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Thirty-Second Year
GRAND oe Pete snay MARCH 3, 1915 .
The Little Land
When at home alone I sit
And am very tired of it,
I have just to shut my eyes
To go sailing through the skies —
To go sailing far away
To the pleasant land of play;
To the fairy land afar
Where the Little People are;
Where the clover-tops are trees,
And the rain-pools are the seas,
And the leaves like little ships
Sail about on tiny trips;
And above the daisy tree
Through the grasses,
High o’erhead the Bumble Bee
Hums and passes.
When my eyes I once again
Open, and see all things plain;
High bare walls, great bare floor;
Great big knobs-on drawer and door;
Great big people perched on chairs
Stitching tucks and mending tears,
Each a hill that I could climb,
And talking nonsense all the time—
O dear me,
That I could be
A sailor on a rain-pool sea,
A climber in the clover tree,
And just come back, a sleepy-head,
Late at night to go to bed.
Robert Louis Stevenson.
Home
I’ve journeyed in far distant lands
Where the flowers ever bloom,
Where the sky is blue
The whole night through,
And the royal palm
With stately calm
Rises from coral sands.
I’ve wandered where bold cataracts
To each other loudly cry,
And mountains lift their summits
To the cloudlands of the sky,—
And in every place
And with every race
My home awaits me there.
Come with me to my home, dear friend;
Tis a dear and beautiful place.
There Truth and Love and Life abide,
The Father constantly at my side,
Filling the home with a radiance fair.
Do you know this home,
Can you enter there?
Oh, come with me to my dwelling- Place;
No sorrow can enter there.
We drop at the door all worry and care,
All blame and censure and thought unfair.
Then come with me,
And we’ll all of us share
This wonderful home
Which is everywhere.
Harriett Putnam.
SUCCESS
Number 1641
*Tis not alone through toil and strength of soul
‘That life’s success is always to be won
For see, how many fail to reach the goal,
Though struggling till their weary lives are done;
But there must be the gift aright to choose
The path which nature for each life ordains;
Else may the giant through misguidance lose
That which the weaker fellow mortal gains.
Clifford Howard.
: ALWAYS ON GUARD
Guccess i is the most potential word in oiir language.
Success is the incontestable measure of personal
fitness. Twenty successful men direct the fortunes of
this great company. individually and collectively they
| form the highest standard of ‘financial responsibility,
- _ integrity and ability. Your estate will be sale in their
hands..
: DIRECTORS
Willard Barnhart Edward Lowe
John Duffy - W. W. Mitchell
E. Golden Filer Cadiflac, Mich.
Filer City, Mich. R. E. Olds
Wm. H. Gay Linsing, Mich.
F. A. Gorham J. Boyd Pantlind
Thomas Hume William Savidge
Muskegon, Mich. Spring Lake, Mich.
- Henry Idema Wim. Alden Smith
Wm. Judson Dudley E. Waters
Jas. D. Lacey T. Stewart White
Chicago, Illinois Lewis H. Withey
James R. Wylie M. S. Keeler
Send for blank form of will and booklet oh descent and
distribution of property.
THE MICHIGAN TRUST Co.
Don't waste your time putting
up sugar in bags
You'll make more money
handling
Franklin Garton
Consider the cost of twine, bags and time. and remem-
ber that you are also confronted with the overweight prob-
lem in doing this work yourself.' FRANKLIN CARTON SUGAR
is weighed and put into thé cartons by automatic machines
in our refinery—eliminating all “factory work” for the gro-
cer. It will pay you to sell FRANKLIN CARTON SUGAR be-
cause your customers know it is clean, pure and protected
from all contamination.
Make your sugar business bigger and more profitable
by pushing the sale of FRANKLIN CARTON SUGARS
which include FRANKLIN GRANULATED, FRANKLIN
POWDERED, FRANKLIN DESSERT 4nd TABLE,
FRANKLIN XXXxX CONFECTIONERS’ and FRANK-
_LIN CUBE SUGAR; all the fast selling grades, 1 lb., 2 Ib.,
3% lb. and 5 lb. cartons—all convenient sizés for customers—
packed in 24, 48, 60 atid 120 lbs. containers—all for your
convenience.
THE FRANKLIN SUGAR REFINING Co.
PHILADELPHIA
‘Good Yeast
Good Bread
Good Health
Sell Your Customers
FLEISCHMANN ’S
YEAST
PEGA shih A eH kB
SEM NO. x eee:
MACAULEY SAID
Those inventions which have abridgéd distance
have done the most for civilization.
USE THE BELL
And patronize the service that has doné most to
abridge distance.
AT ONCE
Your personality is miles away.
\ PRS gy 13
Every Bell Telephoné is —— Pf
a long distancé station. Ne
indie cate. ee ee ee
™ SNOW BOY FREE!
For a limited tinie and subject to withdrawal without advance notice, we offer
SNOW BOY WASHING POWDER 24s FAMILY SIZE
through the jobbér—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—i%box FREE
F. O. B. Buffalo: Freight prepaid to your R. R. Station in lots not less than 5 boxés:
All Ordérs at above pricés must be for inimediute delivery.
‘This inducement is for NEW GRDERS ONLY—aubjéct to withdrawal without notice.
Order from your Jobber at once or send your order to us giving name of Jobber through
om Ordér is to be filled.
_ BUFFALO, N. Y., January 2, 1914.
3 Yours very truly,
Lautz Bros. & Co.
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Thirty-Second Year
SPECIAL FEATURES.
Page.
4. News of the Business World.
5. Grocery and Produce Market.
6. Detroit Detonations.
8. Editorial.
10. Lined up at Lansing.
12. Municipal Ownership.
14. Financial.
16. Stand Together.
18. Are My Prices Right.
20. Lettering Show Cards.
22. Clothing.
24. Dry Goods.
26. Butter, Eggs and Provisions.
28. Woman’s World.
30. Hardware.
31. Meat Market.
32. Octopus of Business.
34. Good Store Policy.
36. Shoes.
38. Mutual Relations.
40. The Commercial Traveler.
42. Drugs.
43. Drug Price Current.
44. Grocery Price Current.
46. Special Price Current.
47. Business Wants.
UPPER PENINSULA.
Recent News From the Cloverland of
Michigan.
Sault Ste. Marie, March 1.—St. Ig-
nace is feeling jubilant this week over
the news that Jones & Kerry Lumber
Co.’s sawmill will start up for the
season. This is somewhat earlier than
was expected, but the hauling was un-
usually lively this winter and_ the
early start will save the company
considerable decking. Mr. Jones says
that this has been the finest winter
for lumbering the company has had
and it expects a good summer.
Joseph Leighton, one of Clover-
tand’s popular jewelry brokers, reports
a very successful trade so far this
year, but then Joe is one of the hus-
tlers who knows how to make _ busi-
ness come. He expects to put in a
few days overhauling his touring car,
so as to be in read'ness for the sprinz
campaign, and is in the market for a
self-starter, as Joe does not want to
take any further chances in breaking
his arm while doing the cranking
stunt.
The Holy Rollers have been in full
sway at the Soo during the past few
weeks. The place of meeting is not
large enough’ to accommodate the
crowds attending and it required two
policemen last week to keep = an
opening on the sidewalk and road in
front of the premises. Many who
have not been to church for years are
eager spectators from the outside.
Dave Rye, of Pickford, was a Soo
visitor last week, bringing in a load
of hogs and beef.
C. J. Lampman, one of the busiest
men in the city during the season of
navigation, being superintendent of
the Pittsburg Steamship Company
branch here, has returned from his
winter vacation and is getting things
in shape for the spring opening. He
reports the usual activity during the
winter months since his return and
savs that the branch here has com-
pleted putting up its ice in the lerge
ice house. The supply boat is also
being fitted up and from present indi-
cations there will be an active sum-
mer for the Pittsburg fleet again this
season. Mr Lampman is one of the
Soo’s public spirited citizens who has
taken an active part in many o7 tke
social affairs here and he is always
consulted on matters of importance
as his keen judgment and feresight
have -uilt up a reputation that is a
credit to himself acd his fellcw citi-
zens.
When F. C. Gillott became a resi-
GRAND RAPIDS, WEDNESDAY, MARCH 3, 1915
dent of the Soo about five years azo
it looked as if it would be some time
before he got into the American w2ys
and engaged in the mercantile husi-
ness. He lost no time, however, after
mastering the English language in
working up from a deliveryman to
manager of J. Fuoco’s refreshment
department, trom which he graduat-
ed into business for himself under
the firm name of Camanero & Com-
pany, grocers, Mr. Gillott being the
company. This venture was also a
success, but Frank is one of the kind
who cannot remain at the same post
and decided to go one step further
and enter into the catering line and
he is now proprietor and general
manager of the F. C. Gillott concern.
Frank is still willing to make another
change, providing there is anything
better in store for him. ‘Phe only
thing Frank has not changed is his
hat, as he is still wearing the same
one he had when he struck tne Soo,
and confesses he would rather see
his name in the Michigan Trades-
man than any other book outside of
the family bibie.
Clyde C. Hecox, Deputy State Oil
Inspector, paid us a visit last week,
and his many friends were more than
pleased to greet him with his ever
pleasing smile which has won him a
host of friends wherever he camps
for the night. He is still the hustling
manager of the St. Ignace News and
reports very sat’sfactory conditions
throughout his travels. He is one of
the cheerful kind who can only see
the bright spots in life.
James Ryan, one of our popular ci-
gar merchanis, commonly known as
“Jimmy,” is another one of our c‘ii-
zens who has made his mark in his
business career through hustle and
strict attention to bus‘ness. Jimmy
is one of the public spirited business
men who assures success. Whenever
his name is put on a committee it
is a foregone conclusion that some-
thing is going to be pulled off. He
‘gs an authority on hockey and what
he doesn’t know about the game
would not be worth knowing. He is
a referee among his many friends
who can bank upon his good judg-
ment and will abide by his decision,
and is one of the men who help to
make the Soo the lively town it is
to-day.
The Bartlett Lumber Co., at Shell-
drake, whose operations have been
closed down during the winter, 1s
about to re-open the mill and Super-
intendent Ben Scott left last week to
take charge of the operations.
Miss Irene Poliquin has resigned
her position as saleslady in charge of
the Soo and Newberry district for
the Fleischman Yeast Co, She was
a regular caller on the retail grocery
trade each week and her pleasing
countenance will be greatly missed by
her large circle of friends and ac-
quaintances.
Mr. and Mrs. Albert Moon’ were
presented with a new son last week.
The boy will probably be a star.
“No one has placed a limit on your
possibilties, save one yourself.”
P. T. McKinley returned last week
from an_ extended vacation to
West Baden, Ind., and other
points, feeling much improved in
health and is now’ ready for
the summer rush in his business.
He expects to start the work on the
new McKinley block in the near fu-
ture, which will be erected opposite
the present location, and will be a
modern structure in keeping with
their growing business.
We are informed that the reason
Mr. and Mrs. Gun have only a daugh-
ter is because if they had a boy he
would naturally be a son-of-a-gun.
Walter B. Casler, for the past year
manager of the Northern Electric Co,
has resigned his. position and the
vacancy has been filled by R. D.
Newell, who entered upon his new
duties March 1. Mr. Newell is an oll
hand at the business, having been in
the employ of the Edison Sault Elec-
tric Co, for the past nine years as
superintendent of the meter depart-
ment. He is a young man of ability
and his many friends are pleased to
know of his advancement. Mr. Cas-
ler, former manager, is also one of
our popular young men. He has not
as vet stated what he will engage
in in the future, but as he is a model
young man his friends hope to see
him remain in the Soo.
From all accounts Soo Junction
was the scene of a lively party last
week, when Wm. Eyers, the jovial
proprietor of the Junction Hotel, gave
a pedro party to about thirty of his
friends. There was good music and
the supper served after the games
was one of the best spreads ever put
up at the Junction. Those fortunate
enough to be the guests tell us that
the occasion was a happy event and
lone to be remembered.
The many friends of Frank B.
Kaltz, one of our popular young at-
torneys, were pleased to learn that he
is now assoc‘ated with Francis T.
McDonald, one of our talented ora-
tors and considered one of the
shrewdest lawyers in the State as well
as a keen politician. Mr. Kaltz egrad-
uated from the University of Michi-
gan law department and before com-
ing to the Soo was connected with a
law firm in Detroit for one year. The
new firm have the best wishes of their
many friends for a bright and pros-
perous future.
The sad news from De Tour has
just reached us, announcing the death
of Mis. ©. EH. Watson, wife of T.
H. Watson, one of De Tour’s best
known citizens, who passed away
February 19. She was one of the
oldest residents at De Tour and was
well known throughout the surround-
ing country and her death was a
shock to the community. Although
she had been ailing for a number of
years, she never gave up and much
hope. was entertained for her recov-
ery until this sad news reached us.
She is survived by her husband, moth-
er and two sisters. She was always
an active member in church and so-
cial affairs and the surviving mem-
bers have the sympathy of the entire
community,
A. B. MacDonald, one of our re-
spected citizens and pioneer railway
construction engineer, passed away at
his home, 520 Ashmun street, last
week. Mr. McDonald’s sudden de-
mise came as a sheck to his many
friends here, as he appeared to be in
the best of health the day of his
death, and after eating a hearty din-
ner left home to take a walk down
the street, when he suddenly fell over
and when a physician arrived he had
already expired. He _ had been a
chronic sufferer from asthma for sev-
eral years and the attending physi-
cian declared the cause of death was
Number 1641
a cold which settled on him. He is
survived by a wife, two sisters and a
brother, who have the sympathy of
the community. The body was tak-
en to Canada for burial.
Word has been received that the
members of the Milwaukee Merchants
and Manufacturers’ Association, who
are to make a tour of the Upper Pen-
insula, will take in the Soo and ar-
rangements will be made later to en-
tertain the visitors.
The Canadian Soo is feeling very
jubilant over the announcement that
it has been definitely decided that the
Canadian Soo will be the mobiliza-
tion headquarters for the new over-
seas contingent, as it was understood
the contingent would mobilize else-
where.
The Elks’ booster. committee is
among the busiest bunch on record
here for some time. It is makiny
great preparations to wzet the 1916
convention for the Soo, and from all
accounts it will be successful this
time, as it never was in better con-
dition to take care of the convention.
The many friends of Jack O*Neil,
the well-known pioneer traveling
man, who has been missing all win-
ter, are pleased to see him once more
on his return to the city, after hav-
ing spent a most desirable winter at
Shelidrake, where he was manager
of the Shelldrake hotel.
Will'am G. Tapert.
—_—_.--__—
Meeting of Federation of Retail Mer-
chants.
Buchanan, March 2.—I would thank
you to add to your column in the
Tradesman “Coming Conventions to
be Held in Michigan” the following:
“The Michigan Federation of Re-
tail Merchants will meet in Grand
Rapids for permanent organ‘zation
March 18.
I thank you for the interest shown
in Our association and will add that,
as you doubtless recall, this Federa-
tion has been trying to exist for some
three years, but we have been on
the wrong track most of the time,
but finally we have seemed to strike
a chord that vibrates in harmony, and
I am firmly in hopes that the meeting
which is being called for permanent
organization will be all that we hope
for and I believe it will.
I am enclosing a copy of the new
constitution and by-laws that will
give you a better idea of it than
I could write in a letter and will say
that the membership of this associa-
tion is to be made up of the officers
of the other State associations, and
we have twelve associations pledged
to meet us for organization.
This being a meeting for organiza-
tion, there is no fixed programme and
the principal part of the bus‘ness
will be to make plans for the work
in the immediate future, to adopt ar
change the constitution and by-laws,
elect new officers, appoint commit-
tees and get in shape to begin a line
of work that is simply co-operation
among all organized retail associa-
tions in Michigan.
If all goes well, we will likely have
thirty to fifty people there, and they
will be the live ones, as you may
guess, being officers of the other as-
sociations, and I am hoping that it
will do some real good. I presume
we will get the work all done in the
afternoon and evening of the day on
which the meeting is called.
E. S. Roe, President.
MICHIGAN
TRADESMAN
March 3, 1915
Get the Habit of Studying.
Some claim that “Merchants are
born, not made.” Scientists tell us
that we inherit nothing only tenden-
cies, and whatever we are is devel-
oped by outward influences. Some
authorities claim that it takes “fif-
teen years to make a business man;
five years to know what goods and
clerk hire total; five years to know
the cost to keep store; five years to
recognize profit and stand up for it.”
In the face of the first, statisticians
declare that 95 per cent. of the retail
merchants fail at some time in their
career. It is certainly fair to assume
that some men engaged in the retail
business have made a mistake in de-
' ciding what they were “born” to do.
With the second claim we can bridge
those years, and I shall endeavor to
offer a partial remedy, a shorter and
less expensive way, whereby we can
stop guessing at success.
It is only comparatively recently
that there has been crystalized into
action a recognized need, for spe-
John I. Bellaire.
cific, practical training for merchants,
in order to educate them to a scien-
tific understanding of the basic prin-
ciples of modern merchand‘sing. The
man whose business it isto buy and
sell goods, in order to gain the highest
possible efficiency he is capable of
must have technical information rela-
tive to the methods of manufacture,
know where the raw materials come
from, under what circumstances they
are handled, and the nature of their
journey, whether it be long or short,
from producer to consumer.
Here is a chance for us to make
better salesmen of our clerks, by in-
ducing them to teach themselves
everything they can learn about the
different kinds of merchandise car-
ried in the store. As the situation
now exists in this country the mak-
ing of merchants is largely in the
hands of those now engaged in the
retail business. There is little that is
new in merchandising methods. Suc-
cess comes through selecting and ap-
plying to our own store the plans
and features that other merchants
have found practical and profitable.
There are standard books on nearly
every phase of retailing that are an
inexhaustible mint to merchants who
will read and apply them. There
are also weekly and monthly publica-
tions devoted to every class of mer-
chandise, which collect and print hints
on advertising and selling that are
priceless to those who have the good
sense to read and apply them.
Where one merchant does. read
them there are a hundred who do not.
This is one of the big reasons why
there are so many small successes
in retailing. In business, as in all
other vocation, “knowledge is pow-
er,” and knowledge comes from ex-
perience, observation and _ study.
Knowledge is of no practical value
unless it can be applied. Then it
becomes wisdom. The business man
who knows about business manage-
ment in general which he does not
specially apply to his own affairs ne-
glects to help himself in the easiest
of all ways—profiting by the thought
and experience of others. He is as
unwise as he would be if he had a
store full of merchandise and allowed
it to lie there untouched year after
year.
Thought, theory and experience are
the raw materials of business man-
agement. Commencing on this, many
a merchant has knowledge that he
does not utilize; it is “idle money.”
If it has no interest for him, let him
communicate it to others; this is
largely the purpose of our National
Commissary Managers’ Association
work. This exchange of ideas is a
wonderful educative force for us all
who belong and attend the annual
meetings of our association which
are becoming more and more import-
ant from the educational standpoint
with every year that passes.
We read articles of merit, those
that contain labor-saving, money-
making, or otherwise valuable ideas.
We may express ourselves as pleased,
but if we fail to utilize them, either
directly or through our clerks, little
gain is to be made. We show lack
of initiative, we ought to have passed
them along and given our clerks an
opportunity to make the proper use
of them. To profit by the experience
of others is to get in line with pro-
gressive thought.
Business books and trade papers
help us to think, originate, and pros-
per. We should begin to co‘n money
from this free mint. We should se-
lect a few standard books on retail-
ing, and read them one at a time. If
we select the right books we will get
more from them in our second read-
ing than from the first, and more yet
from successive readings. We should
master one book before we begin an-
other.
The value, to us of any of these val-
uable and helpful books, trade papers
and magazines, depends entirely upon
how well we digest them. Every stu-
dent of law reads Blackstone, yet few
lawyers are Websters. of Choates.
Just as there is more gold in the
bowels of the earth than ever will be
mined, so there is more ready money
in good business book and trade paper
than any one mind will ever mint.
We should take a good live weekly
and a reliable monthly trade paper
published in the interest of our busi-
ness and begin to coin the business
ideas they present into ready cash.
Read them w'th a blue pencil in hand
and mark everything that looks good
to us. Scan them closely for mar-
ket reports, merchandising move-
ments good _ selling plans, special
sales, window displays, and for ad-
vertising suggestions. We will find
plenty of them. Make a few scrap
books from wrapping-paper and label
them so you can readily find the clip-
pings.
If we want to become better mer-
chants we should be ever on the alert
for useful information that will assist
us in any way to improve our knowl-
edge. In conclusion let me quote the
words of A. F. Sheldon when he said:
“Man is made after he is born. He
begins with little faith—he develops
great faith; he begins with little cour-
age—he develops great courage; he
begins with little intelligence—he de-
velops great intelligence; he begins
with little love—he develops great
love; he begins with little business;
—he develops a - great business;
he begins a clerk—he develops a mer-
chant prince.”
All men are natural born. But
watch the man who has cultivated the
study habit. How quickly he passes
by his fellows. Ere long we see him
on the mountain tops. His success
is due in a large measure to the ac-
tual practical knowledge he has ac-
quired; but in addition the exercise
and development of his brain and
mind by study have given him a men-
tal readiness and facility that the un-
cultivated man does not possess.
John I. Bellaire.
Copyrighted by American Lumber-
man.
The difficulties between Henry C.
Bryant and Kalamazoo parties inter-
ested in the Grand Rapids Bread Co
are reported to have been settled, and
Bryant is said to have relinquished
the trade style. At present he is con-
ducting the business under his own
name. New machinery and an addi-
tion have been installed at the old.
Peter Braun bakery on Lexington
avenue and Mr. Bryant states that a
new trade style will be adopted soon
and the business carried on under a
new management.
—_2+ s__
Arthur R, Squires, of South Bend,
Ind., formerly employed as manager
for the South Bend Rubber Co., has
started the Squires Rubber Co. at the
stand recently vacated by Arthur J.
Plumb on South Division avenue. He
will carry a general stock of auto-
mobile rubber goods, raincoats, etc.
—_2 + 2___
James Heyner, for some time in
the dairy business near this city, has
sold out his dairying interests and has
purchased a half interest in the gro-
cery stock of Julius Bohr at 901
Bridge street. The business is now
being conducted under the style of
Bohr & Heyner.
—_2---—__
Harry Zeef, proprietor of the Ideal
gravel pit on Walker avenue, and who
has also been conducting a dry goods
store on West Leonard street, states
that he is closing out the dry goods
stock.
Review of the Businéss Interests of
Empire.
Empire, March 1.—Empire has a
population of 800, is situated on the
shore of Lake Michigan and on the
M. & N. E. R. R,, in Empire town-
ship, Leelanau county, twenty-eight
miles southwest of Leland, the coun-
ty seat, and about the same distance
from Traverse City. Empire has the
largest sawmill on the east shore ot
Lake Michigan with a cutting capacity
of 75,000 feet per day, owned and
operated by the Empire Lumber Co.,
which also :furnishes power for the
village electric lighting system. Has
cement walks, Methodist and Catho-
lic churches, four general stores, hard-
ware and implement store, drug store,
two meat markts, furniture and un-
dertaking establishment, bank, two
barber shops, moving picture show,
town hall, Maccabee hall, newspaper,
public garage, two livery stables, a
good hotel (the Western) and best
schools in the county up to the 12th
grade. Empire boast of a fair grounds
association that is self supporting.
Fruit raising is engaged in quite ex-
tensively, one orchard consisting of
forty acres of cherries and apples,
owned by E. Harvey Wilce, which
netted him between $7,000 and $8,000
the past year. The Grand Traverse
Fruit Co. has 15,000 acres of fruit
lands for sale. E. J. Warren is Presi-
dent of the company, with main offices
at Detroit. Mr, Warren is at Empire
during the summer.
Nessen Brothers (H. L. and A.),
formerly in the mercantile business
at Glen Arbor, succeeded the Empire
Lumber Co. in the same _ business
about eight years ago. They have
large, commodious quarters and car-
ry a complete line of everything usu-
ally found in a general store. They
are also extensive dealers in all kinds
of farm produce and manufacture up-
wards of 5,000 apple barrels yearly,
which are used principally by them-
selves in the shipping of apples.
John Joseph, successor to Joseph
Bros., dealers in general merchandise,
two years ago moved the old store
building back and replaced it with a
nice large one-story structure, put in
an up-to-date front and now has an
excellent store,-well stocked with sea-
sonable goods.
Sam Joseph has just completed a
large two-story building, which he
will occupy with a stock of general
merchandise and meat market. He
has installed a new up-to-date cooler
for the market and is rapidly getting
his stock in shape to do business.
L. E. Collin carries a large stock
of hardware and farm implements.
has a very atractive store and is well
prepared to meet the requirements
of the people in that vicinity.
John Fry has a very complete stock
of general merchandise and has a
good store front and interior. His
stock is well and attractively dis-
played, which helps very materially in
the sale of the same.
Charles King, proprietor of King’s
pharmacy, has a very neat little drug
store, well stocked with everything
in his line.
The Empire State Bank is a sub-
stantial institution of the village,
has very comfortable quarters, and
the Cashier, Frank Hardy, very con-
servatively administers the affairs of
his office.
Deering & Payment are exclusive
meat dealers.
George Johnson is a cigar manu-
facturer and conducts a billiard and
pool hall.
A. Johnson conducts a bakery and
ice cream parlor.
A majority of the business men not
only subscribe for the Tradesman,
but they read it and profit by the
valuable information it contains.
W. R. Wagers.
_—— oo
The Nowaczyk Handicraft Furni-
ture Co. has increased its capital
stock from $6,000 to $20,000.
laos yale AiNMACaAcaaaR aay
cing CNR PTR tS a SR
j———
eeeernens
lt ise
March 3, 1915
NOT AFRAID OF THE CARS.
Strong Position Maintained by At-
torney General Fellows.
At a recent hearing of the railway
passenger rate matter at Lansing At-
torney General Fellows spoke as fol-
lows:
“I have but a few thoughts in
mind,” said Mr. Fellows... “One is
this: In my humble opinion, there
is not a member of this committee,
nor a man in this capitol, who knows
anything at all about the conditions
of the railroads which would entitle
them to cast a vote to change the
present rates. For years and years
the railroads were knocking at the
doors of this Legislature. In 1907,
with adequate information, I believe,
the Legislature placed the passenger
fares at 2 cents. To-day the rail-
roads are knocking at the doors again
asking an increase. They have pre-
sented their case. Nobody has pre-
sented any case for the people. Shall
we now, without information, again
change the passenger fares? °
“In my judgment it is the business
of this Legislature to secure infor-
mation and to show’ something of
what I mean, I may tell you of two
matters in which the State now is in-
terested. The Legislature of 1911 or-
dered the Duluth, South Shore & At-
lantic to go upon a 2 cent fare basis.
The road secured an injunction to
prevent the act taking effect. For
three years and a half we have been
trying to determine whether a 2 cent
fare is adequate for that road or not.
Shall we now in the few weeks of
this Legislature undertake to settle
a similar question for all the roads of
Michigan on the statement of the rail-
roads only?
“Now, in this case, the railroads
and the State have prevented a great
mass of widely divergent figures. I
will not say now that the figures pre-
sented to your committee by the roads
are not correct, but in the D., S. S. &
A. case our expert holds that the
road has charged $224,000 to opera-
tion and maintenance which ought to
have been charged to betterments in
the last two years. I do not say that
the figures of the railroads are in-
correct, but I do hold that ours are
correct.
“In this case, too, our expert holds
that this road should charge $112,000
a year to dining and sleeping car ser-
vice which it is now charging against
the passenger service. We hold that
such luxuries as this should not be
charged against the transportation of
the man who rides in the day coach
and carrtes his luncheon in a shoe box.
“I want to be very clearly under-
stood as saying that in my opinion
there is not a man in this capitol to-
day who knows anything about the
situation and that before the Legis-
lature votes to change the passenger
fare rates it ought to have some data
presented it by the Railroad Commis-
sion or some other organization not
representing the railroads. If I were
a member of the Legislature I should
most certainly vote to ask the Com-
mission to make the necessary in-
vestigation.”
MICHIGAN
“What about the condition of the
Pere Marquette,” asked —
tive Frank Stevens.
“You may not agree with me on this
matter,” responded Mr. Fellows. “The
road officials claim the Pere Mar-
quette must be dismembered unless it
is given relief. I can imagine a whole
lot of things worse than that the Pere
Marquette should be dismembered. In-
deed I do not think that would be
the worst thing that could happen
to the road or to Michigan. I never
have been able to understand why a
man who gets upon the Pere Mar-
quette here in Lansing and goes to
Detroit or to Grand Rapids should
be expected to help pay for hauling
a load of logs from some little town
up North to another,
“Indeed I may add that receiver-
ships has been something of a chron-
ic condition with the Pere Marquette
long before it bore that name. The
history of the road shows that it is
composed of a large number of small
roads linked together.. These small
roads generally went through several
receiverships during the course of
the financing and bonding operations.
It continues to maintain that pace.
It desires an increased revenue to
make good some of its former financ-
ing operations. I am entirely unable
to understand why the Legislature
should pass laws to maintain a sys-
tem conceived in sin and born in in-
iquity.”
When Grant Fellows had complet-
ed his talk it was quite apparent to
most persons present that the rail-
road rate bill will have harder sled-
ding than it would otherwise have
had. Indeed some State officials has-
tened to certain representatives -
the railroads and said:
“Grant Fellows has cut our goose’s
neck clean off.”
Fellows Big Factor.
“This fight reminds me _ of old
times,” said Henry E. Chase, former
Deputy Attorney General, who was
in Lansing recently. “It is the big-
gest fight this State has seen since
1907, when we passed the 2 cent fare
law. And if Grant Fellows starts
out to kill this bill for an increase he
will most certainly do it, because he
has the stuff right there in his office
with which to do it. I don’t know
whether you folks know it, but these
figures given by the railroads are but
one set. They make one report to
the stockholder, another to the bond-
holders, a third to the Railrod Com-
mission, a fourth to the State Tax
Commission, and here is another for
the purpose of getting an increase in
passenger fares. Before this session
of the Legislature is over with you
are going to see a battle which will
make you think of the old days, only
it will be run on a little different lines
than it used to be.”
Meantime the railroads are about
to have some opposition from out in
the State. Literature is being sent out
now through the Gleaners. Grant Slo-
cum has had prepared 100,000 copies
of an argument against the increase
by Mr. Chase, and these are being
sent all over Michigan to offset the
TRADESMAN
petitions which the railroads are cir-
culating and heaping upon the mem-
bers of the Legislature.
———@--o——————
The Passing of the Superlative.
Three ' large wholesale grocery
houses in this city each have a private
brand covering a lot of articles, and
each has a sort of slogan to advertise
the brand. These slogans run as fol-
lows:
“Best Things to Eat.”
“The World’s Best.”
“Finest Food ~ Products in the
World.”
This sort of things is far too fa-
miliar to the public to excite inter-
est, but any person who stops to think
about the subject must feel that great
liberties are being taken by advertis-
ers with the word “best.” The prac-
tice is revealing as to the failure of
advertising to always accomplish the
expected. Here are three wholesale
houses within speaking distance of
each other and each has the “best”
goods in the market. Wonderful!
And probably an investigation in other
parts of this city, or in other large
trade centers, would reveal dozens
of wholesale grocers with “best”
goods offering to the retailers.
Retailers frequently make the same
mistake, and deprive their advertising
of much of the strength it otherwise
would have. Speaking roughly, the
great advertising fault of the day is
the exaggeration which is discounted
by the public, but nevertheless weak-
ens every statement in which it ap-
pears,
What in the name of common sense
is the good of expert treatment of
advertising for the instruction of busi-
ness men—the seeking for the petty
weaknesses of phraseology or typog-
raphy—when the great fact staring
everybody in the face is the self-evi-
dent failure of the goods or service to
measure up to the claims made in
the advertising?
Probably nine-tenths of all adver-
tising would be the better for being
toned down. The word “best” should
be totally eliminated. The use of
the superlative should cease. As the
most that the public can expect from
any dealer is full value for the money,
the stress should be laid upon the
“value” and even then the dealer will
have his hands full, trying to live up
to his advertising.
Exaggeration is a weakness, and it
is hard enough to put forth good
strong advertising under any circum-
stances without deliberately diluting
one’s statements with claims that a
schoolboy would laugh at.
How much “best” coffee there is
advertised at 25 cents a pound! The
same coffee advertised as “full value”
or “money’s worth” coffee might
prove a business-making proposition,
while offered as the “best” it could
only appeal to congenital idiots.
In the present state of things the
question of advertising for the dealer
resolves itself into a question of
whether his goods or service are
worth advertising. Even when the
note of exaggeration is struck but
lightly most grocery stores need a
jacking up in some respects in order
to pay for advertising, but when the
superlative is omitted and “value” is
played up the average grocery busi-
ness can be advertised with profit.
One of the rare newspaper adver-
tisements of groceries in this city
appeared the other day in the Eve-
ning Mail. It described the estab-
lishment of the .advertisers as the
“Most modern and sanitary grocery
store in the city. Every convenience
for the service of my patrons.”
It is just possible that this ad-
-vertiser has not overstated the claims
of his store to distinction, but it is
hard to believe that the public, so
surfeited with exaggerated advertis-
ing, will swallow those claims. Con-
sumers will surely have to be shown.
We would rather have expressed
our ideas of the attractiveness of the
store Something like this: “I think
I have just the neatest and most in-
viting store that could be fitted up
for the money. Won’t you call and
see for yourself:-_N. Y,
cer.
Ideal Gro-
——2-___
Quotations on Local Stocks and Bonds.
Public Utilities.
Bid 4a
Am. Light & Trac. Co., Com. 304
Am. Light & Trac. Co., Pfd. 107 110
Am. Public Utilities, Pfd. 62 64
Am. Public Utilities, Com. 30 33
Cities Service Co., Com. 50 53
Cities Service Co.. Pfd. 50 51
Comw’th Pr. Ry. & Lt., Com. 53% 55
Comw’th Pr. Ry. & Lt., Pfd. 81 83
Comw’th 6% 5 year bond 99 101
Holland St. Louis Sugar 4 6
Michigan Sugar 50 55
Pacific Gas & Elec. Co., Com. 40 43
Tennessee Ry. Lt. & Pr., Com. 7 9
Tennessee Ry. Lt. & Pr., Pfd. 33 37
United Light & Rys., Com. 44%, 46
United Light & Rys., 2d Pfd. 65 67
United Light & Rys.. 1st Pfd. 68 7
United Light 1st and Ref. 5%
bonds 82 85
Industrial and Bank Stocks.
Dennis Canadian Co. 0 90
Furniture City Brewing Co. 50 60
Globe Knitting Works. Com. 130 140
Globe Knitting Works, Pfd. 98 100
G. R. Brewing Co. 90 110
Commercial Savings Rank 216
Fourth National Bank 215
G. R. National City Bank 169 =175
G. R. Savings Bank O55
Kent State Bank 245 250
Old National Rank 199 38195
Peoples Savings Bank 250
March 3, 1915.
a
Butter, Eggs, Poultry, Beans and Po-
tatoes at Buffalo.
Buffalo, March 3.—Creamery but-
tet, fresh.28@32c; dairy, 22@28c; poor
to good, all kinds, 18@22c.
Cheese — New fancy, 154@16c:
new choice, 144@15c; held fancy,
161%44@17c.
Eggs—Choice fresh, 22@23c.
Poultry (live) —Cox, 11@12c; fowls
15@17c; geese, 14@16c; turkeys, 16@
20c; chicks, 15@17e; ducks, 18@19c.
Poultry (dressed) — Turkeys, 20@
24c; chicks, 16@18c; fowls, 16@18cj
ducks, 18@20c; geese, 13@15c;
Beans—Medium, new _ $3. oo
pea, $3.30; Red Kidney, $3.50@3.65;
White Kidney, $3. 50@3. 75; pi
row, $4.
Potatoes—30@35c. per bu.
Rea & Witzig.
—_—>2.___
George R. Cole, proprietor of a
grocery store at Carrier street and
College avenue, has started in the
garage business at 7 West Fulton
street, the stand formerly occupied
by the Grant agency.
——_>-+>____
Ray W. Longfield and Fred N. Wil-
lard, formerly employed as draftsmen,
have started the Craft Shop at 10 Bur-
ton street, doing general wood work
and repairing.
3 ;
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MICHIGAN TRADESMAN
=—— Samal
aa
Movements of Merchants.
Big Rapids—George W. Hall has
opened a bakery at 206 Maple street.
Elberta—The Elberta Co-Operative
Co. has engaged in the grocery busi-
ness.
Allegan—E. E. Martin succeeds
Renick & Tiefenthal in the meat busi-
ness.
Mayville—Walter Blair, of Lapeer,
has engaged in the bakery business
here.
Bangor—Frank Overton succeeds
J. W. Pennell in the coal and wood
business.
Jackson—Mrs. B. C. Hoffnagle has
opened a millinery store at 1422 East
Main street.
Onondaga—M. L. Clay has closed
out his meat stock and will retire
from business.
Freeport—Miss Iva Hulliberger
will engage in the millinery business
about March 15.
Laingsburg—George Byam, grocer,
died Feb. 28, following an illness of
but a few days.
Otsego—Carl Swartz has engaged
in the garage business under the style
of the Swartz Auto Co.
Detroit—The K. C. B. Co., has
changed its name to the Kerosene
Burning Carburetor Co.
Ovid—The Durand Fruit Co. will
engage in the fruit and confectionery
business here about March 15.
Copemish—A. H. Loken has sold
his jewelry stock to H. A. Streeter
who will continue the business.
Saranac—T. G. Mercer & Co. suc-
ceed Mercer, Wallington & Co. in the
dry goods and grocery business.
Scottville—Reader & Co. have op-
ened a general store here under the
management of Talcott R. Reader.
Pentwater—Ed Hughes has_ sold
his meat stock and fixtures to Florin
L. Fuller, who has taken possession.
Saginaw—Joseph A. Izzo has en-
gaged in the cigar and tobacco busi-
nessat 126 South Washington avenue.
Grand Haven—Juistema & Ver-
hoeks are closing out their stock of
shoes and will retire from business.
Menominee—Joseph W. Witte has
gone into bankruptcy. His liabilities
are $1,085.50 and his assets about $600.
Otsego—Misses Clara and Marie
Shier have formed a copartnership
and engaged in the millinery busi-
ness here.
Jackson—Clyde G. Lee has as-
sumed the management of the Ne-
wark Shoe Co. store in the Otsego
block.
Evart—Rogoog & Smalley have
‘engaged in the clothing and men’s
furnishing goods business in the Dea-
cey building.
Honor—R. W. Devereaux has op-
ened a harness and shoe shop here,
after an absence of nine years from
the business world.
Charlotte—The F. A. Jones Co. has
leased a store building on Main street
and will occupy it with a stock of ba-
zaar goods about March 15.
Bay City—Robert Woodworth, re-
cently of Lansing, has purchased the
Frank B. Scheurmann shoe stock and
will take possession March 8.
Zeeland—Van Zoeren & Faber will
open a meat market in connection
with their general store under the
management of Henry Faber, Jr.
Laurium—Fred N. Molitor, dealer
in novelty goods, has filed an appli-
cation in bankruptcy. His liabilities
are $1,554.81 and his assets are $1,250.
Kalamazoo—Thieves entered the
John F. Muffley shoe store, at 132
South Burdick street, and robbed the
cash register but did not disturb the
safe.
Ionia—W. D. Pierce has sold his
interest in the Pierce Coffee Co. to
C. H. and A. H. Pierce. The busines:
will be continued under the same
style.
Kalamazoo—H. Bennett & Cx.
have opened a furniture store at the
corner of Edwards and Water streets
under the management of Arthur H.
Bennett.
Wayland—Frank A. Burlington has
sold his store buildings, grocery stock
and bakery, to John Schipper, recent-
ly of Grand Rapids, who has taken
possession.
Battle Creek—D. P. Parrish and
William Lusk have formed a co-part-
nership and engaged in the furnace
and sheet metal business on East
Main street.
Owosso—Floyd Everetts has pur-
chased the grocery stock of A. D.
Beardsley and will continue the busi-
ness at the same location on East
Oliver street.
Houghton—Harry Marks has sold
his cigar and confectionery stock to
Charles E. Avery, who will continue
the business at the same location on
Sheldon street.
Eaton Rapids — Harvey Capron,
who conducted a jewelry store here
for the past forty years, died at his
home Feb. 25 as the result of a
stroke of apoplexy.
Marshall — W. E. Bosley & Son
have sold their stock of hardware and
stoves to L. C. Hartenburg and B. J.
Fowler, of Eaton Rapids, who will
continue the business.
Lansing — Daniel Carpenter has
purchased the Wolverton bakery
from Stephan Gauss and will continue
the business at the same location on
East Franklin avenue.
Charlevoix—Myrtle T. Gonser has
sold her interest in the C. I. & M. T.
Gonser stock of bazaar goods to her
partner, who will continue the busi-
' ness under his own name.
White Cloud—J. N. Patterson has
purchased the interest of his broth-
er, W. E., in the meat stock of Pat-
terson Bros. and will continue busi-
ness under his own name.
Lincoln—The Farmers Co-opera-
ative Store has been incorporated
with an authorized capital stock of
$1,000, of which amount $440 has been
subscribed and paid in in cash.
Port Huron—The Meisel Co. has
been incorporated to engage in the
sale of merchandise, with an author-
ized capital stock of $10,000, all of
whch has been paid in in cash.
Hastings—Burglars entered the J.
T. Pierson & Son department store
and, after carrying away considerable
stock, set fire to the building. Loss,
about $8,000, covered by insurance.
Jackson—Charles F. Hoffman has
closed out his drug stock in Owosso
and will assume the management of
the drug store of his brother, Harry
H. Hoffman, who died here recently.
Ionia—Evart Post has sold his in-
terest in the Justice & Post agricul-
tural implement stock to Arthur
Justice and the business will be con-
tinued under the style of Justice Bros.
Cheboygan—J. I. St. Jean, under-
taker and picture frame dealer, has
purchased the Fexar stock of pic-
tures, frames, moldings and art good3
and will consolidate it with his own.
Tustin—Everett Quigley has pur-
chased the feed mill and stock of
Locey & Son and will continue the
the business, opening a garage in con-
nection.
Allegan—Lynne Cook has _ pur-
chased the interest of William S.
Godfrey, in the Cosier & Godfrey
drug stock and the business will be
continued under the style of Cosier
& Cook.
Detroit—The Home Coal Co., fuel
dealers, has been incorporated with an
authorized capital stock of $3,000, of
which amount $2,000 has been sub-
scribed, $1,000 paid in in cash and
$1,000 in property.
Hloward City—T. N. Feldt & Co,
recently of Saranac, have purchased
the D. W. Clapp grocery stock and
will continue the business. Mr. Clapp
will devote his entire attention to the
automobile business.
Freeport—Charles J. Corson and
LeVant Newton, both of Middleville,
have formed a copartnership under
the style of Newton & Corson and
will engage in the meat business
about March 15 in the Dawson build-
ing, which they have purchased.
Alpena—The Cronin Co. is begin-
ning to receive the goods ordered for
its opening stock. The furniture was
purchased in the Grand Rapids mar-
ket, the dry goods will be supplied
by the J. V. Farwell Co. and the gro-
ceries will be furnished by the Bay
City branch of the National Grocer
Co.
Hancock—William Merila, William
Aho, and Matti Erkkila, engaged in
the grocery business here, have filed
a voluntary petition in bankruptcy
in the United States District Court.
Their liabilities are given as $5,654.04
March 3, 1915
and their assets as $9,825.23. Unpaid
accounts constitute the greater part
of their assets.
Mt. Pleasant—C. W. Campbell &
Son have merged their hardware, car-
pet and furniture business into a stock
company under the name of the C.
W. Campbell Mercantile Co., with
$60,000 capital stock—$20,000 prefer-
red and $40,000 common. All of the
stock is subscribed and $48,000 has
been paid in. The principal stock-
holders are as follows: C. W. Camp-
bell, $35,000; Michael E. Kane, $15,-
000; Vern V. Moulton, $6,000; Willard
C. Campbell, $4,000.
Edgerton—Ernest W. Bratt, gen-
eral dealer, has the sympathy of the
trade in the loss he has sustained by
the death of his wife, whose maiden
name was Julia Stevens. Mr. and
Mrs. Bratt had been married about
twenty years and had two daughters,
both of whom are married and settled
for life.. The funeral will take place
at the church here Thursday fore-
noon. Special services will be held
in the afternoon at the home of the
sister of the deceased, Mrs. R. V.
Smith, 1260 North College avenue,
Grand Rapids. Interment will be in
Fairplains cemetery.
Manufacturing Matters.
Detroit—The Storms Electric Car
Co. has increased its capital stock
from $10,000 to $20,000.
Benton Harbor—The Benton Har-
bor Malleable Foundry Co. has in-
creased its capital stock from $270,000
to $300,000.
Detroit—The Allmade Bakeries Co.,
manufacturer of food products, has
increased its capital stock from $100,-
000 to $300,000.
Crystal Falls—The Crystal Falls
Creamery Association has been in-
corporated with an authorized capi-
tal stock of $10,000.
Manistee—The Innovation Insole
Co. has been incorporated with an
authorized capital stock of $4,000, all
of which has been paid in.
Muskegon—The Madison Manufac-
turing Co. has been incorporated with
an authorized capital stock of $15,-
000, of which amount $11,700 has been
subscribed and $3,050 paid in in cash.
’ Detroit—The Ideal Creamery Co.
has been incorporated with an au-
thorized capital stock of $10,000, all
of which has been subscribed, $4,-
650 paid in in cash and $1,965 paid in
in property.
Yale—The Yale Milling Co., manu-
facturer of flour, has been incorporat-
ed with an authorized capital stock
of $12,000, all of which has been sub-
scribed, $2,000 paid in in cash and
$10,000 paid in in property.
Lansing—The Fallek Safety Ap-
pliance Co., manufacturer of automo-
bile accessories and supplies, has
been incorporated with an author-
ized capital cost of $100,000, of which
amcunt $50,000 has been subscribed
and $10,000 paid in in cash.
Lansing—The Perry Brothers Cor-
poration, manufacturer and dealer in
automobile supplies, has been incor-
porated with an authorized capital
stock of $2,000, of which amount
$2,000 has been subscribed, $1,000
paid in in cash and 1,100 in property.
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March 8, 1915
MICHIGAN
Review of the Grand Rapids Produce
Market.
Apples—The price from
$2.25@3 per bbl.
Bananas—The price is steady at $3
per hundred pounds. The price per
bunch is $1.25@2.
Beets—60c per bu.
Brussel’s Sprouts—20c per box.
Butter—The market on creamery is
about 1c lower than a week ago.
There is a good consumptive demand
for all grades. The quality of the
receipts is fully up to the season, and
the market appears to be healthy
throughout. There is still some but-
ter in storage, but it.is not particu-
larly wanted, and is being sold at
relatively lower prices. Fancy cream-
ery is now, quoted at 30c in tubs and
31c in prints. Local dealers pay 21c
for No. 1 dairy, 16c for packing stock.
Cabbage—60c per bu.
Celery—$2.35 per case of 3 to 4 doz.
for Florida; 50c per bunch for Cali-
fornia.
Celery Cabbage — $2 per
packages.
Cocoanuts—$4 per sack containing
100.
Cranberries — Cape Cod Late
Howes are steady at $5.50 per bbl.
Cucumbers—$2.25 per doz. for hot
house.
Eggs—Receipts of fresh are in-
creasing from week to week and
prices are on a comparatively low
level. The consumptive demand is
also increasng, but not enough to
prevent a steady decline in prices.
Present quotations are 4@5c below
those of a week ago. Future prices
depend largely on the weather, and
it will do so for some weeks to come.
Local dealers pay 18c for all arrivals.
Grape Fruit—$1.50@2 for Florida,
all sizes. Some dealers are offering
stock this week as low as $1.35. The
market is completely demoralized...
Grapes—Malagas, $6 per keg.
Green Onions—35c for Shallots.
Honey—18c per tb. 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 tb.; filberts
15c per tb.; pecans, 15c per tb.; wal-
nuts, 19c for Grenoble and Califor-
nia; 17c for Naples; Michigan chest-
nuts, 18c. .
Onions—The market is featureless
at $1 per 100 lbs. for red and yellow
and $1.25 for white; Spanish, $1.50
per crate.
Oranges—California Navels are in
large supply and demand at $2@2.50
per box for all sizes. Floridas fetch
$2.25@2.50.
ranges
dozen
Fresh Pork—Local dealers pay
7c for hogs ranging from 125 to 200
Ibs. and 7c for heavier.
Oyster Plant—25c per doz.
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@i3c
for fowls; 6c for old roosters; 10c for
geese; 10c for ducks; 14@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 Flor-
ida.
Sweet Potatoes—Kiln dried Dela-
wares command $2.25 per hamper.
Turnips—50c per bu.
Veal—Buyers pay 8@12c according
to quality.
o-oo
The Grocery Market.
Tea—The Japan market holds firm
and prices for medium and_ low
grades are higher than for some years
past. Cables from Colombo are to the
effect that all grades of Ceylons are
2 to 3c higher. Arrivals in the New
York market are picked up at once
at full quotations. The heavy Rus-
sian buying is, no doubt, responsi-
ble in large measure for the unusual-
ly strong market. Formosas are in
good demand at full prices and Chinas
are about 1c higher. The local mar-
ket is showing more life and some
larger sales are being made.
Coffee—Rio and Santos grades are
not materially changed from a week
ago, but the tone of the market is
certainly not firm, and if anything is
a trifle easier. Mild grades show no
special change for the week and 2
very fair demand. Java and Mocha
are unchanged, Mocha being rela-
tively very much firmer and higher
than Java, the cause for that being
the scarcity.
Canned Fruits—Little business is
being done in this market at pres-
ent, but, as supplies in first hands,
outside of apples, are comparatively
small, a firm feeling prevails, and in
gallon apples the market of late has
shown a better tone.
Canned Vegetables—Tomatoes are
fairly steady. The demand is only
fair. Both corn and peas are ent're-
ly unchanged on last week’s basis. In
other staples the movement of stock
into consumption is regulated by cur-
rent needs, but there seems to be no
TRADESMAN
pressure to sell from packing quar-
ters.
Canned Fish—The event in this
market at the end of last week was
the announcing of prices on the 1915
pack of lobster. Buyers had been
prepared to look for lower prices, but
the cut seems to have exceeded their
expectations. On some lines the re-
duction amounts to $2 a case and
others to at least $1. The cutting
off of European consumption by the
war has compelled packers to depend
almost entirely upon home consump-
tion for an outlet for the product.
Advices from packing quarters are
to the effect that producers will con-
fine their output to the probable re-
quirements of consumption and that
it is doubtful that prices will fall much
if anything below the opening quo-
tations. Salmon is seasonably quiet
on the spot and for shipment from the
Coast. With stock in packers’ hands
light, a firm feeling on forward ship-
ments obtains, and the spot market
is steady. Sardines, both imported
and domestic, are slow of sale at pres-
ent. However, supplies in first hands
are reported to be small, and a firm
feeling prevails.
Dried Fruits—Local buyers show
little interest in offerings of prunes
for shipment from the Coast of cur-
rent or 1915 crop. Coast holders’
views are firm on the basis of prices
heretofore named. Apricots are firm
but quiet and there is little doing in
peaches, but holders decline to make
concessions from the quoted prices.
There is reported to be a good job-
bing demand for both Persian and
Fard dates at the quoted prices, the
sale of cartons being rather heavy,
according to reports made by the
packers. Currants are firm in sym-
pathy with advices from Greece where
the tendency of prices is upward,
although, as the European consump-
tion is greatly curtailed because of
the war, leading operators here look
for a fluctuating market during the
spring and early summer _ season.
Stocks of Smyrna figs are selling well
and supplies of three and four crown
layers are said to be getting into
small compass. Bag figs are fairly
active and firm, as stocks available
are not large.
Rice—The feeling was better as a
result of the denial that an embargo
had been placed upon, sailings from
English ports, although the conges-
tion in London is not materially re-
lieved and foreign imports here are
checked. The Southern situation
shows no change for the _ bet-
ter, and full prices are asked on of-
fers. The better quality Honduras is
in request and commands high quo-
tations at the mill. Screenings are
light and firm, the same being true
of Blue Rose. Arkansas mills are pre-
paring to close down in a few weeks
owing to the exhaustion of rough sup-
plies.
Cheese—The market is steady and
unchanged, with a fair consumptive
demand. Apparently there is no rea-
son to expect any particular change
in price for some time. Skim milk
cheese is scarce and meets with a
steady sale at 3@5c below the price
of full cream.
Provisions—Smoked meats are in
light consumptive demand and the
market is barely steady, at a decline of
4c, this applying to all cuts. Pure
lard and compound are in slow sale at
unchanged prices. Dried beef, can-
ned meats and barreled pork are
steady and in light demand. No im-
provement in the condition of smox-
ed meats is likely until the demand
increases, which it probably will not
-do for a month yet.
Nuts—As usual at this season of
the year, between seasons, the mar-
ket on some lines of nuts is working
into a situation favorable to the buy-
er, largely because of the absence of
consuming demand. This is particu-
larly true of Tarragona almonds, sup-
plies of which have largely increas-
ed of late, while the demand from
consumers has been light. Filberts
are practically unchanged, although
demand at present is light. Brazil
nuts of the new crop are geting some
attention and interest is centered in
the first arrivals of new crop. Ac-
cording to advices received here ship-
ments from the primary market are
delayed and it is now said that the
first of the new goods will not reach
the market before the end of March
and possibly not until early in April.
The cause for the delay is not stated
in the reports received here from
Brazil. Walnuts in the shell remain
steady, although there is compara-
tively little demand for any variety
at present. Shelled nuts of all de-
scriptions are decidedly firm and ad-
vices received from French shipping
points indicate a continued upward
movement in prices on walnut meats,
particularly in halves, due to the light
supply available. The spot market
is accordingly strong although not
quotably higher.
Salt Fish—Norway mackerel are
about unchanged, prices ruling on a
comparatively low level. The sup-
ply seems to be largely controlled by
the Norway combination interests.
Irish mackerel are not in good de-
mand in this territory and rule about
unchanged. Cod, hake and haddock
are very dull on account of the warm
weather.
_—_—_2s2--2>______
Jackson—-The Briscoe Motor Co.
has leased the Cutting motor plant
and will occupy it at once. The
company plans to give employment
to 200 additional men, bringing its
force up to 1,000. The Briscoe Co.
has been considering removal from
Jackson, but the purchase of the ad-
ditional factory space in the city en-
sures a permanent location here.
—»- >.
S. A. Sears (National Biscut Co.)
leaves Thursday for Miami, Florida,
where he and Mrs. Sears will remain
about a week. They will return home
leisurely, visiting friends at Dayton,
St. Augustine and Jacksonville en
route.
———_.-.->—__
The Grand Rapids Merchandise &
Fixtures Co., which recently pur-
chased the Gannon-Paine Co. fix-
tures, has sold their entire stock to
the Voiland Clothing Co. of Topeka.
oS eT TEESE
DETROIT DETONATIONS
Cogent Criticisms From Michigan’s
Metropolis.
Detroit, March 1——Learn one thing
each week about Detroit: Perfumes
and toilet articles made in Detroit
each year would fill three of those
10,000 ton lake steamers.
Mrs. I. C. Gordon has purchased
the dry goods business of C. Kilborn,
1275 Mack avenue, and has taken pos-
session.
H. L. Richardson, general merchant
of South Lyon, was a business visitor
in Detroit last week.
John R. Wood’s ‘Michigan Rail-
way Guide for March has been issued
—and John is some railway guidist,
too.
The Upper Peninsula correspond-
ent writes our name James Goliah.
The lady that does our mending and
divides the salary checks with us says
the name is all right, but why the
“Go?”
F. L. Wulf, for the past five years
in the grocery business at Maybury
and Myrtle avenues, has disposed of
that business and has leased the re-
cently constructed store at 1934 Grand
River avenue and will occupy it with
an up-to-date dry goods and furnish-
ing goods stock.
A man in Mountain, Ark., offers to
give a 200 pound hog to anyone find-
ing him a suitable wife within ninety
days. He undoubtedly expects an
even exchange at least.
After a retirement of a few months
. from the road Sydney F. Pungs, for-
mer representative for Burnham,
Stoepel & Co., has again blossomed
forth with a new equipment, including
order books, expense books, fresh
smiles, etc., and the announcement
that he will represent the Adrian
Knitting Co., of Adrian, manufactur-
er of underwear. Mr. Pungs will call
on the retail trade exclusively. He
will make his headquarters in De-
troit and has opened an office at 214
Park building. “Syd’’ was very pop-
ular on the territory he formerly
covered and expressions of regret
were heard on all sides at the news
that he had decided to forsake the
road and the announcement that he
will again be back on the old terri-
tory will be received with pleasure by
his hosts of friends.
William Trowbridge, general mer-
chant of Cohoctah, was in Detroit
On a business trip last week. Wil-
liam is one of the few individuals
who is extremely thankful to be able
to visit Detroit—or any other place,
for that matter. Nearly a year. ago
he received a kick from a horse which
nearly decapitated him and caused his
interment in a hospital for many
months. Mr. Trowbridge is one of
those optimistic fellows whom it is im-
possible to keep down and he ex-
pects to live many years longer than
the young horse that kicked him.
At this time we wish to call at-
tention to the policy of the Trades-
man, as compared with most other
publications. In last week’s issue we
took occasion to take a fling at Billy
Sunday, who we still maintain—while
readily agreeing with the editor that
Mr. Sunday is a great preacher: and
has the happy faculty of saving souls,
temporary or otherwise—is one of the
greatest little money getters for him-
self of the day. The incident shows,
however, how broad minded the
Tradesman’s policy is, inasmuch as it
thoroughly disagreed with the article
mentioned. Unlike most any other
publication it allowed it to run, in-
stead of passing the blue _ pencil
through it. The Tradesman ‘is fear-
less in its own editorials in express-
ing its views, but is also broad mind-
ed enough to allow its readers to do
likewise through its columns.
S. L. Jackson, formerly with W.
Smalley Daniels, 870 Woodward ave-
nue, in the capacity of office man-
ager, has been appointed factory man-
MICHIGAN TRADESMAN
ager for the Detroit Engine Works.
George Fulwell, proprietor of the
Hotel Normandie, has leased the
Colonial Hotel, in Cleveland, and took
possession Monday. The hotel con-
tains 200 rooms and is located in the
center of the retail district. Mr. Ful-
well will divide his time between De-
troit and Cleveland.
Just when we think winter has dis-
appeared it bobs up like a submarine
and torpedoes our coal bin.
Firte in the plant of the Northwest-
ern Malt Roasting Co., caused by an
overheated malt roaster, did about
$6,000 damage last week.
M. M. Berry, of Montgomery, was
in Detroit last week in the interest
of his general store.
Charles Roe, of the Charle Roe
Commission Co., who died in this city
last Friday, was one of the oldest
commission men in the United States.
He was born in England seventy-five
years ago and came to this country at
the age of 16 years. At the time of
the civil war he sold horses to the
Government and from this beginning
he launched in the live stock business.
A widow, two sons and five daughters
survive.
T. H. Howlett of Gregory, was a
business visitor in Detroit last week.
Duncan Walker, former traveling
salesman for the National Can Co.,,
and Frank Knupfer, for years super-
intendent of the same concern, have
Charles W. Reattoir.
organized the Cadillac Can Co., at
1330 Twelfth street. Although the
company has been organized but a
few weeks, the business so far has
exceeded their most sanguine expec-
tations. They will manufacture a
general line of tin cans such as are
used by cigar, tobacco and_ coffee
manufacturers.
History again repeats itself: First
we read a letter from the Mears ex-
correspondent and the following week
one of the correspondents mentions
the roller towel.
The less a fellow says the more
people want to hear him.
The sad news of the death of Rob-
ert P. Thomas, last Friday in Ann
Arbor, was announced in the papers
of that date. Mr. Thomas was one
of the best known and among the
most popular of the large traveling
men’s colony in Detroit. For thirty
years he represented the Seeley Man-
ufacturing Co., traveling from the
Windsor branch of the company. His
funeral was conducted under the Ma-
sonic rites. He is survived by his
widow.
One of the largest electric signs ia
the country has been erected on the
roof of one of the main buildings of
Dodge Brothers’ big plant. The sign
which simply reads “Dodge Broth-
ers,” is 235 feet long and 75 feet high
and the letters are 125 feet from the
ground. Over 110,000 pounds of steel
were used in the structural support.
The capital letters are 13 feet wide.
The total weight of the letters is 4,-
000 pounds. There are 2,012 incan-
descent globes in the two words of the
sign.
He laughs, best who lives in Ameri-
ca.
Following out its usual policy of
getting the best men possible to rep-
resent it, the G. J. Johnson Cigar
Co., of Grand Rapids, has secured.
the services of Charles W. Reattoir
of this city, to act as their special
representative, with headquarters in
Chicago. Mr. Reattoir for several
years was district manager for the
American Tobacco Co., plug depart-
ment. A short time ago he resigned
that position to engage in the brok-
erage business and had just begun to
build up what promised to be a most
lucrative business when he received
the offer from the Johnson Co. to
act as its Chicago representative. The
inducements were so strong that, de-
spite Mr. Reattoir’s love for Detroit
and the added fact that he owned his
own home here, he could hardly re-
fuse to accept such an offer. He dis-
posed of his brokerage business and
is now in Chicago building up the
business and increasing the fame of
the. Dutch Master, El Portana and
Gee Jay cigars. Mr. Reattoir has not
as yet moved his household goods,
although he was joined by Mrs. Reat-
toir last week and with her aid will,
undoubtedly, decide on a location for
Sidney F. Pungs.
a home. While the many friends of
the Reattoirs will be pleased to hear
any news that tells of a more promis-
ing future it will be with regret that
they will hear the family is to leave
the city. In U. C. T. circles espe-
cially will Mr. Reattoir be missed, for
a more ardent supporter of the order
never lived in the State. Last year
he held the office of Senior Counselor
of Cadillac Council and under his
leadership the Council grew and pros-
pered as never before. Detroit’s loss
will be Chicago’s gain—and,, inci-
dently, the Michigan Tradesman will
have one more booster in the city
of pork and police investigations.
In England food is going up and
a few miles out at sea it is going
down.
Andrew White, better known as
“Bot,” is now representing the un-
derwear department for Burnham,
Stoepel & Co., covering the territory
formerly visited by the writer.
G. Young (A. Krolik & Co.) says
it takes three people to engineer a
quarrel—two to make it and one to
call a policeman.
Mr. Proud, manager of the Wm.
Goodyear department store in Ann
Arbor, was in Detroit on business for
his house last week.
Robert C. Winlo, well known in
local automobile circles, died last
' Saturday after a ten day illness from
pneumonia. Mr. Winslo came _ to
Detroit seven years ago to accept a
position as assistant general purchas-
March 3, 1915
ing agent for the Packard Motor Car
Co. Two years ago he took up tire
and service work and at the time of
his death was President of the Tire
and Auto Service Co. He was only
37 years old. Surviving is the widow,
his father living in London, England,
and a sister living in Algeria, Africa.
Maurice A. Webber, formerly with
the Burroughs Adding Machine Co.,
has been appointed sales manager of
the Gregory, Mayor & Thom Co.,,
dealer in office supplies. The com-
pany recently moved into its new of-
fice building, one of the largest and
finest of its kind in the country.
Whisky is the original little make-
up artist. It can make any man look
like thirty cents.
Contracts have been let for the con-
struction of a new store building by
Mrs. William Caples, 1705 Charlevoix
avenue. The new building is to be
erected within a short distance of
the present location. Mrs. Caples
conducts a dry goods and furnish-
ing goods store.
Sam Weinberg, of Prescott, was
a business visitor in Detroit this week.
He has taken charge of the business
formerly. conducted by his father, E.
Weinberg, recently deceased.
A fire broke out in the grocery store
of Daniel Lowenthall, 234 Brush
street, last Sunday night and did smail
damage before being extinguished.
A news item says that many pugi-
lists are serving in the French army.
They should be able to furnish enough
hot air to keep the rest of the soldiers
warm.
The Studebaker Corporation is
erecting a new building to take care
of its increasing business. The new
building will be four stories high,
220x80 feet, and will contain about
80,000 square feet of floor space.
The bowling league organized bv
the C. Elliott & Co. force early in
the season wound up last Saturday,
finishing a most enthusiastic season
that was replete with much good na-
tured rivalry. Saturday evening the
entre club with its officers attended
a banquet at Richter’s cafe. Bill
Reiss, of the tail end Ceco team,
held the honors for rolling the high
score. This was accomplished by roll-
ing 214 in the last game. The teams
finished in the order named: Path-
finder (salesmen); Redcaps (ware-
house); Lighthouse (salesmen) and
Ceco (office). The captains of the
teams were Charlie Behm, “Dad”
Reynolds, Bob Sommerville and Dan
Sullivan, while Neil Morris acted as
secretary of the league—and lives to
brag of it. So enthusiastic were the
members that as soon as the bowling
season ended plans were at once pro-
mulgated for the organization of a
base ball club. All of which goes to
show there is unity in the Elliott
camp.
March came in like a lamb, but it
may yet strike a mine.
Frederick W. VanNorthwick, local
representative for the Indiana Re-
fining Co., died at his home last week
of a complication of diseases. Mr.
VanNorthwick lived in Detroit for
the past six years, coming here from
New York City. His father was a
member of the stock exchange in the
latter city. He is survived by his
wife and a son, Edgar VanNorth-
wick, who is a sergeant in the U. S.
Army.
The John W. Ladd Co., dealer in
dairy supplies, has moved into its
new quarters, a four-story fire-proof
building at the corner of Lafayette
and Vermont avenue.
S. Zwuieback, 3367 West Fort
street, dealer in dry goods, furnish-
ing goods and shoes, has leased the
adjoining building and will occupy
both stores. Extensive alterations
will be made and an opening made
between the two places.
The tenth annual meeting of the
salesmen of the Detroit branch of
the National Biscuit Co. was held
in the company’s offices last Saturday.
Ce ae ee
eau naaeee eames
2
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)
=
i
|
" March 8, 1915
A sales campaign for the next year
was laid out and discussed. Talks
were given by F. P. Bush, nfanager
of the local branch; C. F. Shriver, -
manager of the Cincinnati branch; F.
C. McClure, local sales manager and
George C. Hurly, local office man-
ager. The offices were decorated with
displays of goods made by the com-
pany and the materials that are used.
In the evening a banquet was given
for fifty salesmen and officials, after
which the party attended a theater
party.
The reason some fellows can’t find
the kind of a job they like is because
there isn’t such a- job.
linery house in that city for a number
of years until he joined the sales force
of the house he now represents. He
gave up a position with the Herpol-
sheimer Co., in Grand Rapids, to ac-
cept a traveling position and proved
successful from the start.
According to the Tradesman, Billy
Sunday keeps for himself the collec-
tion taken up the last meeting he
conducts. It would be hard to believe
that Mr. Sunday did not display his
full oratorical powers on the last day.
[There you go again! Why in the
name of Tophet should a preacher
be sneered at for introducing a litile
horse sense into his religious work?
When Mr. Sunday starts a ten week
campaign—and he conducts four such
campaigns every year—he pays his
own railway fare and hotel bills like
a gentleman and at the close of his
work in a town accepts as his com-
pensation only such sums as his con-
verts and others who believe in the
wholesomeness of his work see fit to
bestow upon him. Suppose he does
preach a little harder the last evening
than he does any other, is there a hu-
man being in the world who would
not do the same? Why should Billy
Sunday the Evangelist be judged by
any different standard than Jimmy
Goldstein the House Salesman? Both
have homes to maintain, families to
support, children to educate and old
MICHIGAN TRADESMAN
says to his hearers, “Give me what
you feel like giving of your own free
will and accord in exchange for such
service as you think I have rendered
you or your community.” Mr. Gold-
stein is too big hearted and broad
minded to sneer at a man for doing
what he would do himself if the sit-
uation were reversed.—Editor. ]
It is reported that Leo Garvey, a
member of Cadillac Council, who was
injured in the M. U. T. collision near
Jackson last July, is in a serious con-
dition. He was obliged to have one
leg amputated a short time ago and,
according to reports, the other leg is
now in a-very bad condition. Mr.
business visitor in the city last week.
The race for the office of Secretary
of Cadillac Council continues mer-
rily, the runners up being Howard
Jickling and Art Woods, with the lat-
ter a slight favorite. While nothing
can be said against Mr. Jickling in
any way, Mr. Woods holds the ad-
vantage in many ways, as he spends
nearly all of his time in the city,
has a down town office that can be
reached by phone at any time, inci-
dently making a handy location for
committee meetings, and where the
Secretary himself could be reached
easily. Here the advantage ends,
however, as both Mr. Jickling and Mr.
Woods are hustlers of the first water
and are for the U. C. T. first, last
and all the time. Both are young
and aggressive. Mr. Jickling spends
the greater part of each week on the
road. The election takes place Satur-
day, March 13, at the regular month-
ly meeting which will be held in the
afternoon in order to hold a banquet
in the evening.
About 150 attended the dance giv-
en by Cadillac Council U. C. T. fast
Saturday night at their hall in the Elks
Temple.
Harry Bill, of the Hayes Manufac-
turing Co., who has been seriously
ill for the past few weeks, is again
able to take up his duties in the office.
Sparks From the Electric City.
Muskegon, March 1. — Charles
Corey, the fat man from Grand Rap-
ids, certainly loves his rye bread. He
ate two loaves of it and a pound of
butter at the White Lake Inn, Mon-
tague. Charles Sierstaedt, the land-
lord, told Charley if he ate any more
it would cost him 9c extra, so Corey
ceased.
Our deepest sympathy is extended
to brother A. Bliss, who recently lost
his brother. Milton Bliss died at
South Chicago. The body was brought
to Whitehall for interment.
Our next meeting, Saturday, March
20, will be held in the afternoon, fol-
Bros. Co. for several years, has
bought the Archie De Baker meat
market, at 511 Western avenue. Mr.
Waters has made many friends on the
road who will miss him and hope to
see Harry make as good a success
with his new venture as he did with
the Cudahy Co.
Joe Watkins has purchased the J.
Baash market, at Whitehall. Joe is
well known in this locality and in-
tends to make a success in his pres-
ent capacity.
George Dratz is renovating his
store and intends to make it one of
the finest in Muskegon.
R. W. Christie has put in a new
front, which has improved the ap-
pearance of the store to a great ex-
tent.
Spring is with us again. We saw
Herman Anderson cleaning his last
year’s straw and John Sharp his false
teeth.
S. Steindler has returned from Mil-
waukee, where he went to have his
eyes treated.
After reading Jim Goldstein’s poet-
ry, it set us thinking. We know Edi-
tor Stowe does not care for sales-
man’s poetry. After reading through
the lines we think Editor Stowe felt
sorry for Jim on account of his being
married himself and printed it as a
warning to the bachelors. Are we
7
summer visitor to Northern Michigan,
spending the summer at Burt Lake.
While visiting with us, Mr. Roberts
became acquainted with Mr. Geiken,
friendsh'p grew and resulted in ce-
menting the strong ties of brotherly
love.
Winn Jones, of Grand Rapids, head
of the detective force for the G. R. &
I Railroad, is a visitor in Petoskey
this week, being the guest of R. T.
Slogan, who is also connected with
the detective force. Mr. Jones is a
linquist of marked degree. He al-
ways has a fund of good stories, chief
of which is one about two Swedes.
.Lyle Shanahan, prominent attor-
A. G. Nichols (Summer & Reno) Garvey and family have the sympathy lowed by a repast at Hotel Hertschel. “ney of Charlevoix, was a visitor at
: was in Detroit, last week attending of the members of the U. C. T. of Brother Ernie Hertschel is there with Petoskey Saturday. He_ wore his
t the annual spring opening of the Michigan as well as the traveling men the eats, so hold your appetites. usual broad smile and was radiating
: concern. Mr. Nichols is a Grand outside of the order. Harry N. Waters, who’ traveled sunshine.
i” Rapids boy and traveled for a muil- L. J. Bowman, of Wales, was a Western Michigan for the Cudahy Percy Laush, of Cadillac, represent-
ing the Simmons Hardware Co., of
Toledo, is making the G. R. & I.
territory this week. Percy is a hap-
py fellow right now, the reason be-
ing that he is grandpa for the first
time.
Harry Chick, of Grand Rapids, is
working in company with D. A.
Walsh, of Petoskey, in the interest
of the Petoskey Grocer Co. this week.
He reports coffee sales good.
A. G. Wellbrook, the popular Hill
street grocer of Harbor Spr‘ngs, was
a visitor at the auto show, but ar-
rived in Grand Rapids two days after
the show was over—and he was not
selling butter, either.
Herbert
—_——_—__e~22—____
Boomlets From Bay City.
Bay City, March 1.—Work was be-
gun last Wednesday on the new plant
which the Dupont-de Nemours Co.
is to erect on the west side for the
manufacture of acetone. The plant
will be completed in ninety days and
will cost $50,000.
Aden Culver, a member of Bay
Council, has removed to a farm near
Ypsilanti. Mr. Culver will make a
specialty of raising poultry.
Charles Hodges, Saginaw, has re-
turned to his first love—the Richard-
son Shoe Co., Menominee.
W. H. Schoon, Alpena,
Agans.
formerly
4 “Ry ; » right, Mr. Stowe? 2 . -
age to look forward to. Billy Sunday oo Dis ai pss mulled, Milton Steindler. _ . Bic pA insipid ota ag
has received $200,000 in voluntary con- S ‘ke ; —_—__++ Goodrich C AL y Ohne ee. *.
tributions during the past ten years. ounds like a few days before Ip and Around Little Traverse ~~ oe
Would Jimmy Goldstein refuse to ac-
cept $200,000 if it was offered him and
he felt that he had earned it in la-
boring for the cause of humanity and
the upbuilding of Christ’s kingdom on
this earth? The laborer is worthy of
his hire. When Mr. Goldstein makes
a contract for a year’s services, he
dictates the consideration—and the
Thanksgiving. James M. Goldstein.
— ++ >___
Horace L. Foote, who for the past
twenty-five years has been engaged
in the lumber business in this city,
has started in business for himself,
selling on commission. He has offices
with the Perkins Lumber Co. in the
Petoskey, March 1.—Glen Ira Peck,
pioneer meat dealer of Mackinaw, has
been nominted for councilman on the
Citizens’ ticket. Mr. Peck has been
a resident of Mackinaw City for over
fifteen years and has a wide circle of
friends. He will be elected and wiil
give Mackinaw the benefit of his busi-
ness training. Mr. Peck handles the
March will, undoubtedly, have its
usual crop of poems on spring and
ward politicians,
One hundred and twelve thousand
dollars is paid annually to the 150
employes of a Bay City concern which
burns 160 tons of coal a day and has
not had the steam shut off once in
sixteen years. Day and night shifts
house signs up without a whimper. : e142 - . Overland car in connection with his are worked the year round.
When Mr Sardar begins a contract new Perkins building. Mr. Foote has meat business. He is an enthusiastic Pub. Com.
for ten weeks, the question of com- been identified with the Fuller & Rice automobilist and a booster for good oe
pensation is not considered at all.
Which type of man, after all, is the
more grasping—the man who insists
on knowing what he can draw every
month for a year or the man who
Lumber Co., the Dennis interests and
just previous to starting for himself
was employed by the Nichols & Cox
Lumber Co.
roads.
F. H. Geiken, of the Pellston Mer-
cantile Co. at Pellston is a visitor
this week at Lima, Ohio the, the guest
of A. H. Roberts. Mr. Roberts is ::
Evert Boersma, who has been con-
ducting the Oakdale Coal & Wood
Co. has announced his intention of
disposing of the business.
Do You Know---Nedrow?
WoRrRDEN GROCER COMPANY
Grand Rapids—Kalamazoo
‘aii teaeaisiaiaisabaascaia
THE PROMPT SHIPPERS
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.
March 8, 1915.
GOOD FOR GRANT FELLOWS.
Those who know Grant Fellows
and appreciate how conservative he
always has been in volunteering in-
formation on any topic will read with
much interest his opinion on the sub-
ject of increasing passenger rates, as
set forth on page 3 of this week’s
issue of the Tradesman. In _ his
capacity as Attorney General and be-
cause of his knowledge of law and
evidence, Mr. Fellows has accumu-
lated a large fund of information on
this subject—more definite data,
probably, than all the members of
the Legislature can acquire during
the hurried work of a legislation ses-
sion—and if any member of the
present Legislature is really sincere
in wanting to secure something more
than a superficial knowledge of the
situation he can be accommodated by
calling at the Attorney General’s of-
fice and inspecting the files and rec-
ords of that department. As the mat-
ter looks to an outsider, most of our
representatives at Lansing are more
anxious to duck and shift responsi-
bility upon other shoulders than to
face the situation in man fashion and
vote like free men acting in behalf of
freedmen. They have been intimidated
by the railway managers and their
lobby of ingenious liars and distort-
ers of facts until they hardly know
where they are at. The present ses-
sion has the largest attendance of
railway lobbyists ever assembled at
Lansing.
THIS HARVEST AND THE NEXT
The two questions most discussed in
the grain trade are, what will happen
now to prices, and what should be
looked for in the coming crop. Neith-
er suggests an unfavorable answer.
Agriculturally, the West has as good
an outlook as it ever had. Not only
has far more than the average quan-
tity of grain been already marketed
at the highest prices in years, but
there are also prospects that very
remunerative prices will prevail for
the next few months. The present
level of wheat especially is so high
that it might decline 50 cents and still
not get below the dollar mark. Coarse
grains can also stand some decline
and be above the average.
There is so close an adjustment of
,supplies of wheat to domestic and
‘export requirements that the position
MICHIGAN
would warrant higher prices between
now and July 1 than have yet been
seen,“ should there be competitive
buying on the part of foreigners, It
that should fail, the trade believes
that the highest prices have already
been seen.
Prospects are fortunately favorable
for another big wheat crop this com-
ing season. Allowing for a loss of 1,-
300,000 acres of winter wheat from
the area seeded last fall, and a yield
of fifteen bushels per acre (which is
low for winter wheat), we may har-
vest 600,000,000 bushels. Taking 20,-
000,000 acres of spring wheat at four-
teen bushels per acre, there would be
280,000,000 bushels, making a total
of all wheat of 880,000,000 bushels.
This is, of Course, dependent on the
character of the season; but it might
easily be exceeded under favorable
conditions, and conceivably match the
891,000,000 bushels raised in 1914.
Unusual interest will attach to the
report of farm reserves, to be issued
by the Department of Agriculture
Monday, March 8. It will tell more
definitely how much grain is left, and
what the country has to expect in the
way of supplies, whether for home con
sumpt’on or for export. A private
estimate made by a local statistician
who has been close to the Govern-
ment fixes reserves of wheat 151,000,-
000 bushels, of corn 1,000,000,000 bush-
els, and of oats 350,000,000 bushels.
Last year the official figures were 152,-
000,000 bushels of wheat, 866,000,000
bushels corn, and. 419,000,000 bushels
oats. But this has been so extraor-
dinary a marketing season that fore-
cast cannot be exact.
Lloyd’s figures of shipbuilding
throughout the world in 1914 sug-
gest that the United States has a deal
of room in which to show the ef-
fects of the present boom in her yards.
The vessels we launched aggregat-
ed very slightly over 200,000 tons,
as compared with 387,192 tons launch-
ed in Germany, and 1,683,553 tons in
the United Kingdom. All three ex-
hibited a decrease over the record
year of 1913. It looks as if the United
States would go into second place this
year, It is stated that the nine yards
on the Atlantic Coast are now work-
ing at full capacity, with contracts
for forty-eight vessels signed, and six-
ty pending—not a low total when it
is considered that the huge British
tonnage represented 656 vessels. New
England newspapers report that on
the Maine coast a demand fifty years
dead is being felt for sailing vessels,
and responded to. Scarcity of labor
andi weight of taxes will impose on
European yards a handicap after the
war; and there is no reason why our
own should not be ready to compete.
Announcement that it is proposed to
increase the round trip rate between
Buffalo and Niagara Falls from 50 to 60
cents is of interest to thousands who do
not live in that neighborhood. Very
many who visit Buffalo think that their
trip is not complete unless they go down
to see Niagara Falls, and the increase in
fare affects all these visitors. This is
another boost to the high cost of living.
TRADESMAN
March 3, 1915
POULTRY SUPPLIES.
The poultry industry is a rapidly
growing one and indications are that
we are still far from the point where
it becomes necessary to worry about
over-production. It is a branch, too,
which most substantially interests the
local dealer, for is it not usually the
hen money which the housewife de-
pends upon to supply the family
needs? Once it was the butter and
eggs which did this. But now, with
the multitude of factories and cream-
eries, the milk checks come once a
month and are more frequently ap-
plied on the big things of the farm,
while to biddy alone falls the burden
of supplying the household necessi-
ties.
She is fully adequate to it, if given
a fair show. And just here think of
the countless helps in the poultry
business which were not known a
generation ago. Some of them are
not now in the general use which
they would be if they could be pur-
chased at the local store. Many hes-
itate about sending away for some-
thing new. They much prefer to buy
direct and have the guarantee of a
responsible home man back of it all.
Then there are the little incidentals
which come up unexpectedly. The
incubator thermometer is accidentally
broken, with the machine in the
midst of the incubation process.
There is no time to send away for a
reliable substitute. If you keep them
in stock, you are sure to get the
order. There are better drinking
fountains on the market than the old
can and saucer. It is up to you to
Prove it by showing the real goods.
Bread crumbs and Johnnycake are
now recognized as uncertain first
foods. It will require little persua-
sion to get the chicken grower to
test your special chicken food. Leg-
bands, oyster shell, prepared grit and
insect powder each have their place
in the category. The dealer should
be just a little in advance of his cus-
tomers and where results promise as
speedily as in the poultry business
there is little risk in the attempt to
push new things. There is a double
gain promised—present sales, and
that coming to you as a growth of the
industry in your midst.
SPRAYING THE ORCHARD.
Do the farmers in your locality
spray, and do they do this thorough-
ly? There are so many reasons why
it should not be neglected that if the
matter has not received due attention,
here is a chance for some first-class
missionary work. The time has come
when we can no longer expect na-
ture to do all for us. We have de-
stroyed .her nice adjustment of the
balance by allowing so many of our
insectivorous birds to be killed. It is
now our part to supply some substi-
tute until by protection we can, to
a certain degree, restore the lost con-
ditions. There are new insects on
every hand and they propagate with
alarming rapidity. Fungous growths,
too, destfoy the foliage, or at least
so injure it that it is incapable of
sustaining the perfect support of the
tree. To keep a tree vigorous and
free from insects means much more
to the fruit grower than he will ever
understand until the modern methods
have been given a trial. Besides,
even late frosts may, to a certain ex-
tent, be controlled by the spray pump.
In our own experience last year, there
was the usual.amount of fruit, while
those on all sides complained of en-
tire failure or a very small crop on
account of frost. “It must have been
the spraying,” declared all, as they
looked with surprise upon the loaded
branches.
Spraying early is a necessity. The
dormant spray is the ‘great weapon
against the various scale insects. It
can be applied in much greater
‘strength than when the leaves are
present and it is much easier to touch
every spot with the solution. Thor-
oughness, the talisman of success in
this as in many other things,. may
easily come with the dormant spray.
Provide good material. The lime-
sulphur preparation, with two pounds
of lead arsenate to every fifty gal-
lons catches the scale, the insects of
all sorts, and the fungous growths.
Make it a point to supply pure ma-
terial, to instruct in the best and most
economical use, and emphasize the
points, spray, spray early and spray
thoroughly; but never when the trees
are in bloom. You do not gain the
best results, besides running the risk
of poisoning your own or your
neighbors’ bees.
ee
When an American society girl an-
nounces that she is going abroad to
offer herself as a war nurse she gets
a great many compliments and her an-
nouncement sounds good, but a physi-
cian who has just returned to New
York after five months’ service with the
French Red Cross says that society girls
as war nurses are a joke and are not
wanted. He declares their services are
valueless and they are regarded either
as a joke or a nuisance. A girl who
knows nothing of nursing or of rough-
ing it is misplaced as a war nurse and
would be showing better sense if she
stayed home and knit socks,
It is cheaper for a man to travel
on the ocean than it is to send his
horse. This is because of the war.
If a man goes steerage from New
York to London, it will cost about
$30 on some boats, but the minimum
cost for his horse is $65. The stall is
really a crate two feet and six inches
wide, and as long as the horse. If
more room is desired the cost is $100,
while a box stall is held at $165. The
old rates for horses were from $35
to $105, but they have practically
doubled since the war began.
American manufacturers of enam-
eled ware are receiving for the first
time enquiries from all parts of the
world. German and Swedish manufac-
turers have dominated the markets
heretofore. Although enameled ware
is still being shpiped from these coun-
tries to an extent, the volume is not
great enough to meet the world’s de-
mand.
Fish is no good as brain food un-
less it has something to assimilate
with.
ei alintaeattireiteas ela
ciencabantenmndaet emda cone
March 3, 1915.
HANDLING FISH DURING LENT
If there is any period the entire
year round in which the fish counter is
to bulk large in the grocer’s trade,
it is the Lenten season which is now
with us. While the retail butcher
suffers, the grocer who features fresh
fish, and even his competitor who
handles only the canned varieties, se-
cures extra trade and with it oppor-
tunities for coming into contact with
new customers.
The fish trade is one which figures
large at this particular period of the
year; nevertheless, it is the grocer
who features fish all the year round,
who studies the details of handling
this class of business and the care
of his stock, when the Lenten season
arrives who stands the best chance of
securing the bulk of the trade. The
purchaser, when ordering now will
naturally turn first to the merchant
who has catered to this class of busi-
ness throughout the year and who
has proven, in connection with oc-
casional purchases, that he can be re-
lied upon in point of recommendations
and stock.
The fish department, properly han-
dled all the year round, can be made
an attraction which will draw trade in
other lines as well. As with every-
thing else, however, time, thought and
effort are required to make the best
impression upon the customer. A sub-
stantial trade is not secured merely
by laying in a stock. The dealer must
be careful in his selection; it is not
merely fish which the customer wants,
but halibut, herring, salmon or some
ather variety specifically asked for.
To know how much of each variety
his trade will account for within a
given time is one of the requirements
of a good grocer and one of the pre-
requisites to handling the business
profitably.
At the same time, the shrewd gro-
cer does not depend solely upon the
voluntary demand. He can create a
demand and his most effective aid in
creating demand is personal recom-
mendation or suggestion. A customer
may be tired of halibut or salmon:
why not try a sole? Personal sug-
gestion has the added advantage that
it will help the grocer to clear out
his stock. Fresh fish is a line which,
to be handled at a profit, must be
moved out quickly. Customers, as a
rule, weary of one particular variety
although, if left to themselves, they
will be apt to re-order; the grocer’s
recommendation is usually all that is
needed to induce a purchase of some
other variety. The more varieties of
fish you can induce a customer to try,
the larger become the possibilties of
future business with him.
All this, which applies to the han-
dling of fresh fish all the year round,
is particularly applicable in the Lent-
en season, when the stock regularly
carried will be much larger and the
demand much greater.
While fresh fish can be _ ad-
vantageously featured, coincidently
energetic efforts should be made
to push out the — canned lines.
Here is an opportunity to
widen the business. A large propor-
tion of customers do not realize the
‘MICHIGAN TRADESMAN
many varieties of canned fish avail-
able. There are lots of people who
know only two—salmon and sardines.
The grocer, of course, knows better,
and he is too apt to take it.for grant-
ed that his customers are as well
posted regarding the stock as he is
himself.
Even though the demand _ should
center on fresh fish, the canned goods
can be featured to give variety. The
season is one when the average appe-
tite is apt to crave variety. The gro-
cer will find it good business to cater
to this craving. Hence, his oppor-
tunity arises to push the sales of
canned varieties for which the de-
mand is less—such as mackerel, kip-
pered herrings, lobsters and the like.
Then, too, there are the pickled va-
rieties, in brine; and, furthermore,
there are higher priced imported
goods which can be introduced.
“Let the customer know what you
have in stock” is timely advice in con-
nection with the fish business. More-
over, bear in mind always, that if
some new variety makes a hit with
a dozen customers, you are bound to
score repeat orders, not merely
throughout Lent, but all the year
round.
Various factors can be employed
to create demand. Personal sugges-
tion is a powerful help in introduc-
inf new lines to customers or in stim-
ulating a demand for some of the
older lines which, although handled
regularly, have not been pushed, and,
consequently, have not figured largely
in the sales.
Then, of course, there are the two
great business pullers—newspaper ad-
vertising and window display. The
two should work hand in hand and
the more novelty you can inject into
your copy and your display, the more
effectively they will pull. A domi-
nant feature in all your advertising
should be the suggestion of variety—
of the endless possibilties which this
class of food affords.
Weather permitting, good displays
of fresh fish can be made. One idea
that has been found very effective is
that of a table. The suggestion of
the table may be provided by mere-
ly spreading the table cloth on the
floor of the window, or the latter
may be built up a little, to bring the
display nearer to the level of the eye.
On this arrange platters conta‘ning
different varieties of fish—salt her-
ring, haddies, cod and so forth. A
center piece can be built up of can-
ned goods or some of the higher pric-
ed novelties can be shown. This will
serve also to relieve the monotony of
the display. The idea is to suggest
a varied menu provided from ‘fish
alone.
Use price cards. Some merchants
are afraid that quoting prices in win-
dow display drives away business, but
my experience is that the price card
pulls more trade than it loses. Frank-
ness is never bad business for the re-
tailer.
Incidentally the table idea can be
helped out by neatly typewritten fish
menus. These can be laid beside each
platter or set up on little card-board
easels or, better still, they can be
pasted in the windows, in bulletin
fashion. Some merchants make a
Practice of clipping fish recipes from
the newspapers and magazines and
pasting them in the windows. New
recipes are suggestive to any house-
wife and will help to pull additional
business.
Occasionally, novelty displays can
be put on. A “Fresh Fish” idea,
which emphasized the freshness of
the stock, was furnished by a rather
elaborate display representing a “dum-
my” fisherman seated on a green
baize bank with a pole, line and hook
from which dangled (upon a platter,
in the foreground of the window) a
fish just caught. In such displays,
however, it is usually necessary to
feature salt fish,
Again, it is sometimes possible to
secure from the fish companies nov-
elties—such as sword-fish or sunfish
—and a sword-fish in the window
will certainly attract attention to the
d’splay of edible stuff. Of course,
the feature should be linked up with
the goods you want to sell, by means
of show cards.
Again, a dealer secured a novel ef-
fect for his display of canned fish by
cutting out fishing pictures from the
magazines, and pasting them around
the bottom and two sides of the win.-
dow. Thus pasted, they did not in-
terfere with the view of the display
itself and at the same time helped
it out a great deal.
Often a novel effect can be secured
by sheer simplicity. For instance, a
grocer built up a very effective back-
ground of red-labeled salmon cans
against which to stage his main dis-
play.
Suggestive, too, of variety is a card
which is often. gotten out contain-
ing a list of “Lenten Specials”—this
including every variety of fish in
stock. Such a card, which may be
bulletined in the window or handed
out in printed form to customers, is
educative to any housewife, and stim-
ulates experimenting with new varie-
ties. Where fish is an all-the-year-
round feature, retailers often get out
little books on fish recipes.
Whatever the procedure through-
out the rest of the year, the grocer
should have a special fish counter,
prominently placed, during the Lent-
en season. Here canned and pickled
varieties can be displayed as well as
fresh fish (under glass and on ice).
Of course, the bulk of the fresh stock
must be kept in the refrigerator, dur-
ing the changeable and_ uncertain
weather. Cleanliness of the most rig-
id kind is in order and the stock
Should not be allowed to look un-
appetizing.
Looking forward to the close of
the season, the retailer should aim
to reduce his stock to the minimum
before Easter comes—particularly the
pickled varieties. In this very nec-
essary task, personal salesmanship
will be very helpful.
GROCERY SPECIALS FOR LENT
While, naturally, fish will be chiefly
in demand during Lent, there are a
number of other lines which the gro-
9
cery department will find it oppor-
tune to feature.
For instance, bacon will vanish
from the breakfast menu in many
homes. The logical course for the
grocery department is to give prom-
inence to cereals as a substitute. Not
merely will it be worth while to meet
the extra demand for the ordinary
package cereals, but there is oppor-
tunity to push allied lines, such as
rice. A good many housewives do
not know that rice can be made
doubly appetizing by cooking in a
double boiler. This little hint will be
helpful to the retailer in making rice
sales.
With the break-up of winter, maple
syrup will be once more timely and
there will be a good sale for it wher-
ever the genuine article is available.
Simultaneously, the grocer can fea-
ture allied lines—molasses, corn syr-
up and similar less expensive alterna-
tives, to the real maple from the maple
bush. Coincidently, pancake flour of
various kinds, graham flour, corn meal
and similar goods can be linked up
with the syrup—the suggestion of
maple syrup and pancakes, muffins,
waffles or gems will prove appetiz-
ing. Here, too, the idea of clipp'ng
pancake and other recipes may be
found helpful.
There are two excellent meat sub-
stitutes which can be profitably push-
ed at this season. One of these is
baked beans. The bean—an import-
ant Michigan product, by the way—
has a very high percentage of food
value and is both wholesome and
cheap. The table which displays a
good sized dish of baked beans does
not need, in the op‘nion of food spe-
cialists, to carry any meat in order
to make a complete menu.
Feature baked beans, therefore, not
merely for what they are, but as im-
portant and valuable meat substitutes.
A window display may be put on to-
ward the middle or end of the Lenten
season, when the normal demand for
fish slackens a little. Show cards em-
phasizing their high percentage of
food value and the’r wholesomeness
will emphasize the significance of the
display.
With this display couple personal
suggestion. The customer. who is
looking for variety will buy quite
readily where the merchant takes the
trouble to push sales.
Macaroni js another excellent meat
substitute. According to some food
experts, this and kindred preparations
—vermicelli, spaghetti and the like
—contain a higher percentage of
nutritive values than beef. The line
will be, therefore, a timely one to
push.
Incidentally, an interior display
prominently featuring these and other
recognized meat substitutes will be
timely. They can be embodied in a
neatly arranged and tasty showing
of “Lenten specialties.” Any such
interior display should be placed
well toward the front.
Fresh vegetables will be available to
some extent, at least in the larger
centers of populations; and_ these,
also, it will be timely to push.
10
LINED UP AT LANSING,
Representative Gathering of Grocers
and General Merchants.
The annual convention of the Retail
Grocers and General Merchants’ Asso-
ciation, which was held in Lansing last
week, was one of the most successful
meetings ever held by the organization.
The first day’s proceedings were pub-
lished in full in the Tradesman of last
week. The register of delegates elected
to the convention included 226 names,
as follows:
Ann Arbor—John Theurer, George
Geisendofer, L. C. Wyman, Mrs. Bull,
D. C. Procknow, Sam Heusel, A. Lemble,
Jr., Geo. Staethalf.
Battle Creek—L. D. Hobbs, F. D.
Miller, Harry Schoder, Harry Brown,
S. A. Vedder, L. Fay, Ben Campbell,
G. Chadwick, H. A. Nay, E. M. Bil-
lington, F. A: Whalen, Frank Weed,
H. A. Moon, Frank E. Moon, E. C.
Marshall, I. L. Webb, C. N. Kane, Bert
Wm. McMorris, President.
Mills) D. M. Gunthorpe, A. Addie,
Robert Gardner, W. J. Kay, Frank Tay-
lor. G. D. Pearce, E. M. Bennett, A.
J. Henry, J. L. Baum, Charles Binder,
Belding—F. S. Hudson, E. E. Hudson.
Bay City—Wm. McMorris, C. O.
Nordstrom, J. H. Primeau, I. K.
Schultz, C. C. Shultz, A. Nord, Archie
Nolet, Charles Denton, Joseph N. Jean,
Thomas Jean, Charles H. Schmidt, M. ~
L. De Bats, Theo. Lankey.
Cadillac—J. L. St. Johns, H. Kings-
ley, Joseph Widgren, L. Seager.
Cherry Hill—W. H. West.
Canton—Frank Winsor,
Clare—J. F, Tatman.
Cass City—-E. W. Jones.
Caro—D. M. Graham.
Chesaning—A. V. Cantwell,
Peet.
Coopersville—Lee Lillie.
Croswell—J. M. McIntyre.
Deckerville—Oswald Lawson, Charles
A. Falk, Geo. D. Forrester.
Detroit—L. R. Yankey, Arthur Wendt,
A. L. Van Lieu, E. J. Schmidt, John
Rowe, C. F. Schreve, J. R. Rebone, A.
F, Nagel, Hugo Merker, Joseph Matyn,
S. Klien, Gus Kadan, J. Golden, W. W.
Freyer, H. T. Fraser, Geo. W. Paul-
mann, Arthur Paulmann, A. E. Eedman,
C. A. Day, W. J. Cusick, J. C. Carrie,
P. J. Connolly M. J. Claggett, Herman
Breu, H. J. Bent, J. Altfeltis, John L.
Loell. —
Fremont—Peter H. Bowan,
Pikaart, A. Griswold.
Fowler—James H, Whittaker.
A. D.
John
MICHIGAN.
Flint—Chas. F. Schram, W. F. Miller,
C. E. Barratt, Fred Ottoway, E. V.
Stone, Ben Wagonlander, E. Butler, S.
G. Castle, W. G. Poole, M. Rosenburg,
L. W. Kelley, Howard Hughes, Charles
W. Grobe.
Grand Rapids—E. A. Souffrance, C.
G. Appel, F. W. Ramhut, F. L. Merrill,
Wm. P. Workman, Thomas J. Van
Buren, C. Anderson, E. Morhardt, Mr.
Anderson, F. A. France, Christian Due
Herker, G. W. H. Lodewig, Isaac
Douma, M. Klunder, J. Frank Gaskill,
F. W. Fuller, A. Merritt, R. Prender-
gast.
Hillsdale—Ford Foote, C. H.. Crisp.
Howell—James C. Decker, A. F. Mar-
tyn. .
Jackson—C. W. Gulick, S. T. Lincoln,
Fred Walton, J. J. Schneider, M. L.
Cary, R. C. Carl, A. E. Webster, I. T.
Doherty, H. J. Flint, C. J. Hill, L. H.
Haynes, Arthur R. W. Darling, F. O.
Schmidt, C. W. Smith, Jacob Brack-
meier, Tom Allshire.
Kalamazoo—Walter Baker, A. W.
Walsh, N. Sanford, H, J. Schaburg,
George Freeman, Walter Hipp, Marvin
Bohes, S. Roolstra, N. Desterveld, Frank
Toonder, W. P. Johnston, R. Bell, O.
R. Buckhout.
Lansing—N. Blake, W. B. Eldred,
Tom Smith, A. P. Walker, M. C. Goos-
sen, A. Frye, F. McConnell, Charles
Fitch, E. Chapman, W. H, Fast, Charles
Sheldon, John Affeldt, Jr., O. H. Bailey,
F. L. Hoff, M. C. Bowdish, L. E. Ward.
Muskegon—W. E. Aamodt.
Merrill—John M. R. Schaefer.
Miancelona—J. P. Holbrook.
Marshall—J. C. Bentley.
Muskegon—Ole Peterson, O. A. Peter-
son, M. S. Aamodt.
Nashville—J. Clare McDerby.
Owosso—Harry E. Smith.
Port Huron—Charles H. Hubbard, F.
C. Wood, W. L. Van Conant, W. D.
Smith, Charles Wellman.
Pontiac—F. C. Harlow, H. O. Whit-
field, S. W. Purser, R. J. Bromley.
Plymouth—Edward Gayde, Wm. F.
Pettingill.
Petoskey—J. A. Lake.
Royal Oak—D. A. Knaggs, W. F.
Kirtland,
Smith Creek—F. P. Wilson.
St. Johns—A. E. Hotchkiss,
Kittie Kuhns, C. A. Putt.
Saginaw—Otto Rohde, Louie Schwem-
er, M. Landskroener, Wm. Holcomb,
Victor Tatham, Charles Christensen,
David S. Hurst.
Tecumseh—Frank D. Avery, Albert
Clark.
Traverse City—Charles Burrough, M.
R. Foote, Otto Kyselka.
Ubly—George Plietz, J. A. Zulauf.
Watervliet—John P. Geisler.
Williamston—Charles E. Morrison.
Woodland—B. S. Holly, S. C. Van
Houten.
Warren—C. F. Peck.
White Cloud—E. Dowd.
The question box contained the fol-
lowing pertinent enquiries:
Mrs.
1. Should a retailer charge for his
window space?
2. Should a merchant handle “Made
in Michigan” goods to the exclusion of
outside makes, when he can buy the
latter for a little less in price?
3. What does the merchant consider
TRADESMAN
the cost of delivery of groceries or
meats?
4. What does the average member
pay toward the upkeep of the State
convention. ;
5. Is it advisable to try and obtain
a law, that would protect merchants
in the same manner that hotel-keepers
and liverymen are protected?
6. How many do not pay their dues
as members of the State Association?
7. Would it be good policy to try
and collect an old account from a good
customer, who trades entirely with you
and pays cash?
8. Can there be a list of all secre-
taries of credit associations of different
cities ?
9. What can a local association do
to advertise their town?
10. What rate, if any, should be
charged for outside of State Credit
Associations ?
11. What are your views regarding
the so-called trading stamp system, per-
taining to retail merchants?
12. What result has been proved by
not accepting soliciting orders by outside
firms that makes a house to house can-
vass?
13. Why were not certificates sent
out to paid members last year as in
former years?
14. Do you think the schemes of
giving pianos or grafanolas_ beneficial
to the retailer?
15. Does any grocer and_ butcher
association have insurance companies
of their own like the State Shoe Deal-
ers’ Association ?
16. We belong to the State Asso-
ciation, and the Association’s hobby is
co-operation; how is the grocer to co-
. operate with his brother grocer, when
the local meeting is made up of different
business interests and are not on the
inside of the grocer’s troubles? Are
they to settle their troubles privately?
This rule will apply to all lines.
17%. What is the trouble with cer-
tain associations when the secretary has
to write several times before receiving
a reply?
18. If an advertisement is run by a
general store, do you think it advisable
that each patron purchasing a given
amount should be entitled to a stated
premium or a capital prize?
19. What are your views regarding
mid-week closing?
20. What is the average expense of
a credit association? What bene-
fit do you realize by belonging to a
credit association?
21. Have any members had their
freight bills audited? If so, kindly give
results.
22. What means of advertising do
you consider the best to meet the mail-
order competition?
23. Are uniform prices maintained
where local associations exist?
24. Where should a retailer draw the
line in distributing to so-called charit-
able needs? In what way may he deter-
mine if they are worthy of help?
25. Do you think it advisable to
solicit daily business by telephone?
26. What do you consider the best
means for collecting old accounts?
27. Should fruit stores handling gro-
ceries be allowed to keep open at all
times?
March 3, 1915
28. Has any one investigated the
Grocers’ Cash Deposit Mutual Fire In-
surance Company of Huntingdon, Pa.?
29. What is your opinion of the
Kellogg Corn Flake case? i. e. the
power of the producer to fix the mini-
mum selling price,
30. Has the parcel post helped you?
If so, kindly tell us in what way.
31. From the viewpoint of profit-
making, should a merchant handle Na-
tional advertised goods to any large
extent?
32. Is it good business for the aver-
age retailer to put out catalogues to
compete with the mail-order houses?
33. Would co-operation in extending
credit be a help or a hindrance to the
business interests of any community ?
34. What are your ideas relative to
unning Saturday specials?
J. A. Lake, Vice-President.
35. Would State-wide prohibition be
beneficial to the retailer?
36. Why do not our trade papers give
us more information of the business
transacted by our National Association?
37. Why do merchants in other lines
of business use our powder to explode
their bargains?
38. What will we do with the house
to house canvasser?
39. Will the chain stores soon be
to the small grocer what the trust
was a short time ago to the independent
manufacturer?
40. Does system rank first in the
success of any business?
41. Would it be fair and just to
everyone if all jobbers would refuse
to split cases, thereby eliminating the
would-be grocer who runs the $25 stock
store?
42. What is the difference between
a store-keeper and a merchant and which
is the most successful?
43: Ye butchers! To trim or not to
trim, which is the most advantageous
from all standpoints?
44. Is cold storage a benefit to the
consumer and does it affect the food
supply?
7
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March 3, 1915
45. Should we use our influence to
obtain 1 cent letter postage?
46. Are the railroads justified in ask-
ing for an increase in passenger rates?
47. Should we not use our influence
against the bill that eliminates stop-
overs on car lot shipments?
48. Would it not be advisable for
the State Association to adopt some
emblem, same to be placed on pin or
button and worn by all members of
the State Association?
In the afternoon the delegates visited
the Capitol and met the legislative com-
mittee which has the Sunday closing
law under consideration. The delegates
declared themselves in favor of the
measure and were informed that no
substantial opposition had yet appeared.
For the benefit of persons who might
not be able to afford to buy ice during
the summer months, the bill makes an
exception of the Sundays of July and
August, when meat markets and other
stores may be permitted to keep open
until 10 o’clock.
Later in the afternoon the delegates
visited, the Reo auto plant and spent
a couple of hours very pleasantly in an
inspection of the various departments
of the mammoth institution.
In the evening the annual banquet
was held at the Masonic Temple. The
principal addresses were by John A.
Lake, of Petoskey, and M. R. Carrier
of Lansing. Mr. Lake spoke from
notes, having prepared no manuscript.
Mr. Carrier took pains to commit his
talk to paper, so the Tradesman is en-
abled to present it entire elsewhere in
this week’s paper.
MICHIGAN TRADESMAN ‘
After the banquet adjourned all pro-
ceeded to the food show which was
conducted by the Lansing organization
and which was very creditably handled.
Battle Creek was awarded the 1916
convention by an overwhelming major-
ity, when the vote was taken shortly
before noon Thursday. Choice of the
Food City followed a hot fight in which
Kalamazoo’s twelve delegates, defeated
thirteen times in a race for the same
honor, waged a losing fight for the
Celery City. The Battle Creek Associa-
tion has been organizéd but two months.
Saginaw also sought the privilege of
entertaining the Association next year.
H. J. Schaberg and H. B. Bell spoke
for Kalamazoo and James Cleary, of the
Battle Creek Chamber of Commerce, and
F. D. Miller, Secretary of the Battle
Creek Grocers and Butchers’ Protective
Association, spoke for Battle Creek dur-
ing the discussion preceding the selec-
tion of the convention city.
Officers were elected as follows:
President—William McMorris, Bay
City.
First Vice-President—J. A. Lake, Pe-
toskey. .
Second Vice-President—W. J. Cusick,
Detroit.
Treasurer—C. W. Grobe, Flint.
Executive Committee—Charles Well-
man, Port Huron; Victor J. Tatham,
Saginaw; M. L. DeBats, Bay City;
George W. Fauiman, Detroit; L. Seager,
Cadillac.
(Continued on page forty-eight.)
———.--.—___
When a man marries for money the
woman never gets her money’s worth.
$100.00 Mill
Electric-Cut Donated at
Coffee Mill State Convention
11
Announcement of Winner
$100.00 Electric Cut Coffee Mill Donated at State
Convention, won by Detroit Retail Grocers’ Local Asso-
ciation.
All those who saw the complete line of improved
Electric-Cut Coffee Mills, Combinations and Meat Chop-
pers on display were certainly enthusiastic over the many
sensational features of the 1915 models.
Did you see them? If not, drop us a post card to-day
and the return mail will be a revelation to you.
Canton Electric Cut Co.
Canton, Ohio
ASK YOUR JOBBER FOR
Hart Brand Canned Food
HIGHEST QUALITY
Our products are packed at five plants in Michigan, in the finest fruit and vegetable belts
in the Union, grown on lands close to the various plants; packed fresh from the fields
and orchards, under highest sanitary conditions. Flavor, Texture, Color Superior.
Quality Guaranteed
The HART BRANDS are Trade Winners and Trade Makers
Vegetables:—Peas, Corn, Succotash, Stringless Beans, Pork and Beans, Pumpkin, Red Kidney
Beans, Tomatoes, Spinach, Beets.
Fruits:—Cherries, Strawberries, Red Raspberries, Black Raspberries, Plums, Pears, Peaches.
W. R. ROACH & CO., HART, MICH.
Factories at
HART, KENT CITY, LEXINGTON, EDMORE, SCOTTVILLE.
12
MUNICIPAL OWNERSHIP.
Results Where It Has Been Tried
Out.
Before being unduly influenced by
the arguments of Mayor Ellis, who,
for essentially ‘selfish, personal and
political ‘reasons, has precipitated a
municipal ownership campaign against
the Grand Rapids Gas Light ‘Com-
pany, the citizens of the metropolis
of Western Michigan would do well
to investigate the matter and ascer-
tain what the fruitage of municipal
ownership has been elsewhere before
adding unnecessarily to their burden
of taxation.
Cases where municipal ownership
and operation of public utilities, such
as electric light and gas works have
proved unprofitable to the citizens of
the communities in which they are
conducted are multiplying rapidly.
In Emporia, Kansas, the electric
light system was at one time owned
by the local combination gas com-
pany. It was purchased by the city
fifteen years ago and was for | thir-
teen and a half years operated as a
municipal plant, but was leased to a
private syndicate in April, 1911, and
has since been operated by that syn-
dicate.
This case is somewhat unusual and
is well adapted for illustration be-
cause during the period of its service
‘as a municipal undertaking, the prop-
erty was managed by the same man
who has since been in charge of it
for the private corporation, afford-
ing an opportunity to compare the
limitations and advantages of munici-
pal and corporate operations, assum-
ing the important factor of manage-
rial skill to have remained practically
‘the same through both periods.
Since taking over the property the
‘lessee company has expended $55,000
in improvements at the generating
station inclitding the installation of a
500 k. w. ‘team ‘turbine. The dis-
tribution system has been extended
to more than 100 per cent. of its
former scope; many new lines have
‘been opened up into new territory,
and new customers taken on who
have been clamoring for service.
In addition to relieving Emporia
of an annual deficit, the citizens of
that city have had a service which
has proven entirely satisfactory.
At Poplarville, Mo., the citizens
in 1912, voted to lease the electric
light and water plant for one year
with a five year option. This plant
‘had been unprofitably ‘operated under
municipal contro] ever since its instal-
lation six years ago.
At Burlington, N. C., the municipal
electric light and power plant install-
‘ed in 1904 at a cost of $20,000 proved
‘such a heavy burden for the people
that it was sold in February, 1912, to
a private corporation.
In the year 1882 Xenia, Ohio, built
a light plant and dragged along in
running it for some fourteen years.
When one thing was not out of or-
der another was, so that something
was wrong nearly all the time. It
proved ravenous in its capacity for
devouring public money—a_ regular
“white elephant.” It is claimed that,
MICHIGAN TRADESMAN
first and last, the cost of the plant,
its operating expenses, and the ex-
cess cost of light over what it could
have been bought for, the loss to the
city, figured up to the enormous sum
of $90,000. The original cost of the
plant was $21,000, and the cost of op-
erating made the expense for city
lighting $103 per lamp. The city
sold out or gave the thing away, in
the year 1896, and entered into con-
tract with a private corporation for
the city lighting for $63 per lamp.
So much for Xenia’s experience in
municipal ownership.
The Superintendent of the water
system at. Muskegon has announced
to the taxpayers of that city that 55
per cent. of the water pumped through
the city station each year runs to
waste. Of course he doesn’t know
where it runs, but nevertheless it
goes, and he remains Superintendent
of the water system. Last year, the
Superintendent’s figures show, the
Lake Michigan Waterworks at Muske-
gon pumped 1,543,236,465 gallons of
water. Thisamounts roughly to 205,-
764,862 cubic feet for which at its pres-
ent rates, the water department should
have received $102,882.43. Only $46,-
781.46 was.received in the way of reve-
nues from water. In other words,
there was $56,100.97 worth of water
pumped for which the city did not
receive a cent. Where did it go?
At Richmond, Michigan, a special
election was held in September, 1912,
at which a proposition to sell the mu-
nicipal electric lighting plant to a
private company was almost unani-
mously carried. Before accepting the
company’s proposition, the Council
employed competent electrical engi-
neers to make a thorough investiga-
tion of the plant. Two of the para-
graphs of the engineers’ report are
as* follows:
“We consider that the plant as at
present operated is not self support-
ing, but is a source of direct expense
to the village and is sustained from
funds appropriated from the general
taxes. This method of operation is
an injustice to those tax payers who
do not use the plant’s product, but
must contribute to its support.
“Further, there is some $16,000 of
the taxpayers’ money invested in the
plant, the operation of which just
pays expenses. The same _ $16,000
properly invested would bring the vil-
lage an unincumbered income of $600
or $700 a year.
Since the operation of the plant by
the Eastern Michigan Edison Com-
pany, the citizens have been relieved
of their annual deficit and are perfect-
ly satisfied with the service.
At Hart, Michigan, the municipal
electric light plant installed in 1896
has been sold toa private company.
W. H. McFarland in a letter dated
September 16, 1913, ascribes the fail-
ure of municipal operation to “the
increase of commercial lighting which
necessitated the carrying of a peak
load, thus enhancing the cost of pro-
duction and causing the plant to be-
come greatly deteriorated.”
At Goodland, Indiana, the munici-
pal lighting plant, which began op-
eration in 1894, was sold to a private
company on November 1, 1912. The
President of the Town Board, Wm.
Stewart, under the date of January
13, 1913, writes as follows:
“The lights were on only from dusk
until 11 p. m. and, during the winter,
two hours of a morning. Some of
the business houses preferred their
own plants, such as carbide or gaso-
line. This cut off our revenue and we
had to charge high for street lights
in order to run the plant.
“We sold to the Northern Utilities
Company and will now get twenty-
four hour service without any more
cost than before. Our plant was
about worn out and I deem it a wise
plan to dispose of it and get better
service.”
At Marshalltown, Ia., the Iowa
Railway and Light Company was re-
cently voted a franchise to furnish
electricity, gas and street railway ser-
vice. The vote of the citizens was
overwhelming.
Another instance where the munici-
pal plant was abandaned is at Barnes-
ville, Ga. After fifteen years of mu-
nicipal operation, the electric light
plant was shut down and current is
now being purchased at a satisfac-
tory price from the Georgia Railway
and Power Company.
At Lehigh, Okla., a municipal light
plant installed in 1909, was by vote of
the citizens, sold in 1913 to a private
corporation. One hundred = and
nineteen votes were cast in favor
of the sale and _ nineteen against
it. The Mayor of that city writes:
“We bonded the city about five
March 3, 1916
years ago for $12,500, and when elect-
ed on the Council three years later,
I made it my special business to audit
the different departments and found
that the electric light plant from the
time of its installation had cost the
city $3 a month more for labor alone
than the entire income of the plant,
with no allowance for fuel, wear and
tear, etc.
“In checking up the total, I found
the city was making a levy of from
$1,800 to $2,200 per year to run the
plant. The first year I was on the
Council we had to close the plant
for six months on account of finances,
even though we had cut the labor
down to the very lowest margin.
“About six months ago we turned
the plant over to private parties for
them to run at their own expense, all
earnings to go to them and they to
furnish street lighting for the city.
The contract was not lived up to so
the City Council decided to seek Chi-
cago parties.
“I conclude from the experience
here it would be impossible to run a
municipal light and water system
without a loss.”
At Neponset, Ill., the City Council
sold its municipal electric lighting
plant to a private company because
it was too expensive for the city to
run,
At Midway, Ky., the municipal
lighting plant installed in 1911 has
been sold to a private company
because the private company offered
to light the town at a figure somewhat
Ta
COFFEE
see me
What Folks Want Is
MORE
OF IT
Judson Grocer Co.
Grand Rapids, Mich.
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March 3, 1915
MICHIGAN TRADESMAN 13
less than it was then costing the mu-
nicipality. ‘
At Napanee, Ont., in 1907, an elec-
tric lighting plant was installed at a
cost of $35,000. In 1911 the town
was very glad to sell the plant to a
private company who’ lighted the
streets for $55 per arc light instead
of $70 which it cost the city before.
Sheridan, Indiana, in 1912 abandon-
ed its electric light plant and sold
it to a private company, the company
assuming the bonded indebtedness of
$9,500. The city had spent between
$10,000 and $12,000 on the property
between the time of the installation
of the plant and its sale.
In explanation of the municipal
failure, the town clerk under date of
April 12, 1912, writes:
“We started in witha flat rate which
was too low. No provision was made
for street light ng, which made an ex-
tra expense. The plant was orig‘nal-
ly installed for steam power, but later
a gas producer engine was put in,
and that was the last straw which
broke the camel’s back.”
The Mayor of Princeville, Ill,
writes as follows:
“Our lighting plant was installed
eight years ago at a cost of $5,000.
We had a 30 horse power gasoline
engine and*paid $50 a month to run
it. The engine was out of business
about two-th'rds of the time and we
were at constant expense for repairs.
“About a year ago we sold the plant
to E. L. Brown of Elmwood for $3,-
000. Our reason for making the
change was because we found we
could buy our lighting for less money
and get continuous service.”
At a primary election at Dalton,
Ga., a large majority of the citizens
favored selling the municipal electric
ght plant. One voter wrote on his
ticket, “Can’t sell; give it away and
stop expense.”
Making profit out of municipal un-
dertakings is simply another way of
levying taxes. The theory of co- op-
erative supply of ‘any public service
is that the consumers join together
to provide themselves with it at cost.
When a mun‘cipal enterprise is run
on the profit-making basis it means
only a policy that prefers to raise
revenue by taxes on consumption
rather than by taxes on property or
on income. All consumption taxes, it
should also be remembered, are paid
by the resident inhabitants of the mu-
nicipality, to that extent relieving non-
resident property owners, who thus
share the benefits of the city’s growth
and expenditures without being call-
ed on to pay any of the money raised
by this class of taxes.
—_2-2-.____
Advertisements That Are Shop-Win-
dows.
The eyes that peer into the shop-
windows of a given city street, are
the same -critical eyes which scan
your advertisement in the daily pa-
per. Your advertisement, then, must
be a faithful representative of the
street and the shop you publicize. In
your frontage of newspaper space,
you must do what the clever window
dresser accomplishes. He arrests the
eye with a few well chosen pieces of
merchandise. He does not put all
of the store’s goods into his display.
The most effective window displays
are those which place in judicious
arrangement, a few things, which by
reason of seasonableness, beauty and
general appeal, will interest the great-
est number of people. Just as the
big department store has many win-
dows, so the department store ad-
vertisement is made up, or should be,
of many little advertisements.
I recently looked over an advertise-
ment of a reliable store in my home
town. In a few inches of space I
found a jumble of hardware and lin-
gerie, jewelry and cooking utens‘ls.
The advertisement conveyed no spe-
cial meaning to me, it gave me no
information, it imparted no interest
in the store and the stock. When
you go into this particular store, you
do not find scores of articles of vari-
ous character piled on one counter.
You find these necessities of life ar-
ranged in departments, the boundaries
of which are clearly designated. In
the advertisement this was not so.
Velvets and canned goods were pack-
ed into the same compartment.
You do not expect to sell only the
things you show in. your window,
but it represents in composite, the
quality of your stock. I contend that
retail store advertising, especially that
of the specialty shop, should accom-
plish this very thing. The net re-
sult of cataloguing the stock of a
store in an advertisement is a maze
of uninteresting words, which do not
convey pictures of anything. A mere
list of what you have is of no avail.
There must be some argument for
your particular brands of goods. As
a rule in an advertisement, you have
neither the space nor the time to make
telling pleas for all of your goods.
Why not, then, spend your energies
and time on one or two related things
for which you can, comprehensively,
make a sales brief?
Picture the contents of your shop
window, and then add to the allur-
ing scene the power of well chosen
words. Make the front or frame fa-
miliar, and the message newsy and
bright. To make people stop and look
into your shop windows, into your ad-
vertisements, you must give them the
color and vivacity you lend to your
window displays. Do not try to sell
all of your goods through the plate
glass. Just as modern photographers
have eliminated the unnecessary, so
we must prune our retail advertise-
ments. If your appropriation is mere-
ly a contribution to the publishers
it is probably your own fault. We
put too much into them, and there
comes up a wail all over the land
from retail advertisers that ‘advertis-
ing does not bring home the gold
dust. James Wallen.
——_2-—_____
A Common Thief.
“Mis’ Rogers,” said Belle, wiping
her hands on her apron, “yo’ jist got
to git rid o’ that trifling Jim Johnson
or I leave yoh.”
“What's the trouble, Belle?’
“Why, that colored trash is steal-
in’ from me same as if I was white!”
Mid
TOT TOT rary
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McCray Refrigerators |
keep all food and dairy products in perfect dition— i is 2
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foods. The McCray complies with all legal requirements in regard to the display of &
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The McCray may be arranged for either ice or mechanical refrigeration. We 5
have them in a great variety of stock sizes or built to order to fit any requirement.
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McCray Refrigerator Company
775 Lake Street Kendallville, Indiana
For Branch Salesroom in Your City See Your Telephone Book
DOT TT
TET Ti
—I38 = ooo: x
What is the Biggest Asset of YOUR Store?
Your service? Your stock? Your advertising? Your location?
Your store fixtures and front?
Here is the plain statement of a merchant handling ready-to-wear apparel and furnishing goods
in a city of 25,000 (name and address on file at our office):
“In 1913 we invested $3,500 in new Wilmarth fixtures. The next year we curtailed our
advertising and clerk hire just the amount we had spent for the new fixtures. 1914 was not
a very good year in our town, yet we netted 20% more profit in 1914 than in 1913.’’
Which goes to prove that every dollar spent for Wilmarth equipment was worth a dollar and a
half spent in advertising or in extra stock.
Our Designing Department will give you the benefit of the cumulative experience of
hundreds of stores in your class, and without obligations on your part. The time to plan
* for summer and fall installation is now.
WILMARTH SHOWCASE CoO.
1542 Jefferson Ave. Grand Rapids, Michigan
CHICAGO: 233 West Jackson Blvd. NEW YORK: 20 West 30th St. DES MOINES: Shops Bldg.
ST. LOUIS: 1118 Washington Ave. BOSTON: 21 Columbia St. HELENA: Horsky Blk.
MINNEAPOLIS: 27 N. Fourth St. PITTSBURG: House Bldg. SAN FRANCISCO; 576 Mission St
Pi Made In Grand Rapids]
14
MICHIGAN
-
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—
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——
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The Grand Rapids National
City Bank now has a depart-
ment store on its hands, hav-
ing acquired, in the name of M.
C. Hugget, a controlling in-
terest in the I. M. Smith Co. The
transfer occurred last Thursday
morning, when Ira Smith’s interest
in the corporation, being $52,900 of
the $100,000 capital stock, was bid
in at $25,000 to apply on the personal
indebtedness of Mr. Smith at the
Bank. At the same time the Bank
secured title in the same way to Mr.
Smith’s $21,860 stock in the Toomey
Lumber & Coal Co., Ltd., for $8,000.
The Alexander McPherson & Co.
Private bank at Howell, has been
merged into a State bank under the
style of the McPherson State Bank,
with a capital stock of $150,000. The
largest stockholders are as follows:
Alexander McPherson, $75,000; R.
Bruce McPherson, $37,500; Martin I.
McPherson, $18,750.
George B. Holmes, prominent lum-
ber dealer and director in the Alpena
County Savings Bank, recently died
at his home in Alpena.
The upward trend of business in
Detroit is clearly indicated by the in-
crease in savings deposits since the
first of the year. Total deposits in
the clearing house banks at the end
of the first week in January were
$181,574,000. This compares with
$186,455,000 last week, a gain of $4,-
881,000. The improved situation is
more truly reflected in the record
made by savings depositors. At the
close of business last week savings
deposits of clearing house banks in
Detroit totaled $85,022,000 as com-
pared with $81,931,000 for the first
week in January, a gain of $3,091,000.
Commercial deposits at the close of
business last week totaled $101,303,-
000, a gain of $1,780,000 since the end
of the first week in January.
Clark Williams, President of the
Industrial Finance Corporation of
New York, has advised Charles B.
Warren, President of the Detroit
Board of Commerce, that his com-
pany deems it inadvisable to estab-
lish a bank on the Morris plan in
Detroit at present. The decision is
the result of the report of the com-
mittee appointed by Mr. Warren to in-
vestigate the Morris plan of banks for
giving credit to workingmen with
character as a sole security. The re-
port was filed with the directors of
the Board of Commerce, who for-
warded it, together with a criticism
of the Morris plan, to the Industrial
Finance Corporation of New York.
Mr. Warren is of the opinion that
nothing further will come of the ef-
forts to establish a Morris plan bank
in this State. The nature of the ob-
jections to establishing such a bank
is not announced, as the directors left
the matter of publicity regarding the
report up to Mr. Williams.
The new Grosse Pointe Savings
Bank at Jefferson avenue and Rivard
street, village of Grosse Pointe,
opened its doors to the public last
Wednesday. The officers are Frank
C. Hubbard, President; L. S. Trow-
bridge, Vice-President, and C. D.
Ranson, Cashier. The board of di-
rectors consists of Frank W. Hub-
bard, L. S. Trowbridge, F. C. Durden,
David F. Carter, R. C. Connor, David
Gray, Edward J. Hickey, Murray W.
Sales and John Wynne, Jr.
——
The East need not doubt that the
Western communities are feeling
cheerful. Taking the Government’s
money valuation of the country’s
crops, last December, and allowing
for the subsequent rise of 10 to 40.
cents a bushel in the various grains,
the American producers should have
cashed in $350,000,000 more from the
three great cereals than they did a
year ago. On top of this comes the
avalanche of European orders for ma-
terials and supplies, with indications’
that it will increase in volume during
the next seven or eight months. The
only dissatisfied people of the mo-
ment, in the lines of industry describ-
ed, are farmers who have been spec-
ulating on a st‘ll further rise in wheat.
and who did not sell before the mar-
ket broke.
Underlying conditions are increas-
ingly favorable for good business. But
at the same time, it must be remem-
bered that with the war going on,
there remains a sensitive feeling, in
the ‘West as well as throughout the
Fast, regarding the future influences
on business. Sudden changes, one
hears it said, are liable to come un-
expectedly, and there is no disposi-
tion on the part of financiers and
trade leaders to rush into new un-
dertakings, or to encourage extrava-
gance such as usually comes during
a war period. Should the war cease
and business conditions get back to
normal, there is no doubt that there
would be immediate expansion in all
lines’ of business, far ahead of what
has been seen in recent years.
TRADESMAN |
But general business has been get-
ting into shape, even with likelihood
of continuance of war. This is prov-
ed by the bank clearings, and by the
tonnage moved on the railroads in all
sections. Increased employment is
being given to many. thousand hands,
here and elsewhere, and indications
are favorable for further solving of
the labor problem as spring ap-
proaches and new work can be com-
menced. The railroads have a great
amount of new work to do this year,
and new building plans, here and in
other large cities, are expected to
gradually take the slack out of the
labor market.
The comment which one hears most
often in Michigan nowadays is, that
March 3, 1915
the West, except in the face of agri-
cultural misfortune (which surely has
not confronted it this year), cannot
stand still for any length of time.
It must move ahead, and it is al-
ready beginning to stir more, with in-
creasing liveliness in many sections,
with indications of a quickened pace
as spring advances. Those who doubt
this should turn to the history of
every previous season of agricultural
plenty with good prices in the mar-
kets. Then they may profitably study
the records of the past three months,
to see what gains have been made al-
ready. These were so slow at first
that many people did not notice them
at all, but the gains have been held
—-which is taken as showing that the
WE sincerely seek the confidence of country banks. Increasing deposits
and growing numbers of accounts from such institutions speak of
the satisfaction they are finding in “City’’ Bank service.
Resources—over Ten Million Dollars
GRAND RAPIDS NATIONAL CITY BANK
CITY TRUST AND SAVINGS BANK
_GRAND RAPIDS, MICH.
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,
SPLENDID SECURITY
THE PANTLIND BUILDING COMPANY
5%% GOLD BONDS
ARE secured by a first mortgage on more than 40,000 square
feet of ground in the heart of the business district of Grand
Rapids. The investment of the company in lands and buildings is
more than $1,659,000, and of banking quarters $367,000, making
a total actual value of $2,026,000 as security for $850,000 bonds.
THESE BONDS ARE TAX EXEMPT IN MICHIGAN
We recommend their purchase for investment
or trust funds.
THE MICHIGAN TRUST Co.
March 8, 1915
MICHIGAN T.RADESMAN :
15
recovery was built on the right found-
ation, and will stay.
This country waits because there
is nothing else to do. We are at
the mercy of events in Europe, and
they are of such sort as to indicate
a great prolongation of the war. Ger-
many did not build up its great mili-
tary system for a skirmish, nor have
its antagonists raised large armies
for a demonstration and then a re-
treat. It is a struggle to the death.
From the standpoint of the Allies the
recent defeat of the Russians in the
battle of the Mazurian Lakes extends
the time of the conflict, and from
the German point of view the prob-
able participat‘on of nations not now
engaged has the same purport. What
then can the business man _ of the
United States expect? He does not
surance by the Lloyds is typical al-
though it is a bit surprising that the
rates have not been even higher. The
same feeling of caution runs all
through our domestic trade. The
bank clearings mark this by a differ-
erence of 10 per cent. against the pres-
ent time as compared with the figures
of a year ago, and at that time the
clearings had begun to show decreases
from the aggregates of 1913. In some
d'rections transactions which perhaps
have not had time to affect the clear-
ings figures have increased. Among
the railroads there are a few gains in
traffic, notably in the West. An evi-
dence of the prevailing caution is
found in the statistics of the port of
New York. Goods remaining in bond-
ed warehouses there February 1
amounted in value to $74,778,938
against $65,347,350 January 1 and $54,-
We offer
a limited amount
City of Muskegon
414% School Bonds—due 1919
fo net 414%
expect; he waits. It would be ab- 613,574 February 1, 1914. This is no
surd for our people to enter upon any doubt due to the uncertainties of the
great enterprise under these condi- war. Specifically it is explained that [;RAND RAPIDS ]RUST [‘OMPANY
tions, and indeed one might almost American importers anticipate a . : Bic
say that we have ceased to think of
enterprises, for discouraging condi-
tions these many years in this coun-
try have been followed by European
blight on every impulse to move for-
ward. The later developments of the
war, particularly Great Britain’s ef-
fort to “starve out” Germany and
Germany’s measures to cut off sup-
plies from the British Isles, hit Amer-
ican business at the one point where
it has shown marked revival, that is
in the sale of our products abroad.
In no other direction has there been
blockade of Germany by England.
No mention is made of the interfer-
ence with British commerce by the
Germans but that applies mainly to
incoming commerce and not to the
movement of ships from England to
to this country. The commodities
thus held are in great variety, in-
cluding almost all kinds that we im-
port from the continent. The stock
of cane sugar is however, extremely
small as importers hesitate to pay
freight rates from Cuba nearly four
times the ordinary amount.—Econo-
Ottawa Avenue and Fountain Street
Grand Rapids, Mich.
Fourth National Bank
a gain of any consequence. Seem- mist. Savings Commercial
ingly there is to be a more marked rr c :
effect of the sea warfare on our busi- Hone Tee Bay. ~ tere Deposits Deposits
ness interests than heretofore. Al- _ Detroit, March 2.—I have just fin-
ready the wheat market and others ished a three weeks’ trip through the
show what the leaders are looking for. Thumb of Michigan and have en- 1
a joved a fine business—ahead of last
Some of them even anticipate an em- year by far. 2
bargo, although this looks like a re- F. A. Corbishley, of Sandusky, Per Cent
mote contingency. It is unlikely that Claims he had a fine increase during Per Cent a
ee ead Siete. Gol become Gane Deere and January over a year Interest Paid Interest Paid
: go. on
volved in the contest but our Govern- "E. P. Southworth, of Croswell, s = Certificates of
mental affairs are not in the most sat- gained $1,400 in December and $800 ssi Deposit
isfactory condition in view of a $100,- i Jesters 8 5 poet Desesite Left
ye at is going some for a small-town.
000,000 deficit in the Treasury ac I found it that way all over my Compounded One Year
counts for the fiscal year thus far, nor territory. No one complaining about Semi-Annually
are we holding the place in the re- depression, but all feeling fine.
gard of the other nations which our Geo, H. Fleetham. Wn. H. Anderson, Capital Stock
loyalty to the rules of neutrality Agk for our Coupon Certificates of Deposit John W Blodgett, and Surplus
ought to command. Our Govern- Assets over 500 000 Vice President
ment finances can be patched up by $4, " ie — $580,000
an extra session of Congress or a CC — a, 4. C, Biehee,
bond issue but as to the whole coun- “Geax PapinsSvincsBank:
try nothing can be patched up until
the war is over. A commerce that
has to depend on the killing of men
for its prosperity is not one to be de-
pended upon for the long run.
A stock market of uncertain move-
ments, but mainly drooping, is the
comment of the nation on this situa-
tion, for the course of securities is a
good gauge of the average thought.
The same idea is expressed in pur-
chases of investment securities, which
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
Old National Bank
The
GRAND RAPIDS, MICH.
eee
: 4
5 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.
indeed are on a fairly good scale but
in which the “safety first” motive is
dominant. The low rates for money
naturally call for high quotations on
securities but in times like the pres-
ent the rule breaks down badly. The
element of confidence is of first im-
portance. The advance in marine in-
3 bs Per Cent.
Paid on Certificates
Largest State and Savings Bank
in Western Michigan
STAND TOGETHER.
Always Boost American Men and
American Ideas.*
Occasions of this kind mean much
to every retailer, jobber and manu-
facturer. When I speak of this oc-
casion I do not mean to refer to this
banquet or the talks that will be made
here to-night, but I mean the con-
vention, the food show, and the good
time we all enjoy in getting together
and for a few days forgetting the little
details of affairs at home and discuss
ways and means for developing a
larger, better and more _ profitable
trade,
I am glad to see the spirit of fel-
lowship so strongly manifested by
this great body of competitors. I
like the man who is big enough to
take his fellow competitor by the
hand and say “Hello, Bill, how is
trade?” and then exchange views ot
matters concerning the condition of
business. The retailer and jobber
are doing the same kind of trade,
the only difference being the retailer
sells to consumers while the jobber
sells to the dealer. The greatest con-
trast, no doubt, is in the volume of
business done. Our troubles are large-
ly of the same nature and will yield
to the same treatment.
The matter of credit or the credit
system is the greatest drawback to
the retail business and often hampers
the jobber. The American retailer
is usually built on such broad and
generous plans that his generosity
gets the better of him and he soon
finds his stock transferred to his ledy-
er in the form of “dead horses.” If
we could organize a Retail Grocers’
Association in every village, town
and city and get together on the
credit of our customers, we would not
only eliminate a large portion of the
losses, but we would train the cus-
tomer to live within his income, in-
stead of thirty or sixty days behind
it. Even this old system of crediting
everybody might survive if the cus-
tomer’s mother-in-law did not get sick
and the wife have to make a railroad
journey to see the afflicted, or per-
haps the little girl or boy falls
down stairs and breaks an arm
or head and a_ doctor’s bill
creep in, and many moving pic-
ture shows must be patronized, while
the grocer waits. _He must wait, he
won't dare ask for what is due him
for fear the customer will pay up
and go in a huff and trade elsewhere.
The jobber is almost as bad as the
retailer, for he should insist upon
payment of bills at maturity and not
thirty or sixty days afterward. If
this was always done, the retailer
would look more closely after his
collections and all would benefit. The
easiness of the jobber with his cus-
tomer will allow the retailer to be-
come slack on his collections and
sooner or. later he will discover that
a large proportion of his book ac-
counts are worthless. He will then,
many times, charge the jobber with
actually being to blame for his mis-
*Address of M. R. Carrier, of Lansing,
delivered at banquet of the Retail Gro.
cers and General Merchants’ Association
at Lansing, Feb. 24,
fortune, and I think he is largely jus-
tified in doing so.
A few weeks ago I read in the local
paper that the retailers would insist
on the jobber guaranteeing the sale
of all goods bought by the retailer
of specialty men while the order is
filled by the jobber. In the same is-
sue I read that the local association
would not accept orders taken from
their customers by canvassers_ be-
cause many .of the orders were not
genuine, and it also interfered with
too many already overloaded book
accounts.
Mr. Retailer, your troubles are no
different than those of the jobber.
Many retailers refuse absolutely to
sign specialty orders, while many
others buy more of the specialty men
than they would consent to buy of
the regular salesmen. Not long ago
I was asked to fill about twenty or-
ders for a certain article; the orders
had been solicited without our knowl-
edge and we were then asked to buy
a reasonable quantity over and above
the orders sold for future demand.
Our house had just returned under a
guaranteed sale the balance of a ship-
ment of about this same kind of stuff
under a different name. That was
the third experiment with that same
kind of goods. None has ever proven
a seller and nearly every merchant
who has purchased was “stuck.” We
refused to accept and fill the orders
without the guaranteed clause affixed
to our order. This, the representa-
tive refused to insert and we turned
the whole proposition down. The
manufacturer wrote us several letters
making different offers, but always re-
fusing to guarantee the sale. We sug-
gested they might fill direct and it
would cause no sore spots with us.
These goods are mostly on the mer-
chants’ shelves to-day. We did our
part to protect the retailer whose in-
terest is always indirectly ours.
There should be a more intimate
relation between retailer and jobber.
We too often allow little things to
disrupt a good and kindly relation of
long standing by neglect of some
small duty, like answering our cor-
respondence. For instance, the job-
ber sends his customer a statement
and perhaps he does not hear from
him. In about ten days he has heard
nothing and writes him a letter call-
ing his attention to his need of the
money to meet past due bills. Per-
haps no attention is given to this let-
ter, and then ten days or two weeks
later a stern letter is liable to fol-
low and the customer’s dignity and
responsibility may have been ques-
tioned, and he writes a letter in turn
that he will always regret.
So, fellows, let us stand together
for a betterment of our mutual in-
terests. It is the Standing Together
System that makes us bigger, broad-
er and better. Just now we are read-
ing much of the news of the greatest
war the world has ever known and
we are astounded with the one man,
one thought, one purpose, one coun-
try idea of the German Empire. When
we come to know the training the
German has had and the standing to-
gether that has been bred and born
MICHIGAN TRADESMAN
into his life, we begin to awaken to
the reason for Germany’s great
achievement.
I believe it is high time we Ameri-
cans begin to wake up and be Amer-
icans, stand by American institutions,
American labor and American capital.
Too long have we sought the cheap-
est markets and the cheapest goods
to the great detriment of our people
and our country. Too long have
politicians howled from the grand-
stand at our business men and big
business in particular. Germany never
made that mistake, but on the con-
trary she has encouraged her busi-
ness men and has boosted big busi-
ness.
Look at our big railroad corpora-
tions to-day. Most of them have ex-
perienced so much political regulation
for the purpose of sending some po-
litical spell binder to the Legislature
or to Congress that many of our
great transportation companies have
not only lost their credit, but gone
into the hands of receivers; their
freight service is lamentably crippled
and their passenger service is so poor
that in many cases the old ox-cart
system beats it. aa
Let us stop knocking big business
and for a time boost. Let’s get some
of the German Ten Commandments
instilled into our wabbly frames and
see if it will not make us a little big-
ger and. life a little sweeter. How
would these Ten Commandments
sound if written like this?
1. In all expenses keep in our mind
the interest of our own countrymen.
2. Never forget that when you buy
a foreign article your own country
is the poorer.
3. Your money should profit none
but Americans.
4. Never profane American fac-
tories by using foreign machinery.
5. Never allow foreign eatables to
be served on your table.
6. Write on American paper with
an American pen and use American
blotting paper.
7. American flour, American fruit
and American drink can alone give
your body true American energy.
8. If you do not like American
malt coffee, drink coffee from Ameri-
can colonies.
9. Use only American clothes for
your dress and American hats for
your head. Be
10. Let not flattery distract you
from these precepts and be firmly
convinced, no matter what others
_ say, that American products. are the
only ones worthy of citizens of these
great United States.
Gentlemen, how does this transla-
tion strike you? Let us get together
and boost for America and American
ideas. Let the railroads raise their
rates; I am for it. I believe it will
mean better service and service is
the great thing the commercial world
demands to-day. Let the railroads
raise their rates and they will put to
work nearly a million men now idle.
This will start the wheels of large
industries and once again we will en-
joy watching the roll of smoke from
the chimneys of many of our factories
now on a vacation. This million of
March 3, 1915
men will so increase the purchasing
power of seperal million of people
that all industries will resume activi-
ties and normal prosperity will again
reign supreme.
——- oo
Potatoes in Place of Bread.
Washington; D. C., March 1.—lIf
wheat remains at its present high fig-
ure or continues to rise in price and
if there is a corresponding increase
in the price of bread, scientists in
the United States Department of Ag-
riculture suggest that the ordinary
household will find it advantageous
to eat more potatoes and less bread.
With potatoes 60 cents a bushel, 10
cents worth—or ten pounds—will give
the consumer a little more actual
nourishment than two one-pound
loaves of bread at 5 cents each. The
protein and fat are present in appre-
ciably larger amounts in the bread,
but the potatoes will be found to
furnish more carbohydrates, and more
heat units,
Carbohydrates (starch) contribute
greatly to the energy value of any
diet and since potatoes are rich in
these, families that wish to expend
their money to the best advantage
are recommended to consider whether
they cannot make a more extended
use of them. They are easy to cook
and when prepared in different ways
can be made to lend variety to the
winter diet when green vegetables
are hard to obtain. Like other foods
relatively rich in carbohydrates, how-
ever, potatoes should be eaten with
food correspondingly rich in protein,
such as milk, meat, eggs, etc. and
with foods like butter, cream and meat
fat to supply the fat that the body
needs.
Under normal conditions in Europe
and America the potato ranks next
to bread as a carbohydrate food. If
prices change sufficiently to make it
desirable from a financial point of
view there is no scientific reason
why potatoes should not be substi-
tuted to a great extent for bread.
In addition the potato like many
fruits and vegetables helps to neutral-
ize an acid condition in the body. This
is another reason for its being eaten
in combination with meat, fish, and
other animal foods.
A Sweetly Reasonable Principle.
The clerk was ata loss, and the
zoorwalker minced up and took a part
in the conversation.
“Now, how about the money back?”
demanded the red-faced lady.
“We return money when cases so
justify. What is it—ribbons, shoes;”
“Naw; it’s a book.”
“Has the book been read?”
“Of course.”
“Um! We can’t return money on
books, you know.”
The red-faced lady grew purple.
“You aim to have only satisfied cus-
tomers. That’s the way you adver-
tise. Ain’t it, now?”
“Yes, madam.”
“Then why can’t you take this novel
back and return my money?”
“Is the book damaged in any way?”
sparred the floor walked. “Print im-
perfect, or anything like that?”
“Can’t say it is.”
“Then, why are you not satisfied
with the novel?”
“Why, I don’t like the way it ends.”
gg
Money Thrown Away.
Husband—You charge me_ with
reckless extravagance. When did I
ever make a useless purchase?
Wife—Why, there’s that fire extin-
guisher you bought a year ago; we’ve
never used it once,
ed
' March 3, 1915 MICHIGAN TRADESMAN : 17
A Revolution in the Account Register Business
Ta
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18
ARE MY PRICES RIGHT?
Viewpoints of Manufacturer, Whole-
saler and Retailer.
[Every man in business feels a per-
sonal interest in the correct answer to
this question. To help find that answer
the Tradesman herewith presents the in-
dividual points of view of three leaders
in their respective fields. Each of these
representative business men has formu-
lated policies on the basis of long and
successful business experience. No prob-
lem is more fundamental in every busi-
ness than this growing question of price
in its relation to costs on the one hand
and to sales on the other. The line of
action followed by each of these men,
therefore, will help every other man in
business to determine his course.]
Paper Three—The Retailer.
Rising costs have about reached the
high water mark, I believe. “Rents
have soared as high as possible and
the cost of labor can not continue to
increase. The cost of distributing
foods at retail has been increasing
during the last ten years. I think
the increase in wages alone has
amounted to about 33 per cent.
Many serious problems have result-
ed, but I do not see how they can
multiply, for it seems impossible for
the costs to go any higher. We are
giving as much service as the con-
sumers can possibly want. We are
carrying stocks as large as the most
particular tastes can desire.
And I also believe that our distri-
butive methods have been shaken
down until they are as efficient as we
can make them. I do not think it is
possible to cut out the middleman,
to eliminate the wholesaler or the
commission man. I am in a position
to test out the possibilties of other
methods of distribution than we are
using, and I have experimented.
For instance, I tried out a plan for
getting strawberries direct from the
grower. They were shipped to me by
a lake steamer. Now when it came
to test'ng out the plan, it developed
that the steamer would be delayed a
few hours every now and then. That
meant that I would find myself with-
out berries some mornings. Then, to
protect my trade, I would have to go
to the commission men, who were al-
ways ready to supply berries.
That is their business, and it is
their business to protect demand
against such contingencies as delayed
steamers and the like. My volume of
business on berries is not large
enough to warrant my making elabo-
rate arrangements that will keep the
channels of supply always open.
And what about my delayed berries,
when they did arrive? What was I to
do with them—cook them up into
jam? The commission men _ have
rapid ways to care for just such emer-
gencies. That is their business.
I also tested the possibilty of han-
dling apples direct from the grower.
But it was not successful, because my
trade would only purchase apples of
a certain size—the cream of the car-
load shipment. I had no way of han-
dling the remainder of the shipments,
But the commission men are in touch
with classes of demand which need
the apples I can not use. It is their
tasks to overcome conditions of that
sort. It is a task which can not be
eliminated. Perishable products must
be distributed with dispatch, or waste
and losses result.
MICHIGAN
Farmers, hearing of the high city
prices, have come to me from con-
siderable distances to offer me their
eggs. They disregarded the fact that
the egg production in their home
states is insufficient for the demands
of the large cities in the immediate
vicinity and desired to reach the spe-
cialized markets in dense centers of
population. But when I explained
the difficulties of handling this spe-
cialized demand, the practical stor-
age and transportation problems to
_be overcome, it was quite plain that
the task is best handled as it is nor-
mally, although the cold storage plants
have benefited the producer at an in-
creased cost to the consumer.
Mail-order selling is not go’ng to
replace the older forms of distribu-
tion—at least that is my opinion. Mail
order prices in my line exceed the
prices asked by large retailers in read-
ily accessible localities. That is, mail
order prices and average city prices
are about the same.
In communities more or less out of
TRADESMAN
are not very many stores in the en-
tire country with the same type and
volume of trade.
Many have made the mistake of
taking prices on garden truck, pota-
toes, and so on, in a locality where re-
tail prices of a certain type are bound
to be high, and comparing them with
the prices which the producer can se-
cure in sections where producers’
prices are low because of complex
transportation conditions. They find
that the difference may amount to
300 per cent. of the final selling price.
They then promptly annotince that
our distributive system is piratical.
As a matter of fact they not only
d’sregard the probable abnormality of
the specific examples they have se-
lected, but also overlook. the trans-
portation difficulties that have .been
overcome, the expensive collections
into carload lots that have been made,
and the costly storage facilities that
have been used.
So I believe that consumers get
their money’s worth for the prices
View of Grocery Store of Geo. C. Sausman, at Fremont.
the way, mail order prices are fre-
quently better than those the local
retailer can offer. But mail-order
houses can never supply certain lines
with satisfaction to the purchaser.
They can never take the place in com-
munity trade which must of neces-
sity be filled by a capable man on
the spot—the local retailer. And as
time goes on, the retailers will gain in
experience and establish the best
methods for meeting mail order com-
petition.
There are many arguments among
those used successfully by mail order
houses which could be used just as
advantageously by the retailers. It
will not be long until the retailers
learn to use them with great effect
and place before the consumers a
clear exposition of the merits and de-
merits of the mail order method of
distribution.
Of course in many. lines I find it
possible to buy direct in the primary
markets of the world. I import cof-
fee direct from Sumatra, for instance,
and there are no charges between me
and the grower except those connect-
ed with shipping. But of course it
would not be possible for the aver-
age retailer in my line to attempt im-
porting direct from Sumatra. My
trade happens to warrant it, but there
they pay. We have gone the limit in
offering service. Thirty years ago
customers came to the store with
baskets and carried home many of
their purchases. Packages of tea and
coffee were very frequently taken
home by the purchasers. But that is
out of fashion to-day.
The telephone has increased a great
deal the costs of doing business of
the small retailer. It is so easy to
order. over the phone that the habit
breeds abuse.’ Telephone orders mean
deliveries, and there are other disad-
vantages that increase the consumers’
bills—as, for instance, the habit of
buying foods in mere driblets. The
modern flat has increased the cost of
living because of insufficient pantry
space. It is the price of high living
or complex business operations, and
not the high cost of living or ordi-
nary business operations, that con-
cerns us.
As a matter of fact, the cost of
many articles has decreased. I went
into the grocery business forty-six
years ago and have had an opportuni-
ty to watch prices through four dec-
ades. I recall St. Louis flour made
from winter wheat—not the Minne-
sota patent flour of to-day—selling
for $13 and $14 a barrel. Even with
the effects of the war to be consid-
March 3, 1915
ered, the best patent flour can now
be had for less than half those prices.
Take sugar as another example. We
did not have granulated sugar in those
days. We did carry a moist sugar—
called “A-sugar’—and it brought
about 14 cents.a pound. Wealso sold
a sugar that came in long lumps like
bee hives. With a hatchet or shears
we cut up these lumps into sizes that
contained about as much as the cus-
tomers wanted.
Tea is still another example. To-
day I import my teas direct—here,
you see, is an instance where I can
shorten the number of steps between
the producer and the consumer. Forty
years ago we bought our teas
in’ New York and_ sold _ the
best gunpowder tea for $2.50
a pound. The cheapest teas cost $1
a pound then. Now a tea equal to the
$2.50 tea of forty years ago in every
respect—the best tea we can get, as 2
matter of fact—sells for $1 a pound.
Furthermore, a good tea, not. the
cheapest tea obtainable, by any means
—is marketed for 35 cents a pound.
Canned goods are also an effective
illustration that in many lines rising
costs are a distributive problem and
the results of the consumer's desire
for more than his. forefathers got
along on with satisfaction. Forty
years ago a can of Baltimore peaches
sold for 40 cents. The market offers
as good peaches to-day for 18 cents.
The equal of laundry soap that form-
erly cost $4,50 a box can be had now
for $2.85. Candles, olive oil and
starch are other instances
many that I have in mind.-
among
Some lines, furthermore, give the
consumer the advantage of unusually
favorable circumstances. Norwegian
sardines are a case in point. France,
which desires certain Norwegian
products, makes exceedingly generous
trade arrangements with Norway in
respect t6 duties and the like. The
Norwegians are, on this account, able
to get the best French olive oils at
very remarkable prices. In these oils
they pack their sardines, using won-
derful machines which make it unnec-
essary for the workers’ fingers to
touch the fish during the packing.
The result is a very remarkable value
of which the American consumer can
take advantage.
There are lines in which prices have
increased, of course. That is the
natural result of the law of supply
and demand. Meats and sea foods are
expensive. Also dairy products. But
in this country many are buying cuts
of meat which people in correspond-
ing positions in Europe would not
think of purchasing.
In many fields of manufacturing the
prices the consumer pays give him
more for his money than heretofore.
You can buy a better suit of clothes
for a smaller amount of money than
ever before. Automatic machinery
and remarkable inventions have de-
creased prices or made it possible for
a great number to enjoy luxuries
previously limited to a few. The im-
portance of machinery in _ heavily-
equipped industries is daily increasing
and the labor charges are decreas-
March 8, 1915
ing in proportion
output. .
Lines exist in which style features
or exclusive attractiveness, enter into
the prices the consumer pays. In
these products, the consumer’s wants
decide the value to him of the articles,
instead of the intrinsic worth of the
raw material plus productive and dis-
tributive costs.
For instance, the cost of a pound
of cotton cloth in the finished state
differs widely from the cost of a like
weight of raw cotton. I may pay $60
for an overcoat that contains wool
worth about 80 cents in the raw form.
The lines with which I have most
experience, and to which I have re-
ferred in detail, usually involve a
heavy proportion of labor. But in
lines that involve style or unusual ar-
tistic features, the consumer frequent-
ly pays heavily for these attractions.
In such lines the distributive costs
are usually higher than in foodstuffs
and the like. There is a greater risk
for the retailer involved and consum-
ers are often willing to pay heavily
for satisfaction.
to the increased
This really supports my contention
that prices to-day are moderate for
the values given, because the consum-
er sets up his own standards of value
in these littes that involve style or
other exclusive features and gets
something which the ordinary con-
sumer got along without years ago.
The consumer of these lines wants
the products of what amounts to al-
most genius, he desires results that
can only be secured by using expen-
MICHIGAN
sive machinery and large investments
and he prefers to have wide selections
of goods of this type displayed be-
fore him at certain seasons of the
year. For all this he must pay, and
the prices are the measure of his de-
mands in dollars and cents.
Consumers get somewhere money
with which to pay for the increased
number of luxuries they desire and
the more complex service they ex-
pect nowadays. Wages have increas-
ed enough to account for their ability
to pay. I can recall the time when
carpenters worked for $13.50 a week.
Some good carpenters earn 70 cents
an hour now and are employed the
year around at $5.60 for a day of
eight hours.
Not only do I think to-day’s prices
are reasonable for the value given,
but I believe the distributors have
perfected their methods to the im-
mense advantage of the consumers.
They are turning their stocks over
faster than formerly. This enables
them to reduce charges for stockroom
and investment. Frequently they
build up with a number of small prof-
its an aggregate profit which enables
them to cover the increased costs of
doing business without raising their
charges to the consumers,
When that occurs, price gives more
intrinsic value than before. Trans-
portation facilities have aided in this
fight to turn stocks quicker. Many
manufacturers and wholesalers have
assisted by establishing departments
that enable the retailer to buy fre-
quently in smaller quantities.
TRADESMAN
But there are charges for changes
in distribution of this sort and they
must be taken care of in the prices.
When the retailer buys in smaller
quantities he has to pay the local job-
ber, frequently, for carrying stocks
that will satisfy his small orders with-
out delays. Therefore, he usually
pays more than the man who does the
carrying of reserve stocks himself.
Furthermore, if the manufacturers or
the wholesalers have to rearrange
their businesses to take care of a lot
of small orders from the retailers,
instead of a few large orders, then
somebody has to pay the cost of the
rearrangements.
There is apparently a tendency to
equalize prices in the various sections
of the country. The increased effec-
tiveness of our transportation facili-
ties is responsible for this.
Another result of better transporta-
tion is the stimulation of local whole-
sale centers. I remember when large
Chicago wholesale grocery houses
sold profitably in down-state sections
which they can not handle now be-
cause of the increased effectiveness of
the local wholesale centers. As a re-
suit we see an increase of healthy
wholesale concerns supported by cus-
tomers drawn almost wholly from
local surroundings and rendering very
effective service.
Another tendency indicates that we
are specializing much more than years
ago. This, in a way, another re-
sult of the new facilities with which
we have to work. When we have new
facilities, we naturally become ex-
19
perts in the use of a few of them,
for it is difficult to master all of
them. The result is specialization,
which is marked to-day in both distri-
bution and production —Otto C. Eric-
son in System.
139-141 ™M
LU an
UHAND RAPIDS 9s
=SSUNB
TRACE Mana.
We are pleased to announce
that we are in our new location
and are installing a full equip-
ment of the most modern up-to-
the-minute machinery especially
designed for rapid and accurate
work.
In short our plant will repre-
sent the best in everything that
pertains to the production of
Harness and Collars, and a cor-
dial invitation to inspect it is ex-
tended to all friends and patrons.
As in the past, we shall con-
tinue to center our best efforts
for the success of all distributors
of the ‘‘Sunbeam’’ products.
Brown & Sehler Co.
Cor. So. Ionia Ave. and Bartlett St.
2 blocks south of Union Depot
Grand Rapids, Mich.
WY ff figeds "UMD EE. 0477
The grocer who pushes the sale of big cans of chea
finds himself ‘short’ because they are too expensive to
customers with an inferior baking powder that will pro
general appearance, but the test proves it an unpleasan
ING POWDER
SINS BONS
NOT Mane py THE TRUST
ALUME
THE TEST IS IN THE TILL
p baking powder, upon checkin
ever become “good sellers”
The Grocer Who Pushes the Sale of
He can safely recommend Calumet
perfect results in baking for his customers.
finds an actual profit and has the satisfactio
ds that pay you best. Calumet fills the bill
CALUMET BAKING POWDER
meets with a far different experience.
assured that it will produce positively
accounts, the grocer who sells Calumet
will come back for more. Push the goo
g up his baking powder accounts,
and he has unconsciously. loaded up his
ve unsatisfactory. He may think the big can isa “money maker” on
t “boomerang.”
as the best baking powder on the market and rest
When he checks up his baking powder
n of knowing that his pleased customers
and the till.
CALUMET BAKING POWDER COMPANY, CHICAGO, ILL.
The Making of Muslin Signs for a ~
Store.
Written for the Tradesman.
Show card writing and sign paint-
ing are distinct crafts or professions;
but there are certain stunts that,
strictly speaking, belong to the sign
painter’s trade, which nevertheless
the card writer frequently is called
upon to do. Of these the most im-
portant in point of availability and
usefulness of the average store, is the
lettering of cloth signs. This also is
the one which any person with a fair
knowledge of card lettering can take
up most readily.
The use of cloth signs, sometimes
called rag signs, for all kinds of spe-
cial announcements, is strongly to be
recommended. In no other way can
the advertising power of a store front
(and sometimes of the sides and rear
of the building) be so well utilized
as by strong and effective work of
this character, that will catch the at-
tention of every passer-by. Ina large
establishment, whatever cloth work
is wanted will likely be given out to
MICHIGAN TRADESMAN
nthe ed's) TC TN the brust-
on ordinary bleached muslin, on shelf
cambric, on calico of plain color, on
duck or canvass, and on various other
fabrics. But the sign muslin presents
much the easiest surface to paint on,
and the effect is far better than on
any other low-priced material; so it
should be given the preference. Con-
sidered as cloth it is poor stuff, being
a very cheap grade of muslin filled
with sizing; but it will stand more
hard service than one would think,
including a little rainy weather, and
usually will last as long as the pur-
pose for which the sign is made re-
quires. In buying get that which is
smooth and unwrinkled. When want-
ing just a short length sometimes one
will be offered an end that has been
lying around a store and has become
creased and slimsy. Better get that
which is fresh and full of sizing. Let-
ter on the “right” side, which is the
side having the heavy coat of sizing.
Several different kinds of paint may
be used. Japan colors, sometimes
called “quick-drying coach colors”
are probably best, all things consid-
be used: Mix dry pigment to a thick
paste with cheap furniture varnish.
Cheap varnish is best as it is free
from oil and dries quickly. If you
mix your own show card colors the
Pigments you use will answer in most
cases for the cloth work, but for black
lamp black is better to mix with var-
nish than the Swedish black, which is
best for water color work.
The distemper colors, being ground
in water, can not be used with var-
nish.
Thin your varnish mixture with tur-
pentine, benzine or gasoline. Paint-
ers are not agreed as to thinning ma-
terials, some preferring one and some
another. Turpentine is best for any
lasting work; but for the cloth signs
benzine and gasoline are more gener-
ally used, being cheaper and more en-
tirely free from oil. Benzine is con-
siderably better than gasoline.
Sometimes benzine or gasoline will
have a curdling or granulating effect,
causing the paint to scale off, in which
case turpentine may be used instead.
March 8, 1915
~
be quite thin, but still must
well.
Oil paints are not used on muslin,
because they dry so slowly and also
because the oil spreads and leaves an
untidy rim of grease around each let-
ter. Water colors, such as you use
on show cards, may be made to an-
swer ina pinch, but they have two se-
rious drawbacks. One is that being
mixed with water, they crinkle the
cloth. The larger the letters, the
worse this shows. This difficulty may
be obviated to some extent by a siz-
ing. Take strong borax water, boil
it and add cornstarch. When cool
mix some of this with the water color
—what you can without making the
color transparent. Also a few drops
of kerosene or glycerine added to the
water color will make it work more
smoothly on cloth. The addition of
the sizing does not do away with
the other drawback of water colors,
which is that if exposd to rain they
are apt to run, so generally it is not
advisable to use them.
Flat
cover
lettering brushes, having a
THIS STORE OPENS APR.I5 AS A
CASH GROCERY
FRESH GOODS
some sign man; but in a small store,
where expenses have to be counted
carefully, the cost may prevent hav-
ing what are really needed in this
line. If they can be gotten up right
in the store, with no expense but the
slight one for materials, then they
will be used and with profit, when
otherwise much good _ advertising
power would go to waste. Therefore
the card writer is advised to try his
hand at this branch of work.
As a matter of personal experience,
almost in the beginning of my learn-
ing to letter, and considerably before
I could write a decent-looking show
card, I made a muslin sign eighteen
feet long. This, while its workman-
ship was not above criticism, still did
excellent service. Used on a street
where the number of passing vehicles
was very large, it helped wonderfully
in “moving out the goods.”
For cloth signs, use sign painter’s
muslin whenever it is practical to do
so. This is prepared especially for
the purpose. Lettering can be done
ered. These are pigments ground in
a high grade of Japan dryer. They
come ready prepared and sometimes
are sold in tubes. A tube of black,
(lamp black is best) and a tube of a
good red will make a little outfit suit-
able for the beginner, at small cost.
If one is making many cloth signs,
it is more economical to buy the paint
in larger packages; but for a small
amount of work the tubes are better,
as one does not have to open up a
quantity of paint, a good share of
which will dry up before it is used,
Japan colors may be thinned with
turpentine, but more frequently ben-
zine or gasoline is used for this class _
of work. The Japan colors are free
from oil, work easily, and dry quick-
ly; consequently are well adapted to
muslin signs. It is best to add a little
cheap furniture varnish to the Japan
colors. This acts as a binder. Stir
well with the color before thinning.
In case the Japan colors can not be
gotten in small ‘quantities, a paint
prepared in the following way may
LOW PRICES
When you want turpentine, get the
genuine, not any imitation. Black
paint is more apt to scale off than
other colors. However, by putting in
a little more varnish with the Japan
black, it usually can be thinned with
benzine without causing trouble. Even
if it rubs off a little under hard pres-
sure from the finger, this commonly
does no harm if it does not scale.
Use only what varnish is needed. Too
much pulls the brush together and so
hinders. I recommend the benzine
for thinning, because sometimes tur-
pentine will spread a little oil. The
varnish mixture can usually be thin-
ned all r'ght with benzine.
With either the Japan colors or the
varnish paint, it is best to take out
a small quantity and thin it to what
you think is the right consistency,
and try it on a scrap of the sign mus-
lin. Let it dry and you can judge
whether it needs changing in any way.
It is most important to get your color
right and working easily before you
begin on your sign. The color should
square end so that they chisel nicely,
are needed for muslin work. Black
sables are standard. Those of ox
hair sometimes are used, but the end
is not so true and even. Camel’s
hair and some other kinds are also
used. Would suggest getting only
one or two brushes to start with.
After a little experience you will know
better what sizes you will require
and also the kind you prefer.
For any very small lettering on a
cloth sign, the red sable riggers which
you have for making show cards may
be used. This kind of work, with the
cleaning which it necessitates, is hard-
er on them than water colors, and
for any by the smallest work, the flat
brushes spoken of are far better and
also less expensive.
If your brushes become sticky while
at work, rinse with gasoline. At night
clean out the paint thoroughly with
gasoline.
In a sign shop they have one set
of brushes for oil colors and another
set for water colors, and the two are
y
?
*
a)?
i ocneneercettees sep Salata ar reese se eeaeemeaTePaDeE
W)
March 3, 1915
MICHIGAN TRADESMAN
a1
kept entirely distinct. When not in
use oil brushes, after being washed in
gasoline, are greased with some non-
drying oil (as lard oil). But as the
store card writer is likely to need to
use his muslin sign brushes for water
color work also, it will be best to
wash them after each job. This is
done as follows: By soaking in kero-
sene and gentle rubbing get out all the
paint, especially at the shank where it
accumulates and is a little hard to re-
move. Then wash thoroughly in
warm (not hot) soapsuds. Rinse in
clear water and let dry. If the work
has been well done they will be soft
and pliable. Very hot water will ruin
brushes.
Take good care of brushes. They
cost money. When cleaning do not
bend the hair sharply over the metal
part. Never stand them on end to
dry.
For putting on the layout, for a
large piece of work spread the sign
muslin on the floor or tack it to a
wall. Use charcoal or colored crayon
for making alignment lines and skele-
ton letters. Long alignment lines
may be quickly snapped on with a
chalk line. These may be reinforced
with charcoal. As to alphabets, the
unspurred Egyptian and the bulletin,
given in the*Tradesman of July 1 and
August 5, 1914, are both excellent, and
in fact are the indispensables with
sign painters for all this class of work.
Bulletin for the feature and Egyptian
for other matter make a combination
that can hardly be improved upon.
More capitals, that is, more of the
matter all in capitals, are used in al-
most all sign work than in show
cards. If for economy of space or
any other reason it is desirable to use
lower-case, then lower-case Egyptian
is good.
For the main feature, if the letters
are quite large, the beginner may find
it best to make an accurate layout of
each, allowing a width previously cal-
culated upon and the proper space,
whatever that may be in each case,
between every letter and the one next
to the right. The letters may be out-
lined with charcoal, using a square
for drawing vertical and horizontal
lines. A square that will be found
very convenient for this purpose may
be improvised of cardboard.
In this connection the amateur will
do well to give renewed considera-
tion to the proper relative width of
letters, and to the right space between
them, for these matters are very im-
portant in large work. These sub-
jects were treated of somewhat in the
show card lesson in the Tradesman
of August 5, 1914. Also in planning
a sign, arrange so that in each line of
matter the height and width of the
letters will be in correct proportion.
It is allowable to make letters short
and stout or tall and slender, as space
exigencies may dictate, but these
variations must not be carried to ex-
tremes, else the sign will not be a
good reader.
One other point. A rounded letter,
as an O, should be made to extend a
very little above and a very little be-
low the guide lines, otherwise, while
actually as tall, it will look shorter
than adjacent letters that are hori-
zontal at top and bottom.
The slant Egyptian, shown in the
illustration this week, is much used
on muslin for subordinate matter. ‘It
is quickly made and a little inaccu-
racy in execution does not show bad-
ly. It will be found a very useful
alphabet for card work. For all but
the feature, the sign painter confines
himself as much as possible to one-
stroke methods in this class of work.
Egyptian letters, both vertical and
slant, he often does not “finish” at
all, but by having his brush well
charged with color, working deftly
with the tip of his brush, and know-
ing just how to start and end each
stroke, will make H with three
strokes. L with two, etc.
Although green, blue, etc, are used
to some extent, red and black are
the great colors for muslin sign work,
red for the feature and to add life and
showiness, black for subordinate mat-
ter. A black initial sometimes is used
with a word in red, or vice versa.
Sometimes a stroke of black, so far
down or so far up on each, is placed
on red letters. Very large letters
may be ornamented with scrolls and
the like of a contrasting color. A
shading, say of gray or light green,
has a very good effect. A word or
a line in script is sometimes to be
seen, as also the use of curved and
slanted lines of matter. More elabo-
rate capitals than the unspurred
Egyptian and bulletin may be chosen.
Generally speaking, however, elabo-
rateness is not desirable in this class
of work. Whatever fill-ins or orna-
ments are used should be quite sim-
ple. The cloth signs of the best sign
painters generally are very plain and
often quickly done. Most users do
not care to go to unnecessary ex-
pense,
For putting on the lettering, spread
the sign cloth on the desk where you
make show cards, moving it along as
the work progresses. This is better
than any easel arrangement, for if you
place the cloth in any position ap-
proaching the vertical, the thin paint
used will run down and make trouble.
Be careful not to crack or wrinkle the
muslin, keep the work clean and neat,
and always spread a paper over the
cloth below where you are working,
to catch any drops of paint that may
fall accidentally. Shoulda drop light
on the cloth, the bulk of it may be
taken up with a knife, then let the
spot dry, and paint over with white.
Water color will answer for this.
After the sign is done and dry, the
layout may be lightly dusted off, al-
thought professionals do not always
take the trouble to do this.
Small cloth signs are improved in
appearance and often made more
available for use by being stretched
and tacked over a light wooden frame.
This must be done before the layout
and lettering are put on. Tack first
at the center of one end. Stretch
and tack at the center of the other
end. Then tack at the center of one
side. Next stretch and tack at the
center of the other side. Then work
from these four centers, keeping the
cloth smooth and even.
A mistake in spelling on a muslin
sign may be corrected by painting
over if you have white Japan color,
or by putting on a patch of the sign
muslin. Ella M. Rogers.
e222
His Promise as Good as His Rhet-
oric.
Carl Peterson, formerly engaged in
the clothing business at Hart, receiv-
ed the following letter from a de-
linquent last October:
“T am belief that you be fearful
for your money Dear Carl i am ready
the pay so quik i am Done wiht mine
patatos that will be a time from two
weeks. Reserved your letter.”
It is needless to remark that the
promise was not made good and that
the account still remains unpaid.
Wished a Thorough Test.
The colored janitor of the flat next
door approached the grocer and hand-
ed him a paper containing some white
powder.
“Say, boss,” he asked, “what yo’
t’ink dat is? Jes’ taste it an’ tell me
yo’ ’pinion.”
The grocer smelled it, then touch-
ed it to his tongue.
“Well, Jake, I should say it was
soda.”
-“Dat’s jes’ what I say,” replied the
janitor triumphantly. “TI say dat’s
soda, but my ol’ woman, she ’low it’s
rate pizen; she says she know ’tis. Jes’
taste it again, boss, fo’ to mak’ sure.”
eed
Lots of people pray for the poor—
and let it go at that.
ee
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1
Using the Sense of Display
N a little store at Gardner, Mass., a grocer has
demonstrated the value of displaying National
Biscuit Company products. His whole space is eight
feet wide by ten feet deep and seven feet high.
Not very long ago he put in his first stock of National
Biscuit Company goods. It cost him $15. He placed
this stock so that his customers couldn't fail to see the
famous In-er-seal Trade Mark’ packages and the next
month he purchased a $50 stock. He pushes his
cracker department. His sales are steadily increasing.
This is an instance of what one live grocer can do
even in cramped quarters by using good display to call
the notice of his customers to nationally advertised
goods.
NATIONAL BISCUIT COMPANY
Public Seating For All Purposes
Manufacturers of
American Steel Sanitary Desks
In use throughout the world
World’s Largest Manufacturers of
Theatre Seating
~ American Seating Company
General Offices: 14 E. Jackson St., Chicago; Broadway and Ninth St., Grand Rapids, Mich.
ASK FOR LITERATURE
MICHIGAN
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Securing the Trade of the Foreign
Element.
First of all, what do we mean by
the term “foreigner?” For the sake
of clearness let us divide him into
three classes—the green, the half ripe
and the ripe.
Under the first division come those
foreigners who walk our streets trail-
ing one after the other in Indian fash-
ion, clad in their button-to-the-neck,
short, double-breasted, bound-edge,
velvet-collared jackets, their skin-
tight pants of heavy moleskin reach-
ink half way up to their knees; their
green flannnel shirts, with brass but-
tons; their tiny, poke crown velour
hats of the vintage of ’47, who buy
nothing but foreign exchange.
Second, there are those foreigners
whose ambitions have prompted them
to use every effort to become Ameri-
canized—who have adopted American
customs and mode of dress, but who
still cling to their mother tongue.
The third class is composed of
those foreigners who have become
thoroughly Americanized—who have
adopted this glorious land of ours
as their country, and who can be dis-
tinguished only by their slight foreign
accent and the ties of sentiment that
bind them to their native land.
There you have the foreigner—the
man and the woman whose curious
customs and habits of dress we have
now come to recognize as an import-
ant factor in our business. And just
there is the rub; how are we going
to get that trade?
I believe that judicious advertising
in foreign papers of good circulation
will go a long way toward bringing
the foreigner into your store. Let
me give you a concrete example of
what a little advertisement in the
foreign papers of Youngstown ac-
complished.
When the European war broke out
one of our largest Youngstown banks
received word from its foreign ex-
change connections that the local bank
was not to accept any more money
for foreign delivery. For several
months all foreign exchange ceased,
and then, finally, came the notifica- «
tion that money could again be for-
warded. An advertisement to that
effect was inserted in the local foreign
newspapers with the result that on
the following Saturday 40,000 florins
(about $8,000) were sent abroad by
this one bank.
To be sure this incident represents
an extreme case, but I surely believe
that results just as startling and just
as immediate can be achieved if the
proper means are undertaken.
But to get back to our foreigner.
Granted that advertising, good ad-
vertising, has brought him into our
store. Now how are we going to
greet him so that he will feel per-
fectly at home and welcome?
Well, one way assuredly not to
greet him is to address him as “John”
as the section bosses dub him. No
matter how uncouth his appearance
or how vacant his expression, he cer-
tainly has a name, and an honest effort
should be made to ascertain it. Even
though he be clothed in his native
garb, he should be approached with
courtesy and respect—he should be
made to feel that you are interested
in him, and never by the slightest
word or look should he be made to
feel that he is an object of ridicule.
Place yourself in his. position for
a moment. Suppose you were in a
strange land, among strange people,
and amid strange ~ surroundings.
Would you enjoy being called “John”
when you entered a store, or left
standing without attention, while
other customers were being conduct-
ed personally to the proper depart-
ment? And would you go back to
that store when you again needed
something to wear? Assuredly not.
You would go where you were treat-
ed with the same courtesy and re-
spect as are other customers.
If proprietors of stores and floor-
men would only remember that a cour-
teous word is never wasted, and that
these people from other lands, al-
though they may seem old-fashioned
and queer, are as worthy of our court-
esy as our American patrons, there
would be less criticism of the foreign
element and more money in the cash
drawer.
Suppose a non-English speaking
foreigner—a Slavoian, for the sake of
example—comes_ hesitatingly into
your store. He asks for a “Coo-shu-
la” (meaning shirt) or a “Kloo-book”
(meaning hat) or “No-ha-veit-say”
(meaning pants). The chances are
two to one that he won’t be under-
stood.
Now then, what is to be done? Ob-
viously the only natural thing to do
is to point to the various articles of
your own clothing, questioning until
the foreigner nods assent: Then,
when you know what he wants, pro-
nounce the name.of the article for
him several times, as for instance,
“Coo-shu-la-shirt” shirt; “Coo-shula”
shirt; and insist upon his pronouncing
it after you. Almost invariably a
smile of recognition and pleasure will
reward your -efforts.
And that brings me to a point that
I believe is very important. I think
that the employment of an extra sales-
TRADESMAN
man who can speak a number of for-
eign languages well is an invaluable
acquisition and a splendid investment
for any store that expects to increase
its foreign trade. Not only should he
be thoroughly “at home” in the lan-
guage of his customers, but he should
be a man of general selling ability,
so that he can escort a patron from
one department to another and sell
goods from all parts of the store. He
should be a good “mixer,” should visit
the various foreign social organiza-
tions and keep in touch with the best
trading element. And he should be
a man of character and good appear-
ance in order to command the respect
and retain the confidence of the for-
eign trade.
But what if your business is not
large enough to warrant the employ-
ment of an extra’salesman? If that
be the case, and surely it is the case
in many stores, then the lack of that
extra salesman should be supplied
from the ranks of the people you now
employ. I venture to say that in
nine stores out of ten there are men
and women who, if the truth were
known, could speak enough of one
foreign language or another to wait
on foreign trade. Just see if that is
not true; take an afternoon off and
enquire diligently among your em-
ployes and the chances are three to
one that you'll find not one, but a
number of people who can speak a
foreign language fluently.
Now about the class of merchandise
that the foreigner buys. It is a griev-
ous mistake, and one that the sales-
men are only too slow in recogniz-
ing, to show a foreign customer the
cheapest article in the store simply
because he is not dressed in style.
There is a class of foreigners that
is not only ready to spend its money
freely, but is insulted when shown a
cheap piece of goods. For example:
one day last spring I chanced to ob-
serve a little peasant woman at the
shirt section in our store. She was
dressed in the garb of her country,
with a large black muffler tied about
her head, and under each arm she car-
ried a basket. She had come to buy
some shirts.
The salesman began showing her
some $1.50 shirts. For a time she ap-
peared much interested. Finally she
spied some $5 silk shirts that were
lying on the show’ case. “How
March 3, 1915
much?” she asked. The _ salesman
took a deep breath, braced himself
as if something terrible were going
to happen, and half choked as he
whispered the price. The little wom-
an fingered the shirts to make sure
they were silk, and said, “Me want
151% and 16.” If she had asked him
to marry her the salesman could not
have been more’ astonished. And
when she drew two five-dollar bills
from a white cotton handkerchief and
laid them down on the showcase he
could scarcely believe his eyes.
So much, then, for the notion that
the foreigner is necessarily interested
only in the cheapest merchandise.
There is another side to the story that
we must not forget, however, and
that is the inherent tendency to bar-
Trade
Stimulators
For
Price
Advertising
Our monthly cata-
logue of General Mer-
chandise abounds with
these.
Get acquainted with
the Yellow Page Specials
in each issue of “Our
Drummer.” They will
- help you pull trade to
your store.
Butler Brothers
Exclusive Wholesalers of
General Merchandise
New York Chicago
St. Louis Minneapolis
Dallas
fixtures.
Clothing Merchants
The Gannon-Paine Co’s entire stock of Circassian Walnut
Clothing, Hat and Overcoat Wall Cabinets, Plate Glass Show
Cases, etc., must be moved March 1, 1915.
This is an opportunity for you to equip your store with
strictly Up-to-Date Fixtures and Furniture at a great saving,
and furthermore we will take in exchange any of your
803-805 Monroe Ave.
Grand Rapids Merchandise & Fixtures Co.
Grand Rapids, Mich.
,
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March 8, 1915
ter that resides in a large proportion
of aliens. In Europe, we know, the
bartering habit. still survives, espe-
cially in the rural districts, and when
these people come to this country
they take it for granted that buying
here is after the same fashion.
And that brings us to the matter
of confidence. I believe that if once
you succeed in getting Mr. Foreigner
to realize that the plain mark-
ed price, and only the plain mark-
ed price, will purchase an article in
your store, whether it be bought now,
to-morrow, or a year hence—you have
clinched once and for all not only
this foreigner’s trade, but his broth-
er’s, his father’s, his brother lodge
member’s, brother church member’s
and brother workman’s trade.
It is, as I have said, not an easy
task to change the habits of a lifetime,
and there are few merchants who care
to undertake it. “Why,” they ask,
“should we risk loosing a man’s trade
for the sake of an abstract ideal?
Why should we even atternpt to deal
with the foreigner as we deal with an
American? Why should a merchant
assume a function that properly be-
longs to an immigration society ?”
And it is but natural that the ad-
vocates of such an unsympathetic at-
titude should advocate an even harsh-
er method of dealing with the for-
eigner, namely: That they hire an
extra salesman who is able to under-
stand the foreigner’s language but
does not let him know it. That is,
when two or more foreigners enter
the store the salesman is to deceive
them into believing that he doesn’t
know their language, while at the
same time he is gauging every action
by their comments, And the only
excuse the advocates of this method
of dealing have to offer is that it
precludes bartering, which, they say,
is the usual result when the sales-
man puts himself on the fore'gner’s
level by conversing with him in his
own language.
But suppose the customer does be-
gin to barter and haggle. I say ed-
ucate him, educate him to the fact that
in your store everybody looks alike,
that you play favorites with no one,
Show him the essential harmfulness
of the two and three and four price
system. Show him that the one price
is really the only fair deal that a
foreigner can get in a strange land.
Show him that in your store he is on
a par with the most influential Amer-
ican citizen.
Not an easy thing to do I'll admit.
It may lose you a sale or two at
first, but in the long run it’s the only
way that pays. It has paid already
in our own store. Just let me tell
you an incident that happened recent-
ly.
One of our regular foreign custom-
ers who I will designate as belonging
to the “ripe” class, had brought in
one of his fellow-countrymen who
wanted to buy a sweater. The first
Sweater happened to be a $3 one,
whereupon the prospective customer
mumbled something in his own
tongue, shook his head, and said “Me
give $2.” At this point there ensued
an extended confab between the two
MICHIGAN TRADESMAN 23
friends, at the end of which the
“green” foreigner produced the three
requisite dollars and took the sweater.
The customer educated to the one
price had explained to his friend the
meaning of the one price system and
had won him over. And the “oreen”
one is now a regular customer at our
store.
It is these foreigners who have been
won over to the one price system
who become your most valuable cus-
tomers. Inspired by the confidence
which straightforward, open dealing
has awakened, they are your best ad-
vertisements among their fellow-coun-
trymen. More than that, they take
pride in conducting themselves to-
ward your store in the best manner
they know how. Not only do they
buy the best goods, pay cash for
them, and carry the bundles home
with them, but they seldom ask to
have their clothes Pressed or repair-
ed, and never annoy you with trivial
complaints.
In conclusion, let me state briefly
what I believe to be vital in securing
the trade of the foreigner.
First, advertise in the foreign pa-
pers of good circulation, daily papers
if, possible.
Second, treat the foreigner as court-
eously as you would treat any Amer-
ican citizen. Be patient with him;
don’t expect a man who has been in
this country six months to exhibit all
the manners of a society leader. If
he can’t pronounce your name cor-
rectly don’t laugh at him but tell him
the right way. Be courteous, be con-
siderate.
Third, employ a special salesman
to wait on foreign trade when that
trade in your community is large
enough to justify it.
Fourth, make every effort to gain
the foreigner’s confidence by square
dealing and painstaking consideration.
J. Harry Meyer,
—__++__
In the District Court of the United
States, Western District of
Michigan, Southern Division.
In the Matter of Geo. B. Farmer &
Son, Bankrupts. :
Notice is hereby given that, in accord-
ance with the order of this court, the
undersigned trustee will sell at Public
Auction, to the highest bidder, on Wed-
nesday, the 10th day of March, 1915, at
10:00 o’clock a. m., at the store formerly
occupied by said bankrupts, at Lake
City, Missaukee County, Michigan, the
stock of merchandise and store furniture
and fixtures of said bankrupts, which
are inventoried at cost price as follows:
Ladies’ furnishings $678.56; men’s fur-
nishings $245.61; shoes $555.90; men’s
clothing $190.00; groceries $646.64, to-
baccos $116.97, candies $59.09, misc.
$70.02; furniture and fixtures $925.75.
Total $3,488.54.
An itemized inventory of the assets
may be seen at the office of the under-
signed, at Grand Rapids Dry Goods
Company, 22 Commerce Ave., Grand Rap-
ids, Michigan, and will be on hand for
examination before the opening of the
Sale.
Said sale will be for cash and subject
to confirmation by this court: and notice
is hereby given that if an adequate bid
is obtained, said sale will be confirmed
within five days thereafter, unless cause
to the contrary be shown.
Dated, February 27th, 1915.
Wm. B. Holden, Trustee.
Hilding & Hilding,
Grand Rapids, Michigan.
Attorneys for Trustee.
——_s-<......_
The key to success is seldom used
as a night key.
You Expected to
Get This Much
Net Profit
Last Year
But You Only
Got
This
Much
You lost business to your competitors.
You lost business to catalogue houses.
You lost business to department houses in
Nearby cities.
You lost business to soap clubs.
You sold your odds and ends at cost or be-
low, thereby trading dollars or losing money.
You failed to get many new customers,
To Make More Net Profit in 1915
Than You Did in 1914
You Must Do These
Things
You must get a lot of new customers.
You must hold all of your old customers.
You must get business from people who are
patronizing your competitors.
You must get business from people who are
patronizing catalogue houses.
You must get business from people who are
patronizing department stores in nearby cities.
You must get full price for all your odds and
ends and slow sellers.
You must collect your old outstanding ac-
counts without offending your customers.
You must make dull Wednesday a bigger day
than busy Saturday.
Sign the Coupon Below and Learn How You Can Have a
Bigger Net Profit in 1915 Than You Did in 1914.
BRENARD MEG. CO.
Iowa City, Iowa
Brenard Mfg. Co., Iowa City.
Gentlemen:— Without obligation on our part please give us full and
complete information how we can get more net profit in 1915 than we
did in 1914.
ee a oe tees
ici h dies chee cc ics. ee NG esi iccl ie
24
March 38, 1915
2? DRY GOODS,
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FAN cy GOODS + NOTIONS:
What Is Wrong at Huron-Denni-
man Co.’s?
Written for the Tradesman.
A little over fifteen months ago
the Huron-Denniman Co. started
their dry goods business in Rushton,
which-is a city of about 40,000 inhabi-
tants. They have a large, handsome,
well-equipped store on which they
hold a five-year lease, at a price that
is reasonable considering the excel-
lent location. Their stock is the larg-
est in Rushton and includes quite a
proportion of elegant and high-priced
goods, for the Huron-Denniman Co.
from the beginning has been bidding
for the best class of patronage in
the city. In the main their stock is
well selected and has been bought
at right prices. Some might consider
that they have tied their money up
in too expensive goods, but this is a
subject on which opinions would dif-
fer.
They used their credit a little heav-
ily in purchasing their original stock.
Wholesalers were glad to open ac-
counts with them because of the high
character of both Mr. Huron and Mr.
Denniman, and because the former
had had a successful mercantile career
previously. It was thought that the
success of the new firm was assured.
The difference between their paid-
in capital and their purchases has
been carried by the bank with which
they do business and by the whole-
sale houses from which they buy.
Their indebtedness is somewhat
more than it was when they opened
up, and they are getting a reputation
for being a little slow with their bills.
Their inventory, completed about the
middle of January, showed that thus
far they had not quite been able to
break even with expenses, although
the deficit is not large. On the capital
invested they of course have received
no return whatever. There already
is a feeling among outsiders who are
in a position to know, that things are
not running just as they should at
Huron-Denniman’s, although it is not
thought but that they are as yet per-
fectly good for any moderate amount.
This feeling, which is unknown to
the general public,.is mentioned in
financial circles only in strictest con-
fidence, and always with surprise. Did
conditions seem to be improving with
them, then it might be assumed that
as soon as they get really established,
then all will be well. Unhappily, how-
ever, their business is not building up
as it should.
Mr. Huron, who is an optimist by
temperament, thinks that times will
take a turn for the better and that
everything will come out all right.
Mr. Denniman is plainly very anxious
over the state of affairs, while Mr.
Mitchell, another stockholder who has
invested his little all, some three to
four thousand dollars, in the Huron-
Denniman corporation, is greatly wor-
ried.
What is the trouble at Huron-Den-
niman’s?
Doubtless the general depression
and the fact that they so recently
started in new, account for part of it.
Had money been plentier, their first
year’s business would have made a
better showing. But these two ad-
verse facts do not account for all the
difficulty. A brief study of the per-
sonnel of the firm and a glance at
their weekly pay roll and expense
account may furnish a more adequate
explanation.
Mr. Huron, who by virtue of being
the heaviest stockholder is President
and general manager, made his money
conducting a general store in a coun-
try town. His location there and
the fact that he had but little compe-
tition favored him, and in about fif-
teen years he accumulated, not a large
fortune, but a snug sum.
Prosperity went to his head a little,
and’ when he moved to Rushton he
bought a fine and costly residence,
and determined to engage in bus‘ness
on a far larger scale than his old
country village store. Mr. Huron
really can not be classed as a dry
goods man at all in a city the size
of Rushton. His stock in his old
place was made up almost entirely of
staples. He did not need to keep
posted on the fashions, nor did
changes in styles affect him. Not
only is he far from being well up in
his line of goods, he lacks the execu-
tive ability needed to get the most
and the best out of his associates and
employes, and to direct such a: busi-
ness as he has undertaken. Still, as
the President and general manager of
so large a concern as the Huron-
Denniman Co., it naturally is to be
expected that he should draw a good
salary. His position seems to de-
mand it. With the style of living he
now is maintaining, he needs. the
money. He receives $45 a week.
Mr. Denniman, the Vice-President,
was until two years ago a Cashier in
a bank in a Southern city. The cli-
mate of that section was malarial, so
he gave up his position there and
moved to Rushton on account of his
wife’s health. Here there was no
opening for him in banking. He was
slightly acquainted with Mr. Huron,
who he knew had made money as a
merchant, so he was induced to buy
a (for him) large amount of stock in
the corporation in which his name
appears. He draws $35 a week. In
the right sort of a position he easily
could earn it and more, for he is a
bright man and a pusher. But he is
not a dry goods man nor indeed a
store man of any kind. All of his
experience and his thought has been
in other channels.
Mr. Claude Huron, the Secretary
and Treasurer, is a recent graduate
from a high-priced college, where he
was distinguished rather for mild dis-
sipations than for any addiction to
study or serious work. In the busi-
ness he manifests neither the judg-
ment to buy nor the tact and energy
to sell. However, on most days he
puts in several hours at the store.
He draws $28 a week, which he con-
siders very low compensation for his
services. A young fellow who is
right in the swim can hardly worry
along on that amount.
Mr. Canby, another member, en-
tered the firm only five months ago.
He has spent the twenty years of
his working life in a freight office.
He is a good man and capable in a
way, but he knows next to nothing
about a store, and dry goods in par-
ticular are Greek to him. The Huron-
Denniman Co. needed money, and he
was persuaded to invest five or six
thousand by the promise of a good
position. He gets $30 a week, which
is considerably more than he ever re-
ceived from the railroad.
Mr. Mitchell is the other member.
He holds the smallest amount of
stock, but he really understands the
business better than either other
member, sees where the firm is miss-
ing it, and comes nearer than any of
the rest to earning his salary, which
is $30 per week. He has spent a
number of years with each of two
dry goods houses, and was accounted
a first-class man in both these places.
His position at Huron-Denniman’s is
regarded as somewhat subordinate,
owing to his holding the least stock.
Fortunately he is allowed to buy most
of the goods. . However, Mr. Huron
is not willing to delegate this work
to him entirely, but feels called upon
to exercise a superintendence, which,
owing to his (Mr. Huron’s) incom-
petence, is somewhat irritating.
As the reader will surmise, a firm
that started in with a big swing nat-
urally were somewhat lavish in their
expenditures. They advertised ex-
tensively and expensively, but not al-
ways resultfully. They at first hired
quite a number of high-priced help-
ers, as well as saleswomen at cus-
tomary wages. Business did not come
as it was expected it would. During
the last few months expenses have
been cut down somewhat, but it has
not been thought practical to let all
their good men go, for with the ex-
ception of Mr. Mitchell, no member
of the firm is a capable buyer, sales-
We are manufacturers of TRIMMED AND
UNTRIMMED HATS for Ladies, Misses and
Children, especially adapted to the general
store trade. Trial order solicited.
OORL, KNOTT & CO., Ltd.
Corner Commerce Ave. and Island St.
Grand Rapids, Mich.
SPRING
SHIRTS
We are showing an im-
mense assortment of
Fancy and Staple Dress
Shirts for men and boys
and a look at our line
will convince you that
here is the place to
make your selections.
Men’s Dress Shirts at
$4.50, $8.50 and $12.00.
Men’s Negligee Shirts
at $4.50, $8.50 and $12.00.
Boys’ and Cadets’
Shirts at $4.25 and $4.50.
Exclusively Wholesale
Grand Rapids Dry Goods Co.
Grand Rapids, Michigan
March 38, 1915
man, or window trimmer. It would
be a fearful lowering of dignity for
the President, the Vice-President or
the Secretary of so classy a concern
as the Huron-Denniman Co., to do
the parts of the work which they
really could do, such as sweeping,
dusting, unpacking goods, taking
care of stock, making out bills, and
running the auto delivery which the
store finds it necessary to maintain.
Such menial services are not for off-
cials, so workers must be hired to
perform them.
It is unnecessary to enter further
into details. The reader already is
able to draw the moral, which may
be summed up in this wise: In his
own firm a man is worth only about
what his services would command if
he were working for some _ other
house. A young fellow who would
find it difficult to get a place at all,
and who could expect to receive only
$10 or $12 a week if he were to h’re
out to Smith and Jones, is not actual-
ly worth any more when holding a
position with Father, Self & Co. A
firm is fast getting into deep water
when it has to offer a man more than
he can earn and a position for which
he is in no way fitted, in order to
induce him to purchase stock. Be-
stowing upon a man the presidency
or any office, does not make him a
dry goods man if he was not one be-
fore. And any firm that attempts
to pay its own members more than
they possibly can earn, and at the
same time suffers the losses caused by
their incompetence and mismanage-
ment, is laboring under a handicap
so heavy that failure—a lack of suc-
cess if not actual insolvency—is a
foregone conclusion. Fabrix.
— 72> ——____.
A Fair Proposition.
According to the story they are
telling in New York, the German
Kaiser was complimenting a soldier
named Eistein, who had distinguish-
ed himself on the field of battle.
“T am told,” so the Kaiser is quot-
ed as saying, “that you are a very
poor man and the only support of
your aged parents. Because of your
poverty you shall have your choice
of taking the Iron Cross or a hun-
dred marks.”
“Your Majesty,” enquired the can-
ny hero, “what is the cross worth in
money?”
“Not much,” said the Emperor; “it
is the honor that makes it valuable.
It is worth perhaps two marks.”
“Very well, then,” said Private Ejin-
stein, drawing himself up to h’s full
height and saluting. “I will take
the Iron Cross and_ ninety-eight
marks in cash!”
—— 27-2 >____
Not as Bad as It Sounds.
“My husband is a pogonotomist; is
yours?” asked Mrs. Puton-Ayres, at
the reception.
“Why-er-no,” young Mrs. Bryde
stammered, confusedly. “Jack really
doesn’t care much for those scientific
studies.”
Reaching home, the first thing she
did was to take down the dic-
tionary, when she found that a
pogonotomist is a man who. shaves
himself.
MICHIGAN TRADESMAN
Kresge Profits Exceed Estimate.
Even more favorable than unofficial
estimates previously published, is the
income showing presented in the
financial statement of the S. S. Kresge
company, covering the year ending
December 31, 1914.
The report shows net income of
$1,150,497.65, which is more than $100,-
000 greater than was credited in the
estimate, showing an increase of
$280,811 or 32.29 per cent. in compari-
son with net income of $869,686 in
1913, in part accounted for probably,
by the opening of seventeen addi-
tional stores during the year.
Total sales of the 118 stores in
operation, December 31, amounted to
$16,097,393.63 for the year, against
$13,258,228 the year before, an _ in-
crease of $2,839,165 or 21.41 per cent.
Dividends paid during the year
were $128,782.50 on the outstanding
$1,828,000 of the $2,000,000 authorized
7 per cent. cumulative preferred stock
and $300,000 at the rate of 6 per cent.
on the $5,000,000 of common stock,
leaving a balance of $721,715.15 to be
carried to surplus at the end of the
year, making a total surplus $1,653,-
363.64, December 31. The year’s sur-
plus compares with $588.886 at the end
of 1913, the increase for 1914 amount-
ing to $187,829 or 35.18 per cent.
The balance of net income avail-
able for common stock after pay-
ment of dividends on the preferred
stock was $1,021,715.15, equivalent to
20.43 per cent. compared with 14.68
per cent. so available in 1913 and 11.51
per cent. at the end of 1912.
The company’s. general balance
sheet shows totals of $10,220,077.80
in comparison with $8,492,190.46 at
the end of 1913, the gain in assets
being accounted for in part by the
item of $656,036.64, for the company’s
new office building in Detroit, by in-
creases in value of other properties
and in amount of merchandise and
cash.
Total property assets, including the
office building are given a book value
of $2,744,600.08. Furniture, fixtures and
permanent improvements are apprais-
ed at $1,903,582.73, compared with
$1,568,631.50 in 1913 and advanced
rent and other prepaid items show
$184,980.71 against $149,248.87.
Good will and leases are entered
at $4,376,026.26, as in 1913.
Inventory and current assets of
$3,070,816.82 compare with $2,395,-
186.91 the year before, merchandise
at $2,440,703.24 contrasting with $1,-
951,721.83, cash amounting to $582,-
222.92, with $361,697.48 and bills and
accounts receivable $47,890.66 with
$81,767.60 the year before. Supplies,
stationery, etc., are given a value of
$28,634.64 in contrast to $2,096.92 in
1913.
Liabilities include common = and
preferred stock outstanding amouni-
ing to $6,828,000, the outstanding pre-
ferred stock having been reduced by
$102,000 during 1914; the mortgage of
$325,000 covering part of the construc-
tion cost of the new office building:
and surplus of $1,653,363.64. Accounts
and bills pavable, including commis-
sion for buyers and managers, income
tax reserve and office building obli-
_ bills payable and commissions.
gation appear at $1,231,724.16, com-
paring with $496,766.97 in 1913 when
the item included only accounts and
Divi-
dends payable on common and prefer-
red stock, January 2 are included in
$181,990, comparing with $133,775
payable January 2, 1914, when the rate
on common stock was 4 per cent. a
year,
—_~+<
Why He Changed His Name.
Gibson’s Magazine tells the story
of an old darkie named Zeno who had
a savings account in a Southern bank.
One day the bank failed and Zeno
was very much perturbed—although
he didn’t know it by that name.
He hung around the bank, just to
be near his money, and when the re-
ceiver asked him why, he answered:
“Kaz Ah’s got some money in dat
ar’ bank an’ Ah wants t’ git it.”
“Well,” replied the receiver, “don’t
you know that the bank has to be
thoroughly examined before any of
the depositors can get their money?
Banks have failed before. This isn’t
the first time that a bank has bust-
ed.”
“Shore, Ah knows dat; Ah’s heard
teil o’ banks bustin’ afore dis, but
dis heah am de fuhst time dat a bank
evah busted right squah in mah face.”
Finally the receiver announced that
the depositors would be paid in full
in alphabetical order. Unfortunately,
a mistake had been made in figuring
and when they got down to the W’s
the money gave out and Zeno lost his
savings.
. 25
However, he wasn’t discouraged.
After a couple of months, he had
some more money saved up. He took
it to another bank, where he was
known and told the cashier he want-
ed to open a savings account.
“All right, Zeno,” said the cashier
warmly. “We will be glad to open
an account for you.”
“Zeno nothing’,” drawled the darkie
quickly, “mah name ain’t Zeno no
moh, mah name’s Aaron.”
nn
Smile and Hustle.
Smile and the world smiles with you,
Knock and you go alone,
For the cheerful grin will let you in
Where the knocker is never known.
Growl and the way looks dreary,
Laugh and the path is bright,
For a welcome smile brings sunshine
while
A frown shuts out the light.
Sigh and you go nowhere,
Work and the prize is won,
For the merry man with a backbone can
By nothing be outdone.
Hustle and fortune awaits you,
Shirk and defeat is sure,
For there is no chance for deliverance
For the chap who can’t endure.
WwW. E. Emmet.
———__.2.—__—_
How to Cut Thin Silk.
By placing thin silk between two
pieces of tissue paper, you will find
that you can cut it as straight as
though it were heavy cloth; there
will be no annoying puckering.
OFFICE OUTFITTERS
LOOSE LEAF SPECIALISTS
237-239 Pearl St. (near the bridge) Grand Rapids, Mich,
WHITE
GOODS
look up your requirements.
Will be in good demand this Spring, and now is the time to
We are showing a very attrac-
tive line in both the plain and fancy weaves, such as
Flaxon, Plain, Fancy and Seed Voiles, Plain and Fancy
Crepes, Lace Cloth, Etc., and a full line of India Linons,
Nainsooks and Long Cloths. See our line and get our prices.
Wholesale Dry Goods
PAUL STEKETEE & SONS
Grand Rapids, Mich.
a
INDEPENDENT
aa rk ke he Raa a
(Be
TELEPHONE
Jack and Jill
Went up the hill
To fetch a pail of water.
Jack fell down
And broke his crown
And Jill telephoned the doctor.
Of course she used
THE CITIZENS
"PHONE
And from the same Citizens Telephone she is able to reach 200,000
telephones in the State alone, as well as points in neighboring States.
Citizens Telephone Company
26 MICHIGAN TRADESMAN March 3, 1913
Composition of Roquefort Cheese
Fat. m ‘
Many of the problems encountered R & W
= = n attempts to produce a cheese of the Ca 1tz1¢
. 3 : Roquefort type in this country can P D E
ER, EGGS AND be attributed to eceenen in ee Pour oN
: sition between sheep’s milk and cow's MERCHANTS
Michigan Poultry, Butter and Egg Asso-
ciation,
President—H. L. Williams, Howell.
Vice-President—J. W. Lyons, Jackson.
Secretary and Treasurer—D. A. Bent-
ley, Saginaw.
Executive Committee—F. A. Johnson,
Detroit; Frank P. Van Buren, Williams-
ton; C. J. Chandler. Detroit.
How I Made My Prize Cheese.*
The subject which our Secretary
has given me is one in which we all
should be interested, and, while I do
not believe that my method of mak-
ing cheese is much different from
that of anyone else, yet I have beeu
quite successful in winning a good
many prizes, and it may be of inter-
est to you to know just what routine
I follow in making my cheese,
In the first place I think I am for-
tunate in having a good bunch of pa-
trons, who not only take an interest
in producing and caring for good
milk, but who are also interested in
seeing me win prizes whenever I do.
I need not tell you that none of us
can make a first class cheese or a
high scoring cheese, unless we have
the co-operation of everyone of the
patrons who furnish the milk. In or-
der to get this co-operation it is nec-
essary for us to instruct our patrons
in the best way of caring for their
milk. Show them that you are inter-
ested enough to make nothing but
first-class cheese all the time, but that
without their help you cannot do this
for there is no cheesemaker living
who can make good cheese from poor
raw material. I must say that, in
taking credit for myself for having
produced quite a number of prize
cheese, I must also give credit to my
patrons for the care they take of their
milk.
Another thing, we must exhibit our
cheese and enter into competition
with one another to find out whether
we can make prize cheese or not,
and I have never hesitated to
exhibit cheese at the different con-
ventions and state fairs throughout
the country. In this way I have en-
tered into competition with my fel-
low cheesemakers, and have secured
quite a number of mighty good
scores. It does not pay to hide your
light under a bushel, and we never
know what we can do until we try,
and my advice to each and every one
of you is that you exhibit cheese
whenever the opportunity presents it-
self.
My plan of making cheese is as
follows: I receive my first milk about
6:30 a. m., and as soon as I have
about 1,500 pounds of milk in the vat
*Paper read at annual convention Wis-
consin Cheesemakers’ Association by Ed.
Termaat, of Plymouth, Wisconsin.
I add 25 to 30 pounds of pure culture
starter—th’s for 4,000 pounds of milk.
By 7:45 a. m. I have all my milk re-
ceived and by 8 a. m. I have the tem-
perature raised to 85 degrees F. As
soon as the milk has reached an acid-
ity of .19 I add my rennet at the rate
of 3 ounces per 1,000 pounds of milk.
My vat is then ready to cut in about
30 minutes, or at 8:30 in the morning.
At the time of year of which I am
speaking I was cutting my curd four
times, once with the horizontal and
three times with perpendicular knife.
I then started stirring my curd
slowly, handling it with as much care
as possible, and in 25 minutes after
heating it to a temperature of 102 de-
grees F. I then keep it well stirred
in the whey until it shows about 14
Per cent. of acid, or % inch thread
on the hot iron. Usually this is two
hours from the time it is set until it
is dipped. After the whey is drawn
off I throw the curd back on the racks
from 6 to 8 inches deep, cut it into
strips about 8 inches wide and turn it
every 15 minutes until I have it piled
from 5 to 6 layers high. In about
an hour the curd is about .4 per
cent. of acidity and is then ready
for milling. After milling, the curd
is washed with from five to six pails
of water at a temperature of 105 de-
grees F. and I work _ this through
about three times then pile my curd
on both sides of the vat’ and allow it
to drain. After it has drained the
curd is forked over and salted with
three pounds of salt per 1,000 of milk
and well worked up with the fork four
or five times and left for about fif-
teen minutes, when I fork it through
and put it into the hoops. In about
haalf an hour I loosen the press and
dress the cheese. I use a self pres-
sure press and take my.cheese out in
the morning, and put them into the
curing room. I hold them three days,
paraffine them and then put them into
cold storage. The process of mak-
ing my prize cheese takes about six
hours from setting until cheese is
ready for the hoop,
—_22+____
To Meet in New York.
A vote was taken recently of the
membership of the National Poultry,
Butter & Egg Association which re-
sulted in the selection of New York
City as the next place for holding
the National convention. There were
cast for New York City 179 votes,
and 168 for Chicago. Detroit and San
Francisco received two votes each and
the following cities one vote each:
Buffalo, Cincinnati, Indianapolis, Kan-
sas City, Milwaukee, Philadelphia, St.
Louis.and Kokomo.
milk. These differ not only in the
absolute amounts of fat, casein, milk,
sugar, and ash, but, also in the com-
Position of some of these individual
constitutents. In a recent publica-
tion the author attributed the pep-
pery taste of Roquefort cheese to the
accumulation during the ripening pro-
cess of certain volatile fatty acids
of the group insoluble or but partially
soluble in water. In view of this it
seemed desirable to make a compara-
tive study of the fat of cow’s milk and
the fat of typical imported Roque-
fort cheese, with special regard to this
group of acids.
Roquefort cheese is made chiefly
from sheep’s milk. The milk sup-
ply of the Roquefort cheese industry
is rigidly inspected by agents of the
controlling companies for the express
purpose of prohibiting the adultera-
tion of sheep’s milk. However, the
addition of small amounts of cow’s
milk and also of goat’s milk is ad-
mitted by the cheesemakers.
The quantity of volatile-insoluble
acids of sheep’s milk fat is about dou-
ble that of cow’s milk fat. The oleic
acid content of the former is also
greater than that of the latter.
The conclusion of the author is that
the differences between the fat of typ-
ical imported Roquefort cheese and
the fat of cow’s milk are not great
enough to warrant the exclusive use
of sheep’s milk in the manufacture
of this type of cheese. However, it
is evident that an imported cheese,
made wholly or chiefly from sheep's
milk, will have more of the peppery
taste than a cheese of the same ripe-
ness made from cow’s milk.
Oleo Output in Chicago.
The oleomargarine output for the
Chicago district for the month of
January, 1915, was 8,932,841 pounds
uncolored and 508,299 pounds color-
ed, a total of 9,441,140 pounds, against
9,494,446 pounds for January, 1914.
The production of renovated butter
was 1,688,988 pounds.
—_2~-.___
Many a dollar has been coined out
of determination.
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 in good demand at quota-
tions.
Dairy and Creamery Butter of
all grades in demand. We solicit
your consignments, and promise
prompt returns.
‘Send for our weekly price cur-
rent or wire for special quota-
tions.
Refer you to The Peop’es Bank
of Buffalo, all Commercial Agen-
cies and to hundreds of shippers
everywhere.
Geo. L. Collins & Co.
Wholesale Live and Dressed Poultry,
Calves, Butter, Eggs and Country Produce.
29 Woodbridge St. West
DETROIT, MICH.
AS SURE AS THE
SUN RISES
Voisgt’s
ONO a)
eae
Makes Best Bread
and Pastry
Satisfy and Multiply
Flour Trade with
“Purity Patent’ Flour
Grand Rapids Grain & Milling Co.
Grand Rapids, Mich.
BEAN
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.
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 CoO.
F. T, MILLER, Gen. Manager
Grand Rapids
Use Tradesman Coupons
March 3, 1915
Change of Front by Leading Farm
Journal. 5
Some readers of Farm and Fireside,
published at Springfield, Ohio, were
undoubtedly treated to a_ surprise
in the issue of Feb. 13. No fairer
presentation of the matter of the
middleman as a necessary factor in
marketing of farm produce and the
distribution of goods to consumers
could have been expected even in a
paper devoted to mercantile interests.
The article is remarkable in that
the editor candidly and fearlessly sets
forth his views without regard to the
beliefs or prejudices of farmers or
the financial interests of some ad-
vertisers the volume of whose sales
depends largely upon mail orders
from farmers.
Believing that Tradesman readers
will appreciate these utterances in
their favor from an unlooked for
source we quote largely from the
article, as follows:
“Commerce is built up on the serv-
ices of middlemen. Good efficient,
honest middlemen are the great need
of the world. Sometimes the middle-
man is a mail-order house, sometimes
a commission man, sometimes a re-
tailer. In some form or other all
these and many other middlemen must
exist. The *middleman~ factor must
exist even if we are forced to supply
it ourselves, or our farm produce rots
on our hands.
“The Business Research Bureau of
Harvard University is studying the
retail business to see whether it is
efficient or inefficient. Every farmer
who thinks of selling his farm and
starting a store should scrutinize the
facts unearthed by this research.
“On the whole the retailer works
for less money than almost any other
member of society. If he is «n-
skilled he probably works for less
than nothing, and fails. Many re-
tailers do not keep books, nor charge
their business with their own salaries,
nor with the rent of the buildings if
they happen to own them.
“Most of the trade of the world is
done by retailers, and always will be.
The consumers can not ask their ser-
vants to work for less than nothing,
and good workmen will not do so.
It would be better for all of us if the
retail business of the county were in
the hands exclusively of men who
would know whether they were mak-
ing money or not; and decidedly bet-
ter if all were making fair profits. The
retailers are our servants, since they
do for us work which we could not do
for ourselves. It is not good for any
of us when the retail trade is dis-
organized by the presence in it of
very many men who are losing money
or are so inefficient that they do not
know whether they are losing or not.
“The Harvard people have -worked
out for some sorts of trade standard
sets of hooks by the keeping of which
storekeepers may know just how they
_ stand. Let us hope that their work
may not be for naught.
“The farmers, who have received a
great deal of advice as to how their
business should be run, are able to
assure the storekeepers that while it
is sometimes unpleasant to be told
MICHIGAN TRADESMAN .
of shortcomings it is frequently bene-
ficial.
“The retailer is a very useful per-
son. If a university research bureau
can tell him how to become more
useful everybody will be served.”
If all farm papers were to follow
his example and treat upon the rela-
tions between farmers and retailers
in the spirit of helpfulness it would
tend to the increased prosperity of
both classes. The farmer who will
not acknowledge his obligations to
middlemen and his home town, and
the agent or retailer who looks upon
the buyer as his prey—business a
game—are both wrong, and_ both
losing much which they might obtain.
—->--
Becoming a Leader.
We hear a great deal about “faith-
ful service,” but it should be borne
in mind that “faithful service’ alone
will not lead to promotion. There
are any number of men who are now
in the twilight of their days who have
been performing “faithful service”
for many a long year but who are
practically in the same position that
they were twenty-five years ago. It is
true that they may be getting a larger
salary, but the position is the same
and they have received increased pay
because of long service and not be-
cause of a much greater value of their
service. When they die their places
will be filled by men at one-half the
pay and the work will be done just
as well and just as faithfully per-
formed. Men are naturally honest and
faithful. It is only when some strong
temptation comes that they are led
astray.
But to become a leader or the head
of a department a man must be not
only faithful, but forceful and _ pro-
gressive. If he proves his fitness for
a higher position he will get it in due
time. If not, he will either be drop-
ped or he will keep in the same old
groove until death finds him at the
same old job or until he is put on the
pension list for “faithful service.”
Every great railway company or
corporation desires to have its imen
promoted. A man who rises from the
ranks and knows the business from
the lowest ground up is the most val-
uable man.
Before a man can become a leader
he must acquire the one habit that is
characteristic of all leaders—the habit
of making good. Making good does
not mean doing your work so that
it will be approved. The work must
be done so that it will not only be
done well, but nothing from it will
“come back’ for criticism.
A man should strive to improve
the methods by which his work is
done. A man should study the meth-
ods of men above h'm who have won
their positions by ability. A man
must work, he must develop his
mind, he must study all things that
will make him more valuable to his
company, he must take care of his
health, he must be honest with all
men and particularly with himself, he
must know his own business and he
should keep himself posted on all
competing lines of business.
27
New and second-hand, also bean bags, flour
Wm. Alden Smith Bldg.
POTATO BAGS 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.
bags, etc. Quick shipments our pride.
ROY BAKER
Grand Rapids, Mich.
Make Out Your Bills
Barlow Bros., Grand Rapids, Mich.
Watson-Higgins Milling Co.
THE EASIEST WAY Merchant Millers
Save Time and Errors.
Send for Samples and Circular—Free.
Michigan
Grand Rapids to
The Vinkemulder Company
Jobbers and Shippers of
Everything in
Fruits and Produce
Grand Rapids, Mich.
Michigan Beans and Potatoes
If you are in the market ask for prices.
Bell Phone 14 Farmers Elevator & Produce Co. Bad Axe, Mich
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.
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
to use them. ‘
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 to a 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:
Excelsior Wrapper Co. - - - Grand Rapids, Mich.
Excelsior Wrapper Co. - - - - Sheboygan, Wis.
Excelsior Wrapper Co. - 224 West Kinzie St., Chicago, III.
Our Facilities are such that Promptness is our slogan.
MICHIGAN TRADESMAN
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Simple Justice for the Family Bread-
winner.
Written for the Tradesman.
It often seems as if “Father” or
“Dad” or “Hubby”—by whichever of
these titles the family breadwinner
may habitually be designated—ought
to have a little money he can call his
own. If he is a man of only moderate
means and not a tightwad, he usually
doesn’t have a cent that really can be
said to be “exempt from execution”
—that is, execution by those of his
own household.
In one of the December numbers
of “Life” there is a clever cartoon
called “Papa’s Continuous Perform-
ance”— a cartoon which causes you
to smile, but which has a strong un-
dermeaning of pathos. A man, very
evidently hard-working and middle-
aged, stands meeting with a saber la-
beled “salary”'a host who are seeking
to take from him his solitary weapon.
The demands on Papa’s pay envel-
ope are personified. A butcher with
a big cleaver is reaching eagerly to-
ward Papa, while a shoemaker is only
just behind. A dozen manikins styled
“the twelve little rents” are ready to
pull his leg, each in its turn. One
of these actually has hold of his
trousers. A typical Santa Claus rep-
resents “Christmas Expenses.” A
stork looms large on one side, and
next the bird stands a white-capped
nurse. “Daughter’s Education” a fair
co-ed -inveap and gown, holds out a
pleading hand. There is a surgeon
thrusting toward the poor struggler
@ vicious looking tool of his profes-
sion, and close behind is the family
doctor with a bill, “Operation $5,000.”
A woman’s suit, “Nobby, $18.75,”
makes its silent request. The flag of
a large and gay summer hotel of
the $5 a day kind waves in the back-
ground. “Giddy Wife,” “Son’s Col-
lege Education,” and “Indigent Rela-
tives” are prominent personifications,
while among the great crowd of un-
named combatants who are approach-
ing to beset the beleaguered warrior,
a minister with a church in his arms
and heathen savages in his wake, and
an undertaker wearing a huge bow
of crepe, easily can be distinguished.
It is a wonderfully good cartoon, but
it is too true to life to be amusing.
It would be a most praiseworthy
benevolence, if Carnegie or Rockefel-
ler or some other modern Midas
would endow a foundation for a sys-
tem of pensions for husbands and
fathers: who have become or who re-
main impoverished through providing
for their families. Any man whose
nose has been held to the grindstone
until he is forty-five ought to be eli-
gible to this benefit. This unique
benefaction should be Protected by a
blanket exemption, something even
broader and farther-reaching than
that which safeguards those beautiful
and generous remembrances that Un-
cle Sam hands out to his veteran sol-
diers and sailors. Those are not sub-
ject to taxation and not liable for
debt. But the warm-hearted author
of the proposed benevolence would
have a chance to put one over Uncle
Sam himself. Let this new kind of
Pension be devoted Strictly to show-
ing “Dad” a good time; let it buy glad
rags for him but not working clothes
nor apparel for wife and children;
easy chair and slippers but not gro-
ceries and hardware; ice cream but
not boiling meat; an automobile and
gasoline but not a family cow.
What a delightful task it would be
to fill out and mail the checks which
would carry into actual realization so
blessedly human a benevolence! Just
to think of all the old fellows who
would have the time of their lives
with that money—old fellows. who
have worn themselves out in making
ends meet in the family expense ac-
count, at last having something left
over with which to enjoy themselves,
‘something they could use in no other
way except in treating themselves to
coveted pleasures and luxuries. This
would be a benevolence worth while.
In a recent “Questions and An-
Swers” appended to an article written
by a popular woman author and pub-
lished in the daily papers, one of the
enquiries reads thus: “Do you think it
is right for me to use the interest of
my money for household expenses?
My husband is hard-working, sober
and honest, but his wages are small.
It seems right to me but I have a chum
who is similarly placed, and she
tells her husband ‘what’s mine is mine,
and what’s yours is ours.’ ”
Very justly and sensibly the writer
advises this woman to use her inter-
est money “to help her husband out,”
wisely adding that it would be best
not to encroach on the principal un-
less absolutely necessary. That should
be left as a nucleus for other savings.
It is to be feared, however, that this
wisdom is wasted on this rabbit-brain-
ed questioner, who clearly does not
need counsel so much as she needs
to have her head fixed. A wife who
would think of keeping her own in-
terest money intact or using it for in-
dividual luxuries, when all her hus-
band’s earnings go into the family
till, has a sense of justice so rudi-
mentary and undeveloped that there
seems hardly any place to begin on
her. Her mental caliber is plainly
shown by the fact that she is unset-
tled in her mind as to her clear duty,
merely because a selfish chum makes
a practice of working her husband
for every outgo, while she keeps her
own funds untouched, or uses them
for personal expenditures,
There are good reasons why a wife,
particularly during her early married
years, may better retain in her own
name, and under her own manage-
ment any property she had previous
to marriage, or which she may in-
herit after it. Without entering into
details here it may be said that not
the least of these reasons is the fact
that a husband is rarely forgiven by
his wife and never by her folks, if he
makes any injudicious investment of
her funds. It is a more unpardon-
able wickedness than squandering
any other kind of money. While it
is wise for a wife to keep her patri-
mony in her own name, it seems only
just that her husband have a dower
right in all her Property, the same
that she has in all of his. J believe
this is the law in at least one state.
It is the duty of women to demand
the repeal of all Statutes bearing un-
fairly upon them, and the subst’ tu-
tion therefor of laws as equitable as
human wisdom can devise. Many cus-
toms as well as laws should be amend-
ed in their favor. But they should
not expect to have the privileges of
the property Owner, without taking
the property owner’s burdens and re-
sponsibilties. They should not ex-
pect men to make all the concessions
March 3, 1915
in financial matters and to require
none in return.
True marriage is a partnership in
money matters as in other things.
The spirit is not that of “mine” and
“thine” but of “ours.” The income,
from whatever sources, should be
common property. If it is deemed
best to have allowances for certain
classes of expenditures, let “Father”
come in for his the same as the rest.
Do not keep his pocketbood contin-
ually drained for current expenses,
while other members of the family
have purses comfortably full,
The progressive woman of to-day
requires fairness from others, but she
is willing to give a square deal her-
self. She is not a spoiled child ex-
Pecting all kinds of favors and feel-
ing fo obligations. Instead she rises
to the height of playing fair in the
great game of life—even with her own
husband. Quillo.
o-oo —.
Many a man’s ignorance is due to
the fact that he thinks he knows it
all.
Advise Your Customers
That by using
Mapleine
as a change of flavor, des-
serts and dainties will
taste different and
better.
Order from
Louis Hilfer Co.
4 Dock St., Chicago. II.
CRESCENT MFG. CO.
Seattle, Wash.
FLOUR
1s the cheapest food product
on the market
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
The Pure Foods House
Judson Grocer Co.
Grand Rapids, Mich.
March 3, 1915
PRESS THE BUTTON.
The Difference Between Enquiry and
Demand.
Written for the Tradesman.
An advertising phrase known the
world over, and which has come to
be classed almost as a proverb, is that
of which the above title is a part.
It had to commend it from its first
adoption the qualities of cleverness,
expressiveness, and perfect adaptation
to the product to which it referred.
The complete phrase, “You press the
button, we do the rest,” tells in less
than a dozen words a whole story
and has given—perhaps more than
anything else—a distinctive and ef-
fective character to the very high
class advertising that the concern
originating it has always used. :
The phenomenal popularity of this
phrase, which has resulted in its be-
ing given a prominent place in the
English language apart from any
flavor of a slangy nature and made its
use current among cultured people,
can be assigned at least in part to
the fact that it expresses in no small
degree a pronounced twentieth cen-
tury flavor embodying concrete expo-
sition of the present day tendencies
in all departments of endeavor on the
part of so many people who speed
along with the sole desire of hitting
only the high places. In a word,
there are too many button pushers
and too few individuals who are will-
ing to “do the rest.” Once having
given a proposition or undertaking
momentum by administering a good
push, we expect the man at the other
MICHIGAN TRADESMAN
end of the line to do the rest, while
the restless and more or less clever
originator of the plan goes on his way
seeking new buttons to push.
This meaningful phrase is a mes-
sage from the manufacturer to the
consumer and represents one of the
original efforts in consumer advertis-
ing about which we hear so much to-
day. Twenty-five years ago when an
individual wished to purchase an ar-
ticle of merchandise. about which he
had little information he went to the
nearest store carrying that line of
goods and selected from the stock on
display that which best suited his
needs and which was most highly en-
dorsed by the merchant.
How far we have traveled from that
primitive and dependent method of
shopping! Nowadays the average con-
sumer knows as much—and sometimes
a great deal more—about what he
wants to buy as does the dealer from
whom he makes the purchase. If one
has decided to invest in an article the
relative merits concerning which he
is not informed he sometimes goes to
the dealer for pointers as his first
move. More often, however, he hunts
up advertisements of that kind of
merchandise in which he is interest-
ed, sends to the manufacturer for
circulars and catalogues describing
the goods, reads about the various
desirable features each maaufacturer
claims for his product, and in this
way comes to some conclusion as to
his preferences. As a final act before
making the purchase he probably vis-
its two or three dealers to make per-
sonal inspection of the article and
finally buys what he considers the best
value for his money
In transactions of this character it
is the manufacturer who presses the
button. It is the local agent or deal-
er who is expected to do the rest, and
many manufacturers seem to think the
merchant has the easy end of the job.
“Why, we pay for the advertising,
spending thousands upon thousands of
dollars in sending our message con-
cerning our goods to consumers. We
create the demand. What more can
you expect? Do you want us to go
behind the counters and wrap up the
goods and make change for you?” is
the way some of them put it.
There is one little lesson in Eng-
lish which such manufacturers as are
guilty of making remarks similar to
the above have failed to learn and
that is the much more than “shade”
of difference between the meaning
of consumer “enquiry” and consumer
“demand.” There is a vast gulf be-
tween the two, as thousands of deal-
ers will testify.
Unfortunately for the manufacturer
who does not supplement his con-
sumer advertising with close co-oper-
ation with dealers and thus ensure
completition of the transaction which
begins with the pressing of the but-
ton, he is obliged to acknowledge this
difference between enquiry and de-
mand. It won’t do to mutter about
dead dealers; that doesn’t revive the
sleepers nor favorably influence the
wide-awakes.
It has been amply demonstrated
= 29
that in the final analysis the dealer,
if he is at all disposed to do so, can
influence the greater percentage of
his trade to buy what he recommends,
even when the customer has asked for
a speciafic article and possibly read
the catalogue statements concerning
it, as well as general advertisements.
It is not the purpose of this article
to decry consumer advertising, nor
to encourage dealers to belittle the
advantage of carrying merchandise
whose good qualities have been fav-
orably impressed upon the minds of
the public. The great need is for
consumer advertising, plus dealer
helps, and this many manufacturers
are now working on in their sales
departments. Maximum results in
the distribution of any given mer-
chandise can only be attained when
there is hearty co-operation between
all factors and a fair division of
profits or reward for labors involved.
Manufacturers and retailers are nec-
essary to each other and their real
interests are identical. Printers’ ink
salesmanship on the part of the man-
ufacturer, combined with enthusias-
tic personal salesmanship of the deal-
er, coming into direct contact and
with no big gaps between, constitute
the ideal to be striven for.
Once get the “press the button”
and the “do the rest’ factors to-
gether in the game of merchandising
and we have a combination for suc-
cess that is mighty hard to beat.
E. E, Reber.
ern enellintllpeennencnane
A castle in the air may be all right,
but a cottage on earth is better.
Building Business
For the future requires merchandise of merit.
PERFECTION OIL, made by a new refining process developed by the STANDARD OIL COM-
PANY—America’s greatest service organization—makes constant customers of occasional
buyers and returns large profits to the dealer.
PERFECTION OIL is the only liquid illuminant that burns without odor and does not chara wick.
PERFECTION OIL gives 20 per cent more light and burns 20 per cent longer than any other oil.
PERFECTION OIL is the only reliable, efficient fuel for incubators, oil-burning cook stoves and
heaters. It burns without flickering: keeps an even temperature and is more economical than
any other fuel.
DEALERS may recommend it with perfect confidence. It is guaranteed to the last claim by
its makers.
DELIGHT your trade and increase your sales and profits by introducing this new oil.
YOUR COMPETITOR may anticipate you. Immediate action is necessary. Full information
at any of the distributing stations of
Standard Oil Company
An Indiana Corporation
CHICAGO
MICHIGAN
TRADESMAN
ER eeeeieee
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March 3, 1915
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Michigan Retail Hardware Associatior..
President—Frank E. Strong, Battle
reek.
Vice-President—Fred F. Ireland, Beld-
ng.
Secretary—Arthur J. Scott, Marine
City.
Treasurer—William Moore, Detroit.
Planning a Comprehensive and Effi-
cient Paint Campaign.
Written for the Tradesman.
With spring rapidly approaching,
the paint dealer should have his sell-
ing campaign carefully planned. The
dealer who, in place of waiting for
business, goes after it systematically,
and keeps after it, is the one who will
reap results. Systematic, persistent,
diligent work is the keyto paint sales:
and it is by just such work that in
the next couple of months you will
land your share of big orders.
A first essential is a definite pros-
pect list. This list should comprise
the names of the people whom you
went after last year and failed to
land—people whom nobody landed—
and who are still in the market for
paint. Add to this the names of peo-
ple who own houses which need paint-
ing, and who are not on the list al-
ready. And furthermore, keep a
sharp lookout for men who are build-
ing.
In preparing such a list, the paint
store proprietor should not limit him-
self to his own personal knowledge.
It will pay to enlist the aid of his
salespeople. Train the clerks to keep
one eye open for paint prospects. A
weather beaten house that needs a
fresh coat, a whisper of a new resi-
dence about to go up—these, and
other petty news items, can be made
_to count in the paint selling cam-
paign.
Of course, enquiries will come to
you in response to newspaper and
other advertising. If you do not land
a man’s order the first time he en-
auires about paint, at least make it a
point to secure his name and address
e-d jot them down on your prospect
list.
With this list compiled, the next
step is to map out a follow-up cam-
paign. The material to be used in
such a campaign is a matter of indi-
vidual judgment. You know your
own locality, and you know what ar-
guments will carry the strongest
weight with the people to whom you.
want to sell paint. The main thing
is to go after your paint prospects
and to keep after them. No paint
campa‘gn can be made a success by
means merely of one broadside of
paint literature.
Your ultimate aim is to get the
prospect into the store where you can
talk paint to him. Personal salesman-
ship, where the salesman understands
his business, is always more effective
by far than printed literature. But
printed literature will do a lot to get
the prospect interested.
Lead off with a circular letter—
personally signed, if possible—on the
subject of paint. Emphasize the im-
portance of keeping up the appear-
ance of a property. Urge the insur-
ance value of paint, in preserving the
building from the ravages of wind
and weather; its aid in keeping up
the selling value of the property;
its sanitary side; its aesthetic side—
touch on each briefly, if need be in a
single sentence. Follow by emphasiz-
ing the excellence of the brand you
handle; invite the prospect to call and
assure him your personal assistance
in preparing estimates, selecting col-
ors, etc. Make the invitation to call
and see you personally the climax
point of the letter—the clincher.
Your opening letter need not be
long; it must be strong, direct and
to the point. With it you may en-
close printed matter, perhaps a small
color card
One retailer in his paint campaign
made use of a series of such letters.
One of them discussed the sanitary
side of painting, another its insur-
ance value, a third the need of regu-
lar painting to maintain and add to
the value of a property; a fourth, syn-
chronizing with the spring clean up,
discussed ‘the relation of the indi-
vidual home to the “City Beautiful.”
Of course, this follow-up campaign
will not be confined to circular let-
ters from the retailer himself. Paint
manufacturers furnish an abundance
of splendid advertising matter. Often
they provide an entire follow-up cam-
paign. In any event, every paint deal-
er receives a great deal of material,
prepared by the brightest experts in
the business. It costs the retailer
nothing; it will make a lot of money
for him if he sees that it is put into
the right hands. A systematic fol-
low-up campaign, designed to utilize
this literature, is the most effective
way of appealing to paint prospects.
The paint dealer’s own circulars are
valuable, as providing the vital link
between the paint manufacturer on
the one hand the paint Prospect on
the other.
The dealer should not leave the
manufacturer to do it all. The deal-
er’s personality is worth a great deal
in securing paint business, if he will
only realize that fact and inject him-
self into the spring campaign.
This campaign should be mapped
out along definite, clear cut lines,
and should be carried out to the let-
ter. There’s no use starting with a
great hurrah, and then letting the
whole thing drop after one or two
mailings. The follow-up letters and
circulars, say a week apart or even
less, should be kept going right to
the finish, until there is no hope of
landing the prospect for the time be-
ing. The value of such an advertis-
ing campaign lies in its persistence.
The effect is cumulative; the longer
it is carried on, the more convincing
it becomes.
Coincidentally, window display and
newspaper advertising can be liber-
ally used to boost paint sales. Both
will helps to bring in new prospects;
besides which they will appeal to a
great many of the people who are be-
ing reached by your literature.
Of course, the most effective busi-
ness getting method is that of per-
sonal solicitation. The paint dealer,
when the spring campaign is at its
height, can’t afford the time to get out
and call upon people personally; cer-
tainly he hasn’t the time to go the
rounds of his entire prospect list.
But he can reach a few personally:
and he should do this, as he maps his
mailing list campaign, systematically.
One dealer who knew the value of
Personal work in paint selling went
over his list, and selected one man
from each street in town; or, for the
longer streets, one from each section.
These he weeded out a little further,
until he had about a score. He call-
ed on these men personally, and
landed more than half of them early
in the campaign. The result was that,
in practically every section of that
particular city, right at the beginning
of the paint season, a man was busy
brightening up his home with Blank’s
paint, and busy, furthermore, in talk-
ing up Blank’s paint to every way-
farer who came along and watched
the job. Example is often contagious;
in this instance the extra effort de-
voted to securing these initial orders
~ helped to stimulate later sales,
William Edward Park.
2?
Her Difficulty.
A young lady who lisped very bad-
ly was treated by a specialist, and
after diligent practice and the ex-
penditure of some money learned to
say: “Sister Susie’s Sewing Shirts for
Soldiers.”
She repeated it to her friends at a
private rehearsal, and was congratu-
lated upon her masterly performance.
“Yeth,” she said dubiously, “but it
ith thuth an ectheedingly difficult re-
mark to work into a converthation—
ethpethially when you conthider that
I have no thither Thuthie.”
SAFETY
NY THE NAT)
Qe - my 80
TRADE MARK
ESTABLISHED 1868
9 S
ie e
FIRE UNDERWRIWE
FIRST
Go where you will in Grand Rapids and you will
see Reynolds Shingles in a large majority over any
other kind of roofing. It is the quality we put in
the shingle and the confidence of the public we have
earned that make so many demands for Reynolds
Shingles.
They make the most attractive roof obtainable
within a 100% of their cost. They always give sat-
isfaction. We guarantee them for ten years. Made
in four very desirable colors—garnet, red, gray and
green. Sold by all Lumber Dealers.
H. M. Reynolds Asphalt Shingle Co.
Grand Rapids, Mich.
Size
30x3
30x 3%
32x 3%
34x4
DIAMOND TIRES
NEW FAIR PRICE LIST
Smooth Tread Squeegee Tread
$ 9.00 $ 9.45
11.60 12.20
13.35 14.00
19.40 20.35
Other sizes reduced in about the same proportion.
carry all regular sizes in stock,
SHERWOOD HALL CO., LTD., Distributors
-30-32 Ionia Ave., N. W., Grand Rapids, Mich.
We
Foster, Stevens & Co.
Wholesale Hardware
wt
157-159 Monroe Ave. _ ::
Grand Rapids, Mich.
151 to 161 Louis N. W.
March 3, 1915
MICHIGAN TRADESMAN
THE MEAT MARKET
An Old Time Butcher to His Son.
I gather from your last few letters
that this public market business is
still bothering you a great deal. Be-
cause of that I want to tell you about
something that I heard the other day,
which seems to me to give a very
convincing idea of how the average
consumer regards the whole public
market affair.
It seems that a grocer recently went
up against this sort of competition
and found that he was losing enough
customers because of it to cause him
some sorrow. He wasn’t that sort
to content himself by sitting down
and bewailing his fate, or railing
against the city authorities for creat-
ing a new set of competitors in a
field that is already overcrowded. He
gave the situation a good deal of
honest thought and finally hit upon
a plan by which he could meet it
and beat it.
He hired a vacant store just a few
blocks from his own location, had a
large sign painted with the magic
words “Public Market,” fitted out with
a few rough looking temporary fix-
tures, and then stocked it up with
goods that he had marked up an
average of 5 per cent. over the orig-
inal. prices that he had charged in
his own store. Then he advertised
his new venture throughout the neigh-
borhood, and proceeded to get busy.
He immediately did a land office
business, the people who came to
make purchases cheerfully paying the
increased prices, never thinking of
asking credit, and readily carrying
home all their purchases with them.
I do not recommend this policy to
you. It smacks somewhat of deceit,
but nevertheless, it ought to give
you men in the retail trade a mighty
good line on the public market craze.
It should show you that the public
markets have been successful so far
as they have been successful, simply
because of the immense amount of
publicity they have received from the
newspapers, absolutely gratis. Once
this advertising is cut off, and they
are compelled to stand upon their
own bottoms, they are, with rare
exceptions, failures, as has _ been
shown, in practically all cities in this
country where they have been ex-
perimented with. With the contin-
ual talk of the high cost of living
in the newspapers, and the continual
exhortations to the housewives to
exercise every economy possible, it
is scarcely to be wondered at that
the average housewife falls for the
ostensible economies which the public
market offers her.
But I believe, and the facts in the
case are such that they warrant me
in my belief, that this appeal is only
a temporary one, and that when the
newspapers find some other topic to
devote themselves to, it will soon lose
its glamour. The housewife will then
begin to remember the services which
she used to receive with the butcher,
the grocer, or any other retail mer-
chant with whom she dealt, and will
discover that the only thing she is
doing is to sacrifice a large amount
of service, for a very small saving
in actual cash.
She will discover, too, that if she
is willing to pay cash for the goods
which she buys, and if she is willing
to take home with her all that she
purchases, that there is no reason in
the world, why the ordinary retail
merchant cannot set his prices at such
a figure that she can make the same
savings with him that she can make
by traveling long distances to pat-
ronize a public market.
But the reform in retail distribu-
tion must begin with the consumer,
not with the merchant. Distribution
systems are what the consumer makes
them, not what the merchant makes
them. If the consumer, or the greater
part of the consumers, demand ser-
vice from the merchants, they have
to give it to them. And, of course,
if the demands of the consumers,
make the costs of running a business
greater, it is perfectly right and just
that the consumer bear the burden
of this additional expense.
This market business appears to
me to be a fad. I do not look for
it to continue very long, nor do I
look for it to create many markets.
It is too much opposition to the de-
mands of the greater part of the peo-
ple, and although, the authorities can
create all the markets they like, they
can’t make the people use them. It
is like the old saying that you can
lead a horse to water, but that you
cannot make him drink.
The only way ‘to meet the public
market at present is to fall back on
the old standby of quality and ser-
vice. Quality for quality I do not
believe that your prices are any high-
er than those which prevail in these
markets. In fact, I am sure that you
are giving them more for the money
that is spent with you than those
in the markets give for the money
that is spent with them, for you throw
in the service which they do not give.
Under these conditions it is up to
you to show your customers by sales-
manship and what advertising you
can do exactly what advantages you
are offering them over what they cat.
get in the markets, and if you do
do that I do not see how the com-
petition from that source is going to
hurt you very much.
The average consumer is willing
to be shown. The trouble is that
the average butcher usually takes
very little trouble to show her.
When he does it is remarkable how
soon she responds to the facts which
he puts before her. You have the
advantages upon your side. It is up
to you to make use of them.—Butch-
ers’ Advocate.
——_-_ 2 —___.
Salt for Curing Hides.
The salt usually used for this pur-
pose is a rock salt, which is a mined
product run through crushers and
screens. Large lumps are more or
less objectionable, and if allowed to
be used will injure the appearance of
the hide. Hides in a pack weigh very
heavily per cubic foot and the lower
hides are subjected to heavy pressure.
Large lumps of salt between the hides
in the pack make bad looking indenta-
tions, although they do not necessarily
injure the hides for packing purposes.
Three parts of rock salt and one
part of fine salt make a very good
combination. The fine salt quickly
forms a moisture which the hides will
absorb, preventing quite a perceptible
shrinkage, as has been shown by care-
ful tests. When a pack of hides to
take up the second salt is thrown
to one side and by mixing one-third
new with two-thirds old salt, it can
be used again until it is entirely gone.
Salt for the hides should be kept
as clean as possible and screened be-
fore used.
Mutton Fat.
The fat derived from the killing of
sheep is often used to good advantage
in making mutton oleo oil. There
are times when there is a ready sale
for this oil, in which event it is run in
the oil house by precisely the same
rules as those in use in the melting of
beef tallow. The yields on mutton
fat are considerably less than on beef
fat. When it is not advisable to put
it into mutton oleo, it is nearly al-
ways advisable to make mut on tal-
low, providing there is a sufficient
amount of raw stock on hand to war-
rant it, as mutton tallow invariably
brings a better price than ordinary
commercial tallow. It is also much
whiter and is often used in the man-
ufacture of cosmetics, etc. When made
of the oleo oil, it should be made
separate from | eef fat, as the lasting
qualities of mutton oleo and stearine
are much less than they are in these
products in beef, both having the
tendency to become rancid if held for
any length of time.
eo...
Preserved Fish.
Preserved fish products should find
a place in every meat market. Make
a specialty of this end of your fish
department. Carry a variety for those
who enjoy a certain species will never
believe that other sorts are worth a
trial. Salmon, of course, stands at
the heads of the list, almost uni-
versally liked, even by those who
never partake of the fresh article. It
has the. further advantage of being
adapted to several uses, and any re-
tailer who will take the trouble to
> 31
furnish his customers with a few well-
tried recipes will notice an immediate
increase in his sales.
Then there are the varieties of salt
fish, all of them excellent. When
you have occasion to furnish these be
sure they are kept in good condition
and that they have not been allowed
to remain in a warm room, which
gives them an appearance of stale-
ness.
——_—_»-2-2
California Hams.
This is the style of the cut made
from the shoulder of the hog, the per-
centage of shoulder meat in the live
meat being from 8% per cent. to 10
per cent. It is a less valuable part of
the hog than the ham proper and
therefore generally handled in a some-
what cheaper pickle. For instance,
in a formula for ham pickle using
400 pounds of sugar to 1,500 gallons,
300 pounds of sugar would be ample
for California ham curing. It is a
difficult piece of meat to cure, espe-
cially if the hogs are not properly
chilled, for the shoulder is one of the
thickest parts. It is the general prac-
tise to pump California hams before
curing, and in so doing they should
be pumped very heavily in the veins
and under the shoulder blade, these
being the two places where the meat
will first show symptoms of trouble.
Otherwise the chilling and handling
is the same as other hams.
—_>-+—____
News From the Front.
He had waited thirty minutes for
a slow waiter to bring his dinner.
“Now,” he said to the waiter, “can
you bring me sonte cheese and cof-
fee?”
“Yes, sir; in a minute, sir.”
“And,” continued the diner, “while
you are away you might send me a
postal card every now and then.”
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.
E At
Our specialty is AWNINGS FOR STORES AND
RESIDENCES. We make common pull-up, chain
and cog-gear roller awnings.
Tents, Horse and Wagon Covers, Hammock
Couches. Catalogue on application.
CHAS. A. COYE, INC.
Campau Ave. and Louis St. Grand Rapids, Mich.
i anaahesitaieretagdunesamnsicsinteaanaee nearer ee SE STR om
MICHIGAN TRADESMAN
March 3, 1915
OCTOPUS OF BUSINESS.
Gigantic Competitive Favorite Creat-
ed to Throttle Business.
It is my desire to voice a protest
against the parcel post system, not
in its theory, but against its practice
as carried on under the lax and ap-
parently haphazard method now em-
ployed.
The deficit caused’ by this unbusi-
ness-like method in the Postoffice De-
partment is staggering—quite large
enough, in fact, to deplete the coffers
of a number of kingdoms. The Goy-
ernment permits policies that would
prove ruinous to any commercial
house, and Uncle Sam allows him-
self to be particeps criminis toa gi-
gantic trust, one that will eventually
mean the ruin of the small business
of the Nation. The present parcel
post plan will centralize commercial
endeavor into the mail order houses
and create the greatest monopolies
the world has ever known.
It has required many years to build
our country up to its high commer-
cial and industrial position, and to
lose ‘this prestige without a protest
_is not expected. It is not economy
to centralize the business of the coun-
try into the hands of a few. This is
what the parcel post is doing, and the
oil, steel and tobacco trusts will soon
be pygmies compared to the mail or-
der trust, with the United States as
chief partner and no share in the
profits.
If the business men of the country
sit idly by, offering no criticism and
no intervention, the Postoffice De-
partment will continue this ruinous
plan, irrespective of the aggregate
cost. A strong protest by the com-
bined business, banking and industrial
interests should be presented in some
forcible, decided way to the authori-
ties..
If the Government will ascertain
the cost of parcel post service and
charge accordingly, the damage will
not be so great, although if continued
on the present plan it will mean the
ultimate destruction of the small busi-
ness of the Nation. Mr. Burleson,
our Postmaster General, is not an ex-
ception to the average run of men.
When one figures on a pet question
he takes what appears to be the bright
side and unconsciously proceeds
along lines that are obviously unbusi-
nesslike. What business man could
hope to compete with the Govern-
ment, especially when a certain de-
partment is run at a loss and that
loss is made up by robbing another?
We are vying with the nations for
our share of the world’s commerce,
and our President is urging that the
ship purchase bill become a law, but
let me say in all earnestness that we
must preserve and protect our domes-
tic trade. If this parcel post policy
is not curbed, it will tear down and
absolutely destroy the business that
has taken the life of the Republic
to build up by high tariffs and other
aids.
Of what good will the ship sub-
sidy law be—another business venture
on the part of the Government fraught
with much danger—if the trade
between the states is handicapped and
eventually killed by the Government
building up through its parcel post a
great monster which is gradually but
certainly sapping the life-blood of
business. In spite of all the laws that
have been or may be enacted at Wash-
ington, the business depression of
1914 cannot and will not be improved
unless someone will give the Post-
master General a jolt to awaken him
from this parcel post dream wherein
the Government performs the func-
tions of retailer and wholesaler by
carrying products from the producer
to the consumer.
Is business to have no “backbone?”
Are we to permit a few men at Wash-
ington to keep in force a policy that
means the ruin of merchants and the
destruction of towns and villages? If
so, a lack of intelligence on the part
of business is shown for the general
welfare of the people.
Every time Uncle Sam charges less
than the amount it actually costs to
carry a package, either a short or
long distance, just to that extent are
the mail order houses favored and
the small commercial interests of the
country detrimented. The parcel post
method as now conducted constitutes
an enormous octopus, nursed by the
Government. It quietly builds up a
mail order system at some great cen-
tral market, which, with its many
branch houses, is slowly but surely
draining the very life of the little busi-
ness that means so much to the peo-
ple.
An axiom of good business is that
all merchandise, all service, must bear
at least the cost of such merchan-
dise or service. We all known the
parcel post is not doing this.
The Government is being robbed
under the plan of paying contractors,
who carry parcel post matter, more
than is received in postage. We are
told of a carrier near Los Angeles,
Cal., who is paid $1 per fifty pounds,
and the Government receives 54 cents
postage. This gives a net profit to
the carrier where he pays the postage
of 46 cents on every fifty-pound pack-
age. It seems that this man bought
a ton of bricks, put them in fifty-
pound packages, and as he received
a bonus of 46 cents on each package,
he soon had enough bricks to build
a home free of cost.
It is related that one contractor,
who has the Star route between Hol-
brook and Snowflake, Ariz., two small
mining towns of that State, bought
10,000 pounds of barley at Mesa, Ariz.,
and shipped it by parcel post via Hol-
brook to Snowflake. The barley cost
him 95 cents per hundred pounds at
Mesa, and the postage from Mesa
to Holbrook was $1.08 per hundred
pounds, making the barley cost him
laid down at Snowflake $2.03 per
hundred pounds. For transporting
the barley from Holbrook to Snow-
flake, the contractor received $2.25
per 100 pounds from a _ beneficent
Government. Here is the way the
deal worked out: The barley cost
laid down in Snowflake just $203. He
received $225 from the Government
for hauling it over the Star route,
making the barley cost him nothing
and getting $22 clear for his trouble
in handling. How about the mer-
chant who sells barley? How is he
going to compete with the man who
gets his barley for nothing?
Over $150,000,000 has been spent by
the United States out of the Treas-
ury Department in buying buildings
for the Postoffice Department. From
1865 to 1913 the Department received
in revenue $3,775,000,000 and expend-
ed $4,555,000,000 in expenses—a loss
of approximately $800,000,000. Add 4
per cent. interest on public buildings
and salaries of officers, and the loss
from 1865 has been $14,000,000 a
year. How long would it take to
make you a bankkrupt if you ran a
business lie that?
There has been too much anxiety
on the part of Mr. Burleson to push
the Federal Government into a busi-
ness that unfairly competes with the
express companies and railroads with-
out first ascertaining accurately all
items that go to make up the cost
of service. When it comes to mak-
ing a net profit or even paying the
cost of doing business Uncle Sam is
certainly a failure.
Why should the Government be
guilty of “unfair methods” when so
much is said and done to prevent an
individual, copartnership or corpora-
tion from taking an unfair advantage
of a competitor? The business men
of the United States are as a whole
broad-minded, intelligent, law-abid-
ing, and they expect a “square deal”
from Uncle Sam, but they are not get-
ting it from the Postoffice Depart-
ment.
The experience of Hans Garbus, an
Iowa farmer, is familiar to some. He
tells of his struggle to own a farm—
of receiving a catalogue from a mail
order house—of buying goods by mail
and of getting up a club of farmers
to do likewise—of how thrifty the lit-
tle village adjoining his farm was—
of how merchants’ were willing to
help an honest man over a bad year
—of the town full of people who
came to visit and trade—and then how
gradually the merchants in the little
village lessened their stock through
lack of patronage—how difficult it
became to get some article needed
for sickness or in death. One by one
the merchants moved to other places.
where they were more appreciated.
Gradually the town went down, bear-
ing with it the schools, churches, li-
brary and hotel. There was no busi-
ness and, therefore, no taxes to keep
it up. Go down to the depot when
the freight pulls in and you will see
the sequel in mail order packages.
This farmer says: “Nine years ago
my farm was worth $195 per acre;
to-day I would have a hard matter
to sell it at $167 per acre. It is
far from a live town—so every farm-
er says who wants to buy. He wants
a place near schools and churches,
where his children can have advant-
ages. I have awakened to the fact
that in helping to pull the town down
it has cost me $5,600 in nine years.”
It is apparent that the parcel post
will serve as a boomerang to the
farmers, for whose especial benefit
the service was intended, by depre-
first-class mail matter.
ciating the value of his land, robbing
the community of schools, churches,
hospitals and driving even doctors,
lawyers and bankers to the great cen-
tral market.
I would also ask the question with
Thomas A. Fernley, “Will it be held
that it is better for the merchandise
distributing service of this country to
be in the hands of one or two hun-
dred gigantic mail order houses, cat-
alogue houses and department stores,
or whether the country shall con-
tinue to have its merchandise distri-
buted by the present System of five
hundred thousand merchants all con-
tributing to the prosperity of the
country and the prosperity of the
local community in the active govern-
ments over which they exercise con-
siderable influence?” Upon the wel-
fare of these five hundred thousand
merchants is dependent the business
of employes, actually dependent upon
the results flowing from the prosper-
ity of the merchandising business
through the country for their employ-
ment and their livelihood.
The mercantile interests must do
more than register a complaint at
Washington. Each Representative
and Senator from your State must
be impressed with the injury that the
parcel post is doing to business and
given to understand that indifference
on their part to this all-important
subject will mean that they will be
replaced with men who will conserve .
business.
The extra work caused by the enor-
mous amount of parcel post packages
has greatly hampered the handling of
We have all
seen postal clerks come staggering
along burdened with packages that
should be delivered by horse and wag-
on.
One mail order house in the city of
Chicago boasts of having done over
$100,000,000 in business in 1914, with
a net profit for that year running
into the millions. This destroyer of
the life of small business is being
nursed into a gigantic monopoly by
receiving special protection and en-
couragement by the Government,
which is supposed to be run for and
in the interests of the people and not
for a privileged few.
How long will it be before the pub-
lic awakes to the great danger that
will surely come from centralizing
the distribution of the necessities of
life into the hands of men living like
millionaires in the great central mar-
kets? Here is a condition brought
about by the Postmaster General that
you know is bad. It is the most ef-
fective brake to business prosperity,
and we who love our country and hope
for its commercial supremacy dare
not wait. I call upon all interests
in business, regardless of party prin-
ciples or sectional differences, to urge,
yes demand, that a change be made at
at once in the parcel post policy of
our Government.
Oscar B. McGlasson.
_———.— a
Bad Luck.
“Well, little boy, do you want to
buy some candy?”
“Sure I do, but I gotta’ buy soap.”
deminer
March 38, 1915
MICHIGAN TRADESMAN
=
a
The Food Value of Flour
Variety in food is a good thing, if you can afford it, but to pay ten
times as much for strange dishes as the food value warrants, isn’t good
judgment from the standpoint of economy.
Bread is economical and satisfying because it gives you the most for
your money in food value and happens to be an all around food, that is, one
that supplies in itself all the different kinds of nutriment needed to sus-
tain life. |
LILY WHIT
‘‘The Flour the Best Cooks Use’’
Makes perfect food when baked into bread, rolls, biscuits or griddle cakes.
Made at home and raised naturally with yeast so it will be light with-
out the addition of chemicals, it is wholesome and appetizing.
Food values are measured in “calories” or heat units per pound and
Government tests show calories per pound in different foods as follows:
Wheat Flour........ 1750 Calories per pound
Beef Steak.......... 1130 Calories per pound
LO 700 Calories per pound
Canned Fruits ...... 450 Calories per pound
MO ee a 310 Calories per pound
Bomee 290 Calories per pound
Figure this out on the basis of cost per pound and you will get some
interesting results.
Valley City Milling Co.
Grand Rapids, Michigan
This is a reproduction of one of the advertisements appearing in the daily papers, all of which help the retailer to self Lily White Flour.
33
GOOD STORE POLICY.
Hold Sacred Promises to Creditors
and Customers.
Written for the Tradesman.
Some business men really have a
policy, and some do not. It is un-
fortunate that many merchants are
without that very valuable but elusive
quantity. Some ‘dealers are in the
habit of calling their slogan a policy,
but a clever catch phrase is not com-
prehensive enough to adequately ex-
press a really good business policy.
The policy of a store is what creates
the atmosphere of the establishment,
and “atmosphere” is to an _ institu-
tion what “personality” is to the in-
dividual.
How many dealers who think they
have a policy or who advertise with
such a catch-phrase as “Our policy is
a square deal to all,” could really tell
in plain words what the policy is or
what it means to themselves? It is
a good thing to have a well-defined
business policy, some concrete rules
of conduct for your commercial life
and an excellent bit of mental exer-
cise would be for a dealer who wants
to make his policy effective and
known to the public to sit down and
write out as completely as possible
just what he means by his policy.
For most merchants such a task
would not be an easy one, but it
would, doubtless, be fruitful in good
results and if a satisfactory “declar-
ation of principles” is finally evolved
the one who made it will not fail
to recognize that it is a valuable
document.
The point at which the average
business house will find that its policy
gets the severest strain is in the com-
plaint department, and no merchant
ever lived who did not have com-
plaints to wrestle with. It is seldom
that more than one complaint is bas-
ed on exactly the same premises and
always in the case of the small store
it is absolutely necessary to take into
consideration the peculiarities of the
individual who has not or imagines
he has not received fair treatment.
This matter of policy embraces
your attitude both toward your cus-
tomers and toward those from whom
you purchase goods. It is well to re-
member that contented customers are
quite as great an asset as dependable
goods. When a customer comes into
a store with a complaint, however
trivial it may seem, it is worthy of
serious and courteous attention, and
that institution which has among ‘the
foundation stones of its policy un-
failing courtesy will find it most use-
ful for application to the adjustment
of complaints. The customer may
be all wrong, and if so he will only
acknowledge it to the one who is ex-
ceedingly tactful and courteous in
convincing him of the fact.
In a recent discussion on the sub-
ject of policy, the president of a
large manufacturing corporation de-
clared that his company “grew as an
industry and as a distinct factor in
the industrial progress of the coun-
try because of its clean-cut good will
policy, which drew friends to its side.
That was and is more than a policy
MICHIGAN
—it is a principle. That principle was
and is to do the right thing and the
fair thing with all with whom it comes
in contact—with employes on the in-
side and customers on the outside.”
As a matter of fact, it is pretty dif-
ficult to differentiate between policy
and principle, and the policy of any
concern will depend almost entirely
upon the principles of those individ-
uals who comprise its personnel.
A certain successful butcher in a
large city recently said, “I find that
my most valuable asset is the reputa-
tion I have established of keeping
promises. I make it a point to keep
my word in every transaction.” How
many merchants there are who are
remiss in this respect and fail in mak-
ing deliveries of goods just as prom-
~~
Vg Thien
SEG]
TRADESMAN
cannot keep, but the good will of
the customer is retained and no fair
minded person will divert their trade
to other channels under such circum-
stances. Rather the inclination will
be to concentrate buying at a store
whose promise can invariably be de-
pended upon.
Promises to those from whom a-
merchant purchases stock certainly
should be held equally sacred as those
given to customers. The proprietor
of a substantial business recently said
with pardonable pride, “This house
has never lost a discount, nor has it
ever failed to pay a note at maturi-
ty.’ With such a record the credit
of the institution was, of course, gilt-
edge. Not every merchant is so for-
~~ (.
ee
as _ THE GAS ws
nae COMPANY
SS
= to)
YK ay
{ae SS
“Look here!
I can’t lay any golden eggs if you’re going to keep
chasing me.”
ised, expecting to advance some trifl-
ing excuse if they are reminded of
the promise by a disappointed cus-
tomer. A small matter? Yes, but
remember that the merchant who
promises to deliver an order at a cer-
tain time and habitually fails to re-
deem such promises, loses not only
the respect of his trade, but eventual-
ly the trade itself. Often a custom-
er, if told frankly that a certain de-
livery cannot be made ‘at the exact
time desired, will carry home the par-
ticular part of the order which is
wanted in a hurry, or if that were
impossible, it is the customer’s right
to have the privilege of making other
arrangements. A merchant might lose
the immediate sale of goods by his
policy of not making promises he
tunately situated as to be able to do
equally well, but the policy of every-
one may easily be of the broad-gauge,
scrupulously honest character, that,
when it is impossible for a merchant
to meet his obligations promptly, no-
tice of the inability to do so be given
to the debtor and not let the matter
go by default and possibly greatly in-
convenience the one who holds the
bill.
It is well enough for a company to
advertise its policy to the public in
some well chosen words of slogan
cast, but it is infinitely better to ad-
vertise the policy through everyday
acts toward all who have any part in
transactions with them.
E. E. Reber.
‘ regarding a new piece of
March 8, 1915
Famous Candies Are Good Sellers.
In some lines of goods the retailer
can get his customers to let him send
an order for a new and generally ad-
vertised article if it is not in stock
when asked for. This is not true in
the candy business... When people
want candy, they want it at once and
there is not one chance in a hundre4
that they will give an order for it to
be sent for. This means that ii the
confectioner is to get the benefit of
the general advertising of lines uf
goods that he may sell, he must have
those goods in stock.
While I must compliment the retai!
confectioner upon being more ready
than other retailers to stock and sell
generally advertised lines of goods
which are suited to his store, still
there could be more attention paid by
him to such business with material
advantage.
Goods that are well advertised by
the manufacturer come to you with
a demand already created for them.
They need not to have their merit
told by you because the manufacturer
has attended to telling people of their
quality. All that you need to do is to
keep before the public the fact that
you carry those goods in stock. Then
if you sell them well, giving the pub-
lic proper service, you will get a prof-
itable trade in them.
Many lines of generally advertised
goods have been brought forward. to
create a new demand, a demand which
takes the place of no existent taste
and which produces so many extra
sales. Several branches of the candy
business owe their existence and their
development to the advertising done
by the manufacturers.
There is on the part of the public
a constant craving for novelty. Plen-
ty of people are willing to try some
new thing, when they have no in-
clination to make a purchase at all
unless there is novelty to appeal to
them.
Every enthusiastic merchant knows
with what interest he opens a ship-
ment of new goods, of a new line that
he does not know very well. It is
a good deal like opening up Christ-
mas packages. The individual con-
sumer feels somewhat the same way
package
goods and often buys more to satis-
fy a mental curiosity than an appe-
tite.
It is the desire for something new
that fills the theaters and that sells
the books. It is the desire for some-
thing new that sends womankind out
: shopping day after day when there is
no real demand to be supplied. It
is this desire that makes people read
the advertising pages of the magazines
and it is the same thing that brings
them into your shop to enquire for.
goods that they have seen advertis-
ed, or to buy those advertised new
goods when they see them in your
window.
Merchants should use their show.
windows freely to display advertised
goods, or placards and cut-outs re-
garding them. Remember, customers
hesitate to ask for new goods. They
fear rebuff, or embarrassing you.
Frank Farrington.
March 8, 1915 MICHIGAN TRADESMAN ee 35
HONORGILT
Snappy Spring Styles that sell at sight are
what you want to display right now to get the
early Spring Trade and the Easter Business. We
have these shoes in stock. Shoes that combine the
HONORGILT
FOR MEN—WOMEN—CHILDREN S “7 QO E 3
latest creations of Dame Fashion with dependable
Honorbilt Quality. A combination that means in-
creased trade and steady patronagefor you. Our 1915
Catalog or sample line is offered for your inspection.
F. Mayer Boot & Shoe Co.,, Milwaukee, Wis.
No. 286—Ladies’ Fine Patent
Kid Button. Tip, Gray Buck
Cloth Top, Narrow Recede
Toe, Fudge Edge, 1% inch
Set Heel, oe Oak Sole,
Welt, D, 2~ $2.85.
No. ae Metal Calf, same
as No. 286. $2.75.
No, 242—Ladies’ Gun Metal
Button, Mat Top, Tip, Recede
Toe, Fudge Edge, 1% inch
Spool Heel, PA Oak Sole,
Welt, D-E, 2%-7. $2.40.
No. 789—Men’s Fine Patent
Leather Bal, Tip, Mat Calf
Top, Medium Toe, Fudge Edge,
1% inch Square Heel, OT
Welt, D-E
No. _759—Men's Gun Metal on
Calf Bal, Tip, Dark Gray Box
Cloth Top, Military Eyelet
Stay, Narrow Recede Tce,
inch Wide Square Heel, Single
Oak Sole, Welt, D-E, 5-11.
$3.25.
A
“4 ea)
< ys
RTT
No. 67—Ladies’ Fine Patent
Leather Button, Gray Cloth
Gaiter Top, Narrow Recede
Toe, Fudge Edge, 1% inch
Spool Heel, re a - Sole,
Welt, D-E, 2-7. $2.50.
No. 59—McKay Sewed, same
as No. 67. $2.15.
No. 771—Men's Fine Velour
Calf Button Tip, Mat Calf Top,
Medium Toe, Black Fair
Stitched, 1's inch Square
Heel, Single Oak Sole, Welt,
-E, 5-11. $3.25.
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MICHIGAN TRADESMAN
jaiccnotinieatitslodetetadiealannasanisianaetecanhaecipaagan-auaonansbanignapes eaemom tamer emi omer TT ee
March 8, 1916
The Style Problem and How to
Meet It.
The very first point to consider is
the inconsistency of three vital facts:
1. Shoe styles have always been
dependent to a degree upon the mode
of women’s outer garments.
2. Women’s shoe styles are antici-
pated fully six months in their first
designing, and then orders placed
from three to four months prior to
the opening of the season.
3. The sharper distinctions of the
vogue of women’s outer garments is
usually defined only from four to
eight weeks prior to the opening of
the season.
Obviously, if the situation were re-
versed, if we knew the coming vogue
in suits and dresses—the lines of the
garments—whether they were to be
severe, straight lines—or whether the
lines. were to be full of soft curves
and drapes, and if we could authentic-
ally know the general color schemes,
our work would be simplified.
For the last few years we have
heard a lot about the curse of the
multiplicity of shoes styles. To-day
with shoe styles increased ten-fold in
number, it has developed into the sal-
vation of the women’s trade if han-
died rightly, but more deadly than
dynamite if handled unthinkingly and
carelessly.
There are advantages
vantages in the present
which I will analyze briefly.
1. The present quick and frequent
change of style has increased the
consumption of shoes at _ higher
prices, and this will continue to in-
crease as time goes on. My per-
sonal opinion, based on observation,
is that the average woman consumer
is to-day buying four to seven pairs
of shoes a year, as against the old
average of three to five pairs. And
I repeat, I believe this will even go
higher in the next twelve months.
2. The influence on price has been
marked. Fancy shoes when ©’ first
brought out, and before they are
copied into cheaper grades, command
higher prices, and to-day hundreds of
women who formerly had a limit of
$4 for their shoes, are paying $6 for
a style boot because it is the thing
they want.
3. This fact of price is most vital,
because at one stroke we _ have
wrenched the public away from the
one price idea. And the greatest
good that can come to us, is to realize
that people will pay prices—and never
allow them to get back into their
old groove of thinking.
and disad-
situation,
4. Because it has been easy to get
prices for novelties, profit ideas have
developed greatly this past season.
And we must not lose sight of the
fact that this greater profit must not
be considered by us as being some-
thing that we have been individually
smart in putting over, but we must
see the fact clearly that it is a vital
necessity as I shall point out among
the disadvantages.
5. Numerous styles have and will
further tend to force increased effi-
ciency among our sales forces. The
cry from salespeople has always been
“few styles and plenty of sizes.”
Salespeople have now been through
a season of rapid style changing and
admit that duplicating orders is im-
possible in most cases, at least dan-
gerous in all cases. This has led to a
spirit of “sell something you have got
the size in.”
6. The public is tenfold more
confused on style than we are, and
that is a very good thing for us. There
isn’t any style to-day—there are many
styles. And that is, and has been, my
answer, all this season, to visiting
buyers who have asked me, “What
are you buying,” and, “I don’t know
what to buy.” So I say buy anything
that looks good to you. Make your
salesforce believe it is right and go
to it.
Now for the disadvantages!
1. When styles are numerous there
is danger in buying in quantities,
and a great danger when we start
selling a style freely that we place a
duplicate order. This is the mistake
that will put many shoe retailers on
the rocks during the next few seasons.
2. When style changes are radi-
cal and frequent, the “ends” of lines
and “dead” stock of broken s‘zes are
relatively worth half the price that we
can get for broken-sized lines of
staples.
3. It is dangerous to buy long
ranges of sizes and widths in many
extreme styles. This is another rock
on which many a prosperous business
can go to pieces. ;
Without going further into the dis-
method by which I believe we can
method by which I believe w can
profit by the present situation.
Don’t be over anxious and buy too
early. Look at many lines before de-
ciding as to the general trend of
your styles.
Don’t buy too many sizes, or pairs,
on too many novelty lines. I am
speaking now of “end” sizes.
Discriminate most carefully be-
tween Staples, semi-staples, near nov-
elties and extreme novelties, and
grade your size buying accordingly.
We must all learn to merchandise
our purchases far differently than
What One Dealer Says
“I have just received the work shoes you
shipped me. and they look
around here knows Rouge Rex Shoes.
fine. Everybody
It is because of the
knowledge the consum-
ers have of Rouge Rex
Shoes that we receive
this dealer’s orders, and
those of hundreds of
others year after year in
constantly increasing
qualities.
The shoe here illus-
trated is made in both
tan (No. 477) and black
(No. 411) It is cut from
our Buckeye Calf stock;
has one-half double soles,
nailed; solid leather in-
soles and counters: full
vamp and double thick-
ness of leather at the
toe, and large nickel
eyelets.
You should have these
two numbers in stock
for your spring trade.
Order to-day.
HIRTH-KRAUSE COMPANY
Hide to Shoe
Tanners and Shoe Manufacturers
Grand Rapids, Michigan
A Herold-Bertsch Product
No. 902
No. 902—Men’s Kangaroo, % Double Sole. Plain Bal ....
No. 9083—Same Plain Cong...... 2.0... cceecececcuc cess cece
No. 873—Same Tip Blucher ...... 2.0... ....02 cee ceseceee
No. 818—Men's Gun Metal, %4 Double Sole. Tip Blucher
No. 819—Men’s Same Plain Bal ................. 0.0000
No. 874—Boys’ Eureka Tip Blucher, 3-5% ...............
Sagieinisinces taesisciensiecie's scmiee tcc cisca 2 00
sistas sirleleisistes assess (osc e/a st. ccs ss 2.25
eae pie ane Se tclsis esigsins case bosch cs 2.29
Rimes Me apel ees 6s ees Gul wees” 1.80
No. 875—Youths’ Eureka Tip Blucher, 13-2%.............
No. 845—Gents’ Eureka Tip Blucher, 8-12%..............
BUILT FOR SERVICE—WEAR LIKE IRON
- The
Eureka
Shoe
Our McKAY fastened
shoe line.
Its quality is up to our
usual standard.
Pgh oe eines vine ties cs ene es «cece een es $2.00
Rtgncs Ose eee sales cece sche cass « 2.10
seule dene na eee sicie ses as sos ccs occas 1.65
Dien marae Graces sess soos Cone sos ss - 1.35
Herold-Bertsch Shoe Co.
Mfgrs. of Serviceabie Footwear
GRAND RAPIDS, MICH.
4h
March 3, 1915
formerly. We must grade our profits
based on actual conclusions of cer-
tainty of clearing out a line, the un-
certainty of clearing out, the possi-
bility of mark-down losses and the
probability of mark-downs.
One of my most important con-
clusions is that there is a question
of fundamental honesty involved in
merchandising shoes to-day that nev-
er existed before. I mean by that,
we should not add an increased profit
burden to the consumer who comes
to us for an out and out staple. We
should sell staple merchandise at a
net profit of 5 per cent. over the cost
of doing business. As the styles grade
from staples to near staples, then to
semi-novelties, and finally to out and
out novelties, our profits should in-
crease in range. I believe it is dis-
honest toward the consumer of staples
to tax them with part of the risk of
losses involved in closing out nov-
elties at half-price and less.
The question of profit is one of
arithmetic purely. What too few deal-
ers have realized is the simplicity of
this arithmetic and what it should
teach us. For example, suppose we
buy sixty pairs of shoes costing $3 a
pair. We retail them for $5 a pair.
We sell thirty-six pairs quite easily—
then we have just got our money
back when ewe have paid the manu-
facturer for the shoes. The sizes are
now broken, selling is hard, and our
possibility of paying expenses and
making a few dollars is tied up in
twenty-four pairs of broken sizes.
Now let us suppose the shoes is a
novelty and we retail it for $6 instead
of $5. We only have to sell thirty
pairs to get our money back, and our
chances of net profit are increased
proportionately.
Another very important work which
we have ahead of us is to break down
the American woman’s idea that she
must match her dress, or gown, in
the color of her shoe tops, or of her
slippers. This is the mania that ex-
ists in America to-day. The French
are past masters in the art of blend
and contrast, and that is what we
must, everyone of us, force our sales-
people to drill into our customers, to
buy a shoe to blend or contrast, and
that matching is a sin against har-
mony in dress. I can’t do it alone and
you can’t do it alone, but all of us
together can break up this idea in
one season.
My next suggestion is to buy often,
buy sparingly and keep open to buy.
It would me folly to-day to buy any-
thing like our season’s purchases at
one time. I advocate feeding the
styles slowly into stock and force the
salesforce to dig into ends of lines.
Encourage the salesforce by giving
them part of extra profits on novel-
ties by placing a liberal premium on
ends of lines.
Very briefly, I will tell you my
ideas on style for the coming sea-
son, but I do not expect any man
here to agree with me, so complex is
the situation.
I do not believe the sailor tie
colonial to be worth 50c on the dollar.
I believe that fancy oxfords were sc
quickly imitated in cheap lines that
MICHIGAN TRADESMAN 37
they will be only good in grades re-
tailing at $3 to $4. Patent leather
semi-colonials, with soft lines in the
throat, vamp, foxing, and with putty
and gray quarters insertions, will be
the best selling style at the start of
the season, with the same effects in
gun metal a close second. Later, gun
metal semi-colonials, with only color
touches around the tongue and throat,
will be the big shoe of the season.
Sand, putty and gray kids will sell
in high grades, but not in big quan-
tities. Black, with touches of white,
will sell in April and May. White,
with touches of black, will have a
lively sale in May and June. It is
to be the biggest white season in
years.
There is only one great danger in
sight. There will be an effort made
to put tan low effects on the market
in March and April. I believe that
everybody will buy some, and that
we will all sell half of what we buy,
but with the present style of dress tan
calf is a dangerous leather to go into.
Last, but not least, it is a good year
to decrease our stock of shoes; keep
them low, and above all, buy lightly
all through the season and literally
close out clean all low shoes. I don’t
believe shoe retailers should hold the
bag for manufacturers this year, and
I don’t believe now that this year’s
styles will be worth any more next
year than last year’s colonials are
worth right now.
My last word is this: At a time
like the present, don’t be afraid to
lose a sale because you haven’t just
the size in just the color or combina-
tion of color that she wants. Re-
member that some other good fellow
will get the sale, and you will get one
of his sooner or later.
Let us make it a clean up year.
H. B. Scates.
——_—_~7
Cleaner for Colored Kid and Fabrics.
A product especially compounded
to clean boots with colored kid tops,
which are proving the hit of the
trade in New York, and whose pop-
ularity is expected to spread over the
country during the coming season,
as well as for cleansing fabric tops or
quarters, so extensively used in pres-
ent day footwear for women, is being
introduced to the retail trade. It is
claimed for this new cleaner that it
is free from bleach naphtha, benzine
and acids of any kind, and therefore
is perfectly harmless. It cleans any
color kid or cloth, no matter how
delicate the tint, and is put up in
bottles to retail at 10 cents each.
Every findings department should
have a supply of cleaners for kid and
cloth footwear.
ee
Stubbornness of Husbands.
“My husband is one of the
stubborn men in the world.”
“He can’t be any more stubborn
than mine.”
“Oh, yes, I’m sure he must be. Yes-
terday I had an engagement to meet
him at 8 o'clock.”
“Yes?”
“Well, it was nearly 4:30 when I got
there, and he won’t admit yet that the
rest he got while he was waiting did
him good.”
most
FEC
oh) Re 3 &
TRADE 2 MARK
SOLID LEATHER
THE
STANDARD
OF
QUALITY
[
We carry them in stock ready to ship.
Rindge, Kalmbach, Logie Company Grand Rapids, Mich.
On March Ist.
The New 1915 Rubber Prices
Were Announced
Buy Hood’s
Standard Brands
Detailing before June 1st and we give you
5% discount for ‘‘Early Placing”’
in addition to
5% discount for ‘‘Prompt Payment’’
This discount will apply on Full Detailed orders only,
and not on sizing orders.
Get our HOOD CATALOGUES and write
for salesman to call
Grand RapidsShoe & Rubber@®.
The Michigan People Grand Rapids
MICHIGAN
TRADESMAN
isannebaeathlaebabaduibsemnidaavencssieaamaiarasmamhakemtonetetiont aaa eer re ee
March 3, 1915
MUTUAL RELATIONS
Sustained by the Credit Man and
Salesman.*
In dealing with the question at
hand, I find it rather difficult to stick
to one side of the subject, for I look
upon the ideal credit man as a sales-
man raised to the Nth power. In my
judgment, we would not so often dis-
cuss the pros and cons of the ques-
tions before us, either in their pres-
ent form or their many varying forms
so much as we do whenever credit
men and sales managers assemble
together if there were not evidences
that many credit men are narrow
gauged and unsympathetic. There
are too many men who, because they
have been faithful in little things,
have been advanced to the position
of credit men and yet are wholly lack-
ing in the balance and judgment that
is required to-day in the handling of
credits. The credit man’s work is
not detail work; is not confined only
to seeing that accounts are balanced
and statements are rendered. The
credit man must be a man with a
vision the same as the sales man-
ager. Orders, it has been said, are
necessary to keep the smoke going
out of the chimney, but credit is what
makes the chimney possible. The
two are co-related, and in my mind
their work is inseparable.
All salesmen doubtless will admit
that to be proficient, it is necessary
to “size-up” the prospect. The sales-
man comes in personal contact with
the dealer and in order to sell his
merchandise he “sizes up” his pros-
péct, whether he realizes he is doing
it or not. Hardly a sale is made
without either a conscious or a non-
conscious reading of the customer's
mind on thé part of the salesman.
Now, if a salesman has the ability
to read a customer’s mind and to “size
up” his propensities as they affect
his order placing, why cannot he also
cultivate the qual‘fications which will
enable him to “size up” the man’s
characters and idiosyncrasises which
may have bearing on his manner of
conducting and paying his bills.
A salesman should constantly keep
in mind that the sale is not neces-
sar ly the vital and ultimate object,
but that the payment of the bill is
even more vital than the mere ship-
ment of the goods. No one would
say that it would be good salesman-
ship or salesmanship of any sort to
go out pell-mell and _ helter-skelter
and accept orders right and left from
any one who could be induced to pur-
chase; but, on the other hand, are
there not some salesmen who are in-
clined to take the position that any
man is good who buys? We have seen
salesmen of this type who, when they
had succeeded in selling a bill of
goods were so convinced that that man
was a safe risk, that they would write
the house, apologizing for—and at-
tempting to explain away, chattel
mortgages and overdue bills in the
hands of attorneys as not militating
against the man’s credit. Such sales-
men are rare, but not extinct. The
*Paper read before Grand Rapids Credit
Men’s Association by D. T. Patton, Man-
ager Grand Rapids Shoe and Rubber Co.
Sales department.
modern salesman is fast coming to
see that he is a part of the credit de-
partment, as well as a part of the
Salesmen are be-
ginning to realize that it usually
takes all the profit that is made on
the first order to secure that order
and that it is the repeat orders on
which the profit is made.
Many salesmen are inclined to over-
sell wherever they find a dealer sus-
ceptible to their wiles. Overselling is
the cause of many a failure. Of
course, where a salesman _ conducts
himself in this manner, he is not
working in sympathy with the credit
department or with good _ business
from his own point of view, the po‘nt
of view of his house or the point of
view of the customer he is selling. Ii
is merely a case of taking advantage
ing an effort to keep thoroughly post-
ed on the credit standing of his trade,
so that through the co-operation of
the credit man, the relations between
his trade and h’s house are kept in a
healthy condition. Nothing short of
this condition will keep orders com-
ing. In this respect there are many
salesmen on whose
credit man can rely almost explicitly.
Such salesmen do not accept as final
proof that a prospect is good finan-
cially, the fact that he has been in-
duced to give an order.
A salesman should be able to gather
knowledge as to whether a _ dealer
buys too easily or carelessly; wheth-
er he sells too easily or carelessly;
whether he is inclined to scatter his
buying; whether he is inclined to
scatter in his selling; whether he sells
+
D. T. Patton.
of a customer’s weakness. No one
would argue that it is right to do so,
yet many houses are conducting busi-
ness more or less on this principle
and many salesmen are foolish enough
to take advantage of an opportunity
of this kind when it is presented. It
reminds me of a duck hunter who will
expatiate by the hour on the sport
that it is to shoot ducks on the fly-
way and who will condemn the other
fellow for shooting over decoys, yet
cannot resist to take a pot shot at a
big bunch of ducks resting in the
water, if he can get close enough to
blaze away. It is not only unsports-
manlike, but it is unfair. No more
unfair, however, than to deliberately
oversell a dealer and ruin his credit
thereby.
The good salesman to-day is mak-
a large percentage of merchandise
at insufficient profit or whether he
sells his merchandise at too much
profit; whether he is careless in his
store management and in his credits;
whether he really has a back-bone or
not. This matter of back-bone is im-
portant for the careless and shiftless
dealer will probably lack sufficient
backbone to cut down his buying when
business conditions demand it. The
man with a back-bone will be a safe
man to sell, for he will have the
strength of will and insight to reduce
his buying and re-adjust his methods
to the conditions. A salesman should
make it a point to inform his credit
department as to his customer’s com-
petition, and should be able to give
some information as to the man’s
judgment the.
home life, personal hab'ts and ante-
cedents.
You may ask “Why?” There are
many reasons, but one reason that
vitally affects the salesman is that de-
linquent accounts will always curtail
his volume of sales. There are times
when an account shows to the credit
man that in justice to the capital en-
trusted to his care and in view of his
present information, the account must
be cut down. Therefore, the word
goes to the salesman to hold back
in selling this customer, and the sales-
man loses business which he other-
wise would have. Possibly if the
salesman affected by such a circum-
stance would give the same atten-
tion to an investigation of the cus-
tomer’s credit and general condition
that he would exercise in selling a bill
of goods, he could secure information
which would make it possible to con-
tinue selling such a dealer.
A sale is not made until the bill
is paid. A salesman can always tell
whether a dealer is a “has been” or
a “comer.” Long years in business
do not necessarily make a “has been”
and a few months in_ business
in an aura of hot air do not necessar-
ily make a “comer.” He should be
able to differentiate between the old,
substantial and yet progressive dealer
and the “has been,” and between the
keen, aggressive, modern business
builder as against the hot air artist.
Many an old business man is ask-
ing for credit on a record of years
gone by, the shell of former years of
prosperity. The salesman who is on
the ground and sees the layout shoutd
be able to furnish to his credit de-
partment information that would be
invaluable and which seldom appears
in a commercial report. A large per-
centage of commercial reports are
based on hearsay and information that
is secured by telephone from people
who have no interest in the case what-
ever and every little knowledge, to
boot. Why can a salesman not be
depended on to give information that
should be at least of equal value as
the information secured as above?
It should be the duty of the sales-
man to impress upon his trade that,
whenever a bill becomes due, it is im-
portant for that dealer to take the
matter up with his house. This is a
matter of education which, if judi-
ciously used, would work to the ad-
vantage of all concerned. Many mis-
understandings and much hard feel-
ing is engendered where bills be-
come overdue and no word is received
by the credit house from the dealer.
It is necessary for any house to as-
certain why its bills are not paid
when they become due. The credit
department is obliged to handle cases
of this kind by letter and very often
such letters reach the waste basket
without much attention. It, of course.
is bad policy for the dealer to ignore
his accounts when past due and usu-
ally where it is done it is largely be-
cause of timidity on the part of the
dealer or a feeling on his part that
he does not wish to write the house
and acknowledge that he cannot pay
the bill at that time. It should be a
salesman’s duty to handle this matter
wT
March 3, 1915
in such a way that a customer would
not feel so loath about writing for
additional time, if he needs -it. No
dealer has the right to take the
extra time, but every dealer has
the right to ask for extra time, and
the salesman who can make this clear
to his trade will not only be helping
the credit department, but increasing
his own sales. These are matters that a
salesman is vitally interested in and
he would make no mistake to let his
customers know that he feel an in-
terest because it affects his sales.
Thus far I have not used the word
“co-operation.” The reason is that it
is so much used and even more abus-
ed. Surely the credit department and
sales department should co-operate.
Without doubt the sales force is vital
to any business, for in ordinary mer-
cantile businesses the sales expense
—that is, the traveling expense and
salesmen’s salaries—is the largest
single item of expense in connection
with the business. We cannot, there-
fore, belittle the salesman and his im-
portance, but if the sales end of the
business is entitled to represent the
largest outlay of expense, have we
not then the right to demand a great
deal of it? Is it sufficient, where
so much expense is involved, to be
satisfied with the mere taking of or-
ders and the giving of no informa-
tion along with the orders which will
be of value to the house in determin-
ing whether to ship or not. Profits
must be made on goods shipped and
paid for. It would be foolish to say
that a salesman should sell only such
dealers as he knows are good and
will pay. No salesman is endowed
with wisdom sufficient to pick cus-
tomers in this way. No -credit de-
partment is endowed with wisdom
sufficient to select such a list of cus-
tomers, but co-operative work be-
tween the salesman and the credit
department may make is possible to
ship many a dealer who is worthy and
will pay his bills promptly. This
matter of keeping bills paid up is of
vital importance to the salesman.
When a customer drops behind in
his payments, his business usually
goes to the other fellow. Most sales-
men know this. Here is where co-
operation brings good results. Here
is where a little coaching on the part
of the salesman might keep the deal-
er well paid up and the orders com-
ing. A loss of business or the loss
of an account entirely, or the failure
of an account, all means a loss for
the salesman as well as the house.
Salesmen are very often overbur-
dened with red tape and details, but
this drawback to their efficiency is
not by any means entirely due to the
demands of the credit department.
We are living in a rapid and exact-
ing age. Information is essential to
success. The credit department should
have the right to expect of the sales-
man certain information which he
alone can secure for the house. In
order to accomplish this certain
forms should be in the hands of the
salesmen for. filling in. The sales-
man should not be called upon to
look after details which are not es-
sential,
MICHIGAN TRADESMAN
I. would advocate that salesmen, as
a rule, be not asked to make col-
lections from their customers. His
prime duty should be to sell goods
and furnish information which will
make it possible to ship the goods
he sells, but he should never be con-
verted into a collector, although there
are cases where through his personal
relations with the customer, he may
handle a collection.
Every salesman recognizes the ad-
visability of selling only such goods
as are in stock and can be delivered.
He has been taught this by the sales
department and by experience, hav-
ing seen his orders cut down in size
after selling the goods. Would it
not be wise for him to proceed a step
further and, so far as possible, sell
only such dealers as it would be
wise to ship; that is, only such deal-
ers as in his judgment, after some
investigation, he feels sure that the
credit department would be justified
in shipping? To sell goods that are
not in stock would be no poorer sales-
manship than selling goods which he
should know cannot be shipped be-
cause of the credit standing of the
dealer.
I believe that credit men to-day
are looking upon salesmen as their
allies, A co-operative spirit certain-
ly does exist between the credit de-
partment and the salesman in the
wide awake houses to-day. I think,
however, that credit men often ask
for information and, getting it, accept
it without a complimentary word to
the salesman. Whenever a salesman
sends in helpful information, ac-
knowledgement should be made on the
part of the credit department. When
a salesman realizes that the credit de-
partment appreciates what he does
for it, the credit department certainly
secures more information and better
service from that salesman.
The salesman comes in personal
touch with his customers. The credit
man seldom does. »>—___
Gabby Gleanings From Grand Rapids.
Grand Rapids, March 2—The com-
mittee in charge of the thirteenth an-
nual banquet of the United Commer-
cial Travelers, which will be held in
the Association of Commerce assem-
bly rcoms next Saturday evening at
6:30 sharp, are pleased that they can
confirm the first announcement that
United States Senator Charles Towns-
end and Governor Woodbridge N.
Ferris will both occupy seats at the
speakers’ table. Besides them, Rev-
erend Daniel Roy Freeman, of Ail
Soul’s church, Grand Rapids, and
Cassius L. Glasgow, of Nashville,
member of the State Railway Com-
mission, and Mark S. Brown, of Sagi-
naw, Senior Grand Counselor for
Michigan, will give short addresses.
During the past week tickets have
been in great demand and those de-
sirine to attend this popular annual
function who have not already procur-
ed tickets, should do so at once. Res-
ervations may be secured by phoning
to any member of the banquet com-
mittee, which consists of the follow-
ing: Alvah W. Brown, O. W. Stark,
J. J. Dooley, Wm. Francke, F. E.
Beardslee and W. E. Sawyer. There
will:be a few tickets in the hands of
the committee next Saturday to ac-
commodate those who have been out
of the city and who just come home
for this event,
Mr. and Mrs. George Oswald, 629
Cherry street, entertained a few of
their friends at 500 Friday evening,
February 26. After the contest, the
guests were served with an elaborate
Dutch lunch which was so much en-
joyed by those present that they all
agreed to be allies to the Germans.
The first masque ball of Absal Guild
Ancient Mystic Order of Bagmen of
Bagdad, held Saturday evening, Feb-
ruary 27, at U. C. T. hall, brought out
MICHIGAN TRADESMAN
many elaborate and original cos-
tumes. The ladies, gowned as gyp-
sies, colonials dames, dancing girls,
peasants, Japanese maids, Little Red
Riding Hoods, Little Nemos and a
real working girl, made a very pleas-
ing spectacle. The men’s attire show-
ed pierrots, clowns, country lads, Sim-
ple Simon, Don Pedro, sailors from
the Swiss and Liberian navies and
Turkish soldiers and furnished un-
usual amusement. Like previous par-
ties of the Bagmen, it was well attend-
ed. All present will look forward
to the next surprise:to be offered by
the able committee, Messrs. Francke,
Dooley and Burgess.
If any one doubts the ability of
Mr. and Mrs. A. T, Heinzelman, 709
Lake Drive, to entertain their friends
a la royal, let him consult any mem-
ber of the Midnight Club who met
there last Saturday night and he
will quickly have his doubts dispelled.
At 6:30 a sumptuous dinner was serv-
ed which would lead one to believe
that Uncle Sam had already declar-
ed an embargo on foodstuffs and was
keeping everything in the way of eai-
ables right here in Grand Rapids.
After dinner, songs, stories, ventrilo-
quism and speeches were indulged in,
after which the company participated
in a game of 500, the first prizes go-
ing\to Mrs. John B. Olney and A.
F. Rockwell; second prizes to Mrs.
Harry R. Wells and J. A. Burr. The
company, true to their name adjourn-
ed at midnight, although it is said
they adopted legislative tactics and
set the clock back three times in
order to do so. The next meeting will
be held at the home of Mr. and Mrs.
A. N. Borden, 730 Prince street, Sat-
urday, March 13, and everyone attend-
ing is ordered to wear green in honor
of St. Patrick.
O. W. Stark is the proud possessor
of a Crow four cylinder car. Rastus
was out last Sunday and managed to
escape trouble with the auto cops
by some mysterious freak of good
luck,
Mrs. Ross, who formerly conducted
the Bay Shore Inn, at Bay Shore,
and who lately has been conducting
the hotel at Bear Lake, has purchas-
ed the White Hotel, at Beulah, and
expects to open it to the public in a
few weeks. This hotel has been clos-
ed since the last resort season and
the opening of this popular place by
Mrs. Ross will be welcome news to
the boys on the road.
The Ann Arbor R. R. recently had
over 500 carloads of flour tied up at
Frankfort. This flour was intended
for shipment abroad and the Ann
Arbor was holding it for shipping di-
rections, ;
While we have always been free in
these columns to call attention to all
hotels which are not complying with
the law, the idea being to improve
conditions for the traveling men who
are forced to patronize hotels, we
are at the same time only too glad
to give credit wherever credit is due.
In this connection we wish to men-
tion the Yeazel, at Frankfort. Mr.
Yeazel, the owner and landlord, has
recently laid out improvements cost-
ing several thousand dollars. The
hotel is now equipped with hot and
cold water, new beds and bedding
and new furniture. These improve-
ments are much appreciated by the
boys who make Frankfort and Mr.
Yeazel is deserving of commendation
for his evident desire to make things
as comfortable as possible for his
guests.
Walter Ryder went down to Detroit
Saturday to attend a sales meeting
of the house that works for him.
Don’t forget the annual meeting
next Saturday. It will begin prompt-
ly at 10 a. m., instead of 1. At the
annual meeting a Secretary-Treas-
urer, a Page and a Sentinel will be
elected. Come and take part in the
meeting. It will close in plenty of
time for you to dress for the banquet.
Mrs. A, N. Borden fell down stairs
one day last week and suffered an in-
jury to her spine. For several days
she suffered considerable pain, but is
now convalescent and it is expected
she will enjoy a rapid recovery.
Miss Bertha Lawton, the popular
daughter of Walter and Mrs. Lawton,
has been seriously ill with tonsilitis
the past week.
Harry D. Hydorn returned from
Traverse City Sunday, where he at-
tended the annual meeting and ban-
quet of Traverse City Council, which
occurred last Saturday, February 27.
Mr. Hydorn, who is District Deputy
for Western Michigan, was one of
the speakers at the banquet and those
friends of Harry who know him best
and who realize his ability as an after
dinner speaker, are confident he ac-
quitted himself and Grand Rapids
Council with honor and gave his lis-
teners something to think about and
carry away with them. The annual
banquet of the U. C. T.s at Traverse
City is as popular in that town as it
is in Grand Rapids. Mr. Hydorn said
the speakers were met at the train
by the Traverse City band and a
beautiful float bearing the U. C. T.
emblem. The speakers were taken
to their hotel in automobiles pro-
vided by the Council. He said the
entire stay in Traverse City was full
of evidences that Traverse City and
the boys who live there are live wires.
Earl Warren, with the National
Biscuit Co., has been off from his ter-
ritory the past two weeks because of
the illness and death of his father,
Alfred Warren, which occurred in Pe-
toskey February 22. Members of
Grand Rapids Council join in expres-
sions of sympathy to Earl because of
his great loss.
_ Little Florence Sawyer is recover-
ing from a five weeks’ siege of scar-
let fever and she seems quite pleased
to think that her daddy can come
home to live with her. There is also
some one else going on record as
being mighty pleased and that is
William E. Sawyer.
—__2-—.___—
Edward Kruisenga Addresses
Retail Grocers.
Since the decision that all regular
meetings open promptly at 8 o’clock,
it is now possible to find a good at-
tendance on hand to do business, and
President W. O. Wood opens the
meetings exactly with the tick of the
clock,
The following names were present-
ed to the association for membership:
H. Cutler, 149 Valley avenue; Work-
man & Baughman, 537 Houseman
building, full members; Isaac Douma,
of Fleischman Co., associate member.
Action was immediately taken and
they are now members of the Grand
Rapids Retail Grocers’ Protective As-
sociation.
Acting upon the decision of the As-
sociation Feb. 1, that at each meet-
ing, the first and third Monday nights
of each month, a statement of finan-
ces should be given and checks in
payment to clients of collections
made should be handed out, a good
number was present to receive their
checks. This system seems to be
meeting with unparalled success and
great interest is manifested.
Edward Kruisenga, of the National
Grocer Co., was at this time called
upon to address the Association on
the subject of co-operation and mu-
tual benefits between the jobber and
the retail grocer. The subject was
thoroughly covered. The central
thought seemed to be that confidence
between the jobber and the retail
the
’ 41
grocer should be so firmly and deep-
ly settled as to ensure co-operation.
The matter of special favors in the
way of discounts and rebates to chain
stores and some larger institutions
was strongly presented, Mr. Kruis-
enga taking the stand that no such
thing existed, that positively no pref-
erence over the small dealer was
shown. It is evident that the retail
grocers are awake to the many new
features springing up in commercial
lines and shall lend all energies to
preserve their business interests.
The matter of the house-to-house
canvass was another subject of inter-
est, which resulted in lengthy dis-
cussion, finally resulting in a senti-
ment in favor of discouraging this
method of distribution.
A rising vote of thanks was extend-
ed to Mr. Kruisenga, inviting him
to call again. ‘
Wim. P. Workman, Sec’y.
22
Municipal Gas in Leeds, England.
W. B. Leech, General Manager of
the municipal gas plant of Leeds.
England, has recently issued a note-
worthy report. According to the sta-
tistics therein set forth, the plant has
been laboring under great disadvant-
age for many years. No attempt has
been made to keep step with mod-
ern improvements, and the money
that should have been spent on re-
newals has been devoted to the re-
lief of the rates. Much of the ap-
paratus is admitedly of an antiquated
if not obsolete character, while the
commercial methods in vogue are
both incomplete and inadequate.
Out of some.61,000 ordinary and
51,000 slot consumers, only 17,000 use
cookers, with the result that the sales
made to each consumer compare un-
favorably with those of other c'ties.
The price of gas has been low, only
2s 2d per 1,000 cubic feet for light-
ing, but the fact of competition with
cheap coal, which sells at only twelve
shillings a ton, should not be over-
looked. Furthermore, there is evi-
dence that even “cheap” gas does not
sell itself. Modern commercial meth-
ods of selling, irrespective of the
price, are as necessary in the sale of
service as in the sale of a commo-
dity.
This report of the Leeds Gas De-
partment recalls an interview granted
a little more than a year ago by the
manager of the Electrical Department
of the same city. In the course of
conversation the latter admitted that
political pressure was greatly ham-
pering the progress of his department.
The municipal council was favoring
the Gas Department to the extent of
not permitting the sale of electrical
devices.
22.
Detroit—The liquidators who pur-
chased the assets of the Lozier Mo-
tor Co., at the recent bankrupt sale,
have placed parts of the factory in
operation to turn out the 550 cars for
which orders have been received.
Charles Shongood, of New York, one
of the purchasing syndicate, says that
a party of New York capitalists is
negotiating for the purchase of the
plant.
MICHIGAN TRADESMAN
a
—
=
=
°§. SUND
_ Michigan Board of Pharmacy.
President—E. T. Boden, Bay City.
Secretary—E. E. Faulkner, Delton.
Treasurer—Charles S. Koon, Muskegon.
Other Members — Will E. Collins,
Owosso; Leonard A. Seltzer, Detroit.
Next Meeting—Press Hall, Grand Rap-
ids, March 16, 17 and 18.
Pharmaceutical Asso-
ciation.
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’ State
Michigan Pharmaceutical Travelers’ As-
sociation.
President—John J. Dooley, Grand Rap-
ids.
Secretary and Treasurer—W. S. Law-
ton, Grand Rapids.
Grand Rapids Drug Club.
President—Wm. C. Kirchgessner.
Vice-President—E. D. De La Mater.
Secretary and Treasurer—Wm.
Tibbs. .
Executive Committee—Wm. Quigley.
Chairman; Henry Riechel, Theron Forbes.
Candy as a Side-Line in a Drug Store.
Some six or seven years ago, I con-
ceived the idea that a retail druggist
could manufacture candy in connec-
tion with his retail drug business, and
with that thought in mind I estab-
lished a small candy kitchen, and it
has been a very great success. It
has not only been a success for the
amount of money that I have made
from that particular department, but
it has been a success in that it has
made my drug business very prosper-
ous. Perhaps you are not aware, but
I have two very beautiful stores in
the heart of the city of Rochester.
We have come in direct contact with
the chain stores, and last year at this
particular time, we were having a
strenuous fight with them, and be-
cause of our aggressive advertising,
because of the fact of our showing
to the public, the methods of the chain
store, we were able to force those
chain stores into an agreement on
prices.
As I said before, I conceived the
idea of manufacturing candy as a side
line. I employed one candymaker in
the beginning. He not only made the
centers, but also did the dipping of
the chocolates. Assorted chocolate
was the only thing that I attempted
in the beginning. I have not a large
plant at the present time, but this last
December, during the month of De-
cember and practically during the week
of the holiday time, we sold in the
neighborhood of 9,000 pounds of our
own chocolates that we manufactured
in our own little kitchen; and we
sold this candy at 29 cents a pound.
The candy that we sold at 29 cents
a pound is as good as can possibly
be made. I made the remark a few
days ago that I did not care who the
manufacturers of chocolate were, if
they put up an assortment of twenty-
five different kinds in a box, it was
impossible for them to make the cost
of that pound of chocolate more than
18 cents a pound. I do not care if
they retail it at $1.50 a pound. Now,
I know. that that is right, because
every item that goes into my candy
kitchen is' charged up to that partic-
ular department. We charge the de-
partment with every item that goes
into it, credit it with the number of
pounds that are turned out.
We have advertised our candy in
all the daily newspapers in Roches-
ter, and also in the street cars. This,
however, is not charged to that de-
partment, because we feel that in get-
t'ng the people into the store, it will
pay us for the investment in adver-
tising. We advertised the fact that
“yo ucannot eat the box, therefore,
why pay for it.” The price of 18
cents a pound for the best line of
chocolates that is possible to manu-
facture does not take in the cost of
packing and the cost of the box. I
would suggest to the American Drug-
gists’ Syndicate that they immediate-
ly go into the manufacturing of their
own chocolates, because they certain-
ly can save a lot of money in the man-
ufacturing end of it.
The coating that we use on our
chocolates costs us 24 cents a pound,
and I am told by the biggest choco-
late manufacturers in the country
that the coating that is put on 60, 80
and $1 chocolates does not cost any
more than that. Sugar costs $4.85
to-day, if you buy it in quantities, and
if you were in the candy business
and had been giving the same your
special attention, you would have
been able to make a contract on the
first of January covering your wants
for the coming year.
This little candy kitchen that we
have in Rochester, we are very proud
of. We show people through it when
they want to see how we manufac-
ture our candy. It is a hard job, and
it takes a lot of advertising to prove
to the public that you really do manu-
facture your candy. The expense of
a plant is very small. I do not sup-
pose, that in the plant I have over
$1,000 invested, except in stock. This
last year, because of the increased
business, I was obliged to put in one
of the large ball beaters. It is used
for the manufacture of the center,
and for that reason I am able to turn
out now in the neighborhood of 8,000
pounds a day, although we are not
running it to its full capacity at the
present time.
This is a litttle side-line, that some
druggists might be able to take hold,
of, and I want to tell you that if you
ever do, the only thing to do is to
sell the candy at a reasonable price,
make your price 25 cents or 29 cents a
pound, coin your own name. The
candy we manufacture, we call “Guil-
ford’s Worthmore Chocolates.” We
not only manufacture this 29 cent line,
but we have a line that we sell at 65
cents—costs us two cents a pound
more to manufacture than the 29. -
We also put on this particular line
the 65 cent candy. We use Hershey’s
milk coating on this candy, and ordi-
narily it is sold at a dollar a pound.
Take a pound of chocolates, assort-
ed, coated with Hershey Milk choco-
lates, and you will find that that is
what it retails at the world over. We
also take the coating, break it up and
put it in the window and sell it at 50
cents a pound. It costs us 25 cents a
pound. H. B. Guilford.
Rapid Growth of Drug Store Chains.
The rapid growth of drug store
chains in the United States is a sub-
ject on which every druggist should
be informed. The drug field is des-
tined in all likelihood to see _ the
most powerful chain in America and
ultimately the world.
There are approximately 200 chains
in the drug field with a total of four-
teen hundred stores. This is out of
a grand total of 45,000 drug stores in
the country. The story of the devel-
opment of these great retailing or-
ganizations is a striking feature of
modern business which should prove
of special interest to men in the drug
trade. Without discussing the merits
or menace of these chains it must be
conceded that they constitute a fac-
tor of the greatest importance in the
retail drug field.
The Largest Drug Chains.
Stores
Riker-Hegeman Corporation,
New. Nork <:) 3.) 007. 105
Louis K. Liggett Co., Boston... 52
Owl Drug Co., San Francisco.... 20
Square Drug Co., Syracuse ...... 2
Marshall Drug Co., Cleveland... 15
Sun Drug Co., Los Angeles .... 13
Day Drug Co., Akron ..:....... 12
Jacob’s Pharmacy Co., At-
(ATA 11
M,C. Dow, Cincinnati .....-..- 11
Standard Drug Co., Cleveland.... 11
Greatest in importance is the fast-
growing Riker-Hegeman chain. This
is the result of several amalgama-
tions within a half-dozen years. The
new concern was captured last Feb-
ruary by George B. Whelan and his
associates in the United Cigar Stores
Company, who are, of course, closely
allied, although perhaps not formal-
ly, with leading tobacco magnates.
The new company has speeded up
its career of expansion and aims to
cover the country, towards which am-
bitious project its present 105 stores
are no mean beginning. Its capitalf-
March 3, 1915
ization is $15,000,000; its sales last
year equal the same amount, and the
dividend on it 15 per cent.
The Owl Drug Company, of San
Francisco, with its progressive pol}-
cies, did a gross bus‘ness of some
#4,500,000 last year on its capitaliza-
tion of $6,500,000. The Rexall and
A. D. S. stores are strict co-opera-
tives and are not centrally directed,
as is the case with the chains proper.
Yet with the former and_ possibly
with the latter there is a great deal
of co-operative feeling.
The United Drug or Rexall system
was earlier in the field, having start-
ed in 1903 with some forty stock-
holding stores. It lost $95,000 the
first, $75,000 the second, but the third
year turned the corner. Its gross
business last year is said to have
been about $5,000,000, and its net prof-
its some 15 per cent. of that. It was
started by Louis K. Liggett, whose
Liggett chain is affiliated with it.
The United Drug Company has gone
extensively into manufacturing, and
owns the National Cigar Stands, the
Guth Confectionery Company, Lig-
gett Candy Company, Daggett Candy
Company, and other companies.
The American Druggists’ Syndicate
was started in 1905 by Charles H.
Goddard for the avowed purpose of
combin’ng the retail druggists in or-
der to manufacture a few non-secret
preparations to take thé place of
the cut-rate patents, on which there
was little or no profit. It has built
up a large business, sales last year
aggregating $4,000,000.
The two systems differ. The Rex-
all stores are exclusive agencies for
the Rexall preparations, the National
Cigar stands, the Guth chocolates
and other specialties, and the agencies
are much valued and sought after by
retail druggists.
The A. D. S., on the other hand,
has s’nce last year sold to anybody,
and has consequently become a gen-
eral jobber. Previous to last year it
sold only to its 18,000 members, but
not on an exclusive-agency-plan; any
druggist who bought stock in the
syndicate could buy goods.
The pioneer retailers’ drug corpora-
tion in the country appears to have
been the Philadelphia Wholesale
Drug Company, which was organiz-
ed in 1888 with seven stores and now
has 550, for which it is buying $1,-
100,000 worth of merchandise annual-
ly.
——- >
Elmer R. Byrne, Charles Husted
and Wert Shanahan have organized
the Sani-Liquid Soap Co., and have
announced their intention of incor-
porating the business. The two part-
ners first named are interested in the
Marietta Stanley Co., of this city.
*» 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.
March 3, 1915 |
MICHIGAN.
WHOLESALE DRUG PRICE CURRENT
Pric.s quoted are nomiriai, based on market the day of issue.
Acids
Acetic. 2.03. 2.... @
Borie. 3.
Carpoue co , 1 20@1
CUEBLG fe ce as @
Muriati¢ 9... 20. 1%@
Nitmien 3. ete: . 54@
ORNATE aoe, 20 @
Sulphurie - 22... 1%@
Partavie 3.5 0.5 53 @
Ammonia
Water, 26 deg. .. 64%@
Water, 18 deg. .. 4%#@
Water, 14 deg. .. 3%@
QGarbonate 2.) 230 @
Chloride ..... 10 @
Balsams :
Copaiba o.62.52 73@1
Fir (Canada) 1 50@1
Fir (Oregon) .. 40@
Per as cates 3 00@3 25
TOME 6c. aoe. 7a@1
Berries
Cubeb .s..55.. 8 @
ISH oo eo ei. sts 15 @
PURIDOR so csecigas 10 @
Prickley Ash ... @
Barks
Cassia (ordinary) 25@
Cassia (Saigon) sow
Elm (powd. 35c) 380@
Sassafras (pow. 3tc) u
Soap Cut (powd.
DOG eee. cule 20@
Evcorice® -:...2..- 27@
Licorice powdered 30@
Flowers
Arnica (....c.ce5s 30@
Chamomile (Ger.) 55@
Chamomile (Rom) 55@
Gums
Aeacia, 1st 250... 50@
Acacia, 2nd ..... 49@
Acacia, 3d .......- 40@
Acacia, Sorts .. 20@
Acacia, powdered 30@
Aloes (Barb. Pow) 22W
Aloes (Cape Pow) 20@
Aloes (Soc. Pow.) 40@
Asafoetida ....... 60@
Asafoetida, Powd.
Ure... cease @1
U. S. P. Powd a
Camphor .......- 56@
Guage .2........ 50@
Guaiaec, powdered 35@
KANG 2.6.62. -c-- - 70
Kino, powdered 75@
MVEA Oo ccc ees @
Myrrh, powdered
@
Opium isa, 9 60@9
Opium, powd. a 7T5@12 0
Opium, gran. 12 25@12 ‘
Shellac 6.2. .:.... 28@
Shellac, Bleached 30@
Tragacanth
Ne: Lo o..::... 2
Turpentine ...... 10@
Leaves
Buch <....-.- 2 25@2
Buchu, powd. 2 50@2
Sage, bulk ...... 25@
Sage, %s loose .. 30@
Sage, powdered 30@
Senna, Alex ..... 30@
Senna, (Linn. .2.., 18@
Senna Tinn powd 25@
Uva Urst .:.....- 18@
Oils
Aimonds, Bitter,
true 2.3... 6 50@7
Almonds, Bitter,
artificial .... 1 50@1
Almouds, Sweet,
CFUG (2 2.602... 1 25@1
Almouds, Sweet,
imitation ...... 50@
Amber, crude .. 25@
Amber, rectified 40@
INTIS) oe eas ce. 2 00@2
Bergamont .... 4 75@5
Caleput .:...55. 1 35@1
Cassia ........ 1 75@2
eee bbls. and
Sine bees 12%@
: Cater Leaf ... 90@1
Citronella ..... 1 00@1
Cloves ..<..-.< 1 60@1
Cocoanut ...... 20@ 2
Cod Liver ..... 1 35@1 £
Cotton Seed .... 85@1
Croton s...0... - 2 00@2
Cupbebs ...... 4 25@4
EKigeron ....-... 2 00@2
Eucalyptus .... 1 -
Hemlock, pure
Juniper Berries “2 0092
Juniper Wood .. 70@
Lard, extra ...... 80@
Gard, No. 1. ..... 65@
Laven’r Flowers @6
Lavender, Gar’n ; aes
Lemon .........
Linseed, boiled, bbl. a
Linseed, bbl. less 66@
Linseed, raw, bbl.
@
Linseed, raw, less 65@ 69
25@2 5
Tragacanth pow 1 25@1
Mustard, true
Mustard, artifi’l 3 pues
65@
Neatsfoot sescces
Olive, pure
Olive, Malaga,
yellow. 22...2.
Olive, Malaga,
Srecn ....2 ss...
Orange Sweet .. z
Organum, pure
Origanum, com’)
Pennyroyal ......
14 50@16
Rosemary Flows 1 50@
Peppermint
Rose, pure
Sandalwucd, [4.
I.
eet ce ces 6 5
Sassafras, true
Sassafras, artifi'l
Spearmint .....
Sperm
Tansy
Tar Se
Turpentine, bbls.
Turpentine, less
Wintergreen, true
Wintergreen, sweet
IDEFCH Soa:
Wintergreen, art 17
nae
Wormseed
. Wormwood
Potassium
Bicarbonate ...<...
Bichromate .....
Bromide. 2. cic.
@arbonate <......
Ufiiorale, XALal atid
powdered ....:.
Chlorate, granular
Cyanide 3 ou
FOGIGE, fue,
Permanaganate
Prussiate, yellow
Prussiate, red
Sulphate | .......
AlKanGE | 5.3. sos ¢
Biood, powdered
Calamus: (30.25%;
HieCampane, pwd.
Gentian, powd.
Ginger, aAtrican,
powdered .....
Ginger, Jamaica
Ginger, Jamaica,
powdered :
Goldenseal pow. 6
Ipecac, powd.,
Teerice ........
Licorice, powd.
Orris, powdered
Poke, powdered
Rhubarb .:......
Rhubarb, powd.
Rosinweed, powd.
Sarsaparilla, Hond.
BrOunGg 2.5...
Sarsaparilla Mexican,
rounded 2.2.73... 30
Squgls (...:.7.....
Squills, powdered
Tumeric, powd.
Valerian, powd.
Seeds
ARIBG 5 6.3 55S.
Anise, powdered
Bird, {8 .........
Ganary ....5.5.3.
Caraway .......
Cardamon -.....
Celery (powd. 40)
Coriander. .....;
Die ese ue
BRennell .......
HRS oes ce
Flax, ground
Foenugreek, pow.
EREMD 92052 0c...
Wobelia. 6.3.0.5.
Mustard, yellow
Mustard, black
Mustard, powd.
Poppy
Quince ...
Rape
Sabadilia cue
Sabadilla, powd.
Sunflower. <2. 2.0... a
Worm American 15@
Worm Levant
Tinctures
Aconite 653 4
AlOGS 3 ic. ous cos
Arnica .....
Asafoetida
Belladonna
Benzoin ......
Benzoin Compo'a
BUCH acc. s ce
Cantharadies
Capsicum .,....
Cardamon ..... :
Cardamon, Comp.
Catechu: ........
Cinchona ......
Colchicum .....
Cupens 3.6.2...
Digitalig .......
Gentian: ........
GIR@Or occ.
Guaiae ......i:.
Guaiac Ammon.
JOGIMG@. . ec. ccs
Todine, Colorless
> Ww
tb
Dnt ak ph ek ed fe fo fe
£2990969999999999999S99
en pe
SSSSRASSARSSSES
Ipecac ......5...: @ 7%
byron, (clo. occ... @ 60
KINGQ@: coos. ols, @ 80
Myrrn :.... es @1 05
Nux Vomica .... @ 70
Opiom <2. 5. @2 75
Opium, Capmh. @ 3
Opium, Deodorz’d @2 75
Rhubarb: «2.5... @ 70
Paints
lead, red dry .. 7 @ 8
l.ead, white dry 7 @_ 8
Lead, white oil 7 @ 8
Ochre, yellow bbl. 1 @1%
Ochre yellow less 2 @ 5
Putty oe oe: 2%@ 5
Red Venetn bbl. 1 g %
Red Venet’n less 2 5
Vermillion, Eng. iso. eo
Vermillion, Amer. 15 20
Whiting, bbl. .. in
Whiting —.....-. 5
L. H.. PB. Prepd i 5O1 35
Insecticides
Arsenio’. . 2... 12@ 15
Blue Vitrol, bbl. -@ 5%
Hlue Vitrol less 7@ WW
Bordeaux Mix Pst 8 15
Hellebore, White
powdered ...... 15@ 20
Insect Powder .. 20@ 36
Lead Arsenate .. 16
Lime and Sulphur
Solution. gal... 15@ 26
Paris Green .. 15%@ 20
Miscellaneous
Mcetanaa 1.2... 60@ 65
Alamo. 5@ 8
Alum, powdered and
SEOUNG ...2..; . ¢ 10
Bismuth, Subni-
Crate =... 5. 2 97@3 00
Borax xtal or
powdered .... 6@ 12
Cantharades po 2 00@7 00
Galomel ........ 1 20@1 25
Capsicum. ...... 30@ 35
Carmine | 1... . 3 75@4 25
Cassia Buds .... 40
Cloves: 2 oss. 35
Chalk Prepared 6@ 8
Chaik Precipitated 7@ a
Chloroform . 37@ 43
Chioral Hydrate 1 00@1 20
COCAINE ona eG 4 60@4 90
Cocoa Butter .. 65 65
Corks, list, less 70%
Copperas, bbls. .. @ O1
Copperas, less .. 72 5
Copperas, powd. 6
Corrosive Sublm. 1 1851 25
Cream Tartar .... 36@ 40
Cuttlebone ..... 350 40
Dextrine ......< 7 Lu
Dover’s Powder . @2 50
Emery, all Nus. 6@ 10
Emery, powdered 5@ &
Epsom Salts, bbls @ 2
Epsom Salts, less 23 5
Breot 000.0. 2 00@2 25
Ergot, powdered 2 — 00
Flake White ...... 15@ 20
Formaldehyde tb. lvu@ ls
Gambier <:.:.... 10@ 15
Gelatine ...:...... 40@ 50
Glassware, full cases 80%
Glassware. less 70 & 10%
Glauber Salts bbl. ag 3 1%
Glauber Salts less
Glue, brown .....
Glue, brown grd. ion
Glue, white .... 15@
Glue, white grd. 15@
Glycerine 2
HIODS) 5.52.
Indigo ... os
flodine § .;..5...
Iodoform 20@5
Lead Acetate .... 15@ 20
Lycopdium ...... @1 25
MACE o.oo. es oe @1 00
Mace, powdered 1 00@1 10
Menthol ........ @3 75
Menthol @ i250. : 3 75@4 00
Morphine =<... ° 5 90@6 15
Nux Vomica .... @ 15
Nux Vomica pow @ 20
Pepper, black pow @ 30
Pepper, white ... @ 35
Pitch, Burgundy @ 15
Quassi Be ccc ce 10@ 15
Quinine, all brds 30@ 40
Rochelle Salts .... 26@ 30
Saccharine .... 3 00@3 50
Salt Peter .....5. 12@ 16
Seidlitz Mixture che 25
Soap, green .... 20
Soap, mott castile Le 15
Soap, white castile
case @6 25
Soap, white ‘castile
less, per bar .. @ 68
Soda Ash ...... 1%@ 5
Soda Bicarbonate 1%@ 5
Soda, Sal ...... 1@ 4
Spirits Camphor @ 75
Sulphur roll ....2%@ _ 5
Sulphur Subl. ....3@ 5
Tamarinds ...... 15@ 20
Tartar Emetic .. @ 60
Turpentine Venice 40@ 50
Vanilla Ex. pure 1 00@1 50
Witch Hazel ... @@1 00
Zinc Sulphate .. 7 10
TRADESMAN
--,eEes
Seasonable Goods
Linseed Oil Turpentine
White Lead Dry Colors
Sherwin Williams Company
Shelf Goods and Varnishes
Colonial House and Floor Paints
Kyanize Finishes and Boston Varnishes
We solicit your orders for above and will
ship promptly.
Hazeltine & Perkins Drug Co.
Grand Rapids, Mich.
Economic
oupon Books
They save time and expense
They prevent disputes
They put credit transactions on cash basis
Free samples on application
Tradesman Company
Grand Rapids, Mich.
44 : MICHIGAN
TRADESMAN March 8, 1915
These quotations are carefully corrected weekly. within six hours of mailing, . CHEESE : Bogota Shelled
; : . ‘ eme 2800 e, :
and are intended to be correct at time of going to press. Prices, however. are Carson City Giee al ae see 2 No. 1 Spanish Shelled
liable to change at any time. and country merchants will have their orders filled Hopkins .-..... c@16% Exchange’ Market, Steady py ee ve Bh @ 6%
t ket ori ae ut rick .<..., @1614 Spot Market, Strong Soa te 1 Shelled
at market prices at date of purchase. Leiden ..... @15 Pack Peanuts ..... 10%@11
Limburger ...... @18 New York’ Basis Wout oe ria @55
ADVANCED DECLINED Eincopple .----. @ 80 Arbuckle 2... Filbert Meats.) O3e
Ses Sees cLaughlin’s XXXX Ali age
a ern a Poe Paso 05... @22 McLaughlin’s XXXX sold jedan ae es
Cheese wiss, domestic @20 to retailers only, Mail ail ones
orders irect to W. F. Peanuts
Aduns ok Sake. 62 on Chicago ee H P guns
Adams Sappota ....... 5 - BW nena oe D
Boon Pepsin ae : Holland, % gro. bxs. 95 Roasted ........ oo
Rocohnut 62 Felix, % gross ....... 115 4H. P. Jumbo .
Chiclets ...... oo 1a ae ee Se Rew... , U @ae
k Colgan Violet’ Chips’. 60 Tee. owe Boron) 6 8 @8i%
olgan Mint Chips .... 60 RY
Index to Markets 1 2 Dentyne ee eae rorenstick Candy Pails CRACKERS
ag Spruce ............ 59 enoun Ce veccccoe ational Biscui
By Columns AMMONIA Clams Juicy Fruit ............ 69 Standard ...... cates 9 Brana, Company
Doz, Little Neck, 1m. .. @100 Red Robin ............ 62 Standard, small .... 10 But
18 em. ovals 2 dom. bor ny Little Neck, 2h. °. @150 $3.86) ................ 6g Twist. small ........ 16 er
Col. Clam Bouillon Spearmint, Wrigleys ... 64 Cases Excelsior Butters ,, P°X*S
A AXLE GREASE Burnham’s % pt. ....2 25 Spearmint, 5 box jars 3 20 Jumbo ........... soe 9 NBC Square Buttery’ oy
Ammonia .......----- 1 Frazer’s. Burnham's pts. ......8 75 Spearmint, 3 box jars 192 Jumbo, small ........ 10 Seymour Round. pe
Axle Grease ........-- 1 1%. wood boxes, 4 doz. 3 00 Burnham’s qts. ......750 Trunk Spruce .......... 59 Big Stick ....... ct Oe ee Serica. 6%
= 1Ib. tin boxes, 3 doz. 2 35 Corn Yucatan ............... 62 Boston Sugar Stick .. 14 NBC § eae
Baked Beans .......- 1 ie le eran dz. 425 Fair .......... $5. 10 FORO --.oeseeesensscnes OM Mixed Gandy Pema a 6%
Bath Brick i oe wi oe ne se tee oc RS CHOCOLATE ails . Select Sodas ...11.11! gx
Bluing ....-.-.-+-++++> i 26%. pails, per doz. ..i2 00 (nee Walter Baker & Co. Broken ....... sseoeee 84 Saratoga Flakes ia
Breakfast Food .....- 1 : : So French Peas German’s Sweet ...... 22 Cut Loaf ............ 10 Saltines ....., 8
TEROOIMS. 2 ios eso +s 1 BAKED BEANS Monbadon (Natural) Premium ............. 22 French Cream ....... 10 os .
Brushes ..........-+- 1 No. 1, per doz. ...45@ 90 Per GOZ. ..-.ee-0ee. Caracas .........0.... 28 Fancy .......... bake NEC Picnic Open -¢
Butter olor ONG & Ber Soe ScHGE HE wo, 2, SOPOUTICG gy Walter M, Lowney Oo. GiOUere ag ccs af Gem Ousterasrnners..
oo Cc : ck oc Wek Raw ae Prcmine _ Shae o Se eC epee 10 RCW ae 8
ote eteeeeereee BSH fice ccc.
Canned Goods ...... 1-2 TE orseeieceess em CLOTHES LINE Monarch ....cecseeees 10 Sweet monde
Carbon Oils ......---- . BLUING Lobster Per doz, Novelty .............. 11 Animals 7 ee Pee
Catsup ..--ceeeeeeeeee 2 Jennings’. Yeo. .c.ccececcceeee 185 No. 40 Twisted Cotton 95 Paris Creams ........ 11 Re 10
Cheese ...----++eee0+s 8 Condensed Pearl Bluing % ID. ....-s-ssss+2 3.15 NO. 50 Twisted Cotton 130 Premio Creams ..... 14 9 Ay Quilcs Also Asstd. 12
Chewing Gum .......- 3 Small C P Bluing, doz. 45 Sica No. 60 Twisted Cotton 170 Royal ....... os vena Fruit Cakes .. 12
Chicory .-.-...++++++- 3 Large C P Bluing, doz: 75 Mustard, ib. .- ce gee et eS? Special .......----.-:- 20 aia ee ie
Repenaae eee ett"? Folger’s, Mustard, 2tb. ....-..- 280 wo Seana. Oniten Valley Creams ...... 13° © eae oe
Clothes Lines ---7 11. 3 Summer Sky, 8 do. oa, 120 Soused, 1%M. “11.21. 1.60 No. 6) Braided Gotton 1a EO veevereesccsss TMH Cecelia Biscuit 1.7.. ip
Pemenut .....-------- 3 Summer Sky, 10 dz bbl 400 joused, 2ib. .......-. 2 75 No. 80 Braided Cotton 2 25 Specialties Cheese Tid Bits 1.1) 20
Coffee ...--.++0+- -s++ @ | MREAKFAST FOODS Tomato, 2%. ........ 380 No. 6) Bosh Cord -....1 78 Palle Creomie Bar (cans) 19
eons ke 4 Apetizo, Biscuits .... 3 00 No. 60 Sash Cord ..... 200 Auto Kisses (baskets) 13 Chocolate Drops .... 18
a Wheat... 5 Bear Food, Pottijchna 2 is Mushrooms No. 60 Jute ...... ---» 90 Autumn Leaves ...... 13 Choc. Honey Fingers 16
aoe... 5, 6 Cracked Wheat, 24-2 2 60 Buttons, #8 .... @ 18 No. 72 Jute .......... 110 Bonnie Butter Bites .. 17 Choc. Mint Wafers .. 14
Cream Tartar ......-. 6 Cracked Wheat, 24-2 2 75 Hotels, is ee $ 20 ee res 2 e roped ey oe Gece Sera es
, ; soca aramel Dice ....... «43 sracknels ........... :
—.) 5 Quaker Puted Rise“. 425 Gove amO¥sters No. 20, each iooft. long 1 90 Cocoanut Kraut’ <1...) Cream Fingers... 1d
Dried Fruits ........-- Quaker Puffed Wheat 3 10 nove, eeescees 2. = No. 19, each 100ft. long 2 10 Coconut Spernes “Post Tavern ‘Porridge 2 80 Salmon ts, bb. case ...... 30 Pails Honey Flakes ...... 14
Mustard .........-... 8 & Warrens, 1 th. Tall .. 230 Ys 5ib. case ....... 29 Assorted Choc. ...... 46 Honey Jumbles ..... 12
N BROOMS Warrens, 1 Ib. Flat ..2 45 4s, 15tb. case ...... 29 Amazon Caramels ... 16 Imperials ............ 8%
Nuts 4 Fancy Parlor, 25 tm. 425 Red Alaska ....170@175 igs, 15th. case ...... 28 Champion ..... Se 12 Jubilee Mixed ....... 10
See aa as de oss Parlor, 5 String, 25 Ib. 4 00 Med Red Alaska 1 oo1 45 is, sD, case ....... 2 Choc. Chips, Eureka ..19 le at Jumbles ....,. 12
Oo an arior, : n aska .... 4s & Ws 15Ib. case 28 Gimax (6246. zady Fingers Sponge 30
Owes (2.25. a... es 8 Common, 28 Ib. ..... 8 26 Scalloped Gems ...... 10 Eclipse, Assorted .... 14 Leap Year Jumbles .. 20
Special, 23 tb. ...... 2 76 Sardines 4s & Ms pails ...... 16 Ideal Chocolates ..... 14 Lemon Biscuit Square 9
P arehouse, 38 Ib. .. 425 Domestic, 4s ........3 75 Bulk, pails .......... 13 Klondike Chocolates. 18 Lemon Wafers ...... 17
Heiss = gs Common soeee 109 Domestic, %4 Mustard 375 Bulk, barrels ........ 12 Wabobe. 0 on 48 Gemona 8%
PIGRS 63s is ess 8 Fancy Whisk ....... 1 26 Demartic, % Mustard 325 Baker's Brazil Shredded Nibble Sticks ........ 25 Lorna Doon .......... 18
Playing Cards ....... 8 BRUSHES ceo TAS seeseees ce 10 bc pkgs., per case 260 Nut Wafers ........ 18 Mace Cakes .......... 8
RN oe op ioe nse 8 Scrub rench, %8 ........18@23 26 10c pkgs., per case 260 Ocoro Choc. Caramels 17 Mary Aun 2.03. 2.5.: 8%
Provisions ............ 8 Solid Back, 8 in, ....) 95 Sauer Kraut a. = 33 5c pkgs., 60 ce Clusters ...... 20 ce scteee |
ck, 11 in. .... 95 No. 8, canS ........0- eis, uintette ......... -- 16 ee
fice R 9 Pointed ets 5.-.:::. OS No. 46, cans... 8 ; COFFEES ROASTED Resina |... 0.02.5. .5 so aD Medora ...... settee 8
ee oe s : Rio Star Chocolates ..... 13 Mol. Frt. Cookie, Iced 11
pete Shrimps Common .. 19 Superior Choc. (light) 19 NBC Honey Cakes .. 12
Ss Dunbar, ist doz. .... 145 Fair ...... 19% Pop Corn Goods oe ee
Salad Dressing ...... Dunbar, 1148 doz. ....- 2 50 Soe 7 Without prizes. ree Seite a
Saleratus ............. DOW reer - 47. Cracker Jack with os goon beeiae mn
oo sede Succotash Peaberry ........... 23 COUPON ......eeeee . 325 Penny Assorted ...... 10
Salt mean Fair, cui a eae oe a. Santos _ Pop Corn Goods with Prizes aa oe meen te a
a eae cee is seccccsrsces MOMON |. 60 lace. s 8. ; . cs. Bet eee re ce
ier ae Poucy -c..-- 1 SBOE Pe 0S ‘2 epee ie Pineapple Cakes .... 17
Shoe Blacking ....... 10 BUTTER COLOR CHOICE ...-es00--++- 21 Cracker Jack, with Prize Raisin Cookies ...... 10
ST BS ee eee . 10 Dandelion, 25c size ..2 0 Strawberries PANY | 208503. cae RB Pop Corn Balls, with rib- Raisin Gems te eeeeee 11
Baa 10 CANDLES Sonora sesceees : = Peaberry .......... -. 38 bon, 200 in cs per cs. 1 40 ee Asstd. ...... -
Spices ee tec 10 we eeee esveee Cc h D eeeer eer ereene
Paraffine, eee, Maracaibo DUG hOEe, 2 Seafoam see
eget ee 8 10 Pasefiune, 7 suger Tocmtons air eee 4 boxes Rae ;
BYFUPS «+ +--+ ++ 00-0 0 Wicking 53... oe eed. 22. 90 Choice ..... Semone es 2 Putnam Menthol 100 Spiced Jumbles, Iced 10
T CANNED GOODS PRNCY -.scsccnsasons 1 20 Mexican Smith Bros. ........ 1 26 Sugar Fingers oe 12
te Hennes 10 Apples NG: 40 Giescesccwcase 2/90 Choice AAS = NUTS—Whole is Sugar Crimp ........ 8%
A@NCY .-cccececs ececes F i i i
OR oko ik secs i. oe 3 ». Standards... @ abune bine y Almonds, Tarragona 22 Hoeeri eh aaag Biscuit .
Tobacco ........ 11, 12, 18 Gallon .......... @2 50 Guatemaia ian Californi: WOELNCATLS | cucee cess
TWINGE: ..-.+0+-+>- aees ae Blackberries EO gape 9.4 FAT eee cece eee c eres 26 Aoft shell ‘Drake @22 ee ORE ee ”
Vv n. _seacsares 1 50@1 90 1 S. Gasoline .......13.5 PSMO¥ ----+rereeee sees 28s Brazils .......... 12@18 In-er-Seal Trade Mark
inear i jg Standard gallons @5 00 Gas Machine ....----. 19.9 Java Filberts .......... Goods
aes Beans Deodor’'d Nap’a .... 13 Private Growth ... s1O8s Cai, No.18S. 8S... @22 Per doz
Ww Baked .......... 130 Cylinder ....... 29 @34% Mandling .......... 81@85 Walnuts, Naples ..18@19 Baronet Biscuit ..... 1 00
Wicking .......,.... .. 13 Bloomingdale .. 18 Engine ........ 16 @22 Aukola ............ 30@32 Walnuts, Grenoble 17@18 Flake Wafers ....... 00
Woodenware ......... 13 jon ey ees 18: Black, winter .. 8 10 Table nuts, fancy 14@16 Cameo Biscuit ...... 1 50
Wrapping Paper ...... 14 eeesevecers 75@1 Mocha Pecans, Large .... @13 Cheese Sandwich .... 1 00
i - Blueberries : CATSUP Short Bean ........ 25@27 Pecans, Ex. Large @14 Chocolate Wafers ... 1 00
Cak a cceccceoeee, 1 80 Snider’s pints ....... 3 35 ome eee sie +2 RAGES Hickory Nuts, per bu. Excelsior Butters ..., 1 00
Yeast AKC seevecvere 14 euseseesesecece 4 OO Snider’s % pints eosceed 86) OH. On @.. 6555.5. ae Ohio _ Ce cwcacevesses- Mg Newton .......... 1 00
>
March 3, 1915
MICHIGAN
TRADESMAN 45
Five O’Clock Tea Bet 1 00 Poles Calfskin, green, No
Ginger Snaps NBC .. 100 Bamboo, 14 ft. per doz. 68 Calfskin’ ereen’ No. 2 13% Bol seaear ce és TOBACCO
Graham Crackers Red Bamboo, ‘16 ft., per doz. 60 Calfskin; cured, No. 1 16 Lin + gate ke ++ er Canary, Smyrna... elas Gus
Label, 10c size .... 100 Bamb ‘ : Calfski iver .....-...+. 94%4@10 i , SERRA s SH ec csincesccssi, - 1465
moe ee Ape oo, 18 ft., per doz. 80 alfskin, cured, No. 2 14% Frankfort ...... 12° @12% Caraway <..cc....... 15 Bugle, 16 oz. 3 84
Meets Pelts Pome 2 Cardomon, Malabar 1 20 Bugle, ° oes
wee 120 FLAVORING EXTRACTS Old Wool ........ 60@1 25 Veal ...... Wea oo ees 45 Dan Baten aii o
peeeeee cscs J 2 Lambs ........... 75@1 00 Tongue ...... Fiemp, Russian. ....:. 6 Da i ae oe
Oysterettes .......... 50 ennings D C Brand : gu teeseeee U1 ixed Bi n Patch, 4 oz 11 52
Premium Sodas .. 1 00 Shearlings ...... 75@1 00 Headcheese ......... 10 Mixed Bird ...... coe OY Dan Patch, 2 oz. .... 5 76
Royal Toast oo age Extract Lemon Terpeniess Tallow Mustard, white ...... 12 Fast Mail, 16 oz. .__. 7 80
Geratows Winkes .... 150 peg ce ee eee ONO. 2 ones @i Roncicea ... sp n@z0 te Rese. | ES oe
Social Tea Biscuit ..100 yo 4 oe a Frets @4 Rum . 2450@25 00 SHOE BLACKin i mg aon lad eee ‘se
a pee 50 ee , F box % oz. .. 85 Wool Pp, new .. 0@25 00 SHOE BLACKING May Flower, 16 oz. .. 9 36
needa Ginger Wafer 100 No 2 F box, 1% oz. 120 Unwashed, med. @20 ,, Pig’s Feet pandy Hox. lore 3 da, 250 Ee Laat, 6 om: |... 1
a ta ee Ox, 2% oz. 225 Unwashed, fine @15 a as ee 105 Handy Box, small .. 125 No Limit, 16 oz. .:7) 3 60
Water Thin Biscuit 1 00 No. 3, 2% oz. Taper 2 00 HORSE RADISH % bbls., 40 ths. ...... 210 Bixby’s Royal Polish 85 Ojibwa, 8 and 16 oz 40
Boe ee ee ee NO ee ee pe a ¥ BR ies), 425 Miller’s a oe 85 Sane | or ae
cee eenene cicieie one eles ee eee ee cles c. wa, oe 2
Zwieback .......-+-. ae FLOUR AND FEED Jelly tripe $50 ‘Scotch, in bladders .... 37 Petoskey Chief, 7" oz 2 00
Other Package Goods Grand Rapids Grain @& ,5ID. pails, per doz. ..2 30 Kits, 15 ths eS poo ee ee Oe an oe
Barnum’s Animals 50 Milling Co. ist. pails, per pail .. 65 4 bbis., 40 Ibs. ...... peg 7 oneh Hagple Dats. Ee re wea, So 5 Te
Soda Crackers NBC ; Winter Wheat a po ae % bbls., 80 ths. :..... 3 00 Boxes peat 5% Req Belk * ton cree 3
marie Puckase — 50 ony 3 maneeegescaess is a% . tedecs 1 9
mee ae — cee a pore, Ecr So : 0 % pt. in bbls., per doz. 15 qogg ao ‘e Kegs, English ....... 4% Sterling, L&D &e ..5 76
: late ae M 4% pt. in bbls. per dos. 16 , Sones, 5 SPICES weet Cuba, canister 9
F 16
In Special Tin Packages ancy Spring ....... 720 g oz. capped in bbls Beef, rounds, set .. 24@25 Whole Spices Sweet Cuba, 6c
per doz. ease ee ar 6 70 per hg : ” 18 a mee - a “or Allspice, Jamaica ..9@10 Sweet Cuba, mo 5 2
Adora, 10c size ...... 1 00 Vizard, Gran. Meal .. 4 90 Pe ee eee Sheep, per bundle .... 8 Allspice, lg Garden @l11 Sweet Cuba, 1 m tin
Pastino ee 2 50 weeeare Buckw’t cwt. 3 60 1 Bereta oy ae Uncolored Butterine Cloves, Zanzibar @22 Sweet Cuba, % Ib. fol 2 28
Mog 408 166. BMG cee. ree TOOT Oe ee er aoe go «Solid Dairy .... 12%@16% Cassia, Canton .. 14@15 Sweet Burley, 6¢ L&D 5 76
: in bulk, per tin Valley City Milling Co. % ae honce Te aoe * te Country Rolls .. 13 @19% Cassia, de pkg. dz. @25 eon Burley, 8 oz. .. 2 45
eee 160) Light oat 120020207 GH MINCE MEAT | comed Stee MEMt® 4 gy Ginger, Cochin’... gual Sweet Mist % gro, $19
blocs cc eees ss E eiceec ces io ‘orned bee Tb. - 450 | . 2 " ee 0
Bent’s Water Crackers 140 Graham ....00000000; 10 Per case ............ 85 Corned beef, 1 th. ... 270 Mace, Penang .... @70 Sweet Mist, 8 oz. ....°11 10
Granena Health’... 3 20 MOLASSES Roast beef, 2 Tb. £06 ee 2 ees @17 Tera. ics Oe
CREAM TARTAR ran. Meal ......... 05 Mea @aa. Bae tet a th... ge eee No: 2... @l6 = Tiger, He cans’ SS
Bolted Med ...... 1 95 >otted NV Mixed, 5c pkgs. dz. @45 Ser, 25¢ cans
Barrels or Drums .... 38 iclers Fancy Open Kettle 42 Potted Meat, Ham . ‘Motmeei, 10-140 a Unels Daniel 3 an"** 2 40
Boxes «2. see eee eee eees 39 Voigt Milling Co. CHOIEG 445. es5. ces Sg crete es 55 Nutmegs, 105-110°” > Uncle Dantel, 1 om... "5 $s
Square Cans ....,..... 41 vVoigt’s Crescent 725 Good 5 Potted Meat, Ham ; to --@25 (+o. Fm
Faney Caddies ....... 46 Voigt’s Royal 7 65 Pair Poot se a Cee sae se 7 Flavor, %8 ...... 95 a ae ++ @25 Plug
4 : . wosecess FDO PAID wseceescrceveceece 2 ’ 2MaCK
DRIED FRUITS Voigt’s Flouroigt .... 7 25 Half barrels 2c extra eo. ae 55 Lepper, White G2 Am. Na
Apples Voigt's Hygienic Gra- Red Hen, No. 2% ...175 Deviled Meat Ham Pepper, Cayenne .. @22 Apple, 10°tbe bere 1177 33
Evapor'ed Choice blk 8 = se Lane ee ot hee ee Xe we Flavor, %8 ....... g5 Paprika, Hungarian irummond Nat. Leaf. 2°
Evapor’ed Fancy pkg. atson-Higgins Milling Co. = one: ssee 09 ~=6Potted Tongue, 4s .. 55 Pure Ground in Bulk Sng & MH. 2.0.1.2, ae
| Apricots Feeoetion Buckwheat 4 ae Potted Tongue, %s .. 95 Airvice, Jam alca oy @15 Drusinena Nat. Leaf
alifornia ..2.....) @ Digeccee cecees : HD. bOX |...) . 16 RICE Sige aw : @2 OF GOR cicsacacus 96
Perfection Flour 7 10 Cassia, Canton @22 Battle A :
Citron Tip Top Fi rane OLIVES Raney (ooo... k se. GQE6 Gees Aaa Bee Me tee een oes 32
ee ee 16% Gelder Bimet moar, § $2 Bulk, 1 gal. kegs 1 00@1 19 Japan Style ..... SOe ie PaaS Bete ee
Currants Marshalls Best Flour 7 30 Bulk, 2 gal. kegs ae 05 Jos rae “— Nutmegs .......... @33 Boot Jac 2 tb am ©
Imported, 1 Ib; pkg. .. 9 Worden Crock: Go Bulk, 5 gal. kegs 90@1 00 ROLLED OATS Benper, Black |, 18 Boot Jack, per doz. |. as
Imported, bulk ...... 8% Quaker, paper ...... “7 95 See 5 OZ, seeeseee 90 Rolled Avenna, bbls. 675 Pepper, White “@32 Bullion, 16 oz, co e a
ae Gusker eats 7 35 ae : OZ. .....06. 1 25 Steel Cut, 100 th. sks. 3 40 Pepper, Cayenne @24 Climax Golden Twins 48
Wee s i: tufted, 14 oz. ......., 225 Monarch, bbls. ...... 650 Paprika, Hungarian @45 Climax, 14% oz
uirs—Choice, 25th. .. 6% ansas Hard Wheat Pitted (not stuffed) Monarch, 90 tb. sks. 3 15 STARCH Cima, 7 ok ... -
Mutrs—Fancy, 251. - 0% ou Voigt Milling Co. __ oe es. 225 Quaker, 18 Regular .. 1 4f Cann Days’ Work, 7 & 14 tb. 34
cy, as s dIb. .. is Sn ony 25 ee ne OZ... a Quaker, 20 Family .. 4 50 EneOtOrd, 40 Ibs. .... 74 Creme de Menthe, tb._ 62
ee ‘ i : Seeds s 5 I 2 x ne ee
Lemon, American 124% American Eagle, %s 750 Lunch, 16 oz. ...... . 2 25 SALAD DRESSING sas Mike 0S 5 Broa ie ape
Orange, American 121% paerey ek pees: ae cae Queen, Mammoth, 19 a Se Te pe 2... 225 Silver Gloss, 40 1Ib TY, Four Roses 16 Seeeces -
Raisi gle, %s 7 OZ ces cs Yolumbia, 1 pint .... 408 Muzzy, 40 lt. pkes °° 5 ¢ Gilt Edge, 2 ty, (°1°7"°
Glastes. 20 Be 905 Spring Wheat Queen, Mammoth, 28 Durkee’s, large 1 doz. 4 50 Gia 8 Gold Rope, 6 ’e 12 tb. BB
Yooce Museatois 4 Cr 1% Roy Baker OZ yee ees. 5 75 Durkee’s, small, 2 doz. 5 25 Argo, 24 5c pkgs. .... 90 Gold Rope, 4 & 8 th... 68
Loose Muscatels, 3 Cr. 744 Mazeppa ............. 765 Olive Chow, 2 doz. cs. Snider's, large, 1 doz. 235 Silver Gloss, 16 3tbs. ..6% @- 0. P.. 12 & 24 I. ..
4 i @9i, Golden H ‘So 7 BB per dem ........-. 25. Snider's small, 2 doz. 135 Silver Gloss. tp ane, -°o% Granger’ one
L. M. Seeded, 1 1b. 8%@9% Golden Horn, bakers 7 65 Silver Gloss, 12 6Ibs. 84 Granger Twist, 6 Ib. .. 46
Se oe BRYG co...¢ 6 55 PICKLES _SALERATUS Muzzy “* G. T. W., 10 . & 21 th. 36
pana oe eee 7% [oe Go. 00 Medium ae Haren - 6 a a eee bale 5 uae ‘< ‘ adh 2
30- 5Ib. Sa: : : > of Ar ammer .. 3 > 3Ib. packages 4% Yip Twist, 5 5
80- 90 25th. boxes ..@ 8% Ceresota, %s ........ 7 90 Parrels: bane coum .. 7 op Wyandotte, 100 %s .. 300 12 6Ib. aoe UU ee ee 8 Ib ao
70- 80 25%. boxes ..@ 9% Geresota, 4s 1.111... se foe SAL SODA Sa dae ‘ it,meny a
ae oe oe ee es 8 10 aan Granulated, bbls. ...... 80 SYRUPS " ¢ 7, 2 OU &. .... @
50- 60 251b. boxes ..@10% Voigt Milling Co. Barrel 959 Granulated, 100 ths. cs. 90 Corn Keystone Twist, 6 Ib. 45
16-60-95 ones O11 «= Colbie Ci BO ae 2 3° Granulated, 36 pkgs. ..125 Barrels ........... 98 Eee Te cceeeets 48
Worden Grocer Co. Se eee Cnn 2 male barrela). . 0.00. 3 aple Dip, 20 oz. .... 28
FARINACEOUS GOODS ve 5 gallon Kees ........ 2 25 SALT BI pe bee 30 Merry Wid 1
Wingold, %s cloth .. 8 00 ue Karo, No. 1% 7 ow, tS. ee
Beans ri y Gherkins Common Grades 4 dog) 6. : 3 4, Nobby Spun Roll 6 & 3 5
California Limas 7 Wingold, gs ee lg Bates. ........ 13 00 100 8 Ib. sacks ...... 260 Blue Karo, No. 2,3 da 19g Parrot, 12 Tm 32
Med. Hand Picked .. 3.50 Wingold, %s paper .. 785 Half barrels ......... oe af Blue Kare, No.4 2. bees capa ae
oo ea sig Wineeld Za caper 0 7 so © @atlon hems... 2 50 . Fas OREMG <4 0. oO Oe 2 35 procney, €-33 & 24 th. 41
Fari Meal Sweet Small 2 - Sacks ...... 225 Blue Karo, No. 5, 1 dz. 2 30 ie at, 6. ....
Z arina Z 56 1D. sacks -....... 40 Blue ar Nc Piper Heidsick, 4 & 7 th. 69
25 1 an! Bek Barrels osc. 6 00 Karo, No. 10, 3
Bl packages... 160° Belied ............--- 4 70 re 20 doz fier Piper Heldsick, per doz. 96
Bulk, per 100 I 450 Golden Granulated .. 490 Half barrels ........ 8 50 Be eet tae 220 Pol
Original Holland Rusk Wheat a 5 gallon kegs <...... 3 20 sé mw oe mae Karo, No. 1% 4 Redieut eo — 38
Packed 12 rolls to container : PIPES a pee eee sss 26 ie Di ek eg ae 3 80 Serapple, 2 ‘doz...
5 MOntatners (iG: Coneeamer © New Red ........--+- 183 cay, No, 216, per box 175 8 Ib. dairy in drill bags 20 Red Karo, No. 2.2 dz. 230 Sherry Gobbler, Som. 1. 38
Hamin Clay, T. D. full count 60 | Solar Rock Hod ant 0. 2'2, 2dz.275 Spear Head, 12 oz. 44
Pearl, 100 Ib. sack .. 225 Michigan carlots gg COD seweeseeseneeeees aq (3G Mh BAOES «+... + <--.- 26 Red Kare, No. i0 4 2 (0 Spear Head, 14% oz. 44
iMaccaront ea eS vee oe | E PLAYING CARDS ce teat coninas fa don a. 60 Spear Head, 7 ph a
omestic, 10 th. box .. o. 90, Steamboat .... anulated, Fine .... Pure Cane f . » 1, af
Imported, 25 tb. box |.2 50 Corn No. 15, Rival assorted 125 Medium, Fine ....... 115 Pair .. ne Cane Star, 6, 12 & 24 th. .. 483
: Carlet 65.0... 7h No a0 Hacee Gaara 4 be Say pica Cyaa res 16 Standard Navy, 7%, 15
ee er eariey eae Less than pag eee UE No. 572, Special ...... 1 75 aa es oe 20 on - ee te > 34
. 0. olf, Satin fin. Large, whole @8 Folger’s r : :
Portage ............. BOG GCaglote §..10..0.... 12 00 No. 808, Bicycle ...... 200 Small, whole @ T% Quarts, ta oe 00 ohne a a ac
Green Wise Sn yn. 299 LeS® than catlots <-. 1400 No. 632 Tourn’t whist 225 Strips or bricks .. 9@13 TABLE SAUCES cee ee ee eee
Cf so Gh ae Beeect Ger pees 32 00 ei ene Pe cats: CPF ae ee oD an Net, 6 cS 5 76
4 ’ oe . sane ees : Smok fh Se 25 GS enddcecece .
i € No tone on Was Pe ee et ae TEA * Am. Unton Scrap /:! 5 40
Sago Cracked Corn ...... 31 00 PROVISIONS =. 6 Pre ess: rece uU Bag Pi 5
Hact tndia ..-... «24... 5 Coarse Corn Meal .. 31 00 Barreled Pork : Halibut mi _— Cutlas "2 a ' 26
Boas sae 5 FRUIT JARS Clear Back .. 22.60@28 60 Strips ....-............ 18 Choice Globe Scrap, 2 oz... 30
German, broken pkg. Mason, pts., per gro. 350 Short Cut Clr 21 00@22 00 Chunks ............. 19 Fancy 3 5 Happy Thought, 2 oz. 30
Weniscs Mason, qts., per gro. 390 Bean ........ 17 00@18 00 Holland Herring Basket-fired Med’m 28@s0 Honey Comb Scrap, 5c 5 76
Flake, 100 * Saar ; Mason, % gal. per gro. 6 25 Brisket, Clear 27 00@28 00 Y. M. wh. hoop bbls. Basket-fired, Choice 35@37 Honest Scrap, 5c .... 1 55
et i wae tk Mason, can tone, are. 115 Pig Cae fo Y. M. wh. hoop % bbls. Basket-fired, Fancy 38@45 Mail Pouch, 4 doz. 5c 2 00
Pear ae ace the oe GELATINE Clear Family ...... 26 00 Y. M. wh. hoop kegs No. 1 Nibs .....:.; 0@32 Old Songs, 5c ........ 5 76
Minute, 36 pkgs. oe 275 Cox’s, 1 doz. large .. 1 45 3 P Pee Mere at 1 ee. eon Sereners Siftines, as pkgs. 1201s Pol Smo i o 0. 3 78
oe ce, a, , . pkgs. olar Bear, 5c, % gro.
FISHING TACKLE a a5 _ Lard Standard, bbls. 11 75 Gunpowder Red Band, 5c % gro. 5 76
% to 1 in 6 Knox’s Sparkling, gr. 14 00 Pure in tierces . 11%@12 = Standard, % bbls. .... 613 Moyune, Medium ..28@33 Red Man Scrap, Se .. 1 42
$4 to 2 fo. oe: 7, Muoxs Acidu'd dog, .. 4 95 COmPOUNE Bale eae . Standard, kegs © fae oo Oe Gara’ Beet, 6a 16 ale 8
st eeecene : ae . tubs ....advance.. , Voss: 5 ure Shot, 5c 1-6 gro.
sd * A - Ae cee Rs Partie tebe cece eeees 1 ae 60 tb. tubs ....advance ae _ 750 bins Suey, Medium 25@30 Yankee Girl Scrap 2oz. 5 76
1% to 2 in. .......... IL Oxford .......-+...- : 50 tb. tubs ....advance 4 . 4 SS. ..eeee ° Ping Suey, Choice 35@49 Pan Handle Scrp %gr. 5 76
OAS es ea ee 15 Plymouth Rock, Phos. 1 25 5 il No ot) 40 OS. 22.2.4 225 Ping Suey, Fane 45@50
3 in 20 Plymouth Rock, Plain 90 722 I. pails ...advance % No 1’ 10 hs 90 ° y -. Peachy Scrap, 5c .... 5 76
bd eae dk eee ce y ’ 10 Ib. pails ...advance 7 oo + fete e eee v Young Hyson Union Workman, 2% 6 00
GRAIN BAGS 5 Yb. pails ...advance 1 No, 1, 2 Ibs. ......... 13 Gheice . 2.14... 28@30
Broad GAUBC .ccocoes 18 8 Ib pails ...advance 1 Mackerel Fancy die dinGie @ as ee é 45@55 —*
Amoskeag -.......... 19 Smoked seats Mess, 100 IDS. ...... 5 00 Oolong All Leaf, 2% & 7 oz... 30
Herbs : Mess. 40 Ibs. Formosa, Medium ..25@28 BB, 3% oz. .......-.. 6 00
Hams, 14-16 tb. 15%46@16 , Soe eeeeee 6 50
oe 15 Hams, 16-18 tb. 14 @14% Mess, 10 ths. 2.0.02: 170 Formosa, Choice ..32@35 BB, 7 02. .....+++.-.12 00
HOPS 5oo cee c eee es: 18 Eames 18:20 13%@14 Mess, 8 tbs. ........ 145 Formosa, Fancy 50@6) BB, 14 0%. .....0.....24 00
Laurel Leaves ....... 18. Fiams. dpied: beet No. English Breakfast Bagdad, 10c tins ....11 52
Senna Leaves ........ 25 Sere 12. 29 @30 No. a oe Medium 25@30 Badger, 3 oz. cease 04
HIDES AND PELTS ciara Hama SouQil NOE 10 he ccc 9 6 Sonmm Chole Raagar, Fok occa
Hides Picnic Boiled Lake Herring Congou, Ex. Fancy 60@8 B r, 20c a 1 60
G No. 14 a 19 9 gou, cy @s0 anner, eececcece
pra a a oe Shiels sacs 2 lige 0 WOO TNS. oi. , wees eee 4 25 Ceyton : Banner, 40c ......... 3 20
Ge ne 2 a — - ams 2 @23 40 NSS soc ccs cass es 210 Pekoe, Medium ....28@30 SBelwood, Mixture, 10c 94
= ay Lo Bee finced Ham .. 14 @14% 10) Ihe. 5... 35-5.. oe 62 Wr. Pekne. Choice ..20@25 Big Chief, 2% oz. ....6 00
ie erika eevee ured, No. Se cpaes Bacon ......... 16 @22 © ei. cai s 54 Flowery O. P. Fancy 40@50 Big Chief, 16 og... .. 30
s
.
MICHIGAN TRADESMAN
March 38, 1915
SPECIAL PRICE CURRENT
12
13
14
Smoking
Buu Durnam, 6c .... 6
Bull Durham, 10c ....11
Bull Durham, 15c .. 17
Bull Durham, 8 oz. .. 3
Bull Durham, 16 oz. .. 6
Buck Horn, 5c
Buck Horn, 10c ...... 11
Briar Pipe, 5c ....... 5
Briar Pipe, 10c .... 11
Black Swan, bc ..... 5
Black Swan, 14 oz. .. 3
Bob White, 5c ...... 6
Brotherhood, 5c ..... 6
Brotherhood, 10c ....11
Brotherhood, 16 oz. . 5
Carnival, Sc ........ 5
Carnival, % oz.
ee, 16 DS. 4555
Cigar Clip’g, Johnson
Cigar Clip’g, Seymour
Identity, 3 & 16 oz.
Darby Cigar Cuttings 4
Continental Cubes, 10c
Corn Cake, 14 oz. .... 2
Corn Cake, 7 oz. ....
1
Corn Cake, 6c ....... 5 76
Cream, 50c pails ..... 4 70
Cuban Star, 5c foil... 5 76
Cuban Star, 16 oz. pls » 72
Ghips,. 10c .....--<...- 10 30
Dills Best, 1% oz. .... 79
Dills Best, 3% oz. 17
Dills Best, 16 oz. 73
Dixie Kid, 5c ........ 48
Duke’s Mixture, 5c ..5 76
Duke’s Mixture, 10c ..11 52
Duke’s Cameo, Sc ....5 76
cruim,; Se ...2....--.~ 5 76
re. FF. A... 4.08. ....;- 5 04
or A. 7 0%. 1s... 11 52
Fastiion, 6c ......... 6 00
Fashion, 16 oz. ...... 5 28
Five Bros., 6c ...... 5 76
Five Bros., 10c ...... 10 53
Five cent cut Plug .. 29
— OD 8 i0e ..........- 11 52
Four Roses, 10c ..... 96
Full Dress, 1% oz. .. 72
Gilad Hand. 5c ...... 48
Gola Block, 10c ...... 12 00
Gold Star, 50c pail .. 4 60
Gail & Ax. Navy, bc 5 76
Growler, 6c .......-- ‘ 42
Growler, l0c ........ 94
Growler, 20c ........ 1 85
Giant, bc .......... 5 76
Giant, 40c .........-+ 3 72
Hand Made, 2% oz. -- 50
Hazel Nut, 5c ...... 5 76
Honey Dew, 10c -.12 00
Hunting, Sc .......... 38
TX 1s be .:..-....... 6 10
I X L, in pails ...... 3 90
Just Suits, 5c ........ 6 00
Just Suits, 10c ...... 12 00
Kiln Dried, 25c
King Bird, 7 oz.
King Bird, 10c
King Bird, 5c ..
ia Turka, Be ..:....
Litule Giant, 1 th. .... 28
Lucky Strike, luc .... 96
Le Redo, 3 oz. ...... 0 80
Le Redo, 8 & 16 oz. 38
Myrtle Navy, 10c ....11 52
Myrtle Navy, ic ..... 5 76
Maryland Club, 5c ... 50
Mayflower, 5c ....... 5 76
Mayfiower, 10c ...... 96
Mayflower, 20c ...... 1 92
Nigger Hair, 5c ..... 6 00
Nigger Hair, 10¢ ....10 70
Nigger Head, 5c ..... 5 40
Nigger Head, 10c -10 56
Noon Hour, 5c ...... =
Old Colony, 1-12 gro. 11
Old Mill, 5c 5
Old isnglish Crve 14402. 96
Old Crop, 5c ....... - 5 76
Old a BOO sc sos 20
P. 8 oz. 30 Ib. cs. 19
P. s” 3 on — gro. 5 70
Pat Hand, 1 oz. ...... 63
Patterson Seal, ‘1% oz. 48
Patterzon Seal, 8 oz. .. 96
Patterson Seal, 16 oz. 5 00
Peerless, 5c ........ 5 76
Peerless, 10c cloth ..11 52
Peerless, 10c paper ..10 80
Peerless, 20c ........ 2 04
Peerless, 40c ...... -. 4 08
Plaza, 2 gro. case ....5 76
Plow Boy, 5c ....... 5 76
Plow Boy, 10c ......11 40
Piow Boy, 14 oz. ......4 70
Pero, 4C. ....... 226. 93
Pride of Seite, 1% 77
POL, DR ks ke ssc aes se 5 76
Pilot, 14 oz. doz. .... 2 10
Prince Albert, 5c .... 48
Prince Albert, 10c .... 96
Prince Albert, 8 oz. ..3 84
Prince Albert, 16 oz. 7 44
Queen Quality, ic .. 48
’ Rob Roy, 6c foil .... 5 76
Rob Roy, 10c gross ..10 52
Rob Roy, 25c doz. .... 2 10
Rob Roy, 50c doz. 410
8. & M., 5c gross .... 5 76
S. & M., 14 oz., doz. .. 3 20
Soldier "Boy, Be gross 5 76
Goldier Boy, 10c ....10 50
Pilot, 7 oz. doz. ....
Soldier Boy, 1m. .... 4
Sweet Caporal, 1 oz.
Sweet Lotus, 5¢ ...... 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 ie 10c .. 1 00
Sweet Tips, % gro...10 08
Sun Cured "“10¢ feo es 98
Summer Time, 5¢ . 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 slug 70
Seal N. C. 1% Gran. 43
Three Feathers,
Three Feathers, 10c
Three Feathers and
Pipe combination 2
Tom & Jerry, 14 oz. 3 60
Tom & Jerry, 7 oz. 1
sda 0d
Tom & Jerry, 3 oz. .. 76
Trout Line, be ..... 90
Trout Line, 10c ..... 11 00
Turkish, Patrol, 2-9 5
Tuxedo, 1 oz. bags 48
Tuxedo, 2 oz. tins 96
Tuxedo, 20c ......... 90
Tuxedo, 45
80c tins .... 7
Twin Oaks, 10c .. ..
Union Leader, 50c ... 5
Union Leader, 25e .. 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
Van Bibber, 2 oz. tin
Velvet, 5c ‘pouch Sec ee
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, 3 oz. -- 40
Wave Line, 16 oz. .... 40
Way up, 2% oz. 5 75
Way up, 16 oz. pails . 5, ee
Wild Fruit, 5c ...... 5 76
Wild Fruit, 10c ..... 11 52
Yum Yum, 5c ...... 76
Yum Yum, 10c .....-. 11 52
Yum Yum, 1 fb., doz. 4
TWINE
Cotton, 3 ply ........ 20
Cotton, 4 ply ........ 20
Jute, 2 ply” ......----. 14
Hemp, 6 ply ......... 13
Flax, medium ....... 24
Wool, 1 th. bales .. 10%
VINEGAR
White Wine, 40 grain 8%
White Wine, 80 grain 11%
White Wine, 100 grain i3
Oakland Vinegar & Pickle
Co.’s Brands
: Highland apple cider 18
Oakland apple cider .. 13
State Seal sugar .. 11%
Oakland white picklg 10
Packages free.
WICKING
No. 0, per gross .... 30
No. 1, per gross ..... 40
No. 2, per gross ..... 50
No. 8, per gross ..... 75
WOODENWARE
Baskets
UBHOIS .2.52.5545-.. 00
1
Bushels, wide band .. 1
Meret osc. 40
Splint, large ..... soso 2 00
Splint, medium ...... 3 50
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
% Yb., 250 in crate .... 35
1 th., 250 in crate ...... 40
2 Th., 250 in crate ...... 50
3 Ib., 250 in crate ...... 70
5 Tb., 250 in crate ...... 90
Wire End
Th., 250 in crate ...... 35
Tb., 250 in crate ...... 45
Th., 250 in crate.......
Tb., 20 in crate
Churns
Barrel, 5 gal., each .. 2 4€
TWO hoe
Barrel, 10 gal., each ..2 55
Clothes Pins
Round Head
4% inch, 5 gross ...... 65
Cartons, 20 2% doz. bxs 70
Egg Crates and Fillers
Humpty Dumpty, 12 dz. 20
No. 1 complete ...... a
No. 2, complete
—. aloe 2, fillers, 15
eee cccccessecce
1 35
eas, entices 39 bite ks
1 oz. 48°
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. brush holder 85
ideal Ne. 7 2.2 oes. es 85
12%. cotton mop heads 1 30
Palls
2-hoop Standard .... 2 00
2-hoop Standard .... 2 25
3-wire Cable ........ 2 30
PADOVA 0. eee. 2 40
Toothpicks
ct 100 packages .. 2 00
Pal 8 cic 85
Traps
Mouse, wood, 2 holes .. 22
Mouse, wood, 4 holes .. 45
10 qt. Galvanized .... 1 55
12 qt. Galvanized .... 1 70
14 qt. Galvanized .... 1 90
Mouse, wood, 6 holes .. 70
Mouse, tin, 5 holes .... 65
Rat, WOOG oe. el eG 80
Rat, epring ........... 15
Tubs
20-in. Standard, No. 1 8 00
18-in. Standard, No. 2 7 00
16-in. Standard, No. 3 6 00
20-in. Cable, No. 1 -- 8 00
18-in. Cable, No. 2 .. 7 00
16-in. Cable, No. 3 .. 6 00
No. 4 Bipre.. 233. ...: ‘16 50
Wo. 2 Wibre ......... 15 00
No. 3 Fibre ......... 13 50
Large Galvanized . 5 50
Medium Galvanized .. 4 75
Small Galvanized - 4 25
Washboards
Banner, Globe ....... 2 50
Brass, Single ........ 3 50
Glass, Single ........ 3 25
Single Acme ........ 3 15
Double Peerless .... 4 25
Single Peerless ..... 3 40
Northern Queen .... 3 50
Double Duplex ...... 3 25
Good Enough ...... 3 40
Universal. .2....55. 3 40
Window Cleaners
12 Bes cae ois) OOD
aa AN oe. seeec 1 85
1G) ADS ek ee ee 2 30
Wood Bowls
13 in. Butter .....65.. 1 7%
15 in. Butter ........ 2 50
17 in. Butter ........ 4 75
19 in: Butter ....... 2. 7 50
WRAPPING PAPER
Common Straw ..... ae
Fibre Manila, white .. 3
Fibre Manila, colored 4
No. 1 Manila ........ 4
Cream Manila ........ 3
Butchers’ Manila .... 2%
Wax Butter, short c nt 10
Wax Butter, full ec’nt 15
Wuzx Butter, rolls ... 12
YEAST CAKE
Magic, 3 doz. ....... 15
Sunlight, 3 doz. ...... 00
Sunlight, 1% doz. .... 50
Yeast Foam, 3 doz. ..1
Yeast Foam, 1% doz.
YOURS TRULY LINES
Pork and Beans 2 70@3 6¢
Condensed Soup 3 25@8 60
Salad Dressing 3 80@4 50
Apple Butter .... @3 80
Catsup 26.05... 2 70@6 75
Macaroni ..... 1 70@2 35
SpICes ..25..... 40@ 85
Herbs (3255025555: @ 7
1 Ib. boxes, per gross 9 00
3 Th. boxes, per gross 24 00
PAU a OLer.Ue
Car lots or local shipments,
bulk or sacked in paper or jute.
Poultry and stock charcoal.
M. O. DEWEY CO., Jackson, Mich
15
16
17
BAKING POWDER
<7 OC,
Doz
10 oz., 4 doz. in case 85
15 oz. 4, doz. in case 1 25
20 oz., 3 doz. in case 1 60
25 = 4 doz. in case 2 00
50 oz., 2 doz. plain top 4 00
50 oz. "9 doz screw top 4 20
80 oz., 1 doz. plain top 6 50
80 be A doz. screw top 6 75
Barrel Deal No. 2
8 e each 10, 15 -
With : dozen 10 oz. genes
Barrel Deal No. 2
6 doz. each, 10, 15 and
BD OF; 0 coo oe ce 24 60
With 3 dozen 10 oz. free
Half-Barrel Deal No. 3
4 oP oo 10, 15 _s.
25) OZ. oe.
with. % doz. 10 oz. nl
All cases sold F. O. B.
jobbing point.
ll barrels and half-
barrels sold F. O. B. Chi-
cago.
Royal
10c size .. 99
%tb cans 1
6 oz cans 1
%lb cans 2
%tb cans 3
1tb cans 4
3Ib cans 138
5Ib cans 21
CIGARS
Johnson Cigar Co.’s Brand
Dutch Masters Club 70 09
Dutch Masters, Inv. 70 00
Dutch Masters, Pan. 70 00
Dutch Master Grande 68 00
Little Dutch Masters
(300 lots) ........ 10 00
Gee Jay (300 lots) 10 00
El Portana .......... 33 0
Se CoW ees -..02 00
Worden Grocer Co. Brands
Canadian Club
Londres, 50s, wood ....35
Londres, 25s tins ...... 35
Londres, 300 lots ...... 10
COFFEE
OLD MAST ar COFFEE
Old Master Coffee .... 31
Roasted
Dwinnell-Wright Co’s B’ds
White House, 1 th.
White House, 2 tbh. .......
Excelsior, Blend, 1 ff-....
Excelsior, Blend, 2 De iva.
Tip Top, Blend, 1 tb.
Royal Biend ..2...., 23.
Royal High Grade ........
Superior Blend ..........
Boston Combination
Distributed by Judson
Grocer Co., Grand Rapids:
Lee & Cady, Detroit; Sy-
mons Bros. & Co., Sagi-
naw; Brown, Davis & War-
ner, Jackson; Godsmark,
Durand & Co., Battle
Creek; Fielbach Co., Tos-
ledo.
Royal Garden Tea, pkgs. 40
THE BOUR CoO..
TOLEDO, OGHic.
SOAP
Lautz Bros.’
Acme, 30 bars ......
Acme, 25 bars, 76 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 85
German Mottled .... 3 15
German Mottled, 5bx. 3 16
German Mottled, 25 b.
Lautz Naphtha 100 ck, 3 :
Marseilles, 100 cakes 6 00
Marseilles, 100 cks. 5c 4 00
Marseilles, 100 ck. toil 4 90
Marseilles, 44 bx toil 2 10
Proctor & Gamble Co.
ONOX Oo coooe 8 20
Ivory, 6 oz. Seeecee
ee 10: OB). 65.3: i
Te eee eeeve seeccece
Swift & Company
swift’s Pride Secccee
White Laundry
Wool,
Wool,
.u
6 oz bars ....
10 oz. bars A
Tradesman Co.’s Brana
Black Hawk, one box 2
Black Hawk. five bxs 4
Black one ten bxs 2
2 50
aU
26
B. Wrisi
Good Cher: els at oo
Old Country. | 2 40
Scouring
sapolio,
> i gross lots .. 9
Sapolio,
half gro. lots 4
Sapolio, single boxes 2
Sapolio, hand 5.020. 2
Scourine, 50 cakes .. 1
Scourine, 100 cakes .. 3
Soap Compounds
Johnson’s Fine, 48 2 8 yu»
Johnson's XXX 100 be 4 90
Rub-No-More ....... 3 so
Nine O'clock ......., 3 60
Washing Powders
Armour's .2,..... eee B10
Babbitt’s 1776 ....... 3 75
Gold Dust, 24 large ..4 30
Gold Dust, 100 small 3 85
Kirkoline, 24 4. ....2 80
Lautz Naphtha, 60s ..2 46
Lautz Naphtha, 100s 3 75
Pearline ....... mesace aD
ROSGine: =: 5.6... . s
Snow Boy, 24s family
BIZO ees cack cess - 8
Snow Boy, 60 5e ....2 460
Snow Boy, 100 Se ....3
Snow Boy, 20s ......
Swift’s Pride, 248 ...
Swift’s Pride, 1008 ...
Wisdom
The only
5c
Cleanser
Guaranteed to
canal the
best 10c kinds
San Marto Coffee ..... German Mottled, 10 b. 3 10 86 - CANS - $2.86
FITZPATRICK BROTHERS’ SOAP CHIPS apis.
White City (Dish Washing) ....... See owes tee scs eee QhO IDB...) 3c per lb.
Tip Top (Caustic). ooo fs. Se eee ee ..200 Ibs...... 4c per Ib.
No. A Taundry, Dry ee se ~..-220 IDB...... 5c per lb.
Paim Pure Soap Dry...:.-. 6.6... ee. Seeger sas cas 300 Ibs... ..6%c per Ib
Putnam’s
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.
FOOTE & JENKS’ COT EMAN’S BRAND»
Terpeneless [LEMON and tiehciass Vanilla
Insist on getting Coleman's Extracts from your jobbing grocer, or mail order direct to
FOOTE & JENKS, Jackson, Mich.
7
March 8, 1915
MICHIGAN TRADESMAN
~BUSINESS-WANTS DEPARTMENT
Advertisements inserted Dato a
continuous insertion,
No charge less than 25 cents.
Cash must accompany all orders.
his head for two cents a word the first insertion and one cent a word for each subsequent
BUSINESS CHANCES.
For Sale—In a good mining town, good
location near depot, new stock general
store, shelf hardware and miners’ sup-
plies: invoice $1,200 to $1,600; no fixtures
to buy; long term of lease for building
and fixtures; must sell. Address G. W.
Leonard, General Delivery, Saginaw, W.
S.; Michigan. 916
Fulton, Michigan, wants a drug store.
General store with drugs would pay well.
Address L. E. Quivey, Fulton, —
909
For Rent—Store building. Good loca-
tion for clothing or department store,
in a live Michigan town. Address No.
328, care Tradesman. 328
For Sale—My store, dwelling, stock of
general merchandise and fixtures, very
reasonable for cash. No traders need
answer. W. H. Smith, Wallin, —
91
For Exchange—Have fine Illinois farm
which will trade at the cash price for
stock general merchandise. Six room
house, three good barns, good fencing,
fine land. Rents for half, delivered to
market. About $18,000. Address Box 97,
Greenup, 1. 918
For Sale—Bazaar stock and store or
will sell stock and rent building; best
location in a No. 1 town of 600; only
store of kind and plenty room to en-
large stock. Inventory $1,500. Address
No. 919, care Tradesman. 919
For Sale—Stamping shop, letter patent
on electrical bell push button. Lease up
to September 2, 1917. No rent. $11,000.
For further particulars write Joseph L.
Simek, 561 Dix Ave., Detroit, Michigan.
92
Auctioneer—Who will talk the cash out
of your merchandise. Speed 500 words
per minute. Protecting cost. References
if necessary. Mark Hanna Prewitt,
Harrisonville, Mo. 912
Look Here Merchants! You can col-
lect all your old, “‘given up’ accounts,
yourself, by our new plan. Enclose stamp
for sample and full information. Pekin
Book Co., Detroit, Michigan. 903
For Sale—New brick factory building,
56x60 ft., two stories and basement;
inside half-mile circle. Located in Bat-
tle Creek, population 30,000. Suitable for
cold storage, artificial ice plant, or ma-
chine shop. Fine offices, pressed brick
front, heating plant and modern plumb-
ing. A. L. Chilson, Battle Creek, ih.
Cheese Factory For Sale—Very attrac-
tive proposition, if taken at once. Also
cheesemaker wanted. Must be A. 1. No
other need apply. Call or write to 236
Ionia Ave., Grand Rapids. M. M. Hinck-
ley. 922
For Rent—Store, building adapted for
clothing and men’s’ furnishing goods
stock. Located in Northern Michigan.
2,500 year round population and_ 6,000
during the resort season. Address 923,
care Michigan Tradesman. 923
For Sale—Stoeck of dry goods, notions,
shoes, groceries, etc., about $9,000. In
live North Dakota town. Building for
sale or rent. Owner retiring. Se
Rothrock, 2963 Prairie Ave., Chicago, Tl.
924
National Cash Register—We have for
sale at a bargain a 5 multiple drawer
National Cash Register in perfect con-
dition, very little used and looks like
new. A. Salomon & Son, Kalamazou,
Michigan. 927
For Sale—10 acres of 4 year old apple
orchard with the Twin Falls Deep Creek
Orchard Company, located at Hollister,
Idaho. Bargain if taken quick. Chas.
Tappan, Chelsea, Iowa. 926
Wanted—$10,000 to invest in improved
suburban real estate at six per cent. in-
terest. R. A. Caldwell, Grandville, Mich.
22%
Doctor—Do you want a practice that
pays $8,000 to $10,000 a year strictly cash”
This practice, office furniture and fix-
tures, worth $2,000, free if you will buy
the doctor’s: home. Doctor’s health de-
mands a rest. Write for particulars.
A. K. 29, care Tradesman.
For Sale or Exchange—A grocery stock
and five farms. Will take a good auto-
mobile as part payment and give easy
terms on all of them. C. A. Sullivan,
Alma, Michigan. 931
For Sale or Lease—Location for can-
ning factory. Some money to invest. R.
A. Caldwell, Grandville, Mich. 929
For Sale—On account of illness, store
building and small stock of dry goods,
shoes: and clothing. Best location in
town. Alex Morris, Honor, Mich. 933
I pay cash for stocks or part stocks
of merchandise. Must be cheap. H.
Kaufer, Milwaukee, Wis. 925
For Sale—Several good second-hand
soda fountains which are now in opera-
tion and owned by parties who wish to
install our 1915 Walrus outfits. Hazel-
tine & Perkins Drug Co. A. W. Olds,
Salesman. 914
For Sale—No Trades—Clean stock dry
goods and groceries, small town, good
territory, established twelve years. Have
good trade. Stock and fixtures about
$6,000.. Can be reduced. Good reasons
for selling. Address No. 915, care
Tradesman. 915
For Sale—Well established general
store in live town Northern Wisconsin,
having the only drug department in con-
nection in town; new, up-to-date store
26x76 with basement. This is a chance
not to be found every day. Stock and
fixtures about $3,500. No trade or agents.
If you mean business, address Box 164,
Big Falls, Waupaca county, Wis. 905
Wanted—I want to buy a shoe stock
for spot cash. Price must be low. Ad-
dress ‘‘Hartzell,’’ care Tradesman. 907
Sates Opened—W. L. Slocum, safe ex-
pert and locksmith. 97 Monroe 7
Grand Rapids. Mich.
Wanted—Location for jeweler ae op-
tician in Michigan or Northern Ohio, in
town of 900 to 1,500. Address No. 906,
care Tradesman. 906
For Sale—General department store.
About $12,000, one-third being groceries;
sales last year $72,000; $8,00u required in
cash. Going into wholesale _ business.
Box 17, Fort Collins, Colo. 898
For Sale Quick—Cash only, liberal, dis-
count if taken at once, $10,000 clean, up-
to-date stock, dry goods, ladies’, misses’
and children’s ready-to-wear and shoes.
Few furnishings and work clothing. Ex-
eellent paying, strictly cash _ business.
Bocks open for proof. Good reason for
selling. Modern 25x120 brick building,
rent reasonable. County seat town of
1,200 in great wheat belt, southwest
Kansas. Address A. S. Farmer, Pratt,
Kansas. 899
Merchandise Sales Conducted. Stocks
reduced or closed out entirely. Greene
Sales Co., Jackson, Michigan. 900
We buy and sell second-hand store
fixtures. Grand Rapids Merchandise &
Fixtures Co., 803 Monroe Ave. 204
Wanted—Dealers handling rugs’ to
write us. We have a proposition that
will certainly be interesting to you.
Buckeye Manufacturing Co., Canton,
Ohio. 884
Shoes—We are buyers of all kinds of
merchandise, paying the best cash prices.
Shoes are our specialty. Write us at
once. Detroit Mercantile Co., 345 Gratiot
Ave., Detroit, Michigan. 886
For Sale—The only department store
in town of 2,500 population in Central
Michigan. Very low rent. A-No. 1 good
stand, and very little competition. No.
889, care Tradesman. 889
For Sale—General merchandise busi-
ness. Post office in connection. Will
stand investigation. Address No. 890,
care Tradesman. 890
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-
eeptional opportunity to right man. Ad-
dress Ridgewood Commercial Co., nee
wood, N. 858
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.
EH. Kruisenga, 17-23 Ionia Ave., Grand
Rapids, Michigan. 870
Moving Picture Theater For Sale—Seat-
ing 200. Good business, good location.
Best equipped theater in city of its size
in Michigan. Write for particulars. Crys-
tal Theater, Grand Ledge, Mich. 821
Cash for your business:or property. I
bring buyers and sellers together. No
matter where located, if you want to buy,
sell or exchange any kind of business
cr property, write me. Established 1881.
John B. Wright, successor to Frank P.
Cleveland, Real Estate Expert, 1261
Adams Express Bldg., Chicago, Ill. 326
Merchants Please Taxe Notice! We
have clients of grocery stocks, general
stocks, dry goods stocks, hardware stocks,
drug stocks. We have on our list also a
few good farms to exchange for such
stocks. Also city property. If you wish
to sell or exchange your business write
us. G. R. Business Exchange, 540 House-
man Bldg.. Grand Rapias, Mich. aby
Will pay cash for any kind of merchan-
dise or any amount of it if cheap enough.
Harold Goldstrom, 65 Smith Ave., Detroit,
Michigan. 738
Large catalogue Farms and Business
Chances, or $50 selling proposition free.
Pardee, Traverse City, Michigan. 519
HELP WANTED.
Wanted—Clothing Salesman—To open
an office and solicit orders for Merchant
Tailoring. Full sample equipment is
free. Start now and get into business
“on your own hook.’’ We build to-order
the best clothes in America. If you have
faith in your ability to do things, you
are the fellow we are looking for! Full
details will be supplied on request and
I can call and talk it over if you are
interested. HE. L. Moon, General Agent,
Columbus, Ohio. 707
We pay CASH for merchandise stock
and fixtures. Grand Rapids Merchandise
& Fixtures Co., 803 Monroe Ave. . 203
PRINTING.
1,000 letter heads $1.50. 5,000 $5.
Copper Journal, Hancock, Mich. 917
SITUATIONS WANTED.
~Auctioneer—Merchandise and real es-
tate sold by latest auction methods.
Write for a date to the specialist. Flood,
Dexter, Michigan. 921
Position Wanted — All-around man;
eight years’ experience in general store;
four years in grocery store. P. O. Box
156, Charlottesville, Indiana. 932
SOMETHING MORE |
and when you want it.
HE chances are that you want something
more than printing when you want a job of
printing—ideas, possibly, or suggestions
for them; a plan as likely as possible to be the
best, because comprising the latest and the
best; an execution of the plan as you want it
we talk about but little, but invariably give.
Tradesman Company ::
This is the service that
Grand Rapids
IT’S A “REPEATER”
It’s easy to fill your shelves with new-fangled
cereal foods, but no grocer wants to load up
with them until a demand has been created.
The best “repeater” among breakfast cereals is
hredded Wheat
now recognized as the one universal. staple
breakfast cereal eaten by youngsters and
grown-ups in all climes and in all seasons.
The best advertised cereal in the world and
hence the best seller, bringing the quickest
turn-over and a fair, steady
profit all the year ‘round.
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.
The Shredded Wheat Co.
Niagara Falls, N. Y.
Paitronize T radesman Advertisers
LINED UP AT LANSING.
(Continued from page eleven.)
John A. Lake, chairman of the Com-
mittee on Resolutions, presented the
following report:
Resolved—That we recommend the
adoption of a clearance card system
for general use by members of our
State Association, whereby a custom-
er, in changing locations and moving
from one town to another, can estab-
lish a true credit rating, which would
be of great value to our Credit Rat-
ing Bureau.
Resolved—That we recommend that
the first week in November be adopt-
ed by the Merchants’ Association of
Michigan as “Pay-up week” and that
all other mercantile associations of
the State be invited to co-operate with
the Retail Grocers and General Mer-
chant’s Association of Michigan.
Resolved—That the President of
.the Association appoint a commit-
tee of five to study co-operative in-
surance and make a report at our next
annual convention.
Resolved—That such subjects as
how to move dead stocks, how to dis-
tribute overhead expense and how to
create trade in dull seasons, together
with other live topics, be referred
to a special committee, which shall
be appointed by the President, such
comm‘ttee to report to the State Sec-
retary, who shall give the State trade
journals a series of articles on the
foregoing topics.
Resolved—That this Association go
on record as favoring the Sunday
closing law, now pending, and that
our members use all influence pos-
sible with their Senators and Repre-
sentatives to secure the enactment of
such a law.
Whereas — This Association has
been organized seventeen years, and
has never had a full paid Secretary
who could devote his entire time to
the work of the organization, and be-
levirg the Association would be bet-
ter served and the results more per-
manent by having some one who
would give his undivided attention to
the Association as well as organiz-
ing locals; therefore be it
Resolved—That when we elect a
Secretary it will be with the under-
standing that we pay a reasonable
salary which shall be fixed by the Ex-
ecutive Committee and that said Sec-
retary shall devote all his time to the
upbuilding of the organization.
Resolved—That this Association
extend a vote of thanks to the Mayor
of Lansing, the Lansing Association,
Trade, ,.the Michigan Tradesman,
President Wm. McMorris, Secretary
Fred W. Fuller and others who have
contributed so generously to the suc-
cess of this meeting.
Resolved—That this Association
go on record as favoring a general
revision of the pure food laws and
a reconstruction of the same upon a
basis that will permit an honest mer-
chant to do business without a con-
tinual violation of the same.
Resolved—That until such a change
be made that our pure food depart-
ment use due consideration in its en-
forcement and discontinue handing
news items to the press for publica-
MICHIGAN
tion, as many a merchant who is en-
deavoring to live up to the laws of
our State is unnecessarily damaged
and humiliated by noisy or undue
prosecutions.
Resolved—That a copy of these
resolutions be sent by our State Sec-
retary to the Hon. W. N. Ferris,
Governor of Michigan, and the Hon.
James W. Helme, State Dairy and
Food Commissioner, for their con-
sideration.
Resolved—That a committee of
country merchants be appointed to
work out a system of plans to meet
F. D. Miller, Secretary.
their own conditions and report to
the State Secretary.
Resolved—That this Associatioa
favors the immediate passage of the
proposed amendment to chapter 35 of
the compiled laws of 1897, as amend-
ed by act No. 172 of the public acts
of Michigan for 1901, and that we au-
thorize John L. Loell, of Escanaba,
to._present the same before the House
and Senate. J. A. Lake, chairman.
W. P. Workman,
J. P. Hollerock,
J. H. Priemu,
J. Affeldt, Jr.
The report was adopted and the
recommendations made by the Com-
mittee fully concerned in.
At a meeting of the Board of Di-
rectors, held immediately after the
adiournment of the convention, F. D.
Miller, of Battle Creek was elected
Secretary and his salary fixed at $200
per month, providing he can devise
ways and means of increasing the in-
come of the organization so as to
justify a salary expenditure of this
amount. Mr. Miller has been a spe-
cialty salesman in this part of the
State and is strongly supported by
the Battle Creek merchants, who ap-
pear to have every confidence in his
ability to make good.
—_2+»___
Death of W. C. Phipps, the Saginaw
Wholesale Grocer.
Saginaw, March 1.—William C.,
Phipps, whose life had hung in the
balance for the last eight days, died
at Saginaw General Hospital early
Saturday morning. Mr. Phipps had
suffered from a stomach trouble for
years and more than a year ago the
TRADESMAN
case was diagnosed as ulcer of the
stomach. The location made relief by
means of surgery a hazardous under-
taking, but some five weeks ago it
was recognized that it afforded the
only chance of prolonging his life and
an operation was performed at Sagi-
naw General Hospital. He seemed to
be making favorable progress toward
recovery for four weeks and then a
condition developed that made a sec--
ond operation imperative and it was
performed about a week ago. He
rallied from the shock and Tuesday
conditions seemed to be slightly fay-
orable. But his endurance succumbed
to the unusual strain, and from Wed-
nesday it was appreciated that the
end was slowly but surely approach-
ing.
William C. Phipps was born in
Newark, Licking county, Ohio, No-
vember 14, 1861. When he was a
small boy his parents moved to Lan-
caster, Pa., where he enjoyed educa-
March 3, 1915
Phipps’ business foresight and recog-
nized ability that made the organiza-
tion of the company possible. When
it was incorporated Mr. Phipps was
made President and general manager.
When the National Grocer Co. was
organized, the advantages afforded
were recognized by Mr. Phipps and
Phipps, Penoyer & Co. became a part
of the larger organization, in which
Mr. Phipps was a director and man-
ager of the Saginaw branch, which
retained the name, Phipps, Penoyer
& Co., under which a large business
had been built up. Later Mr. Phipps
became Second Vice-President of the
National Grocer Co. and exercised
a large influence in its management.
Some twenty-five years ago Mr.
Phipps became interested in the Oak-
land Vinegar & Pickle Co. and later
became its President. On the organ-
ization of the Grand Rapids-Oregon
Timber Co., Mr. Phipps was made a
member of the board of directors.
The Late William C. Phipps.
tional advantages. In 1879, at the aze
of 18, he came to Saginaw and se-
cured a_ position with MHeavenrich
Bros., who employed him as a clerk
in their shoe department. In the fall
of 1880 he secured a position with
the late E. J. Ring as book-keeper
in one of his extensive lumber camps.
In the spring of 1881 he secured a po-
sition with Wells, Stone & Co. as
book-keeper. This company was then
doing a leading wholesale grocery
business and was extensively engaged
in handling lumbermen’s supplies.
This laid the foundation for what
proved to be the largest factor in his
business life. When in 1888 the gro-
cery business and the lumbermen’s
supply business of Wells, Stone & Co.
were separated and the Wells-Stone
Mercantile Co. was organized, Mr.
Phipps secured stock in the new cor-
poration and was made a member of
the board of directors. Later he be-
came Secretary and Treasurer of the
company and manager of the Saginaw
branch. At that time the company
conducted a large business in Duluth
In 1896 the Saginaw branch of the
Wells-Stone Mercantile Co. was pur-
chased by Phipps, Penoyer & Co,
Mr, Phipps and Chauncey W. Penoy-
er being the heaviest stockholders.
Several other gentlemen were inter-
ested with them, but it was Mr.
Few men in Michigan were more
familiar with the wholesale grocery
business than was Mr. Phipps. He
was an optimist, yet his optimism
never warped his keen, far-seeing
judgment. His health had been ‘seri-
ously impaired for four or five years.
The social instincts were strong
with Mr. Phipps. He was an innate
gentleman. He was alover of litera-
ture and art. He was a director and at
one time President of the East Sagi-
naw Club, he was a member and di-
rector of the Country Club, and he
was a member of the Board of Trade
and of the West Side Business Asso-
ciation.
Mr. Phipps was married twice. His
first wife was Miss Kate: Richmond.
They were married November 2, 1893.
Mrs. Phipps died September 15, 1896,
leaving one son, Richmond. On Feb-
ruary 22, 1906 he was united in mar-
riage with Miss Anna Fair, who sur-
vives him with one daughter, Mar-
garet Isabel. The only other near
relative of Mr. Phipps is a sister, Mrs.
Benton of Crafton, Pa.
The funeral was held from _ the
home, 505 North Michigan avenue
this morning, Rev. Emil Montanus of
St. John’s conducting the services.
The remains were taken to Detroit
for cremation in accordance with the
expressed wish of the deceased.
“Ina
Manufacture
Class by aD Sinn eee. Under
- Itself” _. in us Hees cro Sa 4 Sanitary.
Conditions
Are you a value giver?
Do you plan ways and means to give all possible
value in every sale?
Do you keep posted as to what is oo place in
the Pure Food World?
The average housewife depends on her grocer to protect her in
the matter of values, adulterations etc. ‘and tl the dealer o owes it to him-
self and to his trade to be awake to the merits of the brands offered him
by the different manufacturers.
There is nothing in all your stock that affords you better oppor-
tunity to aeEp ly real value than
KKG Bakine Powver
Guaranteed Free From Albumen
Complies with Pure Food Laws of every State. :
We have never = the ‘ Fraudulent Water Glass Test”
JAQUES MANUF ACTURING CO., Chicago
fs ee