thrown in’ with a combination offer _of a safety razor, brush, shaving-stick and strop at a price that, while rep- resenting but a few cents for the old stock, yet cleaned the greater part of it out. “With loss lines figured as careful- ly as profit lines I not only know where my profits come from, but I have a sure guide to what we are all looking for—more net.” “The stuff you’ve got to carry which doesn’t sell well enough to pay—- that’s a problem that grays the hard- Ware man’s hair,” says a dealer who advertises “everything in hardware” and live up to his advertisement. “Every progressive hardware man MICHIGAN TRADESMAN makes more or less of an attempt to ‘grade up, but often he is unsuccess- ful in getting away from the items for which there is only a casual demand because he hates to have a customer disappointed, as he is sure to be when he calls for something which is not in stock. “T have been successful in develop- ing what I call a ‘set system,’ which has worked out to good advantage with me and will, I am sure, do as well-for others. I stock ‘everything’ it is true, but I stock old and little- called-for items in ‘sets,’ mostly in thirds of a dozen, these ‘sets’ cover- ing a wide range of sizes, styles and brands. “I have broken in one of my young- er clerks to study the stock and he is able, in time that otherwise would be wasted, to keep the assortment complete.” An Illinois hardware man has a novel yet thoroughly ‘practical method of dealing with the problem of keep- ing to stock which will sell well with- in the time of profit. This dealer constantly studies tend- encies both in the town and in the country. As he runs over his list of town patrons he asks himself hun- dreds of questions, such as: Which of these are buying automobiles? Which are putting Which-are moving? Which are young people growing up who want the most modern goods? The country list is checked up each month with the county map and the dealer determines the answer to ques- tions such as these: Who of my pa- trons and prospects are making house or farm improvements? Who are particularly prosperous? What renters are becoming farm owners? What customers are marketing pro- duce in other towns that might be mar- keted here? What farmers are chang- ing from mixed farming to dairying? What papers are they reading? Turn-over is vitally related to the answers to each of these questions, for around the answers is built the buying scheme—buying that tends to insure rapid returns. A farming com- munity, as an instance, building barns and silos for cattle feeding, needs building material and hay forks, rope, cream cans and separators, and a wide range of related goods the demand for which can be so surely estimated as to cut down unproductive stock to a minimum, Such are some of the leading prin- ciples which govern successful prac- tice in finding what items are sold quickly, as opposed to those which stick, and how, having determined the sales value of each, to work from the undesirable to those that, after a short term in the stock, bring home the bacon in the shape of bankable profit—B. C. Bean in Philadelphia- Made Hardware. ——_2-2.-.—__ If you are afraid to ask your cus- tomers whether their last purchases were satisfactory or not, you are prob- ably afraid they were not. ————— The bass drum player makes more noise than anybody else, but he doesn’t lead the band. up new homes? . October 7, 1914 The Vital Question. A Chicago business man with many relatives, some of whom were well- to-do but grasping, recently sought the services of his lawyer to draw up his will, When, after much labor, the document was completed, his client asked: “Have you fixed this thing, as I , wished it, tight and strong?” Wily “T have done my best,” said the NEG lawyer. == SUNBEAM — “Well,” continued the client, “I = == TRACE -MAAA. want to ask you another thing—not pie mea sae ae a 56 “SUNBEAM” and man to man, who do you think FUR COATS stands the best chance of getting the of Marten, Russian Bear, Astra- property when I am gone?” —_2+> + khan, Galloway and Horse Hide. One can’t judge the dinner by the They are cut on full, generous dinner bell. lines, with roomy pockets, leather arm shields and knit wristlets. Fur Lined Coats Very rich, with real Kersey shells and lined with genuine Furs of all kinds. For real dress and comfort they stand ahead of all other winter garments. We positively guarantee SUN- BEAM Fur Goods the _ highest grade on the market to-day. Brown & Sehler Co. Home of Sunbeam Goods Grand Rapids, Mich. GEO. H. DAVIDSON Consulting Contractor and Builder Estimates and Superintendence Furnishe™ on Short Notice 319 Fourth National Bank Bldg. Citz. Phone 2931 Grand Rapids, Mich. The Ventilation of School Rooms Is a State Law Requirement For years the heating and ventilation as applied to school houses has been one of our special features. We want to get in touch with School Boards that we may send them de- scriptive matter. A record of over 300 rooms ought to be evidence of our ability. Steam and Water Heating with everything in a material line. Correspondence solicited. THE WEATHERLY CoO. 218 Pearl Street Grand Rapids, Mich. Write for the Latest “Buffalo” Catalogue It illustrates the finest line of popular-priced Trunks, Suit Cases and Traveling Bags on the market. Buffalo Trunk Mfg. Co. 127-139 Cherry St., Buffalo, N. Y. JULIUS R. LIEBERMANN THE Michigan Sales Agent SOLID CONSTRUCTION 415 Genesee Ave. Saginaw, Mich. LINE “AMERICAN BEAUTY” Display Case No. 412—one of more than one hundred models of Show Case, Shelving and Display Fixtures designed by the Grand Rapids Show Case Company for displaying all kinds of goods, and adopted by the most progressive stores of America. GRAND RAPIDS SHOW CASE CO., Grand Rapids, Michigan The Largest Show Case and Store Equipment Plant in the World Show Rooms and Factories: New York, Grand Rapids, Chicago, Boston, Portland October 7, 1914 Price is Not All in Buying Hardware. Without scattering bouquets it is pretty safe to say that a vast majori- ty of hardware dealers underestimate themselves. They look upon them- selves not as business men but as workers. They regard their business not as a commercial investment but as a job. They seem content when their establishments return to them the regulation three square meals a day and a place to sleep at night. They do not seem to comprehend that their business is a real live propo- tion which demands an intelligent an- alysis and continued study. The man who makes a success in the hardware field is the one who makes his brain work where others use their hands and feet. It’s the man who keeps a close mental grip on every phase of his business, recoy- nizes its relation to every other phase and conducts his business with a thorough understanding of the princi- ples upon which business is built. It's the intelligent dealer who comes out on top every time. A dealer's profit depends upon what he buys and how frequently he sells. If he can keep these facts in mind all the time it will make little difference how much he pays or what may be the profit on the individual sale. ii a dealer*buys an article for 20 cents which he can sell every month for 25 cents he is making a profit of 25 per cent. on his cost price every month, or a profit for the year of 300 per cent. In this case it’s not a ques- tions so much of cost or selling price as of having an article that people want and which can be turned fre- quently. Cutlery is one of the most profitable hardware lines, but it must be turned frequently if it makes the same return on the amount invested that nails will do during the year. A dozen sales of an article bearing 5 cents profit is better than a single sale of a larger article which sells perhaps once or twice a year at 50 cents profit. It’s all right to seek a good price in buying and it should be done. Burt too many dealers think only of price. Profits can be made only when the article is sold, hence the more sales the more profits. An article which ties up money for the greater part of the year is not so profitable to han- dle as the one which moves readily, even though the percentage of profit in the former may be greater. Many dealers labor under the false impression that they are operating their business at a profit when they can show a return of 6 or 8 per cent. on their capital investment. But a man can put his money in a savings banks and make 4 per vent. and then work for two dollars a day and show a greater profit at the end of the year. Or he can make 6 or 8 per cent. a year on a farm loan and thereby make as much- without working as he does on his hardware business. A man isn’t a successful merchant unless he shows a profit from his investment and labor greater than the legal rate of interest. It’s nothing to a dealer’s credit to work from dawn until dark unless he MICHIGAN TRADESMAN is getting somewhere with it. Too many dealers are found spending their entire time behind the counters waiting on their trade. A dealer will spend a half hour waiting on one cus- tomer, while perhaps his clerks are loafing, when that same amount of time given to a serious study of his business might be the means of get- ting ten. or fifteen other customers into his store. Of course, it is im- portant that customers be waited on, but it is of far greater importance that customers be brought into the store to be waited on, and greater yet that they will be made permanent customers. A man who gives his se- rious attention to such problems as these will have little time left to get behind the counter himself. The matter of giving proper atten- tion to customers within the store does not always concern hardware men as it should. Many will spend large sums in advertising, in putting on bargain sales and other methods of bringing in new customers, only to have their expenditures and efforts nullified by clerks giving insufficient or indifferent inten od odaor odaor or indifferent attention to the cus- tomers drawn by these means. A common failing with hardware dealers is the thought that their com- munity offers no opportunities for growth of business. They can read- ily see where a contemporary in an- other town can prosper and expend his trade, but their mental astigma- tism fails to get the trade perspective of their own communities. Few hard- ware dealers ever get too large for their community. Now and then you hear of one, but such cases are rare. For the dealer who imagines his community offers no chance for trade expansion, a business survey is rec- ommended. Let him watch the in- coming freight shipments a few days and he will be surprised at the volume of the mail-order business. Let him acquaint himself with the number of catalogues going out on the rural routes as future business getters for the mail order houses. Let him look over his competitor and get an idea of the volume of business that others are doing. Then perhaps he can real- ize that he isn’t getting his percent- age. Then perhaps he can analyze his business and learn why trade is going elsewhere, then apply the prop- er elixirs. Dead or dormant stocks are the greatest curses of the hardware trade, especially in the smaller towns, where the possibilities of moving are more restricted. Too much capital invest- ed in goods that seldom move ties up capital that frequently is needed in times of poor crops and business depressions. Five hundred dollars’ worth of dead stock that won't sell is $500 tied up indefinitely, perhaps for- ever, so far as the dealer is concern- ed. Much better would it be to sac- rifice the stock at $100 which would be that much additional working cap- ital. The most substantial btisiness is that founded upon quality. “The rec- ollection of quality remains long after price is forgotten,” is one of the tru- est axioms that can be applied to the hardware business. Quality makes for satisfied customers, and satisfied customers are permanent ones. No dealer is more beset with com- petition of varied kinds than the hard- ware merchant. This competition should stimulate him to greater men- tal work. It should cause him to look to new avenues of selling, to the crea- tion of new trade channels. Fair- minded dealing with the whole atten- tion given to the best methods of serving customers will prove a verit- able magnet for drawing friends to the store. Be courteous, but do not sink to servility. Be sociable, but don’t deprive your customers of con- versation, for listening is one of the . 31 attributes of salesmanship. In buy- ing seek the goods that will turn your stock four of five times a year, for every time you turn your stock you are increasing your percentage of profit 100 per cent. Seek to become a wise buyer rather than a big buyer. >.> The Burglar Alarm. Opening her eyes, Mrs. Grayson saw a masked man. By the light of an electric torch he was ransacking her dressing-case. His powerful build, bushy hair and - stubby beard indicated the intruder to be no other than “Murderous Mac,” who had terrorized’ the city for weeks. “Tf I scream,” tremulously breath- ed the frightened woman, “he will kill me; and if I don’t he will get my diamonds. What shall I do?” “Wow!” shrieked the outraged in- fant. Then—she pinched the baby. Like a flash the burglar wheeled, and, as fast as his wobbling knees would permit, he rushed from the room. Not until. he had run many blocks was he able to conquer his panic. “That noise sure gets my goat!” he muttered, pulling up with a fool- ish grin upon his face. “I always ex- pect that next I’ll hear my wife sayin’, ‘Henry, I think you had better get up and walk her a while.’” —_~+-+_____ Unless you are all the time the kind of a person with whom people like to do business, you cannot be so while you are selling goods. MACAULEY SAID Those inventions which have abridged distance have done the most for civilization. USE THE BELL And patronize the service that has done most to abridge distance. AT ONCE Your personality is miles away. Every Bell Telephone is a long distance station. THE FIRST AND FOREMOST BUILDERS OF COMPUTING SCALES GENERAL SALES OFFICE 165 N. STATE ST., CHICAGO ALWAYS OPEN TERRITORY TO FIRST CLASS SALESMEN MICHIGAN TRADESMAN October 7, 1914 = = = = = x =~ = ~ The Hiring and Treatment of Clerks. It has always been my theory that the character of a store is determined more by the kind of clerks employed than by the kind of stock carried. This may be a theory with which others will take issue. However, 1 have been able to test out my theory with different stores I have been connected with. There are many peo- ple who won’t go into the fine, well- appointed store, even though thev may be certain of getting better prices there, and better assortment of goods. They do not like the big store be- cause they do not feel at home there. The principle reason is that clerks are hired and trained on certain lines and the customer can not feel com- fortable with that kind of clerks The whole secret of success in the hiring of clerks is to secure those that are as much like the kind of trade you expect to get as possible. Cheap clerks can wait on cheap trade; if you are after a better class of trade you must have a better class of clerks. Then I think it good policy to use our clerk’s brain power. Too many business men place themselves upon a pedestal and go on the theory thai “the king can do not wrong.” They mf&y have a great deal of latent energy and intelligence stored up in the brain cells of their employes, looking for an opening but practically lying dormant for want of encouragement. The {fa.- ulty which plays such an important part in the success of men entrusted with large enterprises; namely that of being able to surround one’s self with capable employes, men competent to accept responsibility and acquit them- selves with credit, is just as neces- sary for the retail merchant if he ex- pects to achieve the greatest amount of success in his chosen line of busi- ness. The man who possesses openmind- edness has immeasurably better chances for success than one who, no matter how competent he may be looks upon those associated with him -merely as cogs in the machinery, set in place, to do the bidding of the man who controls the lever. The great majority of clerks are willing and anx- ious to improve themselves and will meet their employers more than half way when a genuine interest is shown in them. This interest must be real. and not assumed. If a merchant has the welfare of his clerks at heart and really and truly tries to help them, they will know it and in return will give him loyalty and work that money could not buy. Many a merchant un- derestimates the ability of his em- ployes, and it is only by giving them the opportunities to do more, and be- lieving they can do more, that he can get them into the habit of attempting to meet his expectations. Rules, order and system are all very good and necessary in a well man- aged business, but sometimes mer- chants are such cranks about having everything done in a certain way that they give more attention to the meth- ods than they do to the men. If they first get their clerks to feeling right and striving to please them, they will not have much trouble enforcing rules. In many instances, it is well to look to the clerks for results; that is what we are all after. No two men will handle a sale or an arrangement of goods or anytthing else in exactly the same manner, yet each may get the same results. Get a clerk interested in his or her work, after you are sure his heart and head are right, and you will not be afraid to throw some responsibility on him and leave the results to him. In a business of the ordinary size— that is, of the size that may be kept in touch with the owner or manage- ment—there is a feeling which does not call for direct profit sharing which several are advocating, and which method several wholesale houses and manufacturers are adopting. That is a guaranteed salary for a certain amount and a certain per cent. on all sales over and above certain amount. In the small business each emplcye when treated properly feels that he shares in the general prosperity of the business and is willing to do his part in helping to work up that business and to take care of it after it has been secured. In large concerns where em- ployes run into the hundreds, an im- personal feeling is bound to re- sult. To overcome this imper- sonal feeling, it has been found a good method, in some cases, to in- troduce profit sharing. By this term is meant the division of profits above a certain amount. I am of the opin- ion this method in the retail store would be a great incentive to encour- age more and effectual work with the clerks. A disinterested employe not only is a loss to any business because he does not actively push his own work, but the firm is bound to lose on him through lack of loyalty. This loyal- ty can be encouraged when he has a personal interest in the profits of the entire concern. In favor of the prof- it-sharing system, in one or another of its forms, a great deal is to be said. Its central recommendation, both from the narrowly economic and from the human standpoint, is its ca- pacity for infusing into the ranks of the workers the feeling that they have a personal interest in the prosperity of the business for which they are la- boring. In the profit-sharing idea which is embodied in the method of “scientific management,” the stake of each em- ploye is expressly measured by the - quantity of his own individual efforts. I have found it a good custom of “raising” or “springing a surprise” for special merit or effort, and there is nothing to disturb the hopeful one’s equilibrium except for the good of all concerned. But whatever par- ticular form it may take, the idea oi introducing wherever it is practicable, such a relation between clerk and employer as makes for keener inter- est in his work on the part of the worker, and a more human interest in the worker on the part of the em- _ ployer, is one that is worthy of all encouragement. John I. Bellaire. —_22>____ Advice to Clerk Who Is Held Down. I_am employed in the store of my uncle. I came back here to the country after about ten months’ experience in a good sized city store nearby. My uncle certainly has his own way of doing things and I don’t quite understand him. I am supposed to write up the ads, but am forbidden to speak about bargains or any kind of leader values. It also is my task to trim the windows, but I never am allowed to cut prices, offer leaders or specialize in any way. No matter how much the other merchants offer in the way of special values my uncle never will loosen up in the least. My brother says my uncle is an old fogy. Maybe he is. I am sure I want to do right by him and myself. How am I going to do it? I know we can get a lot more business if I can find some way to induce him to allow me to try out what he calls the new fangled ideas.—J. P. M. Your uncle apparently is a relic of the Crustacean Age. He needs some- thing to break through his shell. Get through and the chances are you will find a pretty live merchant underneath —or at least the makings of one. Your letter does not give in full detail your ideas about price adver- tising, window trimming and other store virtues. But we are assuming they are all right. We also assume your uncle is human and that his shell can be penetrated by human agencies. Study him. Find out whether his refusal to let you do these things is caused through a conscientious be- lief that his way is most profitable or by plain “won’t do it.” If the former is the case, we should think you ought to be able to persuade him to let you have your own way just once, you agreeing to abide by the result, whatever it is. You should have no great amount of difficulty in getting your uncle to let you make one of your kind of window trims. Then spread yourself on that window. Make it the finest window ever seen in your town. For ever’ inch that your uncle allows you take a mile for that particular occasion. When he sees the additional trade that the window will . bring in he probably will consent to have the op- eration repeated the following week. He probably is like every other mer- chant in that he wants business. And when he sees your way is bringing the business he more than likely will gradually let you have your own way about the window and say nothing. You can stand it in that case even if he doesn’t admit he was wrong and you right, If you are as convincing an adver- tising writer as you apparently think you are, you certainly ought to bring your advertising philosophy and psychology to bear upon your uncle to such an extent that he will allow you to have your way at least once in an advertisement. This will be much like selling a big bill of goods to a person who does not wish to buy. Try your salesmanship and your ad- vertising ability upon him. If you can’t make it win him over to the ex- tent of giving you just one chance, we should say you have overestimat- ed your ability. When you do get the chance, do with it like you did with the window. Of course, if it is just plain dogged obstinacy and egotism that causes your uncle to pursue his present pol- icy you are up against a pretty hard proposition. We heard once of a young fellow who was working for his- father under somewhat similar condi- tions. He gave father a stiff little jolt one morning by announcing that he had quit and was going to work for a competitor. He went. Father soon found that his competitor was get- ting a good deal of his trade. He in- vestigated and discovered son John was responsible through certain in- novations he had brought about. Son John was soon back to his father’s store and is there yet. Maybe there is a hint in this for you if your uncle is of a never-to-be- moved type. But such cases as this need individual treatment—treatment that must be based upon your knowl- edge of the person. One thing is sure you ought to have a chance—that is, if you have got the goods. It might be a good idea, before you try to start anything with your uncle, to turn the spy glass upon yourself. Do you reafly know as much as you think you know? If you do, then go to it. If you don’t then, maybe un- cle is right after all. He has been in the world longer than you have you know. We are saying this not be- cause we sympathize particularly with his side of the case, but because it always is a good idea for a young fellow to be sure he is right in a case of this kind before advancing to the firing line—Butler Way. Satisfy and Multiply Flour Trade with “Purity Patent” Flour Grand Rapids Grain & Milling Co. Grand Rapids, Mich. a ENVY Le 139-141 Mons Roth Phonu GRAND RAPIDS + oo Make Out Your Bills THE EASIEST WAY Save Time and Errors. . Send for Samples and Circular—Free. Barlow Bros., Grand Rapids, Mich. October 7, 1914 MICHIGAN TRADESMAN . 33 The Home of Calumet WITH A FOUNDATION OF QUALITY This building is a monument to specialization—specialization for a quarter of 2 century in the manufacture of one thing—baking powder. It is not only the largest and finest Baking Powder factory in the world—as modern and up-to-date in equipment as in appearance—but the largest plant producing a pure food product under one label. Its output justly enjoys the reputation ‘*The World’s Best Baking Powder’’ Calumet meets the most particular and exacting requirements of millions of American housewives daily—therefore, it will pay any dealer to push our product. Not sold to soap clubs, peddlers, or mail order houses—marketed strictly on a liberal for-the-dealer policy. *Let us insure your profitable lines against this illegitimate competition. Write for out co-operative plan, Calumet Baking Powder Co. 4100-4124 Fillmore Street CHICAGO, ILL. ASK YOUR JOBBER FOR Hart Brand Canned Foods HIGHEST QUALITY Our products are packed at five plants in Michigan, in the finest fruit and vegetable belts in the Union, grown on lands close to the various plants; packed fresh from the fields and orchards, under highest sanitary conditions. Flavor, Texture, Color Superior. Quality Guaranteed The HART BRANDS are Trade Winners and Trade Makers Vegetables:—Peas, Corn, Succotash, Stringless Beans, Pork and Beans, Pumpkin, Red Kidney Beans, Tomatoes, Spinach, Beets. Fruits:—Cherries, Strawberries, Red Raspberries, Black Raspberries, Plums, Pears, Peaches. W. R. ROACH & CO., HART, MICH. Factories at HART, KENT CITY, LEXINGTON, EDMORE, SCOTTVILLE. See aae Fates emeatearraie ee cere aneeaeae MICHIGAN TRADESMAN October 7, 1914 e ¢ ¢ ¢ 1 ec ° The Little Store Against the Big One. Written for the Tradesman. It is an age of big things—big suc- cesses, big failures, big aggregations of capital, big undertakings, big dis- asters, big wars. In things commercial the whole tendency in the last three or four decades has been toward the central- ization of trade in the larger cities. The country merchant has to fight the mail order houses, while the dealer in the small town finds that his keen- est competition is not with his fellow ‘merchants across the street or in the next block, but rather with the large department stores and dry goods em- poriums in the city some twenty or thirty or fifty miles away. The marked increase in facilities for transportation both of persons and goods has fostered this tendency. The greater economy in operating expenses and the better division of labor pos- sible in a large establishment have had much to do with the absorption of the small concerns by the larger, or perhaps, more strictly speaking, with the winking out of the smaller concerns and their places being taken by stores fewer in number but wider in their scope. Certain it is that many men who twenty-five or thirty years ago would have been conducting small businesses of their own, are now heads of depart- ments, floorwalkers or salesmen in the large establishments. It is inevitable that this should be so, and doubtless for the most part these men have been wise thus to fall in with the trend of the times and to content themselves with working for some large firm, even though having the ability to man- age successfully a business of their own were conditions favorable to the small concern, The dry goods and apparel business, perhaps more, than other retail lines, exemplifies this tendency to central- ization. Throughout all the residence portions of the large cities a little corner grocery will be found every few blocks, which if properly conduct- ed is making its proprietor a snug liv- ing, many families preferring to buy their supplies close at hand and almost from day to day. The onily- ing. drug store gets some business. But for their dry goods shopping the matrons prefer to go to that alluring precinct that is known as down town. As a rule the neighborhood dry goods ' store has a rather sorry time of it. In the same way the country and small town stores can retain their business against the competition of the mail order houses and the near-by city stores better in other lines than in dry goods and clothing. It will hardly needs be said _ that any person of sound judgment will _ be wary of starting a small dry goods business in a location where he would be heavily handicapped by the easy access of those whom he woutid desire as his patrons, to larger and more varied stocks than he can carry. The man whose only opportunity to get into business for himself is to start where the. odds will be all against him, may better remain in his salaried position working for some one else, than to risk his little all in what will likely p:ove a losing venture. But the small dry goods merchant who is already in it, who has his in- vestment in a stock of goods, who maybe owns his store building and his home—who in short is so_ situated that he practically has to keep on where he is, what is he to do to hold his own against the competition of the big establishments, which compe- tition seems to be pressing a little harder with each. succeeding year? This is the question which more than any other, small dry goods dealers are up against. You have to admit that you are up against it, that shoppers like the big ' stocks and the big stores and that the big places can offer some attractions and inducements and make use of some means of getting business that you can not. The solution to your problem lies in two words—specialization and ser- vice. Specialization is a great word now- adays. In the down town districts of the large cities we find specialty shops of various kinds handling perhaps ladies’ apparel alone, or silks or lin- ens or corsets or lace, or some other single line—some of them doing a good thriving business under the very shadow of the large department stores. Such places, if conducted by those who have a genius for that kind of thing, have the opportunity to be more exclusive as to designs and styles than the big places, to be more thoroughly posted in their one line than the large stores are in their many lines, and to appeal successfully to shoppers of fastidious tastes and spe- cial requirements. Some of these spe- cialty shops are successful in loca- tions where the same small amount of capital invested in general dry goods lines would be hopelessly dwarfed by the large stores. If you are a small town dealer you can not specialize on any single line of dry goods, but still you can em- ploy the specialization idea to advan- tage. Cull your lines to a few kinds in each, and those possessing marked merit or else unusual excellence of value. Get the exclusive sale in your town of popular brands and _ push them. Enlarge on money-makers, cur- tail as much as possible on goods that will not move readily. Study the needs and requirements and preferences of © your customers at close range, which, by the way, is something you have a better chance to do than’ your big competitor. He has to deal with peo- ble more in the mass, In service the small shop, if right- ly managed, can excel the big con- cern. The big store must employ a large force of helpers, many of whom never can be brought into perfect ac- cord and sympathy with the business policies of the firm. A customer feels she has some cause for complaint and takes the matter up with a salesman or a department head. It would be a small thing to adjust the matter to her entire satisfaction, and the mem- bers of the firm would be very glad to have this done, but of course it never reaches them. The case is han- dled by a man who is a little out of temper and feels no especial neces- sity for holding customers. The lady is offended and cuts the whole estab- lishment. Such things happen many times in the big stores, and the man- agement is powerless to prevent them. In a small shop where everything is done under the eye and ear of the pro- prietor, there is far better opportunity to correct and . misunderstandings inner fleece. -Fashion’s Favorite Underwear _The right foundation for a perfectly fitting gown. Made of Soft, Elastic-ribbed fabric with a silky Extra Wide Bust, Close Fitting Cuffs, Daintily Tailored. Warm, but not bulky. Underwear for all the family ‘‘Setsnug.’’ Most dealers sell it for only $1. Setsnug is also made in 2-piece garments at 50 cents per garment. Insist upon having PAUL STEKETEE & SONS Wholesale Distributors Grand Rapids, Mich. N COATS “11 ;;DSON” BOX COAT MANUFACTURED BY APSLEY RUBBER CO, We have them for men at $2 25 to $7.50 cach. Women, navy or drab color, $3.75 each. Misses, navy or drab color, $3.00 and $3.50 each. Children’s Capes, navy and red, $13.50 and $21.00 dozen. Ask our salesman to show you the samples. Exclusively Wholesale GRAND RAPIDS DRY GOODS CO. Grand Rapids, Mich. October 7, 1914 have a good and harmonious feeling between storekeeper and customers. The small dealer must emphasize the personal and make of his patrons friends and boosters for his business. The advantage is not all on the side of the big concern in other respects besides the personal feeling. When the big store is running all right and enjoying a good trade, it makes lots of money; but when there is depres- sion and things get a little off and business is not what was calculated upon, then the big store is a big, clum- sy, unwieldy thing to handle, one that can lose money with amazin, swift- ness. The failures of large firms, long established and of great busi- ness prestige, prove this. The small storekeeper who is weatherwise to commercial indications is better sit- uated to take in sail when he sees an approaching storm than is the big merchant. Fabrix. —_+2.___ Permanent Customers the Backbone of Any Store. Some clerks and even some pro- prietors think it isn’t worth while wasting time on children and their wants. They are the last to be wait- ed on, even if they are the first in the store, and then they are given scant consideration. This seems to me to be a“great mistake. Children report this to their parents, and a little leaven of dissatisfaction like this often leavens the whole attitude of possible customers toward your store. One of the children in our family was asked to make a purchase in a certain store in our neighbor- hood on his way to school. Said he, “Don’t ask me to buy any thing in that store before school, or T’ll be late. The clerks always wait on us children the last ones, and sometimes they pretend not to see us. They think anything is gooa enough for us kids.’’ “All right,” said I, “you needn’t mind. I am going in town this after- noon, and I'll get what I want then.” One of the greatest merchants in Philadelphia tells this story about himself. One Christmas Eve, more than fifty years ago, a country boy went into a Philadelphia jewelry store to buy a present for his mother. He had saved a few dollars from his earnings and was pleased to find a pretty trinket within range of his pocket. “I'll take that,” he said, proudly. As he spoke he saw an- other shiny something that pleased him more, even though it came high- er. “I think T’ll change my mind, and take that one instead,” he said to the man, who had not yet wrapped the first selection. “It’s too late now,” snapped the jeweler. “You’ve bought this and you must keep it.’ Doubtless it had been in stock a long time. Under the custom which then gov- erned business, the boy had no re- course. He took what he did nov want and said nothing, nothing audible. In those days a purchase was as irredeemable as a day gone, except to a favored few. Buying was bat- tling, skirmishing for advantage, bickering, dickering, quarreling, de- MICHIGAN TRADESMAN ceiving, duping. There was always a nerve-testing struggle over price, it being generally known that no merchant expected to get his “asking price,’ except from children and oth- ers too weak or ignorant to fight for their rights. However, this boy, now a_ mer- chant king, determined then ana there, at that jeweler’s, to start some day a store of his own, where none would have to stand such unfair treatment. He has done so. His store in Philadelphia is one of the largest in the world, and. on the capstone of his new mammoth store ‘he had caused to be carved these words: “Let those who follow me continue to build with the plumb of Honor, the level of Truth, and the square of Integrity, Education, Courtesy and Mutuality,” A motto, it seems to me, that can not be equaled for any merchant who wishes to be permanently suc- cessful to-day. Another merchint who now owns a chain of small stores and who 1s rated as a_ millionaire, in telling about his early struggles for success, says that he early came to the con- clusion, that women are the buyers, and he determined above all things to cater to their trade. Among other things, he gave his five-and-ten-cent counter a promi- nent place in the rear of his store, and calls this a stategic position be- cause on her way back to purchase some trifling household necessity, a woman must pass numerous other attractive counters, and if she gets what she wants, she is apt to drift from .one department to another, buying other things she uses. He also says, and as a woman | can cordially second his remark, that in order to make women permanent customers a store must build up a reputation for unfailing courtesy and attention. It was rarely a customer left his store without a “Thank you —I hope you have been properly served—call again.” He further states that they kept a record of every article called for that they did not handle, and also a rec- ord of every item of goods called for that they did handle, but did not have in stock. From some recent unfortunate experiences of my own in stores, I should think this would be absolutely necessary, if a store wanted to keep what customers want. ‘He also kept a regular list of new- comers in the neighborhood, and even called in person when a new family moved in the neighborhood. In his own words, “I never refused an order that I could by any possi- bility fill, even at a sacrifice. It often cost me money to send some member of my force downtown to get something somebody wanted, but I made customers in the end. Perm- anent customers are the backbone of any store.’' We have one store like this in our neighborhood, where the proprieto: will go almost any length to accom- modate us; and his courtesy and at- tention are appreciated by us all in the town, as is evidenced by his con- stantly increasing prosperity. But we have a number of the other kind too, and speaking from a feminine poim of viéw, such merchants don’t de- serve to succeed, and I have my doubts whether they ever do succeed. Marie Campbell. —_2++___ Maintenance of Health. We no longer live in the old sim- ple outdoor conditions in which our fathers existed. What sufficed for them won’t suffice for us. Habits of living which sustained them in health sustains us in illness. We live indoors. Conditions are infinitely more compli- cated. We are sedentary. Food, drink and other habits which served well in the out of doors for the pur- poses of a farmer will not serve at all for the present day factory employe Noth- ing is more badly needed in the coun- who lives and works indoors. try than that our boys and girls now growing up past the knee may be trained in the science and arts that health. If they make and maintain . 35 have not that, academic knowledge and art skill will avail them little. —_+-+.>____ Only One Kind. “Have you any alarm clocks?” en- quired the customer of a jeweler re- cently. “Yes, ma’am,” said the man behind the counter. “About what price do you wish to pay for one?” “The price is no object if I can get the kind I am after. What I want is one that will arouse the maid with- out waking the whole family.” “T don’t know of any such alarm clock as that, ma’am,” said the man. “We keep just the ordinary kind—the kind that will wake the whole family without disturbing the girl.” 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 & CO., Ltd. Corner Commerce Ave. and Island St. Grand Rapids, Mich. We have All Styles, Duplicate and Triplicate Send in Your Book And Get Our Figures The SALES BOOKS Buy Them in Grand Rapids Do It For Western Michigan And Our Mutual Benefit You Need The Books We Have Them Tisch-Hine Co.. Manufacturing Stationers, Office Outfitters Printers, Book Binders GRAND RAPIDS, MICH. Another Theory of German Unity. Detroit, Oct. 5—Can you explain the unanimity of the Germans in sup- port of the war? Of course, it is easy to understand how a people can be a unit in repelling an invader on their soil. It is also easy to understand how a wave of noisy enthusiasm can sweep over them on the first declara- tion of hostilities. We saw that in the Spanish War in our country, and doubtles$ would witness it again if Mexico should do something to ren- der intervention on our part necessary or politic. But in these cases an anti- war party soon asserts itself, without much regard to the justice of the war. So it was in England in the Boer war and in our country after we had freed the concentrados in Cuba and taken Manila. This difference of opinion is a necessary consequence of the dif- ference in the mental and moral make- up of civilized men capable of form- ing a judgment—right or wrong—on a public question. Now, Germany is a civilized nation of a sort, and certainly succesful in many questions of police and ‘internal administration which we find very perplexing, and in which our practice is not altogether satisfactory. It is supposed to have a thorough educa- tional system. And yet its citizens seem bereft of the power of individ- ual judgment. There is the same una- nimity that is shown here in a politi- cal convention bossed by the machine in naming candidates. Not a single educated German has called atten- tion to the mistakes made by the cen- tral military authorities in taking it for granted that Belgium would be scared stiff by the sight of German troops, that England would sit quies- cent while Belgium was overrun, and that the armies of republican France could be as easily disposed of as those of Louis Napoleon, where incapacity and corruption among the officers was almost universal. There are always two sides to any question, and there are certainly two sides to the ques- tion, is the German government justi- fied in its present position, in which, even if the German arms are success- ful, Germany’s best customer will be ruined and a legacy of bitter hatred will be bequeathed to industrial Ger- many—earned by military Germany— which will render the resumption of peaceful commercial relations very dificult. But German scholars seem incapable of forming an “independent judgment. They repeat the same un- founded assertions and “begging of the question” that constitute the let- * ter of Eucken and Haeckel. In our country, college professors are never entirely agreed on social or political questions. It may be that many of them are afraid to express themselves in Germany, but the same inability to see both sides of the question or even to state one side with fairness seems to characterize Germans domi- ciled in America, where the law of lese majeste does not run. How do you account for this singu- lar phenomenon, the entire absence of independent and differing -ijudz- ment among a body of educated men? Is it possible that we have been en- tirely mistaken in our estimate of the value oi German education? Does it destroy all capacity for forming an in- dependent judgment and all sense of courtesy and fairness in discussing National questions? It has been no- ticed that Americans who have earned | a German Ph. D. are sometimes in- capable of viewing a subject except from one fixed standpoint, and are lacking in alert flexibility of mind. If this is the case, and if the German mental discipline, together with a year of compulsory military service, de- stroys individuality and initiative and makes simply the docile, subservient —not to say servile—but immensely efficient mental machine, is not char- acter injured? If all Germans are ground down to a dull uniformity of obedience, is their civilization a stage in the world’s progress in which a na- tion can rest with any security? It looks like a condition as dangerous to the nation as to its neighbors. Educator. —__2+2____ What Some Michigan Cities Are Written for the Tradesman. : Bronson will have a home coming celebration October 14-16. The Manistee Advocate has taken over the Daily News and Manistee will have one daily paper, called the News-Advocate. The school board of Bellevue has bought ten acres of land for agricul- tural and athletic purposes. Battle Creek now has one of the finest Masonic temples in the State. The building will be dedicated Octo- ber 28. Petoskey will install the septic tank system of sewage disposal, to take care of matter that is now being dumped in Little Traverse Bay. Saranac has let the contract for sixteen boulevard lights on Bridge and Main streets. Pontiac is now using a motor driv- en street flusher which carries a 1,000 gallon water tank. The machine will either wash or sprinkle the widest street in the city from curb to curb at a single trip. A municipal lighting plant is being talked of at Saginaw. The Common Council of Muskegon asks the local traction and lighting company to place fenders on all its cars and to equip its double truck cars with air brakes. The Lake Shore Commercial Club met at Saugatuck and elected officers as follows: President, Capt. W. G. Phelps; Vice-President, C. B. Welch; Secretary, W. E. Allen; Treasurer, W. R. Takken. Fruit shippers have been greatly benefited by the new boat line to Chicago secured through efforts of the Club this season. The beet sugar factory at Caro be- gun operation October 3, or one day later than last year. Wayland’s annual fall festival will be held October 7-9. The health department of Kalama- zoo will inspect all wells in the city from which drinking water is obtain- ed in an effort to forestall a typhoid fever epidemic. The contract has been let for the erection of the Culver memorial 1li- brary building costing $15,000 at Colon. Ornamental street lights are being installed for a distance of two blocks on East Washington street, starting at Main street, by the merchants of Ann Arbor. The Detroit Chamber of Commerce has arranged with the Michigan Cen- tral Railway for better shipping ser- vices along its line. Hastings is prom- ised a through car by the fast freight run, leaving Detroit early in the eve- ning and reaching Hastings early the next morning. Almond Griffen. —__>>9___ Undecided. Mrs. Quick Rich, who was intend- ing to purchase an automobile, was undecided as to the kind she wanted. “T really don’t know,” she said, “whether to buy a Limousine or a Kerosene.” MICHIGAN TRADESMAN October 7, 1914 QB 2usfcrecsenenencanenrMne eter THEY ARE GOOD OLD STAND-BYS Baker’s Cocoa and Chocolate SNAP We have for sale two large new cabinet National Cash Registers, electrically operated, only used 4 months. Will sell at a sacrifice. Also 14 large mirrors, follow- ing sizes: 2 Mirrors 24 x 80 2 oe 46 x 80 : 2 “ 48x 72,1% in. bevel. are always in 2 “ 38x 80 : 4 “ 32x74 demand, sell “ ‘ é ae fe Ipieasily and are (All in oak frames) Also, six large electric light window reflectors. Also, seven porcelain five-mantel gas arc lights. (Good as new.) A’so 85 rolls fancy orange wrapping paper mostly 18 inch. If interested in any one of these items, it will more than pay you to investigate. THE DICK BRINK COMPANY = MADE. ONLY BY 117-119 Monroe Ave. o Walter Baker & Co. Lid. Grand Rapids Michigan | Established 1780 thoroughly re- liable. You have no selling troubles with them. <<" Trade-mark on every Ree Ot genuine package OTe TSH ee ele nrelmiinudiienn ili Dorchester, Mass. Sy Rueacs esnczaca natn augenatenggeneaNeNAAAEUNNEH TAAANAAANLUGACAUAANAAUA TEA CSANANNUELEUCATENGANAUE AEC USGNDAAUAOEECAUAOANETAUONCSUONORGOAUREOECORAEGEACAESE MR AULANNALTAANANNAU NANA TA AUNANU ANH ANAA ANNA NACAUNNENHA EE HAGAE ALTE, Union Sanitary Poultry, Feeding, and Storage Battery Acknowledged by this Country's Largest Feeders as the last word in Poultry Equipment Perfection | BO AE ee De ‘ eel en Fa ala aalaaadaa i | i meee ° SPECIFICATIONS 5’ 10” high x 5’ 38” long x 3’ 4” wide overall. 16 Compartments each measuring 31” long x 19” deep x 15” high in clear. 16 Removable shelf bottoms heavily retinned. 16 Removable galvanized sheet steel Pans. Removable top, end, and center parti- tions electrically welded. 8 Fronts, 4 to each side. Each Front furnished with two sliding doors. 8 Best quality Basswood Troughs. Heavy angle iron frame. Angle iron runners for shelves and pans. Upright center braces of angle iron and flat steel. Steel gusset plates and one piece patented malleable corners. All hot gal- vanized after making, except the shelves which are retinned. No crevices for dirt to collect. Absolutely the most sanitary proposition ever placed on the market. NO MORE SHRINKAGE. NO MORE SMOTHERED POULTRY. NO MORE WASTED SPACE. PERFECTLY CONSTRUCTED BY THE WORLD’S LARGEST RACK MANU- FACTURING CONCERN. Can be shipped set up or knocked down perfectly flat. and easily by an amateur. WHEN YOU BUY THE UNION SANITARY FEEDING BATTERY YOU ARE BUYING A PERFECT BATTERY THAT WILL LAST A LIFETIME. Write for prices and catalog to-day. UNION STEEL SCREEN CO., LTD. Can be set up quickly ALBION, MICH. October 7, 1914 Traveler Drew on His Imaginations. Houghton, Oct. 5—A few weeks ago, a commercial traveler, part pro- prietor of the concern for which he traveled, visited the copper country and while here made some big sales of goods. This man was a seeker of publicity, however, and when he got home he could not resist the tempta- tion to give a story to a reporter. This would have been all right but the story he gave out was not at all to the credit of the copper country. This man, a Wisconsin man by the way, and one who travels in a rather unusual line up this way, said that all the copper mines were closed, accord- ing to the published interview, and that ten or twelve thousand or more people were out of work here, that the residents of the region were going out by the hundred, that business was at a standstill, all because of the Eu- ropean war. Now conditions in the copper coun- try have been affected greatly by the war. There is no use denying the truth. But this man had too much to say, stretched his story a little too much, according to the published in- terview. His story was read by thous- ands who were interested in the cop- per country and an injury was done this district that will take years, per- haps, to rectify. Copper country mer- chants, clients of this man, some of them at least, have cancelled their business with his house. Although conditions in the copper country are not what they were two years or more ago, they are by no means bad, not nearly so bad as they might be were it not for the fact that the mining companies are doing much more than their duty by the districts and the people residing here. A short time ago the writer began a series of interviews with prominent business men and other residents of the district. When the first two or three stories were recorded, there were many who scoffed, -believing the articles merely imaginative. But when more and more business men, men from every town in the district, leaders in all walks of life, even work- men themselves, gave out like inter- views the feeling changed noticeably. One Calumet business man who at first declined an interview called in the writer and gave him a “business is good” talk. Not a merchant asked but admitted that business is better right now than it was a year ago. A year ago the merchants were laying in little or nothing in the way ot stocks. This fall they are all filling their shelves with new goods. This is taken as a pretty good sign that business prosvects in the copper coun- try are bright. Of course there are men out of work because of curtailment of cop- per production and all mine employes have had reductions in wages, but it is recognized that these conditions are merely temporary and that when the war is straightened out the copper country will experience an unprece- dented boom in business of all kinds. This is something definite, something certain to look forward to, and it is little wonder that the business men feel optimistic. Fewer traveling salesmen than usual are coming into the copper country right now but not because their firms anticipate small orders or no orders at all from the copper country busi- ness houses. The writer has taken a great deal of pains to look into this matter and has ascertained that many firms have called in their travelers altogether and some of them have cancelled their contracts for goods sold for the simple reason that they cannot furnish the goods. The war is the cause of this, of course, for impor- tations of goods of every sort from every country in Europe have either been shut off altogether or have been greatly curtailed. Therefore the com- mercial travelers are not fewer com- ing into the copper country alone but every district in the United States is right now experiencing the same condition. If the big firms cannot procure material from which to man- ufacture their goods they cannot sell the goods. ooo Do Unmarried Men Work Cheaper? Chicago, Oct. 5—My attention has been called to the following advertise- ment in Otogoloski, a trade journal published in St. Petersburg: “The reason I have heretofore been able to sell my goods so much lower than anybody else is that I am a bach- elor and do not need to make a prof- it for the maintenance of a wife and children. It is now my duty to in- form the public that this advantage will shortly be withdrawn from them, as I am about to be married. They will, therefore, do well to make their purchases at once at the old rate.” The above is an interesting oddity in advertising. It does not apply to me because some time ago I “sur- rendered by making a matrimonial al- liance.”’ However, my method of combating the condition is entirely different. This Russian merchant proposes raising his prices, whereas my system is to increase the busi- ness. My business last year was the “best ever’ and my income corres- pondingly greater. For that reason I am able to go on doing business on “Bachelor Profit.” I don’t have to work anyhow—I can starve, J. A. Loranger. ———_2 + Praiseworthy Good Roads Project. Spring Lake, Oct. 5—“Bad_ roads hinder the marketing of our products of the soil and the purchase of com- modities in exchange.” Hence every mother’s son of us should be boosters for good roads all the time. Spring Lake enthusiasts are laying the found- ation for an organization to be known as the Grand Highway Association to work for a good road between Grand Rapids and Grand Haven to be known as the Grand Highway. The County Road Commissioners are helping the project by laying a model half mile of fourteen concrete eastward from the Spring Lake limits which is really the gateway of the county road system. With a hard surface roadway between the villages along this Grand High- way, the trade and exchange of com- modities between farmers and con- sumers must be increased by the bet- ter transportation and will tend to keep the “Trade at Home” instead of in Chicago by mail. Wm. Connelly. —_——_».> ——___ About the Same. A nervous old lady riding on a rail- way irain, enquired of the conductor which end of the car she should get off. “O, well, madam,” he replied, “it won’t make much difference, both ends stop.” MICHIGAN TRADESMAN “THOMAS” Pork and Beans Tomato Sauce “THOMAS” Red Kidney Beans “THOMAS” Sauer Kraut ‘MADE IN GRAND RAPIDS’”’ By the latest approved sanitary methods and sold in every State in the Union Write us for prices on Thomas’ Celebrated Cider, put up in all sized kegs We are in the market for White Pea and Red Kidney Beans THOMAS CANNING CO. GRAND RAPIDS MICHIGAN AS SURE AS THE SUN RISES Voist's Oe ae weeley Makes Best Bread and Pastry The Tradesman’s Sworn Statement Made Under New Postal Law Statement of the ownership, management, circulation, etc., of THE MICHIGAN TRADESMAN, published weekly at Grand Rapids, Michigan, required by the Act of Aug. 24, 1912. : NOTE —This statement is to be made in duplicate, both copies to be delivered by the publisher to the Postmaster, who will send one copy to the Third Assistant Postmaster General ae of Classification), Washington, D. C., and retain the other in the files of the postoffice. Editor—E. A. Stowe, Grand Rapids. Managing Editor—E, A. Stowe, Grand Rapids. Business Manager—E. A. Stowe, Grand Rapids. Publisher—Tradesman Company, Grand Rapids. Owners: (If a corporation, give names and addresses of stock- holders holding 1 per cent. or more of total amount of stock.) E. A. Stowe, Grand Rapids, W.N. Fuller, Grand Rapids. S. A. Sears, Grand Rapids. S. F. Stevens, Grand Rapids, Henry Idema, Grand Rapids, N. G. Richards, Grand Rapids, F. E. Clapp, Grand Rapids. John DeBoer, Grand Rapids. Fred Pettinga, Grand Rapids, E. L. Fox, Grand Rapids. Known. bondholders, mortgagees, and other security holders, holding 1 per cent. or more of total amount of bonds, mortgages or other securities: There are no bonds, mortgages or other securities outstanding against the Tradesman Company. In regard to section 2 of the law, the Tradesman does not accept pay- ment for any editorial or other reading matter printed as news. E. A. Stowe, Business Manager, Sworn to and subscribed before me this 2nd day of Oct., 1914. (SEAL) Florence E. Clapp, Notary Public in and for Kent Co., Mich. (My commission expires April 17, 1916.) f | ; f MICHIGAN TRADESMAN October 7, 1914 THE MEAT MARKET An Old Time Butcher to His Son. Dear Ed: The man who allows his competitors to dictate the policies of his business never stays in business very long. The merchant who never takes a forward step without waiting to see what his competitor is going to do always lags behind in the race for more and better business and never manages to get up with the leaders. The men who are sucessful these days are the men who have brains and foresight enough to plan out a course of action on a sound ba- sis and carry it through to its logical end. They are the men who think for themselves and refuse to allow their competitors to think for them. ‘If you tell that to the average butch- er who runs a small market he will look at you and say: “Huh! That kind of talk is all right for the big fel- lows, but how the deuce can I be one of those leaders with a shop that’s just big enough to swing a cat in?” He forgets that every one of those big fellows was a small fellow once upon a time. And when they were small they never thought like he does. John Wanamaker’s total sales for his first day in business were about a dol- lar and a half. His first year’s sales weren’t much larger than those of the average meat market. But that didnt stop him from being a leader and run- ning the store on the basis which he thought was a correct one. And look at the business which he does to-day —every bit of it the result of his own ideas. If Wanamaker had allowed his competitors to run his business he would still be running a one-horse dry goods store on some obscure corner and spending all his waking hours wondering how he was going to meet his jobbers’ bills. . G. F. Swift, the founder of Swift & Co., made his first cattle trade with a heifer that his father had given him. Out of that small beginning the great organization which bears his name got its start. G. F. was a man of ideas—not his competitors’ ideas, but his own ideas. And he had faith enough in his ideas to stick to them and play them to a finish. He was the master of his own business, as every man should be. The fear of competition plays too large a part in the way the average butcher runs his market. Some of them spend so much time mindiag their competitors’ business that they forget all about. minding their own. What the fellow on the next block is doing is more interesting to them than what they themselves are doing. And the result is that they stick in the hole all their lives. This is the fear that makes the butcher sell his meat at prices that do not bring him a fair margin of prof- it. This is the fear that makes him give away fat and bones, makes him trim his meat instead of selling it as it falls, and makes him give credit where credit shouldn’t be given. In fact it is to this fear that practically every abuse in the retail trade may be traced. Butchers are notoriously hard to organize for their own benefit. Why? simply because this fear of competi- tion makes them suspicious of each other to the extent that they become personal enemies. Butchers are be- ing done by “dead-beats” every day ‘in the week, simply because they re- fuse to exchange credit information among themselves. Butchers them- selves foster the things that should not be instead of uniting and by co- operation doing away with them once and for all. I know well enough that business is a fight and will be so long as there are two-men running stores of the same kind in the same locality. But the fact that they are fighting each other in business doesn’t mean that they cannot co-operate with each other for their own advantage. Neith- er does it mean that they must make their trade fight a personal fight. They used to tell us that competi- tion was the life of trade. Nowadays a lot of us believe that it is the death of trade. Both of these are true, de- pending on the kind of competition. That based on quality, service, and value—a straight out and out fight for trade on its merits—never hurt anyone, but on the contrary ‘usually benefits both the fighters.’ But the kind of competition which degener- ates into backbiting and mass of per- sonalities, that never loses a chance to injure the other, is the kind that is a bad thing for you and a bad thing for the man you are fighting. Keep out of it, for it never won any man anything yet.—Butchers’ Advo- cate. ——_~--. What Some Michigan Cities Are Doing. Written for the Tradesman. Berrien Springs is well protected from fire now through improvements at the waterworks plant. Escanaba will purchase an auto fire truck. Benton Harbor is offering $1,000 reward for the capture of a bold “fire bug’' who is operating there. Chief King, of the Jackson fire de- partment, calls attention to a new hazard, the oil mop, which women often put away under the stairs or in a corner somewhere and in a short time spontaneous combustion de- velops. Marquette fishermen report smaller catches on the lake this season, but a profitable season on account of good prices. The retail price of fish in Marquette has remained the same, however, with whitefish at 15 cents and lake trout at 12% cents. The closed season for commercial fishing on the lakes extends from Oct. 10 to Nov. 15. Constantine is hoping to be pre- sented by the Lake Shore Railroad with a new passenger station soon. Railroad officials met with the busi- ness men recently and, while non- committal they promised to see what could be done about it. The old building has one small waiting room and does not. give travelers the right idea of Constantine, which is really a beautiful town. The Lake Shore Comercial Club met recently at Saugatuck and review- ed its work of the past two years. The new boat line to Chicago has been a success and there is talk now of a railroad being built from the east to connect with it. With steam- boat lines, railroads and _ factories Saugatuck and Douglas are sure to grow. An ordinance regulating the slaugh- ter of cattle within the city limits has been adopted at Sault Ste. Marie. Abattoirs are placed under supervision of the health officer and _ butchers must pay an annual license fee of $10. About thirty business men of Eaton Rapids, members of the Commercial Club, were guests recently of the Boosters and Knockers Club at Al- bion and cordial relations between the two cities are strengthened. Bay City has been presented with 500 evergreen trees for its parks by the Detroit & Mackinac Railroad. Battle Creek’s long drawn out gas fight is likely to end soon. The pres- ent rate is $1 per 1,000 feet and the company now offers a new rate of $1 for the first thousand and 80 cents for each additional thousand feet, which means practically a 20 per cent. reduction in prices. The time of pay- ing monthly bills is also extended from the 10th to the 15th of each month, with the usual 10 per cent. penalty for non-payment. The com- pany also has the right to make a minimum charge of $6 a year. An ordinance covering the new rates and annulling the one enacted a year ago, fixing the price of gas at 90c, has passed first and second reading and will probably be adopted. The city may annul the ordinance at any time. The gas company made the concession in the interests of “peace and stabil- ity’ in its business. Sault Ste. Marie has signed a ten- year contract with a private party for the collection of its garbage at a cost of $18,400, the new system to take effect Nov. 4. The city plans to buy garbage cans in quantities, to sell to residents at cost. Benton Harbor is doing its own smaller street paving jobs at a con- siderable saving to taxpayers. Contracts have been awarded for Bay City’s new Y. M. C. A. building. Almond Griffen. —_2+->___ Two Receipts for Making German Metwurst. No. 1—Take 60 pounds of beef and 40 pounds of pork. Use trimming or the residue from the manufacture of salami or cervalat, cleaning all fat from the beef. The pork must be fat. Chop the beef very fine, mixing with it 70 ounces of salt, then add the pork and chop all together, and season with 14 ounces of salt, 12%4 ounces ground white pepper, 70 ounces sugar and 5 3-5 ounces saltpeter. Chop fine, mix- ing the mass well together. Allow the sausage meat to remain in a ten)- perature of 60 degrees F. for two hours before putting into casings. Hang for a week to dry, then smoke them in a cool smoke for five days. No. 2—To 100 pounds of pork, half fat and half lean, add 63% ounces salt, 5 3-5 ounces ground white pepper, 4 ounces cane sugar, 2 ounces ground saltpeter. Mix the seasoning well be- fore putting it into the meat. Put the meat into the machine and chop it until it is about the size of wal- nuts, add the seasoning and continue chopping until the whole is about the size of peas. Stuff firmly into hog casings and tie the ends_ together, then dry for about a week and after- wards smoke in a cold light smoke until they assume a reddish yellow color. ——_+ +. Advocates Municipal Abattoir. The Indiana Board of Health is sending out a series of letters to the municipal authorities of the small- er towns calling their attention to the condition of the smaller slaughter houses located therein. The letter declares that the State Board of Health would be glad to co-operate with the local authorities in the de- velopment of any plans for a more satisfactory control of their meat supply. Although the State does not supplement Federal inspection by State inspection, they declare that there is a vast field for municipal in- spection, and they believe that the latter may be brought about without doing any injury to the business of the local butchers. In fact, the butch- ers will be in a position to profit greatly, they claim, by the adoption of plans by which the wastes of their present business methods may be eliminated. It is not necessarily an act of hos- pitality to make a guest feel at home. MAAS BROTHERS Wholesale Fish Dealers Bee ae i Se Cid UPA eS = OU LO its = 8 eS ie ON e ARN Se Sea Foods and Lake Fish of All Kinds Citizens Phone 2124 _ Bell Phone M. 1378 1052 Ottawa Ave., N. W. Grand Rapids, Mich. October 7, 1914 MICHIGAN TRADESMAN The Story of the War of the Powers that tremendous tragedy of nations, which threatens to completely wipe whole countries from the face of the earth, is being graphically told by expert writers and vividly illustrated with pictures of personages, scenes and events of historical importance and world-wide. interest in the Leading Periodicals! Probably never before in the history of civilization has there been news and pictures of such momentous importance and absorbing interest to the public, all of which makes this the very best time of all for you to Sell Magazines and Periodicals Start your news department now and get the good profit that comes from the sale of MAGAZINES and PERI- ODICALS, as well as the patronage of their readers in other lines which you handle. The Reading Public is the Buying Public The American News Company New York Please send me Price List and full Particulars in regard to installing a Profit-paying News Department The American News Company | tanec ciessccceeee 9-1 5 Park Pl ac e, New York MMO 5 a ows cece necks Cece la sauduconss oi cea taaes Pe mee meee ee ee ee See t HEH oeeer tS HttseeBHun ste seteseeeseece M. T. 10-"14 ee rn : a if i . i i ; t MICHIGAN TRADESMAN October 7, 1914 i" Grand Council of Michigan U. C. T. Grand Counselor—M. S. Brown, Sagi- naw. Grand Junior Counselor—W. S. Law- ton, Grand Rapids. Grand Past Counselor—E. A. Welch, Kalamazoo. Grand Secretary—Fred CC. Richter, Traverse City. Grand Treasurer—W. J. Devereaux, Port Huron. Grand Conductor—Fred J. Moutier, Detroit. ; Grand Page—John A. Hach, Jr., Cold- water. eoreee Sentinel—W. Scott Kendricks, nt. Grand Executive Committee—E. A. Dibble, Hillsdale; Angus G. McEachron, . Detroit; James E. Burtless, Marquette; L. P. Thompkins, Jackson. . Next Grand Council Meeting—Lansing, une. Michigan Division T. P. A. President—Fred H. Locke. First Vice-President—C. M. Emerson. Second Vice-President—H. C. Corne- us. Secretary and Treasurer—Clyde E. Brown. Board of Directors—Chas. E. York, J. W. Putnam, A. B. Allport, D. G. Mc- Laren, W. E. Crowell, Walter H. Brooks, W. A. Hatcher. Where the Traveling Man Falls Down. Orders are lost every day because the salesmen concerned fail to show their goods. It may be said that ail salesmen are ever willing to show their line on every possible occasion, and that the opportunity to do so is being constantly sought.: I am by no means sure of it. I believe that too many fellows try to substitute taik for demonstration. They have such implicit confidence in their line of talk that they let the most powerful ar- gument rest peacefully in their sample case or traveling bag. They think to win by logic and reasoning—strict- ly mental process—forgetting that they are appealing to only a part of the factors which aid in the determ- ination of a buyer to purchase. There are few lines now sold in which the salesman is not given some character of sales assistance in either samples, catalogues or illustrations of some such sort as will appeal to the dealer’s sense of sight at least; and sometimes to other of his senses. Yet with these aids I have known men, who drew salaries as salesmen, to utterly neglect such advantages, and, with a superior line to that of competitors, walk out of a dealer's store without an order. It is easily determined that men of that type are not always successful salesmen. Once in a great while a man who can sell by pure talk is found, but such chaps too frequently embroider the truth with fictitious statements which do not stand the test of time and in- vestigation. - Comparison of one line of goods with another makes the most power- ful selling argument a salesman can muster—provided his line can stand the test. The courage to meet the other fellow’s. goods on their merits does not weaken a salesman with the customer. The fact that he has the courage of his convictions will have a positive effect upon the buyer—- even though he may not let you see it. It is always well to remember that the goods the dealer already has on hand represent his previous buy- ing judgment and seeking permission to make comparisons of what you have to offer with what he has pre- viously bought, savors of critcism of his judgment. There is nothing most merchants are more proud of than ‘their ability to buy well, consequent- ly the requested test must be put forth with tact and cleverness in 9r- der to get it over. In these days of service to the cus- tomer, I wonder if all houses remem- ber that there is also a service due the salesman. Saleshelps are as es- sential to the highest efficiency to be had from the salesmen as are the so-called dealer-helps which are so liberally distributed by manufactur- ers and distributors. These sales- helps may take infinite form, but they should bend to one end and that end—the increased efficiency of the traveling representative. The more assistance a salesman is given in the way of descriptive matter, samples or whatever may be essential, the more effective his work will be with the trade upon which he calls. Not alone in sales but in the ability dis- played in showing the retailer how to increase his sales to his trade. Also with good service from the house to the salesman a more accurate meas- ure may be taken: of the ability of each individual. “When a house has the knowledge that no stone has been left unturned in salesman-service and that despite the fact a man is not getting the business, there is lots less hesitancy about making a change. In most cases, anyway, it’s the salesman and not the territory, and if all the opportunities for excuses have been plugged by good sales-helps, a sales- manager knows what to do next. Coming back to the showing of the goods: I’ve seen it fail only rarely when a salesman did not get some sort of an order when he properly displayed his goods. I recognize the fact that a man cannot carry a plow or a threshing machine about the country with him but he can carry the proper sales-helps with him in the shape of catalogues, photos, letters of reference, tables of results, ete., and if he’s selling canned goods his can-opener ought to be his best friend and his grip as full as parcel post ser- vice from the house will permit. Have the goods to show—in one form or another. If you’ve a good customer in a town as far as fifty miles away—get him on the wire and let him tell your new prospect what he’s found out about your line. That’s the testimonial line of argument—one of the strongest in the salesman’s sheaf—but overlooked by many. A bundle of letters from men who’ve bought from me and my house would be one of the first things I’d get to- gether. Your customers should be your friends and as such they'll boost your game for you in writing or by phone or even by telegraph if you'll let them know you need help with some chap who is skeptical. Show the goods and back ’em up with testi- monials—if you can get them—and sales will come oftener and lots easier. While I’m speaking to this house of salesman-service, may I also re- mind salesmen that reciprocity is good business. Salesmen are the eyes of the house. They are out on the fir- ing line. They hear about the new models; the improvements, the changes in selling plans, the new brands and varieties; all sorts of in- formation ad infinitum. How do you expect the house to know all these points unless you report details? Do you think they hire a clairvoyant by the month or that they can smell these changes? If you sell a line where samples of competitive lines can be readily purchased and shipped to the house—do so until they tell you to stop. I’ve known salesmen to send loud wails and excuses for not getting business because somebody else was offering something new or pricing items a bit low and then fail to name said price or to send a sam- ple of the competitive item in to head- quarters and then curse things in gen- eral, and the sales manager in par- ticular, because the house could give them no satisfaction or assistance or advice as to how to act under the circumstances. Just reverse the situ- ation and figure it out for yourself. Back up your statement with facts instead of fairy-tales, and get the benefit of the service your house is ready and willing to give. Earl D. Eddy. Copyright, 1914, —_2 +> Broad Is the Way. The Major met. Uncle Jim coming home from the county:fair. Uncle Jim’s mode of progress was such as to command attention. He tacked from one side of the road to the other until brought up short by hit- ting the fence; and each tack netted him about five feet homeward. The Major reined up. “Jim, you black rascal, you’re drunk again,” commented the Major. “It’s a long way home—you’ll never get there in this fix.” “Yas, suh,” answered Jim thickly, anchoring to a post, “it ain’ dat dis heah road’s so long, suh—but ef dey jes ain’ made it so broad, sah!” —___>>s—__ When a bride begins to realize that her husband is much like her brother her air castles collapse. Two Ways of Looking at It. A perspicacious young man, pass- ing where an old colored man was busy setting fire to the dead grass in a meadow, accosted him thus: “Don’t do that, Uncle Eb, don’t do that!” ' “Why so, sah, why so?” “You will make that meadow as black as you are.” “Never mind dat, sah, never mind dat! Dat grass will all grow out an’ be as green as you is!” HOTEL CODY EUROPEAN GRAND RAPIDS, MICH. $1.50 and up bath. Rates $1 and up. EAGLE HOTEL _ EUROPEAN GRAND RAPIDS, MICHIGAN $1.00 PER DAY—BATH DETACHED Excellent Restaurant—Moderate Prices Match Price List NON-POISONOUS Strike Anywhere Safety Matches Price for Price for 5 cases less than and over 5 cases per case per case SAFE HOME No. 5 size—5 boxes to package, 20 packages, (100 boxes) to $3.50 $3.66 Cece serccccces eeccecce BIRD’S-EYE No. 5 size—packed 5 boxes in package,. 2@ packages (100 boxes) in case ........ seeoe Ose BLACK DIAMOND No. 5 size—packed 5 boxes in package, 20 packages boxes) in case 25 MARGUERITE No. 5 size—packed 12 boxes in package, 12 packages boxes) in cage SEARCH LIGHT No. 5 size—packed 12 boxes in package, 12 packages boxes) in case 40 BLUE BIRD No. 5 size—packed 1 doz. boxes in package, 12 packages (144 boxes) in case ............. 4.10 CRESCENT No. & size—packed 12 boxes in package, 12 packages (144 boxes) in case ........ oeoe 4.00 SWIFT & COURTNEY No. 5 size—packed 12 boxes in package, 12 packages (144 boxes) in case .......... e+. 3.85 BLACK SWAN No. 5 size—packed 12 boxes in package, 12 packages boxes) in case 3.70 BEST AND CHEAPEST No. 2 size—packed 12 boxes in package, 12 packages (144 boxes) in case .........0000. 1.60 RED DIAMOND No. 2 size—packed 12 boxes in package, 12 packages (144 boxes) in case .............. 1. ANCHOR No. 2 size—packed 1 doz. boxes in package, 12 packages (144 : GLOBE No. 1 size—packed 12 boxes in package, 36 packages (482 boxes) in case ............ -. 2.70 2.85 STRIKE ON BOX MATCHES RED TOP B Size—12 boxes to package, 60 packages (720 boxes) to CASE 2.005 Seacens eee sees oee+$2.60 $2.75 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 1.50 60 October 7, 1914 UPPER PENINSULA. Recent News From the Cloverland of Michigan. Sault Ste. Marie, Oct. 6—R. C. Bradley, steward of the Newberry hospital, was a business visitor here last week, looking after the fine herd of Holsteins which was on exhibition at the Chippewa county fair. The herd was a credit to the State insti- tution and Mr. Bradley is deserving of much credit in furnishing such a fine exhibit. Harper & LaLonde have sold their restaurant on Portage avenue to Mr. La Londe, who will conduct the re- taurant, while Harper & La Londe will devote their entire time to their grocery store and meat market on Easterday avenue. S. J. Lennox, residing at Steelton, Ont., met with a fatal accident at the ore dock of the Algoma steel planr, where he was employed. While doing some repairs, Mr. Lennox lost his balance and fell into the river, where he was drowned. The body was re- covered from the river about an hour later and removed to his home. The deceased is survived by a wife and five children, who have the deepest sympathy of their friends. The citizens of the Canadian Soo thought they were falling in line by discontinuing their local fair this year on account of the war, but when the reports from various parts of Ontario indicated that numerous fairs were being held as usual, it would seem the hard times were more imaginary than real and they are now looking for the parties directly responsible for not having their usual fair. It seems that certain people have been talking for the community, while the community were in favor of the fair and they are now looking for these individuals. The only satisfaction that the Canadian residents have had so far was to take in the fair on the American side, which far exceeded ex- pectations. While the Canadians are not jealous of their American friends’ successful fair, they returned to their homes feeling somewhat sad that so grand an opportunity for having an elaborate fair of their own was pass- ed up. John S. Owen, of Fibre, a smali station on the Soo Line, near the Soo, while out bird hunting with his shot gun last week, ran across a big tim- ber wolf which he was successful in shooting and he was given an order for $30 bounty. Mr. Owen feels well repaid for his trip through the woods. The D., S. S. & A. Railway has changed its schedule again. The train now leaving the Soo at 5:05 p. m. for Mackinac, Saginaw _ Valley, Detroit and Grand Rapids, will be discontinued. The night express for Duluth will leave the Soo at 5:30 p. m., instead of 6 p. m., as heretofore. This train will handle the through De- troit sleeping car and coach passen- gers for Lower Michigan. It will also have a dining car attached serv- ing meals. The train now arriving at the Soo at 9:30 p. m. on Sundays from Soo Junction will be discon- tinued.” I. B. Jefferson, for the past year one of Mr. Eddy’s chief clerks at his emporium, has tendered his resigna- tion, but it has not as yet been learn- ed what Mr. Jefferson’s future plans will be. W. T. Feetham, one of our popu- lar Ashmun street jewelers, was un- usually happy last week during the fair and it was supposed by his many friends that he was going to spring a suprise at the fair, but it developed later in the day that the arrival of a new daughter was the cause of his unusual happiness and many good ci- gars were distributed among his num- erous friend in consequence. L. J. Lee, Dafter’s leading grocer, accompanied by his son Ralph were Soo visitors this week, making the trip in their auto. Mr..Lee reports a MICHIGAN TRADESMAN busy time among the farmers who are threshing and from all accounts the yield of grain will be a record break- er this year, being the best in many seasons. C. J. Byrns, general manager of the Soo Lumber Co., made a trip through the country last week for the purpose of becoming acquainted with the farm- ers and he made them all very happy by leaving as souvenirs maps of the war zones in Europe, which were greatly appreciated. The Michigan State Telephone Co. has finished the extension of its line connecting the Shallows with the Soo and the resorters at the Shallows are more than pleased. The Agricul- tural School at Charlotte River is also being connected. With the above ad- ditional communication the Michigan State Telephone Co. is giving very satisfactory service. As a protection to the company, it has offered a re- ward of $100 for the arrest of any per- son injuring its poles or wires. The launch Endress, which sank a couple of weeks ago near Whitefish Point, mention of which was made in these columns at the time, has been raised by T. Durocher’s derrick scow, assisted by Sam Hogarth, diver. The launch was towed to the Soo by the tug C. J. Schenk and repairs made which cost in the neighborhood of $700. She started making her regular trips again this week, which is pleas- ing news to the residents of White- fish and Vermillion, as they depend largely upon this boat service for their supplies. Mr. and Mrs. Sam Freedman, wno have been on the Association vaude- ville circuit during the summer, are visiting here at the home of Mr. Freedman’s parents, Mr. and Mrs. Abe Freedman, Maple street. The many friends of one of our patrolmen, Dan O’Connel, are figur- ing on presenting him with a medal of honor as a token of esteem of the local sportsmen here. The old saying that you'll always see plenty of game when you can’t shoot still holds good in this case, as Dan saw a large part- ridge on his barn in the rear of his residence on Maple street last week, and while he was not abundantly sup- plied with ammunition and fire arms, the sight was enough to tempt the most considerate, but it was reported that Dan threw a handful of salt at the bird, causing it to. disappear in the direction of the woods. As the season ‘did not open until Oct. 1, the news spread around somewhat rapidly until it reached D. H. Moloney, the Soo’s famous sportsman, who immediately made a survey of the surrounding country and successfully located the stray partridge on the morning of the ist, which he brought home in due form, along with a nice string of birds of the same family. Last Sunday was peace Sunday in practically all of the churches here, but from all accounts there was considerable recommendations for strength and valor, as the British would like to see the Kaiser wiped off the map before peace is pro- nounced, while the Germans were willing to return the compliment, so that the dove of peace is still flut- tering in the atmosphere and will be until it is welcomed by all nations. The village of Rudyard is still grow- ing. A new building is being put up by J. B. Anderson, near the Michigan Land Co.’s office. The building is a fine brick block which Mr. Anderson expects to utilize for business pur- poses. Andrew Lawrence, one of Dafter’s prominent farmers, congratulates him- self on his narrow escape last week when the scaffolding which was heav- ily loaded in his barn with grain gave way. Mr. Lawrence was in the build- ing at the time when he heard the creaking of the timbers and managed to get out just in time to escape the collapse. : O. F. Barber, proprietor and general manager of the Soo high school hockey team, is one of the hap- piest men in this city over the result of the Soo high school team in win- ning every contest so far this season. The last victims are the team from Gladstone which played with the Soo with a score of 78 to 0 in favor of the Soo, and the prospects seem unusually bright for the Soo team this year, as they feel quite confident of the future results, so long as there is no intention of having to go to Detroit for another tryout. The American Finnish League of Hancock is putting up a fight against socialism. The residents of Cloverland are feeling somewhat elated over the re- ported prospects of a decline in meat prices, as it was reported that a little more than a week ago 100 carloads of Argentina cattle arrived in Chica- go which had originally been con- signed to England but was diverted on account of that country becoming involved in the European war. Other shipments are expected to follow in a short time, so that we are to have an ample supply of South American meats, while on the other hand our export trade is rapidly. falling off. If prices are lowered it will mean much more activity in the lumbering operations in the Upper Peninsula as it is one of the serious problems with the lumber operators who have been holding off their winter operations on account of the high cost of foods, but they are all ready to commence oper- ations providing there is any reason- able prospect of lower prices. A short ‘time ago numerous Cana- dians were arrested in this city for violating the speed laws which evi- dently was not to their satisfaction and our Canadian friends lost no time in getting even at the first oppor- tunity, when one of our citizens, E. F, Priester, was arrested last week charged with speeding and fined $5 and costs by Magistrate Elliott. Ac- cording to Mr. Preister’s story he had driven a lady about the Canadian Soo last Thursday afternoon while she was doing some shopping and making a few calls and they had not gone much further than a block or two between each stop, so that they had no op- portunity to speed if they so desired. However, when they were ready to return to the ferry dock Mr. Preister had passed the corner where the lady had asked him to turn and failing to make him hear she leaned and touch- ed him on the shoulder and as he slowed down to stop the car, a team- ster driving on the wrong side of the street nearly collided with the auto and in making an emergency stop, Mr. Preister killed his engine, and when he got out of the car to crank the motor, one of the constables grab- bed him and announced that he was under arrest for speeding, but Preis- ter indignantly denied the charge and the officer replied, “didn't you fright- en the lady so badly that she leaned over and grabbed you, telling you to stop?” The engine refused to start and the fresh constable then told Priester that he would also be arrest- ed for blocking traffic, and it cost Mr. Priester $7.10. It was somewhat un- fortunate that Mr. Priester is of Ger- man descent which had some baring on the matter and his advice to Ger- man automobilists is to keep away from the Canadian Soo for the pres- ent. M. J. MacLarney has opened a res- taurant at De Tour in the building formerly occupied by John Goetz. Wm, Kirkbride, George Watson and E, S. Taylor, all of Pickford, were city visitors last week. Ted Horton, manager of the Mich- igan Forest Product Co.’s_ store at Strongs, was a business visitor in the city this week. H. W. Mather, of the Cornwell Beef Co. force took a party of friends to . 41 Pickford this week in his new Pack- ard. They also visited Cedarville and Hessel, making the return trip in the same day, thus breaking all previous records. J. W. Mc Tavish, popular landlord of the Murray Hill, was at Trout Lake last week to attend the opening of the new Trout Lake Hotel. Mr. Mc- Tavish reports the new hotel as being an up-todate structure in every re- spect and can cheerfully recommend it to the traveling public. As Mr. Me- Tavish is one of the best hotel men _ in the U. S., his recommendation can be relied upon. The Soo minstrels, under the di- rection of the Soo Lodge of Elks, which will be put on at the opera house this week, promises to be one of the best entertainments ever stag- ed by local talent. The special edi- tion of the Elks newspaper was u credit to the society as it was full of good humor; in fact, it was almost as good as an entire show to digest the contents. One of the unusual features was the Want Columns department, in which the Exalted Ruler, J. Mer- rified, advertised for a wife. Much to the surprise of his many friends, the advertisement was answered by a young lady from Detroit and Mrs. Merrifield, who was to attend the Re- publican State convention at Kalama- zoo, improved the opportunity to go to Detroit, where was united in mar- riage to ‘Miss Lottie Overstock so that Jack will have to buy two tickets for the Elks’ entertainment in conse- quence. William G. Tapert. —_++.>—____ Mighty Madcaps From Muskegon. Muskegon, Oct. 6—After some of our members are shown through our mysteries they probably come for a meeting or so and then seem to lose track of us and probably we only see them once in a year or probably not that often. The meeting to be held on Saturday, October 17, is for the purpose of getting together and be- coming acquainted with all No. 404 members and their helpmates. No ex- cuse this time. Be sure and come. E. P. Monroe, H. Anderson and Ern- est Welton are working hard to make this meeting a success. Come to this Get Together Meeting! Reeman is figuring on a cider mill. Claude Pomery, of Holton, has pur- chased the interest of his brother, June, in the Pomery Bros. store. Claude is a man of good habits and excellent ability so we look forward for a bright future for him. The Smith Mercantile Co., of Conk- lin, has sold out to the Harris Mer- cantile Co. Edward Harris is Presi- dent of the concern. Ed is well liked and shows marks of becoming a suc- cessful merchant. France has plenty of gun powder on hand, but how about face powder for the fair sex? This war is giving Americans a a chance to see America, The Fraternal Aid Society held a meeting in Muskegon and asked all their friends to vote NO on the pro- posed amendment to come up at the next election. The U. C. T. agrees with them on this point. George Dixon was in town and I could tell by his smile that business was good. Milton Steindler. Marquette in Line. Marquette, Oct. 5—At a meeting of Upper Peninsula Council Saturday, a resolution was unanimously carried endorsing the action of the Grand Executive Committee in affiliating with the Fraternal Voters’ League of Michigan for the purpose of defeat- ing the proposed amendment to Sec. 12 of the State constitution. A com- mittee, consisting of J. E. Burtless, Robert Richards, and Peter Trudell, Jr., was appointed to act in conjunc- tion with other Marquette fraternal committees in carrying on the cam- paign in Marquette county. i i q . i i criticise it constructively. MICHIGAN TRADESMAN October 7, 1914 Michigan Board of Pharmacy. President—E. T. Boden, Bay City. Secretary—E. E. Faulkner, Delton. Treasurer—Charles S. Koon, Muskegon. Other Members—Will E. Collins, Owosso; Leonard A. Seltzer, Detroit. Next Meeting—Grand Rapids, Novem- ber 17, 18 and 19, 1914. State Pharmaceutical Asso- ciation. President—Grant Stevens, Detroit. Secretary—D. D. Alton, Fremont. _ Treasurer—Ed. C. Varnum, Jonesville. Michigan Michigan Pharmaceutical Travelers’ As- sociation. President—John J. Dooley, Grand Rap- ids. Secretary and Treasurer—W. 8S. Lawtcn, Grand Rapids. Grand Rapids Drug Club. President—Wm. C. Kirchgessner. Vice-President—E. D. De La Mater. Secretary and ‘Treasurer—Wm. ‘ibbs. Executive Committee—Wm. Quigley, Chairman; Henry Riechel, Theron Forbes. The Preface of the Pharmacopoeia. From the legal standpoint the pref- ace of the pharmacopoeia is the most important part, since it explains and modifies the text which follows. For this reason it should receive wide publicity in order that the best train- ed minds in the pharmaceutical pro- fession be given an opportunity to This is necessary because no matter how much knowledge a man may possess, or how many facts he may have mas- tered, in the many branches of art and science which constitute the pharmacy of to-day, he is very like- ly to convert truths into untruths be- cause of faulty English or from a lack of knowledge of the form of. legal expression. It seems to us, therefore, that if any part of the pharmacopoeia should receive public- ity, it is the preface. It is only by publicity that “jokers” will be kept out of the preface—jokers which will nullify in part the purpose of its pub- lication, and this through no intent of its author. Referring to potas- sium iodide in the eighth revision, we read: “It should contain not less than 99 per cent. of pure potassium iodide and should be kept in well- stoppered bottles.” This is the puri- ty standard for potassium iodide, and it would seem that there could be no variation from this standard because the language is so specific. Yet when we refer to the preface we read in page 38, line 32, the following: “Chemical substances in the form of powder or capillary crystals, and all hygroscopic salts are to be dispens- ed in a condition of sensible dryness. As long as this condition is fulfilled, the moisture present is not regarded This part of the preface completely nullifies the stand- ard-given in the purity rubric for po- tassium iodide. If a potassium iodide as an impurity.” containing only 90 per cent. of potas- sium iodide, 9 per cent. being water, were dispensed, no prosecutions could be brought under the food and drugs act because of the part of the preface cited above. The preface of the pharamcopoeia plays such an important part, in in- terpreting the standards of purity given in the text of the pharmaco- poeia, that it should receive the close attention of every member of the re- vision committee, of pharmacists in general and of a recognized legal au- thority in particular. This will not be possible unless the preface is giv- en wide publicity. ——_+-2-2-___ Worthless Anti-Fat Cures. The Department of Agriculture has lately been considering the merits of for six months and contrived in that space to change his weight to the ex- tent of two pounds and a half; only sad to relate, he gained instead of losing: it. The most successful of the cures was one advertised by a “great obes- ity specialist.” It worked magnifi- cently for the patient lost eighteen pounds in six months; but no wonder! For the diet list accompanying the remedy forbade the use of bread, pas- try, starchy food and sugar. Within three months after discontinuing treatment he had regained all his avoirdupois. The anti-fat specialists find that one drawback is they cannot conveniently guarantee speedy results. Their prom- ises are too easily tested by th_ scales. The specialists who “cure cancer and tuberculosis” suffer under no such manifest disadvantage; yet it is not entirely a disadvantage, for by mak- ing seemingly moderate promises the obesity professors persuade their vic- tims to persevere in the treatment for a long time, much to the financial advantage of the former. —_+-- A Woman’s Idea of a Drug Clerk. Want of dignity in a drug clerk is unpardonable. It is a pleasure to deal with a clerk who is always pleasant —not too pleasant. THE ETERNAL WICKEDNESS OF WAR. I see a sorrowing face lifted in a far garden, I hear a voice upon a lonely hill— I see uncountable millions of other faces Of women and huddled children and helpless old people And the pale, unafraid faces of strong men going to death. It is the desperate rally of dying monarchy. It is the last crucifixion of the rights of many . It is a resurrection and the day of judgment Pronounced upon the war-gods by unescapable wisdom, That men may learn the eternal wickedness of war. certain anti-fat preparations.. Al- though it has been found that they are all good for nothing, yet, the investigators admit that it is practically impossible to prevent the sale of these preparations in in- terstate commerce under the Food and Drugs Act, because the claims upon the packages are designedly so worded as to evade action. There is no doubt that the princi- pal ‘obstacle to dealing with worth- less remedies under the Pure Food and Drugs Act is, as the New York Times truly observes, that liars are at perfect liberty to lie as long as they have the prudence to confine their ef- forts to what the Supreme Court once defined as the “prophetic aspect” of their labels. The anti-fat squad when testing one of the most popular of the remedies, found that of three patients, two of them were so upset that after three weeks’ effort, they had to give it up. The third was made of sterner fibre, persevering with singular fortitude In a drug store that enjoys a good trade you will always find a clerk who is dignified and who is never in too great a hurry to answer questions, to dispel any doubts one might have in regard to the article asked for. He seems to know more about his stock than merely the price and name. He always finds time to hand you your change—not put it on the counter. If you have several small bundles he is bound to see them and ask if he might wrap them together. Courtesy from a clerk is expected by all patrons, but especially appreciated by women cus- tomers. Last, but not least, he always pre- sents a well-groomed appearance. He is what might be called “The right man in the right place.” The reverse type of clerk you wil always find has an altogether careless appearance: One cannot help but make a comparison when they enter a store with this sort of clerk in charge. He will approach you with raised eyebrows instead of a saluta- tion and will carry on snatches ot conversation with a pal who has hap- pened in to see him, and will only give you his divided attention. For example, he will be in so great a hur- ry to serve you, he will have started to the back of the store to get the article you ask for before you have half finished telling him what you want. In consequence, if you neglect to state the manufacture or make you want, before mentioning the article, he is back with something you do not want. This last mistake, of course, is easily remedied, but in connection with his previous deportment annoys one very much. Needless to state, a person is not likely to return for any further pur- chases to a store where this type of clérk is likely to serve. Emma Spry. — 72-2 Myself and Me. I’m the best pal that I ever had, I like to be with me; I like to sit and tell myself Things confidentially. I often sit and ask me If I shouldn’t or [ should, And I find that my advice to me Is always pretty good. I never got acquainted with Myself .till here of late; And I find myself a bully chum, I treat me simply great. = talk with me and walk with me, And show me right and wrong; never knew how well myself And [ could get along. = — never try to cheat me; I’m as trustful as can be No matter what may come or go, I’m on the square with me. It’s great to know yourself, and have A pal that’s all your own; To be such company for yourself, You're never left alone. You’ll try to dodge the masses, And you'll find the crowds a joke, If you only treat yourself as well As you treat other folk. I’ve made a study of myself, Compared with me the lot, And I've finally concluded I’m the best friend I’ve got. Just get together with yourself And trust yeurself with you, And you’ll be surprised how well yourself Will like you if you do. George Cohan. >>. A Useless Struggle. The ambition to keep up appear- ances, too often at the expense of honesty, is a foolish one, as is alsa the pretense of being rich when the reverse is the case. We must be re- spectable—although only in the mean- est sense—in the mere vulgar out- ward show. We have not the courage to live within our income, but must live in some fashionable state to grat- ify the vanity of that unsubstantial genteel world of which we form a part. There is a constant struggle and pressure for front seats in the social amphitheater, in the midst of which all noble, self-denying resolve is trodden down and many fine natures are inevitably crushed to death. There is an ambition to bring up our boys as gentlemen, aithough the result is frequently only to make them “gents.” They acquire a taste for dress, style, luxuries and amusements which can never form any solid foundation for manly, gentlemanly character—the re- sult is that a vast number of young men are thrown upon the world who remind one of the abandoned hulls sometimes picked up at sea, with only a monkey on board. John Locke, October 7, 1914 MICHIGAN TRADESMAN WHOLESALE DRUG PRICE CURRENT Priccs quoted are nominal, based on market the day oi issue Acids Acetic. y..4..2.0% @ 8 FROLIC os cee oe 10 @ 15 Carbolic ...... 58 @ 60 CHETIG as ce 1 00@1 10 Muriatic ....... 1%@ 5 INAETIC (ee cee oe 6%@ 10 OSHC 7.3... 3. 25 @ 30 Sulphuric ...... 1%@ 5 Tartaric...2..'. 75 @ 8:0 Ammonia Water, 26 deg. .. 64@ 10 Water, 18 deg. .. 44%@ D> Water, 14 deg. .. 34@ 6 Carbonate 13 @ 16 Chloride .....-. 15 @ 380 alsams : Copaiba ........ 75@1 00 Fir (Canada) .1 75@2 00 Fir (Oregon) 40@ 50 Per 3.5 3.0.5. 5 2 75@3 00 Tolu <<... 056. 1 00@1 26 Berries @ubeb ........ 8 @ 90 BIS 2. tee a 15 @ 20 gumiper.......-.- 15 @ 20 Prickley Ash.... @ 50 Barks Cassia (ordinary) 25@ 30 Cassia (Saigon) 65@ 75 Elm (powd. 30c) 25@ 30 Sassafras (pow. 30c) @ 25 Soap Cut (powd. SOC el. o ee 25@ 30 Extracts Licorice ....-.-- 26@ 30 Licorice powdered 30@ 35 Flowers Arnica .2.6..65.-- 80@ 40 Chamomile (Ger.) 55@ 60 Chamomile (Rom) 55@ 60 Gums Arnica.’ .....+- 63+. 25@ 30 Acacia, 2nd a 45@ 50 Acacia, 3d .....-- 40@ 45 Acacia, Sorts .. @ 30 Acacia, powdered 55@ 60 Aloes (Barb. Pow) 22@ 25 Aloes (Cape Pow) 20@ 25 Aloes (Soc. Pow.) 40@ 50 Asafoetida .....-- 75@1 00 Asafoetida, Powd. Pure: 66% we ee @1 00 U. Ss. P. Powd. @1 25 Camphor .....---: s0@ 90 Guaiac: -........- 50@ 55 Guaiac, powdered 55@ 60 KINO 6 oa es es ee 70@ 75 Kino, powdered 75@ 80 Myrrh ........-- @ 40 euren. powdered @ 50 Opium ...... 12 00@12 25 Opium, powd. 14 00@14 25 Opium, gran. 15 sea 25 Shellac ......-++- 28@ 35 Shellac, Bleached 30@ 35 Tragacanth NO. de eeu. 2 25@2 50 Tragacanth pow 1 25@1 50 Turpentine ...... 10@ 15 Leaves Buchu ..:...--:; 2 25@2 50 Buchu, powd. 2 50@2 75 Sage, bulk ...... 25@ 30 Sage, %s8 loose .. 30@ 35 Sage, powdered 30@ 35 Senna, Alex .... 50@ 60 Senna, Tinn. ....35@! 40 Senna Tinn powd 25@ 30 Uva Ursi ....... 5@ 20 Olls Almonds, Bitter, THUG Soc eee 00@7 50 Almonds, Bitter, artificial ..... @1 00 Almouds, Sweet, tFUCG sc eccsces 25@1 50 Almouds, Sweet, imitation ...... 50@ 60 Amber, crude 25@ 30 Amber, rectified 40@ 50 AMISG oi cicccs ee 2 75@3 00 Bergamont .... 7 50@8 00 Cajeput ....... 1 25@1 40 Cassia: -¢...5-3 +> @2 00 Castor, bbls. and CanS® ....-2.-- 12%@_ 15 Cedar Leaf ... 90@1 00 Citronella ..... 1 00@1 10 Cloves ..e.s-e- @2 00 Cocoanut ..... 20@ 25 Cod Liver ...... 1 25@1 50 Cotton Seed .... 80@1 00 Croton ..c.ccee 2 00@2 25 Cupbebs ....... 4 25@4 50 Eigeron ..... oes @2 50 Eucalyptus @. 85 Hemlock, pure .. @1 00 Juniper Berries 2 00@2 25 Juniper Wood ... 40@ 50 Lard, extra .... 85@1 09 Lard, No. 1 .... 75@_ 90 Laven’r Flowers @6 00 Lavender, Gar’n 1 25@1 40 Lemon ......-. 3 00@3 25 Linseed, boiled, Pol o 52 Linseed, bdl. less 56@ 60 Linseed, raw, bbls @ 51 Linseed, raw, less 55@ 60 Mustard, ‘true ..9 00@9 50 Mustard, artifi’l 4 a 00 N eatsfoot a wales 85 Olive, pure .... 2 80O3 50 Olive, Malaga, yellow .......... @2 00 Olive, “Malaga, ereen 406. 6c. @2 00 Orange sweet @4 50 Organum, pure @2 50 Origanum, com’l @ Pennyroyal ...... @2 7 Peppermint . 2 75@3 00 Rose, pure -16 00@18 00 Rosemary Flowers @1 35 eaneelon: E. Dies eile eels sce @7 00 meee. true @1 10 Sassafras, artifi’l @ 60 Spearmint Sperm ......-: Tansy .. Tar, USP 30@ Turpentine, bbls. @538% Turpentine, less 60@ 65 Wintergreen, true @5 00 Wintergreen, sweet Dirch 4... .. Wintergreen, Wormseed Wormwood .... 6 00@6 50 Potassium Bicarbonate ..... 30@ 35 ® Bichromate ..... 20@ 25 Bromide ........ 5@ 95 Carbonate ....... 35@ 40 Chlorate, xtal and powdered ..... 35@ 40 Chlorate, granular @ 45 Cyanide ......... 40@ 50 Todide (2. 2... @3 85 Permanganate .. 60@ 70 Prussiate, yellow @ 450 Prussiate, red @1 50 Sulphate ....... 15@ 2 Roots Alleanet 2. ci... 06 20@ 25 Blood, powdered 2U0@ 4A Calamus ...--... @ 50 Hlecampane, pwd. 15@ 7 Gentian, powd. 20@ 30 Ginger, Atrican, powdered ..... 15@ 20 Ginger, Jamaica 22@ 25 Ginger, Jamaica, powdered .... 2 Goldenseal pow. 6 50@7 00 Ipecac, powd. 2 75@s 00 Licorice .......-. 14@ 16 Licorice, powd. 12@ 15 Orris, powdered @ 40 Poke, pemercee 20@ 245 Rhubarb ......- 5@1 99 Rhubarb, powd.. 75@1 25 Rosinweed, powd. 25@ 30 Rerearest Hond. ground ....... 65 gare perils Mexican, ground .......-. 50 55 Squills ........... 20@ 35 Squills, powdered 40@ 60 Tumeric, powd. 12@ 15 Valerian, powd. 25@ 30 Seeds Anise .....-- 20@ 2 Anise, powdered @. 25 Bird, 1s <......-. @ 12 Canary (secede. 15@ 20 Caraway 15@ 20 Cardamon 2 25@2 50 Celery @ 40 Coriander @ 25 DN wc... 20@ 25 Fenneli . @ 30 @ Flax, ground .. @ Foenugreek, pow. 10@ 15 Hemp @ Lobelia @ Mustard, yellow 16@ 20 Mustard, black 16@ 20 Mustard, powd. 20@ 25 POPPY ..ccereee 15@ 20 Soimce Mipeacees @1 50 RAC vocesss cece: @ 15 Sabadilia Woonee @ 35 Sabadilla, powd. @ 40 Sunflower ...... 8@ 12 Worm American 15@ 20 Worm Levant .. @1 00 Tinctures Aeconite «..-....+. @ 75 AIGCS “Ge. wcsica es @ 65 ATNICA se ccns ies @ Asafoetida ..... @1 35 Belladonna @1 65 Benzoin .......- @1 00 Benzoin Compo’d @1 00 BuGHU: 226.6203 @1 50 Cantharadies .... @1 80 Capsicum ......-. @ 90 Cardamon ...... @1 50 Cardamon, Comp @1 00 Catéechu sii... @ 60 Cinchona ...... @1 05 Colchicum ..... @ 7 Cubebs .......-- @1i 20 Digitalis ....... @ 80 Gentian a. @ 7 Ginger .....e0¢- g 95 Guaiac eeaouae 1 05 Guaiac Ammon @ 80 Todine .........- @2 00 Iodine, Colorless @2 00 TOGESE 56k. eons @ % Iron, clo. ...... @ 60 WOUNO, cc cece sca cs - @ 80 MEVTTh o 6.655. 5e @1 05 Nux Vomica .... @ 70 Opinm 92.5 .2..0. @2 75 Opium, Capmh. Opium, Deodorz’d @2 75 Rhubarb ....... 70 Paints Lead, red dry .. 7 Lead, white dry 7 Lead, white oil 7 Ochre, yellow bbl. 1 Ochre yellow less 2 Putty °2 Red Venet n “bbi. 1 Red Venet’n less 2 % 9999900 Vermillion, Eng. 90@1 00 Vermillion. Amer. 15@ 2% Whiting, bbl. .. 11- “L0@1% cee Wiis ese 2 L. H. P. Prepd 1 25@1 35 Insecticides Arsenic ...... 12@ 15 Blue Vitrol, bbl. @ 5% Blue Vitrol less 7@ 10 Bordeaux Mix Pst Hele White = * powdered ..... 20 25 Insect Powder .. g Lead Arsenate .. 8@ 16 Lime and Sulphur Solution, gal... 15@ 26 Paris Green 15%@ 20 Miscellaneous Acetanalid ...... 40@ 45 AIGM ocr s sce 7 Alum, powdered and : ground ...... 7 10 pare ae Subni- PAC cos. c.ce 2 97@3 00 Borax xtal or ¢ powdered .... 6@ 12 Cantharades po 4 00@8 00 Calomel poms s 1 20@1 25 Capsicum ...... 380@ 35 Carmine ....... @4 50 Cassia Buds .... 40 Cloves 30 Chalk Prepared bo 8 Chalk Precipitated no 10 Chloroform ... 43 Chloral Hydrate ; ove 20 Cocaine 50@6 Cocoa Butter .. 6 38 65 Corks, list, less 70% Copperas, bbls. .. @ 90 Copperas, less 2@ 5 Copperas, powd. 4@ 6 Corrosive Sublm. @1 15 Cream Tartar .. @ 60 Cuttlebone ..... @ 45 Dextrine <...... 7@ 10 Dover’s Powder @2 50 Emery, all Nos. 6@ 10 Emery, powdered 5@ 8 Epsom Salts, bbls @ 2% Epsom Salts, less 3@ 7 Wreot 20825... 2 00@2 25 Ergot, powdered 2 75@3 00 Flake White .... 12@ 15 Formaldehyde fb. .10@ 15 Gambier ....... 10@ 15 Gelatine ........ - 50@ 60 Glassware, full cases 80% Glassware, less 70 & 10% Glauber Salts bbl. @ Glauber Salts less 2@ 5 ue, brown ..... 1@ 15 Glue, brown grd. 100 15 Glue, white .... 5@ 25 Glue, white grd. 15@ 20 Glycerine 3. ....... 29@ 40 FROUS: occ cs ccs 50@ 0 Indigo .......... @1 50 fodine. ..:....: 4 55@4 80 Iodoform ...... 5 N Lead Acetate .... 15 20 Lycopdium .... 1 00@1 25 Maceo occas 90@1 00 Mace, powdered 1 Leg 10 Menthol. ......5. 3 ee 00 MGEXCUrY. .....5.. 1 25 Morphine all brd 5 9006 15 Nux Vomica ... @ 15 Nux Vomica pow @ 20 Pepper, black pw @ 30 Pepper, white @ 35 Pitch, Burgundy @ 15 Quassia ........ 10@ 15 Quinine, all brds 35@ 45 Rochelle Salts ... 33@ 38 Saccharine 5 50@6 00 Salt Peter ..... 15@ 20 Seidlitz Mixture. Soap, green a0 Soap, mott castile — white castile Soap, white castile ay ® O&O 00 S less, per bar .. 90 Soda Ash ...... 1% 5 Soda Bicarbonate 1% 5 Soda, Sal ...... 1 4 Spirits Camphor QDIOQHHOQOHOH -1 o Sulphur roll ....2% 5 Sulphur Subl. .... 3 5 Tamarinds ...... 10 V5 Tartar Emetic .. 60 Tartar Emetic 40@ 50 Turpentine Venice 40@ 50 Vanilla Ex. pure 1 ot 50 Witch Hazel ... @@1 00 Zinc Sulphate .. 7@ 10 FooTe & JeENKS’ COLEMAN’S GRAND) — 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. 9 1 4 Holiday Goods UR sample line of holiday goods is now displayed in our show room at headquarters and ready for visiting buyers. There are many new features and we can show our visiting customers the most extensive and best assorted line that we have ever brought to the attention of the buying public. Our stock and our con- tracts for the season are such that we can give the trade first class service. We urge early visits as we must necessarily handle our orders in the rotation in which they are received. Dates for engagements with our salesmen can be arranged by telephone, by letter orby person. & & XB BH Uw Hazeltine & Perkins Drug Co. Grand Rapids, Michigan Economic Coupon Books They save time and expense They prevent disputes They put credit transactions on cash basis Free samples on application RS o 7 Tradesman Company Grand Rapids, Mich. MICHIGAN TRADESMAN GROCERY PRICE CURRENT 3 These quotations are carefully corrected weekly, within six hours of mailing. CHEESE 3 2 e See eee ek OIC ay ats aaa a oe 17 and are intended to be correct at time of going to press. Prices, however. are Siovmunwdaie ee oir liable to change at any time. and country merchants will have their orders filled foe tees oi at market prices at date of purchase. Bricks 055355: @17 : ae By cece are mburger ...... ADVANCED DECLINED Pineapple ...... 40 @60 ee een ca ce oat - ‘ap Sago ....... rt il - oe Swiss, domestic @20 Celery Seed Cream of Tartar CHEWING GUM Splint Clothes Baskets California Dried Limas Adams Black Jack .... 55 Willow Clothes Baskets Rolled Oats Adams Sappota ....... 55 Canary Seed Beeman’s Pepsin ..... - 55 Common Sait Beechnut. (2 ve ves ace ces 60 CRICIOTS ais sc vce c sees 1 25 Colgan Violet Chips .. 60 Colgan Mint Chips ... . Index to Markets 1 2 Dentyne ......cceeeee 0 Flag Spruce .......... 55 By Columns Tui i 5 y AMMONIA Little Neck ap. .. gi 0 we Gane Col. 12 0% ovals 2 doz. bor TB Cian’ Bouillon SRD are 8) PERS. A Burnham’s % pt. ....2 25 Spearmint, Wrigleys 60 Ammonia ..........-. 1 ve Burnham’s pts. ......3 75 Spearmint, 5 box jars 3 00 Axle Grease ....----- 1 11. wood boxes, 4 doz. 3 00 Burnham's qts. ......750 Spearmint, 3 box jars 1 80 B 1tb. tin boxes, 3 doz. 2 35 Corn Aas glial ec a 4 1 3%Ib. tin boxes, 2dz. 425 Fair .......... 65@ 70 GUCBtAD cerrrreerrerees 60 Baked Beans ......-- i 101d. pails, per doz. .6 00 Good 90@1 00 NG .ccecccrcecceccece Bath Brick ..... 1 15%b. pails, per doz. ..7 20 Fancy ........ ‘1 30 CHOCOLATE ei 1 25Ib. pails, per doz. ..12 00 we French Peas Walter Baker & Co. o 0 : ee Brooms ......-- 1 BAKED BEANS nbadon (Natural) ale s ae ne : Brushes ........----+- 1 No 7 a 4 0 P OF, Ss ccceseses 1 1D TeMium ........ee00- Color .2ss0-2- 8 od Per a0. ---20e Gooseberries Caracas ...-.secere--- 28 — No. 2 per doz. ...75@1 40 No, 2, Fair ......... 150 Walter M. Lowney Co. c Oi Re Per Om 41 -SOO1 TS wo 2 Muncy...) 235 Premium, \%s ........ 29 Copies zeae oanstto=e —s ca BRICK a Hominy m sie 29 eoeeoee eeeecesecsees an ar PE a a a ae 3 a % Ib cence 185 No. 40 Twisted Cotton O05 8 Jennings’. $m 315 No. 50 Twisted Cotton 1 30 ; Condensed Pearl Bluing Mackerel! No. 60 Twisted Cotton 1 70 3 Small C P Bluing, doz. 45 Mustard, 1tb. ....... 180 No. 80 Twisted Cotton 2 00 3 Large C P Bluing, doz. 75 Mustard, 21D. vveweees 2 80 No. 60 Braided Cotton 1 00 3 Soused, 1% oe 160 No. 60 Braided Cotton 1 25 3 BREAKFAST FOODS Soused, 2Ib. ......... 2.75 No. 60 Braided Cotton 1 85 3 Apetizo, Biscuits .... 3.00 Tomato, 10. ae tc... 150 No. 80 Braided Cotton 2 25 — ee ss .e 4 Bear Food, Pettijohns 218 Tomato, 2%. ........ 2 80 th ai eee co Se i etree ee racke eat, 24-2 2 50 Oo. as) Ord ..... Crack Wheat eoocce : Cream of Wheat, 36-2 4 50 Butt Mushrooms No. 60 Jute es 90 Crackers ™ Speen” ” 6 Cream of Rye, 24-2 ., 3 00 Bitton, a re 2 : No: 72 Jute ......5<'5 1 00 Cream Ta gasses Quaker Pulled Rice. 425 Sutcue in 7” @ 2 No 60 Sisal ........... 90 D uaker Puffed Wheat 2 85 ‘ ee Gaivanizea Wire ed Fruits ......... 6 Quaker Brkfst Biscuit 1 90 Oysters No. 20, each 100ft. long 1 90 Ort : Quaker Corn Flakes 175 Gove? gin: 777) @, $8 No. 19, each 100ft: long 2 10 F « Victor Corn Flakes .. 2 20 pn es 1 60 No. 20, each 100ft. long 1 00 inaceous Goods ... ashington Crisps .. 1 85 ums 0. eac . long Fluning ‘Tackle ...... § Wheat Hearts ...:... 199 Plums ........ 90@1 35 "GOGOA Flavoring Extracts .. 7 Wheatena ........... 4 50 Pears in Syrup Baker’s 37 Flour and Feed .....- 7 [Evapor’ed Sugar Corn 90 No. 3 cans, per doz. ..150 Gjeveland ............. 41 Fruit Jars .....--e0+ + 7 raadadrg ae CARE casa wes ‘o Marcnwtat Peas oo 00 Colonial, 4s ........ ee 35 a 1 Grape Sugar ‘iakes.. 2 50 Barly June’ <-°1'1 1091 95 Epps ness cosccoe Gelatine ........see0. : Sugar Corn Flakes .. 2 50 Barly June siftd 1 45@1 55 Hershey’s, %s ........ 30 Grain Bags ..-.+------ oe Food . 2 - . Peaches | Beraiey’ Bi gas cS. 38 ollan eK one... Peeaies 25 uyler ...... aA Herbs ” ee 7 Krinkle Corn Flakes 2 00 Ne. 10 size can he “a; 25 Lowney, YS ......... - 34 Hides and Pelts ....- g Mapl-Corn Flakes ... 2 80 Pineapple Lowney, %4S .......... 34 yee g§ Minn. Wheat Cereal 375 Grated ........ 175@2 19 Lowney, %8 ......... 33 Horse Radish ..... ; 0 Ralston Wheat Food 450 Sliced ...... ... 95@2 60 Lowney, 5 Ib. cans .... 33 J Ralston Wht Food 10c 1 45 Pumpkin Van Houten, %s ..... 13 Jelly ....scecesseeeees 8 Saxon Wheat Food .. 260 fair ,...., 80 Van Houten, 4s ..... 18 Jelly Glasses ........ eee eet ieee. OP Geen es ies. eee een es: 85 Triscuit, 48 ........5. 0 Maney 222202. ’ eecsee ag g Pillsoury’s Best Cer’l 4 25 Gallon “0002222 2 te WaneMta sees 38 eee orth sche et Post Toasties, T-2 .. 2 40 Webb... ss... 33 Mapleine ............ 8 Post Toasties, T-3 ©. 260 gtana a Wilber, %s .. 33 Mince’ ‘see gg ea. : Post Tavern Porridge 2 80 ™ Saimon Wilber, eu” 32 Molases .......-..++- 8 BROOMS Warrens, 1 Ib. Tall .. 2 30 Dunham's per tb Mustard ....... cies 8 Fancy Parlor, 25 Ib. 425 Warrens, 1 Ib. Flat..240 us §mp. case ...... 30 Parlor, 5 String, 25 tb. 400 Red Alaska ....1 10@1 75 4s, 5tb. case ....... 29 N 4 Standard Parlor, 23 . 3 60 Med Red Alaska 140@1 45 7 ibtb. case ...... 29 UNSER ess sa cen es Common, 23 13 25 n aska .... @1 15 ita Iie. tees 1oss: 28 Oo ecial, 23 i. 0... 8 Sardines 1s, 15Tb. case ....... 27 Olives .......eeeeeees 8 Wa arehouse, ae Ih. .. + 4 25 ee 4s wears: : 2 4s & Is 15Ib. case 28 ommon sone omestic, ustar 5 Scalloped Gems ...... 10 P Fancy Whisk ....... 125 Domestic, % Mustard 3 25 \%s & i‘ pails ...... 16 ig POTS Care a 8 BRUSHES French, 4s ........ 7@14 Bulk, pails ........... 14 WES os oss oe a ese 8 Sori French, %s ........18@23 Bulk, barrels ......... 18 Playing Cards ...... 8 golid Back, 8 in. ..... 75 Sauer Kraut Baker’s Brazil Shredded POIAER 665s ies e kes s 8 Solid Back, 11 in. .... 95 No. 3, cans .......... 90 10 Be pkgs., per case 2 60 Provisions ........... 8 Pointed Ends ........ 85 No. 10, cang ......... 2 40 = oe a re. ae 2 60 Stove Shrimps ig on a6 g No. 8 ..cccceeceeeeese. 90 Dunbar, Ist doz. ....145 P Since # TE nS cans ibe choses : No. oe pee ee 35 Dunbar, 1%s doz. .... 2 50 er rae ne ee Rolled Oats .........: ONE ee me | Gucedcash : Common ...........-.. 19 s ioe nah. ae ee a Salad Dressing ...... 9 NOOR cic 2 go Pamey 00000071 26@d 40 sl gine na ane ee Sat Boda ... sess cc es 9 Ni AS co oes co cca ke Strawberries Peaberry .......2.... 33 a 9 No. 8 ............--.. 190 Standard ........ 5 énukes Salt Fish SSisisccccna 8 BUTTER COLOR Fancy ........00. a3 oceania ae =~ parce ee ore 2 Dandelion, 25c size ..2 00 as Tomatoes ie Me oe yt ill 20% ee CANDLES “a oo ie Bee 8 EY ge. inet ss .. 1% Paraffine, 6s ........ tN. Coes 310 peaberry ....... ee Soda : 10 Paraffine, 12s ....... 7% erence eseseseee os 20 CARBON OILS SOLON oo sskse sca es e Wicking ............- Barrels . Maracaibo . Starch Cece reesesscese : Rap ig te oe eS caes 10 WAT ao 6 bie s wid se 010 bin 0 Syrups ....-..0.000.0. 10 CANNED goons D. 8. Gasoline 1.2... 14 Choice peo nae 25 as Machine ....... exican Table sauces 10 oc @3 (2 cn eet eoreccee ylinder ....... eee ccccccsecee Tea roe tee "10 minoemerier Engine ........ Tobacco Sune LeRS i, 12, . Se 1 50@1 90 Black, winter ne Guatemala . eee ee Standard allons weer erroesrseaseoe Vv Bi @ Snider's a “ Ber tes : 2 35 Fancy cite ae 28 Beans nider’s pints .... ava TO cote ee, veees 85@1 30 HICORY Private Growth ... 26@30 Healy ig 5 Aine oo ieee sake ees oes ss ; pero ag Sbeate seas s0oee arson y genus MKOIE= sees soca es ee BR nok Ripe ae Wrapping eons Hood 0M . Blueberries Scheuer’s ... 6 Short Bean ........25@27 Standard ............ 180 Red Standards . 1 60 ae dear seccccess -24@25 Yeast Cake © i dasaeeuge ME GOMONn: i dea ee ven sees 4-26 06 6 sisii aves DO OB: O. G. 2.22... 26@28 Bogota WBAN os oe es sek aeia 2k WANCY |. ose. cs 26 Exchange Market, Steady Spot Market, Strong Package New York Basis Arbuckle ..........5 18 McLaughlin’ s XXXX McLaughlin’s XXXX sold to retailers only. Mail ms orders direct to W. McLaughlan & Co., Chicago Extracts Holland, % gro. bxs. 95 Felix, % gross .......1 = Hummel’s foil, % gro. Hummel’s tin, % gro. 1 ig CONFECTIONERY Stick Candy Pails Horehound .......... 10 Standard .......... 10. Standard, small ..... 11 Twist, small ........ 11 Cases DUMIDO sas ses ces 10% Jumbo, bomen voce Big Stick 2.6.25 65 10% Boston Seear Stick .: 15 Mixed Candy BAT OKOCN 2. os ccc case 10% Cut Tboat 22.6.5... - 11% French Cream ...... 11 WAMCyY 15.3 cess ces ais Grocers ......... jena eS Kindergarten ....... 13 PieCAdCr os ccc s ssw ceo 11 Majestic ............ 11 MONnaTCH <2... 12 Paris Creams ....... 12 Premio Creams ..... . 16 RROVAL isc cicc awa cs so ses 9 SDCGIAI |. 50s oss 50s cue 10 Valley Creams ....... 14 es Oe eo bias ce cee 8% Specialties me s Auto Kisses (baskets) 14 Autumn Leaves ...... 13 Bonnie Butter Bites .. 18 Butter Cream Corn — Caramel Dice ........ Cocoanut Kraut ...... Cocoanut Waffles .... 15 Coco Macaroons ...... 17% Coffy Tofly::..:...--.. 16 Dainty Mints 7 Ib. tin 18 Empire Fudge ........ 15 Fudge, Pineapple .... 15 Fudge, Walnut ..... . 16 Fudge, Filbert ....... Fudge, Choco. Peanut 14 Fudge, Honey Moon .. 15 Fudge, Toasted Cocoa- TUG spices seas ss « 15 Fudge, Cherry ......-. 15 Fudge, Cocoanut ..... 15 Honeycomb Candy .... 16% KOKBYVS ..ceeec cee es se Iced Maroons .........- 15 Iced Gems ........-+0- 15 Iced Orange Jellies ... 13 Italian Bon Bons .... 14 Lozenges, Pep. ...... 12 Lozenges, Pink ..... 12 Manchus ........eeee. 14 Molasses Kisses, 10 1b; DOX.:. eo. y sees 14 Nut Butter Puffs .... 15 Salted Peanuts ...... 13 Chocolates Pails Assorted Choc. ....... 16 Amazon Caramels .... 15 Champion ......---+4+ 13 Choc. Chips, Eureka ..19 Climax 15 Eclipse, Assorted .... 16 Eureka Chocolates ... 17 PAVOTILC 2.50. sccce see 18 Ideal Chocolates ...... 15 Klondike Chocolates 19 Na@bDODS ...500550+6 aoe Lo. weer err ee esreeus Nibble Sticks ......... 26 Nut Wafers .......... 19 Ocoro Choc. Caramels 17 Peanut Clusters ...... Quintette ........--.6% 16 Regina ....-.-ceeeeere ue Star Chocolates ...... Superior Choc. (light) is Pop Corn Goods Without prizes. Cracker Jack with coupon Pop ora Goods with Prizes Gisele. 5e pkg. cs. 50 Oh My 100s ..... Cracker Jack, with "prize Cough Drops boxes Putnam Menthol .... 115 Smith Bros. ........ 1 26 NUTS—Whole Almonds, Tarragona 20 : Almonds, California soft shell ...... Brazils 13@14 Filberts .......... Cat Mo. foie. cs os Walnuts, soft shell Walnuts, Chili .... Table nuts, fancy 14 Pecans, medium .. Pecans, ex. large 15 @17% 1 October 7, 1914 5 ae Nuts, per bu. Goats Laue ses Chestnuts, New York State, per bu. Shelled ae 1 Rppaiek Shelled eanuts ....... 10@10 Ex. Lg. Va. Shelled _ Peanuts ..... 11 12 Pecan Halves .... ae Walnut Halves .. @65_ Filbert Meats .... @38 Alicante Almonds @65 Jordan Almonds .. r " oe ancy uns Raw Roasted @8% hegweGs qT H. P. Jumbo, Raw Ose Roasted .......... @9% CRACKERS National Biscuit Company Brands Butter Boxes Excelsior Butters .... 8 NBC Square Butters 6% Seymour Round ..... 6% Soda NBC: Sodas .:......; - 6% Premium Sodas ...... 1% Select Sodas ........ 846 Saratoga Flakes .... 13 Saltines .......... d- 13 a Oyster jonia. Oysters . 6 oooh Oysters. 5.05.0 .: ef eee cene eorccnsece Sweet Goods Cans and boxes Animals ....... 0 Atlantics Also Asstd. 12 Avena Fruit Cakes .. 12 Bonnie Doon Cookies 10 Bonnie Lassies ...... 10 Cameo Biscuit ...... 25 Cecelia Biscuit ...... 16 Cheese Tid Bits .... 20 Chocolate Bar (cans) 18 Chocolate Drops .... 17 Choc. Honey Fingers 16 Circle Cookies ....... 12 Cracknels’ oo. 3.666.655" 48 Cream Fingers ..... 14 Cocoanut Taffy Bar .. 13 Cocoanut Drops .... 12 Cocoanut Macaroons 18 Cocont Honey Fingers 12 Cocnt Honey Jumbles 12 Coffee Cakes Iced .. 12 Dinner Pail Mixed .... Family Cookies ...... Fig Cakes Asstd. Fireside Peanut Jumb 10 Fireside Sug. Jumb 12 Fluted Coated Bar .. 11 Frosted Creams ...... 8 Frosted Ginger Cook. 8% Frosted Raisin Sgs .. 10 Ginger Gems Plain .. 8% Ginger Gems Iced ... 9% Graham Crackers .... Ginger Snaps Family 8s Ginger Snaps R’d ... Harlequin Jumbles .. 12 Hobnob Cookies ...... 12 Household Cookies ... 8 Household Cks. Iced .. 9 Hippodrome Bar .... Honey Fingers Ass’t™ ey Honey Flakes Honey Jumbles Imperials ...... Jasmine Cakes 14 Jubilee Mixed ...... 10 Kaiser Jumbles ...... 10 Lady Fingers Sponge 30 Leap Year Jumbles .. 20 Lemon Biscuit Square 9 Lemon Wafers o% cesecel eeece 2 MOMONE oo ccies cele cna ¢ Mace Cakes Mary Ann peels Pecans” 18 Medora ...... 8 Mol. rt, Cookie, ‘Iced’ 14 NBC Honey Cakes .. 12 Oatmeal Crackers .... 8 Orange Gems 8% Penny Assorted - 8% Peanut Gems .. 9 Picnic Mixed ... 12 Raisin Cookies . 10 Raisin Gems ........ ll Recess Tarts . 15 Reveres Asstd. 16 Saltines ..... 13 Seafoam ..... soe 28 Snaparoons ........... 12 Spiced Jumbles, Iced ..10 Sugar Fingers ........ 12 Sugar Crimp Sultana Fruit Biscuit 16 Sweethearts ......... 25 Vanilla Wafers ..... 18 In-er-Seal Trade Mark Goods r doz. pe Baronet Biscuit ......1 00 Bremners Btr Wafs. 1 00 Cameo Biscuit ....... Cheese Sandwich ....1 00 Chocolate Wafers ...1 00 Bxcelsior Butters ....1 0 Ed Newton ....... eo Five O'Clock Tea Bet : 00 Ginger Snaps NBC .. 1 00 October 7, 1914 MICHIGAN TRADESMAN 6 7 . 8 9 10 a Mee Geckes Red Pol ie size .... oles Kaiser aon | 2 00 Bamboo, 14 ft., per doz. 55 oe green, No. 1 15 Lemon Snaps .....--: Bamboo, 16 ft., per doz. 6 skin, green, No. 2 13% Sausages Mallomars ees Hamboo, 18 ft., per d z. 60 Calfskin, cured, No. 1 16 Bologna i oot TO jon ont = 4 50 boos cocncce ae Sear 4 40 E MEAT ountry Rolls .. 12 3 , Canton .. 14@15 Sw , ‘ofl 2 25 Seles als Vi Per ¥%@18 Cassi eet Burle ae . water Gracke oe . Walley. Gity "Milling Co. case ....... ccae, 285 Canned Meats Ginger, Shicae . o eee Burley, a to CREAM TARTAR Light Loaf ....+..++ POO MOLASSES Gevaed heel 1m 2. ae i acti Lat Sweet Mist, th o on” 4 90 Can New Ortean ; eee? 50 ace, Penane .... @7 st, % gro. .. 5 Barrels oe Granena Health a 2 25 Raney Goan sale a esi pone ; Ts oe a La me : Peas iT sent 8. 00 8 {0 pee Mae 43 no Moak - Be oice ...... ann Potted Meg oC » No. 2 ..... @16 Tige : cavcceee OTe Square Cans ..... 45 Bolted Med : po a : stecescece a Mixed, 5c pkes. dz. @45 T T, 5c ....... 6 00 ee aa wee Ae Seas it we eeoee. ce = Flavor, 48S ...... 55 Nutmegs, ee iger, 25c cans ...... y Caddies .....-.. 50 a Voigt Milling Co. Halt pete css sg rs an Potted Meat, Ham 5 Sicasee aie" @30 Uncle Daniel, 1 . 2 40 DRIED FRUIT oigt’s Crescent .... 550 Red H Oe ale Stina Flavor, 8 - 95 Pepper, Blac’ @25 Uncle Daniel, 1 ‘—o Ss Voigt’s Royall 6.2.00 s: 5 90 Red Hen. No. 2% vol 15 Deviled Meat oa Pe , ene Ge 02. 5 22 Rvapor’ed Choice bik 10% ee Red Hen, No. 10 120.1168 D os asm. 55 Pepper. ao ae Plug gt’s yeienic Gra- » No. 10 ...... 1 65 eviled Meat, H a Pp. : = Eivapor’ed Fancy pkg. he , Ham aprika, Hungarian Am. Navy, 1 ee coues bee 4 40 MUSTARD Flavor, %48 ....... 95 Pure Gr Appl +16 oz. ..... 32 Apricots Watson-Hig oe Mi % tb. 6 Ib Potted Tongue, 4s oe Allsol ound In Bulk D ple, 10 tb. butt 3 California... 15@17 vorection ee lling Co. . . box ...... 16 Potted To . Ms .. 55 spice, Jamaica .. @15 ee Wat teas’ 8 es k ngue, %4s .. Cloves, Zanzi af, 2 . ——— ckwheat putk, OLIVES . % s. Zansibar ct GE Bere wee 60 Corsican .....--e+ees- 18 Perfection Flour .... 5 75 Bulk i gal keen 1 000110 2200) Sc 7 @™% diner African Be per mend Nat. Leaf Currants Tip Top. Fleur. ...-. 5 35 Bulk, ' oe Kegs G81 eet 5 @5% Mace, Penang o-- GRU: Battle Ax ......22.. - 9 Imported 1 Tb. pkm. .. 9% oe ee Gn eee cone Ge Broken ..... ris 84 G8% = Nutmegs ow... @78 —s-Bracer, 6 and 12 Tb. - Eaertea, bulk ‘ ou Marshalls Best Flour 6 50 Stuff a. BeOfe ceca cs, 90 ROL 4 Pepper, Black Le @18 Big Four 6 12 Th. .. 30 et A Worden Groder St tufted, $ OF. oo. cess, 125 Rolled A LED. OATS Pepper, White ..-. @32 Boot Jack, ~~ 16 = 82 . ae ee th quakes cee °'5 go Pitted not oe a eee eee 8 eerie Cayenne .. @24 Bot Jack, we = Mutrs—Fancy, oer. |. 8 Quaker, cloth a ee e 14 stuffed) os Manes whl sks 2 Paprika, pewension @45 ees 16 of oz... = ancy, Peeled, 251b. ..15 Kansas Ha cant 3 veaeee acs Monarch, 90 Tt ya RCH max Golden Twins Peel Voigt Milling Co. ' oan 10 os oa eae a oa ai, Kiveatord oo Siimax, 12% 0. — a Lemon, American .... 14 Calla Lily .......... 5 50 ae 16 | 2 95 Quaker, 20 Family .. 450 Muzzy 20 an bees ware aa Hace we OF ste ae ss 47 Orange, American .... 14 Worden Gracer Co: ni Mammoih, 19° SALAD DRESSING a on y - <6 Zoe —, 7 & 14 Ib. 38 Ralsins American Eagle, %s 6 10 Chicos, Misa 425 Columbia Silver Gloss..40 1 Derby, 5 tb. enthe, Tbh. 62 cl Ame mmoth, 28 pt. ....-. 2 25 th. .. 1% boxes 28 uster, 20 cartons ..2 25 rican Eagle, 4s 6 00 ie Columbia, 1 pint .... Muzzy, 40 1%. pkgs gs & Bree. 4 mm. co Loose Muscatels, 4 Cr. 7% American Hagle, %s 5 90 Olive. ‘Chow, 2° doz. ¢ 575 Durkee’s, large 1 doz 460 Gloss Four Roses, l0c ...... 66 Loose Muscatels, 3 Cr_ 7% Spring Wheat - per doz. .... 9 Trekcca. anal, ¢ ow. 5.35 Stites Scns. *« =F US avy = L. M. Seeded, 1 th. 8@8% tii as Bulders, taee, 1 dea. 235 Stiver Gis seis. a aot fs isi. bs Gaiternts soigagy Bolden HI sence ec eeeees 5 65 PICKLES Snider’s small, 2 doz. 1 3 oe oo Ibs... 8 ao. oo tbs. Ba 90-100 251b. Horn, bakers 5 55 Medium SALERA Muzz P., 12 & 24%. .. oot den boxes Te opcwiea Eye .:.... 5 25 Barrels, 1,200 count Packed 60 Ibs. in b 48 11D. packages , Se a rt 10- a ane boxes mh oe Ye wanes 5 50 eee 600 es - Arnt and oo Sw fee packages ...... 4% oe ae 10 Th. & 21 th. 36 = 70 25% .boxes ..@10 Ce — ton kegs ........1 9 eae TE ie eee pecksace --.--: & on 5 eo 50- 60 25tb. boxes ..@11 Ceresotay YS eeeeesss 88D | Small SA : BOI. boxes -.---.-+.- Honey Dip Twist, se : * esota, Sma “aa.0lUltrtC SS ae 3% Jol 2 By ee ae vores 1d Cereante, eo a . o 59 Granulated, bbls. ...... 8@ SYRUPS Jory ae’ é San... @ FARINACEOUS GOODS Cuemen Co. § gallon kegs see. 2 35 Granulated, $6 pkgs oa $8 narrels ween 32 tomes © Twist, 6 a3 ee ne Hee Gl : po © Bere oo 2 e Twist, 6 tb. 45 Beans Worden G Ghe alf barrels .......-- 34 Kismet, 6 Ib. California Limas .... 7% Wingold, %s ae a ‘i Barrels ne . Fig! : Hise are: No. 1%, wane aoa! 48 ee Mand Picked .. 2.75 Winsold, 4s fh |) hee alf barrels ........ 6 50 100 3 Tb. sacks rades Hh aia, We ee 3 45 eee Widow, 12 tb... 32 rown Holland .....- 2 40 ye %s cloth eu gallon kegs ....... 250. ©0670 4 Ib. sacks oe ae o Blue Karo, No. a aga _o Parrot, “Pe — 6 & 3 58 Farin ingold, %s pa i 5 Sweet 60.6 Ih eaeka 0). d , No.2%2 |. Datterson’s Nat. Leaf 32 ag 3m packages «1 gg Winses paper“. 603 Barrete cesses 1200 56 Ibs Sele EBD acca koe Ta TR Pate ee eam. o per tbs. ....4 00 Meal arrels ........ 9 lb. sacks ........ Blue Karo, No. 1 ; Pi : 41 Original Holland ae Bolted 2.02.25 oe. 6 gallon ke ceeee 25 aw oe 40 das , No. 10, % enic Twist, 5 Th. .... 45 pOfiginal Holland Rush Golden Granulated . 4 80 oo an me .”0hC OUMRlU eee Piper Heldsick, 4& 7 Tb. 69 8 containers (40) rolls 320 wy Wheat : Clay, N PIPES 56 tb oo aoa. 0. 1% 4 ie oon Heldstek, per doz. 96 ew Red .......-. , No. 216, . eeeee 26 Efe gereds sess 0z., per dos. Pear, on. Ce oe we . Clay, T. D. oo e 28 Th. dairy tn drill’ bags 20 ne asl a Bo 2 30 oe 1, Waeeee 38 Maccaronl afd” vermicelll Michigan carlots ...... 48 ee wm Reg Be Re piu #68 Bay Gata oc: } .. 60 ess than carlots .... Ss Com 0, No. 10, % pear Head, 1 ‘ Imported, 25 th. box ..2 50 ess than a «eee BO FS 90, Steamboat. ... 75 Granulated, he 1 00 GOB eo cae veces 255 Spear Head, 1% 07. a eae Barley 3 15 Carlots ..... : - 85 No. Hy ae assorted 1 25 Medium, Fine wi 16 Te = co Sa D Te 1 agg . 47 Sr co: Less than carlots eas - No. 672, 2 a nen d 1 50 SALT F Gecad toddccgcdaeess ace 30 aes ea * - 28 tb. 30 Oe ot ee Re. hy yaeueaatdt i 35 ISH goes ae Viesess 20 tar, 6, 12 & 24 Yb. Green, Wi Peas Carlots oe 15 00 No. Soe eee om 2 oo oe ? BLE SAUCE: ™ Beangard wey 7%, 15 : Green, Scotch, Du a garioig LID 09 No. 682 Tourn’t whist 2 25 poe ala, ine oe. ek ae Benny, @ & 12 tb. 35 co a oo Waa aial Fe etm Ce Strips whole... .@ 7% Halford, small -....... i358 poem Tam “a. o q Wart India. 5 trecuea Coen Oat Feed 34 t's, 2 dom ......175 ae d Sa o% Unco! a : ‘on a auicee, rec sree 5 Coarse Corn Meal .... a Garcelen Pork Strips gcieeomniecorsaip 9 Medium — All Red, 5c .. . 5 76 , en pkg. Clear Back . ues Choice Am. Union Scrap .... Tapioca - FRUIT JARS Short Cut Gin 33 Hh 00 Strips — Fancy Bag Fie 5c eect : = Flake, 100 Ib sacks .. 5 ason, pts., per gro. 4 25 Ream cc. . 20 ao A060. Connie .........<< 18 SBasket-fired Med’m 2 Cutlas, 2% oz. 0 a6 Bee a we eee Bo Mee hs ear so oo Gicar 28 0029 00 Suu is BESISEERSY, Gktice 35087 Happy “Tho 2 oz... 30 Peart, 36 piet. eke 22h Secon, % gal. perere. 00 “Fi@ eens cae a” Y oc. Bierstem pen eee Fancy 38@45 Hemet Ce nenget, 2 oS , pkgs. ....2 75 ' ops, gro. 130 Clear Family ic -.M. wh. hoop bbls 2. ibs. “eet Gon ae Scrap, 5e 5 76 GELATINE D coeeee 2600 Y. M. wh. h : Siftings, bulk ....._ Honest S : r . hoop bbls. . bulk 9 crap, 5c .... 1 55 ada cece | Gee doz. large ..145 8 P Belies* “Eifars aM a woe keee semen pings. 12014 Old gongs Se oe ns 5 78 oi... ; Knox's Sparkling, doz. 1 Lard ‘kegs oe — Old Tumos, 46 epee 2. 6 88 a Knox's 8 , 35 Pure in tierces 11%@12 Standard, bbls. oe Moyune, Medi mes, % gro. .. 5 50 1% to 2 in. sosc.eeeee 3 Knox’s Faea gr. 14 0 Compound Lard ao standard, Woe 3... 11% Meyuee Choice 20s, Polar Beer, te & ore oS sate % io 12.8 Melsan’s "a doz. 125 80 Ib. tubs... See 9% Standard, % bbls. .. 613 Moyune, Fanc _'138@40 Red Band, 5c % gro. 5 76 aa AUIS SHON sae Bigs 13) aR tbe cceavanee ee Hf Bi Sieg Meas aoeae Serapgle, Se DER oc, TM, ccccceeeccecceces 20 ymouth Rock, Ph . S ....advance ¥% rout ng Suey, Choice : b sece, Se Cotton Lines Plymouth Hock, Plain 90 is he baie) eavanon . ete iS Ping Suey, Fancy -.45@50 gure ce aint gerap fos. 6 16 wo + ae. ¢ & tie an nce % NO } 40 Ths. .......- 2 25 Young Hyson Pan Handle Scrp %gr. 5 8 GRAIN BAG .-advance 1 o. 1, 10 Ibs. Ch ere ' No. 2, 15 feet ... 7 Broad Gauge . 8 Ib. pails ...advance 1 Ha 4 Sie... lees 90 CO wee eee sereee 28@30 Peachy Scrap, be .... 5 76 No. 3, 15 feet .......-- Pines Ger oe Ee Smoked M Fa Re te 45 Union Workman, 2% 6 N Se ee. = siutceaieitn ea 19 Hams, 12 Ib. av f @21. Mes ye cai Oolong -— Smoking " io 6 16 fect .-...--- Sage .... Hams, 14 tb. av. 19 ys S. .+..e--15 00 Formosa, Medi All Leaf, 2 O88 et tereree oll Be ea 15 Hams, 16 tb. av. 18 orate ae 650 Formosa, edo OO. |6BB. 3% oie No. i AS fect os Laurel tigaves “0000 = aS arent Mess, yl eecnease :s Formosa, Fancy ...50@69 ae 2 oz. cteseeneeed2 00 . BEE cca es: enna Leave oe , dried beef ' wresesseos 2 45 English B MO pn iciaas es No. 9, 15 feet .....-. i HIDES AND par 25 ea sence 29 @30 a 2 au acronis * Congou, M : Medi meaehtan, cs Bagdad, 0c ‘tins 7 1 82 n ’ a ec eeeee ngou ’ eccccce Linen Lines Green, To Pienic Bollea oe No. 1, Oe non anne 1 60 Ganrow. woe reo oe 1 0% She 52 8 geen aap TEM. gow, ug met 2% pan SRS ga i eee a S. iccececesesces 310 Pekoe, Meat Banner, 4@c .....---; : : * is yam yum! 1 tb., doz. 4.80 Good Enough ....... 3 25 COFFEE Royal Garden Tea, pkgs. 40 Segre bilder Bae 12218 88 Growler, 10c ......-- | 94 TWINE RIVERS (3 se 2 22: -+- 815 OLD MASTER COFFEE THE BOUR CO., Swift’s Pride, 1008 ...8 65 ees cecccece :2 iin 2 ue 22 Window Cleaners 2 ; TOLEDO, OHIO. Wisdom ............ 8 80 n ecccceesee ? mere . wcaccesecee 3 96 Cotton, 4 ply .... 22 12 WM ose kaccccesse 1 OD — and’ eee, BU on. 1.7 50 Jute, B PIy. veccnnoe--= 1A 8 In woseevsewno nese 2 BS eo. - civam The only Hazel Nut, 5c ....-. 5 76 Hemp, 6 ply soelsiese me . 16 in. ...eeeeeeeeceee 2 30 doa eo riba é — . = ax, medium ........ e, arS ..... : Honey Dew, l0c ----12 99 Wool, 1 Ib. bales .... 9% Wood Bowls Acme, 25 bars, 75 tbs. 4 00 5c ‘aR eae 13 in. Butter ......... 175 Acme, 25 bars, 70 Ibs. 3 80 I X L. in palls ...... 3 90 VINEGAR 15 Im, Butter ‘.-..-.- 2 50 Acme, 100 cakes .... 3 20 Cleanser » oeeen : . Butter ........ ster, ocks 4 00 Just Gults, bo o------713 00 White Wine, s0 grain 11% 29 in. Butter ......... 7 60 Cream Borax, 100 cks $85 |? Guaranteed te Kiln Dried, 25c ..... 245 White Wine, 100 grain 13 WRAPPING PAPER 31 hana out w2- 315 best 1@c kinds King Bird, 7 oz. .... 216 Oakland Vinegar & Pickle aoe erman Mottled, bbx. 315 & King Bird 0c... 11 82 Co.’s Brands Common Straw ...... 2 San Marto Coffee ..... German Mottled, 10b.310 ‘S 80 - CANS - $2.80 Bing ei BC celiiic. 816 Highland apple cider 22 Fibre Mantis, whire 3° : La Turka, Sc ....... 576 Oakland apple cider << Na i Maniin .....-.. 4 FITZPATRICK BROTHERS’ SOAP CHIPS BBLS. Little Giant, 1 tb. -.-- 28 State Seal sugar 1) Cream Manila {“...-.. 8, White City Dish Washing) .......+-++-2+0++++++++-210 Ibs... Se per Ib. Le Redo, 3 oz. ......10 80 Packages free. aa ee Tee Wat eee oes OD TUB. 6.45). 4c per lb. Le Redo, 8 & hg OZ. 11 = WICKING Wax Butter, full ent 15 No. 1 Laundry Dry occee ce eewceceecs Se ee ae ee etewesiee ae . 220 lbs cee oe 5Kc per lb- sr ctie coer ‘a “oe Ete Mo. ©. per erome .... 89 RE Butter, rolls -.. 12 Palm Pure Soap Dry.....-....----seee ube oe ee bade 300 Ibs... ..6%c per lb. Maryland Club, 5c... 50 No. 1, per gross ..... 40 YEAST CAKE Mayflower, 5c ....--. 5 76 No. 2, per gross ..... 50 = Magic, 3 doz 1 15 She pate a ‘geen e No. 3, per gross .-.--- 15 Sunlight, 3 doz. ...... 1 00 : : ‘ ayflower, C eeesce Sunlight, 1% doz. .... 50 Nigger Hair, 5c ..... 6 00 WOODENWARE ee ae & ae ubil a ng Or a eee pe] oe ee Baskets Yeast Foam, 1% doz. 85 Cc : € ti c urposes ; stegahee 1B co senweeseess 2 00 Nigger Head, 10c ...10 8 Bushels -vicpand’!. 1g YOURS TRULY LINES World’s Largest Exclusive Manufacturers Old Colony, 1-12 gro. 11 52 MAMet Coser" "7""7 8 BD Conenoed soup 8 2508 60 Church Furniture of Character Old Mill, 5c ......... Z sane ar ae ondense oup : : : : : Old English Crve 1%%0z. 96 Sohne. er are 7 Salad Dressing 3 80@4 50 Being the only exclusive designers and builders of os oe ees 5 a6 Willow, Clothes, large 8 25 Apple Butter .... @3 80 Church Furniture we are known as an authority on this PB. Boz. 80 Ib. cs. 19 wines. Cicthes, small § 75 Catsup .....--- 2 70@6 75 subject. Your building committee should have our P. §., 3 oz. per gro. 5 70 i ee acon Macaroni ..... 1 70@2 35 book Y-4, ag age ic ox - Butter Plates Spices ........ 40@ 85 ° ° ea ga 14,8 or A Steel Sanitary Desk Patterson Seal, 3 oz. .. 96 is Herbs ........--- @ 7% merican ee anil ary eSkKsS Patterson Seal, 16 oz. 5 00 % Ib., 250 in crate .... 35 AXLE GREASE : : : : : Peerless, 6c .-...... 576 % tb. 250 in crate .... 2 Built of steel to withstand strain. All parts are electric welded into on- poe. oe ad “ee + 4 Ib., a4 , nsedct ge indestructible unit. Your school'board should have our illustrated book B-C. veerices, 200 .)....., 2 04 8 Ib., 250 in crate ...... 70 Peerless, 40c ........ 408 5 Tb., 250 in crate ...... 90 Motion Picture Theatre Seating Highest in quality. lowest in price. World's largest manufacturers of exclusive designs in opera chairs. Send floor sketch for FREE SEATING PLAN and book B-C-]. Lodge Furniture ‘czy 'ctse* oi ise experience has given us a sane, 2 aro, case +008 6 Wire End Ee BOF, BE nero see ., 250 in crate ...... 35 Plow Boy, 10c ......11 40 2 ., 250 in crate ...... 45 Plow Boy, 14 oz. ......4 70 3 tp., 250 in crate ...... 55 BO NS acccc are t 93 5 t., 20 in crate ...... 65 ont B6 ...nc.s-s-- 8 16 Churns Pilot, 14 oz. doz. .... 210 Barrel, 5 gal., each .. 2 40 i : ? : , : 00 knowledge of requirements and how to meet them. Many styles in pune snort a 5 = Barrel, 10 gal., each ..2 55 - - seg ul a s 00 stock and built to order, including the more inexpensive portable chairs, Exinoe oe ae Clothes Pins veneer assembly chairs, and luxurious upholetered opera chairs. Write Prince Albert, 16 oz. 7 44 Round Head for book §-C-2. Queen Quality, 5c .. 48 4% inch, 5 gross ...... 65 ; Rob Roy, 5c foil a as Ss - 2% an ae 70 : dimen Sea e Com Rob Roy, 10c gross ..10 gg Crates and Fillers < can ting Rob gis ok pees oes's : . ag ah ee: 12 dz. Car lots or local shipments, pal) Rob Ro OZ. ... oO. complete ....... bulk ked i r jute. : 5. & M.Sc grose .... 6 76 No. 2, complete ...;.++ 28 Susdiry and tack —e 14 E, Jackson Blvd., Chicago Ss. & M., 14 oz., pee ase QO. 2, ers, GS d Rapid Soldier Boy, 6c gross 576 sets .-..........-. 1385 |M.0.DEWEY CO., Jackson, Mich. oe er New York Boston Philadelphia goldier Boy, 10c ....10 50 Case, medium, 12 sets 116 October 7, 1914 Bley e\eo Advertisements TS DEPARTMENT Ae. ON) MICHIGAN TRADESMAN 47 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. Auto to trade for merchandise. I will trade a five passenger Overland auto for merchandise. An opportunity for some merchant to get an auto out of his sur- plus stock. Let me know what you have. N. D. Gover, Loomis, Michigan. 602 For Sale—Forty-six acre farm, four and one-half miles from Grand Rapids. Will sell at a sacrifice if sold soon. Ad- dress M. E. Harkins, R. R. 4, Grand Rapids, Michigan. 603 For Sale — Thirty-room up-to-date American and European plan hotel on main corner, three blocks from county court house. Has best paying bar in city and good paying restaurant in con- nection. Will require $25,000 to handle. Best reasons for selling. Hotel Schuch, Saginaw, Michigan. Population, a For Sale—Fine farm of 120 acres, with good buildings, two miles north of Car- son City. ‘Forty acres of the best timber in the county, consisting of beech, ma- ple, basswood, elm and fine red and white oak. B. Frank Sweet, Carson City, Michigan. 605 Grocery and Market, For Sale—I have an old stand where man got rich at above business; now doing about $70 daily; because of low expense, any man can make good money; an experienced meat man can clear $250 monthly. I have interest that demands time, so would sell and leave Chicago, reason; sacrifice for immediate sale.. F. T. Edwards, 606 3024 Madison St. For Sale—-Fine specialty shop, formerly owned by The Lundys. Doing a splendid business every da¥. Long lease, reason- able rent; beautifully equipped for ready- to-wear and millinery. Must be disposed of at once. Fixtures and stock $5,000. No other price will buy it. Must be cash. Possession given at once. Dray- ton Co., South Bend, Indiana. 607 For Sale—65 ft., 1% in. polished brass rail, 18-in. posts, 75c per foot, including posts. 30 ft. 2-in., 36-in. posts, $1 per foot. Address Neustadt Automobile & Supply Co., 3200 Locust St., St. Louis, Mo. Catalogue free for the asking. 609 For Sale—Five seven-foot oak settees for shoe store, in good condition. Cheap if taken at once. Ramsdell & Slowey, Albion, Michigan. 610 Wanted to hear from owner of good dry goods or general merchandise store for sale. Give particulars and cash price. D. F. Bush, Minneapolis, Minn. 589 For Sale—Clean up-to-date grocery stock in Southern Michigan town, good location and business: Other business reason for selling. Invoice about $2,000. Address No. 611, care Michigan Trades- man. 611 Wanted—Position as shoe salesman by young married man. Three years exper- ience. Good references. 612, care Trades- man. 612 For Sale—A small stock of staple dry goods, located in Central Michigan. Good town of 40,000. Railroad center, also factory district. Rent, $18 per month. This can’t be beaten for amount in- vested—$2,500. Address No. 598, care Michigan Tradesman. 598 For Sale or Exchange—For good stock farm, $6,000 stock of merchandise and fixtures in one of the best little towns in Northern Michigan; also store build- ing 40x65. Potato cellar and ware- house with hall overhead. Entire build- ing 30x 85 feet, two story, on stone wall. Gas lights and _ furnace. Also a. good eight-room dwelling. Will sell separate or altogether. 160 acres of cutover land. No trifling. Address, No. 586, care Tradesman. 586 For Rent—Store and second floor, 203 Monroe avenue. Will lease for two years. Enquire Commercial Savings Bank, Mon- roe and Lyon, Grand Rapids, Mictien® 87 For Sale—Thriving general stock. Fine location: Low rent. Good town, popu- lation 1,500, paved streets. Stock clean as new. Invoices $4,500. Address V. C. Wolcott, Union City, Michigan. 591 Livery barn and stock in good condi- tion and in thriving town. Write or phone for’ particulars. Mrs. James Crocker, North Branch, Michigan. 593 Wanted At Once—Experienced dry goods salesman. Address C. D. Carpen- ter, Big Rapids, Michigan. 594 For Sale—Old established business, dry goods, groceries and shoes, located in one of the best towns in the ‘‘Thumb.” Ex- eellent opportunity. Address No. 572, care Tradesman. 572 For closing out or reducing stocks uf merchandise, engage Greene Sales Co., Jackson, Michigan. - 660 Will sell my stock of general mer- chandise to the party making me the best offer on or before Sept. 10, 1914. Telephone Citz. 5. C. W. Long, Saranac. 511 For Sale—Business Men—N. B. Some- thing new. The Morning Bracer, a great nerve remedy. No mineral or drastic drugs. Put up in tablet form, 30 drinks $1. Send for trial 50c bottle. Postage stamps O. K. Address Mountain Herb Drug Co., 322-323 Widdicomb Bldg., Grand Rapids, Mich. 473 Merchants Please Taxe Notice! We have clients of grocery stocks, general stocks, dry goods stocks, hardware stocks, drug stocks. We have on our list also a few good farms to exchange for such stocks. Also city property. If you wish to sell or exchange your business write us. G. R. Business Exchange, 540 House- man Blidg., Grand Rapids, Mich. R59 For Rent—Store building. Good loca- tion for clothing or department store, in a live Michigan town. Address No. 328, care Tradesman. 328 Variety Stock—Best deal in Western Michigan for the money. Invoice apout $4,000. ‘Will sell at once for $2,700. Ad- dress No. 276, care Tradesman. 275 We buy and sell second-hand store fixtures: Grand Rapids Merchandise & Fixtures Co., 803 Monroe Ave. 04 Notice—For closing out or reducing stocks of merchandise, get our proposi- tion and compare with others. Mer- chants Auction Co., Reedsburg, Wis. 137 medium. quiries than I can answer. H. C. HANSEN Dealer in Hardware and General Merchandise Ludington. Mich., Oct. 2.—I certainly congratulate the Michigan Tradesman on its merits as an advertising My first advertisement brought six enquiries, which shows somebody is reading it. Please discontinue, for it has now appeared two times and I have more en- H. C. HANSEN. For freight Sale—Hand or electric power elevator 4x5. First National We pay CASH for merchandise stock and fixtures. Grand Rapids Merchandise @bc on the dollar buys my shoe stock. Bank, Traverse City, Michigan. 595 & Fixtures Co., 803 Monroe Ave. 208 Standard makes, good sizes, wide widths. Exchange Book—1,000 farms, _ etc., R. G. Clement, Vicksburg, Michigan. everywhere, for trade. Graham Bros., maid fie i seo. GLA per 1,008 uy 613 Eldorado, Kansas. 574 press, Wayland. Mich. 65 For Sale—Rooming — house, sixteen For Sale—Twelve roller bearing cloth- rooms, centrally located. Profits from ing trolleys, 48 inch, $3.00 each. M.M Safes Pg boc nse S L. Slocum, safe ex- $75 to $90 monthly. Other business rea- Hansen, Eaton Rapids, Michigan. 566 bert and locksmith. son for selling. Address 144 So. Burdick, Kalamazoo, Michigan. 614 Will pay cash for shoe stock. Ad- dress Brown Bros., 420 State St., Rockford, Illinois. 615 For Sale—Four drawer National cash register, electrically operated, one Royal coffee mill, electrically operated, one three compartment refrigerator, all near- ly new and in first class condition. . Gabby Gleanings From Grand Rapids. Grand Rapids, Oct. 6—The laws governing fraternal and. other insur- ance in the State of Michigan are practically the same as those govern- ing like bodies in thirty-three other states in the Union. Under the pro- posed amendment to the State consti- tution, many fraternal associations doing business in several states under the present laws would be compelled to segregate the Michigan member- ship from that of all the other states. Such a condition would be very ex- pensive to the membership of such societies and might cause untold in- jury in many cases where the Michi- gan membership is small. William Laffler has returned from his Southern territory and says he prefers to do business in the North- ern. States. George W. Heise is the new land- lord at the Hotel Callow, succeeding A. E. Callow, who contemplates an extended trip to California. Mr. Heise has been identified with the Hayes-Ionia Co. and promises to keep the reputation of the hotel up to the present standard. E. J. Smitter, has closed out his bazaar stock on Division avenue and Burton street and the building is now occupied by B. Sterken with a stock of shoes. Seymour Johnston (Foster, Stevens & Co.) has been buying fruit for benevolent purposes lately. A church society on Burton Heights received a shipment and consumed it recently which Mr. Johnston had_ intended should go to his own home. Al. Windt was in Cleveland last week attending a sales meeting of his house, the Widlar Coffee Co. Mrs. Windt and children visited relatives and friends in Jackson while Al was away. Absul Guild, A. M. of B., will meet Saturday, October 10, at the U. C. T. rooms. A large attendance is de- sired. The ways and means commit- tee have something of special interest to offer. All officers are requested to be on hand to practice the ceremonial. Wirt L. Smith of Howell, visited his sister, Mrs. A. F. Rockwell,, 1422 Wealthy street, Wednesday and Thursday. He was on his way home from the Republican convention at Kalamazoo, where he was sent as a delegate. ‘The dance committee of the U. C. T. will meet next Saturday at 2 p. m. at the Chamber of Commerce building. During the year 1913 the U. C. T. paid to members in Michigan $8,- 380.95 more than was received from them by assessments. Had the Mich- igan membership been segregated from the rest of the organization it would have cost the Michigan mem- bers an additional assessment of $3.07 per capita. Vote NO on the propos- ed amendment. William Bacon was the superintend- ent of the swine department, while Albert Migges had charge of the poul- try end of the Emmet County Fair at Petoskey lately. Very appropriate heads for these two departments. While some salesmen will hustle for an order, William P. Druecke, who has been boosting the sales of Judge Wright cigars in Northern Michigan lately, split wood for one of the dealers at Central Lake re- cently, so said dealer would have time to give him an order. Bill got the eseccce ewes eeree October 7, 1914 * _ Herbert Godfrey was soundly sleep- ing in the Russell House, at East Jordan, when he was awakened by the smell of smoke and the cry of fire. Herb says he never stopped to put on a thing, but reached the office down stairs in exactly two jumps. When he finally got into some clothes he discovered he had forgotten: his eye glasses. As the room was full of smoke he had to get a ladder and climb up the outside of the hotel and get into his room in order to regain his spectacles. The White Hotel, at Beulah. has been sold to D. G. & F. Warner, of Lansing, who formerly lived at Frank- fort. The hotel is to be closed im- mediately to be reopened about May 1, when it will be be run as a club ‘house. Mr. White, who re- tires from the hotel business after fifteen years of service, will reside at Frankfort. The boys on the road will be inconvenienced for lack of this hotel at Beulah. They will also miss hearing the old dinner bell, which was always rung for every meal and has done service for Mr. White during his entire stay at Beulah. Mr. White will take the bell with him to Frank- fort, refusing to part with it, as it was brought into his: family on the day Abraham Lincoln was assassinat- ed—April 15, 1865—and has been in active service ever since. Earl Cassada, pharmacist in the Woodworth drug store, was North bird shooting last week and came home with the limit. Earl invited some of his friends in for a feast of these most delicious birds last night and all had a most enjoyable evening. George Bernard, member of Grand Rapids Council, who sells drugs for a Detroit house, brought in a nice string of birds from Northern Michi- gan last Saturday. Robert Anderson, of Thompson- ville, is enlarging his confectionery and cigar store. He expects to add a lunch counter to the business. The proposed amendment to the State constitution sets forth that no law shall be valid which shall require any fraternal or beneficial society to create a legal reserve fund or collect assessments upon any basis or rates which will bring in annually more than the cost of benefits, in addition to necessary expenses. Nor shall the law require any society to have a lodge system or ritual. This provi- sion against a legal reserve fund would be greatly detrimental to the U. C. ee for our reserve fund alone is re- sponsible for our low limit of assess- ments and yet guarantees the payment of every valid claim. The reserve fund created by.fraternal societies is just as important as the business man’s surplus bank account. It is a guarantee of responsibility. The U. C. T. is also very fond of its beaut- ful ritual. There will be a mass meeting at Powers Opera House the night of Oc- tober 17 for the discussion of the pro- posed insurance amendment. All de- siring to better inform themselves should attend. Will E. Sawyer. —_22.___ Mt. Clemens—E. E. Hughes Co.. Ltd., has been incorporated with an authorized capital stock of $2,500, all of which has been subscribed ‘and $250 paid in in cash. This concern will engage in the manufacturing and selling of toilet goods and disinfect- ants. BUSINESS CHANCES. _ For Sale—An up-to-date well estab- lished; well located general hardware stock. A short distance north of Grand Rapids. Address No. 617, care Trades- man. 617 - High Class Salesmen—Wishing a side line can double their income selling from catalogue our household _ specialties: Aluminum, casseroles, fireless- cookers, lamps, clocks, etc. Liberal commission. Address, The National Clock & Mfg. Co., Chicago, Ill. 618 * -_ DRINK COFFEE ed are IONAL oe : 7 7 NATIONAL i | ey Ty ipl i i y in i : 7 | : 4 i ay 7 an ; | : in He aa }y} ya | it 2... (oe esaadke mre \SS-ABEB BEVERAGE oo oe | | |_STRONG NATIONS | a | \ > P ) NATIONAL (orree WEEK NATIONAL (elga4 ae NATIONAL aad Aas sie ne pnts , = os a mn ss ; . Re eseA nie v4 . amare} { NATIONAL —— 7 SS — 7 | NP Gate) en) ¢ ates ia Mr. Grocer :—The week beginning (aaa aes NDAY, OCT. 19 Has been Designated as “NATIONAL COFFEE WEEK” reo =~ 2 Upon for you to trim up aye store and store: windows, and to replenish your stock; ik Ge lemonstrate. and se Coffee pa: and adver- end that you may the better sa the fee loving rm and at the same time aad to beg business. ou are invited to agonal hee bog this nation-wide movement for “BETTER CUP OF COFFEE” t already been called to. your attention, 4 set t in touch at once with the wholesaler or euantice th trendy best will cheerfully help you to make a splendid showing and a satisfactory observ- fthe COFFEE EDUCATIONAL CA GN started ined by the Association is the printing and dis- : 5000 BOOKLETS entiticd ** FRO THEE TO CUP WITH COFFEE.”’ You should havc a supply for your customers. . NATIONAL COFFEE ROASTERS’. ASSOCIATION. Headquarters at DAYTON, Ohio. NATIONAL y a rae ee ATION AL = ATIONAL ) NATIONAL | ane te 3 NE | oO | Si (OFFEE a af ices a iia ae: )6— sidan a (OFFEE Week | giant ihe aS Se anc a ee enero senate nares egusbaniel i i a erga s Sal ie The National Association of Dairy Food and Drug Officials Whose Membership Includes All Na- tional and State Pure Food Officials Held their Annual Meeting During July, 1914, at Portland, Me. Read carefully the action they took in denouncing the mixing of albumen in baking powder, which is no aid in the baking but makes possible the ‘‘fraudulent water glass test.’ , RESOLVED, That this Association vigorously condemns that existent practice involving the addition to food of a small or inappreciable amount ‘of any substance, where such addition is obviously for the purpose of naming the substance upon the label, or otherwise to the end of impart- ing a value which is fictitious; also those methods of treatment, demon- stration, or representation generally which are misleading in effect or founded upon false principles. And in this connection we denounce the fraudulent water glass test with ‘‘albumenized baking powder’’ in comparison with other powders. This Scathing Resolution Was Passed ' Unanimously Fraud, deceit and misrepresentation in the sale of Food Products is fast becoming a thing of the past. Dealers throughout the country are buying and pushing the food prod- ucts—especially baking powder of the wise manufacturer who is getting in line with the Pure Food Laws and co-operating with the Pure Food Offi- cials to make his product better, purer and free from all taint of misrepre- sentation in its sale. ~ KG Bakine POWDER — is legal in every State of the Union, every day in the year. It contains no albumen (sometimes called white of egg) and we have: never used the““fraudulent water glass test.’’ Jaques Mfg. Company, Chicago a,