a SIR CER SEEN CARNE DY 8T SBI AT HI BOI FIER ces eS OS + HOA SK ek land aN (“2 OB CEN NO) a fs a AD NGe SE SNE CHEN & CHEE aS VF D) ae 3 g OVO , : Ri a. A A Cae ——— K ORS od : S q a "LG si CG NS \ > ’ = i Q SRS Nae. We CAS es : YET) Be a CES EG WN SINS GIVE Koy WZ NIN oS sPUBLISHED WEEKLY 47 cite je TRADESMAN COMPANY, PUBLISHERS iS “|$$1 PER YEAR ‘49 == eI eg 27 oa wIe)| AS Zs “SS m Sey, a Se p = SET es : ) y OS OP 5 YF ISS OI Ie TMC OR FESS OO 2 SAN CNS roe aN Val fia? f RK CIO ~ N Py Sana) MASc fy ( ie 2 ‘Ne ax AG aN a i oN 3 a AG NOUR oe Sma ax Y a aL \ bs] Gd — Ne Thirty-Second Year GRAND RAPIDS, WEDNESDAY, FEBRUARY 3, 1915 Number 1637 totic III —_=—=CLEAR THE WAY—=— Men of thought, be up and stirring night and day: Sow the seed—withdraw the curtain—clear the way! -Men of action, aid and cheer them, as ye may! There’s a fount about to stream, There’s a light about to beam, There’s a warmth about to glow, There’s a flower about to blow; There’s a midnight blackness changing into gray. Men of thought and men of action, clear the way! Once the welcome light has broken, who shall say What the unimagined glories of the day? What the evil that shall perish in its ray! Aid the dawning, tongue and pen; Aid it, hopes of honest men, Aid it, paper; aid it, type; | Aid it, for the hour is ripe, And our earnest must not slacken into play. Men of thought and men of action, clear the way! Lo! a cloud’s about to vanish from the day. And a brazen wrong to crumble into clay. Lo! the right’s about to conquer; clear the way! With the right shall many more Enter smiling at the door: With the giant wrong shall fall Many others, great and small, That for ages long have held us for their prey. Men of thought and men of action, clear the way! Charles Mackay. | FLOUR | is the cheapest food product on the market ~~ & hh Bw OUR WELL KNOWN BRANDS Ceresota—Spring Wheat ~ - Red Star—Kansas Hard Wheat - Aristos or Red Turkey Fanchon—The Kansas Quality Flour Barlow's Best Michigan Winter Wheat Barlow’s Old Tyme Graham Call up our Flour Department for some attractive prices. IT STANDS ALONE The patents covering the manufacture. of Shredded Wheat are owned by the Shredded Wheat Company of Niagara Falls, N. Y. Shredded Wheat There is but one It stands alone, unique, in a class by itself—made by the best process ever devised for making the whole wheat grain digestible. No grocer will offer a substitute because he knows there is no substi- tute for it. It is the premier among all breakfast cereals, incomparable, nutritious and delicious— strengthening, sustaining and satisfying. No free deals—no premiums—just as good, steady profit and a firm,steady demand which we create through continuous, persistent educational advertising. MADE ONLY BY The Shredded Wheat Co., Niagara Falls, N. Y. Shredded Wheat is Judson Grocer Co. The Pure Foods House GRAND RAPIDS made in two forms— Biscuit and Triscuit— the Biscuit for break- fast with milk or cream or fruits; Triscuit, the Shredded Wheat MICHIGAN Le eee delicious with butter, cheese or marmalades. The Biscuit is packed in odorless spruce wood cases which may be easily sold for 10 or 15 cents, thereby adding to the grocer’s profits. Good Yeast Se | Good Bread Sell Your Customers _FLEISCHMANN’S YEAST | Good Health ‘All Orders at above prices must be for immediute delivery. whom order is to be filled. BUFFALO, N. Y., January 2, 1914. DEAL NO. 1402. _ pols SNOW BOY FREE! For a limited time and subject to withdrawal without advance notice, we offer: SNOW BOY WASHING POWDER 24s FAMILY SIZE through the jobber—to Retail Grocers 25 boxes @ $3.60—5 boxes FREE 10 boxes @ 3.60—2 boxes FREE 5 boxes @ 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. 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 Lautz Bros. & Co. | Putnam’s oa Menthol Cough Drops Packed 40 five cent packages in carton Price $1.00 Note reduction in price Each carton contains a certificate, ten of which entitle the dealer to ONE FULL SIZE CARTON FREE when returned to us or your jobber properly endorsed PUTNAM FACTORY, National Candy Co. MAKERS GRAND RAPIDS, MICH. Yours very truly, Ben Met nese etn t Py SRO OR ne SO ADESMAN Thirty-Second Year SPECIAL FEATURES. Pag 2. Detroit Detonations. 2. Grand Rapids Grocers. 4. News of the Business World. 5. Grocery and Produce Market. 6. Upper Peninsula. 8. Editorial. 12. Clothing. 14. Financial. 18. Men of Mark. 20. Butter, Eggs and Provisions. 22. Lettering. 24. Dry Goods. 26. After the Slow Ones. 28. Woman’s World. 30. Hardware. 35. Telephone Salesmanship. 36. Shoes. 38. The Meat Market. 40. The Commercial Traveler. 42. Drugs. 43. Drug Price Current. 44. Grocery Price Current. 46. Special Price Current. 47. Business Wants. MAKE WAR IMPOSSIBLE. These are thoughtful days for that part of the civilized world not en- gaged in war, If optimism is with the plight of Europe before us it may be pointed out that such a situation as exists means that we may be on the threshold of development in Human- ism that will wipe out that relic of savagery which insists upon the main- possible tenance of a standing army. War was the method of settling dis- putes in the dark ages, and the pres- ent awful carnage should be the final effort of progress to throw off the tyrannous yoke of the past and show the world that brains, not brawn, must settle disputes of the future. “Gentlemen’s agreements” of the past in trade found keeping harmony and, as a result, fed- were weal in eration of big business took its place, but self-government was abused, and we now have government regulation of business. Business and national alone very Treaties have development have been much the same lines. been found worthless in preventing the invasion of neutral countries and the murder of innocent people. Profiting by business experience, when the war is over there should be formed a Federation of Nations with a centralized government conditioned en the disbanding of the — standing army and navy of each nation in the federation. This Congress of all Na- tions should be empowered to com- pel the recognition of all parties to the agreement under a penalty which would make future wars impossible. —>-2>____ The raid of the German submarines in the Irish Sea is significant only be- cause of Admiral von Tirpitz’s threat against English commerce, and because of the venturesomeness of the U-21. Merchant ships in some number have before this been sunk by submarines, and there is doubt whether two of the vessels reported lost Sunday were not sunk by mines instead of by a sub- marine. It is known that German sub- marines have cruised all around Eng- GRAND RAPIDS, WEDNESDAY, FEBRUARY 3, 1915 land, for the Audacious was sunk furth- er to the westward, and they have been reported off the coast of Scotland. As to the legitimacy of the proceeding there can be no question. Any German ship has the right to sink the enemy’s mer- chantmen. The only requirement is the saving of the crew and passengers; it is unthinkable that the Germans have disregarded this rule, as charged by the French. It is true that a German sub- marine sank the passenger ship Admiral Ganteaume last fall, but that must clear- ly have been a blunder, as no similar incident has happened, and the subma- rine in question made no attack on the rescue ships which came to the Gan- teaume’s aid. With so many merchant ships acting as armed cruisers, the pos- sibility of an error of this kind is great, particularly in view of the limited range If the sub- marine is a startling spectacle in its new of view from a periscope. role as a commerce-destroyer, it must he remember that it is limited in its cruising activities—the largest German boats have a radius of 2,000 miles—and aiso because of the necessity, already referred to, of taking care of the pas- sengers and crew. ——————< >< ——_________. The announcement that Germany has commandeered all the grain in that country will be cepted very generally ac- everywhere as an_ indication that there is an approaching if not actual scarcity of food supplies. All corn, wheat, flour and other grain will be seized under military author- ity and given out to those who need it. under the same direction. This will be accepted as meaning that the Allies have such command of the seas that Germany has been unable to im- port any food stuffs and that its own supply is very low. If present con- ditions continue for a long time, as there is every liability they will, there will be occasion to feel that suffer- ing, hardship and probably starvation will face the unfortunate people. It will be some time yet before they can taise another supply of food stuffs from their own land and at all events the situation is manifestly critical. se. ?-._____ On the same day that Germany seized all stocks of wheat, in order to safeguard the bread supply until the next harvest, the Swiss govern- ment prohibited the export of choco- late, vinegar, manufactured india rub- ber and electric cables. Swiss choc- olate has been exported in such large quantities both to Ger- many that danger none would be left for home consumption, Each country must look out for its own people and no fault can be found with the orders. ——_+--.___ A lot of good examples are set that never hatch out, France and there was Two Chain Store Systems in Grand Rapids. Last week inaugurated the chain store system, so far as Grand Rapids is con- cerned. Three stores were opened by the Ditman Co. and two by the Brothers. Ransom The Ditman stores are located at 971 Cherry street, 407 Michigan street and 635 Bridge street. They are owned by the T. M. Ditman Co., which was or- ganized last week with a capital stock of $15,000, of which $7,500 has been sub- scribed and $3,700 paid in. Mr. Ditman was for ten public accountant in Chicago and for years a the past three years he has been Sec- retary, Treasurer and Assistant General M. Smith Co. He has long had in mind the establishment Manager of the I. of a chain of grocery stores and has investigated the subject in several cities, 3utler New York and the Smith system in Detroit. including the system in He proposes to keep on opening new ‘stores until he has a chain of fifty or sixty in this city. This, of course, will involve an increase in the capital stock of the corporation, which is now officer- ed as follows: President—T. M. Ditman. Vice-President—B. J. Ditman. Secretary and Treasurer—M. Jordan. Mr. Ditman will specialize on tea, coffee and canned goods. He will sell All of his stores will be conducted under the name of Cel Rite Grocerys, which is the term he has adopted to distinguish his en- goods strictly for cash. terprises. Another store will be opened within a week and a fifth store within a month. Each store will have a manager, a girl clerk and a driver. The other combination is the Ransom stores, which will be conducted by Ran- Charles senior member of the firm, has won de- som Brothers. Ransom, the cided success in general trade at Manton under the style of La Bonte & Ransom. He is also interested in a store at Kingsley which has been very successful. He has formed a co-partnership with his brother, who resides in this city, and they have thus far established stores at 1823 South Division avenue and at 1636 Coit avenue. opened March 1 and the present inten- Another store will be tion is to open a new store on the first The Ransom Stores will sell goods exclusively for cash. The National Grocer Co. furnished the opening stocks for all of the chain stores above mentioned. —_>+>____ Again the President has assured the business men of the country that their troubles are over; that they need stand in dread of no more legislation: that they now know the worst, as it were, and that nothing is left for them to do except to go ahead and make of each month. Number 1637 a lot of money and restore prosperi- ty at full flood. think. that business was waiting for any such signal from Mr. Wilson. Conditions in the business world have Frankly, we do not already shown improvement, and it is reasonable to expect, as most stu- dents do, that times will soon be much better. But the change will come not at all in consequence of the Clayton bill or any Democratic legislation concerning Trusts and monopolies— least of all in consequence of the Pres- ident’s proclamation that the road is now clear. The mischief was due to causes more than verbal, and the rem- edy is to be found in something else than fine phrases. By iterating these, the President is in danger of occupy- ing something of the position which President Roosevelt did towards the end of his second term, when he talk- ed incessantly about the “good” Trust which had nothing to fear, but when There is no doubt that President Wilson is consumedly anxious, as is everybody no man regarded what he said. else, that business should revive rap- idly; but mere speechifying will not make the wheels turn or the tall chim- neys smoke. —_—__»<-~. __ Waving his bloody shirt would excite only the humorists now, but it is. still possible for the ultra-patriotic North- ener to display his devotion to his sec- tion if he tries real hard. Representa- tive Madden, of Chicago, has found a way. His keen eyes detected a trail that led him straight to the quarters of the Department of Agriculture, where he discovered that the stream of agri- cultural expenditures flowing in a south- erly direction had tripled during the last fiscal year, while those flowing north- ward has increased but the trifle of one- ninth. Ingenuous statesmen might have for this dis- Not so Mr. Madden, who did not sit in the Chicago City Council several terms for nothing. been puzzled to account crimination. The expla- nation is that the South is in the saddle, having won a triumph made _ possible cnly by the base desertion of Northern party country, or their part of the country. Democrats who choose before —_+~-~<.__ The Tradesman has seldom print- ed a more suggestive contribution than the article on Telephone Sales- manship, published elsewhere in this The suggestions there- applicable to all classes of merchants and traders and can be put into practice with profit and pleasure to all concerned, —_2+-.___ Fred W. Fuller goes to Fremont next week’s paper. in contained are Wednesday evening to assist in the or- ganization of a local grocer’s associa- Sentiment in behalf of _ this organization is being worked up by C. A. Brink. tion. MICHIGAN TRADESMAN February 3, 1915 DETROIT DETONATIONS. Cogent Criticisms From Michigan’s Metropolis. Detroit, Feb. 2:—Learn one thing each week about Detroit:. There are more than 400 active foundries in De- troit and the product runs from malle- able iron sproket link to an engine cylinder, such as that used in the steamer City of Detroit III. H. -D. Bullen, the Lansing corres- pondent whose apparent stock of wit appears to be that of kidding the writer, said in last week’s letter that “Harry K. Thaw is again confined in the tombs.” Great care must be used in writing “tombs,” for should the “s” be left off the readers might think that Thaw had been taken to Lansing. E. H. Warner, chairman of the En- tertainment Committee of Detroit Council, has issued cards announcing the first party to be held in the new quarters of both U. C. T. councils in Elks Temple Saturday night, Febru- ary 6. Among the different features mentioned are surprises, special stunts, refreshments and a card table for “Windy” Williams et al. E, O. Spaulding, veteran dry goods merchant of Caro, was in Detroit last week in the interest of his store. The Detroit Tribune has discon- tinued publication. The D. U. R. will shed no tears of sorrow over the an- nouncement. Harmon J. Hunt, President of the Detroit Show Case Co., of Detroit, was elected President of the National Commercial Fixtures Manufacturing Association at the annual convention held in the La Salle Hotel in Chicago last week. A newspaper item stays that in 1914 Ireland realized $27,568,323 from ex- portation of hogs. The report does not say what country received the most of them. W. J. Henry, of Cadillac, is in De- troit with the object in view of en- gaging jn business. owner of the Wexford Hotel, in Cad- illac, and recently sold his interests to local parties. In deciding to 1o- cate in Detroit, he is using the splen- did judgment that thousands of others are also using each year. Wendelin Bootz, who died in this city last Thursday, was well known in local business circles. For years he was engaged in the shoemaking trade, later engaging in the cartage business, retiring about eight years ago. His sons, Frank and August, are connected with the Detroit Egg Bis- cuit Specialty Co. Mr. Bootz lived in Detroit for seventy-two years, com- ing here from Germany in 1842, and at the time of his death was 87 years of age. Surviving are four sons and three daughters. David Kahn, of Touff Bros., de- partment store, Freeland, was a busi- ness visitor in Detroit last week. At one time Mr. Kahn was a resident of Detroit. C. W. Reattoir, who recently engag- ed in the brokerage business, has added the Union Salt Co.’s account to his different lines and will repre- sent the company in Detroit and sur- rounding towns. Syria in 1914 produced 2,300,000 boxes of oranges. What will Syria produce in 1915—soldiers or more oranges? Salesmen of the American Blower Co. held a convention in Detroit last week. The company has branches in Troy, N. Y., and Windsor. Detroit is to have another mammoth office building, work having been - started on the twenty-four story ad- dition to the Penobscot building which will face on West Congress street. The present building faces on Fort street and is thirteen stories high. Bill Foley has been with Burnham, Stoepel & Co. for over twelve years and because he is so quiet and un- assuming his name seldom breaks into Mr. Henry was. President, F. C. Letts; print. But then every dog has his day and we are going to show that appearances are deceiving—incidently show that any one who bears a Celtic name such as “Bill Foley” is far from being a saint. Bill represents the ready-to-wear department for the house, which brings him in contact with many “sweet-girl’ buyers throughout the Eastern portion of the ‘State, but notwithstanding this, bill, although icng since eligible to the Benedicts Association, is still a bach- elor. However, he likes the members of the gentler sex and they like him and so far as can be learned he loses no opportunity to accept invitations. when on the road to call at the homes of these young ladies—and prospec- tive customers. As we stated before, Bill looks quiet and unassuming, but when he opens up he puts the ordi- nary every day listeners to sleep with his conversation. Not that it isn’t entertaining, but he simply never runs down, all of which is a prelude to the story of what happened in one of the small towns in the Thumb re- cently. Bill, as usual, called on the belle of the village on this particu- lar trip. After the usual greetings he said, “I don’t think your father feels very kindly toward me.” “You misjudge him,” the young lady said, “the morning after you called on me the last time you made this town, he seemed quite worried for fear I had not treated you with proper courtesy.” “Is that so?” replied Bill, all smiles, ‘what did he say?” “He asked me how I could be so rude as to let you go away without your breakfast?” she replied demurely. And Bill excused himself at 10:30. C. C. Starkweather, manager of the local branch of the Buick Motor Co., has returned from a week’s trip through Ohio, where he called on the Buick agents in the Northern part of the State. The Menzies Shoe Co. is about to let contracts for the construction of a new four-story factory on Scotten avenue. The building will be of re- inforced concrete, 48x200 feet, and will cost $80,000. The new Statler Hotel will be opened to the public on Saturday, February 6. The Statler is classed as among the finest hotels in the coun- try. From up States comes the news of the arrival at the home of Mr. and Mrs. Charles Mather, Cedar Springs, of a healthy, happy, hollering baby girl, Mr. Mather is one of Cedar Springs leading business men and owns a large dry goods and clothing store—but after the latest happenings Charles will think he is not only one of Cedar Springs leading business men, but also one of the leading citi- zens of the world. Our congratula- tions are extended to the happy fam- ily. Mrs. Mather is a daughter of L. P. Sorenson, former merchant and for the last twenty years a bank- er in Lakeview. Henry Ford claims he can make good men out of convicts and then we read of the Ford Co. having sworn out a warrant for the arrest of a man for claiming he was a married man in order to get higher wages. No one needs a commercial rating when it comes to borrowing trouble. Nearly 100 representatives of the National Grocer Co. met in Detroit last week at the annual meeting of the corporation and were guests at a banquet served Tuesday evening at the Ponchartrain Hotel. The follow- ing directors were re-elected at the stockholders’ meeting: F. C. Letts, Chicago; Clifford Elliott, Detroit; John P. Hemmeter, Detroit; B. B. Cushman, Detroit; W. C. Phipps, Sag- inaw; H. A. Musselman, Traverse City and M. D. Elgin, Grand Rap- ids. Officers elected were as follows: First Vice- President, C. Elliott; Second Vice- President, W. C. Phipps; Treasurer and General Manager, B. B. Cushman: Secretary, W. I. Colwell, Detroit. Mrs. W. B. Fox, of Breckenridge, was in Detroit on a business trip last week.’ Mr. Fox conducts a general store. The new and modern building at 137-139 East Congress street has been completed and will be occupied by As- mus Bros., counted among the larg- est tea, coffee and spice dealers in the country. The building is three stories high, has fifty-three feet front- age and a depth of 138 feet. What many people in Michigan would like to know is, Why is a par- don board? J. A. Holihan, President of the Holli- han Manufacturing Co., has tendered his resignation, but has not announc- ed his plans for the future as yet. The prospects of another factory for Detroit seem exceptionally bright. the Culver-Stearns Co., of Worcester, Mass, announcing it will remove to this city if a suitable location can be found. The company manufactures accessories for electrically lighted au- tomobiles. F. A. Culver, President of the concern, has charge of the De- troit branch. We are always willing to believe everything people say about us—if it is something good. J. W. Reay, of Cartwright & Reay, Saginaw manufacturers of Minto tooth picks, stopped over in Detroit while on his. way to Saginaw, returning from a trip to Chicago. L. Riggs, dry goods merchant of Plymouth, was in Detroit on a business visit last week. F. A. Ulrich, veteran shoe mer- chant, located for many years at 1175 Michigan avenue, died at his home on Monday, January 24. Mr. Ulrich was a veteran of the Franco-Prus- sian war and came to Detroit in 1867. He was 72 years of age. The property at 328 Woodward ave- nue has been purchased by H. J. UI- brick from Otto Kirchner for $87,- 000. The property was purchased by Mr. Kirchner for $9,500 about thirty years ago. The present owner in- tends erecting a modern building when the present leases expire for A. Peters & Co., who has stores in all parts of the city. . Why is it, asks G. Young (A. Krolik & Co.) that a woman who can throw without ever missing the target will always alight from a street car back- wards? Ed Collins, representative for Burn- ham, Stoepel & Co. and one of the best known’ salesmen in Western Michigan, was stricken in Belding last week and was unable to continue his trip. He has been removed to his home in Carson City and late reports are to the effect that he is again on the road to recovery. Glen Begole is covering the territory in Mr. Col- lins’ absence. Clyde S. Cochrane, former Detroit- er, now a general merchant at Yale, was in Detroit on a business trip last week.. The grocery store and stock owned by Louis B. Roy was destroyed by fire last Sunday and the candy store owned by Mrs. Mabel Raupp in the adjoining building at 1421 West Fort street was also destroyed. A fire- man was killed while fighting the blaze. A disastrous fire visited the depart- ment store owned by Alfred St. Onge, 29 East Pitt street, last Sunday morn- ing and caused damage amounting to $11,500. An Eastern doctor says that earth- quakes are good for the liver— A mild treatment for some married men. James M. Goldstein. ___6os Weep and you're called a baby, Laugh and you’re called a fool, Yield and you’re called a coward, Stand and you're called a mule. Smile and they call you silly, Frown and they’ll call you gruff; Put on a front like a millionaire, And some guy calls your bluff. Boomlets From Bay City. Bay City, Feb. 1—-Robert Wood- worth, who for twenty-three years was a member of the firm of H. A. Woodworth & Sons, of Lansing, has purchased the shoe stock of Frank B. Scheurman, and will take posses- sion immediately. By this deal Mr. Woodworth acquires possession of the pioneer shoe store of Bay City. his store was established early in the ’60s by Richard Scheurman, fath- er of Frank B. The proposed fish hatchery at the mouth of the Saginaw River means much to the people of the Saginaw valley and appears to be meeting with general approval. Four business blocks were destroy- ed by the fire last Monday at Gaylord. The loss was placed at $80,000. Four stores and the Masonic and Pythian lodge rooms were totally destroyed. Our City Council is wrestling over the establishment of an incinerating plant. The Railway Committee of Bay Council met Superintendent Coyle of the M. C. last Saturday to request that the time for the arrival of the Jo- hannesburg train at Grayling be changed. Mr. Coyle assured the Com- mittee that, if possible, the request would be granted. Grayling is greatly pleased because the Du Pont De Nemours Powder Co. has decided to erect a plant there for the manufacture of wood alcohol, charcoal, etc. Grayling is one of the live towns of Northern Michigan and so far has felt little of the effect of the business depression, at least so far as the workingmen and merchants are concerned. Its sawmills are run- ning ten hours a day, excepting one, and that is running both day and night crews. The planing mills are running on an eight hour schedule. Fire swept a large portion of the business section of Kinde last week. Extreme cold weather hampered the fire fighters, but absence of wind pre- vented the blaze spreading. The plant that is being erected here by the Du Pont De Nemours Powder Co., for the manufacture of acetone and other products will cost $60,000. The Ajax dynamite plant has been sold to Minard‘and Daisy Harwood. It is not known whether the pur- chasers will continue the manufacture of explosives. Speaking of big things, the biggest thing in Bay ‘City is the plant of the Industrial Works Co. This concern manufacturers most of the cranes and much of the heavv machinery used by Uncle Sam in building the Panama Canal, and it is hinted that he was so well satisfied that he is going to place an order for more for work in the construction of the Government rail- way in Alaska. The cranes and ma- chines have a world wide market. Pub. Com. Ss Ridiculously Low Wages Paid Girls. Miss Lena Bressette, State Factory Inspector of Kansas, has been investi- gating the employment conditions in the 5-and-10-cent stores of that State and in her conclusions charges that girls employed in these establishments average only $3 a week in wages. According to the report, only 111 girls working in the 5-and-10-cent stores of the State draw over $4 a week. This means that the 5-and-10- cent chain store systems like the Kresge Company and the Knox Com- pany are able to employ on an average of four clerks for the same money it costs a grocer for one good clerk. Girls employed in department stores make from $6 to $25 a week, Miss Bressette says. She investigated 6,- 067 cases and found that 799 receive less than $5 a week, while fifty-three receive more than $25 a week. kaise ere ae ‘ rote —_— iii anne Sere February 8, 1915 GRAND RAPIDS GROCERS Make a New Deal in Their Collection Department. The regular meeting of the Grand Rapids Retail Grocers’ Protective As- sociation was held on Monday night in the Association of Commerce rooms, with President W. A. Wood in the chair. A communication was received from the Association of Commerce, con- taining a proposition whereby the Grand Rapids Retail Grocers’ Pro- tective Association, for the sum of $50 per year, may become a member of the Association of Commerce, thereby giving the retail grocers free use of their rooms. A motion to accept the proposition of the Association of Commerce was supported and carried and hereafter all regular meetings of the Retail Grocers’ Association will be held in the Association of Commerce rooms. Papers of incorporation were pre- sented by the attorney for the Retail Grocers Association, Leonard Ver- dier, and signed by all members pres- ent and now the Grand Rapids Retail Grocers’ Association is doing business under the laws of the State of. Michi- gan as a corporation. After the resignation of A. A. Stev- enson as Secretary was accepted, William P. Workman was elected to fill the office for the unexpired term. Then came the election of delegates to the State convention of the Retail Grocers’ and General Merchants’ As- sociation to be held in Lansing Feb- MICHIGAN TRADESMAN ruary 23, 24 and 25. The following delegates were elected: W. A. Wood, Fred W. Fuller, L. O. Barber, Roy Watkins, Frank Johnson, J. Ander- son, F. A. France, C. Den Herder, William P. Workman, Arthur Cox, J. J. Haring, Frank Gaskill, A. H. W. Ladewig, George H. Shaw, L. J. Witters, A. Michmershuizen, A. L. Smith, William Andre, Ralph Andre, C. J. Apple, George Hanna, A. A. Campbell, Martin Dekker, L. Van WM. P. WORKMAN, The Newly-Elected Secretary Dussen, L. Maier, William Copple, Ralph Vinkemulder, Schmidt Bros., C. J. Seven, Ralph De Boer. Alternates—George Holloway, Wil- liam Druke, A. J. Schmitz, E. Soffron, Peter Lankaster, Guy W. Rouse, A. B. Merritt, Paul Hake, G. Lindemul- der, John Christian, J.C. Coade, Stremler Bros., J. C. Worden, Parr & Solomon, William Dobbelaar, M. Van Westenbrugge, Ray Bennett, T. Vanburen, Norman O’Dell, Frank Merrill, C. Johnson, Mike Klunder, H. Ritzema, Chas. De Leeuw, Ed- ward Kruisenga. Delegates from Grand Rapids. will go in a special car and all delegates from Coopersville, Muskegon, Hol- land, Traverse City and Lowell are invited to accompany the Grand Rap- ids delegation. Just before bringing this most in- teresting meeting to a close a motion to the effect that all regular meet- ings be called to order at 8 o'clock sharp was supported and carried and hereafter, the sledge hammer will drop at 8 o’clock and the mill will stop grinding. Be on time. The following circular letter was directed to be sent out to the retail grocers of the city: Grand Rapids, Feb. 2.—For several years past the Grand Rapids Retail Grocers’ Protective Association has maintained an office in the Houseman building for the express purpose of serving you with reports on those de- siring credit from you, also, on those who are not your customers now but may be some day, and if you know their ability to pay their bills, you know at once if you wish to open an account with them. There is an old saying that “Goods well bought are half sold,” but while that may be true it would not help your financial standing unless they are sold to good paying customers. So, if you are not now getting our reports and being served by our col- 7 lection department, and receiving the benefits derived from association with your brother grocer, you should apply at once for membership. It is the aim of our reporting de- partment to be prompt and absolutely reliable in giving reports, regardless of expense to our office, and our sub- scribers say they are A No. 1 in every respect. The officers of our Association wish to announce to you at this time that we have secured for the ensuing year two live wires who will have charge of our office and look after your wants. Mr. Wm. P. Workman, who will act as our Field Secretary, is well acquainted with association work and will be a great help to our As- sociation as well as to you. Mr. G. J. Baughman, who will have charge of the collection department, has had years of experience along this line and you will get results if you place your collections in our of- fice. Miss Mabel Friant, who has been in the office for a long time, will con- tinue in the same position. We bespeak for the year 1915 the record year in membership and col- lections, as well as in efficiency, and ask you for your hearty support. W. A. Wood, Pres. ——--~— =a—__. A man tells of a dinner he once had at a farmhouse, on which occas- ion the piece de resistance was liter- ally a very tough chicken. Those at the table, including the farmer’s two young sons, struggled unsuccessfully to make some impression upon their respective helpings, when Sam turn- ed his brother. “Tom,” he said softly, “somehow I wish old Dick hadn’t a-died. Don’t you?” TSN! a Solriiy pA ty MM Syren a baiwot For Many Years Consumers Have Known the Old Reliable ROYAL BAKING POWDER They have been told about its quality and purity for generations and the housewife of to-day gets the same good results with Royal Baking Powder that her grandmother experienced in the years gone by. Ex- tensive and persistent advertising and the superb quality and value of Royal Baking Powder have made it the most popular and satisfactory brand in the world. Push the sale of Royal Baking Powder and watch your increased profits. There is no baking powder made that will eventually pay you as much profit as ‘‘Royal.”’ ROYAL BAKING POWDER COMPANY, NEW YORK MICHIGAN TRADESMAN == ——— IB eae a ae = Movements of Merchants. Leonidas—James Boussum has sold his general stock to Era Tomlinson. Manton—Westman Bros. succeed M. A. Swanson in the grocery business. East Lake—James Carboneau has engaged in the grocery business here. Eaton Rapids—F. A, Graham suc- ceeds Floyd Parks in the drug busi- ness. Grand Ledge—N. J. Streeter has add- ed a line of bazaar goods to his grocery stock. Benzonia—O. E. Barker has open- ed a hardware store in the Montgom- ery building. Coldwater—John Lucas has sold his grocery stock to Benton Green, who has © taken possession. Allegan—R. C. Muller succeeds Crocker & Knapp in the lumber, lime and cement business. Gaylord—O. B. Wilson has sold his grocery stock to Fred E. Morgan who has taken possession, Lansinge—The Butler & Langevin Lumber Co. has changed its name to the Capitol City Lumber Co. Saugatuck — August Schmidt has sold his bakery to A. C. Kelley, whe will conslidate it with his own. Jackson—Thomas Houghton has en- gaged in the wholesale confectionery business on West Cortland street. Lansing—Thomas West has sold his bakery at 121 East Franklin avenue to Stephen Gauss, who will continue the business. Ironwood—F. Kiobylenski & Co., deal- ers in clothing and men’s furnishing goods, have filed a voluntary petition in bankruptcy. Sheridan—Fire completely destroyed the E. A. Rutherford grain elevator Jan. 24. The loss was partially covered by insurance. Freeport—C, W. Barnhard is closing out the Barnhard & Co. stock of general merchandise and will remove to Detroit about April 1. Athens—C, G. Morris & Son, deal- ers in dry goods and groceries, are closing out their stock and will re- tire from business. Beulah—J. S. Harris & Son are erect- ing a medern fire-proof store building which they will occupy with their hard- ware stock about July 1. .Otsego-—George W. Taylor has opened a grocery, confectionery and fruit store at the corner of South Farmer and Orleans street. Wayland—E. E. Sigler, recently of Eaton Rapids, has purchased the Claude C. Day grocery stock and will continue the business at the same location. Carson City—Mrs. J. L. Baldwin has sold her stock of millinery to Mrs. C. A. Evey, the former owner, who will continue the business. Tonia—Allen Bros., dealers in dry goods, shoes and hardware, have pur- chased the Hanigan grocery stock and will close it out at Special sale. Adrian—E, F. Plummer has sold his meat stock and fixtures to C. J. Hoag, who will continue the business at the same location, 5 North Winter street. Ironwood—The meat and_ provision market of Charles Healy has been closed as a result of foreclosure proceedings in- stituted by Cudahy Bros. of Milwaukee Detroit—The Palmer-Bee Co. has increased its capital stock from $20,- 000 to $100,000. This concern deals in transmission machines, pulleys, etc. Dundee—Charles A. Jordan has ex- changed his stock of general merchan- dise with I. E. Wood for his 233 acre farm near Saline. The transfer will oc- cur April 1. Detroit—The Ohio and Michigan Coal Co, has ben incorporated with an authorized capital stock of $10,- 000, all of which has been subscribed and paid in in cash. ' Wayne—C,. H. Kingsley, who has conducted a hardware store here for the past twenty-seven years, has sold his stock to H. H. Clark, who will continue the business. Detroit—The McNair Electric Sales Co. has been incorporated with an au- thorized capital stock of $2,000, all of which has been subscribed and $500 paid in in cash. Grand Ledge—R. N. Nott & Co.,, who conduct a department store, have sold their millinery department to Mrs. A. L, Rathburn, who will con- tinue the business. Bay City—Frank S Scheurmann, who has conducted a shoe store here since the early sixties, has sold his stock to Robert Woodworth, of Lansing, who has taken possession Ironwood—Roach & Seeber Co., wholesale grocery and produce dealers, has filed an involuntary petition in bankruptcy against Alex Wickman, gro- cer and meat dealer. Ironwood—At the annual meeting of the stockholders of the Farmers & Miners Mercantile Co., a dividend of 10 per cent. was declared on the out- standing capital stock. . Lawton—Clarence Kinney has _ sold his interest in the meat stock of Kinney Bros. to Arthur Robinson and the busi- ness will be continued under the style of Kinney & Robinson. Port Huron—The R. G. & W. Shoe Co. has been incorporated with an au- thorized capital stock of $6,000, of which amount $3,600 has been sub- scribed and paid in in cash. Detroit—The W. H. Atkinson Co., Inc., has been been incorporated with an authorized capital stock of $10,- 000, all of which has been subscribed and $6,000 paid in in cash. Cheboygan—Myrton Wertheimer has purchased his mother’s interest in the Y. Wertheimer & Son clothing and men’s furnishing stock and will continue the business under his own name. Nashville—G. B. Bera has sold a half interest in his agricultural im- plement stock to his father and the business will be continued under the style of G. B. & W. B. Bera. Detroit—The Moran Andrews Coal Co. has been incorporated with an au- thorized capital stock of $25,000, of which amount $13,000 has been sub- scribed and $8,000 paid in in cash. Allen—Edson Benge has purchased the interest of his partner, Charles Harper, in the Benge & Harper stock of general merchandise and will continue the business under his own name. Deckerville—Merle Forrester has pur- chased an interest in the George B. For- rester & Co. stock of general merchan- dise and the business will be continued under the style of Forrester & Morden. Onaway—Fred McCutcheon and Paul Tank have formed a copartnership and purchased the L. J. Malloy grocery stock and will continue the business under the style of McCutcheon & Tank. Hastings—A. K. Frandsen has_pur- chased the interest of his partner, Mr. Keefer, in the Frandsen & Keefer stock of general merchandise and will con- tinue the business under his own name. Elk Rapids—O. W. Anderson and A. P. Wilson have formed a copartnership under the style of Wilson & Anderson and purchased the Towers & Cole Bros. grocery stock and will continue the business. St. Johns—The St. Johns Mercan- tile Co. has taken over the Clark & Beach millinery stock and will con- tinue the business under the manage- ment of the Misses Mary and Louise Kelly. Cheboygan—The Misses Anna and Augusta Herbison, who conduct a milliinery store at Lansing, will open a similar store here March 1 un- der the management of Miss Augusta Herbison. Richmond—The Richmond Packing Co., dealer in livestock and general meat packer, has been incorporated with an authorized capital stock of $20,000, all of which has been subh- scribed and paid in in property. Jackson—The Finch Hardware Co. has been incorporated with an au- thorized capital stock of $15,000, of which amount $10,000 has been sub- scribed, $5,000 paid in in cash and $5,000 in property. Conklin—C. M. May, of Grand Haven, and G. A. Hokanson, of Fre- mont, have formed a copartnership and purchased the Mrs. Minnie Bleck- ley stock of meats and groceries and will continue the business under the style of May & Hokanson. Detroit — Sol Sallan has merg- ed his jewelry business into a stock company under the style of the Sal- lan Co. with an authorized capital stock of $80,000—$60,000 common and $20,000 preferred—of which amount February 3, 1915 $47,000 has been subscribed, $7,000 paid in in cash and $25,000 in proper- ty. Mt. Clemens — Louis F. Wolf has merged his hardware business into a stock company under the style of the L. F| Wolf Hardware Co., with an authorized capital stock of $210,000, ($200,000 common and $10,- 000 preferred) of which amount $22,- 400 has been subscribed, $2,300 paid ir, in cash and $20,100 paid in in prop- erty. Manufacturing Matters. Detroit—The Auto Spray Co. has increased its capital stock from $10,- 000 to $25,000. Detroit—The Ideal Furnace Co. has increased its capital stock from $100,- 000 to $250,000. Alma—Republic Motor Truck Co. lias increased its capital stock from $50,000 to $250,000. Detroit — The Rinshed-Gagnier Paint Co. has increased its capital stock from $30,000 to $50,000. Traverse City—The Traverse City Milling Co. has increased its capital stock from $25,000 to $50,000. Kalamazoo—The Kalamazoo Vege- table Parchment Co. is building an addition to its mill which it will oc- cupy about April 1. Port Huron—The Acme Carburetor Co. has been incorporated with an authorized capital stock of $10,000, all of which has been subscribed and $1,- 000 paid in in cash. Detroit—The Detroit Tapering Ra- diator Co. has been incorporated with an authorized capital stock of $25,- 000, of which amount $15,000 has been subscribed and $2,500 paid in in cash. Detroit—The O. S. Hawes Lum- ber Co. has been incorporated with an authorized capital stock of $100,- 000, of which amount. $56,000 has been subscribed and $10,000 paid in in cash. Detroit — The Detroit Hydrogen Burner & Stove Co. has been incor- porated with an authorized capital stock of $100,000, all of which has been subscribed, $100 paid in in cash and $99,900 in property. Detroit—The Security Signal Co. has been incorporated with an authorized capital stock of $20,000, ($12,000 com- mon and $8,000 preferred), of which amount $12,100 has been subscribed and paid in in cash. This concern will engage in the manufacture and sale of electric signal apparatus and other elec- trical devices. Detroit—The Misner Manufacturing Co., manufacturer and dealer in toilet preparations, barbers’ supplies, per- fumes, etc., has been incorporated with an authorized capital stock of $25,000 ($20,000 common and_ $5,000 preferred) of which amount $15,000 has been subscribed, $3,000 paid in in cash and $12,000 in property. Adrian—The Maple City Specialty Co. has been incorporated with an authorized capital stock of $10,000, of which amount $5,570 has been sub- scribed and $2,950 paid in in property. This concern will engage in buying and selling goods to jobbers, agents and individuals and manufacture spe- cialties, ELE anata ae ae % eee ¥ February 3, 1915 MICHIGAN TRADESMAN any MAR ne Soi ovogt fy = mune PL -2f, Review of the Grand Rapids Produce Market. Apples—The price $2.25@4 per per bbl. Bananas—The price is steady at $3 per hundred pounds. The price per bunch is $1.25@2. Beets—60c per bu. Brussels Sprouts—20c per qt. box. sutter—Receipts of fresh are about what they ought to be for the season. The percentage of fancy butter is very light and there is an active demand for it at an advance of about 1c per pound for the week. In fact, there is a good movement for all grades of butter. The consumptive demand is good and is expected to be for some time. Fancy creamery is now quoted at 31@32c in tubs and 33@34c,in prints. Local deal- ers pay 22c for No. 1 dairy, 16c for packing stock. Cabbage—60c per bu. Celery—$1.25 per box of 3 to 4 doz. Celery Cabbage—$2.50 per dozen packages. Cocoanuts—$4 per sack containing 100. Cranberries ~ Cape Cod Late Howes have declined to $5.50 per bbl. Cucumbers—$1.50 per doz., for hot house. Eggs—Receipts of fresh increase daily and, as a result, the market has declined ‘about 2c further during the week. At the decline the market seems fairly steady. The quality of the re- ceipts is averaging fancy. The future depends upon the weather and upon the supply. Local dealers pay 28c for case count, selling candled at 30c. Storage eggs are in fair demand at 24@25c. Fresh Pork—Local dealers pay 8c for hogs ranging from 125 to 200 Ibs. and 7%c for heavier. Grape Fruit—$2@2.50 for Florida all sizes. Grapes—Malagas, $5@6 per keg. Green Onions—35c for Shallots. Honey—18c per 1b. for white clover and 16c for dark. Lemons—Californias and Verdellis, $3.25@3.50. Lettuce—Southern head, $2.25 per bu.; hot house leaf 12c per Ib. Nuts—Almonds, 18c per Ib., filberts 15c per lb:; pecans, 15c per lb.; wal- nuts, 19c for Grenoble and California; 1%7c for Naples; Michigan chestnuts, 18c. Onions—The market is steady at $1.50 per 100 Ibs, for red and yellow and $1.75 for white; Spanish, $1.50 per crate. ranges from Oranges—California- Navels are in large demand at $2.50@3 per box for all sizes. Floridas fetch $2.25@2.50. Pop Corn—$1.75 per bu. for ear, 4c per lb. for shelled. Potatoes—The condition is un- changed. Country buyers are paying 22@25c. Locally, the wholesale price is about 40c per bu. Poultry—Local dealers pay 12@13c for springs and fowls; 8c for old roosters; 10c for geese; 12c for ducks: 12@15c for No. 1 turkeys and 10c for old toms. These prices are 2c a pound more than live weight. Radishes—30c per doz. bunches for round or long, hot house grown. Squash—$1.50 per 100 Ibs. for Hub- bard. Strawberries—35c per qt. for Flori- da. Sweet Potatoes—Kiln dried Dela- wares command $1.75 per hamper. Turnips—50c per bu. Veal—Buyers pay 8@12c according to quality. —_+-.—___ The Grocery Market. Sugar—The market is strong and somewhat excited. Prices advanced 10 points Monday, thus placing granulated en a 5.15c basis, f. o. b. New York. The Holland Sugar Co. has pulled out of the market and all of the other Mich- igan factories have absorbed the differ- ential which ordinarily exists between Eastern and Michigan granulated. There are four reasons for the advance: The slowness of grinding in Cuba, due to rains, the difficulty in getting ships to transport Cuban sugars to this country, the high transportation charges and the belief that England will shortly be an active competitor for supplies of raws in the primary markets. The Trades- man anticipates another advance in prices within the next ten days—possibly before the end of the present week. Coffee—Both Rio and Santos grades are firmer. There are no indications, however, of any material advance. in Brazil coffees. The situation is quite uneertain owing to conditions in Bra- zil; also to conditions surrounding freights. Mild coffees are steady to firm and high-grade washed milds are in particularly good demand at advanced prices. There is plenty of mild coffee about; in fact, the avail- able supply is nearly twice as large as last year, but it is not of the best grade. Bogotas are particularly want- ed, at advanced prices. Java coffee shows no particular change for the week, but Mocha is very scarce on account of foreign war conditions and an advance of about 3c per pound is chronicled. Canned Fruits—The feeling with Coast packers is strong, based on the close clean-up of most varieties of the 1914 pack, but there is little demand. Southern and Middle Western fruits, although not getting much attention just now, are held well up to the quo- tations, as packers’ stocks are not large, and they. are looking forward to a good spring trade. Gallon ap- ples remain dull and easy, with some of the best packs available at $2 de- livered. Canned show no change from a week ago. The market is steady to firm. The figures showing a large pack have had no effect upon the market. Corn /s unchanged. Cheap peas are in de- mand, although stocks available at prices within buyers’ views are of in- ferior quality as a rule, and few sales are being made. For the medium and finer grades the market is firm owing to light supplies of goods available for immediate delivery, but buying of these is on the hand-to-mouth order. In string beans of the better grades a firm feeling prevails. Interest in futures of all commodities is light, with no business to speak of in any of the staples. Packers, however, de- cline to make any concessions from their opening quotations, Canned Fish — Reports received from packing centers indicate a larg- er demand from Eastern distributing markets for salmon of all kinds. At present the cheaper grades held on the Coast appear to be getting most attention. With supplies of domestic sardines small and concentrated and demand from consumers increasing, the market has a firm tone, with an upward tendency. All imported’ sar- dines are scarce, but the supply seems to be equal to present requirements of consumers, and, while the market is firm, no further quotable advance in prices can be recorded. Shrimp is dull and easy. Lobster is fairly steady on the basis of present low quotations but is getting comparative- ly little attention. A moderate de- mand is noted for Japanese crab meat, holders of which decline to make fur- ther price concessions. Oysters are dull, with prices nominal. Dried Fruits—The movement in California raisins of all kinds seems to be confined within narrow limits, but there is no pressure to sell and prices are steadily maintained on the basis of previous quotations. Currants are in light supply here and firm, although the demand is comparatively light. Persian dates are firm and prices on Hallowees have been advanced %c There is no quotable change to note in Khadrawees and Sairs. A small addition to the supply of Fards has been made by a shipment from Lon- don, which has been without influence on spot market quotations. Stocks of Hallowees are said to be almost ex- hausted on the London market. Figs are moving rather slowly, and in spite of the strong statistical situation and the cutting off of supplies from pri- mary sources because of the war, prices show no quotable improvement on the spot here. No further business of consequence in California prunes for immediate or forward delivery are reported. No business to speak of is reported in peaches or apricots on account of local requirements and con- sul advices show no important move- ment on orders from their sections, Vegetables — Tomatoes 5 although there is said to be increasing enquiry from the South. Nothing has been heard for several days of ex- port demand for any of the Coast dried fruits. Rice—Advices from the South state that other sections of the country, particularly the West, is buying ac- tively and New York seems to be the exception at present. The wholesale grocers apparently have little faith in the recent rise at primary points, but the mills are still paying the full minimum for standard grades. Spices—Higher cables are noted, re- sulting from the freight situation in the Far East and this is expected to keep the prices here strong. The trade is taking peppers, cloves, cas- sias and gingers at the advanace. Pep- pers are specially firm, being scarce here. Freights are much higher on cloves. Cheese—The available stocks of cheese are about normal for the sea- son, but owing to the fair consump- tive demand, prices have advanced Ac during the week. There is also a good demand for export. This is Naving its effect in curtailing the supply, and further advances are not expected. Provisions — Smoked steady and unchanged. The demand is quiet. Both pure and compound lard are firm at ruling prices, with good consumptive demand. Dried beef, barreled pork and canned meats are steady and unchanged. Salt Fish—Mackerel is unchanged. The demand is very dull and prices are about steady. Cod, hake and had- dock are about steady at the last quo- tation. meats are —_+--____ David Stoll, who for a number of years has been associated with the firm of Stoll & Cress, dealing in shoes,’ clothing and furnishings on Bridge street, has announced that he and his son will take over the entire busi- ness on April 1. The name will be changed to David Stoll & Son. For a number of years past Mr. Stoll has been conducting only the shoe depart- ment of the business, having disposed of his interest in the furnishings some years ago. +2 John A. De Jong, an employe of the American Seating Co., has suc- ceeded to the grocery business estab- lished by Jacob Kolehouse, at 1210 West Leonard street. The business is being managed by Mr. De Jong’s younger brother and Mr. De Jong continues in the employment of the American Seating Co. : ——_+-~>——___ Margaret and James Hollebeck, un- der the style of Hollebeck & Co., have succeeded Geert Gringhuis in the crockery business at 411 West Leonard street. For the past fifteen years Mrs. Hollebeck has conducted a small confectionery store at 1212 Alpine avenue, —_--2—____ The firm of Stouten & Vanderloop has succeeded Blok & Vanderloop in the wall paper and paint business at 512 West Leonard street. Mr. Stou- ten, of the new firm, was formerly in the same line, operating from his resi- dence, 450 Carrier street, en ae te eee ; i “4 ‘eG : or! UPPER PENINSULA. Recent News From the Cloverland of Michigan. Sault Ste. Marie, Feb. 2—The many friend of Joseph E. Bayliss, former- ly one of our leading feed merchants and politicians, regret to learn that Joe has accepted a position as travel- ing representative for the Austin- Western Company, at Aurora, Ill. He will have Wisconsin, Minnesota and the two Dakotas, and part of North- ern Michigan. J. R. Merrifield, one of the many friends of Joe, entertain- ed one evening last week in honor of Mr. Bayliss and he was given a hearty send off with the best wishes of all in his new field. Joe was one of our popular young men in Clover- land and a member of the Booster Club. Chas. Farm, our leading pop manu- facturer, had the misfortune of falling on an icy sidewalk last week, sprain- ing his arm, which has laid him up for a few days, According to a telegram received at the Soo last week, the Duluth Curling Club, which recently withdrew its hockey team from the Western division because of trouble with the Portage Lake seven, wants to re-enter the League. It is interesting to note the growth of the river population at this sea- son of the year, as it is dotted with small fish shacks. Many good catches are being made. This manner of sport is seemingly getting more popular each year and many of our local fish- ermen are enjoying the catch during the favorable weather. Jack Gowen, Sr., member of Gowen Hardware Co. and one of our lead- ing citizens, holds the championship record in Chippewa county in the wood-sawing contest which was held last week at Thorice. Capt. Marshall Duddleson was a close second. Nel- son Hall has heretofore held the rec- ord. There were eight contestants at the meeting. The loser had to put up for the two days’ entertainment, which was an event long to be re- membered... The spare time was spet't in dancing, hunting, fishing, etc. This is the first time that we have said anything about Joseph McQueen, one of our leading grocers, who is young at the business, but has built up, through strict attention to busi- ness, a large trade for himself, and has one of the best appointed gro- cery stores on Ashmun street. Joe is what we call a self .made man, starting in at the bottom and work- ing up to where success has crowned his efforts, Our traveling men’s committee on poetry have not as yet contributed for the Tradesman, but our worthy citizen, Judge L. L. Holden, who is not only an attorney of wide reputation, and also an _ authori- ty on live stock and agriculture, but he is also a_ good _ poet, which you will notice by the contin- uation of the verses started by the Houston (Texas) Post, entitled “Bact: to the Land:” These columns will be watched with interest to see who will be next. We are advised that there were two German spies here, according to newspaper reports, in the person of MICHIGAN TRADESMAN two graduates who came here last summer and worked as common la- borers. The Soo hockey team still holds the championship in last week’s game, which showed a score of 1 to 0 against Portage Lake, which gave the Soo four straight games against the teams with 18 to the good. If this continues much longer we will be able to make more noise in these columns about the Soo. That the Soo does not care for un- desirables from Canada was demon- strated by the two young men, Wil- liam Dunsmore and Hugh Reed, hail- ing from the Canadian Soo, who pleaded guilty to a charge of assault with intent to rob. They were sent- enced to serve fifteen days in the county jail. The immigration au- thorities have filed a requisition with the Federal headquarters at Wash- ington for a warrant ordering their deportation. The fact that we have not said any- thing about our fellow citizen, A. E. Cullis, manager of the Soo Woolen Mills, one of our largest industries here, was solely because it has been overlooked, as Mr. Cullis is a man of exceptional ability and no lightweight at that. Mr. Cullis has just returned from a trip to the Coast and found that his fellow citizens were waiting for him, as he was just in time to render service as chairman of a Dem- ocratic meeting. It is also expected that he will be put up for Mayor on the Democratic ticket, being the best timber the party has to offer, while his many Republican admirers would rather see him on the’ Republican ticket, but many will not hesitate to vote for Mr. Cullis, as his election would be a cfedit to the communi- ty. Mr, Cullis is also an athlete of marked ability and can do several stunts in the business men’s class of the Y. M. C. A. gym to the envy of the lightweights. He is what we call an all around good fellow, being an active church member, with pleas- ing personality and cheerful disposi- tion, and a member of the Booster Club, which makes him a universal favorite in Cloverland. Charles Hass, local representative for the National Biscuit Co., paid Grand Rapids a visit last week in the interest of the company. From all accounts, Dafter is one of the liveliest places on the map this winter, as the farmers are unusually busy hauling hay, which is the prin- cipal source of business during the winter months. The Pickford Telephone Co: is still spreading out, covering more terri- tory. It has a new line within two miles of Rockview, which is just com- pleted. ; John Brunell, one of Rosedale’s leading merchants, paid the Soo a visit last week. Mr. Brunell is amout 80 years of age and still hale and hearty and makes the trip to the Soo with- out an escort with his trustworthy horse and sleigh. Mr. Brunnell is one of the best known characters of Irish descent, full of wit and ever cheerful. Being able to make a living as a mer- chant at his age is remarkable. He is one in a hundred that would be able to do as well. Mr. Brunnell bids fair to live for many years yet. Mat Shaw, proprietor of the stage line between De Tour and the Soo, is making regular weekly trips this winter, and although the times are not as prosperous this year at De Tour as last, still there is much re- pair work going on at the coal dock and considerable lumbering being done in the woods in that vicinity. Jim McDonald, the new postmaster at De Tour has a monopoly in the mail business, which will help make business much better than last year. His partner, George Goetz, being a musician of wide reputation, also adds revenue to the firm’s income. The only fault that can be found in this enterprising firm is that both part- ners are single and with the pros- ‘ perous future before them it would only seem natural to divide their spoils with two better halves. Herman Rath, formerly. of Luding- ton, but now a resident of the Soo, is making things lively with his lum- ber operations around Tone. At the rate he is piling up lumber it keeps him busy getting teams enough to do the hauling. Herman is very opti- mistic in his line of business and states that while. the profit is small, on account of the low price on lum- ber, he is making up in quantity, so as to make it profitable. Charles Merriott the popular stew- ard of the Park Hotel, has returned after a few weeks vacation, feeling much improved in health, and _ his many friends are pleased to see him back on the job. He is one of the cheerful fellows the traveling public like to meet, and he has made many friends for the Park Hotel during the past ten years. Gilbert & Downey have built a large hay house alongside of the tracks of the Michigan Northern Power Co.’s Railway, which is now open for busi- ness, The fine country roads are enabling the farmers to bring in much hay and pork, also beef, and they are taking advantage of the weather and good roads. The Government has had a staff of engineers for the past two weeks tak- ing measurements of the amount of water flowing through the Lake Su- perior Power Canal, and with the weather most of the time at the zero mark it has prolonged the work. _The Soo High School debating so- ciety is looking for more prac- tice as it is now well up in the art of debating and _ has undertaken to arrange for a debate with the Marquette High School, which, apparently, is afraid to tackle the proposition with the Soo bunch, having cancelled the debate arranged for for unknown reasons. Booth Bros., wood dealers and cart- ers, are coming to the front very rap- idly. They have been in business at their present quarters for less than a year, but have one of the largest woodyards in the city, which is stock- ed almost to its capacity with all kinds of wood for fuel. They are both hustling young men full of energy and their further .success is assured. Everything seems to have come their way, even the weather, up to the pres- ent time this winter. William G. Tapert. —_222>___ Wholesalers’ President Leads Fire Legislation. Oscar B. McGlasson, President of the National Wholesale Grocers’ As- sociation, has. drawn a bill to introd- duce before the Illinois Legislature advocating the fixing of legal respon- sibility for fires occasioned by care- lessness and neglect. According to figures compiled by Mr. McGlasson the fire loss ratio in the United States for years has been approximately $250,000,000 annually or over $2.50 for every man, woman or child, while the average in Euro- pean countries is said to be less than 33 cents per capita. He says that the large percentage of cur best mer- chants lean almost entirely upon their insurance policy for protection and never give a thought to fire protec- tion. The proposed bill reads as follows: Section 1. Any person, persons o1 corporation for any fire caused by, re- sulting from or spreading by reason of the negligence of such person, per- sons or corporation or the non-com- pliance with any law or ordinance or February 3, 1915 lawful regulation or requirement, of or by any State or municipal author- ity, shall be liable: 1. For all loss, expense or dam- age, caused by or resulting from such negligence or non-compliance, and : 2. For amy expense incurred by any municipal or other Governmental agency in extinguishing or attempting to extinguish any fire so caused, re- sulting or spreading. Section 2. In all actions against any person, company or corporation for the recovery of damages on ac- count of any loss or injury to any property, real or personal, occasioned by fire communicated from proper- ty owned by one party to the prop- erty owned by another party, the fact that: such fire was so communicated shall be sufficient evidence to charge the occupant of the property in which the fire originated with negligence and place the burden of proof upon him. Section 3. fect, etc. This act shall take ef- —_»>++—_ Ross Cereal Plant Will Locate in Batavia. The Ross Food Company, recently organized by Andrew Ross, former sales manager of the Kelloge Toast- ed Corn Flake Co., for the purpose of making a new wheat cereal, will locate at Batavia, N. Y. The company has purchased a complete brick build- ing in that city, 40x200 feet in area and three stories high, together with three acres of land and an office build- ing, located directly on the line of the New York Central main line and with connections with the Erie, Le- high Valley and two of the Central branches. The company is at present occupy- ing temporary offices in the Ellicott Square building in Buffalo, and com- dleting plans for its machinery and organization> It is said to have been led to locate at Batavia by reason of the available modern plant, and the fact that the town is in the midst of the New York State wheat belt and about midway between Rochester and Buffalo. The plant will probably be turning out its product in April. Mr. Ross has not yet announced his or- ganization personnel. —_—_2~--.____ Made in America. The only genuine movies of the European war. The most Italicized Italian gardens in the world. Japanese landscapes that the Japa- nese envy. Choice French anti-deluvian cham- pagnes. More Sumatra cigar wrappers than Sumatra produces. Genuine London-made hats. More ivory products in one year than all the elephants of time pro- duced. More Mayflower furniture than a big modern fleet could carry. ——__+ + Some Reputation. Binx—What kind of a reputation has Jones got? Jinx—So good that he can wear cuff-buttons with other people’s ini- tials and get away with it. os MR eS I SA ISI SOG, Ee eeite St cuatacigt iid moaaeinaelsnest mete a eSneet tac eteeee ae February 8, 1915 What Some Michigan Cities Are Doing. Written for the Tradesman. - Membership of the Holland Cham- ber of Commerce has now passed the 200 mark and 300 is the new goal in sight. A banquet will close the suc- cessful campaign. Manual training students in the Pontiac school will add bird houses to their regular output of useful things this semester. Jackson prison now has in excess of 1,000 inmates, with 100 prisoners sleeping on cots in the corridors. Business out of Pentwater harbor in 1914 was greater than it has been since the decline of the lumber indus- try. Fruit shipments were double those of 1913. Benton Harbor lost out in its ef- forts through the State Railway Com- mission to have the Big Four restore the two passenger trains that were discontinued December 15. The rail- road promises to put on the trains again April 4. Milk dealers supplying Owosso are planning to get together and establish a central milk plant, utilizing the old brewery building for the purpose. There are now eleven wagons ped- dling milk in Owosso daily and there are five milk plants in the city. Sixty students are now enrolled in the night school at Belding. The electric light plant at Hartford will be reconstructed and improved, giving service to Hartford, Bangor, Lawrence and other surrounding towns. The Petit Salt Co., of Milwaukee, will soon start work on its million dollar salt block at Ludington, the city having granted the right to construct a dock on its property just east of the life saving station. Superintendent Cain, of the Pere Marquette, met with the merchants and shippers of St. Joseph recently and stated that St. Joe is getting bet- ter freight and passenger service from the road now than it has ever receiv- ed before, also that the daily refriger- ator car is run over to Benton Har- bor and then brought back during the morning for the protection of local business men who receive perishable goods. The situation was frankly dis- cussed. The Maquette Commercial Club en- dorses the plan of a municipal or MICHIGAN TRADESMAN public auditorium to take care of con- ventions. The West Side Business Men’s As- sociation of Saginaw is urging the Common Council to purchase two combination chemical engines and hose trucks for the fire department. The Michigan Association of Com- mercial Club Secretaries will hold its annual meeting February 13 at Ann Arbor. : The Colby-Hinkley Co., maker of fruit packages at Benton Harbor has awarded the contract for rebuilding its factory. The Common Council of Ann Arbor by a close vote decided to close the moving picture shows on Sundays. The Caro Business Men’s Associa- tion has re-elected the following of- ficers: President, Otto Zenke; Vice- President, J. J. England; Secretary- Treasurer, J. N. McAllister. The School Board of Iron River has made provision for serving hot cocoa or coffee noons to children bringing lunches. The drink is prepared in the domestic science kitchen. Allegan will soon feel the industrial stimulus of its new factory, the Blood Bros Machine Co., formerly of Kala- mazoo. The big plant will soon be in operation. The Fleckenstein Co., manufactur- ers of sole leather for shoes is a new industry at Muskegon Heights, occu- pying the old Browne-Morse plant. Bay City will entertain the annual convention of the Michigan Monu- ment Dealers’ Association February 10 and 11. Almond Griffen. _——o-o oo “Put Yourself in His Place.” Grand Rapids, Feb. 2.—I have been trying to put myself, mentally, in the place of the German of to-day, in the hope of acquiring some faint under- standing of the leading psychic factor in the great war abroad. Knowing, in a general way, the significance of the German people in European civili- zation, I have asked myself: How would I feel about it were I a Ger- man? How do the German people, the average German of to-day, really feel about this struggle? I believe he feels genuinely aggriev- ed. Rightly or wrongly, and no mat- ter how much or little he may be inclined to blame his government for policies tending to lead Germany into such a position, he is profoundly coa- vinced that most of the rest of Eu- rope is chronically prejudiced against her—unjustifiably and unreasonably prejudiced. He feels that he, as a German, has long been placed in an utterly false position by foreign jeal- ousy and pride. Undemonstrative by racial nature; soberly industrious; conscious of his membership in a na- tion great in science, in learning, in music, in literature, and in philosophy, he is sure that his excellence also in modern commerce and industry has earned him international hatred in- stead of commendation. His indus- try, his technical skill, his persistence in following up markets for his prod- ucts, all these things, he reasons, serve the world as well as_ serving himself; and the world ought to be proud of Germany, grateful to her, fair toward her. Instead of imputinz every injurious form of ambition to Germany, as he feels many nations do, they ought to extend the right hand of fellowship, as it were, to so successful a co-operation in the prog- ress of the world. He feels, in short, that Germany has not had a fair deal in the hearts of foreigners, and that never will she have that fair deal and due apprecia- tion, without a most violent change of heart on the foreigner’s part. Little by little, generation after generation, Germany was bound to struggle to- ward the goal of success, hampered more and more by such unfairness and dislike, until finally her usefulness and her natural place in European civilization would be seriously impair- ed if not crushed by collective antipa- thy and opposition. England is great in the art of civil government, es- pecially in the very difficult art of colonial rule and, on the whole, the world credits her with this success, and commends it. In spite of her long ill-treatment of Ireland, and in spite of temporary unpopularity, as in the time of the Boer War, she has been allowed to outlive her errors and to prosecute her natural ambitions. Germany is a total failure as a coloniz- er, because she controls commerce to her possessions with one_ hand, thus forcing her colonies to deal with Germany exclusively. In spite of the criminal errors of the Wilson admin- istration is reversing the true Amer- ican policy in the Philippines; in spite of our great growth and wonderful material success; in spite of our ma- jestic and wise, but certainly unprece- dented, policy in adopting Monroe- ism, our world-wide popularity con- tinues, as it ought, and we are lauded by practically all nations. And so on. But Germany, kindred in stock and of naturally frank and open heart, is to be treated as a pa- riah, forsooth! And why? Because it would seem, Europe is too small to contain so great a people, side by side with other aspiring powers! Rightly or wrongly, he believes that something like the above is, and long has been, the situation. - Hence the German’s long tolerance of Germany’s militarism. If so much of the world be against him, if the great part of Europe be only watching for some chance to belittle or crowd out Ger- man industry and activities, the time 7 - is likely to come, upon some pretext, when Germany will have to. defend herself by arms, and to prove con- clusively that her armies share in her general capacity for efficiency. To use slang, the German burdened him- self with militarism so that he might forestall, in time of critical need, any manifestation of what he regards as a “put-up job” on the part of his neighbors and competitors. Had Europe some supreme authori- ty, some central, controlling, conti- nental polity, under which each sov- ereign nation could be assured of its rights and feel free to pursue its ac- tivities without fear of one or more other European states—then Germany would no more have fostered militar- ism.than any other country in the world. Militarism is a confession both of pride and fear; and it is, of course, wholly out of place in the twentieth century. But it was no more out of place in Germany, ac- cording to the above guess at Ger- man sentiment, than were the na- tion-made conditions surrounding the German Empire. The whole Euro- pean balance being wrong, any one nation’s militarism could only be look- ed upon as prudent self-defense. J. W. R. — 2. >——_ Twin City Retailers Getting Together. St. Joseph, Feb. 2—Twenty of the grocers and butchers of the twin cities have held their second meeting to organize an association of the twin cities under one head. Henry Petersen, of this city, pre- sided and several of the Benton Har- bor merchants, who have had a sim- ilar organization for the past four years, gave short addresses on the benefits to be derived from the asso- ciation in eliminating loose methods of extending credit, in showing what co-operation means to the retail grocer and the ways and means of bettering the condition of the trades- men. John Herr, Ross W. Baker and Charles Cherry gave short talks and expressed a desire to see the St. Jo- seph merchants closely allied with them under one system and make the Twin City association Zepplin proof against the non-payers of grocery and meat bills. Edward P. Barry of Benton Har- bor, told of the great success of their Retail Coal Dealers’ Associa- tion which has a fine credit system. He declared not a retail dealer could afford to stay out of the association. A campaign committee was nam- ed including William Freitag, Albert O. Bittner and Henry Petersen, of St. Joseph, and Charles Cherry, Ross Baker and Edward P. Barry, of Ben- ton Harbor. Another meeting will be held Thurs- day night at S. M. Chandler’s office, Benton Harbor. A banquet and smoker will be features of this meet- ing. Ship To-day is the Worden Way WoRDEN GROCER COMPANY Grand Rapids—Kalamazoo ‘ THE PROMPT SHIPPERS ap A a A nan aa ¥ % BiccanfpaprsMan (Unlike any other paper.) DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY, Grand Rapids, Mich. Subscription Price. One dollar per year, if paid strictly in advance; two dollars if not paid in ad- vance. . Five dollars for six years, payable in advance. Canadian subscriptions, $2.04 per year, payable invariably in advance. Sample copies 5 cents each. Extra copies of current issues, 5 cents; issues a month or more old, 10 cents; issues a year or more old, 25 cents. Entered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWE, Editor. February 38, 1915. WHY NOT PLAY FAIR? The railroad managers of Michi- gan are conducting what they con- sider an active educational campaign to create public sentiment in favor of a higher legal rate for passenger fares. Perhaps it would be more proper to state that they are under- taking to force the issue by cajolery, by falsehood, by intimidation and by threats of receiverships. The rail- Way managers have misunderstood and mistreated the traveling public so long that they cannot get out of their heads the idea that the policy of trickery and sharp practice must be resorted to in order to accomplish results. As a matter of fact, the public is in a receptive mood, ready and willing to listen to facts, providing the rail- way managers open the books and treat the public fairly, honorably and truthfully. There are few men who would not willingly concede an advance in rates if they thought the railways needed the increase in order to in- sure efficient service and conserve the interests of the stockholders and bondholders. The public has been be- trayed by the railways so many times in the past by specious promises and false statements that when the man- agers resort to the same old familiar methods the public is naturally sus- picious and is deposed to refrain from forming a conclusion, either favorable or unfavorable, on the proposed ad- vance in rates. It appears to be next to impossible for railway managers to realize that they can accomplish results by fair play, because they have become so accustomed to doing things in a sneaking way. For instance, a meet- ing was held in the Grand Rapids Association of Commerce rooms one day last week—Wednesday evening, to be exact—to consider the railway rate situation. Only those specially invited—and it is understood the list was made up or at least supervised by local railway officials—were ex- pected to be present. The meeting was presided over or at least direct- ed by a railway official and the same old claims are paraded in glowing colors, but no statements made were supported by proof and there was a - feeling on the part of those present that the railway officials were trying MICHIGAN TRADESMAN to “put something over” on the gen- tlemen present. This feeling was in- tensified by the presence of General Manager Hughart, of the G. R. & I., and the remembrance of the attempt he made to deceive the directors of the old Grand Rapids Board of Trade by the presentation of fictitious state- ments of earnings at the time the present 2 cent law was under dis- cussion. The railway men conclud- ed the meeting by asking for the adoption of a resolution favoring an advance in rates, which was refused. The Tradesman, in common with thinking men generally, is as yet neutral on the subject of the rate ad- vance. The Tradesman is willing to be shown that the change is necessary or that it would result in mutual good to the railways and the traveling pub- lic. It cannot be wheedled into line by bribery, by threats or by doctored- figures gotten up for the purpose of deceiving the people. The members of the Legislature appear to be in the same mood. They have listened patiently to what the railway man- agers have had to say, but so far they have heard no argument: on which to base a conclusion that the change is imperative. Times are hard and business is de- pressed. Nearly all lines of industry are suffering from the decrease in vol- ume and profits. The railways are no exception to the general rule. To insist that the present reduced reve- nues are due solely to the reduction in passenger rates is thoroughly in keeping with the policy of the rail- way managers to marshall pretentious looking claims based on false found- ations. The present campaign is ed- ucational, or can be made such, by the adoption of worthy weapons, but time for action will, in all probability be deferred two or four years, after the present depression has_ disappeared and business has resumed its normal condition. The railway managers may be able to shorten this formative period by righting about face and playing fair, instead of attempting to accomplish their ends by the employment of fic- tion, falsehood and fiddlefaddle. THE GRAIN SITUATION. What has this war meant to grain values in the United States and Can- ada in the past seven months? A glance at the figures from the grain trade’s point of view, is startling. Wheat and rye are up 70 cents and over from the inside figure of last year, and oats have advanced over 22 cents, corn 16 cents. It will not be a surprise to see higher figures made in some grains, later in the season. There are even now those who predict $1.75 for wheat, 90 cents to $1 for corn, and 65 or 70 cents for oats. They make no predictions as to how soon the top figures will be made; that is dependent upon many things. But even to-day, as compared with Jan- uary, 1914, wheat prices have nearly doubled, rye has more than doubled, corn is up 11 per cent., and oats over 60 per cent. It is seldom that the price of grain starts from a seemingly fair level and doubles in so short a time as values have done this season, especially in the face of record yields of wheat and nearly so of oats and despite the larg- est movement of all grains from the farms that the trade has ever wit- nessed. History has been made very fast, and indications are that there is more to be made before the end of the war in Europe. The general situation in grain re- flects, of course, the war, the foreign anxiety about supplies and the chance of a long conflict. It is the impres- sion among those who have analyzed the supply and demand situation close- ly that the end of the season will see the world’s supplies in countries able to export down to the lowest basis in a number of years. The warring nations will have exhausted their own supplies by the time the next harvest is ready for consumption, and _ this may also be largely true of America. As to the size of next summer’s har- vest in this country and Europe, that is any man’s guess. What prices will do remains to be seen. With the war lasting all this year, we might run into conditions such as have never been witnessed in the grain trade of our time. Enquiries have been made during the past week for 1,000,000 bushels of the new crop’s wheat, to be shipped next summer. So far as is known, no sales on this basis have been made: prices asked have been regarded as too high. Grain handlers are not dis- posed to run unnecessary risks under existing conditions, and in making such a trade they want to see the pos- sibility of a good profit to insure’ against possible loss should adverse factors prevail. But it would not sur- prise the trade to see good sales of new winter wheat made later in the season when the crop outlook can be judged to a fair extent. The extent of export business in “new-crop wheat” is illustrated by the export clearances in August the past two years which have averaged 27,500,000 bushels. Those who believe in higher corn prices say they expect to see Europe a large buyer of corn in the near fu- ture. It will be wanted to make a meal to mix with wheat flour for bread. A mixture of corn and wheat flour makes a fine bread. Corn also can be used to a large extent in many other things. Hitherto, its use in Eu- rope has never been regarded as ex- terisive; but these are not ordinary times: Recent reports indicate that much of the Argentine wheat surplus will go to Italy, Brazil, some to Japan and Australia. ‘This would reduce the quantity available for the United Kingdom and for Europe. An Eng- lish authority, in making a forecast of requirements of Europe for this sea- son, puts down 320,000,000 bushels as the amount expected from the United States. If we were to have sent that much by the end of the season, it would necessitate extensive cutting into home reserves. i You are going to lose some of your regular customers during the coming year, perhaps a good many of them. Who will take their place? February 8, 1915 TRIUMPH OF THE TELEPHONE The highest point of perfection reach- ed by telephone service in this country was when Alexander Graham Bell, sit- ting in New York, talked easily and clearly with Thomas A. Watson in San Francisco. A notable incident in this connection is that it was these same two men who talked for the first time over a telephone line two miles long between Boston and Cambridge. That was thought to be a wonderful achievement thirty-eight years ago and it was, but neither the inventor nor any of his associates imagined the extent of the development which would be reached in less than four decades. Telephones are so common nowadays and everybody has them and uses them that it seems as if they always existed, and yet a person need not be very old to remember dis- tinctly when there was no such a thing. Scientists have figured the rapidity with which sound travels, and if it were pos- sible for a person in New York to shout loud enough to be heard in San Fran- cisco the voice would be four hours on the way. By the use of the telephone it requires the fifteenth of a second for the word spoken in New York to be heard in San Francisco. Long distance telephones in these days have come to be so generally accepted that it is per- haps not properly appreciated. Every day Uticans talk freely with New York and other cities farther distant and they think no more about it than they do when one telephones from a residence to order provisions from a neighboring store. It is remarkable and occasion for con- gratulation that the venerable inventor and the man who held the first conver- sation with him at the end of two miles of wire should have been the first to have heard each other distinctly over 3,400 miles of wire by the use of instru- ments and apparatus embodying ‘the first principles. It will quickly become very commonplace for business and so- cial messages to be exchanged by this method between the Atlantic and Pa- cific coasts. When you stop to think of it the telephone which enables you even to talk with the grocer is a wonderful invention, difficult for the uninitiated to understand, and yet, like electricity used for light and power and other things of common everyday occurrence, folks never do stop to think but just use it as if it were ordinary. The growth of the telephone has been pro- digious because it supplies a want. Only as far back as 1902 there were only a little over a million telephone subscribers in the United States, whereas at the beginning of this year there are nine million and the number is constantly in- creasing. People nowadays could not get along without the telephone and think they could not do business with- out its help, and yet less than four de- cades ago there were no such appliances in the world and those who wished to order goods at the grocer had to go there or send one of the children, and whoever wished to communicate with a person in another city had to write a letter and wait for the answer. The progress of these times is prodigious and it is well enough now and then to stop and think about it. BO ge ee ee chee gee Pn eee scoasinshantavacasstacheencictaiaaocee eae February 8, 1915 WINTER HINTS FOR GROCERS. The fact that midwinter is normal- ly quiet is in itself a good enough reason why the shrewd merchant should be intelligently pushful. This is true in the grocery department, as elsewhere. A few timely opportunities for gro- cers suggest themselves in connection with February business. Mid-February—the 14th—brings St| Valentine’s Day, a festival that is steadily growing in popularity with young and old. The old custom of sending valentines, sentimental, comic or horrible, shows no sign of waning; and an outgrowth of this is the more modern custom of holding valentine parties. In most places there is a run of these social events from a week before the festival to a week after. And even in places where the val- entine party hasn’t yet come _ into vogue, the merchant can start the ball rolling by a bit of shrewd suggestion in his advertising and window display. One merchant featured a “Valentine Party Lunch” in his window display— a table set with dishes and viands, in- cluding fancy biscuits, sandwiches, fresh fruits and the ever popular cup of cocoa which, with its alternative, chocolate, is a favorite winter bever- age. With, of course, nuts and bon bons and grapes to top off the repast. A display like that, will as a rule, do more than merely draw the busi- ness of young people who have parties scheduled; it will be apt to put the party idea into the minds of other young people who beforehand had no plans along that line at all. “Let us cater for your party” is a timely sug- gestion. For skating parties, theater parties, sleigh-ride parties and the like, are popular events, particularly when the winter is a cold and steady one; and always there is the dainty lunch- eon to be supplied. The grocer has the materials to sell; if he goes about it the right way he will add materially to his trade in these lines. One man makes a specialty of these events; in- stead of leaving the host or hostess of the evening to prepare the menu, he has on file clipped recipes of sal- ads, sandwiches and dainty dishes of various sorts. particularly suited for party lunches. Well—the man who makes a specialty of the thing is the man who draws the trade, partic- ularly if he makes it a point to know the young people of his town and if he gives the impression of a desire to be genuinely helpful. Incidentally, the St. Valentine fes- tival will give the merchant a good pretext for brightening up his win- dows with a Valentine display. In this the big red heart, transfixed with an arrow,.is often a central feature. The display may be linked up with a special sale of some sort. Confec- tionery makes an attractive and ap- pealing line. A sprinkling of valen- tine hints in the decorations, a dash or two of color, and the use of heart shaped price tickets, will lend an add- ed touch to the seasonable display. As a result of war prices for sugar six months ago, housekeepers in all parts of the country “put down” a great deal less fruit than in other MICHIGAN TRADESMAN years. Normally, the stock of home made jellies and preserves usually lasts through the winter; but this year in most places depletion has already set in. Hence, it will be timely for merchants to push both fresh and pre- served fruits. It is safe to say that the average housewife has no very clear conception of the great variety of jams, jellies, preserves and marma- lade which her grocer carries in stock. This fact merely emphasizes the need of frequent display when —as now—these lines are seasonable; and more aggressive advertising. A “jam circular” to a selected list of cus- tomers might be a good stunt. And, in your advertising and your display give prominence, not to the lines for which there is already a large and steady demand, but to the novelties which, while as yet little known to most customers are good stuff and will pay for pushing. It is good merchan- dise to build up a demand where there was none before. So far as jams are concerned the demand exists; but a good many would-be consumers are only vaguely conscious of it, and do not know that their grocer has the wherewithal to satisfy it. The threatened advance in the price of bread will, in many cases, afford an opportunity for pushing the sale of four, even at the high prices gener- ally prevailing. Rather than pay an extra cent a loaf, the housewife will, for a time at least, bake her own bread, feeling that she stands a good chance of coming out ahead of the game. So that, where local conditions afford the opportunity, the grocer may find it profitable to put an extra push behind flour and the alternatives— corn meal, graham flour, and the like. In the meantime, cold weather goods generally should be pushed. As pre- viously stated, cocoa is a popular cold weather drink. In many households, while cold weather lasts, meat ex- tracts of various kinds are used regu- larly. Corner grocers who a year or so ago first stocked these lines on a very small scale now state that there is a steady demand. In this connection, it is for the mer- chant to work up the demand for such lines by introducing them to his cus- tomers. True, the manufacturers do a great deal in the way of National advertising; but the merchant who co- operates with the Nation-wide adver- tising by stocking the goods locally, showing them prominently in his store, and personally recommending them to customers, is the merchant who will secure a steady repeat trade in such goods. The grocer’s personal recommendation goes a long way—a longer way, in fact, with most cus- tomers, than any amount of printer’s ink, Like the meat extracts, prepared or condensed soups are timely. So, too, are syrups, molasses and similar lines. Canned goods should be in steady de- mand, which can be enhanced by a timely display. That business, at this particular time of the year, is apt to be quiet is no reason why the grocer should be satisfied with what merely comes to him, Rather, he should go after busi- ness aggressively—in his newspaper space, in his window displays, and by means of personal suggestion. Some years ago a clerk upon whom the mid-winter quiet had commenced to pall a little decided to try an ex- periment. Business was very quiet. Customers seemed to be buying little. The next time a customer came in, the clerk, after filling his order, call- ed his attention to a new line of mar- malade. He mentioned the growing demand for peanut butter; and re- marked that the shipment of grape fruit just in was the finest he had seen that season. The customer had never before experimented with grape fruit. “Try it,” said the clerk; and the cus- tomer did—and kept on buying at in- tervals for a couple of months. Mean- while the clerk kept on suggesting things to customers. Perhaps one customer out of four or five, one sug- gestion out of a dozen, resulted in sales; but a good many of these sales brought repeat orders. The clerk fig- ured that he had increased his indi- vidual sales by about 20 per cent. A store can do that, and more, if the merchant and his staff go at the proposition in the right way; and in mid-winter, when things are normally quiet, is an excellent time to start the ball rolling. It is, indeed, a splendid time for the boss and the boys to get together, to learn the value of team work, and to train themselves for the busier days that are sure to come with the advent of springtime and summer. cen The justice of the underlying prin- ciple on which the Supreme Court has declared unconstitutional the Kan- sas “coercion law” cannot be ques- tioned. This principle is that it takes two to make a bargain and that an employer may hire labor on his own terms, just as a union may accept members under its own rules. The Kansas statute forbade any one to force or influence an employe to re- nounce union membership by making such renunciation a condition of em- ployment. Justice Pitney points out that the union man has the Consti- tutional right to decline proffered work unless the employer agrees not to accept non-union men. As there cannot be one rule for labor and an- other for capital, the employer has an equal Constitutional right to in- sist that applicants for work re- frain from union affiliation. It is clear that in some cases the exercise of such right may be made as strong a weapon for the open shop as the right of unions to expel mem- bers who have worked with “scabs” has sometimes been made for the closed shop; it potentially strengthens the employer who wishes a fair inde- pendence of unionism. But, as a mat- ter of fact, although the decision in- validates similar laws in thirteen other states, its effect upon the actual rela- tions of capital and labor is not like- ly to be great. Most such laws have had little practical operation, the con- ditions under which men are hired and discharged being already pretty well defined. > THE HUMAN ELEMENT. Just what are the duties of the board of directors of a great business cor- poration? The general impression has come to be that directors are men who receive directions. The theory —and practice — uncovered in the course of the New Haven enquiry was that the directors are not supposed to know anything about the finances of their corporation, Then we had the word of Jacob Schiff and John D. Rockefeller, Jr.; that another phase of corporation activity with which _directors are supposed not to bother is the question of labor. Before the Industrial Relations Commission both gentlemen have testified that they have made it a practice, in corpora- tions of which they are directors, to leave the management of the force of employes to the executive officers. Early in the controversies over the strike in Colorado Mr. Rockefeller took the position that, having appoint- ed executives of tried ability, the whole duty of the men in control of a corporation consists in standing by their representatives. : It is evident, however, that this con- ception is breaking down in the hands of the very men who announced it. Mr. Rockefeller does not now dis- claim responsibility for the men who work for his corporation. On the contrary, he speaks of far-reaching plans, under competent direction, for bringing labor and capital together in a joint board, vested with a measure of control. In all this, there is agree- ment with public opinion, which has lately acquired the habit of carrying responsibility beyond the active man- agers of a corperation’s affairs to the men who are supposed to guide its ultimate policies. And especially on this question of labor a quickened public conscience feels that it is too big and too human a factor to be turned over to the discretion of a general manager as one of the inci- dents in his daily routine. The hu- man element in the problem insists on coming to the front. Raw material badly treated by the executive head of a corporation will not rise in re- bellion, and mill machinery mishan- dled will not plunge a state into civil war. If directors are really to direct, there is no branch of activity to which they can more profitably apply them- selves than to the framing of a gen- eral policy which shall not place the responsibility for labor crises on the shoulders of executive officers. What He Had Lost. During a marriage ceremony in Scotland recently, of which a London paper tells, the bridegroom looked extremely wretched and he got so fid- gety, standing first on one foot, and then on the other, that the “best man” decided he would find out what the trouble was. “What’s up, Jack?” he whispered. “Have ye lost the ring?” “No,” answered the unhappy one with a woeful look. “The ring’s safe enough; but, man, I’ve lost ma enthusiasm.” — ++ >. And many a man lends a hand only when it is empty. 10 MICHIGAN TRADESMAN ¢ February 3, 1915 GONE TO HIS REWARD. Thomas Hefferan, the Veteran Bank President. Thomas Hefferan, President of the Peoples Savings Bank since its found- ing in 1890, died Sunday night at his home, 442 Fountain street. Although Mr. Hefferan had been ill many months the announcement of his death was a severe shock to many friends, but members of the family realized last week that there was slight chance that he would survive. The funeral was held this afternoon at the residence of the deceased. The interment was in Fulton street ceme- tery. The Tradesman feels that it can pay no higher tribute to the deceased than to reprint the following biog- raphy which appeared in these col- umns about two years ago: With a well-rounded forehead ris- ing above calm eyes, with a quiet manner which would be almost shy were it not for the evident self-reli- ance back of it, with a face that shows patient strength, with the very evi- dent combination of a sound mind in a sound body, such is Thomas Hef- feran, a man who has carved out— we might say he hewed out—of the forests of Michigan his fortune. With no prestige of wealth or fam- ily influence, with no gifts from fav- oring fortune, with nothing but the stout heart and indomitable will, ready brain and strong hands, he has made himself a place among the not- able men of the city and State, al- though aided by his innate love of right, which impelled him to deal fair- ly with all men; and so, not rising on the shoulders of or at the expense of others, he has made his position sure. It has not been a selfish career, that of the man of whom we treat in this issue of the Michigan Tradesman, ex- cept as all effort which has as one of its results the accumulation of wealth is to some extent self center- ed. He has been and is a man among men. He has had his intimate friends, his business associates, those who have aided him and those whom he has aided; so that the story of Thomas Hefferan is also the story of other business men with whom he has work- ed hand in hand, apparently in full- est accord. Indeed, we may believe from the character of the man, his patience and fairness, that what seems to be is the fact. The outline his- tory of his life, in which it will be seen that friends or acquaintances of his youth linked their fortunes to his and that the circle of his associates steadily widened, losing hardly a member except by death, goes to show such has been the case. Mr. Hefferan was born July 28, 1831, in Washington county, New York. In 1840 he moved with his par- ents from New York State to Barry county, Michigan. Traveling in those days was primitive as compared with modern methods. The party with their goods and chattels went by canal boat to Detroit, from there took the newly constructed Michigan Central Railway to the terminal at Ypsilanti, trict schools. and from there they traveled by teams and wagons to their destination. In 1846 the family removed to the Grand River Valley, where they set- tled on a farm. The boy received a brief education in the common dis- He left home in 1848 and entered the employ of Dr. Tim- othy Eastman, who resided at a point in Ottawa county, on Grand River, since known as Eastmanville. The doctor was a farmer and lumberman, as well as a physician, and Mr. Hef- feran remained in his employ for three years (assisting in these occu- pations. In 1851 he attracted the at- tention of Galen Eastman, a son of the doctor and a lumber merchaint in Chicago, who offered him, and he accepted, a position in his lumber 4 he still holds. He has_ been for a great many years and is at pres- ent a stockholder of the Old National Bank of Grand Rapids and stock- holder and director of the Michigan Trust Company of the same city. In politics Mr. Hefferan is a Dem- ocrat, but he has never personally as- pired to political honors. In the campaign of 1896, when the National convention at Chicago gave to the country that platform of recommend- ing the free coinage of silver at the rate of 16 to 1, Mr. Hefferan decided not to support that measure and was one of the first to propose and assist in the organization of the Sound Money Democratic party, which ac- complished much effective work in that campaign. He still believes the The Late Thomas Hefferan. yard in that city. He remained there in the capacity of yard foreman, sales- man and general manager until 1858. The panic of 1857 so depressed busi- ness that he then decided to return to Michigan, where he still had charge of the general business of Mr. Galen Eastman. In January, 1865, Mr. Hefferan en- gaged in the lumber business for him- self, purchasing a sawmill at East- manville from his former employer in 1869 and continuing an active and and successful manufacturer and deal- er in lumber for many years. In 1889 when it became manifest that the forests of Southern Michigan would no longer respond to the demand for logs, Mr. Hefferan closed out his lumber business and removed with his family to Grand Rapids, where he has since resided. In 1890 Mr. Hefferan was one of the organizers of the Peoples’ Savings Bank of Grand Rapids. He was elected director and chosen to fill the responsible position of President an honor’ which principles of sound money to be best for the financial prosperity of the country. Throughout his long and _ active business life, Mr. Hefferan has never lost sight of the lumber interests of Michigan, and, practically speaking, may be said to have seen the rise and decay of that industry in the State. The forests through which he trudged as a boy and worked in in young man- hood and which were supposedly al- most illimitable in extent and _ re- source have long ago fallen and giv- en place to the prosperous farms: and fruit lands for which Western Michi- gan is now noted. During the years in which the farmer’s boy has, by straightforward energy and upright principles, become the successful lum- ber manufacturer and honored bank- er he has seen the log cabin of the ‘earliest settler give way to the neat and comfortable cottage, the village supplanted by the town, the wilder- ness transformed into populous cities, peopled by wealthy and intelligent citizens. He has seen benches of the old log schoolhouses built by the pioneers for the welfare of their chil- dren supplanted by the polished desks in the great brick structures of our present elaborate school system; while churches, academies, business houses, railroads and all the appli- ances of modern civilization crowd the territory where in his boyhood were only the forest, the deer and the Indian. With what interest will such a life be regarded in the future by generations who will fail fully to com- prehend the hardships and toils of those whose history is that of the past half century, the history of the State of Michigan. —~>-+—____ Reflections of the Lonesome Drum- mer. Did you ever get to thinking as you watch the race of man, how some get by much easier than the other fellow can? And it’s purty dash-durn- ed hard sometimes, to keep from get- ting sotfe when you see a muzzle- loader that you know is some small bore come kiting up the Hill of Life, with a bunch of “nigger luck” and leave the whole caboodle, where the turkey left the duck, and when he gets up toward the top, and things look rosy red, he takes a swelling in the place the good Lord menat for head; then he stops and takes a look at the bunch that’s left behind; but he never hands them out a little help of any kind; he says, “Well, I’m some Toot- er” with the accent on the too; “I’m not in that class any © more—what they neéd’s the boot.” He forgeis the other fellow might have had the biggest load; or there might have been a difference in conditions of the road; he might have broke a dou- bletree or burst a bellyband, so ’fore you criticize too much just reach out a helping hand, and kindly pat him on the back and say, “Come on, Old Boy,” it will fill his soul with confi- dence an@ stuff your heart with joy, for the good Lord has arranged it in His wise and loving plan, that the only way to help yourself is to help the other man. So, when the line seems out of step and everything seems bad, and you want to cuss—and and then you don’t and then you wish you had; the world seems badly out of tune and things seem gone awry, just step out of the procession and watch yourself go by—then look around and find some pal, who’s kind-a in the ditch; give his wheel a little shove and help him take another hitch. It will fill your heart with gladness, when you help him up the line, and the world all come right again and the sun begin to shine. Don’t think your troubles over, be- cause you're on the top, ’cause you can’t always sometimes tell, how soon you're going to drop. Don’t try to occupy the heights of Fame and Wealth alone, ’cause there’s room enough for more than one to find a happy home; so kindly help your fel- lowmen to reach the summit too, *cause heaven won’t be heaven at all, if there’s no one there but you. ——_2-2..___ Life may be a grind, but grinding sharpens things. ase treet SS aghetn eet ee ! February 3, 1915 MICHIGAN TRADESMAN 11 7 A Revolution in the Account Register Business The McCaskey Safe Register— OPEN Minimum capacity 130 _accounts—can be expanded to 330 accounts in one cabinet. The jointless metal cabi- net is so constructed as to exclude air and fire. Records, sales slips, paper money (U. S, Legal Tender) will not scorch within this cabinet and this has been CLOSED proved by severe fire tests. Protect Your Accounts Before it is Too Late More than 125,000 mer- chants are using The McCas- key System. It saves them time, labor, worry and money by cutting out use- less book-keeping. With CLOSED 4 he IN CONNECTION WITH One Wriling Don’t Wait Until You Burn Out Your accounts and business records are absolutely protected if you install ((ASKEY SAFE ‘iy theM‘CaskeyAccounr SYSTEM The most recent addition to th Only te MCCAS The End ff SYSTEM — First and Still the Best The McCaskey Register Co. Inc. 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Also manufacture single carbon salesbooks in all known varieties. tive will gladly call. quicker results than under Use the coupon when their old three to five writ- writing. ing method. a - ; CLOSED McCaskey Gravity Expansion Register (wooden cabinet) housing : Tf —> The McCaskey Register Co., Alliance. Ohio. Gentlemen:—I am interested in the McCaskey System of handling accounts and records and would like to have further particulars about The McCaskey System uate foaee Ll ow This style holds a minimum of AMI er a 240 accounts and can be expanded OGG, oe oes iced CLOSED to 440 accounts. Manufactured in City and State ........ 6.0... .eeeeeceee cette ee eeee eeetee ceeees various styles and sizes. ¢ GRAM cele cee ee ie: No. of Accounts......... M T—1-13-'15 12 MICHIGAN TRADESMAN February 3, 1915 od] y r ‘ 2 a = iS 2, Gs ee YL i. _— — ~—= ‘e! e 5 ey - Zz 0 y : Poo Ne ot ]i] nh “ i eit | ( Selling Suggestions Which Appeal to the Clothier. . Many clothing stores still keep stock in the old-fashioned way of pil- ing the suits on the tables; and noth- ing shows the force of habit more than this expensive manner of han- dling this line of merchandise. It is sometimes defended by the claim that the dust will not get into the coats when so. piled—just as though they were bought to keep in- stead of having been bought to sell! Again it is contended in some cases that the coats when hanging on the racks will show where they have been brushed with a whisk broom; but as this is akin to the above idea of buy- ing goods to keep, consider the these objections neither good nor valid. Men’s suits when carried on hangers are far more accessible and will show shop wear much less, be they on open racks on the floor or in cases built to hold them. The time consumed in handling suits is far less, and the wear and tear on the garments is not nearly So great. To pull a coat out of a fairly good stack of, say, twenty-five garments, requires considerable strength, it matters not how skillfully applied. The collar is the place to which the force is applied, and hence it will be stretched more or less, and the shoul- ders will be pulled out of shape. Every one of we older salesmen can recall the chaotic condition of the suits on the table at 10 o’clock on a busy Saturday night. With suits on hangers, there is no such mussing of the stock, no such mixing up of the different kinds of suits; a salesman can replace six suits while talking to his customer, without attracting at- tention, because he does not need to turn around and give his entire at- tention to the work, as when he piles the stock on the table. In the one case he will give offense by turning his back on his customer. When re- placing suits on the hangers, he only appears to be straightening up the suit. To save time and keep the stock from shop wear use hangers. As to enclosed cases, they are, as a matter of course, better for the stock and will pay for the outlay in a few sea- sons. But by all means hang the suits; they are far more accessible and make a better display. Value of Artistic Taste. A hat salesman should be an art- ist of no mean ability, because in addition to a knowledge of the har- mony of line, he should have a good eye for colors. The one man demands, say, decided- ly horizontal lines to harmonize with general facial and bodily appearance. The next man must have perpendicu- lar lines to bring out the best in his personal appearance. A short time spent in studying the effect. of exaggerated lines before the oval or convex mirror usually found in dime museums or like places will bring to the understanding of the hat salesman what he should know about the effect of high crowns, low crowns, narrow brims or broad brims to make the customer perfectly satisfied with the new style of hat the salesman de- sires to sell him. : The unfamiliar appearance of the newest style is often hard to over- come, doubly so when the salesman does not know which modified block to show the customer to harmonize with his natural lines. Now that colored hats are so gen- erally worn, the salesman should know that to sell a customer a color which is unbecoming or at variance with his complexion, is to cause him to be dis- satisfied with the hat and the store. Every man _ recalls an experience with one or more hats with which he was dissatisfied, not knowing the exact reason why. A good hat sales- man would have told him that if it were not the shape, the objection lay in the color or brim—possibly the crown. It takes an artistic salesman, one who uses applied psychology, to fit and please a hat customer to the extent of making him a “come-back.” Psychology in the Store. “Applied psychology” is what we may call the “Selling Art” in the clothing business. The mind action causes the customer to buy; and to study how to bring about this much- desired result should be the chief con- cern of the salesman who wishes to be successful. How any thinking man or close ob- server can say that “clothing salesmen are born, not made,” is beyond the comprehension of any student of the subject. Is any man born with the acute perception of being able to dis- tinguish the difference between a smile and a grin? Or to come down to more simple question, Is a man born with the ability to judge between mercerized cotton and silk? No, because of his temperamental nature he learns some fact, or kind of work, much more eas- ily. than others. The coarse-grained, heavily-built, phlegmatic man will ever be an out- door worker, just as the fine-grained, nervous man will instinctively turn to indoor work. The one is a great suc- cess handling men, as in construction work on a railroad! the other succeeds as an indoor worker—for instance, a watch maker or a clothing salesman. This line of reasoning can be applied to all occupations. Environment will often determine the occupation of a man, as well as develop his tempermental character- istics; but he was not born so! Applied psychology leads to the selling force of displays in the store and windows. Timeliness of the mer- chandise displays is of such import- ance that it is a marvel to see the many lapses of business thought and judgment in this direction. To show a man what the moment, the occasion, demands is to sell the merchandise without effort. Full dress suits displayed in De- cember are psychologically timely. In August, just as wide of the mark, as the December’ display is correctly aimed. Suggestion plays such an impoit- ant part in displays that the man in charge of the decorations should be a deep student of individual and so- cial psychology, because his work is the application of the science through his art. The clothier who made a big dis- play of extra size thin suits, in a West- ern city, on the occasion of a Saeng- erfest convention in August, had an excellent run of business. The clothier who made a display of full dress suits when a convention of doctors was held in his city sold two suits. To display overcoats at a big cut in price in July is to create a timeli- ness through the price for the buyer, but it must be backed up with a lib- eral advertising campaign, or it will fall flat. No window display alone will make the effort a success. The psychology of “created time- liness” is employed by furriers every summer, who create a buying time through price in the hot months of the season. Another angle of the science of psychology in the clothing store is that salesmen should wear the gar- ments and merchandise they sell when practicable, because nothing is more convincing of the truth of what the salesman tells his customer than the example of wearing what he rec- ommends as the latest or the best on the market. True, in some shops that cater to exclusive trade this practice might not be advisable; but in the majority of clothing and furnishing stores it will appeal to the greater number of cus- tomers, more particularly in small communities where the _ clothier is looked upon as a leader. In such a clothing store the other day I noticed the two proprietors and the head salesman wearing the latest style and patterns of the scarfs which this firm boasted and present- ed as “the nobbiest things’ in the market. They sold enough of this line to afford to wear a new scarf every day, if an equally good seller could be found. A clothier had a line of suits that did not move. In discussing the rea- son with his salesman-in the depart- ment.a coat was tried on by a sales- man who was of the build and car- riage to show the cut of the suit to best advantage. An idea came to the proprietor—as he noticed how be- coming the coat was to this young man, who, by the way, was greatly pleased with the suit—he made the suggestion that if the salesman would buy one of the suits and wear it, he, the proprietor, would make him a price. The deal was made on this basis, and the result more than justi- fied the experiment. In the next few days three suits were sold, and in due time the lot was closed out as a re- sult of this advertising scheme. “Ap- plied psychology,” nothing more or less. Judgment in Buying. “Playing favorites” in the clothing stock is as bad as the practice on the ground where the phrase originat- ed. “Favorites” should only be the goods selected for the best reasons and with good judgment; to be too much biased in favor of a line of suits “just because I like them,” with- out a sound reason or a thorough analysis of their merits, style and value, is a hazardous practice, and fre- quently results in overstock to the great detriment of the dealer. Don’t take gamblers’ chances on any business proposition; there are sources from which accurate informa- tion concerning the merchandise can be obtained, and the adaptation of the goods to one’s own trade is suffi- ciently problematical to offer all chances that a clothier should take. Go to the bottom of a preference, or an objection; it costs too much money to indulge in impulses—Ap- parel Gazette. —_~++ 2 Tempus Fugit. “Men are always late,” a woman in_ one of the shops was overheard to say. “I have waited here since 6 o'clock for my husband to come, and it is nowe?:30.” “At what hour were you to meet him?” asked the woman who had join- ed her. “At 5 o’clock.” tae renot mane SE To our Customers and the Trade: A disastrous fire destroyed our en- tire stock and buildings, but we wish to inform you that we have already found a temporary location to continue business and will have a complete stock in the near future with which to serve you with our usual promptness. All future orders placed with us’ such as farm implements, harness and collars, summer goods, orders for win- ter goods, samples of which our sales- men are now showing the trade, will be delivered promptly and on time. Our salesmen will continue their canvass without interruption and we will appreciate your hearty approval. BROWN & SEHLER CO. February 8, 1915 Utilizing the By-Products of Cream- eries. It has been said that a European family can live on what an American family throws away. Of course, in that statement, truth is sacrificed to epigram, and the result is exaggera- tion, and while it may have been more nearly true in former years, it is so no longer in these days of greater compulsory economy. But still the saying embodies a large amount of truth. There are some industries, in- deed, which commit little waste, at least in the utilization of the raw ma- terials, like the meat packing indus- try. But in many others, the waste continues. This waste is particularly great in an industry consisting of small units. In a large factory, the waste aizounts to so much that notwith- standing its comparatively low cost it represents large economic values and money can be made by working it up into by-products. In a small factory, it is far more difficult to find lucra- tive employment for waste material. Hence, by-products are more common in the big manufacturing units while waste is more common in the little ones where the loss can be least af- forded. The two chief waste products—more or less waste,at least—of the milk in- dustry are buttermilk and skim milk, In the aggregate, the values wasted by the failure to use them, or at least to use them to the best advantage, are colossal. To lessen their waste, to find means to utilize these products, in the smaller creameries particularly, is a work deserving the most serious attention of our technical and scien- tific men. A valuable contribution to the so- lution of this question is made this year by the Wisconsin Agricultural Experiment Station, through Mr. J. L. Sammis. An abstract of this pub- lication on making buttermilk cheese in the creamery appears under the head of scientific and Technical Ab- stracts. Mr. Sammis describes in de- tail methods of utilizing the butter- milk at creameries in producing an article of food which, with proper marketing, will undoubtedly go far to- wards eking out the income of the creameries and possibly turning an unprofitable business into a well pay- ing one. The fact that this cheese is preferred by bakers for cheese cake over cottage cheese is alone an in- ducement of the greatest value. The problem of utilizing skim milk still remains largely unsolved. A great deal may perhaps be done by popular- izing its use for food and eradicating the common prejudice against it. But probably the ultimate and decisive solution will come with the expansion of the condensed and dried milk busi- ness. The great advantage this mode of disposition has over city delivery is that the cost of shipping, packing and distributing is practically elimin- ated and the material can be handled in bulk from creamery to condensory or milk powder factory. —_———2 Buttermilk Billiard Balls. Casein, the cheesy matter of. milk, has more varied uses in the industrial world than any other milk constituent. MICHIGAN TRADESMAN It is used as a food, a medicine, a paint, a cosmetic, a fertilizer, a clarifier of wines, as a glue and also as a fish bait. It is indispensable in the manu- facture of waterproof paper, the dye- ing of calico, the making of imita- tion tortise shell, and many other articles, such as combs and paper knives. It is the principal solid mat- ter of both buttermilk and artificial billiard balls. Even the films used in moving pictures necessitate the use of casein. The industrial uses of casein were developed simultaneously in Germany and the United States. Its greatest development has been within the last ten years. Whithin the last five years the use has increased over 100° per cent. America imports consider- able quantities, as may be seen from the following report of August, 1911. We bought at that time $97,937 worth of casein from the following coun- tries: France, 609,382 pounds; Argen- tine, 198,414 pounds; Denmark, 66,270 pounds; other countries, 158,496 pounds. Total, 1,032,560 pounds. Lactarine, a casein preparation used in dyeing, was imported to the extent of 9,138,388 pounds, and the people of the United States paid $831,000 for it. Germany, more thoroughly educat- ed in the conservation of waste dairy products, required only 5,000 tons of imported casein. At present Germany is using most of its casein for patented food purposes. Different manufacturers require dif- ferent kinds of casein. One of the heaviest buyers of casein is Gesell- schaft Hoff & Co. Harburg, Ger- many, with several branches in other countries. This one company alone employs 1,200 men to make casein preparations—Dr. S. P. Burnett in Breeder’s Gazette. ——_+++___ Can Do What God Has Not Done. Kalamazoo, Jan. 30.—I have read with much interest your editorial com- ment on Henry Ford’s testimony re- gardine the regeneration of the con- victs in Sing Sing. What a great man is Ford! He can do with the degenerate, human brute what God has not done; what religion, the church, civilization, and the family have failed to do; what the care, and love, and prayers of countless fathers and mothers have not been able to do. Who knows but that, with Edison, that other wiz- ard of materialism, Ford can halt the spectre Death, stalking towards them, as towards us all, and plan an eternal life here on earth, where it shall be heaven enough for us to know that we need not reap what we sow, and where, worthy and unworthy, we shall all be sure of a minimum living wage of $5 per day? Poe, Too Much Space to the Traveling Men. Grand Rapids, Feb. 1—I have oc- casionally heard whispers that you de- voted to much space to the travel- ing men. The other day I was ina small town in the Southern part of the State and, while calling on one of my customers, noticed the latest issue of the Tradesman. The “boss” being out, I chatted with the lady clerk (why not?) and discovered that she knew by name a majority of the boys whose names often appear in the news notes. We chatted as if we personally knew all of them. She ex- plained that her first duty of each Thursday was to read the Tradesman from the first page to the last page, and see how the boys were doing. W. E. Mellinger. Every Booth Sold for the Saginaw Exhibit. Kalamazoo, Feb. 1.—I wish to thank you most kindly for the splendid write-up and amount of space devot- ed to the coming hardware conven- tion and especially the exhibit, which is one of the leading features in con- nection with our annual convention, While the news conveyed to you then was very encouraging, I am glad to state to you now that we are coin- pletely sold out of our regular booths. e are squeezing in some extras in corners and openings where we can get them. Of course, we have no more room left for large exhibits, but we are trying to arrange for desk room for a few late comers who are anxious ~ to be with us and have neglected to take the proper action until the elev- enth hour. The hardware man who fails to at- tend the coming convention and misses the exhibit which we will have in connection with it is going to be the loser. Michigan is well up to the top of the list, not only as a State Association, affiliated with the Na- tional body but for her splendid ex- hibits and the results obtained by the exhibitors from their connection with us. We have never had such bright prospects before us as we have for the coming convention and every offi- cer is enthusiastic over the outcome of this meeting. It will be four days of business and education: With a membership of almost an even thous- and in this State, besides the hun- dreds of manufacturers, jobbers and their representatives who will be in attendance at the coming meeting, there will be something doing every minute and the hardware dealer of Michigan who attends cannot possi- bly goaway without carrying with him an abundance of additional knowledge and be better prepared to meet the problems confronting him during the coming year. Think of it! Almost two weeks be- 13 fore the opening date and every booth in the building sold and every avail- able space beings taken up. It is a rec- ord that our Association should he proud of and, indeed we are proud. Many thanks for your kind assistance in the work. J. Chas. Ross. — 22+ No Time to Waste. First Egret: If this keeps up we may be able to raise a few more fam- ilies. I wonder what’s the matter with those human beings? We haven’t been shot at or any of us killed now for some weeks. - Second Egret: Don’t you know? Why, they are busy now shooting and killing each other. —_+-.—__ If one councilman of Muncie, Ind, has his way all sleighs will be equipped with fog horns and all baby carriages with bells or some other device to advertise their approach. It may be that a license will be needed for wheelbarrows. The councilman who recently had a nar- row escape from being run down by a bobsled and who was nipped on the cheek by a vicious horse, says it ought to be a penal offense for anybody to operate any kind of a sleigh that is not properly equipped with bells or a horn. Another official of Muncie says the baby carriage is a menace to the average citizen. He gets his clothing dirty and all but ruined by contact with the carriage when the streets are crowded. That is why baby cabs and bobsleds should be regulated, but Muncie will have a merry time if an attempt is made to do the regulating. after he is gone. and trustee. OWEVER willing a man may be to take chances with his property during his life- time, he wishes all risk eliminated from its care It should then become a trust fund for the support of his family. A trust fund to be safe for any period of time should be in the hands of a responsible trust company, as executor The most trustworthy individual is likely to die, become disabled or move away. The trust company, being a corporation, never dies, and is always in its office. this company for handling estates are of the best and our charges are very moderate. Send for a booklet on the descent of real property and a blank form of will. ~The Michigan Trust Co. Michigan Crust Building The facilities of Grand Rapids, Mich. 14 MICHIGAN TRADESMAN — ® — Saas CORNELL CEU 4 fi (rere , 3 pon Z ) > Z O.. pau 2 \ 1 A GA i ail SaaS Ly ines — —_! yy a At (a ou gANP ay Lap) - 2s) tee (Cute eesprrdd - {J Y Lf { Sy = tf D CAC RAN | oy ati; y 4) - Leg The Central State Bank of Jack- son has purchased the properties at the corner of Francis street and Mich- igan avenue, known as.the Sammons’ block, and will ultimately erect on it an up-to-date office building, using the first floor as the home for its growing patronage. This particular piece of property has been the ob- ject of much endeavor on the part of several merchants in the city, but owing to the complications of life in- terest and: a number of prospective heirs when this interest ceases all have hesitated to continue the nego- tiations. The Central State has now been in existence seven years, hav- ing opened its doors in January, 1908. In this time it has made a gratifying growth, that of this last year show- ing 620 new savings and 400 new coin- mercial accounts. A business change has occurred in our village of vast importance to the people of this vicinity. For the past five years the Farwell Banking Co. has been owned and conducted by Elton J. Van Leuven, of Mt. Pleas- ant and its local manager, Floyd E. Oliver. The bank has grown and prospered under their management and the growth of the bank has de- manded stronger responsibility than these two men were able to give. They. have met this demand in a most substantial manner by adding John S. Weidman, Fred L. Keeler, and Floyd Mitchell whose reputations as bank- ers and solid business men of keen judgment and exceptional ability our citizens are already familiar with, and it is a compliment to our communi- ty to have such business men become financially identified with the interest of the village of Farwell and _ the farming community. At a meeting of the stockholders, John S. Weidman was selected President; Elton J. Van Leuven, Vice-President; Floyd E. Oli- ver, Cashier; Fred L. Keeler, direc- tor; Floyd Mitchell director. All of these gentlemen are connected with other banking interests in Michigan which will place the Farwell Bank in close touch with these larger banks and tend to give our people stronger and better facilities than ever before. —Farwell Sun. The annual report of the National Grocer Co. show undivided profits of $707,790 at the end of 1914, compar- ed with $513,744 for the previous year. After paying preferred dividends the balance for the common stock was over 16 per cent. With the extra dis- bursement of 2 per cent. on this class of stock, the total payments for the year amount to 6 per cent. Assets as of December 31, 1914, were $5,020,415 as compared with $5,092,323 at the end of 1913. Something like a culmination oc- curred in the stock market this week, and it was an expression of business conditions generally. The passing of the dividend on United States Steel common was not needed by careful students of affairs as evidence of the status of trade, but that event pre- cipitated a sharp down-turn. People who had followed leaders declaring that business activity was coming on, and had purchased speculative stocks, dropped them suddenly when it was known how poor a quarter and year the corporation had had. It is a crime against Americans who do not investigate and satisfy themselves for the administration to be perpetually talking about a revival in trade. Only this week the President stated that “the long-heralded boom in trade and commerce is at hand’ and that there is no depression west of the Missis- sippi. An enlightening statement in response to this might come from the Pacific coast, if the business men there would talk freely. A false light has been thrown on affairs for many months. For example, the latest tax scheme of the Federal Government is called the “war revenue law,” where- as the war has little or nothing to do with the matter, the increased revenue being needed to make up the deficit in customs collections. The policy of trying to make business good by saying it is good misleads many people and involves them _ in loss. Some increase in activity has occur- red, it is true, mainly from the Eu- ropean demand for our farm products and some of our manufactures, but the implication of these encouraging words all along has been that there has: been a radical change, a basis on which good times could rest se- cure. Nothing of the sort has hao- pened. There has been reason for some time past for making judicious purchases of the best securities and there is still reason, but we should all be on our guard against the pros- perity of the Washington variety. It is not substantial enough for anybody who has little money and does not care to lose it. The action of the New York stock market, which is a pretty good index of business through- out the country, shows that it will be a long time yet before the ex- changes can safely be opened to un- limited trading. The minimum price will have to stand guard against dis- aster.—Economist. The Commercial Bank of Lennon, formerly owned by E. Burt Jenney, of Dowagiac, is the defendant in a $10,000 suit in chancery, filed in the circuit court in behalf of James Cros- by and John Conlen, of Lennon, and Bernard Kingsbury, of Venice town- ship. The plaintiffs declare they are being held liable for debts of the Bank from which they should have been re- leased more than two years ago. The present owners of the Bank, Charles E. Sutton, Jerome B. Moore, Herbert February 3, 1915 A. Collins, George Lawcock, William Wooley, George W. Haffner, and Ernest Dieck, are made the defend- ants. The petition states that all the plaintiffs and defendants, except Dieck, who came in later, bought the’ Bank of Jenney and conducted it for four months, from March to July, 1912, when the plaintiffs withdrew. They claim to have a $10,000 bond each, given by the present owners to safeguard them against any in- debtedness, but notes which they sign- 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, Pantlind Hotel Bonds 514% Tax Exempt There are only $150,000.00 left unsold We recommend them ab Che Michigan Crust Co. \s City Bank Officers offer their personal services in the advice and purchase of securities, for banks, bankers and private investors, and the absolute security of the City Bank vaults for the protection of valuables. Resources Over Eleven Million Dollars a, lan £ fs GRAND RAPIDS, /A AND CITY TRUST & SAVINGS BANKS February 8, 1915 MICHIGAN TRADESMAN 15 ed, they claim, were renewed and are still unpaid. The plaintffs declare they were recently notified by a Gen- esee county creditor that the Lennon Commercial Bank owed $10,500 and that Crosby, Conlen and Kingsbury were held jointly responsible with the others for the debts, because no noti- fication had been given that they were released from responsibility. The plaintiffs ask an injunction to prevent the defendants, either as individuals or bankers, from disposing of any. of their assets, or impairing them, until the obligations specifically set forth and others which it is claimed, total “several thousand dollars,’ are satis- fied in full. In a declaration filed for the Homer Banking company against E. P. Al- len of Traverse City, a former Cash- ier of the Bank, three notes given by Harmon & Allen and aggregating some $2,300, are the basis of the suit. It is alleged that W. L. Harmon, formerly of Marshall, and a partner of Allen’s, borrowed heavily of the Bank. The plaintiff's are Mrs. Lottie Lyon, relict of the late Thomas Lyon, Homer’s pioneer banker, and the es- tate of the late J. W. Breakey. David Miller, for the last six years auditor of the Central National Bank of Battle Creek, has resigned to ac- cept the position of Cashier and di- rector of the Bay City Bank of Bay City, to succeed H. C. Moulthrop, re- signed. ——_>+>_____ Did Not Believe in Bonding Em- ployes. Uniontown, Pa. Feb. 1.—Josiah Vankirk Thompson, whose financial collapse has upset this Southwestern corner of Pennsylvania, was the first man to recognize the value of coking coal lands for speculative purposes, and he began to acquire them more than twenty years ago, by methods regarded as entirely legitimate, but which set at defiance all accepted rules of real estate speculation, as well as the conventions of banking. Custom requires of borrowers eith- er adequate collateral or the guaran- tee of an indorser whose solvency cannot be doubted. It has been been Thompson’s boast that he has advanced the First National Bank of Uniontown to the post of highest hon- or among financial institutions by ac- cepting character rather than collat- eral as the cornerstone of its integri- ty. More than any other man in the United States, more than any other man of large affairs in the world, per- haps, he regarded a note of hand drawn by a capable man of integrity as better than a first mortgage bond, should the man who owed the debt be lacking in a disposition to pay. And now, when his friends declare that if his resources could be realiz- ed upon he could pay out and re- main a millionaire many times over, he has found it impossible to raise $7,- 000,000, the sum necessary, according to his own calculations, to tide him over. Thompson was born 61 years ago in Fayette county, where he spent his life and where he knows and is known to more people than any other single individual resident of Western Pennsylvania. He is of that Scotch- Irish breed that trekked through the Southern counties of Pennsylvania while the nineteenth century was young, and after his great-grandfath- er had served as a scout under Wash- ington. His father, Jasper Markle Thomp- son was a banker of the old school. Regarded as one of the most success- ful men of his day in that section, he was able to bequeath his son $100,- 000, and it is believed here that the son gave every dollar of his patrimony to Washington and Jefferson college. The son and successor invested in farm lands, always with a lively ap- preciation of their potential under- ground values. He loaned money, but would accept no more than 6 per cent. and never a bonus. Every em- ploye of the Bank, from janitor to the Cashier, was on “honor.” Not one was bonded. ——_--> Backward and Forward View of Things. Chicago, Feb. 2.—As merchants and manufacturers finish their figures on the year’s business, many are find- ing that they made little money last year. As one banker puts it, the larg- er percentage failed to “break even.” But there is a better feeling notice- able, and the disposition is to look ahead and try and do better, as con- ditions are regarded as slowly im- proving. The continued advance in grain values is having a good effect on business in the West, and the pessi- mistic feeling is departing. Sales and consumption of goods is continuous- ly large, and there is a sound basis for expecting better things, later in the year, Money is still easier. Local and in- terior bankers are buying paper free- ly, and the supply in hands of brok- ers is not large. Considerable paner is being put out by corporations and firms at the low rate; not so much because they need the money now as because of the low rate, which induces borrowers to seek funds to use in an emergency by selling paper, instead of borrowing from the banks. Depos- its of Chicago banks have increased over $50,000,000 since the first of Jan- uary, and some of the National banks report that their deposits are now as large as last year’s. —_2~+.-__ Shoes Only. Billy, the grocer’s boy, lumbering up the kitchen stairs at Mrs. Clarke’s with his arms filled with parcels. “Boy,” called out Mrs. Clarke, some-what sharply from above, “are your feet clean?” “Yes’m,” was the prompt reply, as he continued climbing the stairs, “it’s only me shoes that’s dirty. Ask for our Coupon Certificates of Deposit Assets over $4,500,000 Geno jpinsS avincsB an Kent State Bank Main Office Fountain St. Facing Monroe Grand Rapids, Mich. Capital - - - ~- $500,000 Surplus and Profits - $500,000 Resources Over 8 Million Dollars 3 Vs Per Cent. Paid on Certificates Largest State and Savings Bank in Western Michigan Fourth National Bank Savings oe Commercial . tates <, Deposi ; eposits Debedites Deposits Per Cent Per Cent Interest Paid Interest Paid on on Savings Certificates of Deposits Deposit Left Compounded One Year Semi-Annually a Capital Stock John W. Blodgett, and Surplus Vice President Be $580,000 J. C, Bishop, Assistant Cashier The Old National Bank GRAND RAPIDS, MICH. Our Savings Certificates of Deposit form an exceedingly convenient and safe method of invest- ing your surplus. They are readily negotiable, being transferable by endorsement and earn interest at the rate of 3% % if left a year. This company will act for individual trustees. It will care for trust prop- erty, assist in making instruments and in selling securities, collect the income, and pay if over as directed and will render accounts in the form required by the courts. Correspondence and interviews Invited | __ FRAND Rlapios TRust [foMPady 123 Ottawa Avenue, N. W. Both Phones 4391 16 MICHIGAN TRADESMAN February 3, 1915 Cc. E. DICKINSON, St. Joseph. President of the Association. Member of the Programme Committee. ARTHUR J. SCOTT, Marine City. Secretary of the Association. Member of the Programme and Exhibit Committees. t WM. MOORE, Detroit. Treasurer of the Association. Member of > the Programme Committee. of the Michigan Retail Hardware Association CHAS. H. MILLER, Flint. c. L. GLASGOW, Nashville. Chairman of Nominations Committee. Member of Committee on Legislation. Cc. M. ALDEN, Grand Rapids. Member of Nominations Committee. J. H. WHITNEY, Merrill. Member of Committee on Legislation. a CHAS. A. IRELAND, Ionfa. E. S. ROE, Buchanan. Chairman of the Press Committee. Member of Nominations Committee. es retin EE casera rant amar on February 8, 1915 MICHIGAN TRADESMAN 17 ‘The Glory of Achievement Be nothing, do nothing, say nothing, and the world will-let you slip into eternity damned by your own wishy-washy, willy-nilly life. Be something, do something, make a mark for yourself and you will be vilified by the envious and ne’er-do-well, but the great host who have benefited by your energy and foresight will rise up to soothe the sting and send you down through time comforted by their kind words and undying loyalty. Be the most aggressive merchant in your town—serve the people as they have never been served, and you will be debauched, defiled and degraded by the weazened-brained competitors But you will have the sweet joy of gaining the esteem of the great buying public. You will hold a place in the hearts of people that cannot be ravaged by the outburst of a lickspittle or poisoned by the venom of a rake-hell. The greatest joy in our lives—the inspiration of our activity—the balm for the thorns that have been strewn along our path, is the satisfaction that comes to us in knowing the great good our Trade Extension Campaign has been to thousands of merchants over the United States. For what greater joy can come to a man than the knowledge that his efforts have helped others— have helped them overcome some obstacle that has stood between them and a greater success. We are proud of the thousands of letters we have received from merchants over the United States telling us of the benefit our business-getting plan has been to them—proud of such letters as these: Iowa, Oct. 24, 1914. Michigan, Sept. 9, 1914. Brenard Mfg. Co., Iowa City, Iowa. 3renard Mfg. Co., Iowa City, Iowa. Gentlemen:—I peed with your Trade Extension Gentlemen:—We have just wound up with your Campaign a few days ago, and now that the rush plan. It was a great finish, and we did ‘some’ is over, and I have a breathing space, I am writing business. to tell you that I am well pleased with the results We are very much pleased w:th the results, and of the plan. it is indeed a pleasure to recommend your plan to New York, Nov. 9, 1914. Brenard Mfg. Co., Iowa City, Iowa. Gentlemen:—We had a very successful closing of your plan Wednesday evening. We sold 415 trade books in all. We recommended your plan to Mr. Mardhall, of Auburn, and from what he said you will no doubt I am especially well pleased with the personal at- tention you gave me, and for the careful manner in which you handled the club leaders and their club members. It resulted in a big boom for my business. It cleaned up almost entirely my old book accounts, and it disposed of goods that I had on hand for four years, and it strengthened and widened my business in every way. My store is located in a town of 275 people, ten miles from a town of 3,000, and we had customers come to us from within a few miles of this town. We are seven miles from another town of about 3,500, and we actually secured business directly from them. We are eight miles from a county seat of 11,000, and when your proposition will hold and in- fluence trade under such conditions it is all that you claim for it, and I am glad to recominend your proposition as a splendid Trade Extension Campaign, and your firm as consistent boosters. Yours truly, A. L. Jenn. : Oklahoma, Sept. 1, 1914. Brenard Mfg. Co., Iowa City, Iowa. Gentlemen:—We closed with your plan last night at the tune of $125.00 per hour for eleven hours. Yours very truly, Commission Sales Co. others. On the last day we started in at nine o’clock a. m. with a soap sale, and at ten o'clock we couldn’t find a bar of soap in the store except that which we used ourselves. A ten o’clock we sold taleum powder by the dozens. We wound up the forenoon with candy and cigars and were dumfounded at the results. At eleven o'clock we sold Bromo Seltzer faster than it was ever made, I am sure. The morning and the afternoon were bad enough on tired-out legs, but when the crowds surged in at night we thought the forenoon was ‘‘easy.’’ Country people brought their suppers to the store and we had a woman come in and serve hot coffee to all who wished it. By the way, this coffee scheme is a dandy, and one that will meet with much favor among the country folks. Hoping to do business with you again in the future, and thanking you for your kind attention to us during the time we used your plan, we are Very truly yours, Webber-Benson Co. Texas, May 11, 1914. Brenard Mfg. Co., Iowa City, Iowa. Gentlemen:—We closed with your plan on the 25th of last month. It was a decided success. I think the profit on the goods I sold the last week waS enough to pay for the plan. Yours respectfully, J. R. Huie & Co. hear from him. Yours very truly, E. Weisenbeck Sons. Oklahoma, Oct. 7, 1914. Brenard Mfg. Co., Iowa City, Iowa. Gentlemen:—We closed with your plan in great shape. Last day’s cash receipts $1,422.28. During the use of the plan we sold three hundred and twenty-five trade books. Yours very truly, W. H. Spillers. Michigan, Oct. 16, 1914. Brenard Mfg. Co., Iowa City, Iowa. Gentlemen:—I have just closed with the plan I bought of you and wish to say that it was a winner from start to finish. The last week I cleaned up a job of 172 hand bags at a nice profit, besides about a wagon load of Taleum powder, and all the dead stock J had on hand at full retail price. I take my hat off to the Brenard system. Yours very truly, E. B. Anthony. If the Brenard Trade Extension Campaign appeals to you and you want to use it to increase your business, reduce your stock, sell your odds and ends and slow sellers at full retail price, write us right away, or better still telegraph us, as we will close a deal with the first merchant who wishes it in your town. BEWARE of salesmen who come to you claiming to represent the Brenard Mfg. Co., or claiming to represent a company that is a branch of it. We have no branches. We do business under the firm name of the Brenard Manufacturing Co., Iowa City. Iowa. It has come to us that some unscrupulous salesmen from another company have been going about claiming to be connected with us. Beware of them. Our sales- men carry proper credentials. You can get the famous Brenard Plan only from the BRENARD MEG. CO., Iowa City, Iowa. If you arrange to use the Brenard Plan they will agree not to sell it to any of your competitors so long as ‘gia remain their cus- tomers. Brenard Mfg. Co. Iowa City, lowa BRENARD MFG. CO., Iowa City, Iowa. Without obligation on our part please send us full in- formation about your plan. Tell us how we can extend our business—how we can overcome competition—how we can dispose of our odds and ends and slow sellers and get full retail price all the time. PO ov gcc ccdusec seen sons wade nweeacceaeseceeedess abeceeus RGN 6 oo aiecs os cs occ s os ec ce se ccs ee ica chs caus 18 MICHIGAN TRADESMAN February 3, 1915 MEN OF MARK. Clay H. Hollister, President of the Old National Bank. Taken as a whole the progress of civilization is due not so much to as- sociated as to individual effort. Pri- marily, man builds for himself. The underlying principle of achievement is the desire of self protection and in- dividual aggrandizement. The excep- tions to this general rule are so few as scarcely to attract attention. This statement is made advisedly and with- out fear of imputing a low or base motive to the advancement of the hu- man family or the trend of human endeavor. But although man builds for the individual he does not build alone. He who creates a beautiful picture,writes a soul stirring melody or gives birth to a sublime thought not only establishes for himself fame and position but en- riches the human family. After its creation it belongs not to the creator alone, but to all who can grasp and appreciate it. As in art, so in the more practical affairs of life. The man or men who establish and perpetuate a flourishing business, who conceive it, nurture it and cause it to grow strong, enrich themselves and in so doing enrich the wealth and resources of all. The man who establishes or conducts a bank does so with the intention of se- curing a return for the time, thought and money invested, but such returns are the most superficial; the far more important results are the building up of the community and the maintenance of an institution which will for all time be a tower of strength and a source of absolute reliance, especially in times of storm and stress. Clay H. Hollister was born in Grand Rapids, October 7, 1863. His father was a native of Michigan, but the family came originally from Connecti- cut. His mother’s maiden name was Clay. She was also of New England origin. Mr. Hollister attended the public schools of Grand Rapids, grad- uating from the high school on the classical course in 1882. Four years later he graduated from Amherst Col- lege on the literary course. When he finished college he was fully decided to adopt the lumber business as a pro- fession, and with that end in view he ‘spend a year and a half in the em- ploy of the Cummer Lumber Co., at Cadillac. During this time he thor- oughly familarized himself with the details of the business, which informa- tion has been of much value to him during the past thirty years in passing on lumber credits. He was dissuaded from his desire to embrace the lum- ber business as an occupation by his father, who was then in poor health and urged him to return to Grand Rapids and espouse the banking busi- ness. He, therefore, entered the em- ploy of the Old National Bank in 1888, working in every department of the Bank except that of Paying Teller. He became Assistant Cashier in 1899 and in 1905, when his father became Vice-President of the Bank, he suc- ceeded his father as Cashier. In 1910 he was elected Vice-President and Cashier. In 1911 he was made Vice- President of the Bank and given addi- tional managerial responsibilities and on January 18 of this year he was elected President in place of Mr. Wil- lard Barnhart, who voluntarily relin- quished the duties of that position. Mr. Hollister was married Decem- ber 19, 1888, to Miss Justina Merrick, of Holyoke, Mass. Mrs. Hollister’s father was President of the Merrick Thread Co. Four children have come to complete the family circle. The oldest, a son, is now on a tour of South America. The next, a daugh- ter, recently graduated from Vassar college. The third, a boy, is in Har- vard University, and the fourth, a boy, is a junior in the Grand Rapids High School. Mr. Hollister has held many offices of trust and responsibility. He is a member of all the clubs and has long Fosburgh Lumber Co., of Norfolk, Va. He was Treasurer of the old Grand Rapids Board of Trade and is an ac- tive member of the Association of Commerce. He was President of the Michigan Bankers’ Association in 1900 and is now a member of the Executive Council, ex-officio. He has long been a member of the National Bankers’ Association and has rendered that or- ganization valuable service as chair- man of the Bill of Lading Committee. He has no hobby at present except to see that the Pantlind Hotel is con- structed according to the plans and specifications. His connection with the construction of the Pantlind enti- tles him to a prominent place in the history of this city. It was his earn- est advocacy of that enormous enter- prise, so replete with engineering and financial problems, that caused some to call him a dreamer at its inception. CLAY H. HOLLISTER been a member of the Park Congre- gational Church, a relation which he may be said to have inherited, inas- much as many of his ancestors were connected with that church. He has always been prominent in the church and Sunday school, having served the church organization six years as trus- tee. He has been a member of the Board of Education five years and he is now chairman of the Commit- tee on Education. He is President of the Pantlind Hotel Building Co., and has devoted much of his time for the past three years to the develop- ment of this gigantic project. He is a director of the G. R. & I. Ry. Co., the Antrim Iron Co., the Grand Rap- ids Show Case Co., the Weidman Tim- ber Co. and the Beardsley Timber Co. He is Treasurer of the Preferred Life Insurance Co. and Secretary of the - Mr. Hollister is an ardent golfer and is very fond of curling. He is an enthusiastic advocate of all manly sports and recreations and has thrown the weight of his influence, with Charles W. Garfield and others, in the establishment and maintenance of public playgrounds for the children of this city. In a very marked degree Mr. Hol- lister resembles his father, only it may be said that he is a more finish- ed type of the modern business man, because he is a better “mixer” than his father was and also because he lacks the apparent austerity which was a not- able characteristic of his distinguished progenitor. To his heritage he has added ‘years of relentless schooling in the methods of a later and a more advanced generation. The eyes of men who watched him when he oc- not surprised cupied a mere clerical position in the Bank saw something in him beyond his pleasing and graceful manners and the deft way in which he han- dled, without a murmur, the compli- cated records of a large financial in- stitution. They discerned that invis- ible something which becomes mani- fest with opportunity, and they were as they beheld the drudgery of the Bank melt away be- fore the extraordinary supervisory ability which he demonstrated. When birth and breeding are unit- ed with material accomplishment throughout a family tree for many generations — the same _ substantial qualities characterizing all the branches that are typical of the par- ent stem—ample assurance is given that the qualities that distinguished the original family, instead of having become attenuated, have been enhanc- ed and strengthened by the admixture of blood fully as potent in producing excellence of character. The Hollis- ter family can not point to a noble lineage in the sense of leading back to royalty; it may, however, boast of a far more noble ancestry—in fact, the only true nobility—that which is founded on character. The methods which are the secret of Mr. Hollister’s success cannot all be detailed here. For the most part they are peculiar to the man himself, but at the same time they are in keep- ing with the best basic business prin- ciples. He early took the decided and sensible stand that success comes rarely by accident, and that clear, con- cise and complete knowledge of one’s own affairs at all times is an indis- pensable requisite to that end. Hon- esty, that debated virtue in these days of strenuous graft, has its due weight with Mr. Hollister. It has been said by those who know him best that he has never done an unscrupulous thing in all his business career, for he earlye recognized the wisdom of rectitude and practices it to the let- ter. As a conversationalist, Mr. Hollis- ter is a modern of the moderns. All rhetorical ornament and mere flour- ishes he religiously eschews, using a clear directness and incisiveness which seem the very incarnation of the busi- ness mind devoting itself to affairs of great moment. He is also fortu- nate in being able to think on his legs. He is able at all times to ex- press himself plainly and unmistakably and frequently rises to a fine dignity of manly utterance. Mr. Hollister is an aristocrat in his tastes and a democrat in his princi- ples. He is an idealist and yet a man of practical affairs, but his activities are based on solid principles. He is a dreamer of dreams and a seer of visions and yet intensely interested in the common affairs of everyday life. He is one of those broad and evenly balanced men who are constantly call- ed on for advice and service and who never fails to give his friends, asso- ciates and customers the best thought at his command. It may be said of him that he combines the qualities of enterprise and conservatism in the right proportions, not being wedded February 3, 1915 to antiquated methods, nor being in- clined to venture rashly, Briefly stated, Mr. Hollister be- longs to the class of men who are the crown and glory of the Nation. —~++>____ The Form Letter. John Phillips, the magazine editor, has a suspicion that form letters are sometimes dangerous. Not long ago he wrote a letter of complaint to a Western railroad explaining in detail why he had preferred to sit up all night in a smoking compartment rath- er than share his berth with a fine line of bugs that are not called by their first names in polite society. The letter of apology that he received was so much of an apology and so rea- sonable an explanation, that Mr. Phil- lips felt perhaps he had been unrea- sonable in filing his complaint, when he happened to notice that his origi- nal letter through error, had been returned with the letter of apology. Looking at it, he saw scrawled across the top this blue-pencil indorsement: “Send this guy the bedbug letter.” —_——___ 222 —____— Obeying Orders. “Johnnie!” “Ves’m.” “Why are you sitting on that boy’s face?” “Why, I-.——_—” “Did I not tell you to always count one hundred before you gave way to passion and struck another boy?” “Yes’m, and I’m just sittin’ on his face so he’ll be here when Im done countin’ one hundred.” MICHIGAN TRADESMAN The Michigan Dairymen’s Conven- tion. While the slogan “quality first” has not been officially adopted for its 1915 convention, the Michigan State Dairy- men’s Association is keeping that now-popular phrase strictly in mind in making preparations for the thir- ty-first annual meeting. This gathering of the allied dairy interests of Michigan will be held at Flint on the four days beginning February 16. It includes the annual round-up of dairymen, creamery own- ers and managers, buttermakers and cheesemakers, ice cream manufactur- ers and market milk dealers. The big show will be pulled off in the new Ma- sonic temple that offers under one roof a large convention hall as weil! as a hall that will be flled overflow- ing with exhibits of dairy and factory ecjuipment. The city ot Flint is located very close to the center ef Michigan’s dairy industry. Between tha! sity and De- troit are located thousands of dairy- men engaged in supplying that city with market milk and in the preduc- tion of cream for the numerous large and small creameries located in that section of the State. Two steam rail- roads and an interurban line run into Flint and connect with all parts of Eastern and Southern Michigan. On the first two days of the meet- ing the programme includes the dis- cussion of those subjects of exclus- ive interest to producers. Only two speakers have been provided for each session and the balance of the time will be devoted to a general discus- sion in which all present will be al- forded an opportunity to ask and an- swer questions that are of everyday practical interest to dairymen. Among these speakers will be Hon. L. Whit- ney Watkins, the man who was ap- pointed to the unenviable task of ap- praising the cattle slaughtered during the recent foot-and-mouth outbreak. At the close of the Wednesday morn- ing session the members will adjourn to a neighboring moving picture thea- ter where scenes at the sanitary dairy, located at Lakewood Farm, Battle Creek, will be shown on the screen. Beginning with the Wednesday aft- ernoon session there will be held the annual meetings of the various allied organizations. These organizations consist of the Michigan Buttermak- er’s Association, the Michigan Cream- ery Owners’ and Managers’ Associa- tion and the Michigan Ice Cream Manufacturers’ Association. Each of these organizations will hold sessions continually on Wednesday afternoon and all day Thursday. An event of much importance to the several thousand milk dealers of the State, consists of the conference of market milk men that is called for Wednesday afternoon. Michigan milk dealers have no organization of their own, and it is confidently expected that this conference will reult in the formation of such an association. All persons engaged in any branch of the market-milk industry will be interested in the Milk Contest that is to be held in connection with the 19 ~ convention. Silver cups and cash prizes will be awarded to the pro- ducers securing the high scores. In addition to the contest for produc- ers, there will be a handsome silk banner awarded to the market-milk dealer whose five or more producers secure the highest average score. An- other silk banner will be awarded to the Michigan Health Board that se- cures the highest average score on milk entered by five or more produc- ers over which that Board has juris- diction. —~+++____ Co-operative Mail Orders. Philadelphia reports a new scheme for making use of the parcels post plan in a kind of co-operative mail order plan, which is said to be meet- ing with some success. It consists of mailing to consumers a fat envel- ope bearing the following matter: “This envelope contains interesting announcements by Philadelphia's most progressive business institutions of vital interest to every member of the family.” Inside is a bunch of business postals, which are intended to be used in parcel post. The postals repre- sent different concerns who will ship goods by mail. —__.--.—_——. Denominations. Helen—My mother’s a Presbyterian. What’s yours, Mary? Mary— Mine? Oh, let’ me see, mine is a Methodist. What is yours, Bella? Bella—My mother never told me, but I heard her tell her friend that she was a dyspeptic. would not be perfect if it did not show the dealer a long Where Perfections Unite From the dealer’s standpoint our PERFECTION OIL steady, white light, 20 per cent brighter than any other oil; burns 20 per cent longer than any other oil and is abso- profit. It does that. If it did not please the consumer and cause “repeat’ orders, thereby establishing a staple trade for your house, it would still fall short of perfect. But it does these things. PERFECTION OIL is that point in the oil industry where a perfect raw material unites with perfect workman- ship thus producing a perfect oil—that’s PERFECTION. PERFECTION OIL is 20 per cent more efficient than any other oil. Isn’t that a good foundation upon which to build the oil division of your business? PERFECTION OIL delights the consumer. It gives a Standard Oil Company lutely odorless in use. PERFECTION OIL is adapted perfectly for use in all oil-burning cook stoves and heaters and is an admirable Dealers may so recommend with per- fect confidence in the truth of these assertions. absolute proof of their correctness. fuel for incubators. The price of this oil is the same as others, and the You can serve yourself and your cus- tomers by being the first in your locality to introduce it. profit is the same. It is guaranteed by the Standard Oil Company—Amer- ica’s greatest service organization. Full particulars may be obtained at any of our distributing stations. An Indiana Corporation Chicago It does not char the wick. We have MICHIGAN TRADESMAN February 38, 1915 Michigan Poultry, Butter and Egg Asso- clation. President—H. L. Williams, Howell. Vice-President—J. W. Lyons, Jackson. Secretary and Treasurer—D. A. Bent- ley, Saginaw. Bxecutive Committee—F. A. Johnson, Detroit; Frank P. Van Buren, Williams- ton; C. J. Chandler, Detroit. Poultrymen Get Together. Peace now reigns between factions among the live poultry dealers of New York. Their feud, which is suppos- ed to have resulted in the murder of Barnett Baff, was called off after a meeting of the foremost dealers in the office of Joseph J. Hartigan, Com- missioner of Weights and Measures. Not only did the warring factions agree to co-operate and work in har- mony but they advocated a plan to have the United States Government station inspectors in the live poultry terminals so all poultry may be ex- amined to stop “overcrowding and false weighing.” The dealers also warmly approved the suggestion of Commissioner Hartigan to establish his own inspectors in various places throughout the city to see that any infraction of the agreement is prompt- ly reported and punished. The poul- try men even agree to pay the sal- aries of these inspectors, leaving the commissioner power of appointment. “T am convinced the trade war be- tween the various live poultry asso- ciations which has been going on for years now has come to an end,” said Commissioner Hartigan. “Not only will the dealers themselves profit by working in co-operation, but the pub- lic will reap immeasurable benefit, because the price of poultry should be lowered.’ Peace between the poul- try dealers is the direct result of the efforts of Commissioner Hartigan who has been conducting an investiga- tion of his own into the Baff murder. He has held numerous conferences with all factions, and some of the information obtained and submitted to Arthur Woods, Police Commission- er, was used. to advantage by the po- lice department. It is planned that the United States Bureau of Animal Industry shall install inspectors in the live poultry terminals in the East. All these terminals are in New Jer- sey, being at Weehawken, Jersey City, Hoboken and Communipaw. At the present time the only inspectors in the terminals to look after the wel- fare of the public are those employed by the poultry faction. Their duty is to watch the shipment of rival dealers. With the cessation of hos- tilities, inspectors to examine all shipments impartially and fairly are to be supplied by the Government. Some of the poultry interests parti- cipating in the peace conference were A. T. Pierson, Eastern representative of the Western Carlot Shippers’ As- sociation; Morse M. Frankle, Secre- tary of the Live Poultry Dealers’ As- sociation; H. A. Emerson, of the Live Poultry Auction; Charles Thatcher, one of the largest wholesalers in the city and Abraham Fleck, also a prom- inent poultry man. Commissioner Hartigan will communicate with the authorities in Washington as to the establishment of the inspectors in the poultry terminals. He also will con- fer with the Mayor on the appoint- ment of inspectors to represent the Bureau of Weights and Measures. +. Ask Aid in Marketing. The National Farmers’ Union, which is making a special study of marketing of products, has _ issued some interesting articles dealing with this phase of farm economics. “The economic distribution of farm prod- ucts is to-day the world’s greatest problem,” states one of these articles, “and the war, while it has brought its hardships, has clearly emphasized the importance of distribution as a factor in American agriculture and promises to give the farmers the co- operation of the Government and the business men in the solution of their marketing problems. The result will in a measure, compensate us for our war ‘losses, for the business inter- ests and Government have been in the main assisting almost exclusive- ly on the production side of agricul- ture. While the Department of Agri- culture has been dumping tons of literature on the farmer telling him how to produce, the farmer has been dumping tons of products in the Na- tion’s garbage can for want of a mar- ket. The people of this Nation should address themselves to the subject of improved facilities for distribution, and when they have solved this im- portant problem for the farmers they will have rendered a service which will redound to the benefit of every line of industry.” —_>-> And now they say that a Philadelphia capitalist is planning to put up a $100,-. 000 plant in Kansas City, the pur- pose of which is to manufacture liquids used in packing eggs—we pre- sume water glass. This method can only be used in a limited way, but is said by the Government authorities to be a practical system for keeping a few eggs. Doubtless the manu- - facturer who is proposing to put up this plant first sees the big field for the use of his product—the volume to come from a small amount by each of a large number. Compulsory Sale by Weight Held In- valid. The. Ohio net weight law, which sought to enforce the sale of food products by net weight rather than gross, to compel the sale of certain bulk food products by weight and to place restrictions on the units of meas- ure or weight employed has been de- clared unconstitutional by the Ohio Supreme Court. The decision is the result of a test case instituted by Henry Steube, a grocer of Columbus, who was arrest- ed and fined $10 in a justice court in that city and who took the issue to the Supreme Court. In order tc get the question before the higher courts, Steube was compelled to apply for a writ of habeas corpus, which was granted. The decision of the Su- preme Court upholds the Franklin County Pleas Court and the Court of Appeals. The law itself was the result of long agitation throughout the State, based on the claim that selling some com- modities by count or measure—as a dozen eggs, a peck of potatoes, etc. —is inequitable, because so much de- pends on the actual weight of the food as to just how much value is sold. For instance, a dozen eggs might be small eggs or large ones, or small potatoes might pack differently from large ones in the measure, so that the value was changeable. It finally re- sulted in the passage of the law, back- ed by the State Association of Re- tail Grocers, compelling the sale of all bulk food products by weight. The law is declared unconstitutional, be- cause it is said to restrict the right of everyone to contract as he chooses in trading. Satan doesn’t expect to be invited into the parlor the first time he calls. POTATO BAGS New and second-hand, also bean bags. flour bags, etc. Quick shipments our pride. ROY BAKER Wm. Alden Smith Bldg. _ Grand Rapids, Mich. Satisfy and Multiply Flour Trade with “Purity Patent” Flour Grand Rapids Grain & Milling Co. Grand Rapids, Mich. Watson-Higgins Milling Co. Merchant Millers Grand Rapids 3 Michigan Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color and one that complies with the pure food laws of every State and of the United States. Manufactured by Wells & Richardson Co. Burlington, Vt. Geo. L. Collins & Co. Wholesale Live and Dressed Poultry, Calves, Butter, Eggs and Country Produce. 29 Woodbridge St. West DETROIT, MICH. Rea & Witzig PRODUCE COMMISSION MERCHANTS 104-106 West Market St. Buffalo, N. Y. Established 1873 Liberal shipments of Live and Dressed Poultry wanted, and good prices are being obtained. Fresh eggs plenty and selling s'ow at quotation. Dairy and Creamery Butter of all grades in demand. We solicit your consignments, and promise prompt returns. Send for our weekly price cur- rent or wire for special quota- tions.e Refer you to The Peoples Bank of Buffalo, all Commercial Agen- cies and to hundreds of shippers everywhere. for Buckwheat Cakes UNCLE SAM BUCKWHEAT COMPOU ve For Sale by All Jobbers SAGINAW MILLING CO. MANUFACTURERS BEANS Pea Beans, Red Kidney, Brown Swedish. Send us samples of what you have for sale. Write or tele- phone. Always in the market to buy beans, clover seed. Both Phones 1217 MOSELEY BROTHERS Grand Rapids, Mich. Use Tradesman Coupons y February 3, 1915 The North Dakota Idea. Food Commissioner Ladd of North Dakota has created a good bit of newspaper comment by his recent rul- ing with reference to the sale of un- drawn poultry. We rather think that the general newspaper comment has not been in line with the view really held by the Commissioner. It is highly improbable that he would take a stand opposing the Bureau of Chem- istry of the Department of Agricul- ture in its statement that undrawn poultry keeps better than drawn poul- try. The thought. of the Commission- er was doubtless that the purchaser should pay for the weight of the bird after the entrails had been removed rather than be charged so much a pound for the bird with the entrails and have the package delivered by the meat market with the entrails out, Discussing the food law in its ap- plication to poultry, the Commissioner says: “All weights must be net, ex- cluding the wrapper or container, and shall be stated in terms of pounds, ounces, etc.” The weighing of poultry, therefore, he feels, without first drawing, re- moving the contents of the crop, and the head, cannot be considered net weight. ; The food law provides that food is adulterated if it consists wholly or in part of diseased, decomposed, filthy, or putrid animal or vegetable sub- stance. From which the Commis- sioner naturally draws the conclusion that poultry weighed and sold with the intestines and crop unremoved, consists in part of a decomposed, fil- thy or putrid substance. “The pur- chaser is entitled,” he says, “to know what he is called upon to pay for, to be furnished a statement of the weights and price; and he is further entitled to any trimmings renoved from the meat after the same has been weighed if he is expected to pay for it.” In October, 1914, the food depart- ment in North Dakota prosecuted a dealer for selling undrawn poultry. The Commissioner has notified deal- ers who sell poultry and other food products in his State that they must charge for the net weight, excluding wrappers or containers; and undrawn poultry cannot be legally sold; that poultry cannot be weighed until after being drawn and the head and crop removed; that the purchaser is en- titled to all the trimmings removed after the weighing; that the purchaser is entitled to a statement showing the net weight as well as the cost. Leaky Butter. In commenting on the December scoring Prof. Lee of the Wisconsin Agricultural Experiment Station, says among other things: “Very few men realize the importance of placing upon the market butter that has a body that will hold its brine reasonably well Nearly every month a few tubs of but- ter are recured that have a very leaky texture—the lower one-third of the tub is saturated with brine. One lot of leaky butter was packed in a paraf- fined tub, hence, when the net weight was obtained by removing the tub and MICHIGAN TRADESMAN placing the butter on the scale a great deal of free brine was visible. Not long ago fully 20: per cent. of the but- ter in a commission firm’s cellar was leaky. In the past not enough at- tention has been paid to this phase of buttermaking. One commission man stated: ‘Last year we placed the output of one factory in storage dur- ing the early summer, and to our sur- prise the butter lost in weight to the extent of two pounds per tub.’” —_____ 22 —__—_—_ Chinese Eggs Face Adverse State Legislation. San Francisco, Jan. 28.—The Chi- nese egg game is a puzzler. I have been trying to convince myself for the past year that the importation of Chinese eggs had come to stay. Our experience with importations the past two months has been such that we are now convinced that in two years from now the importation of Chinese eggs will be a thing of the past. Some- time some one may devise some meth- od whereby these eggs can be han- dled profitably, but the opinion of the writer is that the Chinese people will have to be born over again before such a thing happens. The best Chi- nese eggs reaching this coast, under the very best conditions show a loss of from 10 to 15 per cent. This ss stock coming over under refrigeration which is only a very small per cent. of the stock received on this coast. The bulk of the stock comes without refrigeration. The loss on this in some instances is as high as 25 per cent. and the eggs have advanced in China from $14 to $20.50 Mexican. Di- vide this by two and you have its equivalent in American. To offset this to some extent, the rate of ex- change has declined to about 43 cents. It is predicted that with the dropping off of American demand there is go- ing to be quite a difference in the price of eggs on the other side of the Pacific. We know it to be a fact that some of these importers have had all the experience they want in the han- dling of Chinese eggs. It may be that one or two will stay with it and try to recuperate their losses. Another thing that is going to op- erate against them is this: Last week there was introduced in the Califor- nia Legislature a bill which, if it be- comes a law, will compel every han- dler of Chinese eggs to see that every individuai egg is stamped: “This egg was produced in China,” and the bak- ers who use Chinese eggs in their cakes will be obliged to label their cakes: “This cake was made with Chi- nese eggs.” We feel safe in saying that, should this bill become a law, it would kill the sale of Chinese eggs as far as the State of California is concerned, for no baker is going to be bothered tagging his cake, when he can buy good domestic baker’s eggs at not to exceed 5c per dozen more than Chinese. The movement ‘here in Chinese eggs is slow since the drop in the price of domestic fresh. Some of the best are selling at 20 cents, others not so good at 18 cents, seme 16 cents and other grades are not worth anything, This market received a small ship- ment of Japanese eggs last week. These eggs were large and clean and of very good quality, but we under- stand the price is so high that we can hardly expect many eggs from that source. This market received a shipment of Australian eggs during December. The quality is very fine, considering the length of time in transit and the carelessness displayed in packing the cases. A good many of them had no centers and had _ old newspapers stuck between the fillers and on bot- tom and top, proving that the Aus- tralians had not been in the business of handling eggs very long. We have it on good authority that there has been some enquiry from Australia for prices on American fillers. If this is true, it would indicate that Australia is going into the poultry business with a view to furnishing the United States with some eggs. If the California hen takes a notion, she is likely to make the importers of these Australian eggs sick of their bargain, because, with favorable weather conditions, we ought to see a deciced increase of California eggs. Stewart & Stevens. 21 Drastic Law Proposed. The City Council of Baltimore has; under consideration a cold storage ordinance: which will require that all foodstuffs be stamped with the date they were put into storage and limit- ing the time such products can be kept in storage and sold to consumers. One of the provisions of the ordi- nance is to the effect that eggs kept in storage longer than thirty days must not be sold in Baltimore. The Vinkemulder Company Jobbers and Shippers of Everything in Fruits and Produce Grand Rapids, Mich. { to use them. Excelsior Wrapper Co. - Excelsior Wrapper Co. - - Excelsior Wrapper Co. - Endorsed by the Railroads The Official Classification Committee of the Transcontinental Railroads has issued the following order, effective Feb. 1, requiring the use of a dividing board in egg cases—‘except that when an excelsior packing mat or cushion (made of excelsior covered with paper) not less than eleven inches square, of uniform thickness and weighing not less than 2% ounces is used, dividing board will not be required next to eggs at top.” In the wording of these specifications there is an evident testimonial to Excelsior Egg Case Cushions in preventing breakage. It means that the experimental stage of these cushions is passed. They have been tried, tested and now are approved as the best. WW \ \ K : The above illustration shows very plainly just how Excelsior Egg Case Cushions are used. From this it will at once be seen that when they are used there is a great saving in time in packing, over the usual manner of distributing loose excelsior at top and bottom of the crate. This, combined with the practically absolute assurance against breakage (one egg saved in each crate will pay for the packing). puts the egg packing situation into a place where it is scarcely an economy not to use Excelsior Egg Case Cushion and a very distinct economy They may be used repeatedly with ordinarily careful handling, as they are made from odorless basswood excelsior, evenly distributed throughout the cushion, enclosed in the best quality of manila paper, thus reducing their cost toa minimum. You really can’t afford to take the chances necessary, on other methods of packing. Let us give you prices and samples. Samples and prices can be obtained from any of the following addresses: Our Facilities are such that Promptness is our slogan. Grand Rapids, Mich. Sheboygan, Wis. 224 West Kinzie St., Chicago, III. 30 Ionia Avenue If You Have GOOD POTATOES to offer let us hear from you. If you are in the market, glad to quote you delivered prices in car lots. H. E. MOSELEY CO. F. T. MILLER,:Gen Manager Grand Rapids — MICHIGAN TRADESMAN February 3, 1915 TNs ede) TT Co guide the brush Division and Arrangement of the Subject-Matter. Written for the Tradesman. After the best possible wording for a show card has been determined up- on, and the size and shape of the card, then the next point to be decid- ed is the proper division of the sub- ject matter into lines. Sometimes this division may be allowed to gov- ern the form of the card—whether panel or landscape—but this is not often the case. The right division into lines is of great importance, but it is impossible to lay down hard and fast rules regarding it. Featuring and the exigencies of space always have to be reckoned with, and frequently it is necessary to sacrifice on one desir- able point, in order to bring out to advantage another that is more essen- tial. So far as is practicable, the divis- ion into lines should be logical—that is, there should be placed on each line the words that are most closely associated together, making the di- visions come where there are natural breaks in the meaning. The mind of the observer, following his eye, takes the sense of a card so arranged far more readily than it does of one in which this idea of logical division has been disregarded. An example will illustrate this point clearly. Here is a notice which was put up in a post office at the time of the holiday rush: “Have your par- cels weighed and stamped before pre- senting them at C. O. D., registry or insurance windows.” This could be arranged in several different ways. Perhaps the best would be to make five lines of it, dividing thus: “Have your parcels—weighed and stamped— before presenting them—at C. O. D., registry — or insurance windows.” “Weighed and stamped” should be the featured line, while “before present- ing them” may be made in somewhat smaller letters than any of the other lines. A more strictly logical division of this same maiter would be in three lines, thus: “Have your parcels weigh- ed and stamped—before presenting them—at C. O. D., registry or insur- ance windows.” This arrangement however is open to very serious ob- jection because to bring this matter out in three lines in sizes of letters that would make the message at all conspicuous, would necessitate an un- duly wide card of landscape shape, so in this case the strictest logic would better be sacrificed to a prac- tical and convenient shape of card. This example illustrates how difficult it sometimes is to bring out a seem- ingly very simple and sensible word- ing in a way at once forceful and at- tractive. In the actual post office card which served as the text for this little preachment, the division was thus: “Have your parcels — weighed and stamped before—presenting them at C. O. D.—registry or insurance win- dows.” This certainly is very faulty. The fact that the card was made at a sign shop where only skilled and experienced letterers are employed, shows that this subject of correct di- vision into lines is one to which every ~ - work these out for himself, trying to make as good and effective a card in each case as the special conditions and limitations will permit. It is believed that a few sugges- tions about meeting space difficulties will be found useful. The great bugbear in this connec- tion is encountered when it is nec- essary to give strong featuring in a etitive such advertising. Slender lower-case is, as a rule, not effective for a fea- tured word, and to make the tall capi- tals when the space is very cramp- ed is slow work. Where capitals would have to be very slim, there may be room enough to make the long word in good strong lower-case of about ordinary proportions as to height and width. This will be nearly isplay aintings F. A 4 COOOL ILI eo E- INVENTORY CLEARANCE SALE card writer should give especial at- tention. Further examples might be given showing right and wrong division of matter into lines, but it is not deemed necessary to treat the subject exhaus- tively. Enough has been said to con- vince the amateur that to.get along well with this phase of his art he al- ways must have his wits about him, and be ever ready to exercise a little practical ingenuity. Every card he undertakes is likely to present some fresh problem. In the main he must limited space to some very long word, or to a phrase of two or more long words that logically should go on the same line. One standard method un- der these circumstances is to make letters that are very tall and slender, featuring by height and-economizing lateral space. When the work is well done in creditable capitals, this may be a fairly good solution of the dif- ficulty. It has, however, some draw- backs. Very slender letters are not good readers, as one soon will find by little study of circus bills and other or quite as effective as the slender capitals, and is much easier of execu- tion. A style of letter somewhat out of the ordinary and a little striking may well be chosen, and the promin- ence of the word may further be ac- centuated by a distinctive color. It is allowable to break the border lines for a long word, and it is to be re- membered that a word that extends On each side nearer to the edges of the card than the other matter, is thereby featured. A long word (or a phrase) may be February 8, 1915 placed on a slant or on a curve. Of course no lateral space is gained by so doing, but inasmuch as in either of these arrangement each letter is put a little above or a little below its neighbors, a slightly closer spac- ing may be made without apparent crowding. Moreover, since the eye is accustomed mainly to horizontal lines in all printed matter, both the slant and the curve have a featural value from being a little unusual. A single featured word, no matter how lengthy it may be, must be got- ten along with on one line. It never is allowable to divide it. A phrase, on the contrary, may be divided into two lines. By throwing the first part to the left of the card and the latter to the right, and allowing no unnec- essary vertical space between them, the close relationship of the words is evident to the eye. The illustration, “Pre-Inventory Clearance Sale,’shows the best and most practical way to dispose of a phrase too long for a sin- gle line—that is, best and most prac- tical for ordinary work. It will be understood that what is said here regarding the disposal of phrases relates to the cases where space has to be economized, or where the phrase is only a part of the sub- ject matter. When a single phrase, like “Astonishing Values in Hosiery,” is all the*matter there is to go on a card, then usually a separate line will be given to each word. The other two illustrations show different forms of curves. One is the heading of a card, the full text of which reads. “Competitive Exhibition of Paintings, Feb. 20 to 25. East room on our third floor. The public is cor- dially invited to see these pictures, which are the work of local artists.” This style of curve is better adapted to the heading of a card than to a sit- uation toward the middle or tke low- er part. “Spring and Summer Styles” shows another form of curve, one in which lettering is quite easily placed. Curves give variety and beauty, and are especially adapted to cards of a fancy and ornamental character. In a featured phrase they are especial- ly useful in providing a natural and fitting place for a word or words be- low, as for “Styles” after “Spring and Summer.” Since curves require extra time both in making layout and lettering, their too frequent use is not recommended. While two curved lines of featured matter may be used on the same card, usually the effect will be as good if not better to use only one curve, the other lines being horizontal. Curves are of infinite variety. In selecting one for use, it is best to choose one that does not have to be worked out in a strictly symmetrical way. It is a slow stunt to make let- tering on an even curve, so that it will be equidistant from the edges of the card. If it extends a little farther to one side than the other, it makes that side run further up or down than the other, also. Besides, owing to the differing forms and sizes of the vari- ous letters, even of capitals, it is often impossible to produce the effect of ab- solute symmetry with a curved line of MICHIGAN TRADESMAN lettering, no matter how much pains is taken. If a curved line that is alike on both sides is used, then a large ini- tial extending above and below the other letters may be used to good ad- vantage, to obviate the necessity for absolute precision. In arranging matter on a card whether in curves or straight lines, it always is allowable to make connec- tive words, such as prepositions and conjunctions, of smaller letters than are used in the contiguous words. An initial “The” look well brought out of even height with the word fol- lowing, but it can be made smaller if necessary, in which case it often is put on a slant. What was said at the beginning of this article about the division of mat- ter into lines, applies with full force only to the main portions and not to the subordinate parts. Subordinate matter has to be worked in as space will permit. If there is much of it, a simple paragraph arrangement may be the best that circumstances will allow. In this case no logical division into lines is attempted, and it is ad- missible to divide a word at the end of a line if necessary. A little study of advertisements will show one how for the featured portions a logical division into lines is best, while for the subordinate matter the paragraph arrangement is in very general use. Ella M. Rogers. ——__~>-2.~>____ Opinions as to Labeling Foods. Interstate shipments of food prod- ucts that are regarded as unfit for human consumption and have not been denatured will hereafter be seiz- ed by the Federal authorities, no matter what labels they may bear. In an opinion published in the last issue of the Service and Regulatory Announcements, the Bureau of Chem- istry of the U. S. Department of Agri- culture holds that the label is no ob- stacle against such products being used for food. Before they can be shipped, therefore, in interstate com- merce they must be so denatured that they can only be used for technical purposes. Another opinion deals with pros- pective violations of the law compel- ling all food products shipped in in- terstate commerce after September 3, 1914, to have the net weight stated on the label. The department holds that the burden of proof rests upon per- sons guilty of such violations to show that the products in question were either prepared or imported prior to September 3. Persons who cannot prove this will be subject to the pen- alties prescribed by the Food and Drugs Act. Opinions on the correct branding of canned vegetables, poultry food, and cheeses were also announced, Ac- cording to these, the use of sugar in canning does not justify the use of such terms as sweet corn, sugar corn, and sugar peas. These terms must be reserved for the varieties of the vegetables in question which are dis- tinctly sweet and which are known as stigar peas in their natural state. When shipped in interstate com- merce or otherwise subject to the Food and Drugs Act, all skimmed or part skimmed cheese must be plainly branded “skimmed” or “part skim- med” in accordance with the facts, ‘on the wrapper or container of each cheese. Where the cheese is of the size commonly sold uncut to one cus- tomer the rind of the cheese itself must bear the statement. In regard to poultry foods, the Bu- reau holds that a certain amount of calcium carbonate or calcium phos- phate is to be considered as a poultry food, and that when this amount is not excessive, no statement in regard to the quantity of grit is demanded by the Federal law. Violations of the Moisture Law. Four years have rolled by since I left the Internal Revenue Service after three years’ work as butter in- spector. To-day I met an old fellow officer, one with whom I had been associated in many cases of violation of the moisture law. “Well,” said I, “how’s the gumshoe business? Are you still hounding the poor dairymen for sloppy butter?” “Still at it,’ smiled the inspector. “We buy the butter in the open mar- ket or test it at the wholesalers. When we find a shipment running over 16 per cent. moisture we trace it to the creamery where it was made and the person or firm responsible is heavily fined.” “Just the way we did seven years ago when you and I first worked to- gether on butter cases,” I rejoined. “Do you find as many cases as we used to in those days?” The inspector started to reply, then hesitated. “You know very well,” he said finally, “that the regulations for- bid me answering such a question. But the reports of the Commissioner of Internal Revenue are public docu- ments and they show that there has been no noticeable decrease in the number of violations reported.” I knew that was true, but I had never seen it quite in the same light before. Now, as I began to take note of the flight of time, I was puzzled to account for the continued violation of the moisture law. Notwithstanding the repeated warnings given in the columns of the dairy journals, and in spite of the frequent visits of the in- spectors and the heavy fines levied, buttermakers were _ still releasing their product with more than 16 per cent. moisture in it and were suffer- ing the humiliation of being prosecut- ed and fined as lawbreakers. And why? The risk is too big and the pen- alty too severe to make it a paying proposition financially. That left ig- norance of the law as the only ex- cuse, and surely after all these years during which the “Treasury Watch- dogs” have so zealously enforced the regulations, there can hardly be any dairymen who do not know it is un- lawful to manufacture, and offer for sale, butter containing in excess of 16 per cent. moisture without first quali- fying, and paying a tax as a “Manu- ,facturer of Adulterated Butter.” “How do you account for that?” I asked the inspector. “It would seem that by this time all the buttermak- ers would know the law and would be careful not to run over the limit.” “Well, they do and they don’t. In the last few years there has been quite a change in the creamery busi- ness in California. The little fellows are learning that the big creameries can afford to pay more for cream and yet sell butter for less. The big plant with all modern facilities is fast be- coming the main factor in the butter business. The smaller concerns are either going out of business entirely, or are merely buying up cream and selling to the larger creamery. “The result of that has been that we do not find so many cases of viola- tion of the moisture law among the smaller creamerymen but another fac- tor has entered the business which tends to keep the number of viola- tions about the same from year to year. Competition is so keen between the big fellows and the margin of profit is, at times so small, that they try to incorporate as much water as possible without running over. Of course, quality is the first essential for butter buyers are mighty finical; but it seems to be just as easy to make a good flavored butter contain- ing 15.99 per cent. moisture as to make one containing only 14 per cent. So the buttermakers keep around the 15.90 mark; and it is inevitable that once in a while the butter maker nods and we find his product on the market containing 16.50 instead of 15.50 as he thought.” “Then I don’t suppose you find any real wet butter any more like that 15,000 pounds we seized several years ago which contained from 30 to 45 per cent. water?” “No, we don’t find any such stuff these days. That was certainly wet, wasn’t it. I remember you figured up at the time that the buttermaker was getting rich just from the water he sold at the price of butter. “Yes, and his employers knew he was a clever fellow for they had a contract with him whereby he was to furnish butter containing a certain per cent. of water, I’ve forgotten just what it was, but I know we found many thousands of pounds that ran around 35 and quite a bit tested 45.” “Well, the nearest we find the bur- termakers coming to such stunts now- a-days,” smiled the inspector, “is when they get a grudge against the cream- ery owner and purposely run the moisture content up to about 20 per cent. so that the boss will get stuck.” “Indeed, do they do that?” “Yes, we occasionally find such cases. I believe, however, that fail- ure on the part of the buttermaker to keep the moisture tester in good con- dition causes more trouble than any- thing else. The tester is neglected until the scales become rustly and the whole outfit entirely unreliable. I would advise the buttermakers to be very careful to secure a representa- tive sample of butter from the churn for the test, see that the outfit is in good condition, make several careful tests, and be certain that the butter is below 16 per cent. before it leaves the creamery premises. It never pays to take a chance. And, moreover, the creamery owner or manager should watch the testing occasionally and not leave everything to the butter- maker.”—S. P. Keyes in Pacific Dairy Review. MICHIGAN TRADESMAN e e t t 1 ¢ cunt ed: (C(t. Good Salesmanship or Bad Business —Which? Written for the Tradesman. Shannon and Shively, a large dry goods firms handling carpets, etc., through the efforts of their very polite and persuasive salesman McGarry, captured the order for the rugs, drap- eries and curtains of the new Huntley residence. “Mac is a good one,’ commented one head of the firm to the other, “and we are very fortunate in having his services. He has sold a big bill of stuff over there and gotten high prices for almost every item. Some- thing over twelve hundred fifty dol- lars it will run and at least five hun- dred clear money for us. Mac knows how to size a situation up and put on all the traffic will bear. He’s a smooth article and no mistake.” Mr. Shannon and Mr. Shively chuckled and congratulated themselves on their good fortune. The Huntleys in a few short years had risen from very humble circum- stances to an affluence which permit- ted the building of a fine large resi- dence in a fashionable part of the city. Naturally they desired to fur- nish this handsomely. All the fam- ily, which consists of the father, the mother and two grown daughters, were singularly ignorant regarding the line of goods sold them by Mr. McGarry. In their little old home on Fourth street the furnishings had been the plainest, and they were not post- ed on weaves and patterns and color schemes. McGarry saw his opportunity. He mellowed Mr. Huntley with flattery. He swayed “Mamma and the girls” with his fluent comments on “rich and elegant effects.” A number of ar- ticles, notably rugs, were special or- ders. This gave him a better chance ‘to charge high than had the same been carried in stock, which chance he im- proved to the limit. But even goods taken off the shelves, chintzes, plushes brocades and lace curtains, were sold at very long prices, price long even for Shannon and Shively’s where in ° several departments it is the prac- tice to put prices high or low accord- ing to the customer. The making of the draperies and curtains was charg- ed at nearly double what it cost Shannon and Shively to have the work done, and in every way that his cun- ning and active brain could devise, Mr. McGarry took advantage of the Huntleys’ ignorance. Had this plausible and smooth- tgngued salesman been taken to task by some stern moral'st for his un- scrupulousness, he doubtless would. have fallen back on the argument, long ago worn threadbare, that it is only just that a rich man should pay high. “Look at what a doctor or a surgeon charges a wealthy patient!” he would say. “Huntley has made quite a lot of easy money. Now let him get shed of a little of it. I sold a large bill and made my house big money on it. I should worry.” Mr. McGarry in the Huntley order fulfilled his idea of good salesman- ship, which is expressed in the few words “a large bill and big money for the house.” This is the idea of his employers as well. What does he care about nice points of ethics? But is such a transaction as the one described really good salesmanship, or is it simply a bad and mistaken policy? Certainly such policies have been in decadence among the shrewd- est and farthest seeing retailers for at least forty years, but like many other errors of past times, they die hard. In some quarters, like the Shan- non and Shively store, they still main- tain a lively existence. This Huntley order was a good ex- ample of the possibilities of that kind of thing. The purchasers were ig- norant and in consequence gullible. They have money. The goods were of kinds not usually handled on very close margins, and of which values are not accurately known by most per- sons. The large number of items and the including of the making, rendered it easy to make the bill in such a way as not to be especially easy of investigation. It was not just so many yards at so much, but “library curtains” or “blue bedroom draperies.” put in in lump sums. While many lines of dry goods, notably high grade dress goods, silks, expensive laces, etc., present opportunities for these unscrupulous practices, not often can they be carried to the extent to which Mr, McGarry pushed it in the Hunt- ley order. As to morals, it is easy to see how much. duplicity and deceit and genuine lying must be used to bring one such deal to a successful issue, to say noth- ing of how much more may be needed to smooth over the outcome if the customer ever suspects he has been fleeced. But leaving morals entirely out of the question, how is such a transac- tion considered purely as a matter of business? Are long prices, prices raised above the ordinary and legiti- mate because circumstances permit it, are they a gain as to ultimate results? Sooner or later the customer is al- most sure to find out he has been duped. In the case of the Huntleys it came about in this way. Soon after the curtains and draperies had been hung, Mr. Huntley’s sister, Mrs. Decker, came over. In striking con- trast to her sister-in-iaw, this lady is posted to the minute on values and prices. “How much did you pay for these dining room hangings, Myra?” she briskly enquired when she was in- specting that room. “They are just like Mrs. Henderson has for her din- ing room.” The bill was gotten out and that item looked up. Then Mrs. Decker went to measuring and figuring. After very careful computation she exclaim- ed: “You paid fully a third more than Mrs. Henderson did, and for the same identical goods, and made in just the same way. She bought of Shannon and Shively too. They’re up that kind of thing. It isn’t the first time I’ve caught ’em at it.” Other comparisons and comptta- tions followed and on every fab- ric on which Mrs. Decker knew of prices that had been made to other people, it was clear that the Hunt- leys had been overcharged. The na- tural inference was that they had paid too much on the special orders and all the rest also. The matter was brought before Mr. Huntley. He took it rather coolly “Jim McGarry found us easy marks. Doubtless Shannon and Shively are grinning about overreaching old Huntley. We'll not go back on this ’ deal.. We couldn’t if we wanted to. They have my check and the goods February 3,. 1915 were bought on our authorized or- der, so much for so much. I’m game. A man can do me up once. But I look out not to give him the second chance. Ma, you just remember, and you girls too, don’t ever spend an- other dollar of our money at Shan- non and Shively, not if you have to go all the way to New York City to find what you want. Now mind what 1 say.” The Huntley women folks minded. Shannon and Shively lost what had been large and valuable patronage. Moreover Mrs. Huntley and her sis- ter-in-law were by no means silent about the exorbitant price that the Huntleys had been charged for their furnishings. In consequence several of their friends and acquaintances, who had been building new hoses, turned down Shannon and Shively and gave their orders for rugs and curtains to other firms. There should be no such thing as a long-price or a short price. Prices should be the same to all—the mer- est child should get just as much fur his money as the most experienc- ed shopper. If a cut or an advance is made, it should be for every one alike. Getting an extra large profit be- cause the ignorance of the customer will allow it, is not good salesman- ship. It is simply bad business. Soon- er or later such dishonorable prac- tices are found out and bring their inevitable results of discredit and loss. Fabrix, Boss of Michigan prices. Shirts bearing this trade mark are made right, roomy and full length body and sleeves, flat felled seams and good quality materials, Chambrays; Ducks, Cheviots. etc. We carry a large variety of patterns and A line worthy of your most careful consideration. Wholesale Dry Goods PAUL STEKETEE & SONS Grand Rapids, Mich. MACAULEY SAID Those inventions which have abridged distance have done the most for civilization. USE THE BELL And patronize the service that has done most to abridge distance. AT ONCE Your personality is miles away. Every Bell Telephone is a long distance station. f February 3, 1915 SAVE THE PENNIES. Don’t Let Extravagance Become a Settled Weakness. Written for the Tradesman. “Many little make a mickle” is an old saying familiar to us all, but: not so generally heeded as repeated. A certain kind of people who are given to bewailing the passing of “the good old times,” are also inclined to note that the old fashioned frugality of our forefathers has passed away, and these ancestors are now represented by the most extravagant and prodi- gal men and women of the present day. Americans are known the civil- ized world over as reckless in the generosity with which they dispense gratuities and thoughtless manner in which they spend vast sums of money to gratify mere whims or fads. With- out going into any reasons or ex- cuses for the conditions let us ac- knowledge that it is so, and at the same time try to check ourselves in the tendency and not permit it to become a settled weakness of charac- ter. While shrewdness is considered a distinguishing trait of the typical Yankee, we will likewise have to acknowledge that comparatively few “Americans” can rightfully claim to be simon pure Yankees, and in a busi- ness way all too many are careless in the matter of saving to a point which if persisted in, will inevitably lead to actual improvidence. It is stated that a certain large mail order house had at one time ac- cumulated in its treasury more than two hundred thousand dollars in cold cash, which sum represented remit- tances sent to them by people who failed to sign letters, or to enclose the order sheets they had presumably intended to send, or in some almost unbelievably careless manner failed to give the concern to whom they sent their money any clue as to their identity. Furthermore the owners of that money were not only careless in sending the money as they did, but persistently negligent in never having made any effort to ascertain why they did not receive any answer to their communication to the mail or- der house, nor any merchandise for the money they had sent. Apparent- ly, having once let the money pass from their hands they forthwith for- got all about it, and having “cast their bread upon the water” left it to Fa‘e to see that it was eventually return- ed to them. Merchants who read the foregoing will smile knowingly, many of them, and say that that is about all the busi- ness sense people who order goods from a mail order house possess. But hold. The publisher of a certain trade paper told the writer not long ago that through an oversight on the part of a new clerk in the subscrip- tion department, the names of thirty- seven subscribers received on one day were carded properly, but not enter- ed on the publication’s mailing list, and as a consequence the dealers did not receive the paper for which they had paid. Three months later the error was discovered and rectified, but during MICHIGAN TRADESMAN that space of time only four out of the thirty-seven “business men” who had sent their money for the paper, had notified the publisher that the magazine did not arrive and ask for an explanation. They had_ sent $2, most of them using checks, and im- mediately forgot all about the matter. This publisher could easily have been ahead $66 on the day’s business and never a word said. “Oh, there is no use in being small about those matters” is an expression often heard from the man who does not keep careful record of every dol- lar of his receipts and expenditures. Being businesslike and being “small,” however, are two terms which no merchant can afford to confuse in their meaning. The man who will make a remark like the above will also sigh and wish that he could feel the comfort of having “a few thous- and in the bank drawing interest,” and will forget that one hundred dol- lars which slipped away from him in nickels, dimes, quarters and dollars the last twelve months (if indeed that sum will cover the small leaks) repre- sents 5 per cent. interest on $2,000 for a year. Then there is the merchant who does not keep himself fully informed as to costs and fails to secure quo- tations from different sources in or- der to compare articles and know that he is not paying more than he should for his merchandise. Here again he will say, “Oh, well I might buy some things a few cents cheaper once in a while that way, but it’s a lot of trouble, and they all charge pretty much the same for the goods.” Yet even on a small order it could easily be that the “few cents” differ- ence would amount to the merchant’s wages which he may make in his busi- ness—if such a merchant really suc- ceeds in making any wages for him- self. A member of a successful merchan- dising concern said: “For our ship- ping department it is necessary for us to buy some boxes, and while the idea of saving one box may not ap- pear to be very much, yet in a year’s time at 5 cents each I have no doubt that interest on an investment of $1,- 000 could be saved by carefully open- ing our boxes and nailing the tops back on them. This may seem like a little thing, but no one can deny the fact that it is worth while.” Then there is that ever present mat- ter of discounts. A certain merchant was asked if he took advantage of cash discounts on his bills. “Yes, on all the bills that amount to any- thing,” he responded. “But I buy a good deal in small lots on special or- ders so as not to keep too much money tied up in stock. Lots:of times the discount would not amount to more than 20 or 30 cents. or less, and it doesn’t pay to bother.” Yet an investigation revealed the fact that this dealer could have sav- ed $22.27 in two months time had he discounted those small bills while the discounts he took on his larger bills amounted to a little less than that sum. Needless to say he will discount his small bills as well as his larger ones in the future. This is one of the most common leaks among small merchants and thousands of dollars are lost to dealers and added to the profit of the jobber, who of course makes his quotations cover the discount should it be taken by the merchant. It seems strange that the human race, individually and _ collectively, must learn for its own self, the old, old lessons. The economics of waste has been ding-donged into the ears of all of us year in and year out, yet we continue our careless habits. It would be natural to think that those engaged in commerce least to be reminded that “many lit- tles make a mickle,” for it is an inte- gral part of their business to con- sider closely the value and cost of things. And lack of recognition of true values, and failure to figure close- ly and avoid unnecessary and deplet- ing leaks has immediate and vital ef- fect on the affairs of a man whose success and income are directly de- pendent upon these very things. The substitution of prudence for care- lessness in this matter would save many a mercantile venture from fail- ure. E. E. Reber. ——_—_-.__ The Turn Reached: That a turn for the better in the country’s business and financial sit- uation is at hand there can be no doubt. The tide has turned. The upward trend has begun after a period in which business sank to low levels and depression settled like a pall over the Nation. The merchants and manufacturers would need - 25 throughout the country see a general clearing up of commercial conditions, ' and the new year promises a revival in all lines of business. It would seem that what little depression has existed has been made worse by the constant discussion of the subject. Stop looking for trouble and good times will come. It is the general opinion among merchants and manu- facturers that the next six months will see in this country the biggest business revival it has known in years. Jobbers also take a very optimistic view of the situation forecasting a steady improvement in business. They say that the country has stood the shock of the war, which paralyzed foreign trade at the outbreak, and take a most hopeful view of business of the present and future. There is every reason to believe that the turn in the road has been reached, and from now on we shall meet fewer obstacles to a genuine re- cuperation. We are manufacturers of TRIMMED AND UNTRIMMED HATS for Ladies, Misses and Children, especially adapted to the general store trade. Trial order solicited. CORL, KNOTT & CO., Ltd. Corner Commerce Ave. and Island St. Grand Rapids, Mich. OFFICE OUTFITTERS LOOSE LEAF SPECIALISTS 237-239 Pearl St. (near the bridge) Grand Rapids, Mich, Ready to Wear Department to $18.00. Ladies’ We are showing very complete lines for spring of Ladies’ Shirt Waists from $4.50 doz. House Dresses, Kimonos from $8.50 to $30.00 doz. Children’s Wash Dresses, ages 4 to 16 years, prices $4.25 to $12.00 doz. Visit our fifth floor for these items or ask our salesman to show you the samples. Wrappers and Exclusively Wholesale Grand Rapids Dry Goods Co. Grand Rapids, Michigan 26 AFTER THE SLOW ONES. Collect the Money and Not Lose the Customer. Investigation shows that one of the most neglected ends in the busi- ness of the average retailer—except in the large cities—is his collections. Yes, increasing sales must be look- ed to carefully and continually, but if you don’t get the money for what goes out, then you are neglecting im- portant work and cutting into your profits. A cash business is not the answer either, to “bad credits.” First be- cause cash customers buy here, there and everywhere, and second because a lot of people will not be bothered with continually having cash on hand and would never be customers of a cash store. Further, a judicious ex- tention of credit facilitates doing business, it saves time and the trade is steady. The account is the cus- tomer’s bond to your store. He buys where he has the account. There- fore the retailer must look carefully to his credit customers. Don’t think you are making friends and building business by not remind- ing a customer that his account is growing too large. A merchant should aim to have accounts settled promptly for two reasons; he is just- ly entitled to the fair price in ex- change for merchandise delivered— the money belongs to him. Success- ful business depends upon it. Sec- ondly, if a customer is allowed to lag in paying his account he grad- ually drifts away from your store and trades elsewhere. We all know that even an honest man feels an irre- sistible temptation to cross the street when he sees a fellow coming to whom he owes $5. That same hid- den force works on your customer who sees his bill with you growing and growing. He goes somewhere else rather than increase the bill or run the risk of being turned down. If you had watched that delinquent account carefully and done some- thing about it the customer undoubt- edly would not have thought of go- ing elsewhere. So you see collecting is not merely a matter of getting the money but of keeping the customer’s conscience clear and retaining his patronage for your own store. The use, at the right time, of properly worded and diplo- matic letters is a great help in ac- complishing this. First, just a few suggestions on starting credit accounts. Place a limit on the credit extension to every one. It might be $50 for Mr. A, $500 for Mr. B, and so on, according to the man’s standing. Learn on what a man depends for a living, for whom he works if he is a salaried man; what other successful merchants ex- tend credit to him. Then keep track of what is doing. If there’s a strike in Jones’ mill and Mr. A works there, you won’t want to allow Mr. A’s bill to get large. If Mr. B’s office build- ing burns down it would be unwise to let him get in deep. And so on, watch the news. Generally credit customers are di- vided into three classes. The first MICHIGAN TRADESMAN is composed of the men who just about qualify as! credit customers. These are mostly working men who are good as long as there is work. But they should not be allowed to get beyond the credit limit and should be reminded by letter if they don’t settle on pay day. The second class are customers of fair income and generally reliable. This is the great middle class, the majority of the store’s customers and most valuable asset. A reason- able limit of credit is extended, but even they should not be allowed to drop behind. The third class is made up of wealthy people whose credit is be- yond a doubt. These people often want to settle bills quarterly, semi annually or even annually. If a re- tailer extends special credit to this class, he should be prompt in ren- dering bills at the proper time and if the payment term of ten or thirty days is allowed to go by, a brief courteous note is always in order, of course just as a reminder. Now for ideas for you to use in the mail to keep your accounts col- lected, This applies particularly to the largest, the second class of credit customers. When the bills are made out each month the boss should look them over. He should have a knowl- edge of each charge customer and know how to handle him. A state- ment should follow the unpaid bill if not paid in thirty days. Send your statements out regularly, promptly on the first of the month. Be on the job when checks are being written out before funds are low. If the bill is not paid in sixty days, a state- ment with a stamp on as follows, has been found effective. RUBBER STAMP AST DUE This account has, no doubt es- caped your notice. Please favor us with your prompt remittance. After three months a merchant is justified in using a systematic fol- low-up by mail urging politely but firmly the settlement of the account. The following letters have all been used and have brought home the ba- con. What’s more they are worded in a way to get the money, but not to offend the customer o rcausenn to offend the customer or cause him to become angry. The intervals at which to send the letters may be ten days to thirty days. No one can tell you which letter to use. There is a variety, use the one you believe will appeal most to your particular customer. Always enclose a statement with a collection letter. We believe every store can pick from the nine letters given, one, two or more that will collect old accounts and keep accounts that are slipping a little, in a good healthy business condition, Less than 5 per cent. of the popu- lation are truly dishonest but a great many are lax and careless. Don’t you be lax, keep up your collections and let these letters help. Just one more little collection kink. Psychology plays a big part in bring- ing humans to do what you desire them to do. For instance if you ow- ed a man $12 and he sent you a bill for $112 you would go quickly to your man and ask him what he meant, wouldn’t you? Well! that’s just what you want to try. This has been worked many times, it brings the man in, you get a chance to talk to him and perhaps secure a partial pay- ment, if not all. You can explain the amount of the bill by it possibly being a clerical error. This material will only be worth something to you if you use it. Right now, you probably have several ac- counts owing that can be collected by a letter or two. Letter No. 1. Dear Sir: The fact that we have no reply to our recent statements regarding your account forces us to believe that they must have been overlooked. Or, have you some particular for delaying payment? _As you will note, this account is con- siderably past due, and whatever the reason may be, we would request that you advise us just as soon as possible that we may know definitely what to depend upon. reason Very truly yours, Letter No. 2. Dear Mr. Brown: We are at loss to understand why we have had no response to the various let- ters we have written you regarding your account. It has been our endeavor to show the importance of attending to your account. You must appreciate that your neglect of this bill and your failure to make any satisfactory explanation will inevitably reflect adversely on your credit standing. Will you not give this matter your immediate attention, sending us a remit- tance that will cover at least part of the account if you are unable to make the entire payment at this time? Expecting to hear from you promptly, I am, Very sincerely yours, Letter No. 3. Dear Mrs. Black: You will find enclosed a statement of our account of $10, due us. On a small sum like this, at the very fair prices we charge, we can not afford to spend a lot of time and money on collecting. You have had the goods and they must have been satisfactory, or you surely would have said so. I hope you will take this into consid- eration and that it will be convenient for you to make an immediate remittance. I not only would like to save myself the trouble of sending another state- ment, but am quite as anxious to save you the trouble of receiving one. Sincerely, Letter No. 4. Dear Sir: Instead of tossing this aside for ‘‘to- morrow” or junking it altogether, just stop this time and consider US for a moment. We don’t like to write dunning letters any better than you like to get them, but you see you have a little of our money—$6. That isn’t much and of course you intend to pay it. But let’s square this thing up NOW. Don’t read another letter until you have wrapped your check in this one and mailed it back in the enclosed addressed en- velope. That isn’t unreasonable, is it? Very truly yours, Letter No. 5. Dear Mrs. Smith: Unless you are likely to be in the store in the next day or two, will you send us a check or currency for $.... to take care of the little charge of goods covered in the enclosed statement? Cordially, Letter No. 6. Dear Madam: We have twice reminded you as po- litely as we know how of your account amounting to $7.50. Do you not think it is unfair to cause us to write several letters in order to collect this little bill, especially in view of these facts: 1. We delivered these goods to your house without payment. We were glad to accommodate you by charging it. 2. You were at perfect liberty to return the goods and have the charge cancelled had you so desired. 3. You have not returned the goods or February 38, 1915 indicated any question as to the correct- ness of the charge, and, 4. We naturally expect charges like this paid promptly when due. Certainly we did not anticipate having to write three letters to obtain settlement. It would really help us greatly if you would dispose of it now by a prompt re- mittance, not only because it’s costing us our profits on the sale to collect the charge but because we dislike to have to send you these reminders. Very truly yours, Letter No. 7. Dear Sir: You doubtless have our last letter somewhere expecting to give it attention as soon as you have a moment to spare. We certainly do not want to seem un- duly insistent about this matter of your little account, but you will readily ap- preciate OUR position. If we are called upon to spend post- age to collect each of these small bills, it really works a hardship upon. us. Therefore we ask you to send to us TO-DAY check or currency for the above amount. We know you will cheerfully comply with this request and then we shall not have to trouble you again with re- minders. Yours very truly, Letter No. 8. Dear Sir: You don’t like to get dunning letters. We don’t like to write them. Already we have written you three times regarding this little account of $7.50. That’s too much, isn’t it? Too much bother for you over such a trifle —too much bother for us to get what belongs to us. Of course you are going to pay this amount soon-—but if you please, try to send the money now as it’s past due. Don’t let this sheet out of your hands until you wrap your check in it and mail it back in the enclosed addressed envelope. Very truly yours, P. S—The promptness of payment de- cides the amount of credit that may be extended. Letter No. 9. PROMISED. Blank, Blank & Sons on— May 10th—‘‘Will remit in ten days.’’ May 25th—‘‘You_ will have check promptly by the Ist.’’ June 10th—‘‘Accounts are slow but will surely settle in fifteen days.’’ ALL PROMISES UNFILLED. Don’t Promise Any More, But Check To-day. Mail —Good Storekeeping. —__»>-2____ The Kenosha Idea. Kenosha, Wis., is a city largely 9f manufacturing interests, with 10,000 men and women on the pay rolls. An arrangement has been worked out between «the factories and the banks by which each pay envelope on each pay day contains cash for only half the amount due the employe, the other half being in 3 per cent. certificates of deposit in various denominations from $5 up. Each certificate has printed upon it just what it is worth, including interest at the end of each quarterly period up to fifteen months, after which the certificate must be re- newed to continue drawing interest. The merchants all display placards saying the certificates will be receiv- ed as cash for their full value, but report that employes who are paid with these certificates have begun to hoard them as jealously as possible, using their cash wages first and spending the certificates only as a last resort. The plan was put into operation on August 15, 1913, and al- read ythere are outstanding certifi- cates to the amount of $200,000. ——_2-.—_—_. Mean Brute. “A woman has to give up a great deal after she gets married,” sighed Mrs. Gabb. “A man does nothing else but give up after he gets married,” replied Mr. Gabb. So Ne co ee ee ere ee Ve wh raed eee ener February 3, 1915 MICHIGAN TRADESMAN 27 What Big Grocers Say About Lily White Flou ‘The Flour the Best Cooks Use”’ St. Johns, Mich., Nov. 14, 1914. We have been selling the Lily White Flour for over twenty years and can cheerfully recommend it as one of the best bread and pastry flours on the market. Our customers say, “Once a customer, always a customer.” I am glad to hear you are en- larging your present capacity as a good flour is a great blessing CHAS. E. CHAPIN. Coral, Mich., Nov. 14, 1914. We are very glad to recommend your “Lily White” Flour. It is the best seller we ever had. It is a great satisfaction in selling goods to have just what your customers ask for and not have to give them something “just as good.” It sells itself and the profits are as good as any other brands. We have sold it for fifteen years and will continue as long as we stay in business. J.S. NEWELL & CO. Manton, Mich., Nov. 14, 1914. I have been selling your Lily White for the past fifteen years, selling from 25 to 50 barrels a month. I have always had five or six other brands at the same time, but your flour has been by far the best selling brand. The main reason for which is that the quality is there all the time. If my customers were not satisfied they would not come back for more. GEO. M. BROOKS. New Era, Mich., Nov. 18, 1914. Replying to your letter of the 12th, we will say we have sold Lily White flour for the last ten years. At first our sales were small on it, but it has steadily increased until now it is the best seller we hvae. We have several customers that will take no other JOHN WESTING & CO. Amble, Mich., Nov. 14, 1914. We have been selling your Lily White flour for four years with very good success. Have tried out several other brands of flour but find Lily White the seller. AMBLE MERCANTILE CO. Kingsley, Mich., Nov. 14, 1914. In reply to your inquiry will say I have used your flour in my store here in Kingsley for the last six years, having had good success in selling your Lily White as it is the best grade of winter wheat flour made. Customers say it makes fine bread and pastry. I also handled your flour before when I was in Hannah for six years. T. L. DONETH. Leslie, Mich., Nov. 14, 1914. I have retailed flour for nearly thirty-three years and your Lily White has given our many customers the best satisfaction of any brand of flour I ever sold. I have offered other brands said to be equally as good to my customers at a lower price and they preferred to pay more for Lily White. : No dealer or consumer can make a mistake in purchasing such an excellent flour. G. S. MITCHELL. Whitehall, Mich., Nov. 14, 1914. In reply to yours of the 12th would say I am one of the first customers that bought Lily White, as you know your father was on the road as a traveling man and when he established the Valley City Milling Company I bought the flour of him the first trip he made and have handled it ever since, and while you can’t please everybody all the time, yet most invariably those who wanted a change have gone back to Lily White, and with my experience with it, I think it has no superior as an all around flour. F. D. GLAZIER. We have many more letters from dealers in Michigan and other sections, but these will give you an idea of how Lily White is regarded by the dealers who sell it. Valley City Milling Company Grand Rapids, Michigan MICHIGAN TRADESMAN February 3, 1915 28 Hes Ego ETISSEP 7a od ES 7 RO. =_ WOMANS WORLD | = — —_ = —_— When Sure You Are Right, Then Go Softly. Written for the Tradesman. An item is going the rounds of the newspapers, about the woman who chances to be the sole represen- tative of her sex who is a member of the Legislature of a certain far West- ern state. While such accounts are apt to be garbled by enterprising reporters in their efforts to make a striking or amusing story, and so always are to be taken with a grain of allowance, this one has such a homely smack of reality about it and is so true to hu- man nature that it seems safe to ac- cept it as it is given. From it we gather that this “only woman legislator” has just recently taken her seat. It seems (shades of the Dark Ages) that “the water tank in the house of representatives is sup- plied with only one glass,” and that this neophyte lawmaker “has declar- ed herself.” “She would rather go thirsty than drink from the same glass used by tobacco smokers.” Accord- ingly she is to be provided with an extra glass. The feelings among her fellow representatives regarding this self-assertive piece of femininity, who has thus exposed to public comment and criticism a custom that doubt- less is as old as statehood itself in that commonwealth, may readily be imagined. Of course she is in the right, un- equivocally, unquestionably, absolute- ly; and her legislative comrades, every mother’s son of them, are as in- disputably in the wrong. Not be- cause of courtesy due to her sex, not because they, many of them, are smokers while she is not, should she be provided with some method of drinking, solitary and individual, but because this is required by health safe- ty and by the mandates of personal refinement. It is almost unbelievable that they do not have it for them- selves. Men supposed to be intelli- gent enough to pass upon the stat- utes necessary for the well-being of a great state, should not be content to drink after one another. In the old days when passing the water was a common custom in dis- trict schools, germs, individual drink- ings cups and sanitary fountains nev- er had been heard of. People wor- ried along as best they could, ex- posing themselves to a thousand dan- gers of deadly contagions (most of which they escaped) and violating in innumerable ways the dictums of the present day neatness and cleanliness. Times have changed and those who are too lazy or too prejudiced against innovations to change with the times, must take the obloquy which their lethargy brings upon them. That Western Legislature richly deserves all the horrified surprise that will be affected over its benighted condition, all the little gibes and thrusts for which all the funny editors and squib writers in the country will make it the target. The woman legislator is in the right, but did she get at it in the best way? Here, sisters, is a lesson for you and a lessen for me. When we are right is the time of all others when we need to use tact and care and great discretion. “Be sure you are right, then go ahead” might well be chang- ed to “When you are sure you are right, proceed very softly.” By all a priori reasoning a person proved to be in the wrong should be humble and plastic to a degree, apologetic for his state of error, and ready to espouse and forward the opinion or belief or custom that is antipodal to the one he mistakenly has been holding. He should be a worm of meekness and diffidence. But in actual fact if you set out to find stupid obstinacy, pig-headedness, and blind and foolish adherence to ex- ploded hypotheses, you will find them concerning that which has been demonstrated a thousand times over to be hopelessly erroneous. As things ordinarily work out, a sanitary method of water drinking in those legislative halls has not been hasten- ed but rather delayed by this wom- an’s action. Human nature hates to give in. When this woman took her seat she had many things to think about besides water that would not offend her palate. The other members were her possible co-workers. Thoughtless mayhap filthy some of them in their personal habits, they were still the chosen representatives of important constituencies, and must be accorded the respect and courtesy due them as such. Many were old members and had behind them long years of hon- ored (if not always honorable) ser- vice, while she was brand new and her actions open to question on that account. If she introduces any bills, or strives to effect the passage of any measures for the benefit of her district or the State at large, she will need the co-operation of these same dirty devotees of pipe and cigar. In these initial days of her unaccustom- ed presence in the body, it was most important not to tread on the toes of her brother representatives, not to stir up needless antagonism and get the rest of the house down on her. All this for the efficacy of her service to her constituency and for her own comfort and happiness as well. Before she ever accepted the nom- ination or consented to run for rep- resentative, she might have known that if elected she would suffer much from the general carelessness and lack of consideration that prevails in the use of tobacco, and in ways far less easily remedied than in the mat- ter of the drinking cup. Eye and nostril will be offended continually, even if smoking is not actually in- dulged in in the assembly hall. If she couldn’t stand for such things she might better have remained in the immaculateness of her own hove. But she decided to ‘try it out. Then why didn’t she, instead of “declar- ing herself,” just buy a pitcher and glass to keep at her desk or: a collapsible cup to carry in her hand bag, and say nothing? That is, nothing for the present. When she had been there a term or two and they all had got to liking her per- sonally and had come to. see the soundness of her judgment and the clearness of her wisdom, then let her introduce a bill which in substance would be just an expanded and ' legal- ized version of “Let’s have individ- ual drinking cups or a sanitary foun- tain.” They would then be ready to arise as one man at her behest and pass the measure, giving it an ap- propriation so princely that it would install a system that would put it all over anything of the kind to be found in any other state house in the land. That is human nature in gen- eral and masculine human nature in particular. Why did she need to de- clare herself, especially so soon? And why will good people who undeniably are in the right, go on needlessly wounding the feelings of those who are in the wrong? Many of the latter, while laboring under temporary error, really mean well and if treated with tact would become staunch friends and allies of the very measures they now antagonize. Quillo. —_> ++ ___ Most swindlers are successful be- cause of the victim’s desire to get the best of the other fellow. 139-141 Monroe St ate Both Phonos GRAND RAPIDS. NIIC#H quick turnover. small. Way. advertising. fresh goods. Counter Display and Repeat Sales SMALL space on a grocer’s coun- ter, used for displaying National Biscuit Company products, will help in a ‘These goods are of first quality and their cost to the consumer is The packages carry the air of appetizing goodness and sell themselves. The successful grocer sees opportunity in goods strongly advertised in a national He sees the value of meeting the strong conviction in the mind of the house- wife produced by forceful and repeated He knows that repeat sales of worthy goods are the best profit-makers. A good display of National Biscuit goods will tell the woman customer in a. flash that you carry a good assortment of these nationally advertised, high quality, oven- NATIONAL BISCUIT COM PANY February 38, 1915 THE MAN WITH BRAINS. He Is the One Who Will Win in Busi- ness. Written for the Tradesman. Somewhere I read not long ago an article which contained one phrase or statement that seemed to me very significant. It was: “Size is the only difference between the grave and the rut.” And the sad truth in reference to these two things is that it is decid- edly easy to slip into a rut and utter- ly impossible to crawl out of the grave once one is buried. It is en- couraging, however, to know that a quick turn will usually extricate one from even a pretty deep rut, and proper care will keep one out of them. All signs point to the indication that for some time to come the safe, steady driver in the commercial world is going to be at a premium, while the reckless and spectacular jockey will be given an opportunity to take a seat in the background. This very fact of the need for conservatism is one which, if not carefully watched, will lead directly into the ruts by the wayside, and ability to skillfully han- dle the guides is a very useful ac- complishment when roads are a bit - rough. The man who can use his brains as capital will be the one who in all probability will win in business in the immediate future. Although competition is keen every- where, in large and small communi- ties, it is the merchants of the big cities who have been spurred on and whipped up to the liveliest pace, and MICHIGAN TRADESMAN in the very nature of conditions it is the dealer in the smaller city or rural point who is most apt to fall uncon- sciously into a rut and fail to recharge his batteries as often as they should be. His store space is limited, the arrangement of the goods cannot be greatly altered and still be placed in convenient position; the stock runs more to staples, with fewer novelties, and the dealer and his trade all lead lives of more restricted routine than does the average city dweller, with hustle and bustle all around him. So it requires continual watching and sustained effort to keep from falling into set ways, and to give your business a lively interest to all of your trade community. And the man who undertakes a job of this kind has no mean task before him. It will be necessary for him to cut new roads of the broad gauge type and leave the deep worn track to half dead com- petitors. It is a good idea for a merchant to occasionally stray far enough away from his own bailiwick to be able to secure a good perspective view of his business. Move off a distance and see how it looms up and what distin- euishes it from other establishments of the same kind. Try to look at your store with the eyes of a stranger who views it more with curiosity than anything else. This will help to bring out features that may differentiate it from other stores. While it is often true that “com- parisons are odious,’ it is also. true that we learn through comparison, and the weak or strong points of two objects are most easily noted when they are placed side by side. One merchant makes a regular practice of visiting stores in the nearby towns, not fraternally as a fellow merchant, but he goes where he is not known personally and shops at the stores vis- ited. While on these little tours he forgets as completely as possible the merchant attitude and tries to put himself wholly in the consumer frame of mind. True, he notes the stock and its arrangement in a general way, but- he is chiefly interested in observ- ing the tone of the store, what are his first impressions on entering and what causes the impression. With- out appearing to do so be observes closely how the clerks approach him and any peculiarities that are pleas- ing. On one occasion he became partic- ularly impressed with the fact that one of the clerks greeted everyone who came to his counter by name. The others merely mumbled “how-d- do.” The town was not a large one and.the supposition was that a large percentage of the customers known to the clerks by name. The merchant recalled that it is possible to put a lot of friendliness in the sim- pie little act of calling people by their names when greeting them, and upon his return home issued instructions to his clerks to follow this practice with everyone whose name they knew that entered the store. Another time he came home after visiting a popular grocery store in a town no larger than his own and were 29 adopted fhe plan he saw of having the clerks in his own grocery de- partment wear white coats when on duty. The idea is not a new or orig- inal one, but it was a departure that had not previously been thought of and its adoption was __ sufficient to make the people of the town talk about it, and the editor of the local paper thought it of sufficient im- portance to use as a news item, styl- ing it a “progressive innovation.” Thus Mr. Merchant got some effective advertising gratis. Another time he visited a store that was holding a slogan contest, which idea he also appropriated. A contest for a prize is always popular and in this instance, by requiring every per- son who submitted a slogan for the store to send a letter telling what was especially liked about the store by the individual, a great many ideas for improvement were received and also many of the complimentary statements were published with the name of the writer attached, as “hon- orable mentions.” These visits yield- ed not only entire ideas that could be carried out with little change, but also brought inspiration out of which to create new plans. The man who can keep people talk- ing about his store and wondering what he is going to do next that is new will find plenty of scope for large talent and get satisfaction and pleas- ure, as well as profit, from his busi- ness that no mere money grabber who sees no value in new fangled no- tions can ever hope to obtain. E. E. Reber. ASK YOUR JOBBER FOR Hart Brand Canned Foods HIGHEST QUALITY Our products are packed at five plants in Michigan, in the finest fruit and: vegetable belts in the Union, grown on lands close to the various plants; packed fresh from the fields and orchards, under highest sanitary conditions. 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. Flavor, Texture, Color Superior. W. R. ROACH & CO., HART, MICH. Factories at HART, KENT CITY, LEXINGTON, EDMORE, SCOTTVILLE. 30 MICHIGAN TRADESMAN +___ Don’t Change Much. The proprietor of a South Division avenue grocery left the front door open the other night and to-day ten members of the Kakaroos, a boys’ club, pleaded guilty to malicious mis- chief in the police court. Among other things the boys ate cakes and pies and washed them down with vine- gar, thinking it was “sour cider;” bombarded a display of cartons with apples; put the cat in the molasses barrel and then turned it loose; smear- ed the cash register and doorknobs with shoe blacking; put limburger cheese in the stove and lighted it; hung a “help wanted” on the watch dog and a “boy wanted” on the door, sign A Wilmarth Store If your cost of doing business is lower than your competitor’s— You can give a better value for less money and make a larger profit. We do it in our line. You can in yours— with Wilmarth Equipment. ASK US TO SHOW YOU et a THE WYZGnar7lf{p, LINE baad ee Ahhh eT 3 CHICAGO: 233 West Jackson Blvd. ST. LOUIS: 1118 Washington Ave. MINNEAPOLIS: 27 N. Fourth St. NEW YORK: 732 Broadway BOSTON: 21 Columbia St. PITTSBURG: House Bldg. Jefferson Ave. GRAND RAPIDS, MICH. DES MOINES: Shops Bldg. HELENA: Horsky Blk. Lt Made [In Grand Rapids} ae Drona - ee a m — eels Paha dans at Pee COTE en Teh ee RN Ce ee sneha eandabbekanioddmciedianaamuaselcinsnsabianiaecarmbmincieserek eae Gu idieeiniaeas silelaiotehad hi February 3, 1915 a iN) D — — — — = . — = = — = : , Figuring Turn-Over by Units Tells the Story. As a boy, “turn-over” generally meant some kind of pastry, whether apple or jam—it made no difference so long as there was enough essence to please the palate. Now the dif- ference between the “turn-over” in our boyhood days, and the “turn-over” to-day is great. Both are likely to give indigestion—and business indi- gestion is much the worse sickness, for it stays with you, and a dose of physic does not cure. There are many opinions regard- ing the value of “turn-overs;” there are numerous ideas on the best meth- ods of figuring them, and there are just as many views concerning what should be included in the figures; but no matter what your views or how you figure the fundamental thing to know is how much have you realized on your money, and any method that tells you this accurately and correctly an- swers your purpose. Because it must be remembered that no matter what method you use, it is after all, only a means to an end, and not an end in itself, I would suggest if the method you are using does not show a “turn-over” of at least three times a year, that you either change your method, or get busy on your books. If you are not turning your stock this number of times, I won’t say you are losing money, but you certainly are not mak- ing as much as you should. There is, however, no need to call ‘in an efficiency expert to find the leak- age. He would probably tangle you up in a maze of elaborate systems, with the result that your pseudo pro- gressiveness would lead into a hot bed of confusion. This, eventually, would cost you a good deal of money and considerable loss of temper. He would no doubt tell you that your cost of doing business is too high. It most likely is, but, he could not reduce it. It is all very well to talk of doing business ten or twelve years ago on 15 or 16 per cent., but one would be phenomenally clever if he could keep the cost down to 23 or 24 per cent. -Now one of the methods for deter- mining “turn-over” used quite exten- sively places a profit on the cost and divides this into the gross business. For example, suppose we find upon looking on our books that the money we had invested was $20,000 on pre- vious January 1. We take this amount and to it add a profit of $10,000, which is 50 per cent. of the cost, or 33% per cent. of the selling price. To- gether it equals $30,000. Next we look for our gross business, This we will say amounted to $60,000. Our next step is to divide our cost, plus our profit,-into the business done for the current year. The result of this division equals the number of times we have turned our stock, which is, in this case, twice. But this method is obviously wrong, because you are combining real money and visionary money, dividing it into gross business, and gross business is real money. The $10,000 you added to $20,000 had no existence except in your mind, and you cannot very well invest money you haven’t got, nor can you very well start turning money January 1, when you do not expect to receive it for three or four months to come, and this is just what you do when you start figuring in gross profit. Now, as you well know, the real value in “turn-over” is in the fact that it tells you just what has taken place, and not what ought to have tak- en place. What we wish to know is the actual number of times our money has turned over. For this reason alone, if for no other, we ought to exclude any method that does not give us these figures accurately and posi- tively. A method used to advantage for a great many years, and one that is practical and simple, considers. the gross profit as a negligable factor, and concerns itself solely with net cost and gross business. Suppos- ing we find at the end of a current year our gross business totals up to $60,000, and that the original net investment is $20,000. We divide the net cost into our gross business. We find subsequently that we have turn- ed our stock three times. This method, I believe, is generally employed throughout these United States. Although accurate enough in a crude way, it does not answer the purposes of the man who wishes to know the whys and wherefores of his business. To men, business to-day is no long- er a task; it is a pleasure, a hobby and a study. A merchant is no longer satisfied with the mere knowledge of his “turn-over,” or that his business has increased the customary 5 per cent., or that his bank deposits are so much greater than the previous year. GONORBILT SAOES THE LINE OF EASY SALES ri Rouge Rex Shoes as Others See Them TRADE-MARK of Quality on every sole Excerpts from unsolicited letters from those who know: “Your men’s and boys’ shoes are unexcelled in either quality of stock or workmanship.” eee “The people are finding out that the shoes that I put out with the Indian head on wear superior to anything else, and it is talked among the lumbermen and farmers.”’ “Your shipments came in due time. I have gone over the lot and find they are up to my expectation. Your men’s shoes look good to me.” : ee best everyday shoes I have in my store are Nos. 4760, 4494 and 484 in your own make of shoes. “While in Michigan I bought a pair of your Rouge Rex tan work shoes. I wore them con- stantly for more than a year and want to get another pair.”’ There are profits for you in satisfactory merchandise. Now is the time to buy.. Prices may be higher—they can't be lower. We want an agency in every town. This is YOUR opportunity. HIRTH-KRAUSE COMPANY Hide to Shoe Tanners and Shoe Manufacturers Grand Rapids, Michigan No. 8308 For Early Spring Wear No, 8308—Men’s Original Hard Pan Blucher. Soft, pliable Oregon calfskin stock, 8 inches high, half double sole, pegged. No. 8367—Men’s Original Hard Pan Bal. stock as No. 8308, 6 inches high. Just the shoe for farm wear during the wet spring months. Same Rindge, Kalmbach, Logie Company “Makers of the Original Hard Pan Shoes” Grand Rapids, Mich. x i kh February 8, 1915 To the modern business man such knowledge means nothing. What he wants to know, and what he insists upon knowing, is why his “turn-over” is three times, why his interest is 5 per cent., and why his bank deposits are so much greater. He desires to know more of the causes and effects of his business; consequently, he in- vents methods and conceives systems that give him this necessary detail knowledge in a concise and practical way. Now you all know that in your stock there are lines that move with greater rapidity than others. These are the lines that you are making money on; these are the lines that bring your “turn-over” up; but did you ever stop to consider what the slow moving lines are doing—just what their effect is on your business? If you consider long enough you will come to the in- evitable conclusion that these latent lines are costing you money, and this deficit not only does not appear on your inventory, but you are only vag- uely aware that it exists. When one figures in gross numbers, one invariably falls into gross blun- ders, and to my mind, when we re- member that net profit of shoe busi- ness is perhaps the smallest of any line, it is unscientific to figure our “turn-over¥ in this crude fashion. As a means, then, to mitigate this uncertainty of our figures, let us first departmentize the stock into units, then let each unit correspond to a line, and instead of figuring our “turn- over” in bulk, let us figure the number of times each unit turns. The advantage of this lies in the fact that each year, at inventory, we can place accurate valuation on all various lines of shoes we carry. For example, we find that one unit has turned four times; while counteracting this there is a unit that has only turn- ed three times, another unit that has only turned twice. (We will take it for granted that each of these respec- tive lines is complete). Evidently with these figures before us, we are not going to place the same valuation on the unit that has turned four times. If we consider the valuation of the unit that turned four times at 100 per cent. then the unit that turn- ed three times can only be valued at 66 per cent and the one that turned twice at 50 per cent. The result is, we no longer have | to guess at the relative values. Our “turn-over” by units tells postively and correctly just what each unit is worth. It is not necessary to hypoth- esize about what certain lines ought to be valued at; we know just what the value is. Naturally, amongst these lines that show a loss there are some we can- not dispose of, we have to carry them for expediency. They are lines that move not even once a year, yet they are the lines that we have built our business on, and we must keep them in our general stock for this reason. Even here, nothing could deter us from putting down in black and white just what these lines are setting us back, and the loss should be charged MICHIGAN TRADESMAN against some expense item, such as rent, advertising, etc: In conjunction with the above sys- tem, I would suggest that in order to keep your insurance value a re- serve inventory account should be opened, and the per cent. deducted on those dead lines that must be carried placed on a “reserve for inventory” account. Never for a minute entertain the idea that some one else knows your business better than you do. You know your business best, all opinions to the contrary notwithstanding. You yourself, are part of your business; you have watched, studied, experi- mented with it for many years; and it would be ridiculous for me, because a certain method has proved satisfac- tory to me in the past, to recom- mend it for your business. True! it might prove of benefit, but as a rule, one business is so different from an- other, is operated under such entire- ly dissimilar conditions, that it is al- ways well to employ methods and systems that spring spontaneously from one’s own business. Therefore, in this matter of “turn- over” I do not advise nor urge you to employ any of the suggestions I have offered, unless you feel that they are directly applicable, can be em- ployed advantageously, and will be of benefit to your business. But this I think I can say without fear of successful contradiction, that the man who has “turn-over” clearly and coherently in his mind has his finger on the pulse of his business, and will note any change or deviation more readily and effectively than the man who gives his “turn-over” only casual concern, John Slater. ——— a An Ideal Janitor. Lady—I should like to look at a flat which I see is for rent in this build- ing, but no one has answered my bell. Man—I’ll show it to you. Right this way, mum. “Well, this is something like it. The rooms will suit, I’m sure. What sort of a janitor have they here?” “The very best in the city, mum.’ “Obliging?” “The kindest-hearted gentleman to be found anywhere, mum.” “Honest?” “As the day is long, mum.” “Ts he attentive to his duties?” > “He’s just working himself to death, mum. Always thinkin’ up some new thing to make folks comfortable.” “Well, I declare! I wouldn’t have lost this flat for the world. Where’s the janitor now?” “T’m him, mum.” —_>2>____ The Age of the Motor. Two Marylanders, who were visit- ing the National Museum at Wash- ington, were standing in front of an Egyptian mummy, over which hung a placard bearing the inscription “B. GC 1137.” Both visitors were much mystified thereby. Said one: “What do you make of that, Bill? “Well,” said Bill, “I dunno, bu: maybe it was the number of the moto> car that killed him.” Te Yredrile > Shee One of our Specialty Staple Repeaters This shoe is a steady Booster for your Bank Account all the time. Every dealer in Mich- igan should handle this Gun Metal McKay Welt. Button or Blu- & cher. No 1213 Button | $1.87%4 for a while longer Terms:—5 per cent in 30 days Grand RapidsShoe & Rubber The Michigan People Grand Rapids A Herold-Bertsch Product No. No. No. No. No. No. No. _ No. The Eureka Shoe Our McKAY fastened shoe line. Its quality is up to our usual standard. No. 902 902—Men’s Kangaroo, % Double Sole, Plain Bal ...... 2.2... 0. .cc0 cece cccccccceccccuuecs $2.00 903—Same Plain Cong Nee eaee sc arr ew eles Cane ee a4 hee Vane ee Geehes Chehee evccuceaueee cacuuc 2.10 Wie ate Bid TIMCNOR oo ooo ei iene cs Ges cny ve ede 0s cee cceclcds cso. 2.00 818—Men's Gun Metal, '¢ Double Sole, Tip Blucher ...... 22.00.00... cc cccscceccecccs cece 2.25 Oho Men g Same Blain Bal oi... <5 oo. 5 on ccc gece occas ccnne 604s ccccus aceute ccs, 2.25 G4 —-Hoya Bnroka Tip Biucher. S256 6. o.oo anne cv ccc cc ccce a cnnae nc cncccaceee cockin 1.80 87a--Youths Mureka Pip Blacher. 15-256 <6 555 oo oe ccc oc wenn o hebde occe ce ck ge. 1.65 $45-Genta Kureka Tip Blucher, 812% .. 20... o.oo. oc. 5 ic ccce ccc cacscccncueececccecke: 1.35 BUILT FOR SERVICE—WEAR LIKE IRON Mfgrs. of Serviceable Footwear Herold-Bertsch Shoe Co. GRAND RAPIDS, MICH. 38 renian canine eae MICHIGAN TRADESMAN February 3, 1915 THE MEAT MARKET An Old Time Butcher to. His Son. The other day President Wilson made a speech in which he talked about the importance of team work, if anything was ever to be accomplish- ed. The President has the right idea here; team work is mighty important, and its importance to you is not les- sened by the fact that you are only running an average meat market; on the contrary, you and every employe in that meat market have got to work together if you want to be successful. I have been in markets where this idea never existed. The employes had a grouch on the boss and were good at shirking only; the boss spent most of his waking hours, it seemed, trying to get a few hours extra work out of his men without paying for it. As a result, since they were both so busy trying to put one over on each other, they both forgot all about the business itself, and you can imagine what the result was. When the crash came, the boss blamed the whole thing on his employes, and they were mighty glad to see that the boss has got it in the neck. This spirit of antagonism, which so often exists between employer and employe, kills the team work that is necessary in every business enterprise. These two forces instead of co-oper- ating as they should are continually pulling in opposite directions. The business suffers, the customers are ne- glected, and the end is failure. There is just one reason for this condition of affairs, Ed., and a mighty simple one at that. Both employer and employe are to blame, usually equally so. The employer has never been able to interest his employes in his business. Such a thought has never entered his head. His idea of his role of employes is that he has purchased so many hours of a certain man’s time, and that all that man should do during that time is to obey his boss’ orders. Working on this idea the employer losses the most valuable part of his investment, the brains and power of ideas which his employe possesses. That must be brought out by the em- ployer, by means of tact and careful handling. Unless he realizes _ this, there can be none of that spirit of co-operation which is so essential. The employe must be formed by the employer. He is the raw material which must be fashioned into form by the greater experience of the employ- er, if he is to be worth the invest- ment that is made in his salary. And until the employer realizes that, there can be no team work in the market. Too often the employe is also at i mene est esi el eden tg einen i fault. He seems to regard his job as a means of getting all he can and to give the least in return. To change this condition of mind is the task of the employer. It cannot be accom- plished by browbeating, continual nag- ging or maintaining a perpetual watch’ upon his actions. It can only be done by stimulating his interest, by mak- ing him feel that his efforts are ap- preciated, and above all, by encour- aging him to come to you with his ideas, and giving them proper consid- eration before adopting them or re- jecting them. That is the way you may gain the full co-operation of your employes and create the spirit of team work in your market, which is so essential to success. It is not an easy thing to do. It requires much careful thought and hard work. But once you have ac- complished it it is worth all the efforts you have put forth. The old idea of the relations be- tween employer and employe has seen its day. It was tried for years and found wanting. The new idea, the idea that recognizes the fact that the success of the employer means the success of the employe and that the success of the employe means the suc- cess of the employer, has been sub- stituted and has yielded results that have warranted the substitution. Run your market so that this spirit of team work, of co-operation and of the interdependence of you and your men is recognized, not only by you, but by them as well, and you are on the highway to success. The slave driver type of employer has gone, never to return, and with his disappearance the shirking em- ploye is rapidly going. The first was the cause of the second, the sec- ond the first. With either one elim- inated, the other must cease to exist in the natural course of events. Think this over once or twice and see if I’m not right—Butchers’ Ad- vocate. - ——-s2e-o Best Method of Handling Tripe. After the stomach has been emptied of its contents and thoroughly wash- ed, put into a small kettle or vat and scald it, using water of a tempera- ture of 140 to 160 degrees F. After a few minutes’ immersion the inside lin- ing can easily be removed. When sufficiently scalded, it is scraped, leav- ing a clean, white surface. It is then put into a boiling vat and boiled for about three hours, or until it is ten- der. Put it into cold water, and after being chilled the fat from the seams and the finishing process begins by first scraping off all the loose fat with a sharp scraper and then removing a membrane on the outside of the stom- ach, which, when worked carefully, comes off, leaving the tripe perfectly clean and free of any fat—the tripe itself being the muscular part of the stomach. The tripe is now ready for the pick- ling cellar. It should first be put into a 45-grain white wine vinegar for ten to fifteen hours. After it has been sub- mitted to the pickling it is ready to be put into barrels, and the vinegar in which it was first pickled should be strengthened with full-strength vine- gar, making it again 45-grain, when it is packed in barrels and should be held in a temperature of from 45 to 50 degrees F. 22? >_____ Beef and Pork Sausage. In the manufacture of this sausage it is best to use young beef. After removing the sinews the beef should be lightly salted and placed in a cool place for twenty-four hours. The fat must be solid. For 100 pounds take 65 pounds. of finely chopped beef and fat pork and chop same together un- til the pork looks like small cubes, then add one and one-half pounds of salt, three and one-half ounces of saltpeter, four and two-fifths ounces of pepper and one ounce of finely ground cardamon seeds. If manu- factured in the summer no sugar is taken, but in fall and winter three and one-half ounces of white sugar may be added without fear of the sausage being rendered unfit for use by the latter. Meat and fat having been wiped from the knives, stuff at once into narrow casings, without kneading the mass on the block over again. Narrow middle beef guts are mostly used for this sausage. —_2+>2—___ Liver Cheese. For this article a tin mold is need- ed, 12 inches long, 6 inches high, and 7 inches broad, with a very close- fitting cover. The mould should be lined with raw white, finely sliced back fat. also the cover.. Then take 6 pounds finely minced raw liver and 4 pounds of lard. Mix together, and add 4 eggs, 614 pounds fine salt, %4 ounce fine white pepper, 1-5 ounce thyme, 1-5 ounce nutmeg, 1-5 ounce mace, 1-7 ounce cloves, 4 eschalots, fried in fresh butter to a nice yellow, and grated and salted. Now mix alto- gether and put into the mould. Then lay on the cover of back fat, then the well-greased -cover. Shut up tight, and put the mould in boiling water, and let it boil for 21% hours gently. Afterward let the mould stand for 12 hours until perfectly cool, take off the cover, and turn out the mould on a clean plate. Instead of being boiled, this liver cheese can be baked in an oven until ready. 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. AS SURE AS THE | SUN RISES Ste ONO eee Makes Best Bread and Pastry * TANGLEFOOT € The Non-Poisonous Fly Destroyer 46 cases of poisoning of children by fly poisons were reported in the press of 15 States from July to November, 1914. Use Citizens Long Distance Service INDEPENDENT a rare (sei) . TELEPHONE , NUT | LY | [UY To Detroit, Lansing, Jackson, Holland, Muskegon, Ludington, Traverse City, Petoskey, Saginaw; also to all interme- diate and connecting points. Connection with 200,000 telephones in Michigan Citizens Telephone Company Ae rs ae Oa x | = February 8, 1915 FOUR FULL DAYS. Comprehensive Programme Prepared for Hardware Convention. The following is the official pro- gramme prepared for the twenty-first annual convention of the Michigan Retail Hardware Association to be held at Saginaw February 9, 10, 11 and 12: Tuesday, Feb. 9. 9 a, m.— The doors will be opened to the ex- hibits in the main hall of the Audi- torium. The office of the Secretary will be found at the right of the main entrance and members are requested to register here immediately upon arrival and receive a new style As- sociation emblem, identification badge, theater tickets, etc. Clerks will be on hand to receive applications for membership and dues from both active and associate mem- bers. 11 a. m.— Meeting of the Executive Commit- tee in Room 128, Hotel Vincent. 12— The Exhibit Hall will be closed. Tuesday Afternoon. (Open Session.) 1:30 p. m.— Everybody who is in any way in- terested in any branch of the hard- ware business is invited to be pres- ent. Meeting called to order in the con- vention hall of the Auditorium by President C. E. Dickinson, St. Joseph. Invocation by Rev. Emil Monta- nus, Saginaw. Song, “America,” sung by the dele- gates, led by Wm. Moore, of Detroit. Addresses of Welcome by Hon. Ard Richardson, Mayor of Saginaw, and W. S. Linton, President of the Board of Trade. Response to Address af Welcome by Fred A. Rechlin, Bay City. Annual Address of the President. Announcement of new committees. Song by the delegates. Address, “Keeping Up With Rising Costs,” Frank Stockdale, Chicago. Remarks by manufacturers, whole- salers, and the press. Adjournment at 4:30. All members appointed for commit- tee work should remain and arrange for meetings of their committees. 4p. m.— The Exhibit Hall will be opened and remain so until 6:30. Tuesday Evening. Theater party at the new Franklin Theater, one of the handsomest play houses in the State. The tickets which will be given out at the Secre- tary’s office must be exchanged at the theater box office for coupon seats be- fore 6 o’clock Tuesday evening. The programme at the theater provides for moving pictures from 7 o’clock to 8:15 and a vaudeville programme of eight acts beginning at 8:15. Present your exchange tickets early. Wednesday Forenoon. Closed session. Only retail hardware men admitted.) 8:30 a, m.— Meeting called to order. Opening song by the delegates. MICHIGAN TRADESMAN Annual report of the Wm. Moore, Detroit. Annual report of the Secretary, Ar- thur J. Scott, Marine City. Address, “The Ideal of Excellence,” C. M. Alden, Grand Rapids. “The Price.” Addresses and sug- gestions by M. L. Corey, Argos, Ind., our National Secretary, and Charles A. Ireland, Ionia. Discussion of the above subjects. Question box. Adjournment at 12 o'clock. The Exhibit Hall will be opened at this time and will remain so until 6:30. At 7:30 the general public will be admitted. The hall will be closed at 10:30 p. m. Wednesday Afternoon. (Closed Session for Hardware Deal- ers only.) : Treasurer, 7:30 p. m— The entire evening programme will be in charge of the Question Box Committee, Fred A, Rechlin, Chair- man. Thursday Morning. (Open session.) 8 a. m— Meeting of exhibitors with officers and Exhibit Committee in convention hall. 8:30 a. m.— Opening song by the delegates. “Our Associate Members.” “The Traveling Man and the Mer- chant,” T. J. Burton, Detroit. “A Little Diversion,” by Richard Talbot, N. B. Hutton, Heinrich Pick- ert and others. Address, “Catalogue Competition,” H. Leslie Wilder, Graettinger, Iowa. Address, “Selling Efficiency,” Ed- ward F. Trefz, Chicago Field Secre- tary of the Chamber of Commerce of the United States. Discussion. Adjournment at 12 o’clock. Thursday Afternoon. 12:30— Exhibit Hall will again be open un- til 6:30. Try and have a personal talk with every exhibitor and don’t forget the prizes offered in the buyers’ con- test. 7p. m-— Delegates will meet at the Hotel Vincent and march in a body to Ar- beiter Hall, where a banquet will be served at 7:30 to be followed by a high-class vaudeville entertainment. Friday Forenoon. 8 a. m.— The Exhibit Hall will be open un- til 12 o’clock. Don’t go away with- out placing an order with every ex- hibitor whose lines of goods you can use to advantage. Friday Afternoon. (Executive session for retail hardware dealers only.) 1:30 p, m.— Address, “Getting the Price,” R. A. Peterson, Chicago. Reports of committees on Consti- tution and By-Laws, Auditing, Legis- lation and Resolutions. Consideration of committee reports. Report of Committee on Nomina- tions. : Election of officers. Report of the committee on next place of meeting. Selection of next convention city. Unfinished and new business. Question box. _ Adjournment. The new Executive Committee will hold a meeting in room 128 at the Vincent Hotel after the adjournment of the regular meeting. Entertainment Programme. Tuesday Night—Theater party at the new Franklin Theater. This bill includes moving pictures from 7 to 8:15, followed by a vaudeville pro- gramme of eight acts. Wednesday Night—Exhibits will be - open to the public. Music will be furnished by Amsden’s Third Regi- ment Military Band and _ selections will be rendered on the grand organ installed in the Auditorium at a cost of $30,000. Thursday Night — Banquet and vaudeville entertainment at Arbeiter hall. Delegates will leave Vincent Hotel in a body at 7 p. m. For the Ladies. Wednesday Afternoon —. Theater party at the Jeffers. Party will leave from the parlors of the Hotel Vin- cent at 2:15, Thursday Evening—At 8 p. m. there will be a progressive card party in the parlors of the Hotel Vincent. Valuable prizes will be awarded to the winners. —-+-+—__->-o-- Three Important Essentials. To my mind there are only three fundamental principles in advertisis- ing; namely, to be honest, sensible and persistent. I say honest because 39 every advertiser should remember that. advertising doesn’t create value; it merely tells of it. The value has to be in the article itself. I say sensi- ble because the majority of people who read copy are endowed with good common sense. I say persistent be- cause you have to keep everlastingly at it. People soon forget, and unless we keep persistently at advertising we had better not begin at all. Hugh Chalmers. ——+-.____ People who live in glass houses should undress in the dark or go to bed with their clothes on. NOT A LUXURY The many uses and economy of Mapleine classify it as a necessity that goes far and costs little. As a flavoring it is very popular. ie ics ci Bato AOE Order from Louis Hilfer Co. 4 Dock St., Chicago, Ill. Crescent Mfg. Co., Seattle, Wash. Reduction Sales—Closing Out Sales MERCHANTS—Legitimate special sales are a neces- a, city. My plan will bring crowds of buyers to your store and fill your cash drawer every day. All sales personally conducted by the man who knows how. Time I put in at your store attending to all details previous to sale costs you nothing. You set your own price on the merchandise and approve the advertising. I will get more cash for you in a 10 days’ sale than any sales company in America. Ne matter where located, wire or write for terms to-day. References—Hundreds of merchants, also wholesale houses. Address W. A. ANNING, Aurora, Ill. OF 0 el eRe 2 (cig “QUALITY WINS” mas If you don’t believe it, just look at the record of “White House” Coffee—which is all quality and the biggest commercial win- ner in the whole coffee market—solely on account of its real, undeniable QUALITY. Distributed at Wholesale by Judson Grocer Co. Grand Rapids, Mich. barat antes 40 MICHIGAN TRADESMAN — — — => = — ha = <= = = = —, — =— — — *, — \ ~w MAveveay ANN HE COMMERCTAL Grand Council of Michigan U. C. T. Grand Counselor—M. S. Brown, Sagi- naw. Grand Junior Counselor—W. S. Law- ton, Grand Rapids. Grand. Past Counselor—E. A. Welch, Kalamazoo. Grand Secretary—Fred CC. _ Richter, Traverse City. Grand Treasurer—W. J. Devereaux, Port Huron. Grand Conductor—Fred J. Moutier, Detroit. Grand Page—John A. Hach, Jr., Cold- water. 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- lus. Secretary and Treasurer—Clyde E. Brown. Board of Directors—Chas. E. York, J. W. Putnam, A. B. Allport, D. G. Mec- Laren, W. E. Crowell, Walter H. Brooks, W. A. Hatcher. Most Essential Element of Success- ful Salesmanship. most essential elements of successful salesmanship. It is the best there is in a man; it is that fine quality that whispers in our ear in moments of discouragement, “Never lie down.” When exhausted and sinking in the mire of Despond, it calls cheerily from the banks of Hope along the shore: “Don’t give up! I'll pull you out.” It does not fall to the lot of the av- erage man to have more hard knocks than he can stand, If he has Pure Grit and a sound heart, there is al- ways open to him an avenue of es- cape, by which he can avoid the knock-out blow that would put him down and out for good. If he does lie down, there is a lack of manliness in him. The journey over the flinty pathway of the business life is not unlike a ride on a lumber-wagon over a road- way strewn with boulders in a moun- tainous country. There is a constant jolting and danger of being thrown -from the seat; axles creak and groan as you rattle on over bogs and rocks; now and then a precipitous plunge into one of Nature’s ditches causes a shiver to run through the stanch ve- hicle from stem to stern, but all goes well until a sharp turn in the road brings you face to face with a large boulder square in your path. Before you can rein up and put on the brakes, snap goes the axle. You climb out to examine the break, and with an ex- clamation of dismay you wonder what you are going to do next; then, look- ing about in your perplexity, you see a blacksmith coming toward you in the form of a good genie, Pure Grit. You failed to notice him, his little shop having been hidden from view by the turn in the road. The dam- age repaired, with a smile of encour- agement the good genie sends you on your way rejoicing, cautioning you to drive more carefully. Every- thing goes right for a time, but the journey grows tiresome and you re- lapse into carelessness, with a light grip on the rein; or, seeing a smooth strip ahead, you whip up at a reckless pace, unmindful of the deep gully just beyond, until suddenly snap goes something else. This time the break is in all liklihood more serious. In despair, the realization is forced upon you that you are a long way from home, darkness is coming on, there is no shelter, nor .any provisions for either man or beast. With many a misgiving you set about making re- pairs alone; it is hard work, and the experience is new and rough. You scarcely know how or where to begin, the task seems a hopeless one. Just as the last hope is giving way, you look up and perceive standing before you in the doorway of his little shop the good genie, Pure Grit. He is beckoning you to come in; you won- der why you had not noticed him be- fore. Once more he comes to the rescue and repairs the break, caution- ing you the meanwhile to drive more carefully. You mount the seat more confident than ever that the road can hold no more terrors, but the good genie knows the road better than you do, and, not trusting you to drive alone this time, he climbs up on the seat by your side and rides along un- til he is convinced that you are de- termined to keep a sharp outlook to the end of the journey. Robert Collyer, in a famous lecture touching this subject, said: “Clear grit is the power to say ‘No’ to what seem to be a multitude of an- gels, when they would counsel you away from a downright loyalty to your instant duty... Simply deter- mine once for all that any torment for being a true man is to be prefer- red to any bliss for failing.” Mr. Collyer lived in Chicago when the population numbered about 100,- 000. During his twenty years’ resi- dence there he became quite intimate with the life of that great city, and in the early times he knew every man who had come to the front and was wielding a real power of any sort for good. He says: “I do not remember one among them who did not begin his life as a poor man’s son. They all came up, so far as I could trace them, without any good time at all excepting as boys ought to have a good time in growing strong as a steel bar on plen- ty of wholesome work and what we should call hard fare; fighting their way to an education through a great deal of effort, and then, when they are ready, coming out West from the East with that half-dollar in their pocket, and that little lot of things done up in a valise that you will no-. tice every young fellow is said to start with who ends up by making his mark or making a fortune.” Perhaps the first characteristic of Pure Grit lies in the power to do 2 good honest day’s work; and _ this power to do a good honest day’s work lies at the root of every true life. And yet it is just what a great num- ber of salesmen try not to do, as if they felt that the best thing is to gei the most money possible for the least work possible, and very often for the poorest work possible too; and that the best success they can attain in this world is that which comes ‘hrough what we call good luck. It seems as if young men began their life in this, the twentieth century, daz- zled by “get-rich-quick” opportunities that seem open before them on every hand. A few, a very few, seem to strike it “lucky,” but the great majori- ty who coquette with the chances to get along easily, which seem as plen- tiful as flies in summer time, gener- ally find themselves at last either in the penitentiary or the poorhouse. They will try this and then that, and generally fail at everything they do try, if this is all they want to do, then they wait for something to turn up, instead of turning something up for themselves. The man who sat down on a log, waiting to get warm enough to chop down a tree, froze to death. Commercial achievement does not come to the drone, neither is it a product of luck or chance. “The career of every successful business man is a ladder of effort and results; and the strength of the effort is the measure of the result.” Luck and chance do not enter the struggle at any stage. Your present position may not be congenial; but all that can be chang¢- ed, if you but set your goal-post far out in the field of endeavor and strive with all your might to reach it. The stock-boy that sets his mind on a general salesmanship position is bound to have his desire gratified. The general salesman that sets his mind on heading the list in sales of his house will as surely realize his ambition as the morning’s sun follows the deep shadows of night. “Where there is a will there is a way,” and that way is not the way of the thoughtless, the ignorant, and the indolent, but is the way of the striv- ing, the intelligent, and the ambitious. How well I remember my first em- ployer! He was the hardest taskmas- ter in the world, I thought, when I got my Start in life; but now I know he was one of the best. I would pre- fer to write about your experiences, but, not knowing them, I hope yon will be interested in mine. No experience of my lifetime has been so thoroughly and_ indelibly stamped upon my memory as was my first three years with the wholesale February 3, 1915 dry-goods house of Strong, Lee & Co., of Detroit, my boyhood home town. I began at three dollars per week, with a raise of one dollar the second year, and two the third. I had the linen and white-goods stock. The work was heavy, and the hours were long. We had it drilled into us in those days that orderliness was— if not next to godliness—next to the next step in promotion. We were taught that a good stock-keeper was a logical candidate for a house sales- manship; after which, the road. There was no standing around ii cliques discussing the latest sporting edition, no prevailing idea, as now, that working when there was nothing to do was a mere pretence for work Idleness amounted almost to a crimc then; it does now, but plenty or younz men do not realize this truth. The covers removed from the piles of goods, the dusting finished, which took about an hour, for it had to be done thoroughly, bringing down the reserve stock was next in order. The tables rearranged we set about re- pairing broken covers of boxes, or we re-wrapped goods which had been in stock a long time. Everything had to be spotless and in apple-pie order: so when this result was attained we started in to dust all over again, even polishing the edges of tables and counters with a cloth. There was keen rivalry among the boys to see whose stock could be made to look the best. By the middle of the fore- noon work began to get pretty scarce, but there was no getting away from it, for if one of us began to take an idle stroll in the next boy’s stock, the floor manager would appear around the corner of an aisle to make his usual morning inspection. It used to bother us a great deal to know how he figured out to spot us right to a dot, which he did with unerring accuracy. Having satisfied himself that there was really*nothing more of import- ance to do, he would order an entire table of goods to be torn down and rearranged. We hated him for it, but it was good exercise and kept us out of misch’ef, the twin brother of idle- ness, besides teaching us the lesson of “everlastingly keeping at it,” which was then, as it is now, one of the car- dinal principles of success. But there is a vast difference now as to the modus operandi. There were no janitors or scrub- women in those days. Twice a week each stock-boy was obliged to sprin- kle and sweep the floor in his stock, and even wash the windows and clean the woodwork. We rather balk- ed at this; it hurt our pride a little, EAGLE HOTEL EUROPEAN GRAND RAPIDS, MICHIGAN $1.00 PER DAY—BATH DETACHED Excellent Restaurant—Moderate Prices HOTEL CODY EUROPEAN GRAND RAPIDS, MICH. Rates$l and up. $1.50 and up bath. Bit a hele _Rilapa aR RS enetige eeasiin mee arate February 3, 1915 but beyond that no harm was done. Things have changed; whether for better or worse must be argued. else- where. One thing is certain, the bright, industrious stock-boys of a decade or two ago are the success- ful merchants and salesmen of to-day. History repeats itself, and no doubt the future will take care of itself: but a grave danger confronts the mer- chant in the too rapid promotion oi the boys in stock, the tendency being to “nip the flower in the bud.” There is plenty of good raw material, but too rapid growth and not enough care in selection. The demand for high- grade men is ever on the increase; it behooves the boys in the ranks to keep their feet on the ground—which is the humble position the rest of us oc- cupy—to have something to set them down on when they become tired. My first desire to sell goods amount ed to almost a longing. It attacked me early. I had been wrestling with dry goods boxes and feather dusters for about a year and a half, when all of a sudden the seed burst forth, un- folding the petals of a new life, the freedom and brilliancy of which fair- ly dazzled me, young as T was. One day a handsome, finely attired chap, with a flow of English that sounded to me like a lesson in rhet- oric, appearéd in the store. He haif- ed from New York with a line of linens. When he encountered the buyer in my department, there com- menced at once a contest of wits that to this day I have never heard equal- ed. Sheltered by a pile of friendly dam- ask, I eagerly listened to all that was said, making mental blueprints of the whole dialogue, even jotting down some of the goods points. In the selling-talk of that dapper salesman lurked the germs of a new life for me. I became inoculated with a burn- ing desire to do something and be something; the determination to be- come a salesman seized me on the spot; my future was sealed; I knew it, felt it, breathed it; and was con- tent to bask in the rays of its stimu- lating influence. [ was at the foot of the mountain, and the way up looked steep and strewn with boulders, but the strength of my determination made the path- way seem easy and gave mea elimpse of the glorious outlook at the top. At last an opportunity came to make my first step. It was just a little one, so small that some would have pass- ed it by, not realizing that it really was an opportunity. It happened that one of the house salesmen who look- ed after the German trade had a small customer from a side street in the house buying white goods. Having been called away to meet a more im- portant buyer, he turned his little customer over to me with the joking side remark, “Sell him a good bill, my boy. He’s good for it,” and was gone. I was frightened half out 09f my wits at being left alone for the first time with a real customer. I had handled many in fancy since the great event of the New York sales- man’s visit. I stood for a moment helpless and undecided, but was MICHIGAN TRADESMAN promptly brought to by Hans, who, having noticed my backwardness, said with some spirit, “Vill you do. me sometings?”’ The spark ignited the powder and the way I lighted into that poor little side-street merchant was worthy of better results than the amount of his bill afterwards show- ed. I had my notebook to prompt me with my New York friend’s ideas, and many a furtive glance I stole at it when Hans was not looking. He must have thought I was _ suffernig with St. Vitus’ dance, for the contor- tions of salesmanship I went through in a vain effort to make him take two pieces of bird’s-eye linen in place of one would, with a little more polish and experience, have landed a con- tract for a suspension bridge, Two years of waiting, and my dream became a reality when I secu-- ed a position on the road with a neighboring wholesale millinery house and my cup of happiness was filled to overflowing at the thought of becom- ing a real salesman and closing the old life forever. W.-D. Moody Copyrighted, 1907. [Concluded next week.] —___> + “T suggest an arrangement whereby there shall be more jobs, than there are men seking them.’ This is the complete solution of the problem of unemploy- ment which was proposed to the Indus- trial Satur- day by a witness who admitted that he had given to the subject years of pro- found thought. His remedy, however, seems like a brilliant inspiration. And his method of modestly “suggesting” that two be made more than three could obviously be applied with great success in other fields. Why not suggest that a Treasury deficit be avoided by making the dollars that come in more numerous than those that are paid out? By this plan, difficulties could be made to vanish. The price of wheat could be kept down by suggesting added millions of bushels into the visible sup- ply. As soon as the Allies hear of this new solvent, they will suggest that their soldiers and guns be made to out-maten the Germans. It is a wonderful discov- ery. Columbus’ egg is nothing to this trick. It is not, however, so entirely new as might be supposed. Doctors hz ve had a good deal to say about ‘“‘sug- gesting.” One branch of it they call auto-suggestion. But this is usually morbid; and, of course, all the witnesses at the hearings of the Industrial Re- lations Commission were perfect in poise ana sanity. ———_+~~—___ Workmen began excavating on Mon- day for the fireproof steel and_ brick block to be erected by Parr & Solomon, grocers, Baxter Bros., hardware and J. L. Purchase & Son, farm implement dealers, on Madison avenue. The build- ing will be 90x100 feet and contain three separate stores of 30 feet frontage and basement, Fred Sikkema, a young man who for a number of years past has been em- ployed in local markets as meat cut- ter, has succeeded Martin Kooistra in the meat business at 1161 Kalamazoo avenue. Relations Commission on indeed, all Gabby Gleanings From Grand Rapids. Grand Rapids, Feb. 2—Know one thing about Grand Rapids: Grand Rapids has the lowest death rate of any large city east of the Mississippi River and the sixth lowest in the United States. C. C. Day, of Wayland, has sold his stock of groceries and dry goods to Ellis E. Sigler, formerly of Eaton Rapids, who has taken possession and will continue the business in the same place. Mr. Day has moved to Owos- so, where he holds a position with one of the large manufacturing con- cerns, All members of Grand Rapids Coun- cil take notice that the next regular meeting is next Saturday at 7:30 p. m. All members of the Council should plan to be present and take part in the meeting, instead of leaving it to a few to run the Council, Mrs. Ira Gordon, who has been an inmate of St. Mary’s hospital by rea- son of a severe illness, we are glad to announce is improving and expects to be able to go home this week. An item in a local paper states that a large mail order house in Chicago has just declared a 50 per cent. stock dividend, amounting to $20,000,000. [f this is a fact it is certainly food for thought for both wholesale and re- tail dealers in Michigan; also for the consumer who, by paying regular prices for goods which often are 07f inferior quality, has made these proi- its possible. It might be well to de- vote a little time to serious thought along the line of “who pays. the freight?” If the money spent by the farmers alone in Western Michigan could be diverted to the local mer- chants, the increased business would permit them to pay more for pro- duce, thus making farm products more valuable. Farms would then become more valuable. The local merchants could afford to carry larger stocks, thus bearing a larger part of the bur- den of taxation. The farmer who spend his money with the local merchant may feel assured that some of this money will get back to him. He can kiss it good-bye if it goes across the water. This is the gospel of good business and every jobber and every retailer and every drummer and every clerk should preach it. The Brown & Sehler Co. has leas- ed the building at the corner of P4rt- lett street and Ionia avenue, former- ly occupied by the John D. Raab Chair Co. The machinery for making har- ness and saddlery has arrived and will be installed this week. They expect to be making harness in a small way by February 15 and_ this enterpris- ising house expects by March 1 to be running full capacity. A good shipment of leather has al- ready arrived and larger shipments are on the way. They will also have a complete stock of saddlery hardware by the middle of February, at which time they expect to be able to fill all their orders with their usual prompt- ness and dispatch. B. A. Hudson, who lived at 117 Giddings avenue and who is com- monly known as “Doc” by the boys on the road, has moved his family to Milwaukee and will cover Wis- consin territory for his firm, the Schmidt: Chemical Co., of Jackson. The boys of 131 join in wishing “Doc” Godspeed. O. W. Stark (Woodhouse Co.) has been confined to the house the latter part of last week by the grip. He is improving and expects to be back on the job soon, John D. Martin, who has been in since December 1, was seen with his sample cases and a new red carna- tion, hitting the pike last Monday morning. We don’t wish it to be un- derstood by this item that John is in any way a piker. E. J. Mac Millan was accompanied by his boss on last week’s trip and Mac didn’t get in until late Satur- day. We wonder if he was delayed ‘in their ; 41 by having to carry too much ex- cess baggage? Claude Lawton lost the champion- ship for 131 in a bowling contest last week at Muskegon, passing the honor over to A. E. Ford, of Traverse City Council. Later in the week Ford challenged another 131 man to a crib- bage tournament and also won that by getting eight rubbers to his op- ponent’s seven. We _ haven’t ~men- tioned who Ford beat in the last con- test. The writer of these items is en- titled to a little protection. The first annual ball of the Bag- men at Herald hall last Saturday night was a pronounced success. The members of the patrol were dressed new uniforms, which gave color to the gathering. They executed a little drill work which was fine and Capt. Burgess received many compli- ments for the excellent work of his team. Those not belonging to the patrol were in full dress. Tuller’s or- chestra furnished the music. Wm. Francke and wife lead the grand march. The Grand Rapids Traveling Men's 3enefit Association met at the Asso- ciation of Commerce rooms last Sat- urday to transact business. The Sec- retary’s report showed that during the five years since the beginning of the organization it has cost an average of less than $1 per year for each mem- ber. Membership in the Association is confined to the members of Grand Rapids Council and all members of the Council should avail themselves of the privilege of this cheap insur- ance. Ferry Hannifin (Northrup, Robert- son & Carrier Co.) was taken seri- ously ill at Big Rapids a week ago Monday and was taken to the hospital in that city. The doctors were very fearful for his recovery at first, but he has continued to improve and has been brought home. He was so far recovered the first of the week that he was able to visit with his friends. Members of Grand Rapids Council jo'n in wishing him a complete recov- ery. 2 Florence Sawyer, little daughter of Mr. and Mrs. William E. Sawyer, was taken sick with scarlet fever last week. She is getting along nicely at present. Items for these columns are gath- ered from the boys on the road. Each week’s contribution is always appre- ciated. There are several items which we omitted this week, as “ye scribe’ has lost his note book and is positive that he has “done forgot” some f the things he was to write up. He hopes this explanation will square him with those good friends who write and read these items. William E. Sawyer. —_>---.—___ Beware of Cashing Draft for This Man! Marine City, Feb. 2—A couple of the members of our Association coim- plain that they have been victimized by W. H. Harris, who makes: drafts upon the Canton Stamping & Enamel- ware Co., of Canton, Ohio, and cashes these through retail dealers upon whom he calls. He claims to be a representative of this company and, having a very plausible address and a personality that impresses. confi- dence, he has succeeded in securing money in several cases. The Canton Stamping & Enamel- ware Co., in a letter signed by their manager, A. F. Strager, states that it does not know this man and warns merchants to be on the lookout for him. It occurred to me that possibly you would like to give publicity to this matter and if you find it necessary to confirm this information before publishing it, I would suggest that you write to the Canton Stamping & Enamelware for an expression, Arthur J. Scott. Sec’y Michigan Retail Hardware As- sociation. MICHIGAN TRADESMAN Se GISTS -~ = = . Michigan Board of Pharmacy. President—E. T. Boden, Bay City. Secretary—E. E. Faulkner, Delton. Treasurer—Charles S. Koon, Muskegon. Other embers — Will E. Collins, Owosso; Leonard A. Seltzer, Detroit. Next Meeting—Hotel Tuller, Detroit, January 19, 20 and 21. Spring Meeting—Press Hall, Grand Rapids, March 16, 17 and 18. Michigan State Pharmaceutical clation. President—Grant Stevens, Detroit. Secretary—D. D. Alton, Fremont. Treasurer—Ed. C. Varnum, Jonesville. Next Annual Meeting—Grand Rapids, June 9, 10, and 11. Michigan Pharmaceutical Travelers’ As- sociation. au aoe ndwich | ie ee rv New Butters” Soba a O'Clock Ore re ae nger —. wie “ick 1 00 naps NB ee: a Ce . 1 00 February 3, 1915 MI : 7 CHIGAN TRADESMA N Graham Cra ckers R 8 oe ee Se 00 Bamb Poles Calfskin, gre 9 45 cea Bees Be be oe citi fen Ne 3 “: BenaPe fsck cece Kamboo, +. per doz. 60 skin, cured, 3% : Oyateretten, oe 1 00 iy 10, 18 ft., per doz. 80 Calfskin, cree boa 1 ity Bologna Sausages 11 Reyal Toast. ctieesd 00 AVORING €XTRACTS Liver oeesseseee en. ee ropes Saratoga Flake psechnre oe © Jennings D ola woo 7° Coe ee tttaseseceeecees 30 TOBACCO Social Tea Biscuit .. 1 30 C Brand La OG) ...;: 60@ Pork. .< Ca y, Smyrna Fin Un henatk ra 00 Extract Lemon T oe oe ee 75 1 25 Veal .. * G she Seceas wees oe Blot . ie Cut oa an Gi Biscuit ...... 50 Extract Vi erpeneless earlings ...... 7 @1 00 Tongue ............ Cel omom, Malabar 1 15 in ae 1 ee ee ie . Mexican wn Tallow 8@1 00 Headchesse 212202772 10 Hemp, sigitt 1S Bugle, 16 08. «......, 3 4 za Zu Ging Bigoaii 1 00 No. 1, F hex 1 ac a No. ee - «=6©@5 B a. © Mixed Bird 00.0... seevae 8 Dan Pater 8 and ié < 33 Zwieback er Snaps. 50 No. 2, F bo ae o @ 4 oneless .... 20 Pout white .. -¢ teats Re cecrs Vata 1 00 No. 4 F x, 1% oz. 1 20 Unw. Wool Rump, new ‘ 00@20 50 OPPY ..-seee eoeeee "12 Fast Mai 3 oz. . 62 @ther Packa Me ieee ante ashed, med |. 24 50@25 00 R8PE 1. Oe neneesdl Ti ee Fe 5 76 ge Goods 2% oz. Ta Unwashed, : @20 Pig’s F SHOE watha, 1 Ballon kegs ae 7c 8 Ib. sacks ........ s aoe aro, No. 10, % Pienie wa af & 24 th. a P ominy ew Red = ...5%. oS PIP ya Wa eee Nee a es a 1 Pipe 8 5 th. eeu oe rae St ae Ate woe sg SAS rs f ccweigi ?* ee Eye ee Do nl and Vermic ie ao 1 51 ay, T. D. f ox 1 75 tb. dairy in “ uate wa tak 409 Polo, sick, per doz. 96 ruported’ oe ee farina re oe Soe Solar ae bags 20 Red Karo, a aoe TS Redicut, one ber dos. 48 ed, 25 tb. box ..2 : Less than car Ss 62 SLAVING G60 90 Tb. sacks Red » No. 2% 2 az Se oz. . Pearl Barl +2500 — 64 No. 90 pee CARDS Bes 26 Red oe No. 5, 1 az. ; a Scrapple, 2& 4 doz... 38 Sie aes ig aes . Ne ie Beat uate sae Granulated, Fine’ oo re 1 duent tase to co 8 Mage Sieg eae than caplots | | gg No. 20,8 ssorted 125 Medium ; © .... 110 ce esshates Hts s ad, 12 oz. .... dean arose 6 ers 5 00 n carlots N » over, naa 5 - Fine ..... Pure coe 55 pear Head, + eee 44 Green, Wieeoee Carlots Hay “No. 93 Gol ecial 4 73 SALT FISH “ Good tteeeeees | 16 Hg arn 7 ‘ 17 ee gees ad tetas = he a sBleyele sey Cod aga 20 Star, 6, ‘saat Th. 30 a IDs Ses eee . es . ourn’t whist. uarge, whol Folger’s aoa wa 5 andard N 43 See ce 6 Str N, Feed whist ? 25 Small Owes Qua t. rape Punch & —— 1%, 15 East India °'?° No es Feed ...... 33 Babbitt’ rorear Strips ipiogy Form o%% I oo ee >: Ten Sea wees 34 German, Sage e Cracked ‘Corn Oat Feed 33 ce 2 eee 175 TOE. aan - Halford. 7 SAUCES en Talk, 6 & at? Th. 35 ee eee sracked Corn ......... e sate » large ..... a an, broken pkg. Comme Coe oe e Glare oo relied Pork aoe nen 5% Halford, small ....... 228 nkee Giri, 12 & 24 tb. #1 Flake, 100° 1p. sat Mason’ tut? j2A8s 2 Clear Back .. 22 00@23 00 gh oe a Gia wea Pearl, 100 Ib sacks .. Mason: pts., per gro. 3 50 Bean ut Clr 21 00@22 00 Strips Halibut ia Sanne Am. U BO ceccccnce 57 Pearl, 36 pkgs Saagieee eo ee Bois Gia a mee Chunks "2. os ee @2 Bag neg erap <1! 8 40 Minute, on eeeree 2 me Mason. gal. per gro. 6 25 Pig ear 27 00@28 00 ee awedeaeenie 19 Fancy 28@83 Cutlas 21, Ge ........ es... 2-76 , can tops, gro, 1 15 Cine he eee Holland Basket- 36@45 Globe a OZ. .... GELATIN . 11s r Family ee Y.M Herring B fired Med’m 2 5 e Scrap, 2 os... 26 FISHING TA Cox's, 1 E Dry saeses _gec0 + MR Bee Genetica. Chole ant Happy Th - 30 % to 1 in seas core i dee any Be gs P Bellies. tii fo hoop. bbls Basket-fired, ue See Bee Gomb Scrap oz. 30 im 40 9 it, . 5... sss. 6 Knox's Sparklin all .. 90 ara %@15 . M. wh. hoo ‘ : Nibs . 45 onest S$ p, 5¢ 5 76 oe Zz, di ra . ,, bard Y. M. p % bbls. aie th 30 crap, ft if to 2 in ea cnare foawan er 14 00 Cocca tas ee oo Sittings, 1 Ib. pikes oats Ok Gama, be doz. §¢ 2 00 rin... i seve dt Remo cidu'd doz. 125 8) IP: und Lard ..8 @ 8% Standard, taaeseseers | a Moyu aaa a ome Me --.--0-- in menue ees eee 5 oo 1 50 Ib. t ... advance ndard eee ne, Medi ar B : Lk - 6 OO Hiatt cise oie scve > 20 Piymouth we we Salelnccs 75 «(00 Ib. ore ....advance iz Standard, 2 bbls. 6 13 Moyune, Cnatee’ ..28@33 Red ‘waa’ 5c, % gro. 5 76 an Cotton Lines Plymouth cores Phos. 125 20 Ib. oe: aarene % ns ase. | OS ae Fancy may + Red Man oe — 5. 76 o. 1, 10 feet ain 90 10 Ib. pail ...advance % N “ g Suey, Mediur Scrappl » Be .. 1 42 es i fect 3 B GRAIN BAG Se toe illadvance % o. 1, 100 tbs. Ping Suey, Ch um 25@30 Sur e, 5c pkgs. . 4 No. 3, 15 yor eel letra b q road Gauge Ss 8 tb. pails ...advan % No. 1, 40 ib ...e-. 750 Ping Su : oice 35@40 Y¥ e Shot, 5¢ 1-6 oo 98 ’ te Aimoekoie ec 18 Th. pails cel No. 1 HB. ces cccee 3 OD ey, Fancy , ankee Girl gro. 5 76 mo. 0 os fet 9 eag .--.. s ---advance 1 - 1, 10 Ibs. Youn -.45@50 Pan H Scrap 20z. 5 76 aera ae ae 1 Hama 7erones, Meats ee 6G Choice 9 Hyson ipa ge soalbegad mar. 5 No. : 15 ion cecwcess 11 © vee eeee H. s, 2 tb. av. 17 Mack a wae .... eeccees 30 eachy Scrap, 5c 76 ’ et . Hops seesecs S16 ams, 14 Ib @18 Mess oe OT ae 4 Union Wor i , cas © 40 0. ca, oobe Pe Hams - av. 16 @17 2ss, 100 Ibs. .... Oolo - 45@55 rkman, oy, 6 0. 8 15 fee fea. 15 Laurel Leaves ....... 15) gana. 16 tbh. av. 15 @16 Mess, 40 Ibs. .... ...15 00 Formosa, Medi ilies 4 §& 00 0. 9, bine. es cee na Leaves 1b oF » 18 Ib. av. Mess, 10 lbs .. 65@ Formosa, m ..25@28 All Leaf, & ? 1 feet ....... 20 ee a ae dried beet Mess, 8 tbe 20002202 ify Formas. Choice ::32735 BB Tos... ee Small Linen Lines Green Hides 7 California Hains runt No. ic bree ae os -.--11 52 Four Roses, 10c ..... 96 Full Dress, 1% 0z. .. 72 Glad Hand, Sc ...... 48 Gold Block, 10c ..... -12 00 Gold Star, 50c pail .. 4 60° Gail & Ax. Navy, 5c 5 76 Growler, 5c ........ Growler, 10c ........ 94 ler, 20c ........ 1 85 Geant. 0 cpekvceses D490 Giant, 40c .........- : 8 42 Hand Made, 2% oz. .. 50 Hazel Nut, bc ...... 5 76 Honey Dew, 10c ....12 00 Hunting, 5c ......-... 38 ee 1 Be 4c; 3s... 5. 1x L, in pails ceaaus Just Suits, 5c ........ Just Suits, 10c ...... Kiln Dried, 25c¢ .... — ASH HD N eI a oo King Bird, 7 oz. .... 16 King Bird, 10c ......11 52 King Bird, 5c ........ 5 76 La Turka, 5c ....... 76 Little Giant, 1 Ib. .... 28 Lucky Strike, luc .... 96 Le Redo, 3 oz. ......10 80 Le Redo, 8 & 16 oz. 38 Myrtle Navy, 10c ....11 52 Myrtle Navy, 5c ..... 5 76 Maryland Club, 5c ... 50 Mayflower, 5c ....... 5 76 Mayfiower, 10c ...... 96 Mayflower, 20c ...... 1 92 Nigger Hair, 5c ..... 6 00 Nigger Hair, 10c ....10 70 Nigger Head, Bc ..... 5 40 Nigger ame, 10c ...10 56 Noon Hour, 5c ...... 48 Ola plone. 1-12 gro. 11 52 Old Mill, Sc ....... 5 76 ald English Crve 1%oz. 96 Ola Crop, Sc ........ 5 76 Pat Hand, 1 oz. ...... 63 Patterson Seal, 1% oz. 48 Patterson Seal, 3 oz. .. Patterson Seal, 16 oz. 5 00 Peerless, 5c ........ Peerless, 10c cloth ©..11 52 Peerless, 10c paper ..10 80 20c ........ 2 04 on «3 a Plow Boy, i... 3 Plow Boy, 10c ......11 40 aces Pedro, Pride .. “Virginia, 1% 77 lot, Sethe sees 76 Pilot, 14 oz. doz. .... 2 10 Prince Albert, 5c .... 48 Prince Albert, 10c .... 96 Prince Albert, 8 oz. ..3 Prince Albert, 16 oz. 7 44 Queen Quality, Sc .. Rob 6e foil .... 5 , be gross 5 ll 100 melo 68 13 Pilot, 7 oz. doz. .... 1 05 Soldier Boy, 1 th. .... 4 75 Sweet poral, Sweet Lotus, 5c ...... 5 76 Sweet Lotus, 10c ....11 52 Sweet Lotus, per dz. 4 60 Sweet Rose, 2% oz. .. 30 Sweet Tip Top, 5c .. 50 Sweet Tip Top, 10c .. 1 00 Sweet Tips, % gro...10 08 Sun Cured, 1c ....... 98 Summer Time, 5c ... 5 76 Summer Time, 7 oz... 1 65 Summer Time, 14 oz. 3 50 Standard, 5c foil .... 5 76 Standard, 10c paper 8 64 Seal N. C. 1% cut plug 70 Seal N. C. 1% Gran. 63 Three Feathers, 1 oz. 48 Three Feathers, 10c .1li v4 Three Feathers and Pipe combination .. 2 25 Tom & Jerry, 14 oz. 3 60 Tom & Jerry, 7 oz. ..1 80 Tom & Jerry, 3 oz. .. 76 Trout Line, 5c Trout Line, 10c ..... 11 00 Turkish, Patrol, 2-9 5 76 Tuxedo, 1 oz. bags .. 48 Tuxedo, Tuxedo, 20c ......... 1 90 Tuxedo, 80c tins .... 7 45 Twin Oaks, 10c .. .. 96 Union Leader, 50c ... 5 10 Union Leader, 25¢ .. 2 60 Union Leader, 10c ..11 52 Union Leader, 5c .... 6 00 Union Workman, 1% 5 76 Uncle Sam, 10c ..... 10 98 Uncle Sam, 8 oz. .... 2 25 U. S. Marine, 5c ... 5 76 Van Bibber, 2 oz. tin 88 Velvet, 5c pouch - 48 Velvet, 10c tin ....... 96 Velvet, 8 oz. tin .... 3 84 Velvet, 16 oz. can ... 7 68 Velvet, combination cs 5 75 War Path, 5c ...... 6 00 War Path, 20c ...... 1 60 Wave Line, $ oz. .... 40 Wave Line, 16 oz. .... 40 Way up, 2% oz . & 75 Way up, 16 oz. palis. Se Ok Wild Fruit, 5c ...... 5 76 Wild Fruit, 10c ..... 11 52 Yum Yum, bc ...... 5 76 Yum Yum, 10c ...... 11 52 Yum Yum, 1 tb., doz. 4 60 TWINE Cotton, 3 ply ...... we eo Cotton, 4 ply ........ 20 Jute, 3 ply .... Hemp, 6 ply ... Flax, medium . Wool, 1 wb. bales .- 10% VINEGAR White Wine, 40 grain 815 White Wine, 80 grain 11% White Wine, 100 grain 13 Oakland Vinegar & Pickle Co.’s Brands Highland apple cider 22 Oakland apple cider ..16 State Seal sugar .....1 Oakland white picklg Packages free. ae on WICKING No. 0, per gross .... 30 No. 1, per gross ..... 40 No. 2, per gross ..... 50 No. 3, per gross ..... vt) WOODENWARE Baskets Bushels 2:22.26... 1 00 Bushels, wide band 2 ke 15 Market ..... eeewee ce 40 Splint, large ... : Splint, small ........ 3 00 Willow, Clothes, large 8 75 Willow, Clothes, small 7 25 Willow, Clothes, me’m 8 00 Butter Plates Ovals % Tb., 250 in crate .... 35 % wh., 250 in crate .... 35 1 th., 250 in crate ...... 40 2 Ib., 250 in crate ...... 50 3 tb., 250 in crate ...... 70 5 tb., 250 in crate ...... 90 Wire End 1 tb., 250 in crate ...... 35 2 tb., 250 in crate ...... 45 3 Tb., 250 in crate ...... 55 5 tb., 20 in crate ...... 65 Churns Barrel, 5 gal., each .. 2 40 Barrel, 10 gal., each ..2 55 Clothes Pins . Round Head 4% inch, 5 gross ...... Cartons, 20 2% doz. bxs 10 Egg Crates and Fillers Humpty Dumpty, 12 dz. 20 No. 1 complete ....... 40 No. 2, complete ....... 28 Case No. 2, fillers, 15 MOS. Ce icbeeccasas tw Case, medium, 12 sets 1 i. 14 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 ...... 80 No. 2 pat. em holder 85 ddpal No. 7 nk, 85 12%. orn: mop heads 1 30 Palls 2-hoop Standard .. 200 2-hoop Standard .... 2 25 3-wire Cable ...... -. 2 30 Fibre ..... Selbis bes ee 2 40 Teothpicks Birch, 100 packages .. 2 00 Ideal Traps Mouse, wood, 2 holes .. 22 Mouse, wood, 4 holes .. 45 10 qt. Galvanized .... 1 12 qt. Galvanized .... 1 70 14 qt. Galvanized .... 1 Mouse, wood, 6 holes .. Mouse, tin, 5 holes .... 65 Rat, wood ...... Mereas 80 Rat, spring. -...52.25.062 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 .. No. 1 Fibre ‘ No. 2 Fibre No. 3 Fibre Large Galvanized ... 5 50 Medium Galvanized .. 4 75 Small Galvanized ... 4 25 Washboards Banner, Globe ....... 50 Brass, Single ... ‘ 25 Glass, Single 25 Single Acme .... Double Peerless Single Peerless Northern Queen ee OS 09 09 G9 CO 60 GO 09 CO DO ne oO Double Duplex oe 00 Good Enough ....... 25 Universal. ,...cess00. 15 Window Cleaners 12 in. 1 65 314 in. 1 85 16 in. 2 30 Wood Bowls 13 in. Butter ......... 1 75 15 in. Butter ...... -. 2 50 Tf in: Butter ...52..; 4 75 19 in. Butter ..2...... 7 50 WRAPPING PAPER Common Straw ...... Fibre Manila, white .. Fibre Manila, colored No. 1 Manila ........ Cream Manila ........ Butchers’ Manila .... 2% Wax Butter, short c’nt 10 Wax Butter, full c’nt 15 Wax Butter, rolls ... 12 YEAST CAKE Magic, 3 doz. ....... 1 15 Sunlight, 3 doz. ...... 1 00 Sunlight, 1% doz. .... 50 Yeast Foam, 3 doz. ..1 15 Yeast Foam, 1% doz. 85 YOURS TRULY LINES Pork and Beans 2 70@8 6¢ Condensed Soup 3 25@8 60 Salad Dressing $8 80@4 50 CO mm im 69 bo Apple Butter .... @3 80 Catsup .......- 2 70@6 75 Macaroni ..... 1 70@2 85 Spices ...:5..; 40@ 85 Herbs: 2365 sseek: @ . boxes, per gross 9 00 . boxes, per gross 24 00 OT EV COOP. Ub Car lots or local shipments, bulk or sacked in paper or jute. Poultry and stock charcoal. M. 0. DEWEY CO., Jackson, Mich. on ao 15 16 17 BAKING POWDER Roastea German Mottled, 25 b. 3 05 K. C. 4 Dwinnell-Wright Co’s B’ds eo. aeehithe 100 ok. 3 85 OZ. Cc es a 10 oz., 4 doz. in case 85 Marseilles, 100 cks. Be 4 00 15 oz. 4 doz. in case 1 25 Marseilles, 100 ck. toil 4 90 20 oz., 3 doz. in case 1 60 ae 7 Marseilles, % bx toil 2 10 25 oz., 4 doz. in case 2 00 =e 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 0z., 1 doz. screw top 6 75 Barrel Deal No. 2 8 doz. oo 10, 15 and DOR Sc eee 32 80 With -y dozen 10 oz. free Barrel Deal No. 2 6 doz. each, 10, 15 oe 2D OF. ee eee at 4 60 With 3 dozen 10 oz. a Half-Barrel Deal No. 3 4 an, gaa 10, 15 and Se ak aes 16 40 with % doz. 10 oz. free All cases sold F. O. B. jobbing point. All barrels and_half- barrels sold F. O. B. Chi- cago. Royal 10c size .. 90 ¥%Yb cans 1 35 6 oz cans 1 90 %ib cans 2 50 %ib cans 8 75 1tb cans 4 80 3tb cans 13 00 5Ib cans 21 50 CIGARS ‘Johnson Cigar Co.’s Brand Dutch Masters Club 70 99 Dutch Master Grande 68 00 Dutch Masters, Pan. 68 00 Little Dutch Masters (300 lots) ........ 10 0 Gee Jay (300 lots) 10 00 El Portana ......... -33 00 Ss. Cc. W. sista cess cebe UD Johnson’s Hobby sos Johnson’s As It Is ..83 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 .... 31 San Marto Coffee ..... FITZPATRICK BROTHERS’ SOAP CHIPS - anisole White House, 1 fh. ...... White House, 2 tb. .. Excelsior, Blend, 1 ft Excelsior, Blend, 2 tb. Tip Top, Blend, 1 b. Royal Blend .../........ j 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 & Co., Battle Creek; Fielbach Co., Tc- ledo. o.ee eevee Royal Garden Tea, pkgs. 49 THE BOUR CO., TOLEDO, OHIO. SOAP Lautz Bros.’ Acme, 30 bars ...... 4 00 Acme, 25 bars, 75 Ibs. 4 00 Acme, 25 bars, 70 Ibs. 3 86 Acme, 100 cakes .... 3 75 Big Master, 100 blocks 3 90 Cream Borax, 100 cks 3 45 German Mottled .... 3 15 German Mottled, 5bx. 3 15 German Mottled, 10 b. 3 10 Proctor & Gamble Co. Lenox Nae cecevesees oe f oz. His. toe Bo OF 6565.8: pe eeeee Per eeecccccece Swift & Company Swift’s Pride White Launary..°°° $38 Wool, 6 oz. bass “4 ie Wool, 10 oz. bars ooee€ 6S Tradesman Co.'s Brana Black Hawk, one Black Hawk. five nen 3 te Black Hawk, ten bxg 2 25 A. B. Wi Good Cheer re 4 0 Old Country es 2 40 Scouring Sapolio, gross lots -. 9 50 9 Sapolio, half gro. lot Sapolio, eae oxen: 2 Pe Sapolio, hand ....... oe Scourine, 50 cakes -. 1 80 Scourine, 100 cakes .. 3 Soap Compounds Johnson's Fine, 48 2 8 26 Johnson's XXX 1 Rub-No-More wae Nine O'clock Washing Powders Armour’s ........... 8 70 Babbitt’s 1776 Seetecs SB OB Gold Dust, 24 large ..4 30 Gold Dust, 100 small 3 85 Kirkoline, 24 4b. ....2 - Lautz Naphtha, 60s ..2 4 Lautz Naphtha, 100s 8 is Pearline ROSOING 62.50 o oss ces Snow Boy, 24s family RISO es eociee es Re TS Snow Boy, 60 be cae 40 Snow Boy, = Se ....3 75 Snow Boy, 20s ......4 00 Swift's Prlace 248 ....8 55 Swift’s Pride, 100s ...8 65 sdom 5 86 eee recccccecs The only 5c Cleanser aS best oe kinds 80 - CANS - $2.88 BBLS. White City (Dish Washing) .......... Pace sseew sss SIOIbAy. 22: 3c per Ib. Tip Top (Caustic). -.¢. we. Pe ee eee -2. 200 IDS... 4c per lb. No. 1 Laundry Dry......... Sere ees ecu Geers s se--.000e200 IDS.....> 5c per lb. Palm Pure Soap Dry... -.. 50.0063 eee ., Soe cee ue 300 lbs... ..6%c per Ib MERICAN BEAUTY” Display Case No. 412—one of more than one hundred models of Show Case, Shelving and Display Fixtures designed by the Grand Rapids Show Case Company for. displaying all kinds of goods, and adopted by the most progressive stores of America. GRAND RAPIDS SHOW CASE CO., Grand Rapids, Michigan The Largest Show Case and Store Equipment Plant in the World Show Rooms and Factories: New York, Grand Rapids, Chicago, Boston, Portland a “ February 3, 1915 MICHIGAN TRADESMAN BUSINESS-WANTS DEPARTMENT 47 Advertisements inserted under this head for two cents a word the first insertion and one cent a word for each subsequent continuous insertion, No charge less than 25 cents. Cash must accompany all orders. BUSINESS CHANCES. Business For Sale at inventory price. Our well established hardware, imple- ment and general merchandise business in Ridgewood is for sale at inventory price. We wish to devote our time to other business and offer this aS an ex- ceptional opportunity to right man. Ad- dress Ridgewood Commercial Co., Ridge- wood, N. J. : 858 Wanted—Stock merchandise about $20,- 000. Will exchange fine, well improved, lilinois farm. Address Box 97, ea Wanted—A. stock of clothing or general merchandise. State full particulars and lowest cash price. Address No. 860, care Tradesman. 860 Wanted—Bakery or grocery stock, not over $1,500. H. C. Northrop, Sturgis, Michigan. 861 For Sale or Exchange for small farm— stock of general merchandise at Mat- tawan. C. F. Hosmer, Mattawan, Mich- igan. 862 Wanted—A shoe stock for two. story brick block. Good location, with five years’ lease. Good rent. Address Peo- ples Store, 1973 Division avenue. 3 For Sale or Exchange—Baker’s stand. 1 eleven rgom brick building, stove room, oven and dwelling combined. Garden lot. Cheap. W. E. Moore, Felicity, ree For Sale—Patent rat and mouse trap. Simple, durable, economical. Sure catch. Address D. H. Clippinger, Perkins, Cali- fornia. 865 For Rent—Brick building and basement 25 x 85, best location. In village of 1,600, for dry goods stock. Only one dry goods store in town. Rent reasonable. W. V. Cavron, Frankfort, Michigan. 866 For Sale—General _ store, including stock, fixtures and building, doing large business. Address No. 867, care Michi- gan Tradesman. ' 867 For Sale—Cash only, general merchan- dise stock invoice 8,000. Store building for sale or rent. Reasons for selling: I am going to California. Address A. Bengston, Falun, Kansas. 868 Stocks Wanted—If you are desirous of selling your stock, tell me about it. I may be able to dispose of it quickly. My service free to both buyer and seller. BE. Kruisenga, 17-23 Ionia Ave., Grand Rapids, Michigan. 870 Live wire popular priced dry goods and ready to wear store for sale, in busy, Indiana manufacturing town of 25,000. Beautiful store room, 40x 125, rent 200. Owner will sell this branch in order to concentrate on main store. This is an exceptional opportunity. Address No. 871, care Michigan Tradesman. 871 For Sale—Balance of shoe stock. Will take inventory Feb. 8 and 9. Stock and inventory open for inspection Feb. 10 and 11. All interested call on _ these dates. Juistema & Verhoeks, Grand Haven, Michigan. 872 For Sale—Good second-hand McCaskey account register cheap. M. L. Brown, Room 511, Minnehaha Building, Sioux Falls, South Dakota. 855 For Sale—Clean salable stock of dry goods and shoes, in Springfield, Mo. In- voice $6,000. Established fifteen years. Good city, farm and railroad trade; in the trade center of the best business street. Near $2,000,000 ‘‘Frisco’”’ shops, employing thousands of men. Owner's death, reason for selling. Attractive propositon at a discount. Address No. 853. care Michigan Tradesman. 853 General Merchandise For Sale—In Eastern Iowa; good clean stock and a money maker; own my building; will sell or lease to right party who wants to take hold and continue the business; I want to retire from mercantile business. No traders answered. H. W. Kettlesen, Wyoming, Iowa. 836 For Sale—A live implement, vehicle and harness business in growing farm- ing and coal mining community. A splendid business and a perfect climate. Box 338, Raton, N. M. For Sale or Exchange—120 acre farm; good location, good buildings, good land; can use $5,000 stock of merchandise. Cc. J. Stockwell, Grand Ledge, Mich. 838 Wanted—Small hardware, specialties and stampings to manufacture. Write us at once.. C. & E. Manufacturing Company, Marshalltown, Iowa. 841 For Sale—Two sets of ice tools in good condition—2 ice plows, 5 saws, 3 split- ting bars, 14 ice hooks, 7 pairs tongs. Address Wills-Jones-McEwen Co., 1515 North 26th St., Philadelphia, Pa. 843 For Sale—Steam heated brick hotel, located at Fife Lake, Michigan. Sixty- seven miles from Petoskey, twenty-eight miles from Traverse City. Twenty-three sleeping rooms, furnished complete. In wet county. Will sell cheap for cash. M. Hobbs, Proprietor, Fife Lake, Mich. 84 For Sale—General store in a _ small but good town; has a large territory; thickly settled farming district; no bet- ter opening in this State, as it’s the only store in the town; no opposition; can give time on part. Address Wm. Ryman, Fostoria, Kansas. 846 For Sale—Good, clean, general stock; small town Northern Michigan. Will bear the closest investigation. .___ Battle Creek Grocers Object to Shys- ter Competition. Battle Creek, Feb. 2—It is one thing to establish a city market and another thing to disestablish it. Last summer the Chamber of Commerce fathered a market on West Jackson street, where farmers sold all kinds of: produce at prices lower than re- tail merchants charged. This arous- ed the ire of the grocers and mar- ket men, but they “suffered in si- lence” until, the Chamber of Com- merce, giving up the idea at the ad- vance of cold weather, the farmers named a commtteee to run the market on the same site. Last week Prof. I. L. Stone, through his son, I. K. Stone, notified the farmers that they could not use this property again. The farmers com- mittee then located a new market place, rented it and decided to fight it out. The next move by the business men will be to demand that the farmers pay hucksters’ licenses. Their argu- ment is that, after paying rent, taxes and such expenses they should not be compelled to meet the loss of business without the city reaping some benefit therefrom. > Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, Feb, 3—Creamery butter, fresh, 28@33c; dairy, 22@28c; poor to good, all kinds, 18@22c. Cheese — New fancy, 15c; new choice, 14%4@15c; held fancy 164@ ic Eggs—Choice fresh, 30@31; cold storage candled, 26@27c. Poultry (live)—Cox, 12c; fowls, 15 @lvc; geese, 15@16c; turkeys, 18@ 21c; chicks, 16@17c; ducks, 16@18c. Poultry (dressed) — Turkeys, 20@ 24c; chicks, 14@18c; fowls, 14@17c: ducks, 17@19c; geese 14@15c. Beans—Medium, new, $3.25; pea, $3.25; Red Kidney, $3.50: White Kid- ney, $3.50@3.75; Marrow, $4. Potatoes—30@35c per bu, Rea & Witzig. eg Saginaw—The Berst Manufactur- ing Co, has been incorporated with an authorized capital stock of $200,000 ($100,000 common and $100,000 pre- ferred) all of which has been ‘sub- scribed and paid in ‘in cash. This concern will engage in the manufac- ture and sale of tooth picks, wood articles and novelties. —~+-.___ Lowell—Edwin Fallas has merged his canning business into a stock company under the style of the Edwin Fallas Canning Co. with an authorized capital stock of $25,000, of which amount $18,- 000 has been subscribed and paid in in property. Mr. Fallas hold $16,900 of the stock; Theodocia Fallas, $1,000; and L W. Rutherford, $100. —__2-. ___ Detroit—Wm. H. Miller & Co. has been incorporated with an authorized capital stock of $25,000, all of which has been subscribed and paid in in cash. This concern will engage in the manufacturing and mercantile business in furs and fur goods, A pwcrseee Guy W. Rouse, President of the Wor- den Grocer Co., is spending a couple of weeks at Mt. Clemens taking the baths. Bankruptcy Proceedings in Western District of Michigan. St. Joseph, Jan. 25—In the matter of Joseph Correll, bankrupt, Hartford, an or- der was made for the first meeting of creditors to be held at the latter ‘place on Feb. 8, for the purpose of proving claims, the election of a trustee, the ex- amination of the bankrupt and the trans- action of such other business as may properly come before the meeting. In the matter of Frederick W. Hin- richs, bankrupt, Kalamazoo, the final meeting of creditors was held at the ref-. eree’s Office. The final report and ac- count of the trustee, showing total re- ceipts of $15,571.86 and disbursements of $11,031.42, was approved and allowed. Administration expenses to the amount of $539.02 were allowed and ordered paid and a final dividend of 3 35-100 per cent. was declared and ordered paid, making a total dividend to creditors of 18 35-100 per cent. The final order of distribution was made and the final dividend list filed. Creditors having been- directed to show cause why a certificate reeommend- ing the bankrupt’s discharge should not be made by the referee, and no cause having been shown, it was determined that such favorable certificate be made. It was further determined that the trus- tee be not authorized to interpose ob- jections to the bankrupt’s discharge. Jan. 26—In the matter of the Michigan Buggy Company, bankrupt, Kalamazoo, a hearing was had at the latter place on the trustee’s objections to the allowance of certain claims and _ the following claims for recovery of certain deposits were disallowed by the referee: Claims of C. V. York, Campbell Auto Co., A. R. Flick, Louis J. Smith, Thane W. Neal, Sterling Plac Garage & Sales Co., Postal Garage Co. and George H. Daugherty. Jan. 27—In the matter of the Ross Cabinet Co., bankrupt, Otsego, petition was filed by the Acme Lumber Co., of Grand Rapids, a creditor of the bankrupt, asking for the examination of certain directors of the corporation. The peti- tion was considered and an order made for the examination of the officers on Feb. 2, for the purpose of enquiring into the affails of the bannrupt. In the matter of the Tiffany Decorat- ing Co., a corporation, bankrupt, Kala- mazoo, the inventory and report of the appraisers was filed showing total assets of the appraised value of the sum of $2,012.98. The trustee has been directed ~oe the assets at once and at private Sale. Jan. 28—In the matter of Calvin Ash- line, bankrupt, Allegan, certain credjtors filed exceptions and objections to the al- lowanc of the bankrupt’s exemptions, al- leging among other things that the bank- rupt had disposed of certain property after the petition had been filed against him. An order was made by the referee for a hearing on the matter Feb. 11. Jan. 29—In the matter of the Tiffany Decorating Co., an adjourned first cred- itor’s meeting was held at Kalamazoo and claims to the amount of $5,000 al- lowed. The officers of the bankrupt were further examined and the meeting continued for three weeks. In the matter of the Hickory Grove Distilling Co., bankrupt, Kalamazoo, the first meeting of creditors was held at the latter place. Michael M. Kennedy was elected trustee, his bond being fixed at $1,000. Stephen G. Earl, Edward Donn- ley and Frank Doyen, of Kalamazoo, were appointed appraisers. ‘William Stiming, President, and Helen Phillip, Secretary, of the bankrupt and L., A. Kerston, a former officer, were sworn and examined by the referee and at- torneys present and the meeting ad- journed for fifteen days. Jan. 30—In the matter of Frank B. Lay, Sr., former President of the Michi- gan Buggy Co., bankrupt, Kalamazoo, also M. Henry Lane, former director of the Michigan Buggy Co., the first cred- itor’s meeting was adjourned for three weeks, In the matter of the International Banana Food Co., bankrupt, Benton Har- bor, the first creditor’s meeting was held at the latter place and Loomis K. Pres- ton was elected trustee, his bond being fixed at $500. William C. Hovey, John B. Morrison and Richard P. Chaddock, of Benton Harbor, were appointed ap- praisers. J. Ellsworth Griffin, President of the bankrupt, was sworn and exam- ined and the meeting adjourned for four weeks. a eS The high cost of living is the chief topic of discussion in many clubs and society meetings where women are gathered together. It is even discussed in gatherings of men. The women have had a great deal to say about reducing this cost, but it re- mained for the wife of a grocer in a Chicago suburb to tell many of her husband’s wealthy patrons why prices were so high. The first step to cut down food prices, according to the wife, is to pay bills promptly and that is advice that hit some of her husband’s customers. She told the ladies to carry their baskets to mar- ket and to manage their: household affairs to avoid the necessity of six de- liveries a day. Another wise sug- gestion was to abstain from buying ripe tomatoes in mid-winter and to use cheaper cuts of meat. Mothers-in-law may learn after a time that they can not order their sons-in-law around with impunity, One mother-in-law who ordered her daughter’s husband to push a baby carriage containing his infant son, to her home, less than half a dozen miles away, had her face slapped. It cost the son-in-law $5 when he was brought into court and charged with the offense by the irate woman, but the son-in-law said it was worth it. He didn’t have the fine and went to jail, where he will have peace for a few days and will not have to be ordered around by his mother-in-law. —_~+-_____ Alleges He Was Assaulted. Bay City, Feb. 2.—Thomas Walsh, a leading grocer of. this city, has been made defendant in a $25,000 dam- age suit brought by Lewis M. Stevw- ard, a traveling salesman, of Sagi- naw, who claims he was assaulted and thrown out of Walsh’s store Novem- ber 25, 1914. Steward in his peti- tion says he entered Walsh’s store to sell some goods. He alleges the merchant knocked him down, then threw him into the street. He was injured so badly, he claims, that he was laid up for six weeks. Detroit—The Bowen-Moore Art Co. has been incorporated with an au- thorized capital stock of $1,000, all of which has been subscribed, $150 paid in in cash and $850 in property. This concern will engage in the manufac- ture and sale of photographs and photographic supplies. Neureither & Schnider has succeed- ed Robertson & Co. in the grocery business at%210 Madison avenue. Both partners in the new firm were form- erly employed locally as machinists. The Veltman Manufacturing Co., motorcycles and accessories, 515 West Leonard street, is preparing to move into new quarters on North Ionia avenue. B. C. Lawton, who formerly conducted a confectionery store on Broadway avenue, has opened a grocery, confec- tionery and cigar store at 335 Sixth street. ——_—__e2-____ George R. Smith, of Luther, in re- newing his subscription to the Michi- gan Tradesman, writes “Have to have the Tradesman.” —~+<--____ ; J. R. Fulcher, of the Shelby Flour Mills Co., of Shelby, writes: “The Tradesman is like one of our own family.” BUSINESS CHANCES. Merchants Notice—You will have to employ me some time in advance to have my personal services for your next spe- cial salee W: G. Montgomery, Hotel Van Buren, Chicago. 873 For Sale—Lake Vista farm and resort. Finest farm and_ resort proposition in Michigan. Immediate possession given. Might exchange for business or other property. Write for descriptive Booklet. Address owner, C. S. Pyle, Allegan, se em = 4 , 1 ee eat “Ina Class by Itself ’’ | Eight Sizes Made in rer naeearrermnenremeenal - Manufactured Under Sanitary Conditions | Honest Now— a what would be your opinion of a man who was continually fighting the laws and the officials elected to enforce them? Think him a good one to teave alone—wouldn’t you? | Well Worse Yet— ‘Suppose he were a food manufacturer Your pure food laws and your pure food officials are there to protect you in the foods you eat—and you would at once think, any manufacturer who tries to break them down must be trying to sell a pretty poor article—wouldn t you? WELL— this very thing is being tried right now Baking Powder if it contains Albumen (sometimes called white of egg) has been declared illegal and its sale stopped in State after State. Have these misguided manufacturers changed their ways and are they now trying to make and sell a pure and legal baking powder? AT They are fighting the pure food , N O Vy laws and the pure food officials WH Y ? Albumen in baking powder is no aid in the_baking—the U. S. Government states this, but it makes possible the fraudulent ‘“Water Glass Test.’’ All the National and State Pure Food Officials at their last annual meeting condemned this fraudulent ‘‘ Water Glass Test.’ (Maybe they have tried it on you.) Beware of the Baking Powder not Sold on its Merits If it is pure and the quality is there, it does not need any Albumen (sometimes called white of egg) or any “Water Glass Test, to mislead the people— ——- KO Bakine POWDER is made right—and is sold right a No fake tests required—no false advertising —no Albumen. - Just a full can of pure, legal baking powder, guaranteed to give you perfect satisfaction. Ounces for 25 2 (More than a pound oc | At All Grocers ake oe JAQUES MANUFACTURING COMPANY, Chicago _ ES SSeS see aennaen aaa aac no