me S ~ XN é 2 ca a4 NGS ees RARE PO Se eONeTes ENS as re Be GENIN =A eae ee BCL di, OWL DN” eS CaaS | eNO mY oes 4 We ae: RAL OE ee © e oer au 2 AGE ae UE We mk Y eC Eh AEA INE 50a ey OR (OS ROR eee oa ees Cy =H EK (Neg ee Aon NEN RA\(( INES We SO CLOTS in SPPUBLISHED WEEKLY 476 SC Gu /h ce pTRADESMAN COMPANY, PUBLISHERS 5H SST DIG. ewe ee. Sf x SSH, UE MQ AERO ON ZZ wy WS ZWISING t I x } } “SN N TR AS oD aa: i Sie SESS N MX ; Zia cae NINES We = es PER YEAR ‘3 eh OES. ZEA aes Thirty-Second Year GRAND RAPIDS, WEDNESDAY, DECEMBER 2, 1914 Number 1628 I NEED NOT FEAR If I live a life that is clean and square And I love my fellow man, And I lend him a hand to help him bear His burden whenever I can, I need not fear what the future holds, Nor what the reward shall be, For the mighty love that all enfolds Will most surely care for me. If I speak a good word of cheer to one Whose sorrows have borne him down, And I give him new hope to journey on ‘And change to a smile his frown, I shall not dread when the shadows fall And the end of life draws near, For that wondrous love that shelters all Will drive away my fear. | For my life is measured by what I mete, And I earn my own reward, So the love I give makes my heart complete, And through it I gain the award. For whether I dwell in a house by the road Or far from the haunts of men, If only my love makes bright the abode No fear shall enter it then.. PP OE OE OO OT NO a OR. ARGU UU UU UU OUULUU ULC LULU UU OULU ULC U ULL CUIC OULU. YO AU YO CAO OULU. OAC -|Good Yeast sy : Good Bread Good Health 2 Sell Your Customers -FLEISCHMANN’S YEAST is the cheapest food product on the market Bs SD. Ds Ss OUR: WELL KNOWN BRANDS aS 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 MACAULEY SAID Those inventions which have abridged distance have done the most for civilization. USE THE BELL J And patronize the service that has done most to abridge distance. AT ONCE Your personality is miles away. howe, Every Bell Telephone is a long distance station. ™aSNOW BOY FREE! Are So Carefully Prepared they differ from fruits most people know. J Virtually they bring into the home the very § breath of the orchards in which they are grown. Satisfaction is the greatest of all things in the | upbuilding of a grocery business—and nothing wins trade—pleases trade—holds- trade—so much as good Canned Fruits—SUN-KIST Kind. National Grocer Co. Musselman Grocer Co., Branch, Distributors GRAND RAPIDS, MICH. er Ro For a limited time and subject to withdrawal without advance notice, we offer through the jobber—to Retail Grocers 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 immediute delivery. ; SNOW BOY WASHING POWDER 24s FAMILY SIZE ' 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 whom order is to be filled. Yours very truly, _ Lautz Bros. & Co. . BUFFALO, N. Y., January 2, 1914. DEAL NO. 1402. Thirty-Second Year SPECIAL FEATURES. Page 2. Upper Peninsula. 4. News ot fhe Business World. 5. Grocery and Produce Market. 8. Editorial. 10. Clothing. 12. Financial. 18. Butter, Eggs and Provisions. 20. Lettering. 22. Hardware. 24. Shoes. 30. Woman’s World. 32. Window and Interior Decoration. 34. Dry Goods. 38. Meat. 40. The Commercial Traveler. 42. Drugs. 43. Drug Price Current. 44. Grocery Price Current. 46. Special Price Current. 47. Business Wants. MEN OF MARK. Peter A. De Witt, Manager Federal Revenue Tax Bureau. Peter A. De Witt was born in Spring Lake March 28, 1861, his father and mother having both been born in Holland After completing his educa- tion in the public schools, he worked four years in the drug store of L. O. Perham and nine years in the drug store of O. W. Messenger. Subse- quent to that time he was engaged for five years in the drug business on his own account. For the next four years he acted as manager for the Spring Lake Basket Co. Oct. 1, 1893, he was appointed Field Deputy by the late I. C. Smith, who was then Col- lector of Revenue for the Fourth dis- trict of Michigan. In 1894 he was placed in charge of the income tex department of the district. Nov. 1, 1897, he was retained by the late Samuel M. Lemon, who had been appointed Revenue Collector to suc- ceed Mr. Smith, taking the position of both Field and Office Deputy. Sept. 1, 1911, he was appointed by George Clapperton as Office Deputy and he continued in that capacity with the present Revenue Collector, E. J. Doyle, with whom he remained until Nov. 30 at Mr. Doyle’s request. Mr. De Witt has broken the precedent to the effect that office holders never resign and seldom die. As a matter of fact, he resigned voluntarily to en- gage in business on his own accouni. Since 1909 he has been in charge of the corporation tax work of the dis- trict, which has made him very famil- iar with the needs and necessities of business men and, at the earnest solic- itation of a large number of banks, corporations and individuals, he has formed a copartnership, with George Clapperton under the style of the Federal Revenue Tax Bureau to fur- nish special service and from now cn he will devote his entire time to this work. This Bureau will be fully equipped to render special service in all branches of the internal revenue system, including the income tax and the emergency tax. Under the active management of Mr. De Witt and the legal counsel and direction, of Mr. GRAND RAPIDS, WEDNESDAY, DECEMBER 2, 1914 Clapperton, assistance will be given to corporations and individuals in any revenue matters. Special atten- tion will be given to the income tax features in relation to the elements of gross and net income and of de- ductions and exemptions under any and all circumstances, the preparation of returns, and also in relation to ques- tions arising between tax payers and the Government under the laws and the rules and regulations for its ad- ministration. The business of financial institutions will receive careful attention in all business matters and complications that may from time to time arise. In for three years prior to Sept. 1 last, during which time he made a thor- ough study of the income tax law and its administration, and is familiar with the general subject of taxation. The Bureau will furnish counsel an1 assistance in all branches of the reve- nue system including the Special Emergency Tax. Special attention will be given to the administration of the income tax features of that system. ——__+-~.___ No Cause for Worry. Mrs. Blank had secured a new and most excellent cook and, having lost several equally good cooks through the subtle workings of Cupid, she was PETER A. DeWITT other words, it will be the aim of the Bureau to systematize and direct thor- ough compliance with the revenue tax laws in all respects, to avoid difficul- ties so far as possible and represent tax payers in complying with the laws and rules in relation to Government inspections and disputes. This Bureau will have all the laws, rules, regulations, decisions, and special data and information available. ‘Mr. George Clapperton, of the legal firm of Clapperton, Owen & Hatten, will act as general legal counsel for this Bureau. He is well known as a lawyer and held the office of United States Collector of Internal Revenue alittle disturbed when she came across her valued Amanda walking in the park with a man. The next day she said to Amanda: “IT saw you walking in the park with a gentleman yesterday after- noon, Amanda. I hope he will not be taking you away from me some day.” “La, ma’am, don’t you be skeered noné about that,” replied Amanda. “In the first place he ain’t no gentle- man, an’ in the next place he’s mv husband. Don’t you worry none, ma’am.” + A good cook may be one who attends church regularly. Number 1628 He Had Seen Enough. An old farmer, on his first visit to New York, thought he would go to the theater and see “The Forty Thieves.” When he got to the theater he asked for a tip-top seat, and laid down a $5 bill. The box- office man handed the ticket and $3 in change. The farmer (accustomed to 25 cent shows) picked up the three dollars and walked off without his ticket, whereupon the box-office man shouted, “See here, sir! You've forgotten your ticket.” The farmer shouted back: “Keep it, darn yer! I don’t want to see the other thirty- nine.” + Whatever the outcome of the bat- tles in Russia Poland, it is perfectly obvious that the German army must revise its judgment of the Russian troops, precisely as it has been com- pelled to admit that its low opinion of the British soldiers was erroneous. After the Austrian ultimation to Ser- via had been sent and it appeared as if Russia would come to Servia’s rescue, the organ of the German General Staff came out with an article about the Russian army, so comtemptuous in tone that it must have seemed to Petrograd a veritable casus belli. The newspaper referred to declared that the Russians had not recovered from the Japanese war; that the two new army corps supposed to have been formed since then did not exist save on paper; that the morale of the of- ficers was very low, and that no Rus- sian troops had ever defeated an equal number of any enemy in the history of the Empire. To the latter state- ment the German army may, perhaps, still cling, because the Russians have apparently everywhere outnumbered their enemy. But Field Marshal von Hindenburg himself—he seems a re- markably frank and generous soldier— admits freely that the Russians have made wonderful progress since their Manchurian campaign and have fought with skill and daring. From our point of view, if the war should end to-day, the prestige of the German General Staff would be found to have suffered greatly. It miscalculated as to Bel- gium, as to the English, and as to Russia, to say nothing of the failure of its cherished plan to “capture Paris in two weeks and invade Russia be- fore the Russian army could mo- bilize.”’ —+ 2 A mean rich man may jolly himself into thinking that his means justify his meanness. ———_>-.___ All the labor saving devices ever invented have failed to make the loafer popular. ——_>->___ Brains can make money, but money can’t make brains, i 4 : MICHIGAN T A DESMAN December 2, 1914 UPPER PENINSULA. Recent News From the Cloverland of Michigan. Sault Ste. Marie, Nov. 30—Much anxiety is felt by the officials at New- berry over the disappearance of Robert Shattuck, who departed Nov. 15 on a hunting expedition and has not been heard of since. It appears that Mr. Shattuck went into the woods with his gun, hatchet, provisions, matches, etc., for an extended hunt, and as he did not return a discussion among his acquaintances brought out the fact that Mr. Shattuck told some ‘of his friends at one time that if he was ever lost, before starving or freez- ing he would blow his brains out, and the hunters now express fear that he has done so. Some of the searching party heard some gun shots and fired their guns in reply, but received no further answer. The woods are being searched and every effort being made to locate the missing man. The France-Supe hunting party has returned, but not with the usual good luck they have had in the past twenty years. They have heretofore always filled their licenses, but was one deer shy this trip, which they attributed to the scarcity of the deer and the ex- cessive deep snow which was quite a handicap in getting through the woods. John France brought in a ipoem which is considered ‘by ‘his friends to be a masterpiece and amplv repaid the party for the shortage of one deer. They had as their guest this year Capt. J. W. Dudleson, one of the best known captains on the lakes and also one of our esteemed citi- zens. While the captain is about 65 years of age, he is still hale and hearty and led the deer a merry chase during _his stay at camp. Being of a cheerful disposition and a good story teller, he furnished much entertainment to the party in camp. It is reported that the captain has been dreaming about the deer ever since he left camp and has made some of the finest records imaginable in his dreams. He came within two of filling his license, but states that he was amply repaid for all of the time spent in the woods, which will be long remembered by the boys. Joseph Scales, General Manager for the Union Carbide Co., and one of our leading citizens, broke all records for a one day hunt last week, when he left for Rains Landing, eighteen miles down the river, and had hardly gotten under headway with his sturdy. rifle when he was met by a large bear. Going through the usual formalities in the woods with only a bear for com- panion he lost no time in bagging the game. The black bear is a fine speci- men of its class, weighing 180 pound, Mr. Scales was ready t return, having had his expectations filled beyond measure and his many friends here can all bear the meat that is being dis- trbuted among them. Charles Johnson has opened a new confectionery store at 808 East Por- tage avenue, next to the Gilbert house. As he is well acquainted in the city, his many friends predict for him a bright future. That it is poor business to commit murder during a copper strike in the copper country, which was the case a short tme ago, will be vouched for by J. Huhta, the man who was con- victed last Saturday of murder and received a life sentence in the State prison. The Calumet township board will hold its regular December meeting this week to consider the appoint- ment of a delegate to represent the township at the conference called for Marquette Dec. 15 to launch an organ- ized campaign of the State Grange and other organizations. It is under- stood that the tonnage tax will impose a hardship on practically every county and town in the U. P., especially in the Twelfth congressional district, and the suggestion recently made from Crystal Falls that a meeting of Upper?" Peninsula men be held in Marquette “: Dec. 15 to discuss this question met ° with an instantaneous response. : The many friends of our esteemed citizen, Ex-Judge Snell, who under- went a serious operation for appendi- citis three weeks ago, will be pleased to know that he is on the road to recovery and is able to sit up and at- tend to business again. It was a close call for the Judge and he is receiving the congratulations of the entire com- munity, as he is one of the brightest men in Cloverland and his cheerful disposition has endeared him to all. We note that the city officers of Escanaba are a progressive lot, as they have closed a deal for the pur- chase of Kissel Kar motor fire truck at a cost of $5,750, which is to be deliv- ered to the city within ninety days, so that the residents of Escanaba will soon be able to rest easy and the insurance companies will also breath easier in consequence. The Jean Primier Speeder Works has been closed down for the past two weeks, making repairs after a suc- cessful season. Mr. Jean, President of the company, may close a deal with the French army to supply the war trucks with his primier, as he thinks that his primier speeder is superior to that used by the German army in their motor cars. A bottle was found at Point Iro- quois last week which contained a message from one of the survivors of the steamer Smith, which was lost on Lake Superior Nov. 9, 1913, during the most fatal storm which ever swept the lakes. The bottle was picked up by a fisherman while fishing in that vicinity. The message was written on a piece of torn paper in indelible lead and stuffed in the bottle. It read: “Goodbye, everybody. Broke in two at number 8 hatch and is sinking fast. Goodbye, again. George Wolf. S. S. Smith.” Two more bodies have been recov- ered from the wreck of the Hines Lumber Co.’s boats. This brings the total up to about fifteen persons. These two bodies were found near Two Heart harbor. According to ad- vice from the Hines Lumber Co. offi- cials, there were twenty-eight persons in all on the steamer Curtis and its two tows, the Peterson and Marvin. Eight of the bodies have been brought to this city and are being held pending shipping instructions. Much more poultry was left over after Thanksgiving this year than usual. It seems there were about two turkeys for every purchaser, although the price was less than a year ago, but the supply was double. From present indications there will be no scarcity for Xmas. From all accounts the slaughtering of deer this season will be the heav- iest in many years, so much so that the Negaunee sportsmen advocate presenting a petition to the Legisla- ture to stop the annual deer hunt, while others think that it would not make so much difference, as in some localities it is reported that deer are being hunted the whole year. The situation around Laurium, ia the copper district, is becoming some- what serious among the poor class. Poverty is becoming more general and cases ,of extreme destitution are re- ported almost every day. One case of which special mention is made was in a family of four, where the physi- cian called and found the family ill. A hasty diagnosis was made and star- vation found to be the cause of sick- ness. The father of the family is unemployed, with no income what- ever. A few days ago their resources were reduced to 10 cents, for which he purchased a quantity of parsnips, on which the four people existed or tried to exist for four days. Had it not been for the kindness of the physician and interested parties who immediately went to the relief of the family by sending up groceries, etc. it would have resulted in the death of the family. The Monday night train over the Straits was two hours late. The train consisted of eleven cars, with 392 hunters, besides the regular passen- gers and 301 deer aboard. Tuesday night’s train was one and one-half hours late, which also had eleven cars, 355 hunters, besides the regular pas- sengers and 326 deers. T. A. Leigh, specialty salesman for the Cornwell Beef Co., was held up for four days last week with an attack of lagrippe, brought on by excessive work. He is feeling better, however, and his many friends are pleased to see him around again. Physical Director Thompson, of the Y. M. C. A., is making a record since taking hold and has worked up one of the largest business men’s. classes ever attempted, which is having a marked effect upon the business men who are feeling from five to ten years younger than they did before taking the exercises. Mr. Thompson pulled off a bob party at the Cody hill last Saturday which called out a large number of toboggans and a merry old fashioned time was had sliding down hill, which, in a great measure, helps drive away the blues and af- forded much merriment to all who attended. John H. Roe, one of the Soo’s most progressive meat dealers, has fallen in line on the cash system. Mr. Roe has been contemplating this move for some time, but on account of his large business interests he was somewhat undecided. However, he has made the announcement that after Dec. 1 the business will be conducted on a strictly cash basis This makes four of the leading markets on the cash system, which is proving so success- ful that it is expected the majority of the markets will soon be on a cash basis, which will be a great help in reducing the cost of living, as it is generally known that meats can be purchased cheaper for cash on account of being able to do away with the ac- counts and clerical work, giving the public more for their money. Albert Lehman, one of our success- ful lumbermen, operating at Raber, was a business caller this week. Mr. Lehman has put on about sixty men extra this year and expects to break all previous records in his lumbering operations this winter. He has all of his winter supplies in now and is fully equipped to deliver his logs to the river by the Murner Railway as soon as the cold weather sets in. The citizens of Gladstone are feeling highly elated over the fact that they are to have free mail delivery after March 1. There will be two regular carriers appointed, as well as one substitute, and there will be fifteen mail collection boxes placed at dif- ferent places about the city. It was reported here that Frank King, the notorious strike agitator in the copper country last year, was kill- ed at Gay, Keweenaw county, where he was employed as a car repairer by the Mineral Range Railroad. King was working beneath the car on a side track and an engine picking up empty cars struck the string in which was the car beneath which he was working. It is remembered by some that he is the man who appeared in Calumet about the time of the com- mencement of the strike and was looked upon as an agitator, being con- cerned particularly in the flag incident, in which it was charged that he tore a flac from the hands of a soldier and trampled the banner under his feet. Timothy Glenny, formerly of Mar- quette, met with a serious accident at Nestoria last week. His left arm was almost completely severed by one of the wheels of the engine of the South Shore train. Glenny was caught between the station platform and the track,. and, it is regarded as remark- able that he was not injured even more seriously. He was immedately taken to the hospital where the arm was amputated and chances for his re- covery seem good. The residents of Pickford are be- ginning to make preparations for more light, as the poles for the electric light line are all up and the company’s building completed, and it is expected that within the next three or four weeks the current will be turned on and they will be able to see things at ‘Pickford such as they never have be- fore. The steamer Elva, of the Arnold Transportation Line, plying between the Soo and DeTour makes her last trip to-day. This will practically mean the closing of navigation at Drummond, DeTour, Raber, Sailors Encampment, Rains’ Landing and Lime Island, where the inhabitants will be obliged to settle down for a long winter’s nap, unless the new railway trunk line between here and St, Ignace by way of DeTour should materialize. There has been much talk, for the past five years of this railway, but from all accounts the talk will be good for the next five years, but as the Elva is expected to start in as usual in the spring there will be no handicap by the delay of the railroad. H. W. Mather book-keeper for the Cornwell Beef Co., has returned from a two weeks’ visit with relatives at Bay City and Flint. Mr. Mather was accompanied home by his wife, who has been spending the past month at Bay City. Harry feels much improved from the much needed rest and is ready to work harder than ever now. William G. Tapert. o>. Coming Conventions To Be Held In Michigan. December. Michigan State Potato Association, Kalamazoo, 4-5. Michigan State Grange, Battle Creek. Michigan Bricklayers, Masons and Plasterers’ Association, Jackson. Michigan Bee Keepers’ Association, East Lansing. Michigan Association of Commercial Secretaries, Ann Arbor, 19 January. Michigan Tax Association, Detroit. February. Michigan State Association of County Drain Commissioners, Lansing. Michigan Retail Hardware Association, Saginaw. Michigan State Rexall Club, Detroit. Michigan Retail Grocers and General Merchants’ Association, Lansing. e March. Michigan Sheet Metal Association, Grand Rapids. Michigan Master Steamfitters’ ciation, Detroit. Michigan Press and Printers’ Federa- tion, Grand Rapids, 11-13 Master Plumbers’ Association, Detroit. April. Michigan State Association of the Mas- ter Horseshoers National Protective As- sociation, Grand Rapids. Michigan State Bowling Association, Grand Rapids, 17. Michigan State Dental Society, Grand Rapids. Dealers’ Contractors’ Asso- May. Michigan Camp Modern Woodmen of America, Flint. Grand Conclave, F. & A. M., Bay City. Michigan State Association of Post- office Clerks, Grand Rapids, 31. July. Grand Commandery of the Knights Templar (Colored), Detroit. Michigan Retail Jewelers’ Association, Kalamazoo. Michigan State Association of Station- ery Engineers, Jackson. Michigan State Firemen’s Association, Petoskey, 13-15. August. Michigan State Association of Local Fire Insurance Agents, Jackson. September. Michigan State Medical Society, Grand Rapids. Michigan State Association of Metho- dist Churches, Hastings. Michigan State Association of County Superintendents, Ludington. Michigan Federation of Labor, erse City. Trav- Octoner. Michigan Association for the Preven- tion and Relief of Tuberculosis, Grand Rapids. Michigan State Association of Osteo- paths, Grand Rapids. Michigan Presbyterian Synod, Sault Ste. Marie. ‘ December 2, 1914 Honks From Auto City Council. Lansing, Nov. 30—Leo Larribee has purchased the Harris & Towner gro- cery stock, at the corner of Genesee and Butler streets, and will take pos- session Dec. 7. Buildings are under construction in the northern part of our city which, when completed, will be occupied by the Bundy Manufacturing Co., former- ly of St. Johns. Frank Freshour has purchased the grocery stock of J. P. Schafer, at the corner of Allegan and Logan streets, and will take possession at once. Joseph A. Dean has opened a new gtocery store at 815 Kalamazoo street, west. As usual, Fred. Mott, of the National Grocer Co., secured the stock order. The Bean Spray Pump Co. is one of the several manufacturing enter- prises recently secured for our city through the efforts of the Lansing Chamber of Commerce. Large and convenient buildings are to be erected at once in the southeastern part of the city and shipments of the manu- factured product will begin about March 1. The Atlas Drop Forge Co. is now located in its new plant which has been under construction for the past year in the southern part of the city, and much of the stock has been trans- ferred from the old works on Mill street. Not only is the new location ideal, but the entire plant and equip- ment are up-to-date in every detail. M. E. Sherwood closed a very suc- cessful hunting season to-day, arriv- ing in town this afternoon with his $150 dog, guns, etc. Nothing like a serious accident came anywhere near him and he states that he is now ready for another year’s work. He had plenty of birds; in fact, all the law allows a good looking man to carry. Changes are about to be made in the management of the International Harvester Co. which will result in MICHIGAN TRADESMAN closing the Osborne division in this city, insofar as sales are concerned. The large warehouse on Shiawassee street will be maintained for transfer purposes, but the sales and book- keeping force will be transferred to the various other branches. General Agent Sutton goes to Chicago, Cash- ier L. W. Johnson will serve in a like position at Detroit, while Mr. Payne, who is now the credit man, will be transferred to Jackson, It is now reasonably certain that in the near future we are to have another automobile factory. Plans are being perfected which it is confidently ex- pected will result in a very popular low priced car being manufactured in Lansing. We met J. C. Kinney crossing the widest bridge in the world last Satur- day. After the first friendly greetings, he said: “Say, you darned cuss! I'll get even with you if I have to live a hundred years.” Wonder what he meant? The Lansing Chamber of Commerce is again doing very efficient work for the betterment and growth of our city. Several manufacturing enter- prises have recently been secured and negotiations are pending for others. Much credit is due C. H. Davis, the newly-elected Secretary, for the suc- cessful termination of recent negotia- tions wherein the city at large is greatly benefitted. One of the popular salesmen of the National Grocer Co., who covers his territory with a ford car, was unable to stand one whole day’s rest, so hied himself out for game yesterday. After several hours tramping among the briars, he succeeded in shooting the rear end off a little flea-bitten rabbit and his borrowed dog caught another. Just as he was congratulating himself upon his success along came one of the deputy game wardens who in- formed him that it was a misdemeanor for a resident of Ingham county to hunt in Shiawassee county without a license, and promptly confiscated the game-bag and all its contents. The crocodile tears which chased each other down the elongated features of our nimrod brother were noticed by the deputy game warden, who really had a heart after all, and finally returned the game bag with some fatherly ad- vice concerning Round Lake and its rabbits. Don’t forget the Council meeting next Saturday night. A Bohemian supper will be served at 6:30. Grand Counselor M. S. Brown, of Saginaw, Harry Hydorn, of Grand Rapids, and others from out of town will be pres- ent. After the Council adjourns, light refreshments and a good time will be in order. H. D. Bullen. -_—-e-e-o____ To Enforce Tax on Mail Order Houses. Nashville, Tenn., Dec. 1—Co-oper- ating with a great many other com- mercial and trade organizations throughout the United States, and with the endorsement and assistance of the leading trade journals of the country, we have been making a fight before the National Congress to se- cure the enactment of a law to im- pose a tax upon merchandise sold by mail order houses. This tax to be imposed by the United States Govern- ment and to revert to the states whether they pay no taxes on the business that they secure. In the last session of Congress we were favored by a bill introduced by Mr. Hinebaugh, of the Eight District of Illinois, known as House Record No. 5308, placing a tax of 1 per cent. upon all of the business done by mail order and premium houses. This tax to be collected by the Treasurer of the United States and prorated to each state in proportion to the amount of goods sold within their borders by the mail order houses. As this was a new move and had never been before the public to any extent we failed to secure its enactment, but in the com- ? 3 ing session of Congress we hope to secure the enactment of a bill similar to this one. It is very important at this time that the people and the periodicals who are interested in this matter use every effort to interest all of the merchants in the regular retail lines of business in this matter and also that they take this matter up with their different Congressmen and Senators and ask that they take an active part in securing the passage of this bill. We have been informed that taxes of this sort placed by the United States Government for the benefit of the states is constitutional. In numer- ous sections at the present time, we are- circulating petitions as follows: We the undersigned merchants and voters respectfully request that you secure the enactment of a bill in the Sixty-Fourth Session of Congress similar to House Record 5308 of the Sixty-Third Session attached hereto. We wish to go on record as being heartily in favor of the enactment ot this law and will appreciate all of your efforts in its behalf, We will be glad to mail these peti- tions in legal document form to any one so desiring them free of charge. We are especially anxious to be in communication by the next session of Congress with every individual who is interested in the enactment of this Bill, so that at the proper time we can have at least 500,000 letters go to the different Congressmen and Sen- ators in Washington asking for an immediate enactment of a bill, placing a tax upon the mail order houses to revert to the states equivalent to the taxes paid to the cities, counties and states by the local retail dealers. M. M. Wheeler, Sec’y. el The man who kicks when he re- ceives short weight doesn’t always give thirty-six inches for a yard. —~+2+.___ Anyway, the baldheaded man real- izes that he has come out on top. THE SUN NEVER SETS ON ROYAL BAKING POWDER Known the world over as the Best Baking Powder—an established article of undisputed merit which housewives repeatedly buy and are always satisfied with. The demand for Royal Baking Powder never ceases. New baking pow- ders of unknown merit come and go, but Royal goes on forever always retaining its standard—the world’s leader. There isn’t a baking powder made that will move faster or pay you greater profits than Royal Baking Powder and it will pay you to always keep on hand a good supply to meet the ever increasing demand that persistent advertising and real value have won for it. ROYAL BAKING POWDER COMPANY, NEW YORK Seen eee ete MICHIGAN TRADESMAN Movements of Merchants. Ionia—J. A. Mason has opened a grocery store. Sidney—William Minard has open- ed a meat market here. West Windsor—I. J. Decker has en- gaged in general trade. Rugg—Waldo Yeomans has en- gaged in general trade. Laingsburg—T. J. Burt has closed out his stock of hardware. Newaygo—-Rufus T. Nielson has en- gaged in the produce business. Manton—Miss O. R. Farrar has en- gaged in the bazaar business. Lake Odessa—Volney Strong succeeds C, A. Baker in the grocery: business. Chase-—E. Loree has engaged in the grocery business in the Johnson build- ing. Lake. Odessa—George E. Williams has opened a grocery and_ bazaar store. Berlin—R. J. Cheney has engaged in general trade in the Danforth building. Lewiston—Mrs. G. B. Thompson has opened a restaurant and bakery in the Tait building. Detroit—The McKenney-Devlin Co. has increased its capital stock from $10,000 to $30,000. LeRoy—William Phelps has en- gaged in the meat business in the Beckman building. Whitehall—C. G. Pitkins & Co., drug- gists, are erecting an ice cream fac- tory and warehouse. Petoskey—John K. Smith succeeds Frank Barr in the ice cream and con- fectionery business. South Haven—George W. Cain has opened a shoe store at the corner of Center and Eagle streets. St. Johns—Clark & Beach are closing out their stock of millinery goods and will retire from business. Benton Harbor-—J. E. Sterling has engaged in the music business in the Bell opera house building. Belding—Fire completely destroyed the grocery stock and store building of M. A. Donovan, 2t Grattan, Nov. 29 Mendon—G, A. Royer has sold his meat stock and store bulding to Glover Laird, who took possession Dec. 1. Vassar—Thieves who traveled by automobile, robbed the E. W. Ellis cloth- ing store of over $1,000 worth of stock Nov. 29. Belding—M. L. Willoughby, recently of Grand Ledge, has purchased the A. B. Hull jewelry stock and will continue the business. Fremont—The Fremont Canning Co. he; commenced work on the new plant it’ will erect before the canning season opens next year. Cheboygan—Fire damaged the milli- nefy stock of Miss Elizabeth Rauhut Nov. 27. The loss was partially cov- ered by insurance. Middleville—S. R. Gordon has sold his undertaking stock to the former owner, H. J. Chapman, who will con- tinue the business. Chelsea—Burglars entered the H. S. Holmes Mercantile Co. store Nov. 27, and carried away several hundred do!- lars worth of stock. Vestaburg—Hicks & Howard have completed their new brick store building, 30 x 75 feet in dimensions, and will hold their opening Dec. §. Cheboygan—Myron Wertheimer and Clyde Milliken have purchased the H. J. A. Todd bazaar stock and are closing it out at special sale. Kellogg—The Kellogg creamery, which was recently purchased by Harry Blaine, was completely de- stroyed by fire Nov. 25. Grayling—Henry DeWaele and _ son, Charles, of Roscommon, have purchased the R. W. Brink grocery stock and will continue the business. St. Tohns—Leon Crampton has sold his grocery stock to his brother, Earl, who will continue the business under the style of the Cash grocery. Manton—Mrs, Charles Ramsey has sold her stock of bazaar goods to Miss Avilla Farrer, recently of Lakeview, who will continue the business. Grawn—H. Anthony has sold his blacksmith shop to F. R. Van Horn and Mr. Russell. of Traverse City, who will continue the business. Crystal Falls—Mrs. Dora Cannon, dealer in furniture, stoves and crockery, has filed a petition in bankruptcy. A. H. Smith has been appointed receiver. Owosso—Charles Fairweather, deal- er in sewing machines and_ repair work, has filed a voluntary petition in bankruptcy. Liablities, $2,200; as- sets, $1,200. Boyne City—Peter Glados has pur- chased the interest of his partner, Mr. Bataskis, in the New York candy kitchen and will continue the business under the same style. Owosso—W. A. Sherwood, of Mar- shall, has purchased the J. N. Zimmer- man bazaar stock and will continue the business at the same location, 112 West Exchange street. Croswell—The Croswell Lumber & Coal Co. has been incorporated with an authorized capital stock of $5,000, all of which has been subscribed and $1,000 paid in in cash. Cass City—The Cass City Lumber & Coal Co. has been incorporated with an authorized capital stock of $5,000, all of which has been subscribed and $1,000 paid in in cash. Sandusky—The Sandusky Lumber & Coal Co. has been incorporated with an authorized capital stock of $5,000, all of which has been subscribed and $1,000 paid in in cash. Walled Lake—The Walled Lake Land Co. has been incorporated with an authorized capital stock of. $5,000, all of which has been subscribed and paid in in property. Ishpeming—Martin Claven and J. B. Quayle have formed a copartner- ship and will engage in the con- fectionery business in the Anderson block about Dec. 5. Saginaw—Charles H. Bird, who has conducted a meat market and grocery store on the south side for the past thirty years, has sold his stock to C. W. Friers, who has taken possession. Ontonagon—C. EF. Hecox has sold his stock of hardware to his son, Fred, and Walter Scott, of Detroit, who will continue the business under the style of the Hecox-Scott Hardware Co. Allegan—Cosier & Godfrey have removed their drug stock from Hol- land to this place and will continue the business on Hubbard street under the style of the Opera pharmacy. Detroit—The National Electric Co. has been incorporated with an author- ized capital stock of $2,500 of which amount $1,600 has been subscribed, $100 paid in in cash and $1,500 in property. Detroit— The Detroit Hardware Specialty Co. has been incorporated with an authorized capital stock of $10,000, of which amount $5,000 has been subscribed and paid in in cash. Marquette—Nathan D. Forgotstein, who conducts a men’s furnishing goods, clothing and shoe store, has filed an involuntary petition in bankruptcy. F. H. Withey has been appointed receiver. Detroit—The Gas Lock Specialty Co., manufacturer and dealer in auto- mobile accessories and specialties, has been incorporated with an authorized capital stock of $25,000, all of which has been subscribed and paid in in property. Aipena—Thomas Nicholson and Julius Shuelke have formed a copartnership and are erecting a flour, feed and cider mill which they expect to occupy about Dec. 20 under the style of the Monarch Milling Co. Detroit—The Campbell & Campbell Cheese Co., which recentlv sold its business at Abbotsford, Wis., to the C. E. Blodgett Cheese, Butter and Egg Co., of Marshfield, Wis.,. has opened a house at 247 Napoleon street, where it will continue. the wholesale cheese business under the style of Campbelf Bros. Co. Detroit—Judge A. J. Tuttle has di- rected a verdict in favor of the Detroit Rock Salt Co., which was sued last week by Swift & Co., of Chicago. Swift & Co. sued the Detroit concern in an effort to force it to continue a contract for supplying the Chicago packing firm with salt. The contract was made by the Detroit Salt Co., which later went into the hands of receivers. The concern was sold to the Detroit Rock Salt Co. The con- tract was filled by the new company for sixty days and then discontinued. Judge Tuttle held that the new com- pany was not responsible for the con- December 2, 1914 tracts of the old, because a receiver had intervened between the operation of the two. Ludington—This city has been es- pecially fortunate in the face of the general business depression, owing to the fact that the Stearns interests paid out for labor during. the first ten ‘months of this year $427,254.96, or:an increase of nearly $70,000 over the same period last yéar. This increase was due to the acquisition and de- velopment of new business and a de- termined effort on the part of the sales force to keep things moving in all departments. Mr. Stearns, President of the concern, states that in many departments they have operated at a decided loss in order to give em- ployment to as many men as possible. Manufacturing Matters. Detroit—The Myers-Hoffman Tire Co. has been incorporated with an authorized capital stock of $50,000, of which amount $29,800 has been sub- “scribed and paid in in property. Kalamazoo—The Illinois Envelope Co. has been incorporated with an au- thorized capital stock of $100,000, of which amount $54,725 has been sub- scribed and $10,000 paid in in cash. Redford—The Redford Lumber Co. has been incorporated with an au- thorized capital stock of $30,000, of which amount $23,000 has been sub- scribed, $370.91 paid in in cash and $18,629.09 in property. Holland—The Cappon & Bertsch Co., one of Armour’s plants, is plan- ning on building a large addition to its factory. The new addition will be used as a pig skin tannery. About 200 additional laborers will be em- ployed. Detroit—The Safety Changer Co., manufacturer and dealer in coin-han- dling devices, has been incorporated with an authorized capital stock of $5,000, of which amount $2,850 has been subscribed, $545 paid in in cash and $2,305 in property. Mt. Clemens—The F. A. Black Co., manufacturer and dealer in enamel ware, wooden ware, bath tubs, tanks, etc., has been incorporated with an authorized capital stock of $14,000 of which amount $7,080 has been subscribed, $1,580 paid in in cash and $5,500 in property. Detroit—The Leather Makers Pro- cess Co., manufacturer of plates and glues to be used in a new process for making leather, has been incorporated with an authorized capital stock of $20,000, all of which has been sub- scribed and $2,000 paid in in cash. Detroit—The Baird Machine and Manufacturing Co., manufacturer and dealer in tools and implements of all kinds, has been incorporated with an authorized capital stock of $20,000, of which amout $14,670 has been sub- scribed, $1,555 paid in in cash and $11,115 in property. Petoskey—The Bear River Paper Cu.’s new wood room, to replace the one destroyed by fire last summer has been completed and will imme- diately be occupied by the apparatus. The new structure has cement walls 20 feet in height and the floor space measures 42x61 feet, ete Ee Sera 3 teas va shies eRe RRL Mape MEERA nan ee ee an BER ENR hams tt SZ Sa PE AS SE ee ee ee Aeon vs A AA Ee ine ; | 5 Eee aCe eT Paaendt ss ona eT December 2, 1914 MICHIGAN TRADESMAN 3 2 ses Se ROCERY.**> PRODUCE MAR wt . o ny (Ne aveet{({ ee ILLS { “ a fi tess ‘= =o ‘y. yaaa (3) R=} ee SR Ar 5 j ey (gQ 3) (tte laysetr Review of the Grand Rapids Produce Market. Apples—Firmness marks the apple market this week. The Eastern mar- ket is especially firm. The price ranges from $2.25@4 per bbl. Bananas—The price is steady at $3 per hundred pounds. The price per bunch is $1.25@2. Beets—60c per bu. Butter—The market is active, with a good consumptive demand at pre- vailing prices The quality of butter arriving is fully up to the standard, but the make is short. The market is in a healthy condition, and we do not look for any great change from the present prices. All grades are in short supply, and meet with ready sale on arrival. Fancy creamery is quoted at 33c in tubs and 34@35c in prints. LocaP dealers pay 26c for No. 1 dairy, 15@18c for packing stock. Cabbage—50c per bu. Cauliflower—$1.50 per doz. California Fruits—Pears, $2.25 per box; Malaga, $1.50 per box; seedless $2 per box; Emperor, $2 per crate. Celery—$1 per box of 3 to 4 doz. Cocoanuts—$4.25 per sack contain- ing 100. Cranberries — Cape Cod _ Late Howes are in steady demand at $6 per bbl. Cucumbers—$1.50 per doz. for hot house. Eggs—A strong and fairly active market has ruled for eggs the past two weeks. Receipts have run light, especially of desirable grades, and - prices have advanced. The offerings of high grades have been very small, and dealers have found it difficult to get enough for current trade. Local dealers pay 30c for case count and 33@34c for candled. Grape Fruit—$2.50 for Florida, all sizes. The market is well supplied and stocks are very fine. Grapes—Malagas, $5@6 per keg. Green Onions—35c for Shallots. Honey—18c per lb. for white clov- er and 16c for dark. Lemons—Californias and Verdellis, $4, Lettuce—Southern head, $1.75 per bu.; hot house leaf, 8c per 1b. Nuts—Almonds, 18c per 1b.; fil- berts, 15c per 1b.; pecans, 15c per Ib.; walnuts, 19c for Grenable and Califor- nia; 1%c for Naples; Michigan chest- nuts, 18c. Onions—The market has sustained a sharp advance, due to heavy orders from abroad. Dealers have doubled their paying prices and increased their selling price to $1.50 per 100 lbs. for red and yellow and $1.75 for white; Spanish, $1.25 per crate. . Oranges—California Navels are now in market, commanding $3.50 per box for all sizes. The fruit is fine in both quality and appearance. Valencias command $4.50 and Floridas fetch $3. Pop Corn—$1.75 per bu. for ear, 4c per lb. for shelled. Potatoes—The market is looking up a little. Local dealers hold at 35@40c. Country buyers are paying 24@27c. Radishes—35c per doz. bunches for round or long, hot house grown. Squash—$1.50 per 100 lbs. for Hub- bard. Sweet Potatoes—Kiln dried Dela- wares command $1.45 per hamper. Turnips—50c per bu. Veal—Buyers pay 8@12c according to quality. Poultry—Local dealers pay 8c for springs and fowls; 7c for old roost- ers; 10c for geese; 10c for ducks; 12@15c for No. 1 turkeys and 10c for old toms. These prices are 2c a pound more than live weight. Celery Cabbage—$2.50 per packages. Kumquats—25c per qt. box. Brussels Sprouts—20c per qt. box. Tangarines—$5 per strap of two boxes. dozen —_———-_>-o-o——____ The Grocery Market. ~ Sugar—The market is unchanged from a week ago. New York refiners are asking 5.10c for granulated, but are accepting orders at 5c. The market during the week has been quiet and featureless, but such is usually the case at this time of the year, when the de- mand for granulated is at a low ebb owing to the fact that the domestic beets control the greater part of the country and refiners are restricted for the most part to local territory. Recently it look- ed as if the foreign movement would fill the gap, but the French, with pro- verbial thrift, refused to follow the ad- vance and began to shop around in other neutral countries. Unlike England, which put an embargo upon imports from these sources lest German and Austrian sugar might slip in, France had no such scruples, and it is a fair in- ference that Italy and Holland will re- plenish their stocks from the Allies’ enemies, sentiment cutting little figure where a large profit is involved. How- ever, local circles do not believe that the English will hesitate to point out the folly of giving possible aid to the Germans, and the buying demand should again come to this country, especially f the refiners make concessions. Only forty factories are running in France and it is suggested that it will be com- pelled to import in the aggregate 400,000 tons. Tea—While the local trade is buying only for present needs and not stocking up, prices are firmly maintained and further advances are expected especial- ly in low and medium grades of all sorts. Supplies in the warehouses and country stocks are the lowest for years and the advances of fully 3c per pound in the primary markets are bound to find their level here. Suez Canal trou- bles are causing a scarcity in arrivals of Indias and Ceylons. The greater de- mand is at present for black teas. Coffee—The market is still un- changed and quiet, with conditions more in buyer’s favor than in seller’s. All grades of Rio and Santos coffees are unchanged on last week’s basis; demand quiet. Milds show no change for the week. Java is also unchanged and quiet, but there is some little dis- position on the part of holders to advance Mocha slightly. Canned Fruits—Offerings from the Coast are comparatively small, but demand for present consumption is rather small and spot prices are more or less nominal. No important price change are reported in any line. Southern fruits are inactive but steady under limited offerings. Gal- lon apples remain dull and easy. Canned Vegetables—The demand is slow and there was no material change in tomatoes. Local buyers are apparently well supplied in corn and are giving little attention to pres- ent offerings. However, the market is firm on fancy under light offerinzs and steady on standard stock. - Fancy State and Maine corn are scarce and on such stock prices show an upward tendency. Peas are inactive, but are not being urged. The market closed steady on a basis of previous quota- tions. Fancy string beans are in small compass and firm, but not quotably higher. Medium and standard grades are going steadily into consumption on small orders and the market for these, while easy, shows no material decline. Spinach is dull, but the mar- ket is steady. Canned Fish—The sardine packing season closed Saturday, and the best estimate made is that the pack is about the average for the last five years. The short packing of 1913, however, makes just this difference in the situation now. There was no carryover into this year, and when the pack com- menced April 15 none of the packers or commission houses had any stock on hand, and apparently no jobbers throughout the country had any, and they all needed to stock up. This condition in the beginning of the sea- son has not been known for a good many years, and the result of this, ap- parently, was that it took until about October 1 to take care of the con- sumption of the country and to give the jobbers no working stock what- ever; in fact, it is thought by packers to be fair to say that on October 1 the packers had no stock to speak of, and that even at that late date the jobbers were as a rule supplied with very small stock. This being the case, according to packers, the pack from October 1 to November 30 will have to take care of the demand from October 1 until next season’s ~ packing commences, which, by law, is April 15, but generally the run is very light until June or July. The average pack and the average consumption are naturally just about equal, approx- imately 1,800,000 cases. Now, it is asserted, there is somewhere between one-third and one-half of the stock in existence which would be needed to take care of the consumption up to the time next year’s goods can be shipped. There are probably a half dozen packers with some goods on hand still for sale; the balance, of twenty to twenty-five, appear to have no goods whatever. Salmon of all grades remain unchanged and quiet. Dried Fruits—The upward trend of Coast prices on California prunes is reported to be causing a good deal of buying interest on the part of local distributors, but they are not ready to pay the higher prices demanded, and as sellers will make no conces- sions business is at a standstill. Apri- cots are without animation, but the Coast market is strong. Peaches also are quiet but steady. Raisins seem to be getting little attention, but there is no pressure to sell and the market closed steady on the basis of previous quotations. Currants are rather quiet. The primary market, however, is firm and spot prices are held steadily up to previous quotations. Nuts—There is a strong tone to the market, based on the outlook for sup- plies for Christmas trade, but as there is now a comparatively light demand the situation presents no prominent new features at the moment. Spices—Cables from abroad are above the spot price of black pepper, so that business is largely resales. Cloves are up in Europe, but prices here have been above the import level for some time. Lower prices are named for cassias for shipment by sailing vessel in December, Rice—Advices from the South all continue of the most bullish character, the export movement having stimu- lated the market. Japans have been in good demand, going to the smaller countries of Europe, it is said. Hon- duras is picking up and farmers are asking higher prices for the rough. The country has yet, however, to use cheap supplies bought some time ago. Medium grades and screenings are in big demand. Cheese—The market on all grades remains unchanged, with only a fair consumptive demand, which is charac- teristic of the season. Cheese is sell- ing now slightly lower than a year ago and stocks are about the same. We do not look for any change until about the last of the year and we then have a better consumptive de- mand and the market is likely to ad- vance a little. Provisons—Everything in the smok- ed meat line remains steady, with un- changed prices and seasonable de- mand. Pure lard s firm, with a good demand, but we do not look for any change in prices within the next week. Compound is firm, with an increased demand, at about %c advance over a week ago. Barreled pork, canned meats and dried beef are all steady, with a light demand, at unchanged prices, t 5 k i ¥ | t . { i i t eres creel ghar Avestan Sasa What Some Michigan Cities Are Doing. Written for the Tradesman. : bean elevator will be built at Edmore by J. L. Thomas. The output of kraut at the Model Packing Co.’s plant, Charlotte, this fall was about seventy cars. The postoffice building at Muske- gon is not old but the city has al- ready outgrown it and plans for an extension to the alley in the rear and for another story have been approved by the Department. Wyandotte turned down the pro- posal of a Cleveland concern to col- lect and dispose of the city garbage for a period of thirty years. The Gray Furniture Co., of Adrian, has added $14,000 to the capital stock and is preparing for'a busy year. The private lighting company at Pontiac will install five new lights as samples, with a view to their adoption throughout the city. Flint is taking steps to attract the farmer trade, one of these being the enactment of an ordinance which pro- vides for the weighing of all farm Produce at the city scales free of charge. The proposition of placing free hitching posts is still being con- sidered. A Milwaukee manufacturer of over- alls, who recently sold his interests there, will probably accept the over- tures of the Copper Country Commer- cial Club to locate a plant in Hough- ton or in that vicinity. Fifty hands will be employed at the start. The new Carnegie library at Alle- gan has been formally opened. The question of municipal collection of garbage at Lansing was defeated by only eleven votes, according to the recent recount. The Blood Bros. Machine Co., of Kalamazoo, will remove both its uni- versal joint and light car factories to Allegan in a few weeks and has orders in hand that ensure a busy year. Muskegon’s proposed comfort sta- tion for Federal Square will probably go over for another year. Benton Harbor will vote Dec. 8 on the proposition of a bond issue of $60,000 for a greater waterworks sys- tem, Another rest room for farmers and out-of-town people at Battle Creek is practically assured by the Retail Merchants’ Association. Set eeeaeieceseceemeeeemeeettntammemat ree ere MICHIGAN TRADESMAN Paving improvements at Lansing hinge on the consent of a majority of the property owners residing on the street, instead of the consent of own- ers of most of the frontage, and this Provision of the charter is holding back a number of needed improve- ments, especially in the factory dis- tricts. Slot machines are silent perforce at Cadillac, also the raffle games. Hancock is out after factories and has a number of fine sites that are available. Traverse City has secured three fac- tories in the past six months and two of them are running to full capacity, while the other one will be in opera- tion within a short time. Albion is looking over sites for aa extension of the municipal water- works, Niles has adopted new rates and rules governing the users of metered city water. On 5,000 gallons or less consumed quarterly the minimum charge is $1. On water consumed in excess of 5,000 gallons the charge is 15 cents per 1,000 gallons. All meters on services up to one inch will be paid for by the city, including instal- lation. Battle Creek will erect a new four room school building at once, the first unit of a twelve room school. Constantine has a new casket manu- facturing concern. Muskegon Heights has sold $25,000 worth of water extension bonds to a Detroit concern. Mayor Lloyd, of Menominee, favors the purchase of the waterworks plant by the city, rather than granting the company a franchise. Almond Griffen. —__.-22__ “The Public Be Damned.” Depots are supposed to be main- tained for the convenience of the trav- eling public, but the Lake Shore depot in this cit~ is apparently conducted as a playhouse for the employes of the railway. The depot is frequently locked up during the day time, much to the inconvenience and annoyance of those who make the mistake of getting to the depot in advance of train time. Sunday afternoon there was a large number of people as- sembled to take the train to Elkhart. Rain was falling and the air was raw. Both the train on the track and the depot were kept locked until a short time before the train was scheduled to start, although the employes were in and out of the depot and improved the opportunity to indulge in much hilarity—while the people waiting for the train stood out in the rain. The Tradesman has had frequent occasion to refer to the horse play and boy play conducted in this depot, involving an utter disregard of the rights and privi- leges of travelers. Urgent appeals to the General Passenger Agent at Cleveland to abate the nuisance and insist on the depot being conducted as it should be have resulted in re- peated promises for reformation, but they have never been carried into ef- fect. No self respecting traveler will use the Lake Shore in or out of Grand Rapids if he can possibly avoid it, be- cause of the scant courtesy accorded the traveling public at this end and the studied efforts the employes appear to make to throw as many hardships in the pathway of the trav- eler as possible. These remarks ap- ply with equal force to the baggage master, who possesses about as ami- able a personality as a polar bear. o-oo Transient Vender Act Enforced for First Time. Muskegon, Dec. 1—Of State-wide interest to merchants was an action taken yesterday under a 1913 statute, known as the Transient Venders’ Act, when Samuel Schwartz, a fur peddler, was arraigned in court before Justice G. Oosterbaan on a complaint sworn out by Louis H. Conger, Secretary of the Muskegon Chamber of Commerce, with Alex Meyer, of the Square Cloth- ing Co., as principal complaining wit- ness. Schwartz, notwithstanding the December 2, 1914 fact that he had taken out a common peddler’s license, was willing to pay $15 for the privilege of working one day here, besides paying $5 court costs. The act operates against transient venders establishing a headquarters in the city in which they are working, whether it be a store, a room in the hotel or other place where customers can be taken to see the wares on dis- play and sales made. It is believed that Schwartz has been doing business on ordinary peddlers’ licenses through- out the State as he displayed such licenses from Detroit, Bay City, Sagi- naw, Lansing, Flint and other Michi- gan cities. On coming to Muskegon the first thing Schwartz did was to apply to City Recorder B. H. Tellman for li- cense to peddle fur. He was given such a license, it costing him but $3. Schwartz was then alleged to have displayed and sold his wares at a room in the Occidental Hotel in vio- lation of the Transient Venders’ act. The peddler stoutly maintained his innocence throughout, declaring, how- ever, that he would not fight the charge as a man going into court lost, where he won or not. This is the first prosecution brought in Muskegon under the new law. The act under which the charge was pre- ferred was one which was re-drafted by Louis H. Conger two years ago, when he was acting as Secretary of the Chamber of Commerce in Kala- mazoo. Several prosecutions under the act have been brought in that city. —_———-.-o_o Rather than call you a liar to your face some polite and cautious people use the telephone. —-___ “All is vanity,’ said the late Mr. Solomon, and_ every photographer knows the old king was right. Michigan Wholesale Shoes and Rubbers 146-148 Jefferson Avenue Detroit Selling Agents Hub Mark and Bay State Rubbers We Solicit a Share of Your Business Shoe Co. Promptness Promised - THE PROMPT SHIPPERS ~WINGOLD FLOUR Blooms Best in Kitchens WoRDEN GROCER COMPANY Grand Rapids—Kalamazoo | a . i q ; : iu ha Neate Seance pee z f; ct a RG ie : December 2, 1914. MICHIGAN TRADESMAN 7 Will You Help Make a Merry Christmas For Five Hundred Children? The City Rescue Mission of Grand Rapids, under the able, honest and energetic management of Mr. and Mrs. M. E. Trotter and their corps of unselfish assistants, have devoted much of their efforts thus far this season to the relief of the suffering and starving Belgians, Two hundred and eighty-seven complete garments from new BEFORE material have been made for the Belgians by the women of the Mission, some of whom, although dependent upon their daily wage for the support of themselves and fam- ilies, gave up their regular employment to contribute to a cause so praiseworthy. The Rescue Mission now faces its regular Christ- mas work for the children and must have several thou- sand dollars to accomplish all that needs to be done. Mr. and Mrs. Trotter can make a dollar go farther than ten dollars contributed to many philantrophic and charitable purposes. They know the needs of the poor and talk in a language that can be understood by the unfortunate. The Tradesman pleads with its readers to place at least a thousand dollars in the hands of Mr. Trotter to enable him to continue this work among the poor children of Grand Rapids. Every reader of the Tradesman is earn- estly solicited to contribute to this fund, which will, in a measure, compensate the Rescue Mission for the yeoman service it rendered the homeless and foodless people of Belgium. Send all checks to M. E. Trotter, City Rescue Mission, Grand Rapids. Bcc SADESMAN ° (Unlike any other paper.) DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY, Grand Rapids, Mich. Subscription Price. One dollar per year, if paid strictly fn advance; two dollars if not paid in ad- vance. Five dollars for six years, payable in advance. Canadian subscriptions, $2.04 per year, payable invariably in advance. Sample copies 5 cents each. Extra copies of current issues, 5 cents; issues a month or more old, 10 cents; issues a year or more old, 25 cents. Entered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWE, Editor. December 2, 1914. COMPETITION AND SERVICE. Great stress is put upon the idea of service in present day merchandis- ing, and it is coming to be more and more recognized that this is the true basis upon which competition should be conducted in all ordinary cases. Popular conception of the meaning of a word we know very often gives it a twist which the lexicographers failed to discover or record and in time “the common people” actually saddle upon a perfectly good word a strange definition that narrows its compass to a restricted sense. This word “competiton” is one which has suffered through this sort of contrac- tion and has attained in the minds of many people, members of the trade as well as the public at large, a nar- row meaning embracing a single idea, that of price, leaving out of con- sideration the “thousand and one” other things that may go to make up the true value of an article and tend to make a customer feel that he is get- ting his “money’s worth” even when he pays a higher price than he has been accustomed to pay for that par- ticular article of merchandise. Only a very short time ago a dealer who could hot meet the price of an- other on a bill of goods would say without modification, “I can’t com- pete.” As commercial practices have become adjusted on a more or less fixed basis, systematized, universal accounts adopted, and special buying privileges curtailed, the possibility of price differentials as between one dealer and another, are being wiped out and, as a consequence, we find many people who can see no farther than to declare that “competition is dead” and is no more entitled to be called “the life of trade.” This we would have to acknowledge to be almost universally true, if we are to restrict the meaning of com- petition to its price aspect. The new element that has been injected into merchandising, however, has saved competition from an ignominious re- tirement, and Service is the word em- bodying the modern idea that has lifted competition to a higher plane and made merchandising a profession demanding the keenest intellect, cap- able of evolving new ideas and meth- ods and of catering to the demands and refined desires of the best edu- cated and most highly cultured public MICHIGAN TRADESMAN in general that the present era of civilization has known. As stated in the preceding para- graph, merchandising has reached a place where it must be ranked more as a profession. One whose chief abilities are such as fit him to “drive a sharp bargain” or batter down Prices to the bone when making his purchase of stock or trading for goods has had his day. Those attributes do not appeal forcefully to the ordinary person to-day. It is universally recog- nized that each factor in the distriba- tion of merchandise has right to a fair and legitimate profit. Dealers as well as consumers all want to get the greatest possible intrinsic value for the money spent, but as a people Americans are cheerfully willing to pay a fair price for goods and service. The modern successful merchant is not, primarily, a price-cutter, but a service-giver. Even bargain sales in stores do not appeal to the buying public as they once did. A steadily increasing num- ber of people are declaring, as did one ex-bargain fiend, that they would “rather pay a little more and buy goods like a civilized being, than get mixed up in one of those awful bar- gain mobs as I used to do.” In many of the large city stores are found extensive accommodations in connection with grocery departments to permit women to come to the store and make out their orders by sample. An order clerk is seated at a table on which is arranged a large assortment of table supplies, teas, coffees, canned goods, cereals, etc. Samples of both bulk and package goods are placed on the table or near at hand, and the customer, sitting comfortably in a chair, can do her buying at a minimum cost of time and energy. This kind of service costs a little more in dol- lars and cents, as any reasoning per- son recognizes, but it is the kind of thing that pleases the public and for which they are willing to pay. Of course, the retailer in the smaller communities does not need to carry out this idea on the same scale as does the big department store, but one dealer adapted the plan to his store in a modified way and found it a drawing card. He put on display sam- ples of a fairly complete line of dif- ferent articles, broken packages and opened cans, to show the exact condi- tion and quality of the goods. Beside each sample was placed an original package (if it were package goods) with the selling price plainly marked thereon. If it were bulk goods the price in pound or measure unit, as the case might be, was given. These samples did not prove to be expensive for most of them could be used for a considerable length of time without deterioration, and many of them, such as canned goods, keep for an indefinite period if properly hand- led. The dealer in question built up a fine trade in canned goods by edu- cating his trade to purchase the high- er grades, which made customers bet- ter satisfied with the goods and helped dispel prejudice, if any might be held against this class of foods, either as to wholesomeness or expensiveness. This merchant opened cans of three grades of canned goods of different varieties and put the contents in glass jars, tightly sealing them. A price card was attached, large plain type being used for lettering. As example, when displaying tomatoes the card on the cheaper grade read: “A can of good tomatoes at 12%4c;” the second grade can-tag read: “ A can of bet- ter tomatoes at 14c;” while on the best grade of goods the tag read: “A can of the best tomatoes at 15c.” Through the glass the customers could see just how the proportions of fruit and juice varied in the three grades, and in the great majority of cases the best grade was purchased. The dealer also found that a very considerable proportion of his cus- tomers would go to the sample coun- ter, look over the goods and prices and decide upon ‘the greater per- centage of purchases right there. The order was given to the clerk in chage at a minimum expenditure of time and energy and thus a saving in minutes was made to the store also. The prin- cipal staples were kept on continual display, while less common or novelty goods were given turns. In this way it was possible for the dealer, through the very potent power of suggestion, to put forward and move goods as seemed desirable. In these piping days of new food Products and much advertising of them, it becomes quite a task for con- sumers to decide whether or not it will be advisable for them to try the new offerings or stick to the old brands. Some wide awake dealers are seeing here an opportunity to be of additional service to their trade and assume the role of arbiter in the mat- ter. In this they find encouragement from the public which is beginning to feel more and more that it is a retailer’s business to inform himself as to the real merits of new brands or untried products and save his cus- tomers the necessity for what may Prove unsatisfactory experiments, as well as expensive ones. A merchant who is careful to es- tablish a reputation for this kind of consideration of his clients’ interests will, once the confidence of his trade is gained in this particular, be the pos- sessor of a service-asset of inestim- able monetary value. It gives to his business tangible good will, draws customers to his store and keeps them there. The personal equation in business is something which many short-sight- ed people fail to take into proper account. Yet it is that very element which is the true foundation of all service of recognized value and lasting influence. One can almost invariably “gamble” that the store which enjoys the greatest popularity because of the service it gives its customers has as its executive head a man of strong and attractive personality and one who takes a genuine pride in his es- tablishment, not wholly attributable to the fact that it is financially profit- able. Such a man unconsciously and unfailingly transmits some of that personality- to his helpers in every capacity and they, in turn, do their part in giving to the store that at- mosphere which makes people who ida ht alee tin aoe December 2, 1914 come within its influence comfortable and gives them a pleasant feeling. It is no easy matter for a merchant to maintain “concert pitch” at all times in this matter of service, but it is very essential that this be done if he is to succeed in holding his own against all comers, since service com- petition is the order of the day. OUR HOME POOR. It is with much pleasure and satis- faction that Tradesman publishes this week an appeal for funds for the City Rescue Mission. This remarkable or- ganization, which has done more to relieve the distress of the poor of the city than all the other local charitable organizations combined, is in urgent need of funds to carry on the work it is pledged to accomplish in this com- munity. Mr. Trotter’s methods are so sane and sensible and he works along such thoroughly practical lines that his institution appeals with singular force to people who wish to see their charitable contributions so handled as to produce the largest possible measure of results. Mr. Trotter has solved one of the most important problems in this world—the knowl- edge of how to dispense charity so that it will assist people to get on their feet and stay there, instead of making them even more dependent. He knows how to assist the poor and unfortunate without depriving them of their independence, impairing their dignity or sapping their manhood and womanhood. As has been frequently stated, Mr. Trotter can make a dollar go further than most charity workers can accomplish with $10 and this is the main reason why his appeals for funds have invariably met with such generous response. Up to this time Mr. Trotter and his efficient corps of assistants have been devoting all their energies to the cause of the Belgian sufferers who have been pauperized by the Kaiser and his army. Because of this volwntary effort on the part of the Mission, its regular work among its own poor now demands im- mediate attention and recognition. The Tradesman urges its friends to make an immediate response to Mr. Trotter’s appeal. The election of Amos S. Mussel- man to the Presidency of the Com- mercial Savings Bank is a worthy honor, worthily bestowed. Mr. Mus- selman has been closely identified with the banking business for many years, having been a director of the old Grand Rapids National Bank, Fourth National Bank, Peoples’ Savings Bank and Commercial! Savings Bank, and takes to his new position a well- earned reputation for stability and thoroughness which augurs well for the continued growth of the insti- tution which he is so fortunate as to become sponsor for while it is at the flood tide of success. The remarkable strides this Bank made under the guidance of ex-President Graham is a matter of common knowledge. Mr. Musselman will undertake to keep the pace set him by his worthy predeces- sor and his many friends will under- take to assist him in accomplishing that result. | ; | December 2, 1914 CHANGED CONDITIONS. Improvement in business and pros- pects for a steady gain in jobbing and manufacturing and exports are more apparent than at any time this year. There are also indications that the new year, now only a month away, will start with a better outlook for trade than the one just closing. Ob- stacles in the way of big business have been largely removed and those now encountered are expected to disap- pear in the near future. Sentiment has been turning for bet- ter things for three months, and is now strikingly in favor of increased busi- ness. Money is easier, the reserve banks are here to help trade revival and there is an increasing disposition to work ahead. There are more peo- ple who are bullish in the country at large than have been known for more than a year. Pessimists are to be found here and there, but they are scarcer, while the boomers are more numerous. It is not expected that there will be a runaway boom right away, when the new year opens, but a steady growth of trade with manufacturers and distributors that has been built up on a solid basis and one that is expected to stay. Many are seeing a new light, and are chasing it in an effort to develop it to greater propor- tions. The “go-ahead” spirit is abroad, and it is refreshing to see the way men talk of better things, where re- cently there was gloom. The big crops and the war, com- bined with increased confidence in the legislative outlook, are the basis for the improved trade prospects. The big crops and high prices, the latter due to the war, and to the immense export demand, are the real basis for the start of the trade improvement. They have done more towards paying the trade balance due abroad than any other features. Inability of the warring nations, outside of Germany, to secure army supplies of all kinds, except in the United States, has been responsible for the trade improvement. Over $25,000,000 has been spent in the West for supplies since the war started, and many millions more are to be expend- ed. Purchases of leather, saddles, army equipments generally, espec- ially wagons and automobiles, have been numerous. One order last week to a South Bend factory for 400 motors for the army is only one of the numerous contracts that have been let. A De- troit firm has an order $15,000,000 in wagons, automobiles, harness and other things that can be used in the army. Boot and shoe manufacturers and clothing-makers have also been benefited. Mills have been given big rush orders for blankets. One mill has an order for 100,000 sweater gar- ments from France. One order is here for $5,000,000, to be expended in flour in 5,000. barrel lots. Orders for 10,000 bushel lots of wheat, corn, and oats are common. Purchases of hay, horses, and food supplies have never been equalled in size and number. Packers are busy putting up corned beef and pork for army use, one order for 5,000,000 pounds corned beef in MICHIGAN TRADESMAN cans having been received by one Chicago packer within a week. There are so many orders coming in con- stantly that those receiving them re- frain from telling, as it interferes with the execution. A cartridge com- pany near Chicago has an order for $4,000,000 worth of cartridges. Steel mills that were at 30 per cent. of capacity in September are now at 70 per cent. basis. Over 15,000 hands have been given work within the past few weeks, and prospects are for more. One drawback is the large number of unskilled workers idle, over 15,000 women seeking employment. Cold weather is needed to put the coal industry on a better basis. The consumption has been below normal, but with more manufacturers in oper- ation, it is being enlarged. The pro- ducing capacity of the mines in the Central West and East is so great that an immense consumption for heating and steam purposes is necessary to keep all mines in operation. Neces- sity is forcing manufacturers of the West and East to seek supplies of raw materials in new fields, instead of im- porting them, as a result of the war. This of itself is regarded as a good feature. With some manufacturers the securing of raw materials is a problem and higher prices are neces- sitated to bring them out. The West is full of hogs and corn, and this meat supply promises to be ample, but cattle are in short supply, and prices are high. Quarantine oper- ations have restricted the marketing of all live stock for several weeks, but it is expected that they will be remov- ed within a short time. One good fea- ture in the trade situation is that col- lections are improving as a result of the easier money situation. That Western manufacturers are after the export trade is shown by the recent arrangements made by them by send- ing an agent into the Orient. Few people perhaps appreciate that there is any connection between coffee and goats, but such is the fact, based on a statement recently pub- lished as to its discovery. It seems that an inmate of a monastery in Arabia noticed that goats which ate the coffee plant were thereby prompt- ed to be livelier than they were be- fore. Accordingly the berries were picked and boiled, and the concoction was given to laggards to drink, with very satisfactory results. It was giv- en with the midday meal, and there- after no naps were taken and the gen- eral efficiency promoted. With this beginning the beverage became very popular. It is now used the world over. The United States imports about 140,000 bags a week, and the average consumption for every per- son in this country is a little over ten pounds a year. Some think that coffee is not healthy, but evidently the number is not large. Most peo- ple are fond of it, and its consump- tion is on the increase. From time to time reports have been published to the effect that men wearing the uniform of the United States army or navy have been ex- cluded from places of public enter- tainment. Had they appeared in the attire of civilians nobody would have ever said anything about it or sought to prevent them from entering any place where they had the price of a ticket. To such an extent has this custom grown that Secretary Daniels has seen fit to take steps looking to- ward compulsion, requiring that the United States uniform be respected by everybody and everywhere. The general supposition would be that the uniform itself would make its wearer personally more acceptable and popu- lar and certainly that is the way it ought to be. It is reported that President Wil- son says he is entirely satisfied with election. There are two reasons philo- sophically why he should reach this conclusion. One is that the result is better than he had the right to expect under all circumstances, and the other is that he could not help or hinder it anyway. It is fair, however, to record that the general trend and respect en- tertained for Mr. Wilson was about the most valuable asset his party had in the congressional campaigns. Per- sonally he is very highly thought of by the people of the United States, who find much in him to commend and approve. That they do not agree with his views on the tariff was amply evidenced by the result of the fall elections. The announcement that feather dusters will go up in price may make a few people groan, but there are others who will be filled with joy at the thought that no longer can clean- ing women, chambermaids and care- less housewives flirt the duster over the furniture, send all the dust in the air and then imagine that they have removed the dust. The Treasury De- partment has ruled that the feathers of the rhea, often called the South American ostrich, can not be import- ed. One paragraph of the tariff for- bids the importation of the plumage of all wild birds, and the Treasury Department rules that the rhea is a wild bird. The feathers of the rhea are used almost wholly for the mak- ing of feather dusters. The statement that sheep sank a ship in the Mediterranean sounds im- probable, but the sheep were not walking on the waters of the deep blue sea at the time. The steamer left its port with 3,000 sheep and 300 oxen, which were quartered in an up- per compartment. There was no car- go in the lower hold. In addition there were 210 passengers. The sea became rough and with the rolling of the ship the sheep would crowd to one side of the vessel, and while listed to one side the boat was struck by a large wave and turned over completely. A Russian steamer res- cued eighty of the passengers, and the others perished. The accident was unusual, but it shows how sheep can sink a ship. One of the most valuable of the Pacific salmons is the humpbacked, and on account of its value the Bureau of Fisheries is to make an attempt to raise the fish in selected streams on . the coast of Maine. A special car is to bring 7,000,000 eggs of the pink or humpbacked salmon from tribu- taries of Puget Sound to Government hatcheries in Maine. The resulting young will be held until they have at- tained the fingerling size and_ will then be turned out into the cold, cold world to see what they can do for themselves. The Bureau hopes by transplanting Pacific salmon to New England waters to build up the sal- mon industry in the East. _Gallantry has cost a Rochester policeman the temporary loss of a brand new uniform. It all happened when a small, dark form appeared on the pavement and women who saw it screamed. The policeman thought it was a muskrat, and, as the animal approached him, hit it with his club. Sad to relate, the animal was one known to scientists as the mephitis mephitica, and to the ordinary person as a skunk. After the blow the police- man had no friends. Everyone de- serted him, and when he attempted to board a street car the conductor re- fused to allow him to enter. The uni- form has been buried and the police- man is wearing his old clothes. Minneapolis homes are going to have their soap bills reduced. This will not be through any philanthropic soap. manufacturers who will offer soap at bargain rates or free of cost, but through the softening of the city water. The alkalinity, or hardness of the water, s now rated at 170, but in- auguration of the new softening pro- cess is expected to reduce the hard- ness to fifty, compared to an average of thirty in rain water. The softenine of the water, it is estimated, will re- duce the soap bills in Minneapolis approximately $300,000 a year. Funny paragraphers like to com- ment on the way the tongues of wom- en wag, but a police judge in Buffalo has found it necessary to silence the tongue of a man, who is forbidden to speak a word to his wife for thirty days. If the husband says so much as one word to his wife during that time the penitentiary will be open to receive him, and the gates will close after his entrance and stay closed for a considerable time. ceneinasmiaoiaeciiaiidnesiias People go to law over small things. A difference of $1.36 was the basis of a suit which reached the United States Supreme Court this week. The case was appealed to the Supreme Court from the North Carolina Su- preme Court. The contestants appear to be willing to spend money for lawyers’ fees even if they disputed over $1.36 and would not compro- mise. A woman writer thinks it is peculiar that a man who owns a bunch of cat- tle will go out to look at them every few days, but not once during the whole year will you catch him at the schoolhouse where his children are getting their education. It does seem queer to display more interest in one’s cattle than in one’s children. But cattle cost good money, and a child has only “a never-dying soul to save.” west en ene aperture + “yl q a = ie 10 MICHIGAN TRADESMAN December 2, 1914 =, os td] (KS Aw v r ‘ :CLOTHIN G MI ] — “~ In, (ast « 7 | ifr Gir ( Y fd / ty 4/0 oc Ways of Cashing In on Practical Gift Idea. The Christmas holidays are a gift- giving time. This fact, under normal conditions, affords shopkeepers in all lines of business an unusual oppor- tunity of business getting. Present abnormal conditions, however, have caused such money sstringency in many places that few luxuries are likely to be purchased as Christmas presents this year. While this will be a great hardship on those retailers who deal in luxur- ies, it will be an unprecedented oppor- unity for men’s apparel merchants, as most people will feel obliged to pur- chase the useful gift. The wife who under ordinary cir- cumstances would purchase for her husband’s Christmas present a $50 ornament for his library will this year make him a present of a $25 suit of clothes. Thus the greatest of oppor- _tunities is presented to men’s apparel merchants. Many of them are this moment asking the question, How can one best cash in on this oppor- tunity? My friend, there is no royal way, or clever idea, by means of which you may do this. You may have the cleverest ideas in the world and yet do an insignificant holiday business, while your competitor, with only the most ordinary ideas, catches loads of the Christmas money. What is needed is earnestness, en- thusiasm and the “do-or-die spirit” all along the line. Realize that the business is to be had, and determine to have it. Fill your employes, every one, from the smallest to the greatest, with the same idea. The Boston National baseball team this fall did the thing never before accomplished. They won the world’s baseball championship in four straight games. How was this much-despised team, composed, as someone has truly said, of “handouts, leftovers and cast- offs,” able, four times in succession, to defeat that greatest of all baseball teams, the Philadelphia Athletics? Because its manager, Mr. Stallings, believed it could be done, and made every member of his team believe and desire it. “Four straight” became the watchword, and “four straight’” was made the record. After the Germans had forced the Allies from the frontier back to the very gates of Paris General Joffre issued an exhortation, which was passed on by his officers to every soldier. It was this: “Die where you stand, but don’t fall back.” The issuance of that exhortation was the turning point in the fortunes of the Allies. They died, many of them, where they stood, but none re- treated, the pursued became the pur- suer, and gradually forced the Ger- mans to retrace their steps. Here is the lesson, Mr. Men’s Ap- parel Merchant. If you realize that present conditions afford you an un- usual opportunity of getting holiday business, and you are determined to get it, call your employes together and make them feel the same as you. Make them realize that the business is to be had, and fill them with a con- suming desire to get it. Sit down and make an estimate of the business you should do the sixteen business days preceding Christmas. That is, from December 7 to 24. Let this estimate be the task set for yourself. When you have set the task, tell your employes about it; arouse their interest in the matter. If you chance to be one of those who do not allow their employes to know any of the figures concerning the busi- ness, then merely say to them that you have set a certain amount of business that you desire and expect to do in the sixteen days preceding Christmas. Having a declared purpose is one of the great aids in achieving it. However, you should not only have a declared purpose, but you must provide for your employes an ade- quate incentive for the accomplish- ment of that purpose. Promise them that. if the task set is performed, rewards will be given in the three following ways: First. Every employe will receive a $5 gold piece. Second. Four prizes—the first, $20; the second, $15; the third, $10, and the fourth, $5—will be given to the four salesmen selling the largest amounts of goods during the stipu- lated time. Third. Four prizes of like amounts will be given to the four employes having the four largest number of customers who ask for them during this time. Each customer, however, in order to be counted, must make a purchase of $1 or over. Do not wait until December 7 to declare your purpose and lay your plans before your employes. You cannot afford to lose a single day. Let the word go forth at once to your employes that you have a mes- sage for them, and will be at the store to-morrow morning fifteen minuts be- fore opening time to meet them and deliver it. From this time until December 7, at least twice a week, meet your em- ployes in the morning fifteen minutes . before opening time and give them an earnest talk on the business-getting campaign for which you are prepar- ing. Point out the things that need to be done between now and the open- ing of the campaign on December 7. The stock must be gone over and put in perfect condition. It must be brushed, sorted and piled. Old tickets must be replaced with fresh ones. The holiday goods must be put in the fore- ground. If there are goods which it may be advisable to reduce at this time, and make leaders of them, such goods must be attractively displayed. Have display cards made for them which will attract favorable attention and convey a message something like this, for instance: Christmas Opportunities. Silk Umbrellas at $3.50. Were $5. In short, the decks must be cleared for action. Everything about the store must be put in order, and the place must be made to take on a holiday appearance. All this must be impressed on the employes, and the time to do this is at these early morn- ing conferences. Get your place in order and enthuse your employes. That is the first half of your task. The second half is to get the cus- tomers. How are you to so interest the public in you and your store that a considerable part of it will come to you and spend its Christmas money? Many shopkeepers make the mistake of thinking that the way to gain the interest of the people is to do some- thing sensational, or unique, or very clever. Sufficient interest to cause people to give up their money for your mer- chandise cannot be gained in any of those ways. If you wish people to be sufficiently interested in you and your business to spend their money with you, why, then, you must interest yourself deep- ly in them. Think and talk about the things they are thinking and talking about. Just now people are beginning to think about the holidays and Christ- mas presents, and to deplore the fact that existing conditions make con- servative buying necessary.—Apparel Gazette. No doubt you are acquainted with a lot of men who are always on the ragged edge of doing something wonderful—and that’s as far as they ever get. Epitaph (by vigilance committee): “Here lies Jim Ferguson. did anything else.” He never market. JULIUS R. LIEBERMANN Michigan Sales Agent 415 Genesee Ave. Saginaw, Mich. Write for the Latest “Buffalo” Catalogue It illustrates the finest line of popular-priced Trunks, Suit Cases and Traveling Bags on the Buffalo Trunk Mfg. Co. 127-139 Cherry St., Buffalo, N. Y. THE SOLID CONSTRUCTION LINE — TRACE -mMARA- = sent immediately. Home of Sunbeam Goods , Winter Goods Now for the Winter Trade Square Blankets, Stable Blankets, Plush a Blarket-Lined Coats, Duck and Corduroy, Ma Our catalogue is ready, and, if you have not received a copy, say so, and one will be nd Fur Robes, Fur Coats, Sheep-Lined Coats, ckinaw Coats. When you come to compare values, send in a trial order and see for YOURSELF how “Sunbeam” Winter Goods will brighten your store. BROWN & SEHLER CO. Grand Rapids, Michigan Ionia Ave. and Louis St. Horse Blankets---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. Grand Rapids, Michigan Pcie Ee December 2, 1914 Window Display Made up Entirely of Dolls. Merchandise. About 4 dozen dolls ranging from the largest you have down to fairly small ones. Fixtures. 1 semi-circular piece of wood about two feet in diameter. 2 semi-circular pieces of wood eight inches in diameter. 4 small wooden strips six feet long. 4 wooden boxes. 4 pieces of thin’ board or shelves. 3 Christmas bells. 5 rolls of red crepe paper. 2 rolls of white crepe paper. Plenty of tinsel. Plenty of price tickets. glass MICHIGAN TRADESMAN to build a display under such con- ditions. The first thing is to cover the back- ground with some light material such as white crepe paper. Then build up a frame work as shown in the draw- ing. This should extend from the floor nearly to the top of the background. It should extend out about eighteen inches or two feet from the back and be held in position by means of short pieces of board nailed to the back- ground. Over the top arrange a large semi- circular piece in the center and a smaller one on each side. Thus you will have three arches. Cover the arches and supports with red crepe paper and wind around the whole thing some bright tinsel. Under each Photograph of Window. Drawing of Fixtures. Here is a beautiful little window display of dolls that you will enjoy making. You will enjoy it because it is easy to make and can be quickly arranged. Also it is a very attractive window—attractive from the time the background is finished and growing in attractivness until the last doll is put in. Every window trimmer likes arch hang a large Christmas bell. From under each bell extend several strands of tinsel in graceful festoons. There should be at least five of these festoons in the back and two in the front. It will take you quite a little time to arrange this frame work and fes- tooning to your complete satisfaction, byt you can afford the extra effort, as the arrangement of the merchandise is easier than the ordinary. When you get this done, cover the floor with red crepe paper and arrange the fixtures as shown in the drawing. The fixtures also should be red. Any other color would not shor. off the white dolls nearly so well. Then arrange the dolls as shown in the photograph. This is about all there is to it. The trim you now are making is a highly desirable one, because of the very small amount of damage done the merchandise. Most of the dolls, you will notice, are shown in the original box and need not be soiled in the least. A few of the larger ones can be taken out and posed in various attractive positions. Garnish the display by using a few Have You Bought Your Supply of ey CHOCO LATES 5 11 strands of tinsel. The next-to-nature dolls can be represented as holding this tinsel if you prefer. Put on your price tickets and your work is done. Don’t be afraid to put in a little work on this. You will be more than repaid—Butler Way. ee a An Infallible Sign. Whenever Robert’s mother went away on a visit, the little fellow was so badly spoiled by a doting father and grandmother that upon her re- turn it took several applications of the rod to mend his ways. One day, when she had been absent for a week, a neighbor asked Robert when his mother was coming home. “Oh, she'll be back very soon now,” he replied. “I’m beginning to get pretty bad!” Do not neglect your Christmas trade The Holidays are almost here ‘“Lowney’s” is the most widely advertised and most popular line of chocolates in America Be prepared for the big demand ~y ‘Ff Beautiful and expensive window displays for the asking Write us PUTNAM FACTORY, National Candy Co., Inc., Distributors Grand Rapids, Michigan you did believe. Give your customers ‘‘White House’’ Coffee good and plenty. your while to implicitly believe every word we say about it—for believing, you will handle it, and handling it, you will be glad that Ss & & HR Distributed at Wholesale by Judson Grocer Company Grand Rapids, Mich. It’s worth 12 MICHIGAN TRADESMAN December 2, 1914 Dudley E. Waters, chairman of the Grand Rapids National City Bank, is erecting on his 360 acre farm just east of the city the largest and most mod- ern cow barn in Michigan. It will accommodate 100 cows and his $10,000 Holstein bifll. The Fremont State Bank has estab- lished on the front of its building a large clock with beautiful chimes for the convenience of the public. The clock has two large thirty-inch dials which can be seen distinctly from a distance. The time piece is also of service at night, electric lights being used behind the dials. ‘Charles A. Goodnow, - 63, senior member of the firm of Goodnow, Satterla, Scula Co., died at his home at Howell Nov. 21. Mr. Goodnow had lived in Howell since he was a young man. He was Vice-President of First State and Savings Bank; also a member of R. A. M. lodge, No. 30. Mr. Goodnow was the fourth vice- president of the Bank who had died in office. For many years he was a member of the board of trustes, and had been an active member of the Howell Commercial Club. It is six weeks since the New York Clearing House reported a deficit in reserves, under the method of cal- culating reserves prior to the inaugura- tion of the Federal Reserve system. At the time of the extinguishment of the deficit, the call-loan rate in the Wall Street money market was 8 per cent.; last Saturdav the rate was 414 per cent., the lowest quoted since be- fore the beginning of the war period. In the absence of business on the New York Stock Exchange for a per- iod of seventeen weeks, the banks made few new collateral loans during the. war period. Indeed, from the middle of September to the middle of No- vember ,there was a reduction of $97,000,000 in the aggregate loan ac- count of the Clearing House institu- tions. Reserve money has piled up, and under the new banking system reserve requirements have declined, yet. no lower rate than 414 per cent. has yet been reported for call-money accommodations, Four weeks after the New York bank deficit became a surplus, in Jan- uary, 1908, call money was lending at 1% per cent.; four weeks after ex- tinguishment of the deficit in 1893, money was offered at 1 per cent. Con- ditions on those two occasions were different from the conditions of the Present year, however, insofar as Europe’s reservoirs of credit could be drawn upon then, and are absolute- ly shut to us now. In Chicago money is easy, with commercial paper selling at 6% to 5% per cent., and mainly at 6 per cent. Within two weeks banks there have bought more than $15,000,000 worth of paper. Interior banks have bought a little, but not so much as before the rate left 7 per cent. Supplies have been reduced to the smallest propor- tion in months. The lower rates are expected to bring some increase in offerings from borrowers of funds who refused to put out any paper at higher figures. A reduction in interest rates has not enlarged the demand for funds to any extent. Chicago banks have retired $18,000,000 of the $27,000,000 Aldrich- Vreeland currency originally taken out. Some of the currency never was used by the banks, and at present not Over 25 per cent. of the amount put into circulation is outstanding. The thirty-day notice required for the retiring of clearing-house lIcan certificates expires December 12. At that time it is expected that the Chi- cago banks will take up the certificates now outstanding. The retirement of these certificates about equals the amount of reserve released under the new banking system. The Federal Reserve Bank at Chicago is doing a good business in rediscounting paper, and one day it rediscounted $1,000,000. The outlook is cheering to minds accustomed these many weeks to gloom, and one may reasonably ex- pect business to go forward now in a fairly satisfactory way, reaching something like the normal. We must however have a new normal. The world never can again be just what it was before this great European out- break, and financial and commercial affairs will show its specific effects for many years. But it is quite possible for all concerned to adjust themselves to the new situation. Meanwhile busi- hess men and the Government will continue to conduct affairs on present lines until buying, selling, shipping, can be done without any of the pres- ent restrictions. Industry too will pass through its present war stage to the ordinary work of providing food, clothing, lodging and all comforts re- quired for human existence. The re- vival of business now going on is attributable to two causes, first the release of the world from the worst phenomena caused by the war, second the demand for certain classes of Bi a (;RAND RAPios [RUST [[OMPANY cannot die, is experienced in financial matters and business affairs; has the very best facilities for investing funds safely; is managed by officers, direc- tors and employes of high standing in the community and is itself financially strong and responsible. make it the very best agency or instru- ment to administer a trust no matter for what reason or purpose the trust is created. 123 Ottawa Avenue, N. W. These facts Both Phones 4391 Our Savings Certificates of Deposit form an exceedingly convenient and safe method of invest- ing your surplus. They are readily negotiable, being transferable by endorsement and earn interest at the rate of 3% % if left a year. The Old National Bank GRAND RAPIDS, MICH. Fourth National Bank Savings Deposits 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annually Wn. H. Anderson, President Jobn W. Blodgett, Vice President L. Z. Caukin, Cc J. C, Bishop, Assistant Cashier Commercial Deposits Per Cent Interest Paid on Certificates of Deposit Left One Year ie Capital Stock and Surplus $580,000 ee ee. ZA Ti Mi siacntenr acces % ee a es su Creare = December 2, 1914 merchandise caused by the war. That demand in this country is now in- tense, extending to a great variety of industries and to many small ham- lets as well as the larger centers of population. That the world will pay a huge price for the destruction of life and property there is no possible doubt but we need not anticipate any of the evils coming from that source. We need only to deal with them when they arise. The financiers and _ traders are bringing their weapons out of the arsenal in an inspiring way. Never was there a greater change in the spirit of the business public than in the past ten days. Visible effects of the new life are seen on every hand. The opening of the cotton exchanges, which was decided upon with con- siderable timidity, has been followed by no unpleasant consequences, in- deed it proved a rather commonplace affair. Stock exchanges in Chicago and other cities have been opened with certain restrictions on trade, and to- day the New York Stock Exchange enters on the experiment of trading in bonds under the direction of a committe and with guards set up against decline in prices and publica- tion of quotations in a hurtful way. Foreign exchange has been forgotten by the public generally because there is no longer any anxiety respecting it, prices for sterling being about the same as in ordinary times. London is immensely pleased with the success of the enormous government loan of £350,000,000, and there is talk in that city of such co-operation with New York as will facilitate the resumption of trading in stocks. The London se- curity market is steady but it is a question whether the Stock Exchange will open this year, and if London does not proceed to unrestricted trade in securities New York will not. Sir George Paish, who has been in the United States for some weeks on a financial errand, returned to his home on Wednesday. He is said to have a plan in hand which will enable London and New York to take concerted ac- tion. There is talk of a credit of $100,000,000 by the Bank of England to protect American securities which may be offered for sale on the re- Opening of the exchanges. Our finances have been helped by liberal deposits of English and French mon- ey in American banks in connection with the purchases of war supplies. The. cotton pool of $135,000,000 is passing out of the consciousness of the public, largely because many. of the Southern people have disapproved of it, and it will probably be listed among those things which have not happened. The statistical figures on which one is accustomed to depend largely for evidences of business activity are still unsatisfactory. It will take a little time for the new life in trade to make its mark on the tables. The bank clearings however are not showing up at their worst, the decrease from the total of last year being about 16 per cent. for the whole country and less than 10 per cent. outside the city MICHIGAN TRADESMAN of New York; but a vast majority of the cities from which reports are re- ceived show declines. A similarly bad account of itself is given by the rail- road interest. Unemployment appears not to be on so great a scale as here- tofore. Recent reports indicated that something like half a million men were out of employment in the iron and steel industries, that is in those industries directly producing these materials and using them in manu- facture. This week many reports are heard of the taking on of men here- tofore idle. This is true of the in- dustries at Gary and South Chicago, although not on a large scale. On the other hand ten of the thirty hot mills at the Shenango tin plant of the American Sheet and Tin Plate Com- pany are idle this week, leaving 1,000 men unemployed. The General Elec- tric Company has increased materially the capacity of its work in operation. The automobile industry is under higher pressure than ever before. Not only have the farmers of the West put a vast quantity of crop money into these vehicles but the Europeans are taking many of the heavy bodies for military purposes. Contracts running up to $1,000,000 are rather common, and perhaps no great discount need be made on the reported $15,000,000 contract of the Studebaker Company for automobile and other equipment. The iron and steel trade made its appearance this week in an entirely new character and an attractive one. Sales of pig by Buffalo furnaces run- ning up to 150,000 tons, or perhaps 200,000 were made, carrying the ag- gregate for two weeks up to 250,000 tons at least. Among the purchasers was the American Radiator Company, which took 100,000 to 125,000 tons in the various pig iron markets, Cleve- land and Cincinnati being points of activity, while a considerable quan- tity of the Southern product has been purchased. The Buffalo furnaces have enough work on hand to keep them going until April 1, 1915. The result there has been a moderate lift in prices. The New York Central has placed its order for 25,000 tons of rails with the Lackawanna Steel Com- pany, and a large portion of the work will be done during the remainder of 1914. Bids on 25,000 tons of rails and 5,000 tons of track supplies for Nor- way are now in the hands of the authorities of that country. The United States Steel Products Com- pany has an order for 15,000 tons of steel plates for Australia, and England and Japan are buying a considerable quantity of billets and shapes in this country. Export orders are com- ing to the machinery and tool manu- facturers in liberal aggregates. There are rather more orders for cars than heretofore. The St. Paul road has ordered twelve electric locomotives from the General Electric Company, and it is said that the Russian gov- : ernment has increased its enquiry for locomotives to 130.—Economist. Quite aside from the question of international morals and humanity, there are sound business and eco- nomic reasons to be advanced against this country’s going into the business of financing either belligerent nation. First of all is the fact that we have been drawing on Europe for the last few years for the means to finance not only some of our railroads, but also many new constructive enter- prises. When the war is over, sur- plus European capital will for years to come be needed at home to make good the frightful waste of war, and we shall not have this resource from which to draw in connection, for in- stance, with the large capital needs of our railroads during the next three. years. Moreover, by dint of hard and able work by our bankers, the inter- national exchange situation has been brought into better shape. To com- plicate its status now by large loans to European nations—and the large will inevitably follow the small if an entering wedge is driven—would be a grave mistake, This is the time for the United States to sit tight. We have suffered enough from the war without taking chances by weakening our home resources and becoming financially bound up with the fate of the warring nations. —_+--__. A Chicago police court judge has compiled a set of rules which a paint- er must follow or pay a fine. The man is not to go out at night unless 13 he takes his wife along, and he is, to - go home at a reasonable hour. By following these rules the painter will go to no place to which his wife objects, and he will be home in time to get enough sleep so he will work well the next day. Ask for our Coupon Certificates of Deposit Assets over $4,500,000 Gennes § avincsPaniy Kent State Bank Main Office Fountain St. Facing Monroe Grand Rapids, Mich. Capital - - - ~- $500,000 Surplus and Profits - $400,000 Resources 8 Million Dollars 345 Per Cent. Paid on Certificates Largest State and Savings Bank in Western Michigan or better still, call on 4% the first year 5% a year for four years more, on real estate bonds secured by a first mortgage on one of the best located business blocks in Grand Rapids. $100.00, $500.00 or $1,000.00 Guaranteed by two wealthy responsible men. Property worth twice the loan. Free from state, county and local taxes. Telephone or write, The Michigan Trust Co. THE. PREFERRED LIFE INSURANCE CO. OF AMERICA OFFERS OLD LINE INSURANCE AT LOWEST NET COST WHAT ARE YOU WORTH TO YOUR FAMILY? LET US PROTECT YOU FOR THAT SUM The Preferred Life Insurance Co. of America Grand Rapids, Mich, H-S-C-B Citizens 4445 and 1122 Bell Main 229 United Light & Railways Co. Write us for quotations on First Preferred 6% Cumulative Stock of the United Light & Railways Co. This stock is exempt from the normal Federal Income Tax to the holder, for the rea- son that the Tax is paid at the source. ing prosperous condition of this company. Howe, Snow, Corrigan & Bertles Grand Rapids, Mich. H-S-C-B Send for circular show- Fifth Floor Mich. Trust Bldg. 14 WELLMAN & WALSH. How They Succeeded in Getting the Trade. John Wellman was born in the town of Castleton and lived there during his early life. His one ambi- tion was to go away to the city as soon as he had finished high school, so he secured a position with a large wholesale pump establishment in the state metropolis. ‘He used to come back to Castleton for his vacations and rarely left the little town set on the edge of the prairie without a feeling of thankful- ness to get back to more frequented thoroughfares. After a time he mar- ried and a family of four children came to him. Of necessity he re- mained away from Castleton for sev- eral years. When he came back he was agree- ably surprised to find a new station, cement walks on both sides of Main Street, and electric lighting. He could not but observe how much healthier the children of his old schoolinates looked than his own, and small won- der, when they had ample playground, an abundance of fresh air, and coun- try food. The merchants on Main street lived in comfortable houses, their families dressed well, and yet they seemed to have plenty of time to sit in their doorways and to pour over their books in small, dingy of- fices in the rear. There was an evident lack of haste all through Castleton in the question of serving customers. The store- keeper was a man of dignity and you waited his motion. Sometimes lack of modern vim annoyed him and he found himself muttering more than once, “I’d like to show some of these fellows how to go after trade. If they but knew it, half of the country- side is buying over in Fair Haven In place of coming here as it used to do.” Wellman had no thought of any- thing but going back to the city. By dint of economy they had been able to pull along and he felt his position to be secure, even if unimportant. Just before he left on his vacation this year war was declared, and he, like everyone else, eagerly watched dur- ing the days of his vacation for news of the conflict, many not realizing what the effect of the distant struggle would be upon themselves. The day before Wellman was due to go home a letter reached him from his employer. It was a brief letter, but it told a story many others were obliged to hear. Transatlantic trans- portation facilities had been entirely cut off. The contributory pump fac- tories had been obliged to shut down. The wholesale would have to reduce its force of men in proportion. They were sorry to lose his services, but it could not be helped. Wellman was stunned. He had no capital to fall back upon save a paltry five hundred dollars in the savings bank. The winter was coming and the papers told of thousands out of work. As he left the village post-office he. walked up Main street with bowed head. He could not see clearly what MICHIGAN TRADESMAN was to be done. As he passed by the old Mark Brown store he noticed the aged property owner struggling with a rusty key in an endeavor to open the door of the empty store. John Wellman stepped courteously forward to offer assistance. Under his strong- er touch the bolt in the lock moved readily and he threw the door open into a dirty but well-shaped store with a pair of double doors between two medium-siezd front windows. “What rent do you ask for this?” he enquired casually, by way of con- versation. “Wall, now,” returned Mr. Brown, “the place has stood idle so long an’ the war’s broke loose an’ all, tain’t likely T’ll rent it, but I’d be glad to see thirty dollars a month for the store and even rooms upstairs. Be- sides, there is quite a nice little plot of land in back where the renter could have a fine garden. Castleton needs ancther drug store, but I don’t suppose anybody’ll think of that. Old Doc. Seabury is pretty near past his usefulness and he hardly ever has anything in stock anybody wants.” Wellman passed up the street to the home of his wife’s people. He dreaded to tell his plucky little part- ner of the ill luck that had befallen them. He took a turn around the block and all at once found himself standing stock still wondering if he could do it. Five hundred dollars with which to start a drug store and no knowledge of the drug business! It seemed ridiculous, but something had to be done and thirty dollars a month surely was a cheap rent for the Brown property. The next day he went back to the city as he had expected, but he left his family behind him. He went straight to a college of pharmacy and had a talk with the dean. That gen- tleman gave him the names of two promising young men who had recent- ly graduated from the school and had not yet located permanently. He lost no time in calling upon both of them. One young fellow by the name of Walsh especially pleased him. Wialsh had a thousand dollars and his di- ploma. Wellman told him of the opening and the big trade which could be gained about Castleton. He frankly told the young fellow how much money he had and offered to borrow another five hundred so that each would have a thousand to put in. The next day he returned to Cas- tleton in company with Walsh to look the situation over. Within twenty-four hours Wellman had .negotiated for the loan of five hundred dollars, giving his life insur- ance as security, and Wellman & Walsh had signed a lease of three years for the Brown block. It was decided’that the Wellmans would oc- cupy the house above the store and Walsh would board with them. Land- lord Brown was induced to decorate the interior of the store. Two months later the new firm held its official opening. They had fifteen hundred dollars in stock and fixtures paid for, cash down and the bills dis- counted, five hundred dollars’ worth of stock was bought on credit, and ® five hundred dollars in the bank with which to do business. Wellman had the business experi- ence and systematic training in a large establishment; Walsh had the Professional knowledge necessary; and both were determined to make this venture a success. They prompt- ly made advertising contracts with the two weekly newspapers which circulated throughout their county, and the copy was so thoroughly alive that it was read before the items of personal mention. The souvenirs given on the open- ing day consisted of samples of tal- cum powder, soap, perfume and sachet powder. There was a carnation for each lady, a small gift of candy for each child, and a choice between a key ring and a good luck pocket Piece for each man. : In addition to this, there was a free demonstration of vanishing cream and razor blades. The open- ing day was set to take place on Sat- urday, as crowds always came in from the country on that day, and so thoroughly had the occasion been advertised that considerable curiosity was aroused concerning the new store. Wellman’s oldest child, a girl of 10, stood near the door dressed in dainty white. As each customer passed out she handed from a flower- laden basket the carnation and a sealed leter. The letter read as fol- lows: “Dear Friend: “We want every person within a radius of fifteen miles at least of Cas- tleton to know about the new Well- man & Walsh Drug Store. We have started this business intending to give the people of this part of the country the very best that can be had for the money. “Our fixtures and stock are new and fresh and we have been careful to buy the very best. We have equip- ped a very complete laboratory. It is done in white enamel and is as clean and sanitary as a new china dish. We keep our corks in a dust-proof drawer, sterilize our bot- tles, typewrite prescription labels. Just what your doctor orders and the best of its kind goes into all medi- cine prepared here. You can tele- phone to us or write a card or letter at any time and your wants will be taken care of and the goods sent to you by parcel post if not convenient to come in person or if you do not jive near enough for our delivery boy to reach you. “We are going to have something to say every week in the newspaper which will be of interest to you. Watch for it. There you will find our advertisement, which will tell of special offerings from week to week. When you come to town make this your headquarters, leave your parcels here, or make it a meeting place for yourself and friends. Feel at perfect liberty at any time to come in and look around, whether you wish to buy or not. That is always a cus- tomer’s privilege. “Our line of toilet sundries is very complete. Afternoons this counter December 2, 1914 will be in charge of a lady who will explain how the hands, hair, skin, etc., should be cared for to be kept healthy and beautiful. She is also prepared to explain much that may be of in- terest to mothers concerning the care of babies and the preparation of baby foods. “Our stock of veterinary prepara- tions, orchard sprays, fumigators, etc., is equal to that of any store in this section of the state. We have put in an assortment of genera} household and farm magazines and if you have half an hour to spare, drop in and look them over. You may find the very publication you have been looking for for amusement or instruction and here you can buy a single issue at any time. “We can not begin to tell you of all the other departments we have installed. You will have to come and see for yourself. We have come to Castleton to stay; to stay we must prosper. The only way we can pros- per is to serve you well. The firm which serves you best will prosper most. So you see it is for our mutual advantage to’help each other. When you come in we will be glad to have you introduce yourself by name, so we may get acquainted as quickly as possible. “Yours for first-class service, “Wellman & Walsh.” The lady referred to was none oth- er than Mrs. Wellman, who had once served in the toilet goods section in a large department store. As a mother herself, she had learned much of value to pass on to others concerning the care of children. With her help and that of an errand boy out of school hours the two proprietors expected to be able to manage the business. It was quite a new thing in Castle- ton to have a window dressed regu- larly every Thursday and have the weekly newspaper which went out that day talk about the very things placed”in the windows. One week there would be a talk on tooth brush- es, telling why old water-sodden tooth brushes were regularly germ beds and how they should be taken care of to keep them sweet and clean. Of course, there would always be an offering of tooth brushes with a word of interest about how the bristles were fastened or bleached or some- thing, and the price of them. Per- haps the next week it would be a talk on cold cream, describing the mil- lions of little pores in the surface of the skin and how these became filled with dust and grime, causing pimples, black heads and muddy complexion. Then would follow an explanation of how to use cold cream and vanishing cream to insure health- ful and beautiful skin. Again it would be a talk on soap, with perhaps a combination offer of scouring soap, toilet soap and house- hold soap. Or again special emphasis would be placed upon the proper use of insect destroyers for the farmer. Wellman & Walsh kept a book of these advertisement clippings with the dates and remarks as to the re- sults of each week. Wherever a firm offered free electros to advertise their etch nhs cma een scene 2 patentee aon orem ne eer re eat December 2, 1914 goods they sent and got them, num- bering them carefully and _ putting them in a box so that they could pick out the one they wanted at a mo- ment’s notice to illustrate their news- paper publicity. These were used widely each week. All free advertis- ing matter was carefully saved, and when the errand boy was not busy it was his business to tie this up in neat bundles, one of a kind to a bun- dle with any free samples. On Sat- urday he took market baskets of these bundles, went to the farmers’ sheds and put them in the vehicles he found there. Sometimes a_ special advertising novelty was included, and the firm was pleased to learn from many sources that these bundles were eag- erly watched for and the contents treasured and read. A mailing list was soon compiled from the tele- phone book, voters’ list and grange membership rolls, and from time to time cards were sent out to these people calling attention to the needs of the season and the preparation of the new drug store to meet them. Each new baby was kept track of and the mother sent a free box of tal- cum and a letter of congratulation. The store itself was kept as clean as a whistle. The walk in front was never allowed to remain littered with dust, burnt matches or loose paper. In the front of the store was a com- fortable settee for people to wait. It was placed near the magazine stand, so that many a waiter became a pur- chaser of reading matter before he MICHIGAN TRADESMAN went out. Every customer was greet- ed in a cordial and friendly manner, and both members of the firm made it a point to call people by their name as soon as possible and to recognize them later on the street whenever they met them. This was equally true of children and grown people. Both men were exceedingly proud to tell things exactly as they were. The virtues of medicines were not ex- aggerated, no extravagant promises were made, but there was a candid frankness which inspired confidence. If they promised an order to be ready at a certain time it was ready a little ahead of time. If goods were not in stock they sent for them, and many a little courtesy aside from their regu- lar duties was accorded to their cus- tomers. By Thanksgiving time the whole countryside recognized the firm of Wellman & Walsh as_ wide-awake. They were proud of it. People from surrounding towns began to send in orders by mail or to take a con- venient trolley ride to Castleton. The five hundred dollars in stock bills was all cleaned up and they were taking their discounts. By Christmas the men felt justified in raising their own salaries and it was plainly evi- dent that a regular clerk would have to be secured in addition. Many of the old-time storekeepers had courted failure by allowing their business to be dragged under by indefinite ex- tension of credit. Wellman & Walsh aimed to do a cash business, but where an account was opened up bills were rendered promptly the first of each month. Discounts were taken advantage of in all cases and a hand- some saving effected. Living far from their base of supplies, they had to buy somewhat in advance, but they were very careful not to allow them- selves to become overstocked nor to permit too large a proportion of their profits to go back into -increase. The soda fountain proved a paying venture and they added a limited luncheonette menu to this service which proved very popular, especial- ly during the cold months. At the end of the first half year’s business the partners canvassed the situation carefully and decided that, regrettable as was the European conflict, it had indeed been an ill wind that had blown them some good, for they were nicely established in business and be- yond any peradventure of gainsaying had cornered the drug store trade of the county. Russell Wilmot. ——_+-+>___ A Traveler—Not a Salesman. A certain Chicago commercial trav- eler kept a supplementary expense and statistical account on his last trip. He showed the result to a few friends the other day: Traveled 2896 miles. Carried samples, 400 pounds. Showed samples 341 times. Sold goods 178 times. Have been asked the times. Have told the news 1983 times. Have lied about it 2001 times. Didn’t know, 1637 times. news 5621 15 7” Have been asked to take a drink 1904 times. Have taken a drink 1903 times. Refused to take a drink (account sickness), 1 time. Changed politics 47 times. Flirted 987 times. Charged firm expense per day, $7.62. Actual expense per day, $4.91. Net profit per day, $2.71. Cash on hand, 0.00. P. S. This account was not filed with the firm. —_>++.—____ A Slight Mistake. The man from Australia was mak- ing his first tour of this country. He turned to the stranger who sat oppo- site him in the passenger coach. “Who is that important-iooking gentleman in the magnificent uni- form?” asked the man from Australia. “He is the conductor,” replied the stranger. “He runs the trains.” “Ah,” exclaimed the man from Aus- tralia. “My mistake. I thought he owned it.” nee Counted the Cost. While jaunting through the desert out Mojave way this summer, we ‘stopped to ask a drink of a forlorn homesteader on a desert claim. He supplied us rrum a barrel of warm, acrid liquid. “Where do you get your water?” we enquired. “In town at the railroad tank.” “How far is that?” “Six miles.” “Why don’t you dig a well for it?” “Same distance and harder work.” ASK YOUR JOBBER FOR Hart Brand Canned Food 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. ene tory ee see ere ree eee ¢ 1 MICHIGAN TRADESMAN December 2, 1914 Cincinnati Ministers Help in Early Shopping Crusade. Written for the Tradesman. The clergymen of Cincinnati are co-operating with the Consumers’ League in promoting early shopping in greater Cincinnati. _ Sunday, November 22, the slogan “Shop Early” was heard from many Cincinnati pulpits. The Times-Star, one of the most widely circulated of Cincinnati’s after- noon dailies said: “‘Shop Early’ in Cincinnati is more than a slogan. It’s a fact.” Many earnest and impassioned ap- peals from pastors in the city were made in behalf of busy merchants, de- partment managers, floor-walkers, salespeople, bundle-wrappers and de- liverymen. The Rev. Guy Emery Shipler, pastor of the Church of the Epiphany and President of the Consumer’s League, mailed out a request to Cincinnati ministers, asking them to make Sun- day, November 22, a “Consumers’ League and Early Shopping Day” in Cincinnati. And the ministers of the city very graciously responded, and urged the members of their congrega-. tion not to postpone their Christmas shopping until the eleventh hour, thus laying unnecessary burdens on mer- chants and their employes. This is a splendid effort on the part of the Consumers’ League. It is, of course, highly commended by Cincinnati merchants and salespeople; and it was a source of satisfaction to those most vitally concerned in the movement to see the splendid co-oper- ation on the part of the clergymen of the city. This is not the first time Cincin- nati has made a determined effort to minimize the evils of the holiday rush business. Last year about this time the early shopping crusade was taken up in earnest, and much was accomp- lished. Then, as now, the ministers of the city fell into line with the movement, and gave their unqualified support. Also the newspapers of the city devoted much gratuitous space to the movement; and as a result much good was accomplished. Cincinnati merchants carefully pre- pared some satistics, from which it appears that, as a result of last year’s “shop early” campaign, the heavy Christmas shopping began _ three weeks earlier than at any previous season. As a direct result conditions during the last few days of holiday rush were: vastly improved. It was better for merchants and salespeople, better for deliverymen, and still bet- ter for the buyers, who actually se- cured far better service than they could possibly have done otherwise. Cincinnati merchants and_sales- people are quite enthusiastic over the substantial improvement observable in shopping conditions last season, and they are enthusiastically committed to the belief that conditions will be even better this season. Cincinnati merchants are purchasing large quantities of specially prepared small stickers, which are to be pasted on parcels going out of the stores from now on. These stickers were -designed by the Consumers’ League. They bear a picture of Fountain Square, and the motto: “Shop Early.” Many cities throughout the country are, like Cincinnati, making a deter- mined effort to minimize the evils of eleventh-hour shopping; and it is de- voutly to be hoped that the season now on will mark a big gain in the growth of the Nation-wide “Shop Early” crusade. Chas. L. Philips. —_2+2>___ Chirpings From the Crickets. Grand Rapids, Dec. 2—Pulling into Grand Rapids to-night on my first business trip to Michigan’s Second City many happy and pleasant thoughts and recollections rushed into my brain (or at least to the location in a man’s head where the aforesaid object is supposed to be). To-day is the first time I have been in Kent county’s capital and 131’s home city since the good old U. C. T. State convention of June, 1913. Sitting in the lobby of the Morton, again go over that happy scene. Our boys were there preparing to enter the parade, all looking like brand new dollars in their white ducks —Brewer, with 253’s banner and Adams and Riste with their food town banner. I wander around the town and my heart quickens when I see Mr. Stowe’s large gilt sign—The Michigan Tradesman. Long may it gaze upon a busy thoroughfare and forever may it stand for the truth and the under-dog’s champion. Its col- umns truly reflect its editor’s clear brain and its growing circulation is proof positive of the way its articles are received. I pass on down the street and smile as I stand in front of the build- ing used as headquarters by the boys at the time of the convention. How our good friend and well wisher, Fred. Beardsley, kept his ford radiator boil- ing hot as he brought our wives and baggage to and fro from depots to headquarters and on to their re- spective hotels. The local shoe factories that many a hard working U. C. T. has helped to grow are in evidence. The Brooks factory that Thompson and Goodrich - and in the past Mills and Nichols have all sent and are sending orders into. The Putnam factory looms up so ably managed by Mr. Bean. His boys on the road, Miller, McCarthy, Brown, Clark and the gentleman from Flint, are all a credit to the factory and the U. T. councils they are affliated with. Hazeltine & Perkins also have men well up in the ranks of U. C. T. ism and we are all proud of them. Many good men and true I would like to shake hands with while in Grand Rapids, but the bread and but- ter pursuit keeps me on the move. Bros. Stowe, Hydorn, Harwood, McMillen, Brown, Ederle, Clark, Richards, Schumaker, Beardsley, Wells and others I wished I could shake hands with to-night, but it is a home day and no day for a “good fellow” to go visiting. Grand Rapids is a good old town with a future and with a modern up- to-the-minute interurban about to be opened which leads to Battle Creek. We hope to see more of Grand Rapids and hope Grand Rapids will see more of Battle Creek and its good people. We buy your furniture, fly paper, candy, plaster, lumber, cement and bonds. You buy our steam pumps, printing presses, breakfast foods, pa- per and cartons. Wile ought to get better acquainted. Modern engineer- ing and Eastern capital are helping us to bring it about. Will we see more of you? We will be glad to see more Grand Rapids invoices on the desks of Battle Creek factory purchas- ing agents, jobbers and retailers. We now we will ship more goods into ’ Grand Rapids. I like your old town, because you have treated me good. As for your spheres: onlay eemiterdinse atone ace ae PRT IMS SPAR: oe Pac Rea tee A SISO ai a maton tical oaadet neo uaDenrs franeoanoestommtononmpo ee CoN ee eee U. C. T. Council, well, I’d just as soon have 131 on my pin as 253. God bless vou all, boys, and may you and yours have a merry Xmas and a happy New Year. Guy Phander. ——_>-._____ Clippings oe me Spiral Center ugle. Tub Trufit, one has taken the Keeley cure three times without suc- cess, has drank so much liquor in iis life that the only part of his anatomy that shows any sign of health is his nose. The Bugle’s idea of nothing to wor- ry about is 99 per cent. of the new year’s resolutions. : “American Soldiers Leave Mexico With Honor,” reads the headlines in one of our exchanges, which caused the office devil to remark that Huerta had an edge on the soldiers. He left with $6,000,000. 8 Occasionally a man gets credit for being brave when the fact was he was too frightened to run. : Unless our delinquent subscriber's settle before thirty days from this date we will publish their names in the Bugle. We shall spare no one, not even Deacon Aaron Morris. : Les Ivory says that Jump Leanfuist, our leading tailor, made a suit of clothes for him and the nearest he came to having a fit was when Jump presented the bill. “No matter,” says Joe Berard, “how: great a man may appear to the world, in his wife’s eyes he is only a boob.” Joe should not worry, however, as the world coincides exactly with his wife. Luce Ede, our special war corres- pondent, writes of a story told by a Russian soldier, one of the saddest of the war, A sergeant, in dodging a projectile, fell and broke a bottle of vodka, the only one in the regiment. General Von Spiegel captured a city in Russia last Thursday and while dictating the message to the telegraph operator choked to death trying to pronounce the name. Jabe Trufit says his idea of the height of absurdity is for a stutterer to try to bluff in a poker game. Archibald Featherhead informed ye editor that after being shaved by Tim Correon, who runs a barber shop in Ned Harnley’s livery barn, it dawned on him where the word barbarism originated. We are now assured that our writ- ings are humorous. We overheard Scott Walkout remark that our column is a joke. Salem Kenney walked into the courthouse the other day and asked an officer where he could get a license. “What kind, dog or matriage?” asked the officer. “Marriage,” replied Sale. Sale says if he had really done the correct thing he would have got a doz license because he has been leading a dog’s life ever since. Inasmuch as the Bugle and_ the Michigan Tradesman are on friendly terms, we are obliged to refuse ail poems (?) written by traveling men. So far as the Germans are con- cerned in Belgium everything is fine. In fact, every other move seems to be a fine. James M. Goldstein. Unpleasant memories, unwelcome Visitors and ink on the carpet have wonderful staying qualities, Window Demonstration of Mechan- ical Toys is Popular. You may find it profitable to dem- onstrate mechanical toys in your win- dow at certain hours in the evening. Mechanical toys are popular, but it is necessary that they be properly shown. Construct a false floor in your win- dow 8 or 10 inches above the other floor. Cut a hole next to the door of the window large enough to allow your body to pass through. If this is properly made you can lean against the background in a sitting position between the two floors and thus give the impression that you are standing up in a hole cut in the floor of your window. Advertise that on account of the large variety of mechanical toys and your lack of time to show them to children properly you will give a demonstration of all mechanical toys at a certain hour or two in your show window. Invite all parents to bring their children and see how the toys work. Sitting between the two floors of the window you will have ample arm room and plenty of space. You can easily and comfortably wind, manipu- fate and show all kinds of mechan- ical toys—Butler Way. Powers of Persuasion. A man on trial for murder bribed an Irish member of the jury and gave him $100 to work for a verdict of man- slaughter. As the verdict was so rendered, the prisoner rushed over at the first opportunity to thank Pat and said: “Well, Pat, did you have a hard time getting a verdict of man- slaughter for me?” “Shure, and Oi did thot,” replied Pat, “for the other elivin jurors all wanted to acquit yez.” AS SURE AS THE SUN RISES Voigt's CRESCENT wee Makes Best Bread and Pastry 42 and 44 W. Fulton St. CALENDARS Wall Pockets and Advertising Specialties We still have supply on hand. If in want make selection now. GRAND RAPIDS STATIONERY CO. Grand Rapids, Mich. FRE Recs MRT seeds aNd, ean rsd ae Foe = a x saeerche ~ A el pe Na ate --2—__. The Great Leveller. A well-known New York millionaire and his wife went to a trottery one afternoon with the idea of doing a little incognito dancing. One of the professional partners approached. “May I have the pleasure?” he said. The lady was gracious and_ they whirled off into a lively one-step. When the number was over the rich man’s wife complimented the profes- sional on his dancing. “Thank you, Mrs. Blank,” he mur- mured, calling her by her real name. The. husband pricked up _ his ears. “How the deuce did you know who we were?” he asked. “Why, don’t you remember me?” said the professional cavalier, straight- ening his beautifully tailored figure. “T was your chauffeur two years ago.” —~+3.____ Caution. A Pennsylvania farmer was the owner of a good Alderney cow. A stranger, having admired the animal, asked the farmer, “What will you take for your cow?” The farmer scratched his head for a moment, and then said, ‘“Look-a- here! Be you the tax assessor or has she been killed by the railroad?” —_+--—____ Those who pay as they go usually find the going good. 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 MICHIGAN TRADESMAN = ASA “ HARDW. [JJbvvevvens = s 4 Ss — 2s — s2ClUce —_ 4 _= ee Z = Michigan Retail Hardware Association. President—C. E. Dickinson, Sst. Joseph. Vice-President—Frank Strong, Battle Creek. Secretary—A. J. Scott, Marine City. Treasurer—William Moore, Detroit. Fighting the Mail Order Stove Trade. Written for the Tradesman. When all is said and done, a strong constitution is the surest safeguard against disease. Germans make their fiercest inroads where the body has become run down and the mind de- pressed. The merchant who feels that he is suffering or is due to suffer from the inroads of mail order competitors should, first of all, look to his own business methods. This applies to the stove dealer. He cannot escape mail order com- petition, at least in some degree. The catalogue firm is there with its offer- ings; and if he wants to hold his own, it’s up to the small retailer to fight. But he gains nothing by being afraid of catalogue competition. He has to go into the fight anyway; it will pay him to go into it optimistically, realizing that he has a good many ad- vantages and that, if he loses a little trade at one point, energetic methods will help him to gain elsewhere more than he has lost. The merchant who goes into the fight energetically and whole heartedly will not merely repel every serious: assault; more than that, he will erect around his town a veritable solid wall of public opinion that will protect, not only himself, but his fellow mer- : chants, against the inroads of the maii order house. There are various ways of driving points home to the customer. Here’s an incident that occurred to an On- tario dealer. A customer dropped in to look at his ranges. There was one range that suited him immensely— the only question was that of price. This range retailed for $50, “Well,” declared the customer, “I can get one just like that in Toronto for $40. Are you trying to stick me? The hardware dealer looked his cus- tomer honestly in the eye. “No,” he said, “I’m not. You refer to Blank’s” (namin,; a large catalogue house.) “I’ve seen that very stove. Here is the catalogue. This is the Tange, isn’t it?” The customer readily identified the range which, from the cut shown, ap- peared in all respects identical, to the * eye of a casual observer at least. “Just compare these ranges,” re- maked the dealer. And he did. He went over the two, point by point; taking up, first, the catalogue stove, then his own. To be- gin with, the retailer’s range was heavier and more substantial—an im- portant consideration for the intel- ligent purchaser, since durability is of prime account in a range. It had extra lids, a larger oven, and an extra shelf in the oven. The reservoir had a somewhat larger capacity. Point by point the merchant compared the two ranges. The result was a sale. And this is always the best method of meeting catalogue competition—boldly, and with a brave face. The very act of producing the competitive catalogue in itself inspires the customer’s con- fidence; he feels that’ this merchant. at least knows the competitive articles as well as his own and wouldn’t be afraid, were that possible, to place them side by side before any pur- chaser. It is easy to knock the mail order store. It is more effective, however, to fight openly, to deal in specific facts; and, instead of telling the cus- tomer that the mail order dealer is wrong, to prove, by actual demonstra- tion and comparison, the superiority of the home town goods. Personality is a big factor in hold- ing home town business. The mer- chant who can greet every customer by name, who has a “line on” the in- dividual preferences and prejudices of his people, usually manages to hold his own—provided he understands his business and knows his goods. Ag- gressive selling methods—liberal ad- vertising, proper displaying of the goods, energetic and intelligent per- sonal salesmanship, are all made fac- tors in fighting the out of town oOppo- sition. Not that it is advisable to refer too frequently to the mail order house. But, rather, the shrewd mer- chant loosens the catalogue dealer’s grip by tightening his own: his ad- vertising is of a positive nature; he boosts his own wares in pref- erence to knocking the wares of his competitor. When comparison is in- vited, he makes it, as in the instance quoted; and then his efforts are devot- ed, not to proving that theemail order range or stove is a poor one, but that his range or stove is a better one. One merchant carries his compari- son into results. In his community a number of cheap stoves were placed by mail order houses and peddlers. The merchant speedily learned that in most instances they were giving very poor satisfaction. He went after the purchasers of the out of town stoves and put through one or two exchanges on advantageous terms. The stoves he took in exchange he used for pur- poses of comparison with his own, until he could turn them over. In the meantime, he had an invariable chal- lenge for intending purchaser who _ stove dealer. quoted mail order prices to him: “Just ask Mrs. Blank: She had one of those ranges, and she threw it out and put in one of ours. She’s tried them both. Ask Mrs. So-and-So. She has her mail order range yet, but she'll tell you what she thinks of it. And Mrs. Such-and-Such—she uses our range, she’ll tell you too.” A satisfied customer is a good ad- vertisement for the home-town stove dealer. And a dissatisfied customer of a mail order house is also a good advertisement for the home town The aggressive home town merchant uses both advertise- ments at every opportuunity. The home dealer has advantages which he should use to the full. He is on the ground, and knows his cus- December 2, 1914 tomers personally. He can reach them through the home-town news- paper every night or every week: with a few exceptions the mail order house has to depend on its semi-annual or annual catalogues. The merchant has his goods on the ground; all this tak- ing advantage of the natural human prejudice of buying “a pig in a poke.” Then, too, there are the freight and express charges, the cartage, the extra expense of installation, which are in- cidentals to a mail order purchase and which buying at home eliminates. But the most effective argument is that of better value for the money, although all these other details enter largely into the reckoning of stove values. William Edward Park. Foster, Stevens & Co. Wholesale Hardware ut 157-159 Monroe Ave. :: Grand Rapids, Mich. 151 to 161 Louis N. W. Corner Oakes St. and Ellsworth Ave. Michigan Hardware Company Exclusively Wholesale Grand Rapids, Mich. Noy Ne) Ne) NO) Use Citizens Long Distance Service Connection With Over 200,000 Telephones in Michigan 85,000 Telephones in Detroit may be reached over the Citizens Rey Rey Rey fer Ney Ney Ne ear eeretaiarr EITENOEES LONE Tte PEROT se Aegan Re IR aslo December 2, 1914 ONLY PROFIT THAT COUNTS. The Margin That Is Safely Tucked Away. Written for the Tradesman. That was the nicest thing I have read in a long time. The fellow said first to make up your mind how large a profit you wanted. Now that’s just what I need in my business. If he will show me how to raise profits by the yard and cut them off when I think they are long enough, he will be doing me a great favor. Reminds me some of the wid- ow who heard of fortunes in Wall Street and wrote to a broker to buy one hundred shares of steel at eighty and sell at one hundred. In my busi- ness I can trim the profit down any time, but I don’t seem to be able to widen it out at pleasure. Make up your mind whether the goods should carry 10 or 15 per cent. profit, he says, and then he goes through an arithmetical stunt to show that if your cost of doing business is 20 per cent. and your profit is 10 per cent. you have to mark your goods $1.43 for every dollar they cost you. Most folks would say to mark it $1.30, he says, and they wouldn’t be getting their 10 per cent. profit. His arithmetic is all right, but he makes me feel like the mummy who got into the algebra class one day. He listened to the whole proceedings and you would have thought he was taking in every word. Near the end he raised his hand to ask a question. “Well?” says the teacher. “Please, what becomes of the figures when they are rubbed out?” he says. And that’s what I want to know. I don’t doubt the arithmetical processes are all right, but what becomes of the Profits when you don’t get them? In my business 70 per cent. of what I sell has hand-me-down pzices on it. Some of it is advertised, some of it is established by custom, some of it is established by competition. I guess it is nearer 95 per cent. than 70 per cent., come to think. On the little end of my business, and it seems to be getting a littler end all the time, I can put any price I blooming choose. On those things where I can choose my own prices, do I decide whether I would rather have 10 per cent. profit or 15 per cent. arid make the price accordingly? I do not. I de- cide about what I think my trade will stand for, taking into account what something else costs that is a good deal like it. Of course, it must pay me something more than it cost, but the time to look at that part of it is when you buy and not when you mark the price. I suppose a business man never buys anything without making a rough calculation in his head what it ought to fetch, and if he can’t see a margin of at least 25 per cent., without it is one of those pesky things like sugar that we have to handle for the fun of it, he likely leaves it alone. ue Ten per cent. or 15? I have sold things for $2 that cost me 40 cents apiece. I have sold things for 40 cents that cost me pretty near $2. I bought a stock of millinery once > enough. any clerk and stick closer. MICHIGAN TRADESMAN and marked the whole smear on a three to one basis, except a few pieces that Mrs. Wright told me were all right, and I marked those five to one. Two hats just alike, Say, except one has a dewdad in front and the other has a rosette over the ear; each mark- ed $15—woman comes in, tries on both, can’t decide for a long time, finally takes the one with the dew- funny in front for $15. What’s the other one worth? You can wait un- til the season is about over and put it on the bargain counter for 50 cents. I'd like to know how a fellow would come out on that deal if he sat biting the end of his pencil while he made up his mind whether to take 10 or 15 per cent. Millinery is a real nice line for anyone who likes it, but for a man of my steady habits, once is After that deal I cut out the millinery. If the town was big- ger I might take it on and handle it the way the city stores do. But the only way to work it-here is for some woman who can keep close to her trade, pick her stock for individ- uals and make up a good deal of it herself. That’s good business for a woman with the right knack, but it isn’t merchandising. The way I went into it wasn’t merchandising either; it was gambling. However, I read the rest of what the fellow had to say, and I wish it could be hammered into the noodle of every man in Coosa county who thinks he is keeping store. It is to make a profit that we are in business and if we can’t make a fair profit we’d better quit. A profit is what’s left after all your expenses are paid and the interest on your investment and the wages for your own time and for your folks if they help in the store. That ought to be true but it isn’t. The Widow Peebles is in business because her husband died with his stock in such shape that nobody would offer better than 25 cents on the dol- lar and she. thought it was worth more. She’s getting a living, but she’s gradually eating up what’s left of his capital and she doesn’t know it. Bassett, he’s in business because he is too lazy to work for a living. That is, he thinks because he runs the store he doesn’t have to get around until 8:30 instead of 7:30, and he can take an afternoon off any time he likes. If he was really in business he would have to work harder than Potter is in business because he isn’t strong enough to work on a farm. I’m in business because I like it. We’re supposed to be in business for profit. Well, some folks take their profit out in lying abed mornings and others in sitting up nights, and if each man gets what he likes most, maybe that’s all right too. Same time I wish Widow Peebles and Bassett and a few more would, read that book and let it soak in.” Because they think they are making profits where they ain’t. And it gums the cards for the rest of us well as leading up to trouble for them. Figuring profits is a waste of time beforehand as I look at it. The only Profit that counts is the one that is safely tucked away. Your books don’t tell you what you are going to do, but if they don’t tell you what you have done, you’d better get in an expert to show you before the sheriff conducts the closing exercises. That’s where figuring profits is worth while. The profit is never what you are going to make; it is what you have left over at the end of the deal. In- stead of deciding whether you would rather have 10°or 15 per cent., you have to stick to prices that are made for you. Your profit varies accord- ing as you buy close, turn quickly, sell clean and collect right up. Old Hutch used to say, “A profit is a profit.” He would take a profit of one-eighth or one-sixteenth. Well, if a man can turn over his total in- vestment every day and make it carry twenty times its own weight, that would be enough for anybody. Sys ) Ns Li Shoes Worn by the Fighting Soldiers of Europe. By the courtesy of the United Shoe Machinery Co., the Tradesman has the privilege of presenting on_ this and succeeding pages, 11 illustrations and descriptions of the type of foot- wear worn by the soldiers and men of the navy of the nations of Europe now involved in the greatest war in the history of the world. The shoes are part of a collection of footwear worn by soldiers of almost all nations of the world which the United Com- .seem impossible. practically the one commodity of American manufacture and of general consumption, the superiority of which is not contested, many of these shoes They are stiff, heavy, made over lasts that takes us back to the shoes of thirty years ago and manufactured by methods long ago discarded, experience having proved that it was impossible to make a durable and comfortable shoe by employing them. Since the time when the brunt of battles was first borne by infantry, THE UNITED STATES ARMY SHOE The Best Type of Footwear Ever Devised for Soldiers High Top Rubbers Red Cross Combination Canvas and Leather Top, with Duck, Rolled Sole Rubber. Men's 17 inch...... $2.30 Boys’ 15% inch...... 1.80 Youths’ 14 inch...... 1.60 Also a Full Line of Leather Top Rubbers in Men's, Boys’ and Youths’ sizes. Men's 17inch......... $2.90 Men's 14inch......... 2.55 Men's 11linch......... 2.25 Men's. 8inch......... 2.00 Boys’ Sinen. 52, 1.75 Boys’ TABOR... 1.60 Youths’ 8inch......... 1.55 Youths’ 7inch...... .. 1.45 All the above are first grade GLOVE BRAND Rubber Bottoms, which for satisfactory service have no superior. Send for complete catalogue of Glove Brand Rubbers. HIRTH-KRAUSE COMPANY Tanners and Manufacturers of Shoes Jobbers of Glove Rubbers Grand Rapids, Michigan MADE IN AMERICA! =e ovate This shoe is the result of the investigations of the Munson Board; it is fashioned with a last made especially for the Government and weighs two pounds, five ounces, to the pair. The speci- fications for the shoe call for the best quality of material throughout. It is made without box toe, having a soft toe so that the crushing of the box—which sometimes occurs, when the shoe is damp—does not injure the toes of the wearer. It has a close fitting heel, and is un- doubtedly the best type plied for the use of soldi Goodyear Welt process, under certain condition ers. It igs made by the and it is Intended that, s, the forepart shall be protected by hob nails, but as ordinarily issued it is with a plain finished bottom. of footwear ever sup- pany made in 1911 at great expense. Despite the generally recognized importance of the shoe in wariare, the types illustrated and described show wide diversity of opinion as to what constitutes a proper protection for the feet of fighting men. They also reflect strongly the traditions, environment, and probably the ex- “perience of the different nations. -To the citizens of the United ‘States, where the art of making shoes has reached so high a state as to be leading military authorities have sub- scribed to the proposition that “ability to march” was the first requisite of the foot soldier, and with the closer study of the psychology of war and the effect on the individual mind of the manifold conditions affecting the service, has come a realization that ability to march was by no means dependent on the stamina and train- ing of troops, but depended primarily on the type of footwear issued and the securing of a proper fit in each Last No. 60 Is the slogan for Americans, and MADE IN MICHIGAN should be adopted by MICHIGAN PEOPLE. The above cut represents a fine welt shoe made by this concern in Grand Rapids. Embodied in it are excellent materials, com- fortable good looking last, and that substantial’ workmanship peculiar to all R. K. L. Shoes. MADE IN ALL GRADES Rindge, Kalmbach, Logie Company Michigan Shoe Manufacturers Grand Rapids, Mich. a a * December 2, 1914 MICHIGAN TRADESMAN The Famous Wellington Boot This famous boot is worn by the English mounted infantry. It is a well made, Goodyear Welt boot, of good material throughout—the upper being of waxed calf—and the weight is three pounds per pair. Worn by British Sailors Low-cut black shoe of the British navy. The forepart is welted, while the shank Is McKay sewed. Weight: two pounds, ten ounces, per pair. Shoe Worn by English Infantry The shoe worn by the English infantry for service is a heavy Goodyear Welt shoe, the forepart being quilted with nails to prevent wear, and the heel having a heavy iron edge.. Weight: three pounds, nine ounces, to the pair. English Cavalry Boot The English cavalry boot is a well and _ substantially made boot, of good, heavy material, and has a stiff leg with provision for tighten- ing over the instep. Weight: four pounds, eight ounces, per pair. Winter Boot of Austrian Army The type of shoe worn Austrian army is shown above. It is ma- chine pegged, and weighs two pounds, seven ounces, to the pair. in winter by the 26 : MICHIGAN TRADESMAN December 2, 1914 Boot Worn by Italian Cavalry French Cavalry Shoe Summer Shoe of Austrian Army : Shoe issued to the French cavalry. It is Shoe issued to the Austrian infantry for The Italian cavairy wears a welted boot, with Standard Screwed, with slip tap stitched to summer wear. It is pegged, with a slip tap hob nailed forepart. Weight: two pounds, the outsole, and the forepart is Partially inserted; roughly stitched cloth top and a te ounces, per pair, studded with Hungarian nails. Weight: rough grain vamp. Weight: two pounds, three pounds, three ounces, per pair. seven ounces, to the pair. French Infantry Shoe Infantry Boot of Prussian Soldier Shoe of the French infantry It Is Standard Prussian infantry top boot, for all pur- Screwed, with a slip tap attached to the out- poses outside of the barracks. It is Mc- sole; the forepart is studded with Hungarian Kay sewed, with Pegged and hob nailed nails, making a very stiff and uncomfortable tap. Weight: four pounds, one ounce, per shoe. Weight: three and three-quarters Palr. pounds to the pair. — December 2, 1914 individual case. It is thus that the humble and ofttimes despised shoe may be even now deciding the fate of battles and the destiny of nations. The great Napoleon recognized the importance of the shoe, and offered liberal rewards to any who would improve the type of footwear supplied the soldiers, or invent machinery that would increase the supply but without result. The “Tron Duke,” Wellington, when asked what, in his Opinion, was of first importance in the equipment of the soldier, replied, “First, a good, serviceable pair of shoes; second, another good pair of shoes; and third, a pair of half soles.” He designed the boot which bore his name and which was adopted and worn in the British army for many years. General Forrest, in his memoirs, says: “Success in battle goes to the general who gets the greatest number of men on the firing line first,” and to this he might well have added, “in good condition”—for it is well estab- lished that men who reach the firing line with blistered feet and tortured mind—for excoriated feet will upset the whole nervous system—are a menace rather than a help. It is such men who upset the best laid plans, for,it is seldom indeed, that men so suffering will rush towards danger, although their ills may be entirely forgotten in the panicy effort to escape it. That the soldier’s footwear and its effect on his conduct have long been understood, at least in some circles, is shown in the quaint language on the following quotation from an old English encyclopedia: “What mili- tary man has reflected on the incon- venience of giving soldiers boots or shoes made always after the old routine, and taken at hazard from the stores? In a loss, he has attributed it, doubtless, to a superior and foreign cause, if he has been repulsed by an escalade, and has lost his hold in a redoubt; when his disappointment was owing to nothing more than two or three of his brave fellows, who were first in everything, had~ not strength to clamber up with rapidity because their shoes, which were either too large or too small, or had grazed their ankles, or caused blisters upon their feet; or even that they had not been able, without great pain, to rest upon a corn. Thus, often in the order established by Providence. the smallest cause produces the greatest effect.” There was apparently no policy in regard to the army shoe in the United States until after the Civil War. The notorious “Fadeaways” supplied by army contractors at that period, and scandals which followed, apparently determined the War Department of our country to recognize the situa- tion and apply a remedy. Accord- ingly, a set of very rigid specifica- tions was provided, and closely ad- hered to, calling for a hand-made, welt shoe—the best and most expens- ive method of making a shoe at that time. The shape of the shoe and the materials used, however, were ap- parently left to the varying ideas MICHIGAN TRADESMAN ‘ of the Quartermaster’s Department. Despite the numerous efforts to change these specifications, owing to the wonderful development in shoe- making which had come through the use of machinery, they remained in force until after the opening of the Spanish War, when it was discovered that the making of shoes by hand was rapidly becoming a lost art. In Chicago and the adiacent territory it was impossible to find 300 men capa- ble of doing the work as required by the Government. In other sections of the country, although every avail- able man should be secured, it would be impossible to make the required number of shoes. The specifications were then changed to permit the use of machines of the Goodyear Welt System, which are universally used in making shoes of the highest type, and this method is still employed. In the year 1908, there was formed one of the most important boards ever brought together in the Army. It was headed by Major William H. Munson of the Medical Corps, and was given almost unlimited opportu- nity to investigate conditions with a view of making such recommenda- tions as might tend to improve the shoe and the results obtained in general. The work of this board was treated extensively by Major Munson in the book published by him. “The Soldier’s Foot and the Army Shoe.” This board produced what is un- doubtedly the best last yet devised for army use; shoes made on it are intended to fit closely around the heel and up to the ball of the foot, with sufficient room in the forepart for the proper spreading of the toes and functioning of every muscle of the foot. Of equal importance, they deter- mined what constituted a proper fit. It is, of course, obvious that even if the best possible shoes were pro- duced and poorly fitted, satisfactory results would be impossible. Feeling, presumably, that the Gov- ernment specifications covered satis- factorily the method of making, Major Munson does not discuss this important phase of the subject—for on the method employed in making depends all the qualities which make the shoe desirable. As there are four methods now generally employed in the manufac- ture of shoes, all of which aré repre- sented in this collection, the diagrams and descriptions explaining the dif- ferent methods will aid in a more ready understanding of the important qualities which are directly dependent upon the method employed in mak- ing.. — ~2r+>___ When a business is run down it may be time to wind it up. ——— ~~. __ If we have a mean disposition there’s no cure for what ails us. we SAOES THE LINE OF EASY SALES 27 You’ll Need a Lot of Bear Brand Rubbers That stock in the basement is dwindling and When the next storm comes there is going to be something doing. The Wales Goodyear Bear Brand Rubbers always leaders, are better this year. You are going to have a lot more people after the BEAR BRAND quality than you expected. The sales you lose by running short of sizes will pay the freight Send us that order now. many sizes are broken. many times over. Herold-Bertsch Shoe Co. Manufacturers Serviceable Footwear GRAND RAPIDS, MICH. To keep the fellows who work hard satisfied— PERFECTLY satisfied, supply them with Hood’s Tuff Soo’s with extra quality dull Horse Butts attached thereto for tops. Packed in Single Cartons Grand RapidsShoe & Rubber( The Michigan People Men's 7%-inch...... $2.00 Men's 10-inch...... 2.30 Men's 12-inch...... 2 45 Men's 16-inch...... 2.90 Men's 18-inch...... 3.00 Boys’ 74¢-inch...... 1.65 Boys’ Here is where an extra quality article will win out for you 12-inch...... 2.05 5% discount for “prompt payment” Grand Rapids Getting an Interest in the Business. Keep your eye on the finish. Every man who sells things should be working for a Purpose. What is the desire of your heart and soul as a salesman? What is it that binds you down to years of tire- less effort? It is to succeed in the end. Am I not right? : You ultimately hope to secure an interest in the business. Your domi- nant aspiration is to have a partner- ship in the business which you have helped to build. Is it not so? The only way that that hope can ever be realized is by the principles of right salesmanship. There is no room in the stockholders’ meeting or at the directors’ board for negative salesmen. By that I do not mean to say that all right salesmen eventually become employers. Good men, aye, first- class men, are to be found in every institution, who, for various reasons, do not seem to bend their energies in the direction of a partnership in the business; but for those who desire in the end to have a voice in the management through personal invest- ment, it can be obtained in no other way than through inherent quality of character in salesmanship. Profit and prestige lie in positive and highly developed qualities of salesmanship, not in negative ones. Successful men are of quality. Without equivocation I might say that salesmen lie closer to the hearts of proprietors than any other class of employes. When at last you are invited to a place entitling you to share in the profits, what a mighty revelation the whole field of salesmanship becomes! A glance behind the scenes is suffi- cient to change your views complete-_ ly. Getting an interest in the busi- ness—that is what opens the eyes of a salesman at last to many things that were difficult for him to understand when serving as a private in the ranks, The head salesman in the house of which I was a senior partner was a man of exceptional ability in many things, but he was generally to be found on the defensive where the policy of the house was a matter of question between the management and the sales force. Finally, oppor- tunity was presented him to take a moneyed interest in the business. His certificates of stock had scarcely been transferred and duly recorded when he wanted to start reform measures on the other salesmen. There is a certain code of ethics in every establishment governing salesmanship from the viewpoint of the house, and quite a different code | fiom the viewpoint of the salesman. Having worked my way from stock- boy to salesman, from salesman to buyer, from buyer to salesmanager, and from salesmanager to employer, I am prepared to say, without qual- ifying the statement, that the average employer’s conception of true sales- manship is the correct form for any salesman to aspire to; and getting an interest in the business will con- firm it beyond the shadow ofa doubt. MICHIGAN TRADESMAN Almost without exception, the histories of great business establish- ments reveal the truth of the asser- tion that the executive heads—the Proprietors — were once salesmen. You have only to look to the past of the men at the head of the house whose goods you are selling to verify this statement. Take cases like the Field establish- ment in Chicago, the greatest busi- ness house in the world. Marshall Field was himself a salesman; and that is also true of many of his part- ners and most of the army of the Field managers, Find, if you can, one of the great manufactories or mercantile estab- lishments, either wholesale or retail in any line, the world Over—concerns that have emblazoned their names and trade-marks around the circuit of the globe—and find one, if you can, that was not established and promoted to greatness by men who had once upon a time. in their business careers sold things. What is true of Marshall Field is true of other merchants and manufacturers, great or small, in every line of trade. When a salesman has ground out his task for a certain number of days, months, and years, he begins to ask himself where he is going, what he is doing, and—why he is doing it. Young salesmen begin with enthu- siasm, and gradually they settle down into the daily grind, relieved and rewarded now and then, if the results of their efforts justify such acknowl- edgment. To the salesman who does not admit to himself that his daily work is a grind, who enters the race and sets his face resolutely toward the finish, never looking back, belong the rich prizes. The other class, men who have no set purpose in life at all, plod along bravely enough and without any real idea of giving up, and likewise with- out any real idea of where the journey of business life will lead them. Without the aid of business chart or compass, stopping along the way at times, they ask themselves if the game of salesmanship is worth while, and if they would not have done better to have entered some other field. To each the task that he is doing seems irksome and void of results. That is because his interest is not in his work. Some one has said that the greatest hell one can suffer on earth is to lose interest in life. Losing interest in business, looking back from the plough, means, first, decay, then stagnation, and finally retrogression—the beginning of the end. Worth while or not isn’t the ques- tion. We cannot run away from our allotted task in life whether we think it is worth while or not. The only men who have tried it successfully are professional hoboes; and sales- men who have endeavored to improve their condition and _ relieve their minds on the subject by constantly changing about in a vain attempt to locate the star of business success eventually become salesmen hoboes. The best thing for us all to do is a teen ane ED December 2, 1914 “I Like to Sell FRANKLIN “Because it comes ready to sell, saves my time weighing, wrapping and putting in bags, and above all my customers prefer FRANKLIN CARTON SUGAR. I am mighty anxious to have pleased customers because I realize that they will speak a word to their neighbors about the grocer who serves them with satisfactory goods. I know FRANKLIN CARTON SUGAR is clean, pure and full weight, because my wife uses it herself and I am therefore glad to recommend it. “I lost money on sugar until I started to push FRANKLIN CARTON SUGAR. I keep the whole FRANKLIN line of Granulated, Powdered, Dessert and Table. and Cube Sugars well to the front where my customers can always see them. I am making a profit on FRANKLIN CARTON SUGAR.”’ FRANKLIN CARTON SUGAR comesto you packed in original containers of 24, 48, 60 and 120 lbs. THE FRANKLIN SUGAR REFINING CO. PHILADELPHIA t aa } § “THE PURCHASE of only one or two new show cases is an important matter. It is a matter that should receive Proper attention. These cases may form the nucleus around which you will build up an entire new store equipment. We can show you how to do this with Wir not find out about the new ideas in Wilmarth Inter- changeable Sectional Units? Let us show you how to build up your equipment a little at a time, in case you cannot buy a complete set of new fixtures. We will gladly send printed mat- ter, or a representative, without any obligations on your part. Wilmarth Show Case Co. CHICAGO; 233,West Jackson Blvd, ST. LOUIS: 1118 Washington Ave. SAN FRANCISCO: 515 Market St. 1542 Jefferson Ave. GRAND RAPIDS, MICH. MINNEAPOLIS: 27 N. Fourth St. DES MOINES: Shops Bldg. HELENA: Horsky Blk. | Made In Grand Rapids} NEW YORK: 20-W. 30th St. BOSTON: 21 Columbia St. PITTSBURG: House Bldg. CARTON | ' erneeeeanin ee a thee Nipeet tert aed en es oh tren a anti December 2, 1914 to look at the bright side of things where we are. There are two ways to contemplate our work. It is neither bright nor black but as the eyes of the onlooker make it so. Men who sell things are divided into two classes—those who regard their work with rebellious eyes that do not understand, and those who view their work with a mind that rises above conditions and makes the best of them. When Lincoln freed the negroes from slavery, a great army was nec- essary. Every man of that army, of course, wanted and hoped to be an officer; every man would have liked to do the work that Lincoln was doing. No man should be blamed for hav- ing high aspirations, for wanting to be more important; but any man should be despised for refusing to do the humble work of which he is capable, because he has not been made commander-in-chief. The highest salesman is he who does the lowliest thing well. We know that, important as Lin- coln was, the thousands of brave men who followed his generals in the field of battle were, as a body, in- finitely more important. They could have done great things, finding other leaders, perhaps, without Lincoln. Lincoln could have done _ nothing without them. The fight that Lincoln and_ his followers began against the Seces- sionists a little more than forty years ago is the same fight that the men MICHIGAN TRADESMAN who sell things must continously wage against negative qualities in sales- manship, personal weaknesses, com- petition, and whatever set-backs may be encountered. In the great panorama of the busi- ness world a few names stand out. We see and admire individuals, great business leaders; but the power that controls the entire field of business activity, and has brought business up to where one feature alone, freight by rail, measured in ton-miles, has increased 350 per cent. in twenty years, exceeding by far the most op- tomistic railroad president’s dreams— that power is the army of Men Who Sell Things. In salesmanship it is essential that all grades of men be associated among the beginners. The time only can be depended upon in the necessary weed- ing process which shall determine the successful among the many. It is the beginner who is the most susceptible to the influence of bad advice. Let the young salesman who finds himself among the small worries of his environment stop to take stock of himself and his position. If in the beginning he could feel that he was choosing wisely the field of salesman- ship, surely he cannot so stultify his first judgment as to weigh it against the influence of another beginner who may have had less experience, and who he knows has far less judgment than himself. Yet this is the one thing which all his nature may prompt him to do. One of the especial weaknesses of the young salesman lies in expecting too much of his house. He must re- cover himself and get back his sense of proportion which shall guide him sanely in his expectations. Then, hav- ing it, he can do no better than to be guided by this new judgment, keeping his own counsel. There is no surer measure of a salesman’s resources and strength than his ability to move and judge for himself. If the young salesman will begin this course, merely, he must find it redounding to his every interest in business. I have little more to say. If I have appeared to be harsh in my treatment of the subject, the apparent harshness has emanated wholly from a desire to paint a faithful and true picture of both the negative and positive phases of our great profession as I have come to know them, A thorn in the flesh hurts: pulling it out hurts still more; but leaving it in to fester and poison hurts most of all. The pain is severe when the foreign substance is being removed, but that is the only way that health and life can be ensured. The thorn out, the wound quickly heals. The whole problem of negative salesmanship looks to me like the manner in which a farmer killed a neighbor’s dog. The farmer was walk- ing down the roadway, whistling a merry tune. A pitchfork was careless- ly slung over his shoulder. As he was passing a neighbor’s house, a big and vicious dog, with ears back and teeth showing, jumped out and showed fight. The farmer took down his fork and rammed it through the dog, kill- ing him on the spot. The neighbor, coming from a field close by and seeing his dog dead, ex- claimed, “Oh, you have killed my dog! Why didn’t you take the other end of the fork to him?” The farmer calmly replied: “If your dog had come at me with the other end, I would.” And he went on his way. Hundreds of men who are selling things now will some day doubtless be employing salesmen themselves. You can see it by studying their faces, their actions, the quiet, determined, resolute manner of the one who is sure that one day he will have an in- terest in the business in which he is now employed, or be in business for himself, and make a success of it. Business is a great battle-field, and there are, roughly speaking, several million men who sell things, surging backward and forward over its sur- face, fighting for success. Each has a separate little battle of his own. One side of the business battle-field is black, while one side is bright. May the readers of this article try to look always upon the bright side, patient in their work, without losing ambition. And may many of them change their present position in the ranks for a higher and more responsible one in the officers’ quarters that will give them a chance to do more and better work, Work is all there is in a mam W. D. Moody. Copyrighted, 1907. - CALUMET BAKING POWDER CO. Purest and Surest The reasons for Calumet’s great popularity with merchants and housewives are pureness and sureness. Calumet complies with all pure food laws, both State and National. It is made of highest priced, highest grade ingredients, so compounded that it is not only pure in the can but pure in the baking. But the quality of pureness alone will not insure the best biscuits and cakes. The best baking powder must not only have full leavening strength at the time of manufac- ture, but also at the time of baking. As a result of the white-of-egg cold water test a grocer always sells Calumet of standard strength, and the housewife need never take a chance on the success of her bak- ing. It positively eliminates baking failures and the resulting disappointments. It pays to sell fresh goods of known quality. Recommend Calumet—guaranteed pure and sure in your store and in your customer's kitchen. Chicago, Illinois . MICHIGAN TRADESMAN S os. 271 SP FSP — — — Where Husband’s Pride Is a Serious : Handicap, Written for the Tradesman. It is a hard situation when the hus- band and father can’t earn a good living for his wife and children. The Situation is even more difficult and distressing when the incompetent one has a foolish pride that makes him object to his wife’s going out to earn. It doubtless is a great comfort to a man who is physically incapable of doing much work or mentally unequal to the task of providing a sufficient income, if the pleasing little fiction that he supports the family can be maintained in the eyes of the outer world. The belief that any man ‘ worthy of the name should be able to take care of his own is so ingrained in all our ideas of the fitness of things that many are bound to preserve the semblance when the reality is lacking. The result is that some wives are en- gaged in an endless and unsatisfac- tory struggle to make one dollar do the work of five, in order to keep all fairly presentable and have some de- gree of comfort in the little home with the husband’s slender earnings. Others eke out the income by keep- ing boarders or doing sewing or chro- cheting, or even laundry work on the side, picking up a hardly earned dollar here and there, when they might be filling lucrative Positions if only they felt free to go out and seek the kind of work in which they have had training and to which they are best adapted. Still others go contrary to their husbands’ wishes and enter the positions, filling them admirably but laboring always under the heavy handicap of disapproval and protest at their own firesides. Doctor M is a physician, While it is all of a dozen years since he grad- uated himself in Lynnhurst, he never has secured anything but a meager Practice. Didn’t some one figure it out once that the average income of physicians in the United States is only $600 a year? Such being the case, Doctor M is one whose annual net receipts would tend to. lower even this average. Fortunately, perhaps, they have only one child, a little girl of 10. They own their home, pur- chased with the savings Mrs. M had accumulated before she married. The Doctor’s professional standing demands, they feel, a certain style of living and it is a constant endeavor to make ends meet Mrs. M does fancywork for a large dry goods firm. Her earnings run from two to five dollars a week, according to the kind of work and the time she puts in. So many women are wanting any kind of work that can be done at home that oughty educated, besides the pay is necessarily small and there is no possible chance for any ad- vance. She has no hope that the Doctor’s practice ever will increase, it being firmly settled in her mind that her husband “is not cut out for a physician.” Still he is not just the kind of man to change readily to some other occupation. Before her marriage Mrs. M was a linotype operator, so expert and de- pendable that her old employers would be glad to secure her services again. Only recently they offered her a posi- tion at a salary considerably higher than her husband’s income with all she is able to earn at the fancywork added to it. However she felt oblig- ed to decline the flattering proposi- tion because her husband raised a storm of protest against her working outside of the home. Mrs. M rarely tells her troubles to any one but she confided to a friend her sorrow over not being able to take this well-paid position, adding that “Doctor feels it would be such a terrible humilia- tion thus to acknowledge openly that it is necessary for me to go out and earn.” Mr. S is another man who is not a success financially. Like many an- other such he never loses faith in his _ own ability and instead of going to work for some one else as he might do, he persists in trying to carry out his own schemes and speculations, most of which barely pay for the out- lay. For some years Mrs. S helped with might and main to assist him-and forward his plans. Having seen a large number of the chimeras of his brain, into which had gone her work as well as his own, come to naught, she quietly faced the fact that she never could expect from him anything but the fruitless pursuit of some will- o’-the-wisp and decided to direct her own efforts into more profitable chan- nels. Her children were now along in their grades at school and did not require her constant presence, so two or three years ago she returned to teaching which was her vocation be- fore she married. She is very bright and was thor- being an adept instructor, so she has no dif- ficulty in securing and holding a good Position, even though the applications of married women, are, as a rule, looked upon with some disfavor by superintendents and school boards. She is successful in her work but her joy in it is clouded by the fact that Mr. S does not at all approve her course. Scarcely a day passes that he does not throw out some little sarcasm about his schoolma’am wife and her preference for the school treasury rather than his support. In the bitterness of her heart she knows that he would prefer to have her ef- forts merged with his, not only be- cause it would make his lack of suc- cess less obvious, but because then he would have the handling of all the money, small although the amount might be. : With her household cares and her school duties Mrs. S works very hard, nor does her husband lighten her burdens as he might do by taking from her shoulder domestic tasks that he easily might perform. Instead he puts in all his working time at his own enterprises, leaving it to his wife to do. even the marketing. Mrs. S struggles along as best she can under her double load. When the husband is at all capable of earning an adequate income, ‘it certainly is very shortsighted on the part of the wife to usurp his place as breadwinner. If he can command any decent salary or make any little business go and bring in a comfort- able livelihood, the wife may better take the place of encourager and as- Sistant, even though she knows that her abilities in a vocational way far surpass his. It is a suicidal policy to dwarf a man’s initiative, that is, when he has any initiative. But when he December 2, 1914 has none and when it has been proved over and over again that he can’t make a comfortable living, then isn’t it saner and more sensible to accept the unwelcome fact and make the best Possible adjustment to it, than to go on losing money and effort in main- taining ‘a fiction that deceives no one? And when a man is not a money maker and can’t be One, wouldn’t it be the really manly course for him frankly to abrogate the position of chief breadwinner and let himself be superseded in that capacity by his more capable wife, himself acting as her aid and assistant in every pos- sible way, even to the extent of as- suming the labors of the household? There is no disgrace in a man’s wash- ing dishes and scrubbing floors or even tending a baby. It is only unthinking prejudice that makes it seem that he is lowering himself by performing these necessary tasks. And certainly he who would willingly and cheerfully take hold of these duties, leaving his wife free to pursue a gain- ful occupation, would be an inspiring and heroic figure compared with the sullen dog in the manger, who earns little or nothing himself and objects to his wife’s earning in the way that is best and easiest for her. Quillo. bargain by This Is Where You Save LL of the STAR CLOTHING COMPANY'S Fix- tures and Furniture, consisting of Sectional Wall Clothing Cabinets, Plate Glass Revolving Clothing Cases, American Beauty Show Cases, Shelving, Partitions, Suit Forms and appliances of all kinds for window displays have been purchased by and are now being offered at a Grand Rapids Merchandise & Fixture Co. 803-805 Monroe Ave. We will take your old fixtures in exchange Grand Rapids, Michigan DICKINSON’S Package POP CORN package sells at 10c The very mention or Sight of Popcorn “makes your mouth water” doesn’t it? Your customers see the nicely colored package, or your clerk mentions it— ZIP — the sale is made. Dickinson’s Package Popcorn is the “little automatic salesman” — it sells butter, salt, Sugar, honey, etc. All of these things are used with Popcorn. Tell your jobber to send a trial case. Let the “little automatic salesman” work for you. THE ALBERT DICKINSON COMPANY : WHOLESALE SEED MERCHANTS - CHICAGO Packers of SANTA CLAUS — the nickel package. GLOBE shelled or ear corn in bulk, wuiteaee ‘ t+ fe ae ee ae aft nearness semncasatn:pansnnacee, etal ss seefipemenmeneee December 2, 1914 MICHIGAN TRADESMAN 31 Ye Olde Fashion Horehound Candy ‘‘Double A’’ on Every Piece Is good for young and good for old, It stops the cough and cures the cold. Mode only ty Putnam F actOry, National Candy Co. Grand Rapids, Michigan nti Seni cenaeMim Se Naas irminr in aiew eens MICHIGAN TRADESMAN 2 ~ nn = meeed d(H ( Z. S 2 z ed 5 UT x 3 2 3DECORATIONS ISIN | ui > WW IK WN as ( < ff EZ Putting Pulling Power Into Your Windows. Written for the Tradesman. : n order to be of value goods dis- played in windows must first of all be attractively displayed so as to create in the mind of the person who sees them a wish to possess them. With this principle in mind and ad- hered to religiously, the merchant is not going to go very far wrong. But sthis statement of the case is a ca- pacious one, it covers a multitude of “do’s” and “don’ts” as is obvious to anyone who will consider the proposi- tion. The window dresser’s art—and it is an art in which few excel—is founded on this decalogue. This is the creed of the window dresser, and when he observes it in filling his win- dows and in taking the displays out of his windows he is not going to go very far astray. His windows will be _ useful to him. Window exhibitions of wares the merchant handles have a pulling pow- er that is not excelled by any other form of advertising. They are cred- ited in well informed quarters with 50 per cent. of retailers’ sales. It ought to be a fair conclusion that when poorly used they are to be blamed for the loss of half of the business that the merchant does not get. There is nothing handled in retail, it is almost safe to say, which can- not be displayed to advantage. The windows of the retail store are places where the retailer’s goods “speak for themselves” and speak convincingly when they are given a chance. The “do’s” and the “dont’s” are very closely associated in window dressing. A good window is a good window only for a little while. A display of Christmas gifts on the day before New Year’s certainly has no pulling power. Yet this is not an uncommon fault. The same question is involved in leaving a display too long. “Oh, I’m too busy to change the window this morning,” is one of the fatal errors that many a retailer can fall into with ease. Most of them have their hands full, anyway, but they cannot afford not to change their windows when they should be chang- ed. They cannot afford because they are losing money both positively and negatively. In the first place they are practically cutting off the value of the display because the longer it remains in the window the less at- tractive it appears to the prospective customer; and every person who passes a retail store can pretty nearly be regarded as a prospect. In the second place, the goods themselves displayed in the windows are deter- iorating. Of course, it could not be said that the retail coal man was losing by deterioration of a few lumps of coal in his window, but that is an extreme case. Practically everything else available for window displays will suffer from exposure. It will collect dust, fade, accumulate fly specks and get worse “shopworn” and soiled than if it had remained on a counter. Here is involved one of the big points of window dressing. A change of windows at least once a week is good business. It really is more im- portant in a small town or in a smalier, neighborhood store than it is in the big stores in the big towns, because the first class of merchants have to appeal to the same people all the time and to a smaller number, while the second class have a large clientele and are appealing chiefly to those who only occasionally pass the windows. Frequent changes will in- crease interest in the windows of the smaller dealer; the same people will begin to take notice sooner than the merchant may believe, that he has ’“something new” in his windows all the time. The average small town Store keeps a window that repels - rather than appeals. Frequent changes will help. It is a mistake, too. to run one line or one department of a store to death in the window exhibits. Re- arrangement of similar stocks is not going to keep up interest. “Give all your departments a chance to shine,” is the advice given by one of the most successful window dressers of the country. Don’t try to tell the public all you have to sell in one window display. Show one thing or one line at a time—keep something in reserve. This suggests the desirability, also, of not repeating too often. No good customer wants to see the same thing worked over again in the same win- dow before he has forgotten a prev- ious display. If the merchant does not happen to have a good memory, it would be well for him to keep a record of the displays he has had, and then he will not try to “hit ’em again” in the same place. The record, also, would indicate what lines were being neglected, and would be an ad- ditional help in this way. Displays in windows can be made use of in getting action of stocks that may have been sluggish, whether the price is cut or not. If the “buy” was a bad one, then the merchant may have to help the appeal to the eye by the announcement of a reduction in the price. To support an effort of this kind, however, the same goods should be prominently shown on the inside of the store. In that case if the window showing had prompted the customer to come in and ask, he would be further influenced by the Same opportunity. This is making window displays play right into the hands of he salesman. Many of the manufacturers and job- bers from whom the retailer buys, as well as other agencies, can help the retailer to “frame up” his windows. It is complained by retailers here and there that the manufacturers are not co-operating to the extent they might to help the retailer dispose of his goods, but for all that they have many things that the retailer can use to advantage. There are cut-outs fur- nished in large numbers of them and most of them manufacturers will be more than glad to send what they have to be used in this connection. One of the best devices where the merchant handles package goods ?'s the use of dummies—packages made up to look like the real thing but in- nocent of contents. Some of the larger manufacturers supply them and those who can get them will do very well to use them. They increase the apparent size of the merchant’s stock and that helps the impression that the window gives. If the merchant will remember when he is giving his order to the traveling salesman to ask him what the house is offering in the way of helps to window dress- ing he will get much that will help him along. Incidentally, handled the right, way, the traveling salesman will make very many valuable suggestions to the retailer. Use them. As soon as a window dresser gets to be more or less proficient in trim- ming windows, he is in danger, if he does not look out, of trying for “fancy” effects. He has an eye for the artistic and occasionally loses sight | of the fact that the prime purpose of the window display is to sell goods. The “fancy” windows are all right sometimes, but the danger is that the observer is going to have his atten- tion distracted from the goods which are on display to the manner in which the window is “dressed up.” In such cases the window dresser has wasted the energy he put into making his window look pretty by using decora- tions. The interest attracted to the window must be concentrated on the articles that are shown. For this reason trimmers of long experience frown upon the practice of putting cotton and artificial snow, autumn leaves and corn stalks and other emblematic and suggestive “business” into the window. They agree that it makes people look at the display, but that they regard the decorations and not the goods. There is room for argument on this propo- Sition, and it is not possible to lay down an iron-clad rule with respect to it. But the goods must be the chief attraction. Further than that, a window display without price tags is not doing any- thing like the amount of good it would do if the prices were included. Without a price attached it might almost as well not be there. The December 2, 1914 average person will not go into a store to enquire the price of an article he may like the looks of, feeling that the merchant will expect a purchase and that embarrassment will be caus- ed if the price is higher than the enquirer wants or is able to pay. A good window display attracts the “window shopper” by its looks and then virtually closes the deal by telling him how easily he can afford to pay for it. “No prices shown on that. I'll bet it is expensive.” That is almost a stereotyped comment in front of win- dows where the prices are left out. Reference to price tags suggests the matter of lettering. There js no magic here, either. The rule require that the lettering be legible, neat and uniform. Practice will help almost any window trimmer to letter neatly and legible. Price cards are some- times helped by small illustrations and can be bought ready for the let- tering or can be made up by the win- dow dresser who will paste illustra- tions that strike his fancy on the corner of the card. There are many developments pos- sible to the merchant who will go at his window dressing problems earn- estly. Practice will improve his work and study of the principles involved will surely yield a profit. G. D. Crain, Jr. ee The more people give the easier it is to forgive them. .- 2... A vivid imagination is as dangerous as a little learning. Safety First in Buying -SAFETY in Buying means getting the goods and the quantities of goods YOU can sell ata profit. It means know- ing what to buy and getting it at the right price. You can be safe in buying when you buy from “Our Drummer.” If you haven't the cur- rent issue handy, write for it. Butler Brothers Exclusive Wholesalers of General Merchandise New York Chicago St. Louis Minneapolis Dallas aeatiban a = Se NESE NCE UE ED EDS ey ecember 2, 1914 MICHIGAN TRADESMAN HOOD RUBBERS Are their own BEST Advertisement The PEOPLE KNOW they wear well and that they fit well. The Dealers know that Because— They are made over aluminum lasts. Because— They are made from the purest selected gums. Because— They are carefully re-inforced in the heel seats and the sole edges are extra stayed. HOOD RUBBERS are winning out for them. BECAUSE of these facts dealers demand Hood Rubbers as every honest dealer desires to give his customers the best values. An examination of Hood Rubbers makes clear these REASONS WHY Hood Rubbers are so extremely popular. Get right with your customers. Use ‘“‘Hood’s”’ and see how your trade grows; and learn this essential GREAT FACT — that HOOD RUBBERS make YOU MORE money. We are the Largest Rubber distributors in Michigan. Nearly everybody in Michigan wears Hood Rubbers these damp days. Get our Catalogues and save that 5% Grand RapidsShoe & Rubber. _ The Michigan People : Grand Rapids, Michigan Michigan would not have such a large Rubber House if Michigan People did not demand it. Bite Sct vem nee : ee STRESS eee res is iniaimiienideitiaidaias —_ " Siete eee RSPR nce mequurensenminsitSciye Enver sent selec arene: se eeceiwesinig MICHIGAN TRADESMAN December 2, 1914 = er 63" 4 . RES zk vg % Zee X = \ aS = = ee =. Q ef -” — or yy . Ze — \ . ~ = — = = YY oe > - = NN eC es : ’ f = eee = = 7 =I? Ss Sar YP = py = SN WR & z = NS, Se a Lawson’s Way With Competitors Compared With Rawson’s. Written for the Tradesman. : : Ever since Lawson went into busi- ness ten years ago he has been watch- ing his competitors—that is, watch- ing them as closely as circumstances would permit. A merchant in a med- ium-sized town doesn’t always have the best opportunity in the world to know quite as soon as he would like to know, exactly what his brother merchants are doing regarding every item they carry in stock. He can’t watch openly and directly He has to learn what the other fellows are doing largely from hearsay and at second hand. But Lawson has watched as best he could, and always and always he has been wondering what the others were up to. Sometimes he has taken con- siderable trouble to ascertain prices, kinds, qualities, etc. at the other places. Only recently his wife’s niece, a young lady unacquainted in the town, was visiting them a couple of days. He got that girl to go around to all the other dry goods stores in the guise of a prospective customer, ex- amining and pricing suits, silks, wool dress goods, ladies’ underwear and hosiery, embroideries, laces and what not. She played her part well and left at least twenty salespeople in the different stores each feeling that he or she had a very rosy prospect for a desirable come-back. The niece is an excellent judge of goods and is able to keep a large number of kinds and qualities distinct in her mind. She made now and then a brief note and could give her uncle a large amount of very clear and definite informa- tion. Indeed so faithfully had she returned from her prolonged tour of inspection and pricing. Mr. Lawson considers the knowledge she obtained of great value. Promptly he altered his price on a large number of items. Mr. Lawson is a man who means to be square and scrupulously honest. He has to meet some competition that he calls “awfully mean competition.” There is one shop in particular—the New York it is called—that is a thorn in his flesh, because sometimes by ' methods that he considers question- able and even positively shady, it gets /@ Customer away from him, or at least makes a sale that he is very desirous of making. He has it on good author- ity that in certain lines, notably suits, wraps, rugs and carpets, the help in this store are instructed “never to let a customer with the money go,” if a reduction in price—down very close to cost if need be—will effect a sale. One of the stunts the niece had to do was to go to the New York Store and pretend she was wanting to buy “a new coat. She found a garment which she expressed herself as great- ly pleased with, but it seemed to her “altogether too high in price.” By shrewd parrying with the salesman and telling what she could do else- where, she secured a gradual reduction from the original asking price of $32 to $18.50. The suave salesman as- sured her that this last figure was rock bottom, which very likely was the absolute truth. At this point she of course deemed it wisest to post- pone a final decision until another day and left the store. Her experi- ence here simply confirmed what her uncle already as good as knew. Such competition as that offered by this New York Store, even though its business methods are those of a past age, is very annoying and hard to meet. Such places demoralize busi- ness for others even while they ruin their own. But is Lawson getting at things with the right end of the lever? He finds out what his competitors are doing and then he modifies his Prices, raising or lowering ‘as the case may be; or he offers some little premium, the same or just about the same that some one else is giving; or he does whatever other thing seems to be necessary to keep up with the procession. His game always is to follow suit. His competitors all know that whatever attraction they hold out today, Lawson will be offering the Same to-morrow or the day after or next week. They also know that he never will strike out on his own ini- tiative, never will think of a bright idea himself, and that whoever gets into the race first with a new and stylish article or a cut price, will have from a day to a week’s start, before Lawson will get around to imitate. They know that he has no well-de- fined and positive business policies. He does as circumstances compel. He never compels circumstances. Rawson is in the dry goods business in a neighboring town that is very much like Lawson's town. Rawson is Up against just as stiff competition as Lawson is. And he has some that is just as mean. One store in par- ticular, the Economy Shop it is called, that is Practically identical with the New York Store as to trick methods. But Rawson doesn’t spend much time trying to find out all the details of what his rivals are doing; and certain- ly he doesn’t lie awake nights won- dering what they are going to do in the future. He is too busy putting into practice his own well-defined and aggressive business Policies, to give any great study to what his neighbors Holiday Linens Fancy Linens make a very desirable and sensible Christmas gift. To-day we are showing a good line and are prepared to make prompt deliveries on Lunch Cloths Tray Cloths Pillow Shams _Sideboard Scarfs Doylies Towels - Pattern Table Cloths Center Pieces Napkins Grand Rapids Dry Goods Co Exclusively Wholesale Grand Rapids Michigan | [F4LERs are enthusi- astic about Ha-Ka-Rac Men’s Knit Coats because the line is so comprehensive and enables them to realize an excellent profit while offering their customers the very best value. No. 1606. . .$36 Oxford, Maroon, N avy, Brown and Cardinal No. 1600. . .$33 Cardinal, Maroon, Navy and Brown. The Perry Glove & Mitten Co. PERRY, MICHIGAN iA ea Si ee ais ite 14 ceca Ae aia Ot ¥ ‘Uti nati itl inane ss December 2, 1914 are up to. He keeps his eyes open constantly and knows in a general way what he can expect from his competitors, but it doesn’t set him into a flurry when he finds that some merchant down the street has cut the price on a staple article 5 or 10 cents. He is so busy convincing the public that his goods are right and that he is offering some extra- ordinary values (which he always truly is), that he has no time to try to find out what is to be found on his competitors’ bargain counters In regard to The Economy Shop, Rawson reasons in this way: “They will make some sales just by reason of their sliding scale of prices. When some shrewd and experienced bargain hunter gives them my prices and they cut under, I expect nothing but that she will buy of them But for one of these cases they sell at cost or a very little above, there are three or four or a dozen where they shame- lessly Overcharge some shopper that is not well-posted. That is how they make up. “My best plan is to go after these people whom they would like to make easy marks of. It is for me to edu- cate these women in values. I must keep so constantly before them the quality and style of goods that I am offering at reasonable prices—prices that are open to all and alike to all— I must so permeate this town with knowledge of what I am offering and the sound business Practices of my Store, that people will come and be satisfied to go no further. Or if some do shop around a little and make com- parisons, they will have been so im- Pressed by my open and aggressive methods that most will decide they had best return and buy where every- thing is obviously done on the square and where a child can buy at the same price as the most adept bargain hunter.” Rawson doesn’t wait for his rivals, he does things first He doesn’t al- low his competitors to worry him; in- stead he worries them. Fabrix. +. Opportunities of the Suburban Dry Goods Store. Written for the Tradesman. The suburban dry goods store of- fers opportunities to the merchant’ with the requisite business qualifica- tions plus a fairly intimate knowledge of his locality. Every large city pos- sesses suburban locations where busi- ness could be developed to advantage; but the man who would enter this field must thoroughly understand his limitations as well as his possibilities. In the suburban dry goods store, as in the small town store, person- ality is a powerful business getting factor. In competition with the big down town Store, the suburban mer- chant must play up his personality, and that of his Store, to the utmost. If he does not possess the knack of making acquaintances , Teadily, he should set about studying that phase of business getting; for the man who Can greet every customer by name and who quickly gets a line on each individual’s particular interests and hobbies is, in the long run, the man who will hold trade in the face of the Saat cnet ha cca nee : = : SS MICHIGAN TRADESMAN keenest competition. This personal- ity should it turn find expression in first class store service—courtesy, honesty, quality, and a willingness to Stand unreservedly behind the goods. The suburban store, with its limited field, cannot afford to stock as wide a variety of goods as the down town store; nor is this necessary. Careful buying is absolutely essential. The suburban merchant should closely study his customers, ascertain as ex- actly as possible their peculiar needs, and then buy accordingly. Thus, in a suburban district inhabited almost wholly by working people, the shrewd merchant will leave silks and auto veils to his down town competitors and will play up prints and cotton goods. His lines of finery should be selected, not according to the gen- eral idea of what constitutes finery, but according to the idea entertained by the people to whom he has to sell. Nor will the suburban merchant be Satisfied to set a rigid rule at the start and stick to that rule. He must watch the developing tastes of his custom- ers. For new tastes to develop: and often the merchant who studies the markets and watches for new lines of goods can help very materially—and with good profit to himself—to devel- Op new tastes in his customers. The outstanding feature is: Buy to suit your business. And to this end, particularly at the outset, the subur- ban merchant must guard against overloading his stock with lines quite unfit for his particular trade. Be- cause he is in the dry goods business, it is not necessary nor is it advisable for him to buy something from every line of goods brought to his notice. On the selling side, store service should be featured. The closer the merchant can get to his customers, the better. To know pretty nearly everybody by name and _ their par- ticular interests is the ideal toward which the shrewd locality merchant is always working. This intimate knowledge of the people to whom he has to sell is helpful, not merely in selling, but in buying; with his fingers on the pulse of his clientele, he can at the same time watch the market for new ideas and judge with accur- acy whether this or that untried line is likely to make a hit. In catering to a locality trade, the goods that are well bought are already half sold— and, indeed, the merchant must have a pretty clear idea of where and how he is going to sell before he ventures to buy The handicap of many suburban stores is, that they look distinctly suburban. The suburban store should be as bright and up to date in its limited way as its down town com- petitor. Equal care should be taken in window, and in interior arrange- ments. The window displays may not appeal to as many people, but they will probably interest a larger Proportion of those who do pass. And, to compensate, rentals are much less. As in the selection of his stock, so also in the atranging of his win- dow displays, the suburban merchant should make his appeal distinctively local. Often an event of purely sub- urban interest can be woven into the display; and always the goods fea- tured should be those most likely to appeal to the local trade. The local- ity merchant cannot imitate the down town man; he must work out his own ideas, or adapt the ideas of other merchants to his own peculiar field, Advertising media which can often be used helpfully in catering to a locality trade are the circular letter and its outgrowth, the store paper. In the large city, where newspaper advertising rates are high, the local- ity merchant may find it inadvisable to use the newspapers, particularly where they reach but a small propor- tion of his customers, or where but a small proportion of their circulation is included in his own field. In any event, he should select his newspaper medium, not according to gross cir- culation, but according to circulation in the territory from which he stands a chance to draw business, The monthly circular letter is help- ful as a business-getter: it should at the least be imitation typewritten, and personally signed by the mer- chant, and mailed to a list carefully selected from his immediate territory. Spasmodic circularizing does not pro- duce the best returns: as with news- paper advertising, so with circular- izing, persistence counts. The mer- chant should aim to reach his cus- tomers by circular letter at least once every month. The form of appeal may vary, of course; some merchants are now using monthly calendar post cards in place of circular letters. Then, again. for special occasions. such as millinery openings, formal invitations can be sent. Here, as elsewhere, intimate knowledge of the local field is a helpful guide. The store paper covers the field .of the circular letter, and can often be given a distinctive local color or appeal, which is helpful in appealing to locality trade. The idea is funda- mentally sound; its success depends greatly upon the man behind it. Like the circular letter, each issue of the store paper should feature seasonable offerings—either goods which are es- sentially timely, or bargains in goods which it is found advisable to clear out at special prices. Supplement the regular advertising with news items of particular local interest, with fresh and well written comments, always optimistic, upon matters of local ap- 35 peal, and give the paper a title that will help to advertise your _ store. “Smith’s Sayings” or “Black’s Brev- ities” is typical—if the individual mer- chant can put more snap into his head- lines so much the better. If the mer- chant decides to attempt the store paper, in place of circularizing, he should be prepared for at least a six months try out of the idea; should have for mailing purposes a carefully picked mailing list to which it can be sent regularly. Furthermore, extra copies can be printed for inclusion in parcels sent out from the store, and for distribution from behind the counter. The locality merchant must watch his credits carefully. Absolute cash is a difficult rule to enforce; but a close watch on credits will produce almost as good results. The better the merchant knows his people, the less will be his accumulation of bad debts. It may seem to some a waste of time for a merchant to gossip with customers; but in some instances the habit of chatting with everyone who comes in is very profitable. In any event, the dry goods man can often secure valuable pointers from his fel- low merchants in other lines—the grocer, the druggist, and the hard- wareman, if there is one—and these will often be glad to reciprocate in the exchange of credit information, which will prove helpful in guarding against bad debts. William Edward Park. E> — He Wasn’t Taking Chances Either A plumber was sent to make some repairs in a private residence. As he entered with his apprentice, the lady of the house happened to be Passing through the hall. “Lizzie,” she called to her servant, “see that my jewel case is locked at once,” The plumber understood. He in- stantly removed his watch and chain from his vest with a significant air and handed them to his apprentice. “George,” he said to the youth, “take these right back to the shop. Evidently this house isn’t safe.” We are manufacturers of TRIMMED AND UNTRIMMED HATS for Ladies, Misses and Children, especially adapted to the general store trade. Trial order solicited. CORL, KNOTT & CoO., Ltd. Corner Commerce Ave. and Island St. Grand Rapids, Mich. Dressed Dolls, Kid Body Dolls Bisque Dolls A line as to variety, style and value cannot be sur- passed. The goods are right, the styles are Tight, and the prices are right. A sample order to enable you to make comparisons with your Present stock will convince you that our line is just a little better and somewhat less as to Price than you now have. The line is so large space does not permit enumerating styles and Prices. Just tell us what you want and we'll fill your order satisfactorily. PAUL STEKETEE & SONS Wholesale Dry Goods Grand Rapids, Michigan cae ares nie aene ears ee Ha penn geist 36 THE GENERAL MERCHANT Should Use All the Advantages of His Environment. Written for the Tradesman. mole in his ‘burrow is no more secure than the average general mer- chant; the retailer’s position is almost impregnable, but too often his re- semblance to the mole partakes too much of that small animal’s blindness, In fact, many merchants known personally to the writer are unaware of the advantages which practically fortify them against all attacks. They continually bemoan their unfortunate Position and covet the so-called ad- vantages of big-city shop keepers. In reality the situation is just re- versed and if “howls” were justified, they most certainly should come from the metropolitan small merchant. Instead of being handicapped by his environment, the rural retailer has every advantage lower taxes, rent and living expense, cheaper insurance, light and clerk-hire can give. Instead of catering to a fluctating, semi-tran- silent trade, his market is almost sta- tionery. He can establish personal relations impossible to the city dealer, and conduct a credit business with fewer chances of loss. Furthermore, his competition is less strenuous, a distant mail order house being much less formidable than a near-by department store. Why then does the average general merchant show symptoms of ague when someone proposes to build an interurban link between the small town and the nearest metropolis? He certainly can combat such new competition as readily as the suburban dealer, whose patrons are only 5 cents by street car from gigantic department stores. The cost of his goods is practically the same; his service can be as good: He is just as accessible to his trade and can usually draw from a much larger territory then his city brother. His stock can be as fresh, and his store all the neater because of its isola- tion from producers of soot and dirt. Even compare the genéral merchant with a department store and he suffers little. The city giant can employ higher- priced men and command superior tal- ent, but the country merchant complete- ly neutralizes this advantage by his ability personally to supervise every de- tail of his business, Furthermore, he comes into personal contact with his customers and gains first-hand informa tion about their wants and tastes, His patrons know him-and feel that they can hold him responsible for the merchandise and service he offers them. The country merchant can thus inspire more confidence in this trade than the’ great city store where the owners are within a labyrinth of red tape. So great is the distance between the owner and customer in the department store that few, if any, of the store’s patrons know the names of the men who buy and sell the goods that are passed over the counter of the great establishment. Under such conditions it might seem that the city stores were on the de- fensive, with the small town merchant in the part of “aggressor”. MICHIGAN What are the facts? Literally thousands of general store- keepers are staggering beneath the com- petition emanating from the larger towns. Thousands of small town consumers are sending the bulk of their money to “foreign” stores and merely patronize local merchants for fill-ins and emer- gency purchases. To make this statement concrete, we can cite the case of a Wisconsin rural district where 80 per cent. of all the trade goes to department stores in a city forty miles away. What’s the matter? With almost every possible advantage environment can bestow, the general ANDERSON PACE merchant often finds himself fighting a losing fight. What’s the matter? Consumers do not shoulder the ex- pense of a “forty mile trip” and lose much valuable time, unless there’s good reason for the action. Advertising is often to blame; shabby store-keeping oftener; but there is one cause that’s seldom considered which is more powerful than both the others and it is Unscientific Stock-keeping. Aimless buying is one element. Not only is the local market rarely studied, but even previous experiences are dis- regarded. Goods are bought from primary mar- kets simply because primary markets have these goods for sale. Nothing governs wholesale purchases except chance, personal preference and_ habit. There’s no such thing as scientific forecasting. Past performances are not averaged up to allow the deduction of helpful conclusions. Economic, weather and crop conditions are seldom put into the balance. Buying is done haphazard. Precedent or habit governs everything. A large number of the general mer- chants of the country go to market twice a year, when the bulk of their stocks are purchased, or else they await the semi- annual trip of some traveling man who sells them enough to last until he comes around again. No allowance is made, apparently, for unseasonable weather, style changes ot deterioration. All available capital is plumed into quantities of goods, and the result is usually a harvest of dead lines and stickers, TRADESMAN Month by month buying would elim- inate this; week by week purchases would kill it altogether, and that the latter are possible is proved by the many hundreds of general merchants who have their stocks divided into three parts: one-third on the shelves, one- third in transit from a wholesaler, and one-third in a mail-order bound for the jobber. : Under a system of weekly orders style changes and deterioration are inopera- tive and unsalable stickers very im- probable. Stickers are generally symptom of Overstocks and overstocks are almost invariably a result of advance-buying, through which a merchant is induced to order more than the demand justifies. Therefore, if goods are ordered every week, they will be purchased in com- paratively small quantities and the tisk of overstocking will be almost negligible, There are very good reasons for the defection of the customers of a decadent general store. People naturally prefer to buy at home; they don’t instinctively seek a distant market. And when they do shop in “foreign” stores, they usually have ample reason for their actions. Many a general store is a museum of dead stock. Some of the goods on their shelves might have been in style on the Ark, but they have no appeal for a Twentieth Century woman. To dig down through the various layers of merchandise in some rural stores resembles the work of a fossil- hunting expedition that seeks to uncover strata of rock which formed the earth’s surface in the Stone Age. Of course we are now stating an ex- treme case. All general stores are not as bad as the ones described, but the number of the latter is entirely too large. The writer is familiar with a store in a progressive Indiana town of 12,000 which has crockery and chinaware on its shelves that date back at least ten years. In this particular instance, the merchant was accustomed to make large purchases of queensware and china every time a certain salesman “made” the district. In this way overstocks were piled on overstocks until the entire basement of the store was transformed into a warehouse of unsalable dishes. This example is no isolated case. We could cite overstocked stores enough to fill a fair-sized pamphlet and even then we'd merely be “nibbling the edge”. Overstocks have killed the interest of more customers than poor advertising, and the most skillful advertisements possible to construct would be helpless were they not backed by a bright, fresh, well-bought stock. But for every overstocked store we could mention fifty where scientific stock-keeping is less understood than a table of trigonometric functions. In these establishments, some lines are characterized by too much quantity, while others lack it. Variety is found _where it is unneeded, and where it should be, it is not. Of course no general store can cover the. whole range of merchandise. Neither can it include a very large number of lines if each one is to be handled scientifically. December 2, 1914 Consider what the average general store carries. The lines listed will be found in most establishments of the kind. Dry goods and dry goods spe- cialties, groceries, clothing, juvenile wearables, queensware, china, tinware, enameled ware, shoes, notions, kitchen hardware, cutlery, a little furniture, candy, glassware, woodenware, soaps and washday needs, harness and perhaps a few farm implements. There are 150,000 general stores in America, and the goods enumerated will come pretty close to fitting them all. Suppose for a moment that a custom- er of such a store wishes to buy a suit of clothes. What is he offered? The choice of a limited number of styles, patterns and sizes. If he is somewhat fastidious about fit and appearance, the chances are all in favor of his going away unsatisfied, and it is very natural that he should. In buying clothing a merchant must remember that there are eight stock sizes, to say nothing of the different grades, patterns and styles, If he limits himself to six sizes, four patterns, three grades (low, medium and high) and two styles, he must make an investment varying from $1,500 to $2,000 and even then be compelled to offer his trade a very narrow choice. General stores that have a smaller stock of clothing than the one just des- cribed (and many of them have) can’t expect their trade to regard them as clothing headquarters; nor should they be disappointed to see their clothing business dwindle under the attacks of big-city competition, What’s to be done? In a general store handling all the lines listed earlier in this article a much larger stock of clothing cannot be car- ried without injustice to the remainder of the stock. Therefore , the merchant must in- crease his wearables at the expense of grogeries, tinware, etcetera, or devise a new method of handling the aforesaid line. The first method is perfectly feasible, and properly executed, certain to pro- duce satisfactory results. The moment consumers realize that a store can offer them a complete range of sizes, grades, styles and patterns of clothing, city shopping for these same wares will shrink to nothing, But this department will grow at the expense of variety. No matter what a merchant buys from his wholesaler, he must always be confined by the amount of his capital. Simply buying fewer lines does not increase the aggregate of his purchases. Therefore, proportionately larger ex- penditures on certain lines always means proportionately smaller expenditures for others. ‘ To foster a clothing department, con- sequently means a stronger appeal for buyers of clothing, but the entire stock of the store will have less variety and therefore a narrower appeal. If shoes, woodenware and candy are sacrificed to clothing, more of the latter will be sold, but customers who formerly purchased the lines dropped will no longer be a source of profit, It is true that they will continue to come for clothing, but their teenies Re ee ee Do ere Oodmd WG eee = eee ete A Ce Sana ONC A ses sisig, Ba neo December 2, 1914 “buys” of woodenware, etcetera will be made elsewhere. : However, there is an alternative. To sell clothing successfully, a general mer- chant need not cut off profitable depart- ments. He can sell clothes from sample. Certain wholesalers publish very at- tractive catalogues, containing faithful illustrations and samples of actual cloth. From these books consumers can order much more effectively than from the average mail order catalogue, and any sophisticated person knows that the clothing business of the average mail order house is extremely profitable and voluminous. Tf consumers will buy goods from mail order catalogues and endure the necessary delay, why will they not order from such “swatch-folders” as are des- cribed above? We have now shown two methods whereby the efficiency of the general store can be increased, and through which defective customers may be weaned from city and mail-order shop- ping. Every other line handled by these stores is susceptible to such treatment; all can be placed on a scientific basis and bought efficiently. A properly balanced stock demands that some lines he spread very thin. Queensware, china, glassware and cut- lery, being “unsived”, for example, should contain every possible staple item, and few of each need be bought. Varie- ty, as opposed to quantity, should also govern the buying of tin and enameled ware, kitchen hardware and woodenware. It is true that sauce pans, kettles, cof- RUSSET GRAND TRAVERSE BRAND OF to the consumer. The manufacturer has given twenty years of his life in perfectin sumer apples natural product, the GRAND TRAVERSE brand of Drinking Cider. Grand Rapids, Detroit, Saginaw, Flint, Bay City, Muskegon, Cadillac, Sault Ste. Se a ae Sn = aor marae eee Se DRINKING CIDER Free from all preservatives. well established. Protected by quality Sale guaranteed by jobber to the Retailer. Attractive pla- cards for the Retailer. Just what your trade demands. Always ready to be served. Made of sound, well ma- MICHIGAN TRADESMAN fee pots and similar goods cover a varie- ty of sizes, but in each case there are certain ones that are more staple than others. For example, preserve kettles range from 2 to 18 quarts, but 2 quart, 6 quart, and 14 quart are usually able to take care of the demand. In glassware, queensware, china, hard- ware cutlery and woodenware practical- ly no item runs to sizes and each line should be made to include as wide a variety of staples as the perfect balance of the stock will allow. Next to clothing the furniture prob- lem is the hardest to solve. The floor space of the average general store is approximately 3500 square feet, or about 35x 100. A dining-room table has an area of about 16 square feet, a library table about 12 square feet, a divan about 18 square feet and a parlor chair aproximately 9 square feet. It is easy to see, therefore, that a very few pieces of furniture, arranged for proper display, can monopolize a large part of the space available in a general store. It’s true that sizes cut no figure, but the investment required is comparatively large, and the “turn” i;.- evitably slow. Three months in the year furniture sells well, but the remaining nine months are almost barren. On the other hand, a single sale means a good return. and profits are very satis- fying. Here again the solution seems to be a catalogue. Certain wholesalers issue handsome books filled with vivid and at- tractive illustrations and that people will buy furniture by catalogue is proved by A STERILIZED CANNED RUSSET DRINKING CIDER MADE FROM RUSSET SWEET FREG FROM CECAY, THOROUGHLY, SLARIFIEO. AN UNFSRMENTED HURE « FRUIT PROOUNT ESPECIALLY PREPARED POR DRINKING PURPOSES. CAN BE USED FOR MINCE MEATS, PES AnD PARTAIES, ETC. WEIGHT OF CONTENTS LPOUND - 12 OUNCES Grape and Russet Drinking Cider 2 Brand tured grapes and late winter varieties of Grand Traverse apples. If you have knowledge of the reputation of the Grand Traverse apples you will pur- chase our Grape and Russet cider for your own personal use. same through all Michigan jobbers. the great success of the furniture de- partment of the mail order houses. Furthermore, the necessary delay be- tween the order and the receipt of the merchandise is seldom onerous, since furniture purchases are rather an act of deliberation than the filling of an im- mediate need. It will be found, also, that many actual necessities may be satisfactorily sold by catalogue, while other lines only prosper when carried in stock. These latter might be called - the “sight-sellers”, or goods that must be seen to be sold. In this class are such lines as notions. dry goods specialties, variety goods and candy: merchandise that require but small outlay and con- sequently little deliberation on the part of the purchaser. No argument is needed to sell these goods; the mere sight of them suggests a purchase; a price ticket will make the sale. They are all the easier to install since they occupl little space. Groceries, of course, are necessities. People will come for them when needed and at no other time. When a woman goes to a grocery store, she goes because she needs groceries. has made up her mind to buy groceries. and knows ap- proximately what groceries she intends to buy. Therefore, the grocery department of a general store should be where it will do other departments the most good Preferably, it should be so located that it will cause customers to pass a depart- ment of goods that “sell on sight”. Finally. no matter how small the -AGARANTERO ey MIKESELL & COMPANY UNDER OOO GUARANTEED TO KEES IN ANY CLIMATE IN PERFECT CONDITION FOR ONE YEAR CANS Can secure Our ciders can be secured through wholesalers in 37 store, every line and part of a line should be tagged so that the speed of its turn be gauged. To each department and sub-depart- ment, a letter or number should be as- signed, and each sale should be noted under its proper letter on a duplicate sales slip. The pages of a small day book can be divided among the various depart- ments. and the daily or weekly sales recorded and classified. In this way the merchant will be able to keep his finger on the pulse of every line in the store. As soon as he finds a line slowing up, he can either put more pressure on that department, or analyze the market to see if there is really a demand for the goods in question. In the general store no line should be allowed to keep its place on the shelf or in the show-case unless it pays its fair proportion of “rental,” but be- fore it is banished a careful comparison should be made of the selling-methods which actually exist and those that might be prolonged. First find out why defective custom- ers shun you. and remedy the cause. See if some lines that should be spread thin are loaded up too heavily. and ana- lyze the varied lines to learn if they cannot be sold more efficiently if more styles and sizes of each line are carried. Then tag each sub-department and “hold a stop-watch” on its movements. Thus may the general merchant place himself in a position to use all the advantage of his environment. Anderson Pace. HE Grand Traverse brand of Drinking Cider is manufactured at Traverse City, Mich., in the center of the fruit sec- tion. Natural resources favor the city as the gateway of fruit shipments. We have located our plant here where we can secure the finest fruit in unlimited quantities. We use the best grade of pears, crab-apples, grapes and ap- ples in the manufacture of our fruit juices. We are offering at the present time in limited quan- tities, the blended fruit Juice, especially our 30% grape Juice and 70% sweet apple, russet and sour apple. Our ciders are thoroughly clarified through the latest improved system, perfectly sterilized so as to retain its natural color and flavor. All receptacles and pipe lines are copper; everything per- fectly sanitary in our plant. g an absolutely positive process for furnishing to the con- Marie and Traverse City. MICHIGAN TRADESMAN | THE MEAT MARKET Is the Chain Store Menace to the Butcher? According to a recent compilation by an advertising periodical there are seventy-five chains of meat markets in this country having control of probably 400 markets. This list is admittedly in- complete, and does not contain several of the larger chains, as well as quite a number of the smaller ones. But con- sidering the short time since the chain market has entered the retail meat field, the list is large enough to cause the individual butcher some uneasiness, not ws far as their present growth is con- cerned, but rather of their future growth which, *+ is unquestionable, will take place. There are two classes of chain mar- kets in the retail meat field. The first of these depends entirely upon the price they charge to attract trade, and usually are of the spot,cash, no delivery type. The second works on the same basis as the average meat market, retailing qual- ity meat at fair prices, and offering both credit and delivery facilities. Of these two classes of markets the latter is much the greater menace to the individual butcher. This is so because the man who. seeks trade on a price basis gets trade that buys on a price basis regardless of quality. Added to — this when credit and delivery are done away with, the trade which patronizes such stores does so simply because they are bargain hunters, here to-day and there to-morrow, an unsteady quantity which can never be depended upon. Such trade is not desirable to the aver- age butcher, at least so far as the back- bone of his trade is concerned, and he will sustain little loss if the chain mar- ket takes it away from him. On the other hand, the chain market always tends to educate a certain proportion of its customers give up to the standard where quality is given as much, if not more, consideration as price, and these people gradually tend to switch their trade to the individual who has main- tained his standards in the face of chain market competition. The two food products which are subject to the greatest amount of criti- cism on the household table are meat | and coffee. Because of this, only a small proportion of the trade will purchase meat of a poorer quality unless they are absolutely forced to do it, through lack of money. True, they may be drawn away by the lure of low prices for a time, but they are almost certain to’ ‘return eventually, and become good customers once more. The chain mar- ket of the class which makes its appeal entirely upon price is no menace to the retail butcher, unless he tries to meet it at its own game, when he will inevit- ably go down to defeat. In the chain which maintains its prices, paradoxical as it may seem, lies the greatest menace of the retail trade. These markets are successful because of just one thing—better system than is usually found in the average meat mar- ket. Their organizers have standardized the retail meat business, something which the writer has heard a great many butchers claim cannot be done. Everything in the market is systemat- ized, even down to the trimming. In one chain operating on the Pacific Coast weekly test sheets are sent out to the managers of the stores, showing the absolute cost of every piece of meat from the live bullock down to the time the cuts are handed across the blocks. With this before him, the managers can tell at a glance exactly what their profits are, and so manipulate their trade as to always come out on the top. In this class of chain markets there is a lesson for even retail butchers. The lesson is greater system and better or- ganization and he must learn if he is to survive in the fight for trade. When a competitive fight is waged upon this basis, and it is the only legitimate basis, it is always the fittest that survive. To meet the chain market that derives the advantage of superior organization, the retail butcher must bring his own market up to the same high plane. He must modernize his methods of doing business. He must pay a greater amount of attention to the merchandizing prob- lem with which he is confronted. He must know his costs exactly and must watch his net profit as closely as possi- ble. He must economize as much as possible, solving the trimming and free fat problem once and for all. In other words, he must be a business man as well as a meat cutter, and must use his brains as well as his hands. Once a butcher has done these things he possesses the advantage. He is work- ing for himself; not like the chain mar- ket manager, who is under the author- ity of some distant central organiza- tion. He watches things more closely, because he is watching his own. This is most important in the meat market, for there are numerous leaks where the profit may dribble away unseen. And finally he is in a position to impress his personality upon his customers and hold them to his market with the strong but unsteady chains of good will. L. C. Brander. —— Make Yourself Known. Do all the people in town know you by sight? Is your face familiar to a majority of the inhabitants? Do only a few know you? These are important questions. © If you are known, and favorably known, it must be because you are a good fellow, taking an interest in those things that are for the welfare of the community. At least you must have created the impression that you want to be friendly and agreeable. If you have kept yourself from the crowd, so that few would recognize you if they bumped into you, then you are doing business under a handi- cap. By living too much to yourself you may not intend to be offish, but you will create that impression. The quicker you dispel it, the better it will be for your business. People think of the man first whom they know, if the acquaintance is pleasant, whenever they have wants in his line that must be satisfied. If he is a good fellow his genial person- ality is supposed to impregnate the atmosphere of his store. Therefore, it is a desirable place to trade. To be a good “mixer” is to have a long lead over more diffident men when it comes to attracting the crowd. It is a faculty well worth cultivating. —_+---> Maker of Big Cheese Dies. George A. Carter, maker of the big cheese that was exhibited at the Cen- tennial Exposition in Philadelpphia in 1876, died recently at Geneva, Ohio. ——>2..>____ If the conceit were all squeezed out of us what a shrinkage there would be. —_2->___ Not all men of single bachelors. ideas are December 2, 1914 Pink Oyster Tried on the Poison : Squad. Pink oysters are the latest freak of nature under investigation by the ex- perts of the Department of Agriculture. The rosyhued bivalve comes from beds in Long Island Sound, looks like a reg- ular oyster when gathered, but turns up pink on the plate of the ultimate con- sumer. Frightened epicureans besieged the Bureau of Chemistry with enquiries, and a volunteer poison squad found the pink oyster not only harmless but de- licious. The chemists have a theory that the oysters are turned pink either by a wild yeast bacillus or some other micro-organism, The corps of scientists which has de- cided such vexing questions as when is an egg an egg is expected to find a solution for the latest puzzler. —_—___..-2 Woman’s Way. “Harry, I am beginning to believe the: baby looks like you.” “Are you dear?” “Yes, I notice it more and more every day. I’m so glad.” “Do you really want him to look like me?” - “Of course, I do. I’ve been very sorry ever since we had him christen- ed that we didn’t give him your name.” “Sweetheart, you don’t know how happy you make me by saying that.” “And, Harry, dear—I found the loveliest hat to-day. I don’t believe I ever saw anything that was so be- coming to me. It’s $25. Do you think I ought to pay that much for a hat?” MAAS BROTHERS Wholesale Fish Dealers Sea Foods and Lake Fish of All Kinds Citizens Phone 2124 Bell Phone M. 1378 1052 Ottawa Ave., N. W. Grand Rapids, Mich. OFFICE OUTFITTERS LOOSE LEAF SPECIALISTS 237-239 Pearl St. (near the bridge) Grand Rapids, Mich. THE FIRST AND ‘FOREMOST BUILDERS OF COMPUTING SCALES GENERAL SALES OFFICE 165 N. STATE ST., CHICAGO ALWAYS OPEN TERRITORY TO FIRST CLASS SALESMEN coe Sapte ness isa eee gestion paar nsec eae taaames Ce PS Ss pee omens es : yy : LY ¢ / a , i F ! hi i if + i ( me 2 £ @ i a. 1 i a ; t December 2, 1914 MICHIGAN TRADESMAN SOO. DLO 6 | Roll MIch. Windsor, Ont. ..cs motor car. Bissell stands for the carpet sweeper. See our salesmen or write us for samples and quotations. OME names have come to be regarded as synonymous with the articles they have invented or exploited, Howe stands for the sewing machine. Edison stands for the incandescent lamp. Ford stands for the Telfer stands for coffee, because he has devoted his life to the development and exploitation of the four brands of coffee illustrated on this page and has brought them to a degree of perfection which has given them a world wide reputation for excellence and uniformity. Telfer has enabled many merchants to place their coffee departments on a satisfactory and profitable basis. He will do the same by you if your coffee department is languishing and needs the exhilarating effect of brands which are repeaters and advertise themselves by bringing new customers constantly to the coffee counter. Telfer Coffee Co. Detroit eye tec ne nec e Cae MICHIGAN TRADESMAN W866 ¢¢qd~ — — — — = ee aS = = = = e = =3> =; s =§= =e aA = FAA HE COMMERCIAL TRAVELER y sect AMWRegg RAN PUVA) — = — = £ PO A VW Grand Council of Michigan U. C. T. Grand Counselor—M. S. Brown, Sagi- Junior Counselor—W. S. Law- ton, Grand Rapids. Grand Past Counselor—E. -A. Welch, Kalamazoo. Grand Secretary—Fred C. Richter, Traverse City. . Grand Treasurer—W. J. Devereaux, Port Huron. Grand Conductor—Fred J. Moutier, Detroit. Grand Page—John A. Hach, Jr., Cold- water. Grand Sentinel—W. Scott Kendricks, Flint. Grand Executive Committee—E. A, Dibble, Hillsdale; Angus G. McEachron, Detroit; James E. Burtless, Marquette; L. P. Thompkins, Jackson. Next Grand Council Meeting—Lansing, June. Michigan Division T. P. A. President—Fred H. Locke. First Vice-President—C. M. Emerson. Second Vice-President—H. C. Corne- lius. Secretary and Treasurer—Clyde FE. rown. : 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. Making Good Salesmen by Awakening Ambition. To treat this subject in a general way would be impossible, so I will take two actual cases of real human salesmen and try to show the kind of management or handling on the part of their sales manager, which turned the tide for them and brought them out of the mediocre and into the first class of traveling representatives. © Before taking up their cases I want to give what I believe to be the only real solution to this problem which will fit over 90 per cent. of the cases; namely, “The world makes way for the man who knows where he is going.” This slogan applies more to salesmanship than to anything else he- cause the salesman or the would-be sales- man or the hopes-to-be salesman must ever keep before him the goal he is trying to reach. And this must be a definite’ goa! and not any hazy, un- certain thing. We will call this salesman “Hughes.” After leaving high school, where he was popular and prominent on ac- count of his fine physique, which took him into athletics of all kinds, this young fellow found himself face to face with the problem of a business career. The retail hardware business looked pretty good to him on account | of some relative having been in the same line, so he went behind the counter. Things broke well for him —he was of the right sort, and made quite a success—that is, success in the term that a young fellow of that age would reckon it. While in the hardware business Hughes was, after several months, given charge of the paint department as well as some other important de- partments in the store. This brought him in contact with a number of paint salesmen whose flowery talk and gen- eral affability appealed to him and made him want to be a salesman for a big paint house. He didn’t know what house that would be, but he had his mind set on one of the big ones. Not long after that the opportunity came. Hughes was fortunate enough to get an interview with the sales manager, and, naturally, having hand- led this line in a retail way, being a good customer for the manufacturer, Hughes was shown considerable cour- tesy and attention. The result was that his application had not been filed over a week when he received a call from the manufacturer to come down. He was given a position on the road, and the sales manager, from years of experience in having seen many young fellows go out just as Hughes was going out, sat back and wondered what would happen. Three weeks at the selling game and the total amount of orders turned in by Hughes was $67. His traveling and hotel expenses for the same period amount to $135. But the sales manager did not lose faith—he knew that the young fellow was enthusiastic and was covering his territory. But Hughes was discouraged, and, coming into the office at the end of his three weeks on the road, threw down his price-book and said he was all through. The sales manager coun- seled with him, got out the map of the territory, looked up the available prospects and said he would go back to the territory with the young man the following day. And so they went, primed for life or death. By reason of his title as sales manager, the elder of the two men was shown considerable defer- ence among the prospects called on and a few good orders resulted in the first two days out. This encouraged Hughes, and another talk from the sales manager on the train dispelled his temporary gloom. Three or four months passed and during that time the young salesman made a record that called for several complimentary letters from his sales manager. Several of his weeks broke sales records for the same week in previous years. However, at the end of about four months, the sales manager again had a visif from Hughes and the young fellow brought up the salary question. His head was turned. He thought he was worth a lot of money, and, in- stead of thanking the company for ‘keeping him and giving him another chance at a fairly good territory, he took the opposite side and said that he didn’t see where there was any- thing in it for him to stay with this company. At this point the sales manager fol- lowed the course which his intuition dictated. He talked on the subject of ambi- tion. He set the young man’s ambi- tion aflame and pointed out for many miles ahead of him the road through life which this young man, Hughes, would have to take in order to reach a certain goal. In other words, he tried to make Hughes realize where he was going or where he should go, and then pointed out where Hughes could go if he willed. It didn’t take Hughes long to real- ize his position. The sales manager then turned his talk to a knowledge of the line of goods, sales methods, the idea behind the management and such things. Hughes’ ambition having been set aflame, he at once showed re- markable interest in learning about the goods, the selling methods, the advertising plans, the general policies of the company and such things. From this point on Hughes began to change from a mediocre into a crackerjack salesman. The sales manager pointed out the absolute failure on the part of the salesman which would result in the latter resorting to cunning tricks or underhand methods. Misrepresenta- tion of the goods or the house didn’t go for a minute. The sales manager pointed out how the houses which re- sorted to these methods were dis- reputable, and, while some of these underhand methods and arguments appealed to young salesmen, at the same time they didn’t hold water or make good in the long run. When the sales manager got through talking, Hughes realized that everything away from the fair and square path in the selling game could lead to but one end —failure. This sales manager, in talking with me, said, “Look at that man Hughes to-day—isn’t he a wonder? I had the hardest time with him of any of my salesmen. He was independent, easily discouraged and seemed to lack the fighting spirit at times. But I knew that he had the sales sense, so I stay- ed with him and I am now rewarded by having in him the most loyal sup- porter in my division. I'll tell you a salesman is no use at all as a sales- man unless he has some natura! abil- ity or what we call sales sense. Tf he has sales sense, he can be de- veloped; but you cannot develop him to any extent by simply giving him certan stereotyped arguments. You’ve got to handle him just like a customer or a prospective customer—diplomat- ically using the ideas, thoughts and suggestions that will fit his case, but when applied to some other man they might not work at all.” To-day Hughes is used as a model salesman. -Whenever anything new comes up it is first given to him for experimenting. If he says it’s all right, on it goes. He has made a wonderful record in handling his territory and his~customers. He has done more than sell goods—he has kept satisfied customers constantly increasing and repeating sales, and has stood out as December 2, 1914 a loyal and representative salesman of his house. Mills was another young salesman, something on the order of Hughes. He went to law school, and, as far as physical appearance was concerned, you would take him for anything but a salesman. Tall and awkward with a long, country stridé, and hat pulled down over his ear, he would smoke big black cigars in your face and seem to have all the rough edges of a miner and a farmer of the most prim- itive sort, Mills met the sales manager one day and was told that there might be an opening on the road. Mills came from a good family, so the sales manager had some faith in his uitimate suc- cess and started him in at the office in the advertising department reading booklets. But while the people around him were rather pitying him and his chances as a salesman, Mills had something in his head working and he also had faith in his heart. He was determined to make good. His first territory was in a big city, where he managed to get into several tangles with customers, make the usual mistakes on orders and _ ship- ments and seldom made good on his promises. But his sales manager realized that these were human mis- takes and could be remedied He brought Mills into his office for a series of weekly conferences. Dur- ing the week he would save out all complaints and kicks against Mills’ territory in a folder. When Mills came in at the end of the week he would produce the folder and go over these things with the salesman. In about six weeks’ time the com- plaints became fewer and fewer, and they finally stopped altogether. On the other hand, telephone orders were coming in—customers were asking for Mills—they would not give orders to anybody else. Mills was a success. I asked that sales manager shortly aftersthat what had happened to Mills that made him such a star. Here’s what I was told: “A sales manager who has had years of experience can easily tell whether a fellow has the right stuff in his head and his heart. I heard Mills telling a friend of his one day that he was out to make good. That little conversation gave me confidence in him. I stuck to him. I figured that in his case he needed a lot of personal work from me, which I could possibly ill afford, but at the same time if it would make Mills a salesman I felt ‘t was my duty to give him my time.” I have given in the foregoing just two instances, and I imagine that, if hundreds were analyzed practically all of them would go back to that quota- tion, “The world makes way for the man who knows where he is going.” C. M. Lemperly. —_——_.2--.-—___ Tt is only national history that re- peats itself. Your private history is repeated by the neighbors. HOTEL CODY EUROPEAN GRAND RAPIDS, MICH. Rates $i and up. $1.50 and up bath. ; Ae ONTO ID Ha: saa pics Sa ec Bf i} eh NINE A aR tag PR a pA a cit ‘ nine ants December 2, 1914 Why the Voting Amendment Was Defeated. One of the amendments to the con- stitution of the State that we voted on at the polls last November provided an arrangement whereby traveling sales- men, actors and students, temporarily away from their place of residence on election day, should not thereby be de- prived of their vote. We are sorry to say that this proposed amendment was defeated by the people, along with every other proposed amendment. As a usual thing it is the custom here in Michigan to pass every old amendment to the constitution that comes up. But this year the insidious nature of the amendment that was calculated to put fraternal benefit societies out of busi- ness so aroused -the members of those organizations that the tendency to vote yes on every amendment was turned into a tendency to vote in the negative. And we rather feel that perhaps the other amendments suffered defeat out of the intense desire on the part of the people to see that the fraternal amendment was swamped. At any rate it seems too bad that traveling men should be deprived of the right of franchise. They have been making the fight to enjoy this right for a good many years. Away back in 1896 an old friend of ours, Albion F. Wixsgn, then in the hardware business in Laurium, and for many years before that a traveling salesman, made a speech on the subject at the Michigan Hard- ware Association. He said, at that time: “In the State of Michigan, there are about three thousand commercial trav- elers, nearly every one of whom is a citizen of the United States. On elec- tion days we are often compelled to go to considerable expense in order to get home to vote......... I would suggest that a traveler be provided with a cer- tificate of citizenship properly made out by the clerk of the county in which he resides, and -be ailowed to vote the state and National ticket in any town in which he happens to be. As a safe- guard against illegal voting, let the privilege be good but for one hour dur- ing the day, let him be identified by a resident of the town in which he wishes to vote, and let the certificate be deposited with the ballot. Local elec- tions do not interest us away from home, but just give us an opportunity to vote the state and National tickets and we will be satisfied:’’--Houghton Mining Gazette. The traveling men certainly deserve the right to vote no matter whether it is by mail or how. Asa rule the man who is engaged in road work is a student of governmental affairs. He is a reader, thinker and talker and it has often been said that “as the traveling man talks so talks the nation.” The drummer reads much during his travels. He has little else to do while riding on trains and lounging about hotels and therefore begins a careful study of the political conditions. Then he talks politics. He convinces and gradually he develops considerable in- fluence in the localities through which he travels. Every year his coming is looked for with interest by his people to see what attitude he takes in the MICHIGAN TRADESMAN political questions of the day. This is especially true of the smaller towns. And yet after doing all this he can- not vote. It is not fair to him nor the country and it is hoped that when this amendment comes up again there will not be a “joker” up at the same time so as to result in defeat for the law needed. —_22+2.—___ Sparks From the Electric City. Muskegon, Dec. 1—At the request of quite a number of friends, we have headed our news with a better heading. Even the Grand Rapids football team got a shock when they stepped off here. Previous to turkey day all we could hear was, “We are sorry for you Muskegonites.”’ Now, be- hold! we have beaten the baseball team, the pride of every Grand Rap- ids man, and their football gang. The only place we take off our hats to Grand Rapids is they do go to their U C. T. meeting. While we were picking our teeth we happened to glance in the Occi- dental Hotel and found Henry Rob- berts of Robberts Bros., of Holland, the butcher boy. So I said, “Henry, what are you doing here?” “Oh, came to see the football game,” “Well, how did you like it?” “Well, you have a dandy team, but I was somewhat disappointed in not seeing Grand Rapids win.’ “How’s _ that, Hen?” (You know we call him that for short because he sits around the house so much.) “You see Grand Rapids is a much larger town than this and they have ever so many more street car lines than you do, so I think having all these advantages they ought to beat you fellows.” By the time the last train pulled out for Hollond, Henry was convinced he was wrong and promised to come again and see us. We have challenged Detroit, but heard that Jim Goldstein gave the Detroiters to tip what a team we have and we do not think we will get the game The day after the game a few of the travelers were riding up North when the kandy kid, Herman An- derson, blew in the car, “What do you know about it, boys? Great, eh, ain’t it?’ “Sure Herm. What is it?” “The game, boys, the game.” Nick Ludoff had to spoil it all by telling Herman I tried to borrow 50 cents from him to see the game and he wouldn’t trust me that much. Herman cornered Nick and me ina seat and started to tell us all about forward backward passes, I was be- ginning to think he might pass me one. Well, Herman started to show how Muskegon went through the Grand Rapids line. He grabbed me by the shoulders and pushed until he pushed one of my shoulders through the window. Herman then made us all change seats, but couldn’t quit talking football. That’s what gave us all away. The brakeman told Kandy it would cost him a dollar. Well, you ought to see Herman’ He turned green and pink and told the brakie the car needed to be ventilated any- how, but the brakie didn’t see the joke. “Milt, can you lend a fellow a bean?” “No, Herm. If I had that much I would have gone to the game yesterday;” so he asked Nick Ludoff and Nick came back, “I don’t see why I wouldn’t give it to Milt yesterday if I had it.” By glancing down the coach Herman spied Matt Steiner and to him he strolled with his tale of woe. Everybody knows Matt is a good sympathiser and that’s what Herm got. He told Kandy he had the money all right, but was going North to pay for two dozen partridges some one-sold him. We don’t know how Herman got things straightened. Milton Steindler. ——_»+.——_ Our cities are full of eminent law- yers, but there’s still room in the pre-eminent class. Bankruptcy Matters in Southwestern Michigan. St. Joseph, Nov. 23—In the matter of the Kalamazoo Oil Co., bankrupt, Trav- erse City and Kalamazoo, a petition was _ filed by the petitioning creditors request- ing that the restraining order heretofore entered by the referee August 8, be vacated and dissolved. The matter was considered by the referee and the peti- tion granted. In the matter of Fred D. Lane and Edward Nolan, copartners as the Benton Harbor Cigar Co., an adjourned first ereditors’ meeting was held at the ref- eree’s office and the first report and ac- count of the trustee approved and al- lowed and the meeting further continued for thirty days. In the matter of D. W. Blanc, bank- rupt, Kalamazoo, an order was made by the referee confirming the trustee’s sale of assets to A. F. Maxam, of the latter place, for $350. The first report and ac- count of the trustee shows cash on hand of $612.42. In the matter of Herman Vetten, bank- rupt, Kalamazoo, the trustee filed his final report and account, showing total receipts of $2,601.34 and disbursements of $830.81, leaving a balance on hand of $1,770.53. An order was made by the ref- eree calling the final meeting of creditors at his office Dec. 8, for the purpose of passing upon the final report and ac- count, the declaration and payment of a final dividend and the allowance of ad- ministration expenses. Creditors were also directed to show cause why a cer- tificate should not be made recommend- ing the bankrupt’s discharge and why the trustee should not be authorized to interpose objections to the discharge. Nov. 24—In the matter of Frederick W. Hinrichs, bankrupt, Kalamazoo, an or- der was made by the referee confirming the trustee’s sale of the remaining as- sets of the estate to P. J. Brundage, of Kalamazoo. For the accounts receivable $40 was received and for the real estate $350 was obtained. Nov. 25--In the matter of Albrecht Hinrichs, bankrupt, Kalamazoo, the first meeting of creditors was held at the latter place. Henry Hobbs, of the same place, was elected trustee, his bond be- ing fixed at $1,000. Stephen G. Earl, John A. Pyl and Sirk K. Wykel, of Kalamazoo, were appointed appraisers. The bankrupt was sworn and examined by the referee and attorneys present. The trustee was authorized and directed to sell the assets of the bankrupt estate at private sale and without notice to creditors. The meeting was then ad- journed for thirty days. Nov. 26—In the matter of the Kala- mazoo Oil Co., the trustee filed his sec- ond report, showing cash on hand of $2,018.32 and property of the estimated value of the sum of $250. In the matter of Horatio W. Patter- son and J. Earl Patterson, copartners as H. W. Patterson & Son and as individ- uals, the trustee filed his first report and account, showing total assets of $100. After the actual administration expenses are paid there will be no funds upon which to declare a dividend to creditors. Nov. 27—In the matter of M. Henry Tane, former president of the Michigan Buggy Co., bankrupt, Kalamazoo, the first meeting of creditors was held at the latter place. The Michigan Trust Company of Grand Rapids was elected trustee, its bond being fixed at $1,000. Edwin J. Phelps, August Scheid and Ed- win Vosburg, of Kalamazoo, were ap- pointed appraisers. The bankrupt was sworn and examined by the referee and attorneys present, and the meeting was then adjourned for thirty days. Nov. 28—In the matter of Peter Hrones, Tony Hrones and Royal Candy Co., a co- partnershop, bankrupt, Kalamazoo, an order was entered for the first meeting of creditors to be held at the latter place Dee. 10, for the purpose of proving claims, the election of a trustee and the examination of the bankrupts. In the matter of William E. Bommer- scheim, bankrupt, Kalamazoo, the final meeting of creditors was held at the referee’s office and the final report and account of the trustee approved and al- lowed. No dividend was declared. Cred- itors having been directed to show cause why a certificate recommending the bank- rupt’s discharge should not be made, and no cause having been shown, it was de- termined that such favorable certificate be made. It was further determined that the trustee be not authorized to inter- pose objections to the bankrupt’s dis- charge. Final meeting of creditors ad- journed, without day. ——_+->____ Death of Two Well-Known Salesmen. Detroit, Dec. 1—Harry W. John- ston, 72, one of the best-known cigar salesmen in the State, died suddenly, Thursday, of pneumonia, following an illness of only a few days. Mr. Johnston had been employed for many years by various cigar manu- facturing companies, and for the past fourteen years represented the Lagora Fee Co. in Michigan. The Harry W. Johnston cigar was named for him, 41 and he also named a number of other brands of cigars put on the market by the Lagora Fee Co. A widow and one daughter, Miss Nellie Johnston, survive. Funeral ser- vices were held at the home, 51 Windemere avenue, Saturday morn- ing. Interment was in Woodmere cemetery. Lansing, Dec. 1—Adelbert Goodell, a traveling salesman known to thou- sands of manufacturers and retailers about the State, died Friday morning at his home, 252 Clemons avenue, af- ter suffering since last December from liver trouble. Mr. Goodell, who was born in Watertown, N. Y., December 24, 1860, had represented the Victor Oil Co., of Cleveland, Ohio, in this State for the past twenty-two years. Mr. Goodell is survived by five chil- dren, Mrs. Mabel Aten, Misses Ber- nice and Gladys Goodell and Arthu-, of this city, and Harry Goodell, Grand Rapids. His widow and a cousin, G. M. Goodell, Lansing, also survive him. The funeral was held from the home, Monday afternoon. e232... Gabby Gleanings From Grand Rapids. Grand Rapids, Dec. 1—C. A. Bru- baker, The Chronic Kicker of Mears, opines that if he had not insisted on withdrawing from the race for Governor in favor of Chase S. Os- born, the whole Republican _ ticket might have been elected. Oh, well, we all get foolish at times. Ed Wheaton, who lives at Traverse City and sells Old Sol cigars in Northern Michigan, is very fond of snow apples. He has been known to offer as much as 25 cents for one at Bellaire and was quite surprised to get 24 cents back in change. And Fd. claims apples are very cheap in Northern Michigan. W. H. Leonard, who travels for Spaulding & Merrick and lives in Fred Richter’s town, made a flying trip to Grand Rapids last Monday. His friends were much mystified until Bill returned wearing an up-to-the- minute new derby hat. Bill certainly knows where to get good bargains. Wm. E. Sawyer. seo Will Pay More for Sugar Beets. The Michigan Sugar Company will pay a flat rate of $6 a ton to farmers for all sugar beets for the 1915 cam- paign according to announcement made by General Manager W. H. Wal- lace, of Saginaw. The 1915 acreage contracts were issued Nov. 23. The new contracts are the highest ever offered to the farmer, and exceed by 40 cents a ton the highest rate last year. Only on beets delivered at fac- tories and at weighing stations $6 a ton will be paid. This will, on the basis of a normal crop, mean about $500,000 more to the farmers of East- ern Michigan each year. “We are doing this because we be- lieve that on account of the war in Europe there will be no export of sugar from that country next year to speak of,’ said Mr. Wallace. “We have gone slow in raising the price but have studied carefully the situa- tion at home and abroad and believe we can make the increase.” ———_>- Earl K. Bennett, for a number of years employed as a carpenter for the Coit estate, has started in the grocery business at 926 Godfrey avenue. EAGLE HOTEL EUROPEAN GRAND RAPIDS, MICHIGAN $1.00 PER DAY—BATH DETACHED Excellent Restaurant—Moderate Prices ielisbheamiaaiandac ane keer SS see can rene eh MICHIGAN TRADESMAN ~ — = = . 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. S. Lawton, Grand Rapids. Grand Rapids Drug Club. President—Wm. C. Kirchgessner. Vice-President—E. D. De La Mater. Secretary and ‘Treasurer—Wm. bbs. Executive Committee—Wm. Quigley, Chairman; Henry Riechel, Theron Forbes. Utilize Your Surplus Stock of Crude Drugs. With the exhaustion of our stock of Fluid Extracts of Ipecac, Hydrastis and Guarana, purchased before the present high prices we were confront- ed with the necessity of replenishing our stock soon and so made a sys- tematic overhauling of our stock of the crude drugs—powdered, ground and whole—with the idea of convert- ing this slowly moving stock into a form in which it could be utilized at once—Fluid Extracts. Our stock rooms yielded enough odd lots of ground, whole and pow- dered Hydrastis to make over two pounds of Fluid Extract, saving an in- vestment of over $16. The same result was obtained with Ipecac and Guarana so that we were saved an outlay of over $50 for Fluid Extracts by utilizing crude drug stock that ordinarily would be carried for years and which can no doubt be re- placed later at less cost than at pres- ent. Every druggist who has been in business for a number of years will find that his stock room _ contains many odd lots of the drugs that are now touching the sky in price, and which he can convert into market- able material at a comparatively small cost and as these drugs in a crude form are no longer purchased by the public it will be in many cases us- ing dead stock. With Fluid Extract Hydrastis listed at $16 a pound, Belladonna at $6, Car- damon $7.50, Guarana at $15, Ipecac at $12, etc., it will pay every druggist to go over his stock including ounce packages and see if he does not have enough of the crude drugs to warrant making Fluid Extracts from them and so save paying the present high prices. Many druggists are now paying $3 and $4 a pound for Fluid Extract of Belladonna, who have pounds of Belladonna leaves and root in their stores that could be turned into Fluid Extract without any great expense. The stock argument by the manu- facturers against the retail druggist making his own fluid extracts is the loss in alcohol which most -etail drug- gists are not in a position to recover by distillation. As this loss in mak- ing a pint of Fluid Extract of Hydras- tis (or any other extract) cannot amount to more than 50 cents this argument don’t hold good, and even this can be saved if a still is part of the equipment as it should be in all modern stores. With Ground Ipecac U. S. P. selling at $2.75 a pound, alcohol costing 33 cents a pint, Fluid Extract of Ipecac of standard strength can be made for less than $4 a pound in your own laboratory at your odd moments, in- cluding cost of solutions for assay. With MHydrastis selling at $5 a pound, the finished assayed Extract should not cost you over $6 a pound as against $9.60 you would pay your pharmaceutical house. Study the market price of crude drugs and your pharmacoepia, buy or make the necessary test solutions and then you will be in a position to make more money by saving it. Another way to save money is by installing a tablet machine. Many druggists will tell you they haven’t time and the few cents saved a thou- sand tablets is not worth while. They would be surprised to know that on some tablets they are paying the manufacturers a profit of half a cent on a tablet over cost of material or $5 a thousand. Take one-fourth grain Morphine Sulphate tablets now quoted by manu- facturing houses at $6 a thousand, with Morphine Sulphate a $5.30 an ounce the material used in 1,000 tab- lets could not cost more than $3. If the wholesale druggist is satisfied with his profit on the $3 worth of materials why should the manufactur- er who buys his materials at least as cheaply as a wholesaler, as you $3 for making 1,000 tablets, where on 1,000 calomel tablets he is satisfied with a 10 cent profit. We buy some tablets in bulk t 18 cents per thou- sand. On 1,000 one-half grain Co- deine Tablets you are asked to pay $13.50, while with Codeine Sulphate at $7 an ounce, the cost of material would be about $7.85, allowing 15 | cents for manufacturing cost the phar- maceutical house will have a gross profit of $5.50 a thousand tablets. On many other tablets the manu- facturers’ margin is just as large so it will pay every druggist to investigate tablet making for himself. Edgar F. Heffner. Advantages of Alliteration in Adver- tising. Alliteration answers the advertiser's purpose admirably in many cases. By this we do not mean the senseless lines with which we were wont to be- guile the weary hours of our youth, such as “Round and round the rugged rock the ragged rascal ran,” nor yet “Peter Piper picked a peck of pickled peppers,” etc., almost ad infinitum. Nor do we mean simple alliteration as it was used so gracefully by the poets Swinburne, Tennyson, Brown- ing, and in short, by all the writers of word music at some time or othet. Instead, we mean the rugged sort of alliteration that is at once keen, vivid and forceful. It catches the eye of the business man as he gulps down his morning coffee, follows him to town on the suburban express, worms itself into his noon hour and when he goes out to buy a hat a 3 o’clock that afternoon sends him inevitably to the store which was lucky enough to catch him with its advertisement. There is a prosperous drug store in one of the larger cities which fre- quently has a sale of certain articles in its stock at only a slightly reduced price. Yet these sales are always tremendously profitable to the pro- prietor. At first the reason does not seem obvious, but after a few weeks’ study of his good advertising it is easy to see why he can catch the at- tention of the public. One of the most interesting points in this man’s success is the fact that he handles and writes his own adver- tising copy himself. One week he will carry powder at special prices, and then we find in the morning pa- per “Powder Prices for Previous Peo- ple,” with below it a large number of cuts of various powders, with the lit- erature descriptive of their various merits alongside. Drug advertising has one serious handicap. The people want to know about the stupid standard stuff that you have been advertising all through the year, and frequently it is hard to get a new adjustment for the same, old material you have to present. The department store has the advantage of having a novelty to add to its copy almost every week, if not oftener. You have to plan, however, to spice up what you have to sell as well as possible, but also to embody the facts that someone is sure to want to read about. In these days of new ideas in ad- vertising it seems hard that the drug store has to cling to these same old ideas that it has used during the past decade. It is quite possible that some druggist will come along some day with a type of advertising full of fresh ideas and yet. conventional enough to convey the information demanded. That man’s work will be copied all over the country. The beauty of the idea of allitera- tion is that it brightens up the ad- vertisement. One particularly clever line used by the man quoted above during the last year ran, “Snappy Soap Sale for Shrewd Shoppers.” The line brought the customers into the store, too. It is the old problem of taking the household utility and bringing ‘it December 2, 1914 forward in an attractive manner. ‘Can you imagine interest in a soap sale? Yet this soap sale brought in the profits. It is safe to presume that nine-tenths of the city stocked up on soap during that week’s sale. A clever man in modern ways be- thought himself how he could make some money. Instead of taking some- thing unheard of and making money from it, he took a brand of butter and gave it a name, and to-day that man is worth millions. In the days of our fathers butter was either print butter or tub butter, and varied according to price and quality, but no butter was ever thought deserving of a name. This one enterprising man was bright enough to see that there was some- thing in it, and his idea went. There is hope in this fact for the druggist and his advertising. It is largely routine work, but there is a way for every clever advertiser to brighten his stuff. The success of the soap sale testifies to this. Surely it was not the small reduction in the price of soap which sold it. Instead, it has its reason in the appeal of the snappy slogan to the public mind. Choose your slogans with care, then. for it is through them that you are going to sell the greater proportion of your goods. Marion Lucas. ——_~2+-___ To Examine Soda Clerks. Philadelphia soda clerks and bar- tenders must submit to physical exam- inations by medical inspectors of the Bureau of Health if milk is sold at the soda fountains or bars where they are employed. The new rules of the Board of Health that went into effect insist that no persons may handle milk of- fered for sale who is suffering from tuberculosis, mumps, influenza, ma- laria fever, whooping cough. septic sore throat, measles, trachoma or other contagious diseases. Hence the soda clerks and_ bar- tenders must line up for the medical inspections as the Health Department has ruled that the new regulations cover the beverage resorts as well as the dairy stations and routes. —_—_o-2?2____ The Sloppy Soda Jerker. The Secretary of the State Board of Health of Kansas is going after the sloppy drug clerk who can’t find time to keep soda fountain glasses - clean. This is far from being a local evil, and one for which there is no excuse. There are plenty of rinsing devices in the market which are in plain view of the patron, who has a right to know that his soda is, at least, as free from dregs as plenty of clean water can make it. — 7-3 >___. Some Things a Clerk Should Not Say. “What is it?” “Something for you?” “What price?” “How many do you want?” “How much do you want to pay?” “Do you want something?” “You wouldn’t want this, you?” “You don’t want this, do you?” “T’ll show you what we have got.” “This is all we have got.” would —__22.>—___ Luckily a man is never too old to forget. bie Sta eeo si aac NE HON i ais Stl SE se sda iue pecs ssi bie NB RRR See see aa ascent i it a ABS on December 2, 1914 MICHIGAN TRADESMAN WHOLESALE DRUG PRICE CURRENT Prices quoted are nominal, based on market the day of issue. Acids ACOHG. coco. be. @ 8 Boric’... Sees @ 15 Carbolic @ 60 Cree 2. oes... @ 80 Muriatic @ 5 INSTIC eee. a: @ 10 Oxalic @ 25 Sulphuric @ 5 Tartaric 5 @ 60 Ammonia Water, 26 deg. .. 6%@ 10 Water, 18 deg. .. 44%@ 0 Water, 14 deg. .. 34@ _ 6 Carbonate .... 13 @ 16 Chloride =<... < 15 @ 30 Balsams Copaiba ........ 5@1 00 Fir (Canada) - 1 50@1 75 Fir (Oregon) .. 40@ 50 PeME he. seeks 2 50@2 75 TORY Ee ool es oa e 85@1 00 Berries Cubeb .¢..::- - 8 @ 90 RSH oe. a so 15 @ 20 SUMIPCT . cls. ees: 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. SOG) Cases 25@ 30 Licorice Licorice powdered 30@ 35 Flowers AYNICR: oo. csc ae 30@ 40 Chamomile (Ger.) 55@ 60 Chamomile (Rom) 55@ 60 Arnica j.20.. 3-2 25@ 30 Acacia, 2nd ..... 45@ 50 Acacia, 3d Acacia? Sorts .. 30 Acacia, powdered 50@ 55 Aloes (Barb. Pow) 22@ 25 Aloes (Cape Pow) 20@ 25 Aloes (Soc. Pow.) 40@ 50 Asafoetida Asafoetida, Powd. Pure 6.0.06. «- @1 00 U. S. P. Powd @1 25 Camphor .......- 65@ 70 Guaiac ......+..- 50@ 55 Keine: 26 oe. ee 70@ 75 Kino, powdered 75@ 80 Myrrh ...... @ 40 Myrrh, " powdered @ 50 Opium. .:....« 50@11 00 Opium, powd. is 00@14 25 Opium, gran. 14 — 25 Ghellace soca. cases 28@ 35 Shellac, Bleached 80@ 35 Tragacanth ING: (Lua. 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, %s loose .. 30@ 35 powdered 30@ 35 Senna, Alex .... 50@ 60 Senna, Tinn. ....35@ 40 Senna Tinn powd 25@ 30 Uva Ursi ........18@ 20 Olls Almonds, Bitter, tTUG (26 c... 0@7 00 Almonds, Bitter, artificial ... 50@1 75 Almouds, Sweet, true <......¢ 25@1 50 Almouds, Sweet, imitation ...... 50@ 60 Amber, crude .. 25@ 30 Amber, rectified 40@ 50 ANISE 0505 eet 2 50@2 75 Bergamont .... 6 50@7 00 eoepne ecceeee 1 25@1 40 ececese 1 T5@2 00 Sasior, bbls. and CONE occ ccs %w@ 15 Cedar Leaf ... $0@1 00 Citronella ..... 1 00@1 10 Cloves Cocoanut .. Cod Liver .... Cotton Seed ...... 75@ 90 Croton .... 2 b Cupbebs Higeron Bucalyptus @ Hemlock, pure .. @1 00 Juniper Berries Juniper Wood .. 70 Lard, extra .... 5 Lard, No. 1 .... 715@_ 90 Laven’r Flowers @6 00 Lavender, Gar’n i? oo: 40 Bemon. ..-.--.: 2 50 Linseed, boiled, bel” es 51 Linseed, bdl. less 56@ 60 Linseed, raw, bbls. @ 50 Linseed, haw, less 55@ 59 Mustard, true Mustard, artifi’l 4 00@ Neatsfoot sisktialsie Olive, pure .... Olive, Malaga, yellow .......... @2 00 Olive, Malaga, ETEEN .....00. @2 00 Orange sweet 2 75@3 00 Organum, pure @2 50 Origanum, com’l @ 75 Pennyroyal ...... @2 75 Peppermint . 2 50@2 75 Rose, pure .. 14 50@16 00 Rosemary Flowers @1 35 Sandalwood, Pee ee es was @7 00 Sassafras, true @1 10 Sassafras, artifi’l @ 60 Spearmint ..... 3 25@3 50 Sperm <....... 90@1 vO PANSY): occas sais 5 00@5 50 Tar, (USE she. es 30@ 40 Turpentine, bbls @ 54 Turpentine, less 60@ 65 Wintergreen, true @5 09 Wintergreen, sweet Hineh 32s. os @2 50 ‘Wintergreen, a. 20@1 20 Wormseed 3 50@4 "0 Wormwood .... 5 00@5 50 Potassium Bicarbonate ..... 30@ 35 Bichromate ..... 20@ 26 Bromide ........ @ 94 Carbonate ....:.. 35@ 45 Chlorate, xtal and powdered ...... 30@ 35 Chlorate, granular @ 40 Cyanide ......... 40@ 50 todide <...21..;. @3 77 Permanganate .. 380@ 35 Prussiate, yellow @ 50 Prussiate, red 90@1 00 Sulphate ....... 15@ 20 Roots Alkanet co .00.5.< 20@ 25 Blood, powdered 2UW 4d Calamus 5 Klecampane, pwd. 1b@ 2u Gentian, powd. 20@ 30 Ginger, Atrican, powdered ..... 15@ 20 Ginger, Jamaica 22@ 25 Ginger, Jamaica, powdered .... Goldenseal pow. 6 50@7 00 Ipecac, powd. .. @3 50 Dieoriee .......3. 18@ 20 Licorice, powd. 12@ 15 Orris, powdered Poke, powdered 20@ 25 Rhubarb ........ 7T5@1 00 Rhubarb, powd. 75@1 20 Rosinweed, powd. 25@ 3v a Hond. ground ....... 65 Sareanasuln Mexican, eround -:........ 30 35 Squills ........... 20@ 35 Squills, powdered 40@ 60 Tumeric, powd. 12@ 15 Valerian, powd. 25@ 30 Seeds AMISG 2. ..2;... 20@ 25 Anise, powdered @ 26 Bird, 1s ..... 12 Canary <.... 15 Caraway @ 20 Cardamon 25@2 50 Celery .....:. @ 30 Coriander @ 25 Dil oc... 20@ 25 Fennell 25@ 30 RIGS ces cscs @ 8 Fiax, ground — 40 @ 78 Foenugreek, pow. 10@ 15 Hemp ......<.-- POnveHs 2.2 ..0.< ae Mustard, yellow 16@ 20 Mustard, black Mustard, powd. Poppy .......... 16@ 20 QO S Digitalis . Gentian .. Ginger ... Guaiac ... Guaiac Ammon. Iodine Iodine, ers = Quince ..... bees @1 50 Rape oe. si ones @ 15 Sabadilla aes @ 365 Sabadilla, powd. @ 40 Sunflower ...... 8@ 12 Worm American 15@ 20 Worm Levant 75@ 85 Tinctures Aconite ...... a @ 75 AlOCS: cise i cee @ 65 ATDICA isc ctiecee @ % Asafoetida ..... @1 36 Belladonna .... @1 65 Benzoin .... @1 00 Benzoin Compo’a @1 00 Buchu ...5.5-.5 @1 50 Cantharadies .... @1 80 Capsicum ...... @ 90 Cardamon ...... @1 50 Cardamon, Comp. @1 00 Catechu i..ccee. @ 60 Cinchona <3 @1 05 Colchicum ..... @ 7 Cubebs ... @1 20 @ 80 @ 5 95 $1 08 @_ 80 @2 00 @2z 0 -9 a hy Ipecac ..... uageee g 1 Iron, clo. ...... 60 KM 42.5 ccecse aes @ 80 MYPrn ccc ee @1 05 Nux Vomica .... @ 70 Opium ......; @2 7% Opium, Capmh. @ Opium, Deodorz’d @2 75 Rhubarb ....... @ 70 Paints Lead, red dry .. 7 @ 8 Lead, white dry 7 e 8 Lead, white oil 7 8 Ochre, yellow bbl.1 @14% Ochre yellow less 2 @ 5 Putty. 2...:..:-. 2@ 5 Red Vernet n bbl. 1 1% Red Venet’n less P 5 Vermillion, Eng. 90@1 00 Vermillion, Pe 15@ 20 i; HH ®. Prepd 1 25@1 35 Insecticides Arsenic 12 15 Blue Vitrol, bbl. @ 5% Blue Vitrol less 7 10 Bordeaux Mix Pst 8 15 Hellebore, White powdered Insect Powder .. 20@ 35 Lead Arsenate .. 8@ 16 Lime and Sulphur Solution, gal... ue 25 Paris Green .. 15% 20 Miscellaneous Acétanalid ....... 38@ 45 Alum ooo. o. 5 8 Alum, powdered and ground ./....... 7 10 Bismuth, Subni- trate ........ 2 97@3 00 Borax xtal or powdered ... 6@ 12 Cantharades po. 4 008 00 Calomel ..... --- 1 20@1 25 Capsicum ...... 35 30@ Carmine @4 50 Cassia Buds .... @ 40 Cloves 30@ Chalk Prepared 6@ 8% Chalk Praciiiinted 7@ io Chloroform .... 37@ 43 Chloral Hydrate 1 00@1 20 Cocaine ....... 5 05@5 50 Cocoa Butter .. 530 65 Corks, list, less 70% Copperas, bbls. .. @ O01 Copperas, less .. 2@ 0 Copperas, powd. 4@ 6 Corrosive Sublm. 1 1301 25 Cream Tartar .... 40@ 45 Cuttlebone 35 Dextrine 7 Dover’s Powder . @2 50 Emery, all Nus. 6 10 Emery, powdered 65 8 Epsom Salts, bbls @ 2% Epsom Salts, less 3@ 7 Ergot .......... 2 00@2 25 Ergot, powdered 2 75@3 00 Flake White .... 12@ 15 Formaldehyde Ib. 10@ 1s Gambier ....... 10@ 15 Gelatine ......... 50@ 60 Glassware, full cases 80% Glassware, less 70 & 10% Glauber Salts bbl. @1% Glauber Salts less 2@ 4 Glue, brown ..... 11@ 15 Glue, brown grd. 10@ 15 Glue, white .... 15 25 Glue, white grd. 15 29 Glycerine ........ 27@ 8 Hops .....2.....- 0@ su Indigo ......... 1 50@1 75 Iodine ........ 4 55@4 80 Iodoform ...... 20@5 80 Lead Acetate .... 15@ 20 Lycopdium ..... @1 00 Mace 0. ce ee ce 90@1 00 Mace, powdered 1 oot 10 Menthol ........ 3 50@3 75 Mercury a 2 Morphine all brad 5 65@5 90 Nux Vomica .... @ 15 Nux Vomica pow @ 20 Pepper, black pow @ 30 Pepper, white ... @ 35 Pitch, Burgundy @ 15 Quassia Deeaaee 10@ 15 Quinine, all brds 30@ 40 Rochelle Salts .... 30@ 35 Saccharine .... § 50@6 00 Salt Peter ....... 12 15 Seidlitz Mixture. bib 30 Soap, green .. 15@ 20 Soap, mott castile 12@ 15 Soap, white castile COBO 6 re cces sce @6 25 Soap, white castile less, per bar .. @ 68 Soda Ash ...... 1%¥@ 5 Soda Bicarbonate 14%@ 5 Soda, Sal ...... ¢ 4 Spirits Camphor 5 Sulphur roll ....2%@ 5 Sulphur Subl. .... 3@ 5 Tamarinds ...... 10@ 15 Tartar Emetic .. @ 60 Tartar Emetic .. Turpentine Venice 40@ 50 Vanilla Ex. pure 1 won 50 Witch Haze 1 00 Zinc Sulphate .. -~ So ® gon o FOOTE & Jenks’ COLEMAN’S (BRAND) Terpeneless Lem ona nd High Class Va n i I la Insist on getting Coleman's Extracts from your jobbing grocer, or mail order direct to FOOTE & JENKS, Jackson, Mich. a. 2 f Holiday Goods +t our store. season at wholesale is near at hand. able date. message: UR sample line of holiday goods is yet on display in our show room in The end of the selling are, however, yet able to advise our cus- tomers that we are in a position to serve them well and make shipment at a reason- The contracts which we had with producers and importers are being ful- filled and we are shipping holiday goods NOW. To BELATED BUYERS we have this Come at once, and give us an opportunity to show you the best line ever assembled in Michigan and give you ser- vice that will be satisfactory. & & & We Hazeltine & Perkins Drug Grand Rapids, Michigan Co. Economic Coupon Books They save time and expense They prevent disputes They put credit transactions on cash basis Free samples on application AM Tradesman Company Grand Rapids, Mich. . - tenement : . [iaiiniskkonaliainncuinetancs 8 SE RA SAAS R 44 ae MICHIGAN TRADESMAN December 2, 1914 These quotations are carefully corrected weekly. within six hours of mailing, roe CHEESE Bogota or Nuts, per bu. _and are intended to be correct at time of going to press. Prices, however. are Bloomingdale .... eee Panes usher es aint 2 Pooneamag tcethtr te liable to change at any time. and country merchants will have their orders filled oe City .... @16% Exchange Market, Steady Chestnuts, New York at market prices at date of purchase. ee Oiei ee ee. eis State, re a tees Defden .......... 15 aos No. 1 Spani ADVANCED DECLINED Limburger ...... 15% Arbuckle “York” Basis 17 Dono coe Te Pare Soo do oe uilcLaughlin’s XXXX . oe Fg Shelled escee ee c u nutS ..... Jute Clothes Line Canary Seed Sap Sago ....... @24 to retailers nly, Mail al Pecan Halves ae Sisal Clothes Line Swiss, aomentic @20 orders’ direct to Walnut Halves : 65 Spit Peas CHEWING GUM Mebaughlan & Co, Chicago Filbert Meats... @gs So ccinen pelt Adams Black Jack .... 62 Extracts Fare Simonds @65 Adams Sappota ....... 59 Holland, % gro. bxs. 95 n Almonds .. Beeman's Pepsin ...... 62 Felix, % eo oo 1 a Fancy H P Bune daw @6% eechnut 66.0... 5220.2 62 5 fo gro. 8 R Ohigite 0. 133 Hummel’s tin, % gro. 148 4, eSted ...... -_ Sia Colgan Violet Chips .. 65 CONFEC Roastaumbo, Raw @8% Index to Markets 1 2 Gol : ECTIONERY Roasted ...... gan Mint Chips .... 65 cree O9% By Columas iad Says . Seetciss 62 Horehsund — oo ‘ og ACKERS ie ODPUCE 2.6... k ssa 59 Standard ........... : Nati AMMONIA — Little Necks tite - gt 00 Juicy Fruit ..........,. 59 Standard, small .... 10 onal “Blcute Company 6 cn cial 0 sk: Sak 76 Little Neck, 2tp. :: 150 Red Robin ............ 62 Twist, small ..... --- 10 B x Col. : suranclam ,Boullion gi), ae 62 : naan utter i. urnham’s fos pearmint, rigleys ... 64 MMO. 2.2505. 5 6, aes Ammonia .........--. 1 mS Burnham's a? Sees a Spearmint, 5 box jars 3 20 Jumbo, small ........ m NOG a eeutare eo e Grease ......--- 1 im. wood boxes, 4 doz. 309 Burnham's ats. ......7 50 ee 3 box jars 192 Big Stick ........... 9% Seymour Round = ba run DPIUCE OS. oe ae ak 59 B eee _ , Hein in'otiel 235, 1H Kale owecere ug ag Xuetlan ene oe ek ae a eesccces . pails, per doz. ..6 00 O08 .2,:. ee 0@1 00 eee c creer cee sc rece : ecccccccese 6 oa i re Mare Der ee 2 28 Fancy ........ @1 30 CHOCOLATE ee oe ee 2 St ee ee i Breakfast Food ...... 1 + PAS, DEF COM. :. French Peas Walter Baker & Co. French Cream ....... s Sores sene oe | cow ig ees : No, BAKED BEANS Monbadon (Natural) | |. German's Sweet ...... 22 Fancy bod ae Ci ae i FUBNES ...corecccccce o. 1, per doz. ...45@ 90 Sas nievees © TEMIUM ...ccccccssee. 2 Grocers .......... sins e sacs ech Butter Color ......... 1 No. 2, per doz. Oy Gooseberries Caracas ........-..... 28 Kindergarten ........ Oyster . No. 3, per doz. ...88@1 75 No. 2, Fair ......... 150 | Walter M. Lowney Co. Leader .......... es NBC Picnic Oysters . 6% ceili ‘ SAst: bkink No. 2, Fancy ........ 2 35 Premium, As Lene: 29 Majestic ............ ae Oysters ........ 61% time gee. Mnglish: 6255.5. 2... Hominy remium, %8 ....... - 29 Monarch ,.......... teteerececccenee § a Sone: a8 . 95 Standard ............ 85 CLOTHES LINE Novelty .5...-....01.. 1 & catsup ae 2 BLUING Lobster Per doz, Paris Creams ........ 11 weet Goods Chee: Soo ne 8 Jennings’. TD. ....cccccceseee 185 No. 40 Twisted Cotton 95 Premio Creams ..... 14 Cans and boxes Ghewing Gum sseeess 3 Condensed Pearl Bluing % ID. ...++.++4++++20- 3.15 No. 50 Twisted Cotton 130 Royal ............... 8 Animals .........2... 10 Metney es ccs 3 Small C P Bluing, doz. 45 Mackerel No. 60 Twisted Cotton 170 Special ...... sc etele 40 Atlantics Also Asstd. 12 imacpiate ....-. 3 Large C P Bluing, doz. 75 Mustard, it. ....... 180 No. 80 Twisted Cotton 200 Valley Creams ...... 13 Avena Fruit Cakes .. 12 Clothes Lines 3 Folger’s. Mustard, 2tb. ........ 230 No. 50 Braided Cotton 100 X LO ..... ee . 1% Bonnie Deon Cookies 10 Cocoa -..-. 2 Summer Sky, 3 do. os. 1 20 Soused, 1%. ....... 160 NO. 6) Braided Cotton 1 3 Specialties Cameo Biscuit 0... 2p Sclos .....:.- 3 ? Tomato, 1tD. ........ 150 No. 80 Braided Cotton 2 25 Pails Cecelia Biscuit ...... 16 Confections .... 4 BREAKFAST FOODS Tomato, - wecceeee 280 NO. 50 Sash Cord .....1 75 Auto Kisses (baskets) 13 Cheese Tid Bits .... 20 Grackead Wheat 5 Apetizo, Biscuits .... 3 00 ushrooms ert ak cena eevee 3 oes S oo. ae Grackers ......«.:... 6 6 Bear Food, Pettijohns 213 Buttons, wee oe a BP FP Ee eee Bonnie Butter Bites .. 17 Chee Ponce Mi a Cream Tartar ......- - 6 Cracked Wheat, 24-2 250 Buttons, 1s ..... @ 30 : ULE wee eeereee Butter Cream Corn .. 15 : ey rs 16 i. Cream of Wheat, 36-2 450 Buttons, 1s ...... @ 25 No. 60 Sisal ......... - 100 Caramel Dice ........ 18 police Cookies ....... 12 g Cream of Rye, 24-2 .. 3 00 Oysters . Galvanizea Wire Cocoanut Kraut ...... rile a See Dried Fruits .......-. Quaker Puffed Rice .. 4 25 Cove, 1 No. 20, each 100ft. long 1 90 Cocoanut Waffles .... 14 ee eee weess Ee F Quaker Puffed Wheat 285 Cover 21D. .v.cv. 160 NO 19 each 100ft- long 210 Coffy Totty ......... 14 Gaenenus tay Bac .. g Quaker Brkfst Biscuit 1 90 ro teeeres 60 No. 20, each i00ft. long 100 Dainty Mints 7 tp. tin 17 Goceanut Drops .... 12 Farinaceous Goods ... Gusker Gorm fiakes 1 75 Piums No. 19, each 100ft. long 210 Empire Fudge ...... . 14 anut Macaroons 18 Fishing Tackle ...... 6 Victor Corn Flakes .. 220 PIMs, ----.i-... 90@1 35 COCOA Fudge, Pineapple :... 14 Gocont Honey Fingers 12 adage eteare ** q Washington Crisps .. 185 No, 3 ae in 9° Aa) 159 Baker's ....... cues 37 Fudge, Walnut ...... 16 Coffee Cates ee 12 eg coma oe eet Se i Hearts ....... 1 90 ce ae nr wow oe Eepert ae Dinner Pail aileed = om ree eatena ........... 4 50 eas olonial, 4s . coos 85 udge, Choco. Peanut 13 ‘ami ae a phir ed Sugar Corn 90 een ek seeeee oa 1 . cone, %s . = aed aie | a -. 14 i is Coker apeta. ees a” arinose, 24-2 ....... 270 rly June ... 5 TDDB sacescnes e udge, Toaste ocoa- ' Seu Golating .-.---sr000+ [oe 270 Barly June siftd'1 4501 58 Hershey's, is 2 2 Bee 10 Grape Sugar Figkes.. 250 peaches, Bagler es lcl, Be Budge Conomuus -s:. 24» peuet Cpated Bar «- Herbs ....+-2ssseeee- 7 Hardy Wheat Food .. 225 No. i0 size can pie _— Lowney, %8 .. - 84 Honeycomb Candy .. 16 Frosted Giese Cook.” 8% Hides and Pelts ..... 8 -motand Rusk oo 2 90 : Pp Lowney, 4s ... - 84 Iced Maroons ........ 14 Frosted Rae Sgs 3” ea Radish ....... 8 kKrinkle Corn Flakes 2 00 Pineapple Lowney, 4s ..... -- 38 [ced Gems .......... so 45 Ginger Gems Plain .. 8 ; Mapl-Corn Flakes ... 280 Grated ........ 1 75@2 10 Lowney, 5 Ib. cans .... 33 Iced Orange Jellies ... 13 Ginger Gems Iced ... Hd oa 3 Minn. Wheat Cereal’ 375 Sliced ......... 95@2 60 Van Houten, % Italian Bon Bons .... 13 Graham Crackers .... 8 oe a 3 Ralston Wheat Food 4 50 yen Houten. Lozenges, Pep. ...... 11 | Ginger Snaps Family s% y GlaSS€S ..-.----- Ralston Wht Food 10c 1 45 an outen, % Lozenges, Pink ..... 11 Ginger Snaps R’d . M : Saxon Wheat Food e 2 60 een eae eee a 14 Henieaula Jumbles .. 2 Macaroni ........... Shred Wheat Biscuit 3 60 see Ola8SeS KISES, obnob Cookies ...... 12 Mapleine ..........-- 8 ‘Triccult, 18.......... . 28D Galion .............5 3°40 ae a a pe ae ass +++ 18 Household Cookies ... 8 Meats, Canned ..... 9 Pillsbury’s Best Cer’l 4 25 Wilber 33 Nut Butter Putts .... 14 Household Cks. Iced .. 9 Mince Meat .. 8 Post Toasties, T-2 .. 2 40 Raspberries me Beet ese Salted Peanuts ....... 12 Hippodrome Bar ..... 13 Molases ...... : 8 Post Toasties, T-3 .. 260 Standard ....... @ " cocoaiuT Money Fingers Asst. 12 Mustard .......seee0- 8 Post Tavern Porridge 2 80 Salmon Ks, cS oe oo gras ceaies Pails Hance Fale ome BROOMS Warrens, 1 Ib. Tall .. 2 30 . %s, 5ib. case ....... 29 Assorted Choc. 16 Tae ee tee Mute... 5.2.55: ns 4 Fancy Parlor, 25 th. 4 25 se Baby oS 1 Ib. Flat ..240 ts, 15m. case ...... 29 Amazon Caramels ... 16 jac ce a Parlor, 5 String, 25 tb. 400 Red Alaska ....1 70@1 75 igs, 15tb. case ...... Be 48s Champion ........... 12 Jubilee Mixed ...... 10 bons ° : Standard Parlor, 23 Yb. 8 69 Pink oo 1 rae “ is, o CABG + ai Choc. Chips, Eureka ..19 Kaiser Jumbles ...... 10 cece nenceeeceee ommon, eee sees 4S 8 . case Cli Pee eae Lady onge : Special, 23 tb. ...... 2 75 Scalloped Gems ...... 10 Eclipse, As id pecs cooet & ° pse, Assorted .... 14 Leap Year Jumbl 20 Pickl g Warehouse, 33 425 p Sardines “4s & Ys pails ...... 16 Ideal Chocolates 14 Lemon Biscuit Squai re 9 ckles ...-......0055 So Wik .... ae Pomestic, Ga.........2 75 Bulk, pails ......---. 18 Klondike Chocolates Le picages PE cies nian se 8 Domestic, % Mustard 3 75 ondike Chocolates 18 mon Wafers ......17 Playi Fancy Whisk ........ 1 26 * Bulk, barrels ..... 12 Nabob 18 Lemona ying Cards ...... 8 Domestic, % Mustard 3 25 ? ; ee sae sinaels core ce sscccccerscsee SH Potash 8 BRUSHES French, % : Baker's Brazil Shredded Nibble Sticks ....---. 25 Mace Cakes ..... Provisions ...----+++- 8 Scrub French, $s see: 3028 7 i pkgs., DEE Vase cess Nut Wafers ........ 18 Mary Ann .......... 8% Solid Back, 8 in. ..... 75 c pkKgs., per case Ocoro Choc. Caramels 17 Marshmallow Pecans 18 - Solid Back, 11 in. .... 95 Sauer Kraut 16 ade and 82 bc pkgs, | Peanut Clusters ...... 20 Medora ........ 8 9 Pointed mee Dees RD a O) CANS. 3.52 .cecce 80 ' OF Pee Hoare auntetrs et eee es 16 on SS Cookie, Teed as woe ecesecesseses Stove 0. 10, cang ......... 2 40 C8iNA .....-000- eoee Il oney CB .. Rolled Onte ..62.6.5-5 °° 8 “NO 8 2 0 . Rlo Star Chocolates ..... 13 Oatmeal Crackers .... 8 s No. 2 3020. a Shrimps Common ........ sonou ae Superior eolates 19 Orange Gems ....... 8% Salad Dressing ...... 9 No 1 ehalinag sareocdien 1 75 Dunbar, Ist doz. .... 1 45 fect ee ii one noe Penny Assorted seecee 8% Saleratus ..........-. 9 joe unbar, 14%s doz. .... 2 50 cece ewer rcceres op Corn Goods osecee NG 3 noon sce secs 200 Fancy ............. ms spice, Jamaica ..9@10 weet Cuba, 10c ...; Adora, 10c size .os...100 Wizard, Gran. Meal ..4 60 MAPLEINE Sheep, per bundle 85 Allspice, ig Garden @11 Sweet Cuba, 1 Ih. tin 4 50 2. 250 Wizard Buckwh’t cwt 3 40 2 oz. bottles, per doz. 3 06 Uncolored Ores Cloves, Zanzibar .. @22 Sweet Cuba, % Ib. foil 2 25 Nabisco, 10c .......--1.00 Rye .erserereseseeees 5 25 1 om. bottles, per doz. 175 ‘Solid Dairy ....12%@16% Cassia, Canton .. 14@15 Sweet Burley, 5c L&D 5 76 » ‘in duik, per tin Valley ‘City Milling Co. MINCE MEAT Country Rolls .. 18 @19% Cassia, 5c pkg. dz. @25 Sweet Burley, 8 oz. .. 2 45 Nabisco ee ae 175 Lily White ...... .--- 600 Per case ..... ee veus Canned Meats Ginger, African .. @ 9% Sweet Burley, 16 oz. 4 90 WeateO. ...-4 5. ss =. ss 150 Light Loaf ..... veeee 5 5O Corned beef, 2 th. ....4.80 Ginger, Cochin @14% Sweet Mist, % gro. .. 5 70 Bent's Cwater Crackers 140 Graham ...... abodes ci SOD MOLASSES Corned beef, 1 tb. ....2 70 Mace, Penang @70 Sweet Mist, 8 oz. .... 11 10 Granena Health .... 2 65 New Orleans Roast beef, 2 tb. .....486 Mixed. No. 1 ..... @17 Telegram, bc ........ 5 76 CREAM TARTAR Gran. Meal .......0.. 205 Fancy Open Kettle 42 Roastt beef, 1 tb. ....2 70 Mixed, No. 2 ..... @16 ‘wiger, G6 ............ 6 00 Barrels or Drums .... 40 Bolted Med. ...... a £00 Chate ........ ‘+ 35 Potted Meat, Ham Mixed, 5c pkgs. dz. @45 Tiger, 25c cans ...... 2-40 gee aces ess 41 Voigt Milling Co. Good ....... iia. ae Flavor, 48 ...... 55 Nutmegs, 70180 .. @30 Uncle Daniel, 1 tb... 60 Square Cans .......- 48 Voigt’s Crescent ..... 600 Fair ............ csccee, 96 «POtted Meat, Ham Dey bags ha O18 on cee. 's Fancy Caddies ...... 48 Voigt’s Royal ....... - 6 40 Half barrels 8c extra Flavor, %@ ...... % 5 pper, Whit os 3a Voigt’s Flouroigt .... 600 Red Hen, No. 2% ....1.75 Deviled Meat, Ham Pepper, Cayenne». @22 hy DRIED FRUITS Volgt's Hygienic Gra- | Red Hem” MO gh vd Deviled Moat. Ham’ "8+ Panta, Munearian | Appin Win uti °° AMT occu. s cess 4 80 : a F i Pure Ground In Bulk Ne ee ae tects mrepor ed ‘Shoiee a 10% Waisqn Slesies Milling Co. MUSTARD Potted Tonene “Ma. - Ae Jameics a ou ee Nat. Leaf. 2 erfection Buckwheat % Ib. 6 th. box 16 Potted Tongue, %s 95 ovo Genero 44+ 8 Drummond Nat. Tea’ i aale el 1 2 at. L Gite. er wea Ee OLIVES RICE ao eo ee” lo ee Citron Tip Top Flour ...... 5 45 Bulk, 1 gal. kegs 1 00@1 10 eee anit ts -++-7 @7%& Mace, Penang ..... @75 Battle Ax ..........., 32 Corsican 16% Golden Sheaf Flour .. § 00 Bulk, 2 gal. kegs 95@105 Broke Style... aya, 4 Nutmegs .......... @ax-Bracer, 6 and 12 Th... 30 olay Maschalls Hest tous 620 GUlt 5 @ak Regs . sqrt 00 Bee asses ---- 3%@4% Pepper, Black ..... @18 tent sack’ oo and 16 tb. 32 Imported 1 Tb. pkg. -. 9% Worden Grocer Co. Stufted, too 4m wad scene fone Peover. Cae Or Boot juuk. per rae. 96 Imported, bulk ....... 9% Quaker, paper ..... . 540 Stuffed, 14 oz. ........ aan” Ss. 6 00 bapriks in Bullion, 16 oz. ....... ee 25 Steel Cut, 100 i. sks 310 Paprika, Hungarian @45 46 eo ak os Quaker, cloth ...... 5 50 ee (not stuffed) Monarch, bbls. .. . 5 75 STARCH ee Tama — 2 rs—Choice, Oe ee Oe ee. : che OM sac... 44 Muire—Guncsy Hom PL aneae tard wheat aanranllas Yok oR gumken ae magne. 3 Bioeng Ph Bae Wore TH Fancy, Peele ee L . nch, 10 oz. ........ : 7 0 : : b. eer Peel Calla, ily .255.55..., 6 00 Lunch, is 0 eee at cu 2 28 Quaker, 20 Family .. 459 Muzzy. “adie -- 5% Creme de Menthe, tb. a Lemon, See ve : Worden Grocer Co. Queen, Mammoth, = A gs oe te Legume Silver Gloss, 40 11. .. 7% eer 6 Ih. boxes aaa a , American 2 “ic 7 f a (Qa Sees somns olumbia, Seen F : bes ase Va Orange ia eee foe - ae Muses: Mammoth, 28 ne oan. % pint eee 400 oe aa ’ Git Mice" ae sinees " ; Ne . NM OMe ince eee cece nea. ’s, large 1 doz. 450 Argo, 24 5e pkgs. . 90 » & ID, seeeee Cluster, 20 cartons ..2 25 American Hagle, Ys 6 10 Olive” ‘Chow, “2° doz. ‘es. cee Gold Rope, 6 & 12 th. cute 2 og tat Sponge es chet Eden a nas Burkes’: Small 2 Gor. § 26 Sliver Gloss, ins’. t% Gold Hope, # & stor. 8 io ace Hueco. a oo WMascka gee PICKLES Snider's small, 2 doz. 1 35 hea ’ ecdea? 22 . 24 Tb m... 4 Golden Horn, bak - SALERATUS 48 1tb. packages ...... 5 ~ Py Prunes Wisconsin Rye . ers = a mecue Packed 60 lbs. in box 16 3tb. packanees aeeass 4% i a Sh 10 Th. & 21 tb. 36 90-100 251b. boxes ..@ 1% Bahesiian Ree sees 3 a6 ae 1,200 count ..7 25 Arm and Hammer .. 8 0@ 12 tb. packages R Sosas ag & 12 th. 43 80- 90 B6Ib. boxes -@ 8% Judson Grocer Co. f gallos wee count 418 Wyandotte, 100 %s .. 308 50D. boxes .......... % ta mreashe a : . boxes .. 4 Ceresota, %S ....... : 6 << e e e ac SAL SODA SYRUPS J. T., 5% & 11 th. 40 or ty amin. tosen Gap Ceresota, 4S 0 690 Bp Small Granulated, bbls. ...... 80 Corn J, T., 5% & 11 th. .... 35 : : 1 Ceresota, %8 ..--.. * 799. «Barrels ..... Sade 950 Granulated, 100 Ibs. cs. 90 Barrels ........ Keystone Twist, 6 1b. 45 a 88 26lb., Pexcn’ -- 2) Voigt Milling Co Half barrels ........ 5 235 Granulated, 36 pkgs. ..125 Half barrels ......... 34 Kismet, 6 tb. 48 Columbian .......... 650 © Sallon kegs ........ 2 25 , sone zt Rar Ser adie oe be Bae 48 FARINACEOUS GOODS SALT ue Karo, No. 1%, x a Wictie Glance Go." 9 4 Ghacking 6 et (iS Mom. CC. .. ee erry Widow, 12 Ib. 32 i. BN ue Grocer Ce. Hoes Gherkins Common Grades ia Karo, No. 32 3 45 Nobby Spun Roll 6 & 3 58 gold, %s cloth .. 700 Barrels ............. 13 00 199 r oO. dz.195 5 t, California Limas .... 7 | Wingold, %s cloth 1. 6 99 Half barrels ...... 68 sie Blue Karo, No. 2% 2 Seema ae, te stants 32 Med. Hand Picked ...2 80 Wingola, is cloth :. 6 30 5 gallon kegs ....... 2 50 4 Ib. sacks OZ. vee ener seneese 30 atterson's Nat. aon 93 Brown Holland ...... 250 Wingold, 4s paper .. 6 85 Sweet Small 28 10 Ib. sacks Blue Karo, No. 5,1 dz. 225 Diente Twist 6 tb... 43 Farina Wingold, %s paper .. 680 Barrels ..........4.. 600 56 Ib. sacks - hee a Piper Heldsick, 4 Pe 1. 69 25 1 Ib. packages ....1 50 Meal Half barrels .....---. 850 28 Ib. sacks ........ GOW ss tas a geen at 16 Bulk, per 100 tbs. “Cae Belted ku § wales bes 4 - 8 lb. sacks ..... --» 20 Req _Zaro, No. 1% 4 8 ad —e, a 96 ee : as Warsaw G0t occ lceceaess 4 00 0, 0Z., per doz. 48 Packed i2 (Holland Rush Bake Grasilated be PIPES 56 tbh. sacks ...... 26 Red Karo, No. 2,2 dz. 230 Redicut, 1% oz. ...... 38 Clay, es 216, per box 175 28 tb. dairy in drill bags 20 Red Karo, No. 2% 2dz270 Scrapple, 2 & 4 doz. .. 48 8 containers (40) rolls 3 20 New Red ............ , 03 Clay, D. full count 60 Solar Rock ” Red Karo, N . dz. 2 = Sherry Cobbler, 8 oz 32 Hominy New White .......... 100 Cob x 90 56 tb. sacks 26 OrG, OT Oe Spear Head, 12 oo ee clciels cies a = oe Way odes ea Red Karo, No. 10, % p ead, 12 oz. .... 44 Pearl, 100 Th. sock 27 arichigan caries +..--< 62 No, PEAYING CARDS Common GOR. eon e nase 205 Gear Head, en c.. Af Danie 16 ih. box Less than carlets 1.2. 4 No 90, Steamboat ... 75 Granulated, Fine ..... 1 05 ; Pure Cane Su. Deal, 7,14 & bi Imported, 25 Ih. box ..2 50 ot No. 15, Rival assorted 125 Medium, Fine ..... Ml110) Fair .......... eeerees a ree Kd 1. 30 ah mca. Gatois - eo %. Tevet, enam’d 1 50 ae vine Gece eel age eees. 30 Star, 6, 12 & oa a i 43 See cerecccccece c i GCIAE co coe: OICE ccc cceceee =e 5 senor ee cee sess: 815 Less than carlots .... 78 No. 98 Golf. satin fin. 2 00 Cod Falger’s Grape Punch & 30 tb. ..... Saucsss 34 mpire .......+05+6- ay No. 808, Bicycle ......2 00 1, Quarts, doz. case .... 600 jen Penny, 6 & 12 th. 35 Pe Carlots ..... 14.00 No. 6 , arge, whole ..... T Talk, 14 ee ee 4 o. 682 Tourn’t whist 225 sme’ whol TABLE SAUCES ee es oe Green, Wisconsin, bu. 2 85 ess than carlots .. 16 00 POTASH Strips or bricks oous Halford. ares 3 75 Yankee Girl, 12 & 24 tb. 31 Green, Scotch, BH. =" 2.55 serge Car HEEL «...., gq BADER, 2 dom vavvot 15 POWDER’ cawne "G65 AMOR, omni 00000. 3 2 Serap ’ ° No. 1 Corn & Oat Feed 3 PROVISIONS Smoked Salmon TEA re ee. OO sinsecaccis E OO East India Sago 5 Cracked Corn ........ 30 Barrelied Pork Stripe (occ. ii. co cce ce Uncolored Japan aoe Ph on Scrap .... 5 40 He rae 2 Coarse Corn Meal .... 39 Clear Back .. 23 00@24 00 Hallbut Medium ..... acess Seg EAR Bins, OF iscsi Oe erman, sacks ........ Short Cut Clr 22 00 Contes pede dideete. 28@33 tlas, 2% OZ. ....... 26 German, broken pkg. FRUIT JARS Henin 20 pee . Be seh ete eensins Wee 2.22.4... 36@45 Globe Scrap, 2 oz. .. 30 Flak ne oe : eo ee Ee Brisket, Clear ae nae 00 sataae ents , Basket: fired, Choice 38037 Honey Gomb Scrap, be 5 18 ake, sacks .. Mason, qts., per gro. 455 PAS ..cc.ccccsecceee ene sertne age eral -— . Pearl 2100 Th sacks »2 Mason, % gal. per gro. 6 90 Clear’ Family... 26.00 ¥. M. wh. hoop bbls. Basket-fired, vey Hy Mall Pouch 4 don. és 2 00 anute, sk ee oe 2 15 Mason, can tops, gro. 1 30 Dry Salt Meats Y. M. wh. hoop bbls. Siftings, bulk ..... 9@10 Old Songs, 5c .... 5 76 | GELATINE S P Bellies..... 144%Q@15 Y- M. wh. hoop ¥% bbis » bulk ..... @ , race Siftings, 1 tb. pkgs. 12@14 Old Times, % gro. .. 5 50 Cox’s, 1 doz. large ..1 45 Lard Ln M. wh. hoop kegs . FISHING TACKLE Cox’s, 1 doz. small .. 90 Pure in ti Gunpowder Polar Bear, 5c, %4 sro. 5 76 Knox's S os ure in tierces 121446@13 ot” Moyune, Medium ..28@33 Red Band, 5c % gro. 5 76 to 1 in. ... gach eee og 11 23 Compound Lard ..8 @ 8% standard, pois, +: * - Moyune, Choice ...35@40 Red Man Scrap, 5c .. 1 42 oe fenaen Eauaeace” “1 fe $B tube ----advance jy Standard, fogs s-. 1 Bushels, wide band ne MATKOL 55 sscseee ces Splint, large .. Splint, medium .... Splint, small Willow, Clothes, large Willow, Clothes, small Willow, Clothes, me’m Butter Plates Ovals % » 250 in crate .... ? ib 250 in crate .... 2 3 5 tb., "250 in crate ...... Tb., 250 in crate ...... tb., 250 in crate ...... Th. , 250 in crate ...... Wire End Tb., 250 in crate .. Th., 250 in crate ...... Th., 20 in crate Churns Barrel, 5 gal., each .. 2 Barrel, 10 gal., each ..2 Clothes Pins Round Head 4% inch, 5 gross ...... Cartons, 20 2% doz. bxs Egg Crates and Fillers Humpty Dumpty, 12 dz. No. 1 complete ....... No. 2, sane sow se 6 ane Je: ¢ » fillers, 15 eee eeeecorseve dee a a ee? O10 bok Tb., 250 in crate ...... 4 65 70 20 0 28 1 35 16 Faucets Cork lined, 3 in. ...... 70 Cork lined, 9 in. .... 80 Cork lined, 10 in. ...... 90 : Mop Sticks Trojan spring ........ 90 Eclipse patent spring 85 No. 1 common ........ No. 2 pat. brush holder 85 Ideal NO. 7 joss se css 12%. cotton mop heads 1 30 Palls 2-hoop Standard .... 2 00 2-hoop Standard .... 2 25 3-wire Cable ...... -. 2 30 Fibre ..... pu sete kas 2 40 Toothpicks ok 100 packages .. 2 00 Ideal ... Traps Mouse, wood, 2 holes .. 22 Mouse, wood, 4 holes .. 45 10 qt. Galvanized .... 1 55 12 qt. Galvanized .... 1 70 14 qt. Galvanized..... 1 90 Mouse, wood, 6 holes .. 70 Mouse, tin, 5 holes .... 65 Rat, WOOG .iciecsccs evs 80 Rat, Spring 2. .......¢. 75 Tubs 20-in. Standard, No. 1 8 00 18-in. Standard, No. 2 7 00 16-in. Standard, No. 8 6 00 20- in. | Cable, No. 1 -- 8 00 18-in.' Cable, No. 2 .. 7 00 16-in. Cable, No. 3 .. 6 00 No. 1 Fibre .........16 50 No, 2: Fibre. ....<.... 15 00 No. 3 Fibre ....... -.13 50 Large Galvanized ... 5 50 Medium Galvanized .. 4 75 Small Galvanized 4 25 Washboards Banner, Globe ....... 2 50 Brass, Single ........ 3 25 Glass, Single ........ 3 25 Single Acme ........ 3 15 Double Peerless .... 3 75 Single Peerless ..... 3 25 Northern Queen - 3 25 Double Duplex ...... 3 00 Good Enough ....... 3 25 Universal ...54.....5 3 15 Window Cleaners D2 AN. soccepestosesss 4 00 SRN eee cc eeces oa 8D M6 AM. - 53504. 055 cease 2 80 Weod Bowls 13 in. Butter ......... 1 75 15 in. Butter ........ 2 50 17 in. Butter ........ 4 75 19 in. Butter ......... 7 50 WRAPPING PAPER Common Straw ...... Fibre Manila, white .. Fibre Manila, colored No. 1 Manila ........ Cream Manila ........ G2 mm om CO DS Butchers’ Manila .... 2% Wax Butter, short c’nt 10 Wax Butter, full c’nt 15 Wax Butter, rolis ... 12 YEAST CAKE Magic, 3 doz. ....... 1 Sunlight, 3 doz. ..... Sunlight, 1% doz. YOURS TRULY LINES Pork and Beans 2 70@3 60 Condensed Soup 8 25@3 60 Salad Dressing 3 80@4 50 Apple Butter .... @3 80 Catsup ........ 2 70@6 75 Macaroni ..... 1 70@2 35 Spices: ........; 40@ 85 AICS: oc os one @ 7 AXLE GREASE 1 tb. boxes, per gross 9 00 3 th. boxes, per gross 24 00 er Nater.Ne Car lots or local shipments, bulk or sacked in paper or jute. Poultry and stock charcoal. Gee Jay (300 lots) El Portana Ss. Cc. W. Johnson’s Hobby — Johnson’s As It Is ..33 00 BAKING POWDER K. C. Doz. 10 oz., 4 doz. in case 85 15 oz. 4 doz. in case 1 25 20 oz., 3 doz. in case 1 60 25 oz., 4 doz. in case 2 00 50 oz., 2 doz. plain top 4 00 50 oz. 2 doz screw top 4 20 80 oz., 1 doz. plain top 6 50 80 oz., 1 doz. screw top 6 75 Barrel Deal No. 2 8 ee each 10, 15 and 2 steerer cece ens 80 With a. dozen 10 oz. free Barrel Deal No. 2 6 doz. each, 10, 15 and OB OOL. sie su aes 24 60 With 3 dozen 10 oz. free Half-Barrel Deal No. 3 4 doz. ook 10, 15 and cere eer ecenes 5 40 with. ° doz. 10 oz. free All cases sold F. O. B. and _half- jobbing point. All_ barrels barrels sold F. O. B. Chi- cago. Royal 10c size .. 90 ‘Y%TD cans 1 35 6 oz cans 1 90 16tb cans 2 50 %tb cans 3 75 lth cans 4 80 3tb cans 13 00 5Ib cans 21 50 CIGARS Johnson Cigar Co.’s Brand Dutch Masters Club 70 00 Dutch Master Grande 68 00 Dutch Masters, Pan. 68 00 Little Dutch Masters (300 lots) oeeeda 00 222-32 00 Worden Grocer Co. Brands Canadian Club Londres, 50s, wood ....35 Londres, 25s tins ......35 Londres, 300 lots ..... -10 COFFEE OLD MASTER COFFEE Old Master Coffee See Bk San Marto Coffee eceece Roasted Dwinnell-Wright Co’s B’és White House, 1 tb. ...... White House, 2 th. ....... Excelsior, Blend, 1 It-...., Excelsior, Blend, 2 tb. Tip Top, Blend, 1 th. .... Royal Blend 2.2.3... 4.23. Royal High Grade .. Superior Blend ........ Boston Combination Distributed by . Judson Grocer Co., Grand Rapids; Lee & Cady, Detroit; Sy- mons Bros. & Co., Sagi- naw; Brown, Davis & War- ner, Jackson; Godsmark, Durand & OCo., Battle Creek; Fielbach Co., To- ledo. Royal Garden Tea, pkgs. 40 THE BOUR CO., TOLEDO, OHIO. SOAP Lautz Bros.’ Acme, 30 bars Acme, 25 bars, 75 Ibs. Acme, 25 bars, 70 Ibs. Acme, 100 cakes ... Big Master, 100 blocks Cream Borax, 100 cks German Mottled .... German Mottled, 5bx. German Mottled, 10 b. 3 10 CS 09 CO mm 00 CO me me” FITZPATRICK BROTHERS’ SOAP CHIPS * * Lenox German Mottled, 25 b. 3 95 Lautz Naphtha 100 ck. 3 85 Marseilles, 100 Marseilles, 100 Marseilles, Marseilles, % cakes 6 00 cks. 5e 4 00 100 ck. toil 4 90 bx toil 2 10 Proctor & Gamble Co. Ivory, 6 Ivo 10 o Star - Ze ee eecccececese eeeeee eecesccas oz. 8 4 3 Swift & Company Swift’s Pride White L: Wool, 6 Wool, 10 Oz. Le coccsees 6 75 cece bars "118 8 Tradesman Co.’s Brand Black Hawk, one bo: Black Hawk, five an Black ate ten bxg 2 B. Good Cine: Old Country Sapolio, Sapolio, Sapolio, Sapolio, Scourine, Scourine, Soap Compounds Johnson's Fine, 48 2 Johnson’s XXX 100 5c Rub-No-More Nine O’clock .. Washing Powders mour’s Arm Babbitt’s Gold Dust, 24 large’ x Gold Dust, Kirkoline, Wrisley Scouring gross lots 2 2 <8 half gro. lots 4 See boxes z DANG 4000255. 50 cakes 100 cakes |. eeeeces 1776 Lautz Naphtha, 100s Pearline Roseine Snow Boy, 248 “family size eee cece ewmeeer eseereseciccccce Snow Boy, 60 6c 100 small 24 4%b. ... Lautz Naphtha, 60s . eee Snow Boy, 100 5c ... Snow Boy, 20s co no 69 Brae mt DO 3 coceeed Swift’s Pride, 248 ....8 Swift’s Pride, 100s ...8 8 Wisdom 80 3 4 3 86 3 50 40 25 00 40 50 85 40 80 50 26 ou 60 Cleanser Guaranteed te equal the _ best 1@c kinds 8@ - CANS - $2.8¢ BBLS. White City (Dish Washing) ......... GR ice sten ce 210 lbs......3e per lb. Tip Top (Gauatic) ...2 6.0... ss Seta vase sees s CeO IDS... 4c per lb. No. 1 Laundry Dry........... sec ceceeeeeecesseserccces saa0 IDB. ++. 5c per lb. Paim Pure Soap: Dry.::...-..5..5-. 65.66.06. 6. bbe e sees ce 300 lbs... . 6%c per lb. cess OO ‘Yeast Foam, 3 doz. .. Yeast Foam, 1% doz. 85 Public Seating for all Purposes World’s Largest Exclusive Manufacturers subject. Church Furniture of Character Being the only exclusive designers and builders of Church Furniture we are known as an authority on this book Y-4, American Steel Sanitary Desks Built of steel to withstand strain. Your building committee should have our All parts are electric welded into one indestructible unit. Your school board should have our illustrated book B-C. 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-1, Lodge Furniture knowledge of requirements and how to meet them. Many styles in stock and built to order, including the more inexpensive portable chairs, veneer assembly chairs, and luxurious upholstered opera chairs. Write for book §-C-2, We specialize Lodge, Hall and Assembly seating. Our long experience has given us a €merican Seating Company ; 14 E, Jackson Blvd., Chicago Grand Rapids New York Boston Philadelphia M. O. DEWEY CO., Jackson, Mich. ® December 2, 1914 MICHIGAN. TRADESMAN . 47 'BUSINESS-WAN sh DEPARTMENT Advertisements inserted under this head for two cents a word the first insertion and one cent a word for each subsequent | continous insertion, No charge less than 25 cents. Cash must accompany all orders. ee BUSINESS CHANCES. For Sale—General store located north of Grand Rapids on Pere Marquette. Gro- ceries, dry goods, shoes and fixtures about $4,000. Real estate $2,000. Will sell stock and rent bullding. Might con- sider trade for all. Population town 450; good school; State reward roads leading into town from four directions. Store located on corner where four roads meet. Good opportunity. If interested, phone or write, E. Kruisenga, Mussel- man Grocer Co. 718 Salesman calling on first-class trade in Western Michigan territory desires a good side line. Address No. 719, care Tradesman. 719 Hotel For Sale or Rent—Forty-room, three story brick building, steam heat, electric light, with or without furnish- ings; buffet and barber shop in connec- tion; will lease entire building to respon- sible party—$150 per month; must lease or sell property this month. Box 328, Appleton, Wis. 720 For Sale—Stock of general merchandise, store building and fixtures, in a small town on the Detroit-Mackinac Railway. Best of farming country; reason for sell- ing—sickness. Large implement : busi- ness in connection. Good opportunity for the right party. Established for fifteen years. Henry Veitel, Metz, Mich. 714 For Sale—The best located book, sta- tionery, candy, ice cream and fancy goods store in one of the best county seats in Southern Michigan. Reason for selling— other business interests. Cheap if taken at once. Address No. 715, care Trades- man. 715 To Exchange—360-acre farm for hardware, dry goods, grocery, gents’ furnishing or general store. Farm is located in the famous Saginaw Valley, in fine farming section; 180 acres un- der cultivation, balance in pasture; well fenced; fine drainage, cultivated portion well tilted; new modern house equipped with electric light plant and water works, furnace, bath, etc. Three large barns and other outbuildings; tenant house; good orchard; railroad station and small town 40 rods, larger railroad town five miles. Will accept up-to-date business in any good loca- tion of Southern or Central Michigan, Northwestern Ohio or Northern In- diana or Northeastern Illinois; small town preferred. Will accept stock up to $12,000. Price of farm $24,000. The Farmer, 806 First Street, Bay City, Michigan. 717 Wanted—Clothing Salesman—To open an office and solicit orders for Merchant Tailoring. Full sample equipment is free. Start now and get into business “on your own hook.’’ We build to-order the best clothes in America. If you have faith in your ability to do things, you are the fellow we are looking for! Full details will be supplied on request and I can call and talk it over if you are interested. E. L. Moon, General Agent, Columbus, Ohio. 107 For Sale—An up-to-date clean subur- ban grocery stock and fixtures. Invoice about $1,200. In a growing factory town of 15,000 population in Northern Indiana. Stock new and up-to-date. Fixtures in first class condition. Store newly paint- ed and decorated. Good reason for sell- ing. Address C, M. H., care Tea For Sale—The only restaurant in Hart- ford, two story, well located. Modern excepting heat. Price, $1,800. Alice Knapp, Hartford, Michigan. 704 For Sale—Butchers or grocers comput- ing scale. Have gone out of business. Will sell for less than half cost. Time if desired. A snap. Act quick. Address No. 706, care Michigan Tradesman. 706 Drug Store—Easy terms right party. Box 39, Mesilla Park, N. M. 703 For Sale—Restaurant and confectionery —good soda fountain, doing a fine busi- ness in -live town of 1,500, paved streets, electric lights, waterworks. Will sell at a bargain. Box 54, Greenville, -, For Sale—Grocery stock, invoicing about $2,000, in live Southern Michigan town of 2,000. Cleanest stock in town. Good lease can be secured on building. Address No. 694, care Tradesman. 694 Stock of general building and fixtures. connection; merchandise, _ store Meat market in fine location; clean salable stock; great bargain, well established trade. Write quick. Box 147, Washing- ton, Ind. 695 For Sale—Grocery stock, fixtures and building in Western Michigan fruit belt town. Established 35 years. Owner de- sires to retire. Address No. 696, care Tradesman. 696 To Rent—Store which has been occu- pied by a shoe stock for thirty-five years until death of owner. Rent only $25 per month. Jeweler will rent one-third of store. Located in cuunty seat town of 2,000 population where there is no ex- clusive shoe store in the town. Oppor- tunity of a lifetime for a practical shoe dealer. Address Nate >-—-o———— Reed City—The Bertrau, Almroth Co., which has undergone a complete change in ownership, by the sale of the interests of L. F. Bertrau and W. P. Almroth to W. M. Sanford and his sons, will after Jan. 1, be conducted under the style of W. M. Sanford & Sons. Ee If your old customer has quit trad- ing with you, do you know why? It is just as - Undoubtedly there is a reason, and it should be part of your business to learn what that reason is. You will have to get another customer to take that one’s place, or you will lose, and it should be easier to hold the old customers than to find new ones. —_—_>+—____ Evart—The Evart Milling Co. has taken over the Davy & Co. elevator and the Sears Elevator Co. plant. Charles A. Smith will manage the business at this place and_Grant Dorwin will act as manager at Sears. —-—_2--..—____ Walter Ioor, Vice-President of the National Automatic Music Co., has bought out Charles E. Dymond in the Wealthy Heights garage. The busi- ness is now in charge of Mr Ioor’s son-in-law. —_2~+.___ Earl Snyder, formerly a member of the firm of Holland & Snyder, oper- ating the Royal Lunch on North Divi- sion avenue, has succeeded John G. Doan in the English Kitchen at 41 Tonia avenue. —_++>__ John Fortuin, formerly employed as a baker in Plumb’s grocery store, has started in business for himself at 406 West Leonard street. He suc- ceeds Dirk Alkema at this address. Salt Fish—Mackerel is unchanged for the week, with the market, parti- cularly for Norways, still uncertain and unsettled.. The demand is light. Irish mackerel is unchanged and quiet. —_+--—___ Douglas Berry, tailor, 89 Monroe avenue, who for a number of years has used the firm name Berry & Trowbridge, has now adopted his own name as a style for the business, 2... John Miller, who for a number of years has conducted a meat market at 939 Fourth street has opened a branch at 706 Michigan avenue. —_———__—2o—_—____ A. Aykens has purchased the fur- nace business in connection with the hardware store of E. R. Dunlap & Son, at Burton Heights. 22> Alex. Cebelak, formerly engaged as a farmer near Cascade, has opened a pool and billiard room in the Her- mitage hotel building. — 2-2. >—____ It is said that distance lends en- chantment to the view—but not to 4 man’s view of the almighty dollar. —_——_ +o. It probably never occurs to an 18 year old boy that he’ll be a man some day and know as little as his dad. —_+--.—____ Early to bed and early to rise would put the theatrical industry entirely out of business. BUSINESS CHANCES. For Sale—Clean stock of groceries in thriving town. Hign school, city water and lights; three wards. Lease building. Average sales $35 a day. Thos. Brooks, Beaverton, Michigan. 721 _For Sale—Ideal junior lighting plant. Six drops; about sixty feet gas tubing. Latest generator. Address No. 722, care Tradesman. 722 For Sale—Grocery stock and fixtures, inventorying about two thousand. Brick building and cheap rent. Have other business. Write or phone, R. D. Miller, Fremont, Michigan. 723 For Sale—Three compartment refriger- ator, display table, scales, cash register, delivery car. All in first class order. H. T. Stanton,-18 Market avenue, N.. W., Grand Rapids, Michigan. 724 fi Pe eas \ fe } “ina ~Manufactured Class by : See i Itself’ ’ 8 Sanitary Conditions - Made in e Eight Sizes Johnson Cans Aas FROM ; ae “interests « pushing the s¢ goods of known qu as are free frot ° [ of adulteration. KG Baxinc ewe represents the highest ste Sel le RT AILEY, ro istaction fo your vee: ae F006 fo yourself. lt represents full sail a high grade guar- anteed baking powder at a fair price The dealer who recommends K C deserves the confidence of fis trade—and gets it. JAQUES MFG CO. CHICAGO.