O ~. 2 € Ye i i) (a a s ce ow BR Xi CROSS. Se ~S> wo 57 | MOREL ECE NE aD) ara . Me > a a a yi (= BK SSNS io re ye PIG SSS SN ZASEN BE SS 8 x NC yy N aA es ie ZO WX f og eee = ox oN 7 ait ~ Q ay, ON OC AS Na ~ LG Ley Ley C U! oN ZI 4 Q yy CS KOS sf SENOS ees BOTS INN eT Sa ay CUM EDS ae Xa cg ea pare sd EN aan a ce ya SLY d WwW Gh hey o: eu eS Ns , EOS ye OE: WIZZ wns é Ors NIE aN BTRADESMAN COMPANY, NY, PUBLISHERS SoS WA $$1 PER YEAR 3 Lz SON Te a 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. ee ee ee ns ci Sl A : Re atest aT my we acre a BE aaeacaie athens aS Onan a Sa ai 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 ; iP a ab hiay ects ii t i Lt agli annette: oot | ! ; y 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. i 4 i ‘ i i 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 : ) = 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 x oe a yy ea Ee be aE a eee a pasate eons in Sct en RONIS ESPs Del eS re lle ont Dae enna ET ae ae: 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. eee f 1 / es ee ee ee eee a ah uate meneame a ee { i 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 site Pay for Themselves! The McCray Grocers’ Display Refrigerators soon earn their own cost by the saving from spoilage and increasing your sales by attractively displaying your goods. Enterprising grocers and butchers in all parts of the country know it and take advantage of this opportunity. McCray Refrigerators | keep all food and dairy products in perfect dition— i is 2 ab acy seas fea goes Pp condition—attractively displayed and The McCray patented system of refrigeration produces a circulation of pure, cold, dry air in every compartment. All odors and moisture are automatically dis- charged through a water-sealed drain and trap. Food is kept absolutely fresh and wholesome, free from taint and danger of contamination from contact with other foods. The McCray complies with all legal requirements in regard to the display of & perishable food products. E 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. Let us Send You the Following Catalogues: : No. 69—For Grocers. No. 61—For Meat Markets. No. 92—Regular Sizes for Residences. s No. 50—For Hotels and Restaurants. 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 - ~ — f ‘ ‘ 4 ‘ a (Croc —— EJ ‘ff Led2 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 MEN acini The McCaskey Safe Register—OPEN 5 \ X pS : The McCaskey Safe Register—CLOSED Minimum capacity 130 accounts—can be Don t alt Until You Burn Out Perfect insulation makes the METAL CAB- expanded to 330 accounts in one cabinet. Your accounts and business records are absolutely protected if you install vorctant oe ae (ASKEY SAFE Rigg, | exclude air and fire. j N CLosEp Records, sales slips, paper ne IN CONNECTION WITH Ep The McCaskey The jointless metal cabi- net is so constructed as to money (U. S, Legal Tender) will not scorch within this System Sen theM‘CaskeyAccounr SYSTEM proved by severe fire tests. wih mate tine nay dont Protect Your Accounts The most recent addition to self in your business in the Before it is Too MCC AS course of the first year it is With Only e Late nee, Th SYSTEM “ _ ao installed and will continue i Z s to earn profits for you year More than 125,000 mer First and Still the Best chants are using The McCas- after year. key System. It saves them time, labor, worry and The McCaskey Register Co. Write for further par- CLOSED o. money by cutting out use- Inc. Capital $3,000,000 Bewiars, 1 book-keeping. With . is Be ee . . : Alliance, Ohio Our nearest representa- OPEN only one writing they obtain BRANCHES: New York. Chicago, Boston, Cincinnati. Pittsburgh. tive will gladly call better and, of course, Dallas, Atlanta, Kansas City, San Francisco, Minneapolis: Dominion ' ( Register Company, Ltd., Toronto, Canada; Manchester, England. quicker results than under The largest manufacturers of carbon coated salesbooks in the world. Use the coupon when their old three to five writ- Also manufacture single carbon salesbooks in all known varieties. : writing. ing method. REE 5 1 CLOSED McCaskey Gravity Expansion VW Register (wooden cabinet) housing 4 The McCaskey Register Co., Alliance. Ohio. Le Gentlemen:—I am interested in the McCaskey System —> . of handling accounts and records and would like to have " sas further particulars about The McCaskey Other Ee The McCaskey System Safe Register E Models | This style holds a minimum of Wa ee Ty 240 accounts and can be expanded — POMONA fo seis dela ee a a ae CLOSED to 440 accounts. Manufactured in City sud State 2 various styles and sizes. Business..... ee aie es sig Ne of Accounts......... 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 ate ms Io a S 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 . ey e" e ] (KE: ) > 4 ‘ LOTHING / 4 — * =, <3 KCC doy ( 4? Nec N / Pepe hed ‘ 1] Tie “ti UY, ‘ 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. , ; a if / Sees , | | 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, = — = _— = = ~~ 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 _— — — —_ — FIL SON i —FeF ° SNE) BO Sa * up We a eae Gos } f= SIG Og, D> SSS “i i= coms A 44h 39 SZ "5 NN ZZ veZ Le) Ae, i re zg wi a Tt ID sy. Z Ss WOMANS WORLD or oe ae i FITS SED ae Sa FES Sake w)} —_— 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 : — Srocahinsgt aoe terrae ee RN A RR eT ——— March 3, 1915 > Zz, -_ a, a = = = _ _ _ —_ WARE Ypres yj, : — ~~ — — —_— = 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. jes tenienieinarihiinsaiaaiendonasunemtinssirscaiannarachoseanerrioumieminepensusinnendsuasenaamemataeeemmenteentme ee 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