} 4, aX op ie BIRNCCLSA ; QOS SLOSS See < ie ae ee ae XE yy 4 ) i y ) th EEN paicy iS S PRON * Te n de i a N chy>) —— rN FRO WS Ee ae es ee ws 3 ow i NC — we N i C ry PRONE Wa UE Gk eB ad ee me OAT AAR NC GE Gi AS CSE qe re a A qi” GeV NSS Pa Parra a Ga ee a BA ‘ Pw ya OS, YEON Shwe (OY “5 EF oe CES Seed aac » Le Ai Oa S) ay iy OP ms xy BED eX Ne eed Val m7 ef ao NERA EN RuNwaeneon Oy) Zr SEF PING News AIOE f Miwa Aa SPPUBLISHED WEEKLY 8 7% PEO TRADESMAN COMPANY, PUBLISHERS SBS SSI SESS re GR SASSO Iwo QV seO) WAR "181 PER YEAR 4S Le SORT, ZEEE Tr = GRAND RAPIDS, WEDNESDAY, JULY 7, 1915 Number 1659 mit Shi Siow caper aT wT iia en Sui saan ease eerste P 3 ia eit eee te OE rr re arr et . 2 enemas LL ag Che Man Who Ts Ahead In every paper we pick up we’re always sure to find A lot of silly gush about “the man who is behind” — There’s the man behind the counter-and the man behind the gun, The man behind the buzzsaw and the man behind his son; The man who is behind the throne, the one behind the state, The man behind the plowshare and the man behind the gate; The-man behind his whistle and the man behind the bars, The man behind the footlights and the man behind the cars; The man behind his whiskers and the man behind his fist— And every man ‘“‘behind’’ a thing is entered on the list. But they’ve skipped another fellow of whom nothing has been said: The fellow who is even or a little ways ahead; Who always pays for what he gets, whose bill is always signed— He’s a blame sight more important than the man who gets behind. All we editors and merchants and the whole commercial clan Are indebted for existence to this honest, noble man; He keeps us all in business and his town is never dead— And so I take my hat off to the man who is ahead. Harbor Springs, Mich. John C. Wright. i stm 2 ii) Ci cme Gr wr mm eempenenane i a cl a A tM ene nnepeenenp meminy ennnEnRER EN pp feet i i a Yeast re net -MACAULEY SAID ee : : Those inventions which have abridged distance Good Br ead have done the most for civilization. 3 | Sell Your Customers -FLEISC HMANN’S 3 Your personality is miles away. Good Health _ USE THE BELL ; : abr ee service that has done most to ATONCE DISTANCE YEAST — Tegaaucesin - =, H. LEONARD & SONS CS [ Cc S O { a WHOLESALE COMMISSION AGENTS FOR House Furnishings, China Ware, Glass and: Silverware Headquarters for Toys and Fancy Goods a the | Space Devoted to Samples—20,000 Square Feet GRAND RAPIDS, MICH. 2 ee | , : ore gttid aanthin ics Se Of course we want your order. es Of course we don’t expect it unless we deserve it. But it is our low prices as printed in our catalogue that brings to us an ever increasing volume of business. € We are one of the few firms in business that dare to print their ‘Sr v1 1 N W he c a t prices and this is what makes buying by mail safe or even possible, as you take no risk but can save money, time and very often freight charges. Our catalogue illustrates the lines for which we are the wholesale commission agents better than the goods could be shown to you in any . other way unless you could come into our store in person and see the mag- nificent assortment we are showing. If you have not ovr catalogue at hand, may we send it to you? A POSTAL WILL BRING IT Wy € : S Cc | l | { Spring and summer goods are in daily demand and you can cer- tainly sell these lines to your customers with a profit as they must have - ‘these things in their homes. _ Hammocks z ‘Soda Glasses and Vases and Show Jars - Screen Doors Sherbets Shelf Paper Window Sc Garden H Paper Napki Jj UDSON GROCER co. Oil and Gasoline Lawn Sprinklers Lamediy Goods Stoves Garden Tools Fly Killers and Traps ‘The Pure Foods House _ Lawn Mowers Wire Screen Cloth Japanese Lanterns Go Carts and -Sulkeys and Children’s Croquet Sets GRAND R APIDS, MICHIG AN Baby Carriages Wheel Goods Lemonade Sets Galvanized Iron Ware Refrigerators . Stoneware pe ee ox a sR sah eka ‘ : te ‘ ed Se " BZA Se Se cx we 6A Real Naphtha Soap Powder = ia ee Pad SES CK A a ae SOC Ne SE IRS Nt ar = ~ - ae For a limited time, subject to withdrawal without advance notice, we offer LAU TZ NAPHTHA SOAP POWDER, 60 PKGS. —5 CENT SIZE through the jobber—to Retail Grocers: 25 boxes @ $2.30—5 boxes FREE 10 “* @ 2.30-—2 boxes FREE mo @ 2.35—I1. box FREE 2% “* @* 2.40—\, box FREE F.O. B. Buffalo: Freight prepaid to your R. R. Station i in lots of not less than 5 boxes. All orders at above prices : mamas be for immediate delivery. This inducement is for NEW ORDERS ONLY—subject to withdrawal without notice. a ae ee _ ON ee ee ee ee ee a 7 Yours very truly. 7 II ‘eS 3 Deal No. 1801. De pe me eat iE: Son 4 Se oe HH ' ») 4 a \ : | | { a i ~ oh | ‘ : ; x i Thirty-Second Year SPECIAL FEATURES. Pa 2. Financial. 4. News of the Business World. 5. Grocery and Produce Market. 6 Upper Peninsula. 8. Editorial. 10. Good Man Gone. 14. Detroit Detonations. 16. The Dealer’s Downfall. 18. Dry Goods. 20. Lettering. 22. Behind the Counter. 23. The Jitney Bus. 24. Location Counts. 26. Woman’s World. 28. The Meat Market. 29. Window Decorations. 30. Butter, Eggs and Provisions. 32. Summer Vacations. 33. Shoes. 36. Clothing. 38. Hardware. 40. The Commercial Traveler. 42. Drugs. 43. Drug Price Current. 44. Grocery Price Current. 46. Special Price Current. 47. Business Wants. KEEP CLEAN AND KEEP COOL. An important factor in business build- ing is to make your store attractive. In the summer cleanliness and coolness are both attractive. For this reason it wifl pay the merchant to make “Keep Clean and Keep Cool” his sum- mer slogan. months, Particularly where foodstuffs are handled, cleanliness is essential at mid- summer. Throughout July and August the grocery store, for instance, requires careful attention. Many lines of goods suffer from heat or too much sunlight, and, if badly placed, from dust and flies also. A first step in “clearing the decks’’ for hot weather is the putting away of such goods as may be out of season. They should not be put altogether out of reach, for even the most unseason- able goods are in occasional demand; but they should be stored where, while accessible, they will keep in as good condition as possible. In summer, the store should never be crowded with goods. Rather, the mer- chant should work for a cool, airy and spacious effect. As far as possible the floors should be kept clear. Goods that have been prominently on the shelves for months may profitably be thinned down, and only a few allowed to remain. No lines that can be injured by flies or dust should be exposed. If the merchant is to guard effectively against flies, he must already have taken his precautions, in the way of close fitting screens and the like. Of course, flies are bound to enter, whatever pro- tcetion is provided; these must be killed. A good fly-killing stunt is, on Satur- day night (or every night, for that mat- ter) to pull down the blinds to within an inch of the bottom, clear the win- dows, at least for a little distance back, and place just back of the window plates with fly poison or sheets of sticky fly paper. The flies flock to the light first thing in the morning and either sip the poison or settle on the sticky stuff. Any- way, by the time the merchant opens up the store will be pretty clear of them. GRAND RAPIDS, WEDNESDAY, JULY 7, 1915 The removal of the slain should be the first step in the morning’s cleaning up. Many merchants who close at 6 o’clock like to leave their windows open to the public gaze throughout the evenings, thereby securing the advertising benefit of the displays; but even these could get the benefit of the Sunday anti-fly campaign. Keeping the store scrupulously clean will, of course, help to minimize the fly niusance, since dirt attracts and clean- liness repels the fly. An incidental item worthy of con- sideration is the appearance of the fresh vegetables handled in the grocery de- partment. If exposed for any length of time to the sun, they are apt to wilt; and wilted lettuce or shriveling beets are not an attractive stock in trade. Not merely do they injure the sale of fresh vegetables, but they impart a hot weather suggestion which -it should be the steadfast purpose of the merchant to avoid. An occasional sprinkling of fresh water will help. A more elaborate de- vice is the vegetable fountain, which provides a small but continuous stream of water and keeps the vegetable stock in excellent condition. Other devices can often be improvised by the ingenious merchant, while the need for them can in any event be somewhat minimized by keeping the vegetables out of the hottest sun. Coolness is a great asset to a store throughout the summer. With the sun blazing steadily on city walks and walls, the cool store is singularly attractive. The contrast is so marked that a cus- tomer is scarcely inside before he feels relief from the heat. Often a passerby will become a customer to some slight extent merely for the sake of escaping for a few minutes from a singularly hot stretch of street. It is just such chance purchasers who are often made permanent customers. Much can be done to impart a sug- gestion of coolness, for coolness quite often is as much a matter of appearances as of temperature. The blinds can be partly drawn in the heat of the day. Most merchants have awnings and top blinds which help to keep off the hottest sun. Often blinds are provided which pull upward from the bottom of the window ; when the sun is reflected from the pavement, it is an easy matter in- stead of dropping the top blind to raise the bottom one a foot or two, thereby effectively excluding the glare. An occa- sional light sprinkling of water on the floor will cool the atmosphere somewhat. Of course there is always the electric fan, which creates a continuous current of cool air and is very attractive in the real hot spell. These little devices are worth studying. Appearances count, too, in the way of suggesting both cleanliness and coolness. White looks, not merely clean, but cool. In one grocery, all hands are, in the summer months, togged out in white coats and white aprons. And—at the cost of a little regular laundering—these coats and aprons are kept spotless. Cheesecloth is a cheap means of empha- sizing cleanliness and suggesting cool- ness. A merchant who displays the cheaper grades of fancy biscuits in open boxes drapes them in summer with lengths of cheese cloth, fastened at the top and lifting from the bottom, like curtains. The goods can readily be seen and examined; flies are excluded; the suggestion of care for cleanliness in even such little details is left in the customer’s mind. In another instance a window display of fancy biscuits was made more effective by showing the biscuits on plates, each covered with a bit of large-meshed cheese-cloth. With the approach of warm weather a certain store is carrying a large show- ing of flowers. There is a sale for them until well on into the summer; and— sprinkled occasionally—they impart a fresh, cool moisture to the atmosphere. And they give an added charm to that particular store. These cool effects are worth while in the matter of attracting customers. They are important, too, in that the merchant himself and his salespeople do better work when their surroundings are cool, clean and pleasant. True, they require a little extra effort—not much —but in the long run they more than pay for the effort. An exposition with a purpose is that to which President Wilson calls the National attention in his proclama- tion regarding the National Negro Exposition at Richmond, Va., Mon- day. All races must be interested in the progress of a people just half a century out of slavery. The painful watchfulness of the leaders of the ne- groes over the advances scored by them may not be reflected in the mass of their followers, but the arraying of those advances in a way to catch the eye cannot fail to impress even the careless, while it must arouse all others to new determination. The ex- position has its lesson also for those of the dominant race who persist in doubting the capacity of the ne- gro for civilization. The Presi- dent’s proclamation lays stress up- on “the desire of the Nation as well as of the people of Virginia to encourage the negro in his efforts to. solve his industrial problem,” but there will be many to whom the event will be a reminder that the fifty years of negro freedom has been signalized by the solemn reaffirmation of his po- litical rights. It is a rising sun that he faces. Number 1659 DEALINGS IN COTTON GOODS. So far as the cotton goods markets are concerned there does not appear to be any belief that the raw material is to be lowered in price. Any such lowering would be speedily reflected in the prices of the fabrics. Jobbers, however, are proceeding on the as- sumption that cotton goods prices will be well maintained for the remainder of the year. In the fine and fancy lines and in bleached goods, the more important mills have done more busi- ness during the first half of this year than they ever did before in a simi- lar period, and they have enough or- ders cn hand to keep them busy for several months to come. ‘In other constructions, although the orders are not up to the production, there are evidences of a larger demand in the future because the stocks carried are small. This has been shown in the repeat orders sent in with requests that shipments be made at once by ex- press freight. While the export trade on cloths has not been as large as was hoped of the and other difficulties in China and elsewhere, this has been compensated for somewhat by the increased out- bound shipments of cotton yarns and because financial knit goods, particularly hosiery, in which a fair trade has sprung up that promises to be lasting. For the ten months ended with April these knit goods exports totaled nearly $10,500,- 000, as against a little over $2,000,000 in the corresponding period the syear before. eee There should be less insistence in the mistaken campaign against the export of munitions of war. It is a question upon which the wrong view is easily taken by those who permit perverted notions of morality to ob- scure their vision. The right of Amer- ican manufacturers to make and sell the commodities in question is alto- gether beyond dispute, but the right of our Government to forbid them to continue their manufacture and sale cannot be asserted or legally de- fended. Nor could considerations of morality be invoked for such an un- neutral act. It is evident that the weakened mind of Mr. Morgan's as- sailant had accepted topsy-turvy no- tions upon this question which have been widely spread abroad. That fu- tile agitation should now be temper- ed by a fairer sense of right and rea- son, for the agitators have had warn- ing of the evil that may result. ee ee Some men are known by the things they might have accomplished but didn’t. eee Many a man would never be heard of were it not for his obituary no- tice. MICHIGAN TRADESMAN July 7, 1915 i = _ FINANCIAL a ee Seas = Poti H = a vara subd Bank clearings in Chicago the first half of this year were 7798 million dollars, against 8263 million dollars the final half of 1914. A decline of less than 6 per cent. is a matter for satisfaction, particularly in view of the moderate amount of speculation in that city. The Briggs-Detroiter Motor Car Company has been adjudicated bank- rupt in Detroit. Liabilities are $350,- 000, assets $175,000. The leave of absence of Edward R. Stettinius, President. of the Dia- mond Match Co. which was for three months, has been extended. Mr. Stet- tinius is working in connection with J. P. Morgan & Co., attending to the war contract business of the Allies. It is reported that the $48,000,000 stock dividend of the Ford Motor Co. of Detroit, recently announced will be delayed perhaps for two years. This is because the laws of Michigan provide that no corporation can have a capitalization larger than $25,000,000 Rather than change the incorporation, it is probable that an effort will be made at the next State Legislature to change this law so that the dividend may be paid. This does not occur for two years. If the company incorpo- rated in another state, it would have a tax of 24% per cent. to pay as a foreign corporation. An assessment of $1 a share has been called on Michigan copper, pay- able July 19. For the year ended April 30, net profits on Michigan sugar were $1,- 680,793 compared with $831,440 for the previous year. Dividends on the preferred aggregated $220,000, leavin:s a balance for the common stock of $1,460,763, which is equal to 19.40 per cent. on the $7,471,700. outstanding. The balance sheet as of April 30 shows cash:on hand of $1,284,940 compared with $341,419 in the statement of the previous year. Total surplus is $2,- 350,374. Robert R. Forgan, son of David R. Forgan, President of the National City Bank of Chicago, has been elected Vice-President, effective July 1. Rob- ert Forgan has been identified with the commercial paper business of that city for several years, and has recent- ly been connected with the firm of W. T. Richards & Co. Papers have been filed in the Su- preme Court in an attack on the con- stitutionality of the Federal income tax, one of the principal points being the inequity of the surtax. The student of world affairs wakes up occasionally to find himself in a strange place encompassed by crea- tures and events that formerly he did not know and he wonders if it is reality that he looks upon. As well might one expect a red firmament and black glass. All things differ widely from what once was considered nor- mal. The old world, furnishing us these many years the capital with which to initiate things and much of it to carry them on, is now on its knees asking us for money. Truth, righteousness, Christianity, born in the Eastern hemisphere, are lost in a cloud of smoke, and seemingly only the Western hemisphere has a con- sciousness of these things. And they are begging us for more and more means of destruction, and even whim- pering because we do not enter the fight. The young and unsophosicat- ed republic, which derived all its hu- man vitality from across the Atlantic, is complaining to its fellow mortals there of many outrages on its dignity, and so wide has become the difference between mother and daughter that what is a hideous crime here is a lofty virtue on the soil of Europe. In Ger- many the false statement is made by an official of the government that our people do not agree with our ruler in his interpretation of the relations of one nation to another, and the peo- ple of this country who regard the attack on the Lusitania as an out- rage of the most devilish character are considered in Germany as having distorted vision. Occasionally a little curiosity wiggles into the situation, as when in a public meeting speakers described Williams Jennings Bryan as a “poisoned snake,” probably mean- ing a poisonous snake. It is learned from similar sources that the Presi- dent of the United States is a highly improper person and will not get the German vote next time. What shall one do who wishes to make a fair estimate of political, so- cial and business conditions in the United States and who tries to fore- cast the course of affairs for the next year or two? One concludes that the more he is puzzled the nearer right he is likely to be, for it is not in hu- man acumen to lay out with any defi- niteness the course of events and the results of present phenomena. The occident is a great museum of curi- osities in these days, and only one conclusion appears safe, that is that Fourth National Bank Savings a Commercial e tates ig ° Deposits Depneitary Deposits Per Cent Per Cent Interest Paid Interest Paid on on Savings Certificates of Deposits Deposit Left Compounded One Year Semi-Annually Wn. H. Anderson, Capital Stock John W. Blodgett, and Surplus Vice President L. Z. Caukin. $580,000 J. C, Bishop, Assistant Cashier The Old National Bank GRAND RAPIDS, MICH. Our Savings Certificates of Deposit form an exceedingly convenient and safe method of invest- ing your surplus. They are readily negotiable, being transferable by endorsement and earn interest at the rate of 3% % if left a year. ADVERTISING . PENHOLDERS AT $12.50 PER 1,000 JOHN E, PENNINGTON & (0. “THE PENCIL PEOPLE” Charlotte, Michigan — é i Ni ANT Mat ll, ‘INDEPENDENCE Mays | \ flerayayst-* Service does not consist in the offering of specific information or ac- commodation—rather in the constant willingness and the perfect ability to meet another's needs—usual and unusual—skillfully. It is this sort of useful- ness that is the mark of the service you receive at these banks. Grand Rapids National City Bank City Trust and Savings Bank Grand Rapids, Michigan _ ite Mic a i a OPS Acerabeastiee Apetimgiaen seat ET SARE July 7, 1915 the United States is the best portion of the world to be in, considering both present things and probabilities of the future. It is interesting to note that the French government, which is undertaking to acquire many mil- lions of American bonds to be hy- pothecated in this country for a loan, ‘is finding great difficulty. The French investor has too keen a sense of the elements of safety. and future profit to let go holdings of our bonds. Also it is instructive to see that, in the face of reported large marketings of American issues heretofore held in Europe, our list maintains its strength. Little of the weakness that had been anticipated as a consequence of this selling has made its appearance. Meanwhile the buying of war muni- tions in the United States goes on at a rapid pace, while England and France are piling up new bond obli- gations and the former country, still much the strongest of those engaged in the war, is contemplating a regis- tration of all residents between the ages of 15 and 65, with present occu- pation and personal qualifications, for possible enlistment in the army or in any of the industries tributary to the war. The stupendous horror of the Eu- ropean wars was the first thing that struck violently on the consciousness of the world. We are accustomed to the idea now, and it is almost a com- monplace. The results thus far and the unprecedented incidentals, all al- tering the aspect of the human race, are the impressive things now. The staple business of the United States is running about as heretofore, with possibly some increase in volume other than that due to the purchase of war supplies by Europe. The bank clearings indicate a gain in total transactions of 5 per cent. for the whole country and 3 per cent. with the city of New York excluded. The interesting financial event is the sale of $71,000,000 bonds of the city of New York, the largest single offering in its history, negotiations for funds in this country by European govern- ments and the tenders of bonds by many municipalities rendering the operation more uncertain than most of those carried on by the metropolis. The bonds were awarded on a basis of 4.30 to 4.40 per cent. This com- pares with a basis of 4.25 on an issue just marketed by the city of Chicago. Reports of much improvement in industries in which iron and steel are the leading material have been re- ceived with some allowance because, after these many weeks of gain, the demand for pig iron was still slack, but the new life has reached that part of the market. Furnaces are blowing in rapidly, notably in Gary, Ind., where nearly all are now in on- eration. Similar advices come from Pittsburg and other points, and a number of good sized orders are re- ported. It appears that the stocks on hand were large, hence the delay in starting up many furnaces. The business in steel is still expanding. It MICHIGAN TRADESMAN is expected that the United States Steel Corporation will show next Sat- urday an increase of over 200,000 tons in unfilled orders on hand. Manufac- turers of steel bars are said to be sold up for several months. The agents of the foreign governments have re- ceived a little chill however from the advance in prices. Another raise of $1 a ton is predicted for the near fu- ture. The finishing department of the Carnegie Steel Company at Shar- on, Pa., has resumed rolling steel billets, this being the first time in eighteen months that the plant has been” operated. A somewhat better enquiry for railroad and_ structural steel is reported but this cuts com- paratively little figure in the market. Tin plate is in excellent demand but without advance in prices. Among the bidders are the belligerent Euro- pean nations, while South America is calling for considerable quantities. The McKeesport Tin Plate Company iS appropriating $2,000,000: for addi- tions to its plant. Exports of iron and steel in April, the latest month for which there are official statistics, were something over $25,000,000 or 25 per cent. greater than in the cor- responding month of 1914. Barbed wire is one of the conspicuous items. Among the metals lead has gotten over its recent spasm and prices are steady in New York at 534 cents. Spelter is still flighty but under the lead of the London market the tend- ency of prices is upward. Copper is less active than a short time ago, when prices were moving up so fast. The quotation of 201% to 20% for electro- lytic in New York still holds. Among miscellaneous commodities large purchases of sugar are still be- ing made by Europeans in our mar- ket, and it is reported that Great Bri- tain and France are buying up all available beef cattle in the United States, the Department of Agriculture having knowledge of over 100,000 al- ready purchased. This is supposed to be a move to loosen the hold of the Chicago packers on the meat market. —Economist. Kent State Bank Main Office Fountain St. Facing Monroe Grand Rapids, Mich. Capital - - - ~- $500,000 Surplus and Profits - $500,000 Resources Over 8 Million Dollars 3 hs Per Cent. Paid on Certificates Largest State and Savings Bank in Western Michigan Preserve the Integrity of Your Estate by placing it in custody of this Company which has the unquestioned advantages of Assured Existence Financial Responsibility Collective Experience and State Supervision [RAND RAPIDS TRUST [\OMPANY ROBERT D. GRAHAM President HUGH E. WILSON Trust Officer Make Your Money Work By Investing It With Us It Will Earn 6% THE MICHIGAN TRUST Co. of Grand Rapids Ask for our Coupon Certificates of Deposit Assets over $4,500,000 GeaeRyREsGanaB are 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. MICHIGAN TRADESMAN July 7, 1915 — SANS) _—————_ ——— Movements of Merchants. Cadillac—W. J. Smith has engaged in the cigar and tobacco business, Emerson—The Chesbrough Lumber Co. has changed its principal office to Detroit. Big Rapids—The Big Rapids pharmacy was robbed of about $30 worth of mor- phine July 4. Marquette—James Clish has opened a confectionery store and news stand on Third street. Mulliken—Barber, McNaughton & Co. are succeeded in the grain and fuel busi- ness by McNaughton & Peabody. _ Lowell—Ralpk and Paul Stuart have formed a copartnership under the style of Stuart Bros. and opened a bakery here. Algonac—George D. Dana, dealer in cigars, tobacco and confectionery, died at his home July 4, following a short illness. Crystal—R. H. Radcliffe, of Reed City, has purchased the George A. Fink stock of confectionery and has taken possession. Kalamazoo—M. N. McGregor has en- gaged.‘in the grocery business at 926 East avenue under the style of the Spot Cash grocery. Saugatuck—Miller Robinson has en- gaged in the jewelry business. Mr. Robinson conducted a jewelry store here about fifteen years ago. Saginaw—The Walcott Grain Co. has been incorporated with an authorized capital stock of $9,000 and will purchase and sell grain and supplies. Muskegon—Walter Rinner has taken over the interest of his partner, Charles Moss, in the Muskegon Vulcanizing Co. and will continue the business under the same style. Clarksville—Joseph Jordan has sold a half interest in his meat stock and bakery to Ezra Post and the business will be continued under the style of Jordan & Post. Durand—Burk Lemunyon has pur- chased the interest of L. L. Conn, of Owosso, in the dry goods and shoe stock of Lemunyon & Conn and will continue the business under his own name. Big Rapids—Joseph H Yeo, who has conducted a clothing store here for the past thirty-five years, dropped dead July 5 as the result of a stroke of apo- p'exy. Mr. Yeo was 55 years of age. Jackson—Hugo C. Loeser has sold his interest in the Loeser & Lehr hard- ware, paint and sporting goods stock to his partner, John J. Lehr, who will continue the business under his own name. Detroit—The George R. Eldridge _Co. has been -organized to deal in butter, eggs, cheese, etc., with an au- thorized capital stock of $10;000, all of which has been subscribed and paid in in cash. Detroit—The L. J. Robinson Co. has been organized to purchase and sell automobiles and their parts, with an authorized capital stock of $25,000, all of which has been subscribed and $20,000 paid in in cash. Detroit—The Victor Film Service has been organized to buy, sell, lease, rent and deal in films for moving pictures, with an authorized capital stock of $1,- 500, of which amount $750 has been subscribed and $500 paid in in cash. Algonac—A. H. Wallace & Son have merged their business into a stock com- pany under the style of the Wallace Hardware Co., with an authorized cap- ital stock of $5,000, all of which has been subscribed and paid in in property. Kalamazoo—Deloss C. Drownell, who conducted a glove store on South Bur- dick street for more than thirty-five years, died at his home July 6, following a stroke of paralysis sustained while motoring with friends earlier in the day. Detroit — The Chadwick-Oberlin- Shuster Co. has been organized to deal in dry goods, notions and men’s furnishings with an authorized capi- tal stock of $10,000, of which amount $6,750 has been subscribed, $2,250 paid in in cash and $4,500 in property. Kalamazoo—John Van Male, who has conducted a hardware store here for the past forty years, has sold his stock to A. B. Jackson and J. B. Chase, who will continue the business at the same loca- tion, 224-226 West Main street, under the style of the Kalamazoo Hardware Co. Pontiac—The Pontiac Supply Co has been organized to pur- chase and sell at wholesale and retail plumbing and heating supplies and the installation of the same, with an author- ized capital stock of $2,000, all of which has been subscribed and paid in in cash. Traverse City—R. J. Mercer & Co., plumbers and gas fitters have purchased the J. A. Montague & Son stock of hardware and will remove to the Mon- tague building and continue the business. J. A. Montague has been connected with the, hardware business for the past thirty-three years and associated with him for the past five years has been his son, Herbert B. Montague. Saginaw—Jack Helman, proprietor of the Mis-fit clothing store at Jefferson and Lapeer avenues, has been arrested on a warrant charging him with the em- bezzlement of a considerable sum of money from a local clothing merchant. It is charged that Mr. Helman secured broken lines of clothing from another merchant and disposed of the goods, failing to turn over the money due on the stock secured. — Plumbing & - Manufacturing Matters. Saginaw—The Carey-Casamer Co. has changed its name to the Niagara Lumber Co. ' Detroit—The Auto Engineering Co. has increased its capital stock from $5,000 to $10,000. Saginaw—The Strable Manufacturing Co. has changed its name to the Strable. Lumber & Salt Co. Caledonia Township— The Detroit Vitrified Brick Co. has changed its name to the Wolverine Brick Co, Detroit—The Western Rosin & Tur- pentine Co has increased its capitat stock from $11,000 to $15,000. Kalamazoo—The Kalamazoo Motor Vehicle Co. has changed its name to the Columbia Motor Truck & Trailer Co. Dettoit—The Central Foundry Spe- cialty Co. has increased its capital stock from $25,000 to $50,000; alsc has changed its name to the Central Specialty Co. Sturgis—The Music Master Co. has been organized to manufacture phono- graphs, records and supplies, with an authorized capital stock of $2,000, of which amount $1,000 has been subscribed and paid in in cash. Detroit—-The Parrott Heater Co. has been organized to tnanufacture and sell gas appliances. with an authorized cap- ital stock of $3,000, of which amount $1,560 has been subscribed, $50 paid in in cash and $1,510 in property. Kalamazoo—The Kalamazoo Vege- table Parchment Co. has increased its capital stock from $125,000 to $250,000. The increase was made without a sale of shares outside the corporation, each stockholder doubling his holdings. Detroit—The Michigan No Break Egg Carrier Co. has been organized to manufacture and sell No Break egg catriers, with an authorized capital stock of $100,000, of which amount $51,000 has been subscribed and paid in in property. Bay City—The Chatfield Milling Co. has merged its business into a stock company under the style of the Chatfield Milling & Grain Co., with an authorized capital stock of $50,000, all of which has been subscribed and paid in in cash. Jonesville—The Jonesville Milling Co. has merged its business into a stock company under the same style,. with an authorized capital stock of $60,000, of which amount $45,000 has been sub- scribed, $12,000 paid in in cash and $24,000 in property. Detroit—The Acme Fire Proofing Co. has been organized to contract and con- struct fire proof -buildings of cement, plaster, brick, stone and tile, with an authorized capital stock of $10,000, of which amount $5,000 has been subscribed and $1,600 paid in in cash. ‘ Detroit—The Ross Automobile Co. has been organized to manufacture auto- mobiles, motors, tools, implements and machinery, with an authorized capital stock of $300,000, of which amount $150,- 000 has been subscribed, $9,000 paid in in cash and $21,000 in property. Kalamazoo—The Schan Airless Tire Co. has been organized to manufacture and sell at wholesale and retail a patent- ed automobile tire, with an. authorized capital stock of $60,000, of which amount $30,020 has been subscribed, $20 paid in in cash and $30,000 in property. Detroit—The Clear Vision Windshield Co, has been organized to manufacture windshields and mechanical devices for use in connection with automobiles, mo- tor trucks, street cars, locomotives and other vehicles, with an authorized cap- ital stock of $8,000, all of which has been subscribed and $1,000 paid in in cash, —_+-. The close of the fiscal year finds the Treasury belying the prediction of empty vaults, although to date the Government has paid out approxi- mately $90,000,000 more than it has collected. On June 22 the Depart- ment announced a balance in the gen- eral fund of $27,375,000. June 30 it was known to be not less than $38,- 000,000, and it was predicted that when returns had been received from internal revenue collectors regarding the day’s avalanche of income tax payments, it would be found to have stood at about $50,000,000. That such a cash balance is possible when dis- bursements have exceeded collections is, of course, due to surplus accumu- lations from previous years. At the same time, it is to be pointed out that $90,000,000 is not actually a just esti- mate of the year’s discrepancy be- tween receipts and expenditures. In- comes taxes will continue to be paid into the Treasury until July 10 at the rate of several millions a day and the total, including the forty- three millions already collected, should reach a figure above’ eighty millions. Counting this entire sum as of the last fiscal year, and sub- tracting the similar late payments for the year 1913-1914, the deficiency would be reduced by perhaps half. This sum is no more than was to be expected from the falling off in cus- toms revenues and from the loss of internal revenue from tobacco and liquors, resulting. from prohibition and social tendency to economy. oe Reference was made the other day to the fact that the new seaman’s law, sometimes referred to as the La Follette act, is calculated to drive American ships off the high seas. It will do just this very effectually if it remains in force. That President Wilson appreciates not only the pos- sibility but the probability of this re- sult is evidenced by the fact and he is reported as reviewing this statute very carefully to gain a better under- standing, for the purpose of favoring and furthering an amendment, if, in his opinion, it is necessary. If he will call before him some of those who are willing to put their money into big transportation companies, build- ing and selling ships, he can find out what he wants to know. —_——_e-2»—___ Jasse Platt, for a number of years employed by a Chicago wholesale house, traveling out of Grand Rapids, and Richard J. Reeves, employed here as a grocery clerk, have engaged in the grocery business at 571 Division avenue under the style of Platt & Reeves. —>-+>_ Hot pokers and heated arguments should be quickly dropped. pralargeeemem rms: = FTA RE eee eae et eo aca | et July 7, 1915 MICHIGAN TRADESMAN \GROCERY“° PRODUCE: ¥: ihe “ L— = a > } ‘ 4 The Grocery Market. Sugar—The expected advance is be- ing delayed for some, reason. Last week New York brokers wired their local representatives that the price of sugar would be marked up 10 points to-day, but up to the hour of going to press the prediction has not been confirmed. There have _ been large foreign purchases of American refined sugar. England alone has bought 60,000 tons of American gran- ulated for July shipment with France also coming into the market. The consumptive demand for sugar is very fair. Raws are somewhat higher on account of the large foreign purchases of refined, but no material change has occurred as yet. Tea—The demand is quiet and all values are, unchanged, the lower grades being relatively firmer than the better grades. The principal fac- tor in the low grade tea market to- day is the foreign demand. If that, for any reason, should drop off, the market would change in a very short time. Coffee—Most grades of Rio and Santos are a small fraction higher. Good roasting coffee is still com- manding a premium and is wanted, but the other grades are very quiet. Mild coffees are unchanged and dull. Mocha is tending a little downward. The receipts are increasing, and to come forward the price is consider- ably less than on spot. Java is un- changed and quiet. Canned Fruits—California canned goods are very dull and sick. Open- ing prices on futures have been cut and it is hard to tell exactly where the bottom is. This refers particu- larly to peaches, as cherries are short. Prospects are for a large peach crop, not only in California, but in the East, and this, with the large carry- over, makes the situation very soft. Small Eastern staple canned goods show no change and light demand. Canned Vegetables—Peas are low, but if the present bad weather in Michigan and Wisconsin continues, the pack will be very materially cur- tailed. Corn of all grades is quiet and unchanged. Tomatoes are un- changed. Canned Fish—Salmon is still in- clined to be easy, prices being in buy- er’s favor, but the trade do not seem to be interested. Domestic sardines are even weaker than they were, and quotations as low at $2.25 for do- mestic quarter oils are heard. The demand seems to be switching to a ‘great extent to carton goods, owing to the fact that they can now be sold for a nickel. Imported sardines are unchanged and quiet, everything be- ing scarce and firm. Dried Fruits — Spot prunes are steady to firm and unchanged in price; demand fair. Future prunes have shown some little fluctuation, but the situation is not materially changed. Peaches, apricots, raisins, currants and other dried fruits are dull at rul- ing quotations. Rice—Trading is quiet, but prices are apparently well maintained. Recent ad- vices from the South in regard to the crop outlook have been favorable in the main, although rain is needed in some sections. Syrup and Molasses—Everything in syrup and molasses is very dull, as it always is during the hot season. Glu- cose is unchanged for the week. Com- pound syrup is wanted only for manu- facturing, and of sugar syrup the same thing can be said. Molasses is very dull. Cheese—The market is firm at the recent advance of 1c per pound. The consumptive demand is increasing con- siderably and the make is about nor- mal for the season. Some cheese is being sold for export and the whole situation is firm and healthy. If there is any change, it is likely to be a slight advance. Provisions—There is only a fair de- mand for the various cuts of smok- ed meats, all of which are steady at about unchanged prices. Pure lard and compound are steady and = un- changed with only a moderate de- mand. Dried beef, barreled pork and canned meats are unchanged’ and in fair demand. Salt Fish—Norway mackerel are firmer than a week ago, although no marked advance in price has occur- red. Threes and fours are getting very closely cleaned up. The situa- tion as to Norways is very firm and bids fair to continue so. Irish mack- erel are cutting no figure whatever. Cape shore mackerel are in the mar- ket to some extent, but are not able to loosen up the tight Norway sit- uation. Cod, hake and haddock are dull and unchanged. rs Wm. F. Blake, tea buyer for the Jud- son Grocer Company, is still confined to his bed and—what is worse—to a milk diet. Fred says he will be ashamed to look a cow in the face from now on. He is doing as well as could be expected, which means that he will probably be at his desk again in about a month. ——_—_+ > __— Guy W. Rouse, President of the Wor- den Grocer Company, is spending a fortnight at the cottage of Dr. Alexander ‘Campbell, at Sylvan Beach. He is rap- idly recovering from his recent opera- - tion: > For the Co-Operation of Michigan Druggists. Grand Rapids, July 7—Now that the excitement connected with a State convention is a thing of the past and we have all settled down to business. I commence to realize the importance of the position I was placed in by my confreres in the pharmaceutical pro- fession. I feel that I have shoulder- ed a responsibility greater than I ever assumed and that it is neces- sary for me to prove that I am worthy of the confidence placed in me. I also feel that to make a success of the years work I need assistance and I therefore call on all the pharmacists of the State to give me that assist- ance. Of our members I have reason to expect it, and of the pharmacists outside of our organization I hope to get it, if it is only to the extent of joining our Association. To them I wish to say that we have a place for you and that we need you as well as you need the Association. The M. S. P. A. is a strictly democratic C. H. Jongejan. institution, organized for the commen good and managed by its members through a set of officers selected by these members. Our constitution and by-laws are such that no clique can control the Association, nor manage its affairs for selfish or political pur- poses. The benefits the Association has derived for its members and the drug- trade throughout the State have been so large that it is one of the best paying investments even the small- est retailer can afford. It is not necessary for me to men- tion at this time the past record of the Association, although that past is glorious enough to review it on some future occasion. Look over our record of last year. See how our pharmacy law was improved. how:our cocaine law was improved to conform with the Harrison act, how the pure food law was made to conform with the National law, how adverse legislation was defeated, how we contributed our support to the Stevens price maintenance bill and some more, all of which you will find further explained in our annual re- port. This report alone publishing, as it does, the different laws affect- ing our business is worth the annual fee. Have I said enough, brother phar- macists, to convince you that you should be with us? If not, I have some more to tell you later on, so fust watch this space. We are going to keep you posted and there are other and more able writers than my- self who will have something to say. So, once more, watch this space, and it will be to your interest as well as ours. In conclusion, allow me to call your attention to that grand motto we find on the coat of arms of this great country of ours—E. Pluribus Unum. Let us make that our motto and we will be able to accomplish su much that pharmacy will be a pro- fession in fact and not in name only. C. H. Jongejan,, Pres. ——_——-—-p——_—_ The death of Porfirio Diaz has, of course, no direct bearing on the pos- ture of affairs in Mexico, yet lovers of coincidence will endeavor to make one out. It may be said, at any rate, that the passing of the famous “strong man” of Mexico comes to reinforce the belief that Mexican salvation is _not to be worked out on any Carly- lean theory. The strong man was in power for a generation, but left only chaos behind him. Some contend that this was only because he overstayed his time. Had he quietly retired be- fore his last seizure of the Presiden- cy, it has been argued, a successor could have been found to carry on his work in his own spirit, but there is no proof of this. All the evidence is that it was the Diaz plan that had overstayed its time. And those who now see no solution of Mexico’s trou- bles except in the appearance of a powerful and unscrupulous _ ruler, should be asked to fix their minds upon exactly what happened in 1910. Absolute rule broke down absolutely. Arbitrary government lapsed into an- archy. Nobody that we know of has a guaranteed scheme of salving Mex- ico. Seemingly, the work must be done, if done at all from the inside, by groups and parties rather than by a single, dominant individual. At all events, the Diaz plan died along with Diaz. —___o-o- New York may slip into the place long occupied by London as the finan- cial capital of the world without mak- ing more than a ripple in the press outside. She has other ways of im- pressing the hinterland. She springs the surprise of the “biggest” club ia the world. Not biggest in number of members, but in the more diffi- cult points of amount of floor space leased and especially in amount of money represented. The new Bank- ers’ Club is to occupy the three upper- most floors of the new Equitable building, with a total floor space of 130,000 square feet. It will have, in- cidentally, a membership holding in trust more than $2,000,000,000. —_———~>-+-e__ J. S. Vanderveen has started in the soft drink manufacturing business at his home, 61 Griggs street. Mr. Van- derveen has been in this country for the past two years and was formerly engaged in the same business in the Netherlands. a Battle Creek has bought coal for the year, the order including 300 tons of antharcite at $7.25 a ton, 250 tons of Pocahontas at $4 and ten tons of cannel at $5.60. oa Edward George Freeman, for the past twenty years an employe of the Heystek & Canfield Co., has started a general store at Madison Square. —_—_+-+-2-_—__- The Grand Rapids Barrel Co., com- posed of Krell Bros., of Detroit, has started in business at Franklin street and Buchanan avenue. UPPER PENINSULA. Recent News From the Cloverland of: Michigan. Sault Ste. Marie, July 4. — L. W. Sabin, the prosperous Johnson street grocer, has added a large seven passenger Oakland to his equipment. - Mr. Sabin has been undecided for the past year just what kind of a car would be the most suitable, but now believes that he has the right one. He is considered one of the best chauffers, considering the time he has had to’ devote to the chauffership and as yet has met with no accidents or mishaps, doing no damage to the tele- phone poles or other numerous tar- gets which often get mixed up with a new beginner. Mr. Sabin is now fully’ equipped to handle his largely increasing trade with prompt dispatch. “If you get something for nothing don’t kick if it is worth no more than it costs.” James Melody, the popular soap salesman for Swift & Company, ex- pects to spend the Fourth of July with his family here. Wheatley Bros., the progressive Ashmun street cash grocers, who for the past two years have been dealing in automobiles more or less on the side, have accumulated more than they could dispose of at a profit so have put up their large touring car on the bargain counter at a price that would make a ford owner jealous. The Cornwell Beef Company was consolidated with the Saginaw Beef Company, Saginaw, Cornwell Beef Company, Petoskey, Saginaw Beef Company, Traverse City, Bay City Beef Company, Bay City, and Sagi- naw Beef Company, Jackson, on July 1, 1915, and the above mentioned companies will now be known as The Cornwell Company. “Don’t be content with doing only your duty. Do more than your duty. It’s the horse who finishes a neck ahead who wins the race.” The Canadian Soo celebrated Do- minion Day on a grand scale this year, the usual horse races for cash prizes and other sports being pulled off at the various tracks. The gor- geous street parade was the leading feature, and no signs of war were evi- dent during the celebration. The Cleveland Builders’ Associa- tion of Cleveland, who were schei- uled to arrive here on a lake excur- sion fast week, have altered their plans and will not arrive until later in the summer. Plans had been made by the Sault Ste. Marie Civic Club for their entertainment while in the city and it was somewhat of a dis- appointment to them to receive the news of the deferred visit. However, we shall be pleased to see them later. as the locks will keep and other items of interest cannot get away until their arrival. “Did you ever notice that the man who continually banks on his dig- nity soon overdraws his account.” The Bijou theater, one of our mov- ing picture houses here on Portage avenue, has undergone a complete renovation during the past few weeks. The proprietor, Charles DePaul, is putting in a show front that will be a credit to the street’: and add much to the appearance of the theater. The interior of the building has been remodeled and new equipment fur- nished throughout. A new Gold Fa- vor curtain screen was also installed which is supposed to be the finest made and is used by all modern play- hduses. An attractive canopy has been placed over the sidewalk in front of the theater and Mr. DePaul certainly is deserving of much credit in his enterprise which undoubtedly will be a financial success as well. Howard Demar, proprietor of the Demar Electric Company here, left last week in his large touring car for Des Moines, Ia., but having en- countered some bad weather and hav- ing an important engagement at Des Xu ARN AN TN \\\ on \ WNN ANAK ib \ 3 ie BUS ae = NO 8 “ W NEO ear ANCRCTRANNS aha N\ it SANS MICHIGAN TRADESMAN Moines where he had a bride-to-be waiting, he decided that the train ser- vice was more reliable than motor- ing over bad roads. From all ac- counts he. arrived at Des Moines on time, as a report sent to the Soo states that he was married to Miss Ruth Reno, daughter of Mr. and Mrs. L. H. Reno.,-Mr. Reno is one of Des Moines leading business men. The newlyweds are enjoying a pro-. longed honeymoon throughout the West and are expected home during the next month to ‘take up their resi- dence here. Their many friends are extending congratulations as Mr. De- mar was a general favorite in social circles in this city. Mr. Thompson, our leading physical director of the Y. M. C. A,, is not only a master of the physical art but has also been doing some figuring of late and now suggests that the man who must drink, have his wife buy a supply and retail the stuff to him. Should he live ten years and continue to buy booze from her, and then die with snakes in his boots, she will have enough money to bury him de- cently, educate the children, buy a house and lot, marry a decent man and quit thinking about him alto- gether, and as figures don’t lie, there may be more truth in it than poetry at that. A large delegation of De Tour busi- ness men were visitors in the Cana- dian Soo last week attending the Do- minion Day celebration. Among the prominent ones were Hon. James Mc- Donald, postmaster of De Tour, J. F. Goetz, De Tour’s capitalist, and A. Goetz, leading merchant at Gates- ville. It is reported that they all en- joyed the good horse races and from all accounts were well satisfied with their trip to the Canadian Soo. Charley Fields, the hustling cigar merchant on Ashmun street, was one of the busiest men during the week of the big celebration, as it was up to Charley to see that all due ar- “Little Buster” July 7, 1915 rangements were made to entertain the visitors and much of the success ‘of the celebration is due to the untir- ing efforts of Mr. Fields, who is al- ways on the job to see that there is nothing being overlooked, which ac- counts largely for so much being leit to him, knowing full well that Char- ley will be around and let nothing get away S: %G. Wilson, the well known stage man running between Pickford and the Soo for the past twelve years. has sold out his business interests to V. L. Lipsett of Pickford, who has secured the contract for carry- ing the mail between the Soo and Pickford, also taking in the Cedar- ville and Rudyard routes and Pick- ford, Stalwart and Pickford Stirling- ville routes. Mr. Lipsett has also se- cured the Gatesville-Pickford contract and has placed an automobile on this twenty-mile run. He will also operate an atito in connection with the big truck between the Soo and Pick- ford. The many friends and acquaint- ances of Mr. Wilson regret to lose him as he has given them an unin- terrupted service in handling the traf- fic between the above mentioned points, but Mr. Lipsett is also up-to- date, progressive man and assures the people of the best service and, as traffic is running heavier each year, the venture should be a profitable one. The good service will be ap- preciated by the numerous travelers on the road who depend upon the stage for transportation. There were ten weddings on record at the Soo last week and only one death, which goes to show that the Soo is progressing in the proper man- ner. The Soo Lumber Company, of which C. J. Byrns is general man- ager, received the contract to fur- nish the lumber for the new Soo high school, contracts for which were let to L. E. Chaussee of Negaunec. A Milwaukee firm received the con- POPCORN Shows you a profit of ninety-two per cent on your cost price Comes in full and haif cases. 48 packages to case. A repeater. or forty-seven plus per cent profit on your selling price. “LITTLE BUSTER?” is packed from a variety usually known as Hulless Australian Rice Pop Corn. variety. The hull is very thin and seems to disappear in popping; at least the hull is not noticed when eating. “It’s the Sweetest, Tenderest Corn You Ever Tasted” Try it yourself; you'll use it every day in your own home. sure to become a favorite. Fine profit. Tell Your Jobber to Send a Case THE ALBERT DICKINSON COMPANY It is really a Dwarf Rice LITTLE BUSTER is CHICAGO SaentAaee me beatin cane My July 7, 1915 tract for heating the building. Mr. Byrns is the only local concern that got in on the deal to any great ex- tent, which speaks well for the Soo Lumber Company, being one of our leading business firms in Cloverland, and in appreciation of the contract, Mr. Byrns furnished several thousand Indian caps which were distributed to the small boys of the Soo for the Fourth of July attire and one would think that all the young Indians were in evidence during the celebration. We understand that there is some talk of changing the name of the Charles postoffice, as there is a St. Charles postoffice in Michigan and the clerks get the two places mixed in distributing the mail. There is nothing the matter with the Soo team of the U. P. Pythian league which attended the conven- tion held at Menominee last week, as our Sooites again won the silver loving cup, being the trophy of the U. P. Pythian league. The Soo has been getting most everything that it went after for the past few years with the exception of stopping the war and we understand the peace committee is still working overtime. Mrs. Charles Allen, wife of Charles Allen, the leading, merchant at Nogi, spent the Fourth of July at the Soo, being the guest of Mr. and Mrs. F, A. Allison. The Rudyard creamery is receiving large consignments of cream from the farmers around Engadine, which is going to be quite an industry and a help to the agricultural interests in that territory. aT the grocery stores in Cloverland would only give the home creamery products a preference to outside concerns, it would mean ‘much to increasing our agricultural development whose success means so much to the Upper Peninsula. The quality of the home products that the creameries turn out is conceded to be equal to the best creamery man- ufacturers and it is up to the grocers to offer the Chippewa county cream- ery butter in this. territory as they are the men behind the gun and will find the customers only too willing to use the home product as long as the quality is satisfactory, which it certainly is. The Mackin Hotel at Cedarville has a new proprietor, J..McClintock arriving last Wednesday and has a large force of men putting things in shape for the opening, and it is ex- pected they will be ready to receive guests next week. The house has been thoroughly gone over and re- papered and will be appreciated by the many visitors and traveling fra- ternity. Mrs. W. H. Jones of St. Petersburg, Florida, will open a dairy lunch in the old Le Fleur building next week at Cedarville, and motorists and vis- itors will appreciate this new feature where hurry-up service is required. H. P. Hossack, the merchant prince of Cedarville, has added five new MICHIGAN TRADESMAN clerks to his summer business which is now opened up and great prepara- tions are being made for a large sum- mer’s trade at the Snows. The new Murray Hotel at Mack- inac Island opened its doors for busi- ness June 24, having been thorough- ly overhauled during the winter and the hotel put in first-class condition. In the same block Mrs. Kirchmire has opened her beautiful art store and the Murray dry goods and fur- nishing store also in the same block is now opened and ready for business. This, without a doubt, is the oldest established business block on Mack- inac Island, and probably the whole Upper Peninsula. Dominic Murray, who died at his home on the Island in 1902, and the father of the present Murray family now conducting the different branches of the business, opened a store on the present site which has been opened and continually doing business for sixty-four years. Mackinac Island is increasing in population very rapidly and for the past week many of the millionaire cottagers have been arriving from various parts of the United-States and are figuring on remaining at the Is- land during the summer as the scenes in Europe hve no attraction for them this year. William G. Tapert. ——_--0-——--— Sparks From the Electric City. Muskegon, July 5—How lonesome this week will be when we will not be able to see those good natured gro- cery salesmen on the road. Why? Because they have declared a vacation for ten days and will not be found until July 12. The Continental Motor Co. has pur- chased a piece of ground across the street from their present location for the purpose of building an additional plant to take care of their increased business. The motor company at the present writing are employing 1,650 men and working day and night. With the new plant in operation it is expect- ed to employ close to 4,000 men. The C. C. Fleckenstein Company, who manufacture leather soles, heels, leather sundries, etc., are going to build an addition to their present plant and will install new machinery. This industry is a welcome one to Muske- gon as the leather company looks to be one that will grow. Do not forget our next meeting July 17, will be an afternoon affair and the Senior Counselor will be there with his sleeves rolled up to take care of that carload of candidates which is coming. Get busy boys, we hate to fool Ernie Welton. We wish to thank the Detroit cor- respondent for his kind words said in behalf of our candidate, A. W. Stevenson for Grand Sentinel. A boost of this kind is appreciated high- ly and has a tendency to help Steve along. A large celebration of the Fourth was on hand at Lake Michigan Park. Milton Steindler. Questionable Value of Price Cutting Competition. Getting trade ‘by cutting prices is not always a winning game, nor is letting the other fellow take trade which he can get by such methods al- ways a losing one, according to the experience recently unearthed by the Southwest Commercial Bulletin of Los Angeles. “Some of the greatest successes in the retail grocery trade have built up staunch reputation and dependable successful trade,” it says, “which no price cutter can take away from them; by sticking to the regular price and using these added profits for advertis- ing and service, both built on the ba- sis of winning a reputation for de- pendability, quality and close atten- tion to the purchasers’ interest. “But, the question is asked, ‘Wha are you going to do if the man across the street is cutting prices? You must meet competition.’ Sometimes unquestionably this is true, but often the merchant fails to figure the ef- fects of his nearby competition intel- ligently. Here is an example: “A Los Angeles retailer paid 32 cents a pound for two or three of the standard package coffees and sold them at 40 cents a pound. His sales were about 600 pounds a month until his competitor across the street of- fered the same brands at 35 cents, The first impulse was to meet this competition. Then the merchant de- cided to try an experiment. He stuck to his price of 40 cents a pound and kept careful track of the amount of ’ business he lost. -price to 35 cents. 7 “These figures ‘compiled covering an entire month showed that the cut price across the street had reduced his coffee sales on these brands prac- tically half. “Figure it out. ‘Before his com- petitor started to cut prices he was making eight cents a pound gross on 600 pounds of coffee, or a total of $48 a month. The competition cut his sales to 300 pounds a month at 8 cents, and thus he was only mak- ing $24 a month. Suppose now that he had met this competition and thus kept up his volume but reduced his His gross profit on the 600 pounds would have been 3 cents per pound of $18. “Didn’t he make the correct move? He lost 300 sales—and_ sales_ cost money—but made $6 more than if he had met competition. It isn’t how much you sell but, how much profit you make that counts in the grocery business.” —_»+++—_—_ Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, June 30.—Creamery butter, fresh, 25@28c; dairy, 20@24c; poor io common, all kinds, 19@20c. Cheese—Selling well; new fancy 15c; new choice, 14@14%c; held fancy 154@16c. Eggs—Choice fresh, 19@21c. Poultry (live)—Broilers, per lIb., 22 @27c; cox, 11@12c; fowls, 16@17c; ducks, 14@16c. Beans—Medium, ‘ new, $3.35; pea, $3.25; Red Kidney, $3.75; White Kid- ney, $3.90@4;Marrow, $3. 75@éM. Potatoes—20@25c per bu.; new, $1.40@1.65 per bu. Rea & Witzig. —_++.—____ Some people give the impression that they believe every word they say. Hardware Stock For Sale We have on hand a good, clean, up-to-date RETAIL HARDWARE STOCK in a good location that we will sell at a bargain If you want to go in business this is a wonderful opportunity No. 7 Ionia Avenue, N. W. Grand Rapids Store Fixture Co. Grand Rapids, Mich. PROMPT SHIPPERS WINGOLD FLOUR RISES TO THE OCCASION WORDEN GROCER COMPANY Grand Rapids—Kalamazoo N % i | pagan (Unlike any other paper.) DEVOTED . THE BEST ree 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. July 7, 1915. GERMANIC GULLIBILITY. It did not require the official state- ment issued by the French Embassy at Washington to dispose of the ex- traordinary assertion in regard to American shells made by Prince Rup- precht of Bavaria in his recent inter- view. We have already pointed out the absurdity of his allegation that 50 per cent. of the shells used by the French against the Germans under Prince Rupprecht’s command were of American make. From the plain facts known on this side in regard to the shipment of shells, it was plain that either none at all,-or so few as not to be worth noting, had been used in any European operations up to the present time. The French official statement is absolute that “France has bought no shells of any sort in the United States since the beginning of the war.” American shells will un- doubtedly in the future play an im- portant part in the great war; but in the eleven months that have thus far passed, they have played almost no part at all. The point has a two-fold interest and importance. It is important first _ as bearing on the preposterous claim that the war would have been over long ago—over, of course, through a decisive victory for Germany—had it not been for the American munitions of war. Munitions of certain kinds have, of course, been going to the Allies from this country; but not either in quantity or in kind such as to have been of vital consequence. Moreover, the battle of the Marne, which turned the tide of German con- quest, was fought when the war was only a month old and when, conse- quently, American supplies had not begun to arrive even in small quan- tities. But even more interesting than its bearing on the facts of the war is the reminder that this incident fur- nishes of the appalling unscrupulous-. ness of German assertions relating to the vital facts of the situation, in all directions. Any guess, any shred of “evidence” however untrustworthy, any rumor, seems to be regarded by the highest of the German authorities as adequate ground for unqualified assertions of fact, and this without any regard to their inherent improb- ability or even absurdity. The Bel- aias Sonepiracy against Germany, the * MICHIGAN TRADESMAN “armed” Lusitania, the American shells mowing down the Bavarian troops—these are all of a piece; and it is a piece which stands quite by itself, a piece that can no more be matched in any of the other warring nations than can the superlative effi- ciency and completeness of Germany's military preparation. FIRST HALF OF THE YEAR. Taking all things into considera- tion, the first six months of busi- ness this year has not been so bad. It has been full of uncertainty and timidity, and more spotted than for years, due largely to war uncertain- ties. The main factor has been the desire to go slow in making purchases and to liquidate as closely as possi- ble. Expenses have been high, and profits in most lines small. Agricultural products have com- manded unusually high prices, and the prospects are for good crops and a large business this fall and winter. Money has been abundant and inter- est rates low, but banks have done fairly. Investment securities have re- ceived more attention, with industrial and municipal bonds receiving the most active. The recently noteworthy feature has been the increased activity in iron and steel, due largely to the war or- ders. The mills have increased their output in some instances 50 per cent. in the past six months and local steel mills are now running at about full capacity. War orders have been the real impetus and it is expected that this business will last some time. When the war buying subsides, reac- tion is to be expected, as those hav- ing them in hand are running at full capacity. Machinery has had a great increase in sales for making war sup- plies. Domestic business has increas- ed, and the output of pig iron enlarg- ed materially. Metal sales and prices have expanded largely to the highest in years, and stocks reduced. Rail- roads have bought more cars and lib- eral general supplies, and are in the market for more. Dry goods sales, both wholesale and retail, were affected by unfavorable weather conditions part of the time, but the aggregate for the six months is about an even break, with brighter prospects ahead. Shoe interests report decreases in sales of 6 to 10 per cent., due to general slowness in trade, while other lines have moved alonz in a fair way, with trade rather below the normal. Railroad earnings have fluctuated rather more than usual, but are making a fair showing. —_— A Western Kansas woman nearly caused the editor of a paper in a Mis- souri town where she was visiting to have heart failure. She asked the edi- tor if he minded if she carried away some dandelion seed. She “loves” dandelion greens and said they did not grow in her town. The editor was so surprised that he told the lady to camp right down in his yard and take all the dandelion seed she wanted, but his own opinion is that a town that has no dan- delions is not a town but heaven. Eee An ideal may be all right, but a square deal is usually better, GIVING A QUEER REASON. No one, so far as known, has been able to fathom the meaning of the order said to have been issued in the Province of Brandenburg, in which Berlin is located, prohibiting the use of cotton in the making of different kinds of cloths or fabrics. The al- leged reason for the order is that the material is so scarce that its use must be restricted to the making oi explosives. This is strangely remin- iscent of the orders issued earlier in the war preventing the making of bread wholly from wheat flour and the vir- tual confiscation by the German gove ernment of the supplies of wheat. That action, intended to excite sym- pathy for a people who were alleged to be in danger of starvation because of the British blockade, had the ef- fect of giving Great Britain a plausi- ble pretext for keeping out the food supplies frqm her enemy, it being as- serted that under the circumstances the food coming in could be consid- ered as being for army purposes. There might be good reason under ordinary circumstances for a protest against the British Order in Council declaring cotton contraband. But, with the alleged frank avowal that the use of the article was to be re- stricted to military purposes, a strong case is made out in favor of the Brit- ish action. It would certainly militate seriously against the success of any attempts by this Government to have Great Britain recede from the posi- tion she has assumed. Still, as Ger- many, while pretending to be in dan- ger of starvation for lack of wheat imports, has still managed to get along very well, it may be that the cotton scarcity there has_ likewise been exaggerated. The best evidences are that large shipments of the article found their way into Germany from Italy and the Scandinavian countries, whose imports of it from the United States were vastly in excess of those they had ever had in normal times. CUT IN COTTON ACREAGE. A smaller acreage has been plant- ed to cotton in the South this year than at any previous time since 1905. According to the Agricultural De- partment the cotton area now under cultivation is 31,500,000 acres, as com- pared with 37,400,000 acres planted in 1914; the reduction equals 1534 per cent. : Every cotton state has curtailed its planting, but by a very much smaller extent than was proposed during the hysterical days of last autumn. Even Texas, whose Governor in October recommended a bill punishing by jail sentence any one who planted more than twenty acres of cotton in 1915, cut its planting only 15 per cent. be- low last year. Georgia, whose Legis- lature considered a compulsory acre- age reduction proposal of 50 per cent., cut its planting no more than 15 per cent. South Carolina and Alabama made cuts of 17 per cent., Mississippi 12 per cent. Figuring on the not very reliable “arithmetical basis,” the New York cotton trade calculated from last week’s acreage report and condition estimate of the crop that something July 7, 1915 close to 14,000,000 bales of cotton are now indicated for the 1915 crop. Last year’s actual yield was 15,800,000 bales. If a crop of 14,000,000 bales is gathered that yield, even though the smallest since 1911, would still be larger than that of any year in history up to 1912, comparing with such totals as 10,500,000 bales in 1910 and 11,400,000 in 1908, years when much larger areas were planted than in the present year. EARNINGS IN STEEL TRADE. When the Steel Corporation report- ed net earnings of only $12,457,000 for the March quarter, following $10,933,- 000 in the last quarter of 1913, the steel trade was already predicting that, in the quarter ending with last month, they would exceed $20,000,- 000 and might reach $25,000,000. The three months having been completed, Pittsburg is estimating now, for the statement to be published later in the month, that earnings will turn out to be at least as near $30,000,000 as $25,- 000,000. They were $20,457,000 in the second quarter of 1914, and $41,219,- 000 in 1913. Such estimates are quite in line with trade developments of the past quarter. They were foreshadowed by the sharp increase of March, when the mills reached 67*per cent. of capac- ity, with a progressive increase later on in the spring.. It was thought conservative, two months ago, to pre- dict that the Corporation’s April earnings would be $7,500,000, and that a mere continuance of that rate with $500,000 added for profits on ore trans- portation in May and June, would leave $23,000,000 for the June quar- ter. These expectations have been more than realized, and the result will make the officfal figures itteresting reading. SMALL STOCK OF CORN. Where the 18,500,000 bushels of corn have” gone that were held in Chicago the middle of March is a puz- zle for the trade. It was claimed then that there was too much of it and that prices should go down to a level that would bring buyers in to take the winter-shelled corn, which was not wanted or likely to be. This stock has been reduced to nearly 1,- 500,000 bushels at the present time, and may go lower in the next few weeks. Stocks have disappeared with the demand from shippers and exporters what might be called really heavy ex- cept for one or two weeks. Most oi the traders have been bearish on the price being too high, and July has dropped over 15 cents from the high ‘point in February and re-acted over 5 cents. The trade here is bearisn and country bullish, the latter on the poor crop prospects. Some men _ consider lucky because they owe more than they can pay. There may be people who are smarter than you are, but you never meet them. It’s a shame what bad little boys think of good little boys. themselves’ eee July 7, 1915 JULY IN THE GROCERY. July is essentially a month for the pushing of hot weather goods in the grocery department. : Hence, the provision counter with its wide variety of “ready to eat” foods should be given a prominent place in the store arangements. There will be, during July, a double call upon “ready to eat” foodstuffs. First, the housewife, during the hot weather, feels strongly disposed to take things easy. She does not enjoy cooking over a hot stove. For that matter, cold meats, that come already cooked, are more ap- petizing than lines which require a great deal of preparation. Then, too, there is the demand for picnic purposes. The picnic or outing naturally calls for foods which can be conveniently carried and which are easily prepared. The grocer’s well-stocked provision counter is ready to fill the demand. More than that, the grocer carries in stock a wide range of timely foodstuffs —ready-to-eat cereals, fresh fruits, jams, jellies and marmalades, preserves, des- serts that can be quickly prepared, fancy biscuits, and similar lines. On the principle of giving the cus- tomer what he wants when he wants it— “he” including the great army of house- wives, who are the chief buyers—the grocers shou!d put all his pushfulness right now behind these essentially timely lines. Hie should give them a prominent place in the stock, should devote tg them a fair proportion of window display, and, through his newspaper advertising and personal salesmanship, should “talk up” summer foodstuffs. They will pay for talking up. The average housewife doesn’t appreciate her grocer’s possibilities as a summer ca- terer. Often the grocer does not ap- preciate his own possibilities, or the possibilities of his stock. It will pay him, now that he is getting his summer goods campaign under way, to stand off at a little distance and study the proposi- tion comprehensively; to size up the possibilities of his goods; and to figure out the best methods whereby to im- press these possibilities upon his cus- tomers, It pays a grocer to have a sort of working knowledge of new recipes, and new methods of using the old, familiar foodstuffs. There are housewives, for instance, who prepare cornstarch in the same old way, time in and time out. Under such circumstances, the average household is apt to revolt against corn- starch if served more than two or three iimes in a season. Yet the housewife who has studied the problem can use cornstarch in an endless variety of pud- dings, boiled and baked; can serve it in combination with fresh and preserved fruits, can flavor and color it with chocolate or cocoa, and impart an added touch by a sprinkling of cocoanut—and so on. What is true of cornstarch is just as true of rice, tapioca, sago, gela- tine, and similar desserts. Served end- lessly in the same old way, any one of them speedily palls; but the skillful cook can, by varying the treatment, con- trive out of the same old ingredients an endless variety of new dishes. Here is the grocer’s opportunity. He can do the “studying out’' of possibil-+ ities which many housewives neglect to do; and can pass on the resultant sug- gestions to those most interested. The immediate result is that he finds a sale, not merely for an added quantity of corn starch, rice, tapioca or whatever else is the main ingredient of the desert, but for the fresh fruits, preserves, co- coanut and other lines which go to make up a wide variety of successful desserts. This is not theory; it is practical busi- ness as successfully worked out in many large grocery stores. The manufactur- ers of jelly powders and other desserts realize this when they put out attractive recipe books. Recipes which show a variety of uses for a food. product in- evitably result in a wider sale of that preduct. The grocer can successfully co-operate with the manufacturer by as- sisting in the distribution of his book- lets—and this means, not merely leaving the booklets on the counter to be taken away, but by personally handling them to customers, with a tactful suggestion of the wide possibilities in the way of tasty desserts which they disclose. Similarly, the grocer who has studied the subject can suggest picnic menus to the excursionists, and tell the campers out just what in the way of commissariat service to provide, The preserving season is well under way in July; home grown berries are coming in, leading up to the later fruits; and the farsighted grocer will have long since arranged for his supply of fruits. Many merchants, by taking orders in advance for delivery at current prices, are able to gauge before ordering just about the amount of fruit needed; and thereby avoid losses through ordering too much. The grocer who is booking an order for fruit will, naturally, solicit the accompanying order for sugar, seal- ers, rubber rings, and preserving in- cidentals Preparation should also be made early in July for the spice and pickling season, which culminates later in the summer. Incidentally, a good many grocers are profitably handling soft drinks, and these, also, will be in season. They are attractive for display purposes, can easi- ly be kept clean, and fit in very neatly with the picnic and hamper trade. Fancy biscuits are timely, and can often be worked into tasty displays. The natural hot weather tendency is toward a slackening of business. Where the merchant’s response is a slackening in selling energy, the resulting effects are bound to be seriously felt. The merchant will find it better to liven up his advertising—newspaper and window display—and to devote his attention par- ticularly to’ catchy and seasonable ap- peals. For instance, “Foodstuffs that Lessen Labor” is a slogan which while appeal- ing to the dominant idea of the moment, helps to keep the grocer’s business up to the mark. “How to Save Work in Summer” will interest any housekeeper. Taking this as a dominant theme, the grocer can, in his advertising and win- dow display, ring in a good many varia- tions—the dinner or lunch put together with a minimum of effort, the picnic hamper filled practically without exer- tion, the saving effected in energy by the housewife who orders berries for preserving through her reliable grocer. MICHIGAN TRADESMAN Or, the merchant may take as his gen- eral theme “Keep Cool” and link it up with easily prepared meals, summer drinks, light desserts, and the various other ‘lines he is pushing. The advantage of selecting some such general theme and linking to it the entire season’s advertising is, that in the long run a cumulative effect is secured —an effect much greater than where the advertising consists of isolated, discon- nected appeals. Two points are important in July, and, in fact, throughout the summer months. The store should be kept clean. This means the exclusion, so far as is human- ly possible, of dirt and flies. The store should also be kept cool. This probably involves an electric fan, proper ventila- tion, and attention to appearances. Cool- ness in any store is often largely a matter of looks. One window display will pronouncedly suggest coolness where another will merely exaggerate the heat. Clean white cheesecloth has a potent effect in this regard So has anything white. PACKING THE PICNIC HAMPER. Picnic trade is an important item in the grocery department during the sum- mer months. July and August, when the warm weather is at its height, are the popular months for excursions. Many a housewife puts a lot of hard work into the packing of the lunch basket or hamper, never realizing that the family grocer can do much to lessen her labor. This hamper trade is worth catering to. At least one firm which has gone intelligently after this class of business has by this means alone built up a sum- mer trade far ahead 6f that done in other months. Yet summer normally shows a falling off, in the grocery busi- ness. Not merely does the grocer supply the goods which fill the hamper; he supplies the hamper itself. For many customers, an ordinary lunch basket will be good enough: but special picnic hampers, which come at a higher price, are also procurable in various sizes. With a stock of these articles to begin with, the grocer advertises, in effect: “We pack your picnic hamper. We save you all the work of preparing that picnic lunch. We fill your own hamper or supply you a new one; and we pack the hamper to suit your needs and your purse.” Window displays are helpful in ap- pealing to this class of business. Into these the window trimmer should inject some striking “outing” effects. A tent, a few sprigs of evergreen, a camp fire; or a log by the lake shore with fishing rods and lines and a bait-pail—such in- cidentals give the display a certain “at- mosphere” of reality very suggestive and appealing. With these incidentals for background, display your hampers “packed to suit any purse;” and use showcards telling just what is provided in each outfit in the way of menu. ‘From the grocery stock, a wide var- iety of menus can be devised. Bills of fare can be made up sufficient for a day at the nearest “beach” .or a week or a month in the backwoods, and priced accordingly. The articles with which the “hamper” can be filled are as varied as the stock itself. the purchaser. All depends upon Here are the suggestive lists; he goes over each of them and picks out what articles he wants. Then his list is packed for him, fresh, and delivered on the minute. There are some lines which may be included in almost every selection. Can- ned meats and vegetables, fresh and canned fruits, fancy biscuits, tea, coffee, liquors, soft drinks, and handy little articles such as corkscrews and can openers, are all available for the more extended outing; while a lunch basket packed on a smaller scale will be ample ‘for a day's excursion. The packing is largely a matter of practice; with a little training any in- telligent clerk should be able to do it much better than the individual cus- tomer, just as the practiced clerk can tie a parcel much more quickly, deftly and neatly than the average purchaser. This line of business is a comparative- ly new one; nevertheless it opens to the grocer and general merchant possibilities which at least deserve careful considera- tion. The methods outlined have been successfully used in at least one large city store, and could probably be adapt- ed to any community, large or small. Complaints have been filed by thirty-seven retail dealers located in New Jersey, Delaware, Maryland and Virginia with the Federal Trade Com- mission against a department store in Philadelphia. Unfair store prac- tice is the charge and the case has been brought as a test. The Ameri- can Fair Trade League gathered the evidence which has been submitted to the commission. The department store is charged with inducing cus- tomers of the complaining stores to open accounts by offering to sell underwear at cut rate prices. These prices can be obtained only by open- ing a charge account. The decision of the Federal Trade Commission will be of importance to the small dealers and the department stores of the country, all of whom are inter- ested in the test case. In his speeches since resigning from President Wilson’s cabinet Mr. Bry- ah is making a specialty of scolding the newspapers. If that affords him any pleasure it is entirely a satisfac- tory proceeding, because it does not hurt them. It is very common for politicians to find fault with what the newspapers print if it does not suit them. He is only doing what others similarly circumstanced have done before and probably will keep right on doing as long as newspapers and politicians exist. That the former are not very much exercised or dis- turbed by the attacks is evidenced by the fact that they unblushingly pub- lish Mr. Bryan's criticisms so that he can have the full benefit of wide pub- licity for his remarks. see eiaetanaciien Alpena is anxious to have the nine mile gap in the Boyne City, Gaylord & Alpena Railroad completed and an interview with the Michigan Trust Co., receivers of the road, discloses that the work is likely to be done this fall, giving train service between Grand Rapids and Alpena. 10 MICHIGAN TRADESMAN July 7, 1915 GOOD MAN GONE. Death of James R. Wylie, Banker and Manufacturer. ‘James R. Wylie, long identified prominently with the business inter- ests of Western Michigan and widely respected because of his sterling char- acter, passed away last Wednesday evening at his home, 74 Lafayette avenue, after an illness of two years. Pernicious anemia was the cause oi death and the end had long been fore- seen by relatives and friends. The funeral was held at the family resi- dence Friday afternoon. Interment was in Oakhills. : Biographical. James Robert Wylie was born Oc- tober 14, 1849, on a farm in Martin, Allegan county, of Scotch-American parentage. He was educated in the common and high schools of his na- tive county, remaining upon the farm until he attained his majority, when he engaged in business for himself, conducting with Thomas H. Shepard a general country store at Martin, under the firm name of Wylie & Shep- ard. This firm built up an extensive trade and conducted a successful and prosperous business. After a few years of active experience in the mer- cantile business, Mr. Wylie disposed of his interest therein and entered the law department of the University of Michigan, graduating therefrom with the class of 1878. He immediate- ly engaged in legal practice in the city of Grand Rapids, continuing same for several years. In natural abili- ties, sterling character, legal learn- ing and business experience, he was thoroughly equipped for a legal career and soon became recognized as one of the strong, active and capable young men of his profession in Grand Rapids. In October, 1879, he was married to Jeannette C. Curtis, of Richland, Michigan. Two children were born of this union — Isabel, now Mrs. Archie McLeod, and a son, Curtis. All survive. In 1882 he went with his brother- in-law, William L. Curtis, to the growing country of Northern Michi- gan, and located in Petoskey, where he became engaged in the banking business as a member of the firm of Curtis, Wachtel & Co., and was also interested in a small banking business at Kalkaska under the name of Wylie, Bleazby & Co. Some time later Mr. Curtis and Mr. Wylie purchased the interest of Mr. Wachtel in the bank- ing business, and until 1893 they. con- ducted it under the name of the Pe- toskey City Bank, and also estab- lished and conducted a banking busi- ness at Harbor Springs under the name of the Harbor Springs Bank. They rapidly built up an extensive and profitable business in these places, the Petoskey City Bank being suc- ceeded by the present First National . Bank of Petoskey. In 1893 Mr. Wylic sold his banking interests in North- ern Michigan to his partner and his partner’s son, and returned with his family to Grand Rapids, where he again took up the practice of law, forming a partnership with George Clapperton under the firm name of Wylie & Clapperton. This firm did a general legal prac- tice, Mr. Wylie remaining with it until he assumed the manage- ment of the National City Bank of Grand Rapids, taking the nominal title of Cashier, but really acting as Presi- dent as well, owing to large outside interests of the late President Luce, who was able to give the Bank very little personal attention and relied implicitly on the good judgment and conservatism of his associate. On the death of Mr. Luce Mr. Wylie became President in name, as well as reality. When the time came for the merger of the Grand Rapids National and Na- tional City Banks the officials saw in Mr. Wylie one who was eminent- ance. In financial affairs he was ac- tive, capable and _ progressive, but conservative and safe, being disin- clined to speculation or the taking of risks beyond such as are reason- able and necessarily incident to the safe management of money and of business enterprises. By reason of his ability, integrity, sound judgment and conservatism he commanded the unreserved confidence of all who knew him. Mr. Wylie always took great inter- est in public affairs and in formu- lating local legislation in which his city or town was interested. He was never an active politician or an office seeker and never held a salaried pub- lic office of any kind. He was for years an active member of the Board The Late James R. Wylie. ly fitted for the work and he took a leading part in the changing of the two institutions. He was. elected President at the completion of the merger into the Grand Rapids Na- tional City Bank. December 15, 1914, Mr. Wylie was forced by failing health to resign the Presidency of the institution and his death now pre- vents his witnessing the establish- ment of the Bank in its beautiful new home on Campau square. In addition to his relation with the National City and the Grand Rapids National City Banks Mr. Wylie at one time was President of the City Trust and Savings Bank and he was a di- rector in the Widdicomb Furniture Co. Mr. Wylie possessed legal and financial ability of a high order. He was a man of positive strength, clear judgment and unquestioned integrity, and stood in the first rank among the professional and business men of this city, He achieved distinctive and solid success th: ough _ ability, character, hard work and_persever- of Education at Petoskey and was President of that village during the last year of his residence there. He was appointed the first President of the Board of Poor Commissioners of Grand Rapids and during his term of office, under his active direction, the entire management of that depart- ment was most thoroughly renovated, reformed and organized along the lines of charity organization princi- ples. He subsequently served as Vice-President of the Charity Organ- ‘ization Society and a trustee of the Union Benevolent Association of Grand Rapids, and a trustee of Alma College, Michigan, taking an active part in those lines of public work. In religion, he was a hereditary, active and loyal Presbyterian and an elder in that church. Mr. Wylie was a man of attrac- tive and winning personality, of force- ful character, affable, genial, com- panionable, commanding the respect and regard of all who knew him. He was a distinctive type of the active, progressive, influential and successful man of affairs and a positive force in the business, civic and social life of the city. An Appreciation. James R. Wylie was an extraordinary man. He was a man of unusual ability and sterling worth. Because of these qualities, although quiet and undemon- strative by nature, he was a conspicuous figure in the life and’ affairs of his com- munity. Stricken unto death in the fullness of his physical and mental powers at 66 years of age, his active life covered a full half century. He was born on a pioneer farm in Martin, Allegan county, Michigan, in 1849. He was of Scotch ancestry, and the neigh- borhood in which he was born and reared was composed largely of Scotch people. The farm on which his boyhood years were spent was a choice quarter section, a portion of which is now occupied by the village of Martin. Dur- ing his boyhood he saw great forest trees of beach and maple, and walnut and elm disappear and fertile fields de- velop. The strong and active years of his early life were devoted to the con- tinuous and arduous work of the home- stead farm which was one of the best and most successfully cultivated in his township. He followed the furrows, tramped through the corn rows and dreamed of the life and activities of the great world outside. He was ambitious. Thie early experience contributed largely to his splendid health and vigor, his mental and moral development, his habits of industry and thrift and his conception of the common life of the people, qualities which conspicuously characterized the years of his subsequent larger activities, His earliest recollections were of the stirring and tragic scenes of the years immediately preceding and of the war of the Rebellion which Jeft a strong and in- delible impression on his mind, contribut- ing to the intense spirit of patriotism for his country, its instituticns and people that characterized his mature life. A marked event of his boyhood was a journey by wagon to Kalamazoo, a distance (great in those days) of twenty-five miles, where he heard Abraham Lincoln of Illinois, address the earnest multitude. Up to about the time of his majority, the rattle of the stage coach on the old plank road that passed along in front of the farm, the sole line of transpor- tation between Kalamazoo and Grand Rapids, was familiar to him as he went about his daily tasks. He saw the con- struction of the Grand Rapids & In- diana Railroad along the other side of the pioneer farm This was the first railroad built north of Kalamazoo, and was a notable event, contributing largely to the material progress and expanding life of his community With its advent passed the old coach and four and village tavern and activities thereby maintained. The local community in which he lived was conspicuous for its activity, its substantial development, its educa- tional and church life and its sterling citizenship. Its people were devoted to the steady toil and activity of the build- ing of a community out of the virgin forest. ; Se 4 See Se Laan —— meee July 7, 1915. As a boy “Jimmie” Wylie, as he was familiarly called and popularly known, was conspicuous for his high character, influence and activity. When ‘he was about 17 years of age, he with “Tom” Shepard, a boyhood friend of the same community established and for several years maintained a general store in the village of Martin, he at the same time carrying on his part of the farm work. This mercantile venture was a notable success, the young proprietors being able, industrious and popular and having the entire confidence of the people of their community. Later on he entered the Department of Law in the University of Michigan, graduating in 1879. He located in Grand Rapids and engaged in the prac- tice of law with the Honorable William B. Williams of Allegan, who had been Judge of the Allegan Circuit Court and Congressman from this District, under the firm name of Williams & Wylie. His strong legal mind and attainments, his practical experience and personal worth commanded immediate recogni- tion. He continued the practice of his profession in Grand Rapids until 1882, when he engaged in the banking business at Petoskey, attaining during the decade of his residence there marked success and a reputation in banking affairs that extended throughout the State. In 1893, he returned, to Grand Rapids and re- sumed the practice of law in association with George Clapperton, under the firm name of Wylie & Clapperton. This association continued until 1898 when Mr. Wylie in response to the urgent solicitation of friends and _ associates who recognized his force, experience and ability in financial affairs, reluctantly and finally gave up his professional life for which he was eminently fitted and became associated with the City Na- tional Bank of Grand Raipds, first as Cashier and later as its President. When that institution was combined with the Grand Rapids National Bank under the name of the Grand Rapids National City Bank, Mir. Wylie became its Presi- dent and continued his active association with that institution and the City Trust & Savings Bank until the time of his last illness in 1914. He was also during this period actively interested in and associated with several other business institutions of Grand Rapids. Mr. Wylie was distinctively a man of affairs. He was a diligent student and a clear thinker along the lines of practical problems. Few men had a broader or more comprehensive grasp of our financial and industrial sys- tem or a more intelligent and practic- al knowledge of its effect upon the common welfare. He had firm faith in the industrial and economic system of the country based upon the rights of private property and contract and personal and associated endeavor in promoting the progress and welfare of ali the people. He was a consist- ent advocate and teacher of personal industry and economy among his fel- low men. He was not an_ ordinary routine banker but an original and progressive faetor in banking and business affairs in the broadest sense, keen, intelligent, studious, thought- ful, courageous, far-sighted, of sound and self reliant judgment, appreciat- MICHIGAN TRADESMAN ing fully his responsibility to his in- stitutions and the community in which he lived. He was a wise and patient advisor and counselor in large and small affairs. -He would cheerfully give to the man of small means and income, equally with the man of larger opportunities, the benefit of his knowledge, judgment and experience. He had a broad and intelligent con- ception of the true mission and re- sponsibility of a banker and financial advisor in connection with the affairs of men, and became a positive and practical force in the business devel- opment of his ¢ity and State. Men of large affairs and small affairs had implicit confidence in his intellectual. financial and moral integrity and sought his advice and assistance which was always given in an unstinted and unselfish measure. He was a man of lofty ideals in professional and business as well as personal life, and his primary pur- pose and ambition was that of prac- tical service and helpfulness to others. He derived great personal satisfac- tion and ‘delight in being helpful to men bearing industrial and business burdens, inspiring confidence and cour- age and aiding them to help them- selves in their several tasks and re- sponsibilities. He was glad of the successful efforts of other men and the general growth and development of the community. He was a good and influential citi- zen of high and practical ideals, pub- lic spirited, devoted to practical work for social betterment and educational and charitable purposes. bringing to his association with them the same clear, thoughtful effort that. charac- terized his business life. He was of the class of men that Emerson liked best, “the strong and worthy persons who support the social order without hesitation or misgiving.” He had a profound and _ practical grasp and knowledge of the affairs of government, National, state and mu- nicipal, and devoted much of his time and clear thought to their consid- eration. In short, as a citizen he was deeply and actively interested in every practical work and enterprise, the ob- ject of which was to promote the common good. But it was not the outer life of this man of affairs, eminently suc- cessful and demanding the admira- tion and confidence of all who knew him, but the inner life of this splen- did man that was the measure of his great worth. He was a man of sterl- ing character, of steadfast integrity, high ideals and rare purity of life and every person who became acquainted with him, knew it. Of him it may justly be said that he followed de- votedly throughout all his life and experience among men the ideal of the Psalmist “As for me I will walk in mine integrity.” In example, precept and activity he was of the highest type of Chris- tian gentleman. His true nobility of character, his genuine worth and pur- ity of thought and deed were as ap- parent to all who came in contact with him as were his charming per- sonality and his delightful companion- ship. By nature and in his life he was genuinely democratic. The only no- bility he recognized was that of gen- uine personal worth and merit. A man of broad and tender sympathies in close touch with the common life of men with which he had always been associated, he abhorred class distinction. He looked level with his fellow men. He was exceptionally free from personal vanity and selfish pride, so big of mind and heart that such elements could find in him no abiding place. His business, intellec- tual, social, moral and religious stand- ards were high. Successful in busi- ness, he still regarded accumulated means as a trust to be faithfully and efficiently carried out for the common good. He had a supreme contempt for ostentatious and vain display of wealth, and a most sensitive regard for the feelings and burdens of other men, and tried to so live as to cheer, encourage and uplift and avoid the appearance of anything in his con- duct and attitude that might offend, discourage or arouse’ the envy or prejudice or others. He was in the fullness of his great nature devoted to his family. His home life was ideal. To those he loved and left behind the memory and influence of that life is a price- less heritage. He was a man of deep religious convictions. His character was built upon the foundation of abiding faith in the eternal. Next to his home and family, his deepest affection was cen- tered in his church. He came of a long line of Scotch Presbyterians, and 11 was most earnestly devoted to the faith and doctrine of the Presbyterian church. Inheriting the faith and blood of the old Scotch Covenanters he was yet broad and liberal in his personal views and most tolerant of the faith and views of others. Few men could give better reasons for the faith that was in him. For fifty years he was actively devoted to his church and its work and few pos- sessed greater or more practical knowledge of its faith and doctrine, its government and policy. Perhaps few of the active men with whom he was associated in the busy and stren- uous life of modern days, although familiar with his personal life and convictions could appreciate fully his active connection and steadfast devo- tion to his church as an institution in human affairs. The superficial and unthinking might see in him only the successful man of affairs in an age of strenuous activity and development. but those who really knew him could not fail to understand that in everything, his professional and business life, his cit- izenship, his social, educational and religious activity, he was animated primarily by the desire to do good in the world and to that principle and purpose he devoted himself unspar- ingly during fifty strenuous years. He was too big to adopt the superficial standard of “making good” in the or- dinary sense, but followed that of being good. James R. Wylie was an extraordi- nary man. George Clapperton. DER a Terms OL ONLY Do You Realize That “White House’’ IS The most TREMENDOUS Coffee-Merchandis- ing proposition of this era of public demand for food products that give full measure of perfect satisfaction? It’s time you did; and time you availed yourself of its advantages. Distributed at Wholesale by Judson Grocer Co., Grand Rapids, Mich. 12 MICHIGAN TRADESMAN July 7, 1915 THREE ESSENTIALS To the Building Up of a Ribbon De- partment. Successful ribbon department man- agement, as a means of attracting and remaining “supreme” as “The Ribbon Store” of your city, is made possible by a correct classification and inves- tigation of the adjuncts necessary for success. Of these there are three namely: Buying— Display—Selling. Buying. Consider only well-known and rec- ognized staple lines, such as the manufacturer would have complete stocks of at all times. Pay one- eighth or one-quarter cent line more than your competitors, if nec- essary, in order to deal with a mak- er whose stocks are evenly balanced and kept up in shades and width as- sortments. This increase in the price paid gives you an advantage from the start, a better quality; your stocks will be in better shape; and your neighbor will sell at your prices rib- bons of an inferior grade, and the chances are his showing of colors and widths will be incomplete dur- ing the entire season, for having pat- ronized a producer whose lines will probably run irregular or whose fa- cilities for prompt shipment are in- adequate. Remember it is not the original purchase that “proves the profit,’ but lines wherein subsequent orders are to be furnished promptly when the busy seasen is on and filled in their entirety, or nearly so, when really wanted. Conditions in the commercial world are so unsettled from time to time that it does not pay to consider for an instant any firm which cannot take fairly reasonable care of its re-orders. No matter how much lower _ their prices are, you'll never make a profit from the ribbons that, in some cases, will probably remain on Back Order until the season is over. Some manu- facturers boast “that business is par- ticularly good when they have an ac- cumulation of unfilled orders,” but a little .study given the situation di- vulges the Loss in Profits to the mer- chant and is not relished by him no matter how pleasing such a situation is to the manufacturer. If he has a chronic habit of hold- ing back and is unable to supply when the goods are wanted, deal with a live one, whe keeps tabs on Fashion’s Mystic Moves, and who is doubtless in better shape to supply your needs. A very successful retailer once wrote to a manufacturer: ‘We order what we want and we want what we or- der.” The method to be followed in buy- ing to-day is quite different from what it was a few years ago. Then, we plunged on staple ribbons; the _ novelty or fancy end of the business was hardly well developed. To-day, staples are to be bought from hand to mouth—not that we are to neglect this important end of the business, but these necessary staple things should be among the orders sent out in each evening’s mail and should never be left over until we have a large or- der to place. The staples should be ordered regularly, systematically, and in minimum quantities, but daily if necessary. Our real increases in sales are to come from the forcing of fads, Rib- bon Items that are having a “call” at the moment. Never was there a time when novelties, of peculiar “off” shades, or certain weaves were more in the lime-light. By the attract- iveness of your display of these much- wanted things you will interest new customers, and the sale of staples will also increase as the department develops. It is the novelties, how- ever, that set the pace, and the staples being the backbone of the depart- ment will trail along and determine the volume of annual business pos- sible. By going easy on staple or- ders you have the “allowance” left to buy all you may need of the “wauc- ed novelties.’ The wise manipulator would force sales on these ‘“faddy things” from the time the demand appears, keeping of course, at all times, the thought that they’re liable to drop out over night. When the “fad” is on have it and have it a plen- ty, and at times when your competi- tor is worried perhaps over his sotirce of supply. Give your staple business to reliable firms who keep apace with fashion’s demand, for such houses are more likely to aid you when “fads” are in favor, and are deserving of at least a goodly portion of your busi- ness. As your bttsiness improves maintain this enviable reputation each season, by showing a classy, tasty, se- lection of fancies and novelties. Each season’s showing should be more im- portant than any of its predecessors. These novelties should be selected with greater care year after year, getting the best things from foreign mills and the foremost American manufacturers whose lines are in keeping with your store’s demands. Be sure to remember that a few things, no matter how costly, can be handled “if not for profit’s sake” in the interest of favorable comment towards the department. These things, bought to tone the depart- ment, although only half are sold, are a splendid investment and will tend to keep your. department head and shoulders. above the average ribbon stocks. Displaying. The most attractive ribbon depart- ment to-day, shows stocks grouped according to color. One _ mistake, common to most departments, is so- lidity of display. I have seen six and eight floor cases, in front of a depart- ment, loaded down with full pieces of ribbons, either put in on fixtures or stood up en masse. For the gro- cery department this would be a splendid arrangement, but for dainty, beautiful, silky ribbons—never! If it is absolutely essential that some of the front cases be used as stock or selling cases, by all means alternate the arrangement. Have one for stock, the next for display—and so on—using every other case, no mat- ter how many, for display purposes. These displays can be easily arrang- ed. Place three open bows upon as many stands, one in the center and one in the ends of each case, and in the intervening space place a few bolts, one above the other, in pyra- mid shape. Use not over fifteen ‘pieces of tibbon. to.each case in- eluding the and made three pieces opetied into bows with long Streaming ends. This will make a dainty, attractive display and will ease the stiffness of the adjoin- ing stock cases. If the front stock cases contain solid colors, let the dis- play cases be of a single color to the case, using the prevailing solid shades in greater demand, such. as putty,, Gettysburg grey, mountain blue, Oregon green, etc. Each sea- son, as you know, has its favorites. Care must be given the color select- ed, however, that the shade used may not clash with the ribbons in the ad- joining cases, If fancy ribbons are in the adjoining stock cases use fancy ribbons for the display. It might be a good idea, when putting in a show window, to tse these scarce solid shades, in contrasting arrangement for the background, with a self-color to relieve the stiffness and to show rich and handsome novelties in the front of the window. If it is a front show ease you ate about to rim, al- ternate weekly between a solid case of Palm Beach, Delaware Peach, Tip- perary, Arizona Silver, Belgian blue and a case of warp prints or other novelty ribbons. Retnember, a solid one-color case is advisable for every other week’s display. Even on top the counters, when dis- playing either fancies or solid shades, group the predominant shades of a certain color in fancies; and carry out the one-color idea in solid shades whenever possible. The only depart- ure permissible is: if it is checks you are showing have the entire showing of checks, irrespective of color. If stripes, let the full display stand be stripes; and never attempt to combine checks, stripes, and plaids, for such a display could only be likened to the coat that Jacob wore. Never leave a certain lot of rib- bons in one place for an indefinite pe- riod. The same customers are com- ing into your store, some of them daily; and while you may be having a successful sale on this or that par- ticular item, it is well to change the showing frequently, that the pa- trons of the house may see something new and of interest on each visit. If price-marks are to be used at the de- partment, they should be small and neat. Sometimes a_ tersely-worded show card on a specially attractive lot of ribbons, suggesting their particu- lar use, would increase sales surpris- ingly, Have at all times, if possible, some- where near the department one or two bargain tables where speciaily bought merchandise can be offered; two tables, preferably, one for 17 cent or 19 cent ribbons, the other for 25 cent specials. Special lots of a higher price should be displayed at the department, although I do not favor ribbon jobs that you would have to sell for more than a quarter. The store that could sell higher priced jobs does not need jobs at higher prices. They conflict with regular lines. On the two bargain tables re- ferred to, have every shade and qual- ity yott carry in regular stock. Let the people form the habit of looking here for popular priced ribbons; and maintain this reputation by showing the widest width procurable of a ser- viceable taffeta ribbon, and the widest width of medium weight satin taffeta ribbon you can buy to sell at these prices, together with the usual show- ing of stripes, checks and warp prints that can be had from many reputable makers and sold at a profit. This ar- rangement gives more space at the regular department for customers seeking higher priced goods. Selling. The ribbon department is positive- ly no place for untrained help. While we realize that a certain percentage of help in any store must be of the “green” variety, surely the “shade of service” does not harmonize or con- trast with the beautiful and dainty things offered there. There is abso- lutely no place here for the sales- person unaccustomed to selling, Put her in the neckwear, where all is neckwear, or in the notion depart- ment, where hairpins and safety pins are but pins; but never in the rib- bons, where she_ is likely to offer “blue of a heavenly hue” for the much-wanted Belgian shade, or or- ange to the searchers of Tipperary. She is not sure of herself and ap- pears ridiculous in the eyes of cus- tomers. This type of help is quite irritating to the department head as well, and is a wedge in the “Wheels of Progress” of any ribbon depart- ment. Get familiar with your stock, for no salesperson looks so much out of place as the girl behind the rib- bon counter who does not know where every item is kept and who is unable to lend suggestions to the woman who has searched the town over for a particular shade in a cer- tain weave or width. This unposted, inexperienced person will be the cause of more unfavorable comment, and will do more to injure the help of standard of the department and the store than can be offset by a host of clerks, who are capable and ever ready to assist a customer in mak- ing her selections. When such a cus- tomer really discovers that she has been aided in the task of shopping by an able employe, this fact alone in- spires confidence; and then _ trade building is more important than trade getting. Remember, that not all the smiles belong to the favored few that we style regular customers. Court- esy, polite treatment and competent attention is due all customers irre- spective of rank in life. They honor you and your stcre by their patron- age, and deserve like treatment at your hands. A feeling of uniform courtesy, which aims to encourage a hearty co- operation of energy and usefulness, is needed in the promotion of your department. Forge ahead along the lines I have planned, for after a de- partment is well under way, aspira- tion will feed it, and enthusiasm will keep it truly significant of its name— “a Live Ribbon Department Indeed.” James McConnal. July 7, 1913 MICHIGAN TRADESMAN 18 [| The Knack — a of the Miller Has much to do with the success of the flour. Given the same mill and the same wheat and two millers will not make flour alike. Our miller has the ‘‘knack.” He’s had it for thirty years and so because of his knowledge, his ex- . perience and his judgment combined with the proper “knack” he has been able to make the quality of : ILY WHITE ‘‘The Flour the Best Cooks Use’’ Distinctive. oa Many flours look alike to the ordinary person, but they are all different and even the expert is puzzled sometimes to tell the difference in quality by the appearance. 2 But there’s a vital difference just the same which shows up in the baking. We eat things because we like them and the better the flavor of the bread is, the more we eat of it. Lily White makes good tasting, light and nourishing bread. It is de- livered always in tightly sealed, sanitary sacks. | Valley City Milling Company | Grand Rapids, Mich. Tuis Is a reproduction of one of the advertisements appearing In the daily papers, all of which help the retailer to sell Lily White Flour: 14 DETROIT DETONATIONS. Cogent Criticisms From Michigan’s Metropolis. ' Detroit, July 5—Learn one thing each week about Detroit: It would take a solid train of freight cars twenty-five miles long to haul the output of a De- .troit salt company. Ex-President Diaz of Mexico led a a most extraordinary life; his passing was also remarkable. He died a natural death. A. C. Kaiser, Sr. of the Kaiser Laun- dry, 214-216 Catherine street, has be- gun operations for the construction of a brick laundry one story high, 50 x 105 x 16. Foster J. Mansfield has opened a shoe store at 499 Grand River avenue. Glen Lavin, formerly with Burnham, Stoepel & Co., whom he represented on the road for a number of years and now with the Los Angeles Notion Co., of Los Angeles, Calif., is spending a few days in Detroit visiting friends and relatives. “P. M. in U. S. Court assails 2 cent passenger fares,” reads the headlines in a daily paper. No one ever expected the P. M. to make love to two-cent fares. Herbert D. Murray, probably one of the best known dry goods salesmen trav- eling on the main line of the Michigan Central has resigned his position with A. Krolik & Co. and has accepted a position with Guy Brewster Cady, ad- vertising specialist. Mr. Murray began his road career twelve years ago when he was in the employ of Strong, Lee & Co. and when that firm liquidated some two years later, the stock being purchas- ed by Burnham, Stoepel & Co., he, to- gether with the different road men of the old concern, continued in their former capacities for the new house, the territories being slightly changed so as not to conflict with the regular men who were then with Burnhams. He con- tinued with Burnham, Stoepel & Co. for nearly ten years, until about fifteen months ago, when he resigned to accept a position with A. Krolik & Co., for which firm he continued to cover his old territory. He is a member of Detroit Council, No. 9. and has been one of the most active in its steady and healthy growth. He_has he'd the honor of passing through the different offices in the Council and had he desired could wndoubtedly have been elected an officer in the Grand Lodge. He will spend the greater part of his time for the new firm calling on the city trade, but will make occasional trips over the territory where he is so well known. Although the business is new for the time being, the many friends of “big Herb” are a unit in predicting that he will prove a suc- cess in the new field. He will specialize in novelty advertising, calling on the trade that are considered large users and judging from what we have heard already, Herbert is making large out of mediocre advertisers. Mr. Murphy. of Murphy & Jackson, Bloomingdale, was in Detroit last week in the interests of the company’s general store. The C. F. Smith Co., owner of a chain of grocery stores, has let contracts for the construction of another large ware- house to be built on West Grand boule- vard. The Smith company are pioneers in the chain store idea and have proved highly successful. Everything comes to him who waits, at least what Charlie Kalanquin of the Wenona Hotel at Bay City waited for came. And all he wanted was Fame. Of course there are many and devious ways of acquiring renown, aside from the honor of having the heirs receive a check and a medal from the Carnegie hero fund. The Biddle boys and Jesse James became famous and had the old time type setters working nights “setting wo’ stories of their daring escapades, But Charlie did nothin~ that would call for the wrath of the low on his head, oh no, he found a much softer way of bouncing into the headlines of a daily paper, besides with the modern method MICHIGAN TRADESMAN in vogue in newspaper offices it doesn’t require but a second or so to set up a whole story—at least Charlie’s story was one of that kind, because they had to set his Christian name but once. To make a long story short Charles, who happened to read a patent medicine ad- vertisement concluded he had just what the advertised medicine could cure. He secured two bottles and lo and behold, a remarkable change took place—that is, so the story goes—instead of—well, any- way, he was again a well man for the first time since the medicine advertise- ment said he was sick. But our friend was far too wise to give his testimonial without receiving some compensation in return besides just the plain every day fame-of a name in headline type. His reward came in the mention in the tes- timonial that he was a valuable and trusted employe of the Wenona Hotel. Now everybody is happy—we, because we have this story out of our system, the management of the Wenona, because they have found out that Charlie is so valuable to them and Charles is happy because the boss read how good he really was. , The Walker Bros. Catering Co. has approved the contracts for the construc- tion of a two-story restaurant on Mich- igan avenue near First street. Morris Shatzen, city representative for A. Krolik & Co., has opened a dry goods and furnishing goods store at 339 Kercheval avenue under the style of the Quality Shop. Mr. Shatzen will continue with the firm as heretofore. The long looked for in Saginaw has become a reality at last—a new and up- to-date hotel. The New Franklin Ho- tel owned by H. R. and P. A. Shares, owners of the Wenona Hotel in Bay City, is the last word in modern hotel equipment. Every room has a bath, the majority with showers, a new sprink- ling system in each room and large airy sample rooms for trunk men. The building itself is one of the most beauti- ful in the city and the thanks of the citizens in Saginaw are due the new proprietor for their push and enter- prise. Fred Bizel, well known to the traveling public, is active as manager of the new hotel, which means another assurance, that of good service. Coin- cident with the opening of the Franklin is the announcement of the opening of the New Mertz Hotel near the Michi- gan Central depot. The Mertz is also up-to-date in every respect. The news appeared in a Saginaw paper last week of the decision to build a modern hotel on the site of the old Bancroft. If this is true it will mean much to Saginaw. Good hotels bring many visitors to a city and the comment caused by these people proves beneficial in many ways to the community in which the hotels are located. L. E. Kirsten, in the advertising de- partment of the Detroit Stove Works, is responsible for the following. “Some people are so sensitive that when you call them ‘Honey’ they break out with the hives the next morning. E. H. Snow, Buhl Sons & Co., motor- ed to Detroit this week from his home in Grand Rapids. Mr. Snow was ac- companied by his wife and will spend a couple of weeks in the city. About 1,000 traveling men attended the annual convention of the Millinery Traveling Men’s National Association he'd in Detroit last week. H. H. Coll is; President of the Detroit Post and C. E. Bonan is Secretary. C. E. Karber, dry goods merchant, 208 Chene street, is enioying a trip through the Southern States. Two men entered Borth Sanders’ clothing store at 1446 Woodward ave- nue late last Saturday night and while Mr. Sanders was looking for some goods they asked for, seized him and attempted to bind him. He fought so hard, however, the men ran away without getting anything of value, but leaving the proprietor of the store in a badly battered condition. John R. Wood, eminent and expert railway guidist, announces that the July issue is from the presses and ready for sale. If some of the girls would devote the same energies about the house that they do in chewing gum—well there’d be a lot more work done at home. Miller & Alforis have opened a men’s furnishing goods store on Gra- tiot avenue. The department. managers of the J. L. Hudson store held a banquet at the Hotel Statler last Friday evening and formed an association for both social and business purposes. The Hudson store in no small manner owes its success to the splendid co- operation existing between employers and employes. Every person con- nected with the institution is a self appointed booster. That’s one rea- son why “Hudson’s grows with De- troit.” The Packard Motor Car Co. has commenced operations on the erec- tion of a four story reinforced con- crete warehouse on Concord street. Why is it that the gink who has no use for mothers-in-law, is gener- ally the loudest in his talk about rais- ing children so he will have a place to stay when he grows old? The Schlieder Manufacturing Co. 45 Fort street east., is building a one story factory of reinforced concrete, 135x 80 feet on East Grand Boule- vard. The following officers of the Eureka Wholesale Grocery Co., recently or- ganized, were elected at a meeting of the board of directors held at the Cadillac Hotel last Thursday: F. J. McNamara, President; Solomon Klein, Vice President; Charles E. Marks, Secretary-Treasurer. D. M. Pickett was appointed buyer of the company. Two hundred local gro- cers ‘are. stockholders of the new company, which will be conducted on a co-operative basis. - J. J. Maher, formerly of Tower, and whose place of business on Jos. Campau avenue was destroyed by fire a short time ago, has purchased an interest in the firm of Weinberg Bros.. horse dealers. He will not re-ente- the mercantile business. Harry Treble, grocer at 517 Four- teenth avenue, had his automobile stolen last Sunday night but it was later recovered by the police. Un- der the seat of the car were papers and mortgages valued at $15,000 which mysteriously disappeared and to date have not been recovered. The young man who took the car stoutly main- tained that he did not see any pa- pers in the machine while he had it. Our esteemed co-scribe from Mus- kegon, in starting such a vigorous campaign for A. W. Stevenson for Grand Sentinel, the election which takes place a year hence, may find himself much in the position of the Allies, who used so much ammuni- tion in the early stages of the war that they are seriously handicapped in the latter stages. However, A. W. Stevenson is worthy of every ounce of energy that the boys can put forth in his behalf. Many hundred families were left destitute following the prolonged strike of the silk workers in Pater- son, N. J., recently. Besides the usual quantity of pres- ents, Billy Sunday took away $25,- 332.29 for seven weeks’ work in Pat- erson, N. J The Wayne County and Home Sav- ings Bank has let contracts for the construction of a one story buildin on Hamilton boulevard near Euclide avenue to be used as a branch bank. A man in Pasadena, Calif., must pay $25,000 because his pet chimpan- zee attacked a little girl. How will they be able to tell which is the chimpanzee? Mrs. August Kirchner, wife of the pioneer dry goods merchant at Grand River and Fourteenth avenues, has returned to her home following a se- July 7, 1915 rious siege of sickness and an opera- tion in a local hospital. Harold Cree, local representative for the Aetna Portland Cement Co., with offices in the Union Trust build ing, is going about his duties wear- ing a most elaborate smile. A baby girl, and the entire family doing well. A. A. Krause, general dry goods merchant, 1478 West Warren avenue has purchased a new Reo car. Fresh air will now be a part of Mr. Krause’s daily accumulations. Hugh M. Hall, whose picture adorns this page is neither a travel- ing man, a merchant, or a manufac- turer, about the only class of people who are praised or panned in these columns—unless perhaps it may be an occasional hotel-keeper who receives special mention for meritorious or un- meritorious service to the boys on the road who make it possible for their bank accounts to accumulate. Hughie Hall has been both a travel- ing man and a merchant. Several years ago he held an interest in an implement business in Eaton Rapids with his father, now deceased, under HUGH M. HALL the style of Hall & Son. Hugh gave up a lucrative position on the road some years since to accept an ap- pointment as under sheriff of Eaton county, from his brother John T. Hall, who at that time had been elect- ed sheriff. Unlike many of the boys who have spent some time on the road and had retired, only to again be attacked with a severe case of wanderlust and return to the “old profesh,” Hugh has never given the road a réturn date. At present he is deputy sheriff of Eaton county and in all the years that he has served the county has always proved a most capable officer. He owns a beautiful and well. equipped farm just outside of the city limits. No man who lives within miles of the vicinity is better known or better liked than “Hugh with the huge smile.” Like all suc- cessful men Mr. Hall manages to keep extremely busy for about fifty weeks in the year—and then, with four of his boyhood chums. which include Clyde I. Webster, U. S. Dis- trict Attorney of Detroit and H. S. Butler, pioneer shoe merchant of Eaton Rapids—woe unto the gay and festive bass of ‘Grand River for no hiding place they can find is safe when this quintette get in action. Hugh M. Hall may retire to the farm or even move to Grand Rapids but it would matter not as he would still be remembered by his hosts of friends who live in several states. George Netschke, well-known hab- erdasher, accompanied by his wife and Mr. and Mrs. Frank Schneider, will leave soon for an extended trip through the East in Mr. Netschke's new Oakland car. The party expect to visit many of the East’s beauty spots and places of historic interest, including a trip through the Berk- shires and the old cities in Vermont and Massachusetts. Mr. Schneider is Michigan representative for the J. F. Hartz Co. George A. Plates, general merchant July 7, 1915 of Ubley, was a Detroit business vis- itor last week. A. Fineberg has resigned his po- sition as representative for H. Brill- ing & Co. and will represent the Burns Manufacturing Co., of New York, manufacturer of tapestries and cur- tains. Mr. Fineberg will cover a por- tion of the Western states. Another thing that could be dis- posed of and would prove an eco- nomical move to many of the unso- phisticated, would be the train butch- er. The Peoples’ Outfitting Co., has leased the three story building at the corner of Michigan and Cass avenues, for one year. The firm will occupy this building while the new one is being erected on the site of the pres- ent store. Jay Emerick, formerly with Burn- ham, Stoepel & Co., where he had charge of a department, is now repre- senting the Columbia Mills of Chi- cago, manufacturer of window shades. Jay was in Detroit last week frater- nizing with old friends. He covers the State of Wisconsin for the cor- poration. Al Smith, owner of a chain of res- taurants, has purchased a site on Grand River avenue, where he will erect a bakery and general offices. The old fashioned man that used to blow out the gas now has a son that exchanges seats in a row boat. A. L. Brevitz, department manager for Burnham, Stoepel & Co. is in New York on business for the firm. D. Scheyer (A. Krolik & Co.), ac- companied by his family is on an au- tomobiling trip through the East. William D. Traitel, who represent- ed a pipe concern for a number of years, is now the enthusiastic direct mill representative for the New Prague Flouring Mill Co. of New Prague, Minn., manufacturer of the Seal of Minnesota flour. Bill has become so interested in the study of flour that he carries a latin diction- ary, a microscope and a Bible. The latter he carries so he can go as far back as possible in the study of the manufacture of his pet subject. What William doesn’t know about the genus Triticum and the different processes it goes through before becoming 1 hiding place for a carnival red hot, isn’t worth knowing. He is also deep- ly interested in the art of disposing of car lots of S. of M. in Michigan. M. Shatzen has purchased the dry goods and furnishing goods stock of T. Terski, 891 Buchanan street. The Fourth is over and our kid is still intact. Over thirty arrested in “dry” Flint for drunkenness on the Fourth. Fire- water or fire works seemed to be the leading question in that city. “Swift Scout Cruisers Needed,” reads a headline. Schooners needed by swift scouts in Mason county also. James M. Goldstein. —_+++—__ State to Create Chain of Markets. Lansing, July 1—That the State Board of Agriculture must establish a market commission under the terms of an act passed by the last Legis- lature was decided to-day by Attor- ney General Fellows. The bill in one place reads as though it was optional with the Board to appoint a market director and proceed to the establishment of mar- kets in which the farmers could dis- pose of their surplus products. The Attorney General decided that when the bill in its entirety is taken into account there is no doubt as to the desire of the Legislature to es- tablish a-.system of markets and to that end the State Board of Agricul- ture should select a market director and proceed to business. The salaries of the market direc- tor and his force must be paid out of the fees which will accrue under the act, Mr. Fellows held. He said that when the bill was started through MICHIGAN TRADESMAN the Legislature it carried an appro- priation of $7,500 but this was cut out. The Board of Agriculture will have to form its own rules for the conduct of the markets. There is nothing for them to go by. It is optional, Mr. Fellows said, whether the Board es- tablish auction markets and appoint licensed auctioneers or not. This, he pees would depend on the Board it- self. The law provides that all funds accruing shall be deposited with the State Treasurer in a fund to be known as the “market fund,” but this fund is entirely within control of the State Board of Agriculture, to be used by it, as it sees fit in the work of the markets. Within a month, it is expected that system which the Board will put into effect, will be made known. The law was. the handiwork of the farmer members of the Legislature and caus- ed considerable discussion during its consideration. Many amendments and changes made the bill a stranger io itself, when its original idea is taken into account. +>. .___— Quotations on Local Stocks and Bonds. Public Utilities. Bid Asked Am. Light & Trac. Co., Com. 322 326 Am. Light & Trac. Co., Pfd. 107% 110% Am. Public Utilities, Pfd. 62 64 Am. Public Utilities, Com. 33 36 Cities Service Co., Com. 50 55 Cities Service Co., Pfd. 55 60 Comw’th Pr. Ry. & Lt., Com. 50 52 Comw’th Pr. Ry. & Lt., Pfd. 78% 81 Comw’th 6% 5 year bond 97% 99 Holland St. Louis Sugar 5% 61% Holland St. Louis Sugar Pfd. 6% 7% Michigan Sugar 64 66 *Pacific Gas & Elec. Co., Com. 41 44 Tennessee Ry. Lt. & Pr., Com. 6 8 Tennessee Ry. Lt. & Pr., Pfd. 28 32 United Light & Rys., Com. 40 44 .United Light & Rys., 1st Pfd. 66 68 United Light lst and Ref. 5% bonds 82 85 Industrial and Bank Stocks. Dennis Canadian Co. 80 90 Furniture City Brewing Co. 40 50 Globe Knitting Works, Com. 130 140 Globe Knitting Works, Pfd. 98 100 G. R. Brewing Co. 90 10° Commercial Savings Bank 220 Fourth National Bank 220 R. National City Bank 169 175 G. R. Savings Bank 255 Kent State Bank 245 256 Old National Bank 189 8195 Peoples Savings Bank 250 *Ex dividend. July 6, 1915. ‘ —_—_++.—__— -Widow Outwitted. In a Western village a charming, well-preserved widow had been court- ed and won by a physician. She had children. The wedding day was ap- proaching, and it was time the chil- dren should know they were to have a new father. Calling one of them to her, she said: “Georgie, I am going to do some- thing before long that I would like to talk about with you.” “Well, ma, what is it?” “TI. am intending to marry Dr. Jones in a few days, and “Bully for you, ma! Jones know it?” Ma caught her breath, but failed to articulate a response. —_->- _—____ He Got It. In honor of a visit paid to his plant by the Governor of the State, an au- tomobile manufacturer. once had a complete car assembled in something like seven minutes. Some weeks after this feat was her- alded in the daily papers the phone at the factory rang vigorously. “Is it true that you assembled a car in seven minutes at your factory?” “Yes,” came the reply. “Why?” “Oh, nothing,” said the calm en- quirer, “only I’ve got the car!” Does Dr. Bankruptcy Proceedings in the South- western District of Michigan. St. Joseph, June 21—In the matter of F. Henry Lane, bankrupt of Kalamazoo, the bankrupt filed offer of composition to his creditors by payment of $60,000.00 if not paid until three years; $45,000.00 if paid in two years and $40,000.00 if paid in one year. The referee entered an order for a special meeting of cred- itors to be held at Kalamazoo on July 6, to consider the offer of composition. In the matter of Elmer E. Stamp and Eva D. Stamp, copartners as E. E. Stamp & Co. of Cassopolis, the inven- tory and report of appraisers was filed showing total assets of $5,706.07, includ- ing claimed exemptions of $3,600.00. In the matter of Frank B. Lay, Sr., bankrupt of Kalamazoo the bankrupt filed offer of composition to his creditors by payment of $75,000.00 if not paid until three years; $56,250.00 if paid in two years and $50,000.00 if paid in one year. An order was made by the referee ealling a special meeting of creditors to be held on July 6, for the purpose of taking action on the offer of composition. June 22—In the matter of George R. Morse and Morse & Jars, copartners, bankrupt of Allegan. At the first cred- itors meeting the custodian, James A. Westrate was elected trustee, his bond being fixed at the sum of $500.00. The inventory and report of appraisers was filed showing assets of $708.00. In- the matter of Richard Harvey, bank- rupt of Kalamazoo, the trustee filed his first report and account, showing total assets, including the bankrupt’s exemp- tions of the sum of $360.05. The trustee also filed his report of exempted prop- erty. In the matter of Harriet L. Runyan and Grace L. Finch, and Runyan & Finch, 2 copartnership, bankrupt of Do- wagiac, the trustee filed his first report and account, showing total assets of $601.86 and disbursements of $87.18 leav- ing a balance on hand of $514.18, where- upon an order was entered by the ref- eree for a special meeting of creditors at his office on July 8, for the purpose of vassing upon the trustee’s first report and account, the payment of adminis- tration expenses and the declaration and payment of a first dividend. June 23—In the matter of Elmer E. Stamp and Eva D. Stamp, known as E. E. Stamp & Co., a copartnership, the trustee filed report shoving sale of assets to Herman Burns of Cassopolis for the sum of $1,475.00, subject to a mortgage of $510.00. The same having been sold for more than 75 per cent. of their ap- praised value an order was entered by the referee confirming the sale. The 15 trustee filed petition alleging that Elmer E. Stamp was concealing from the es- tate and had failed to account for the sum of $100.00 whereupon an order was made directing the bankrupt to make and file answer to the petition, on or before July 9th, at which time a hearing will be had on the same. June 24—In the matier of Albrecht Hinrichs, bankrupt of Kalamazoo, the trustee filed his supplemental final re- port and vouchers, showing distribution of all the assets in the estate, where- upon an order was made by the referee closing the estate and recommending the discharge of the bankrupt. June 25—In the matter of the James T. Day, bankrupt of Hamilton township, Van Buren county the trustee filed re- port showing distribution of all tne as- sets in the estate except the sum of $2.16, whereupon the referee entered an order directing the trustee to dispose of the same for the purpose of closing the estate. - June 28—In the matter of the Inter- national Banana Food Company, bank- rupt of Benton Harbor, the trustee filed his final report and account showing total assets of the sum of $725.19, and no disbursements, also sale of all the remaining assets. An order was made by the referee calling a final meeting of creditors at his office on July 15 for the purpose of passing upon the final report and account, the declaration and payment of a first and final dividend, and also the payment of certain admin- istration expenses. June 30—In the matter of Lee M. Ransbottom, bankrupt of Dowagiac, the trustee filed petition for the examina- tion of certain persons at Knox, Ind., for the purpose of discovering assets, and especially to investigate several transfers of real estate. The _ petition was considered and an order entered by the referee directing the trustee to pro- ceed with the investigation. July 2—In the matter of Ernest F. Johnson, bankrupt of Kalamazoo, doing business as the Johnson Electrical Co., the trustee filed his final report and ac- count, showing total assets of the sum of $432.30 with request that a final meeting of creditors be held. The ref- eree entered an order for a final meeting of creditors to be held at his offiec on July 19 for the purpose of passing upon the trustee’s final report and account, the declaration and payment of a first and final dividend and the payment of certain administration expenses. ———_.—-->___—_ Imagination is the mother of most of our troubles. SUN-KIST Canned Fruits are a quality unto themselves—they are SUN-KIST Quality—a quality distinctly peculiar to SUN-KIST—a quality specially selected for people of critical taste— Delicious canned fruits—no better .grown in California—the pick of a mil- lion case pack and fine enough for any table in the land. If you want satisfied customers, connect with the SUN-KIST Kind. NATIONAL GROCER CO.’S Houses ASK THEM 16 THE DEALER’S DOWNFALL. Overzealousness of Jobbers to An- nex New Trade. Short accounts make long friends. Who can deny this and how nec- essary are friends to a successful business. But let us define short ac- counts. It does not necessarily mean cash on delivery or payment in ten days, yet it may demand either. In my estimation the definition means simply a strict compliance with the selling terms of the house, which may vary in a given territory as they do with the same house, the credit stand- ing of the buyer regulating the terms. That little legend on your billhead becomes a part of a contract of sale and should be religiously lived up to by both parties. Any reliable house will have to have its regular terms upon which any responsible buyer can make purchases and these terms should be rigidly in- sisted upon to one and all alike. Con- fidence is the foundation of friend- ship, and when once established will greatly lessen the difficult positions we find ourselves in when we try to make fish of one and fowl of another. Can we blame the retailer for taking part in this “confidence game” enter- ered into for the sole purpose of do- ing the other fellow? We offer a premium for securing the payment of our accounts within ten days—quite a high premium at that—and wise is the buyer who will avail himself of it. Very few job- bers can afford—nay, no one can real- ly afford—to pay such a rate of in- terest for the use of cash twenty days before it is due, yet how many of us seem to be perfectly willing to insist upon buyers paying strictly in ten days, while allowing others to take twenty and even thirty days. Think of the unfairness of it! Simply from fear of losing a cus- tomer we hesitate to say anything when a discount is taken in fifteen days, and thus we tempt the buyer. He. soon takes twenty days and be- comes offended when we complain of his discounting in, thirty days. We may lose the customer if we take a stand, yet the very records of our weakness will help him. secure from a competitor what you ox I may have refused, Guilty? Of course we are. The figures that have been given us prove that the cost of doing busi- ness is slowly but surely increasing, yet the profits are not. On the con- trary, they are decreasing, until the margin is getting so close that we will,, of necessity, have to keep bet- ter house—back up our contentions with right, not might—and not hesi- tate to face Mr. Buyer and insist upon what rightfully belongs to us. Natur- ally, as long as we are willing to overlook these important factors we will be on the defensive side of this question. ‘Let us now look for the vulnerable features of the buyer. True, there are some that take advantage of the Weakness of you or me, while we are trying to annihilate each other, but are they to blame for that condition? No. In. the. first line of defense we fitid the-stalwart biyers that can stand MICHIGAN TRADESMAN the brunt and who pay their bills when due and discount only as per terms offered. In the second line we find those that need persuasion, edu- cation and even assistance, so that they may be able to take the place of the first liners. Many a wavering merchant has been saved by the ju- dicious friendship of a jobber, a help- ing hand extended at the proper time. That brings us to the reserves; that part of the great army of retailers working their way through the hard- ships of the daily grind of business experience and education. Here we also find men with an honest desire to improve their condition, but with little or no experience, and usually limited capital. Laboring under these handicaps, we must not look upon them as the legitimate prey of the jobber. These merchants need the assistance and advice of the jobber very much more than those who are better prepared to meet the perplexing problems of the modern retail store. In many cases they should never have entered the mercantile field, and in most instances they would not if the first jobber to whom they went for advice had been honest with them, warning them of the complications sure to arise, especially where there was not the proper amount of capi- tal to start with. With a little “stock order” in sight we pass lightly over the credit side of the question, hand him over to the salesmen and feel that we have again “put one over” on our competitor and can afford to take the chance. He actually starts in business with no possible chance for success. By probably paying for half of a stock that he would have to turn over with- in a fortnight to make even a living, he immediately opens his doors and passes his merchandise over the coun- ter in the same easy manner that he purchased them. Along come your competitor’s salesman, and_ seeing your line of goods on the shelves. im- mediately figures that here is a good man; in all probability secures an or- der and reports to his house that the man is all right; that “A. and Com- pany” are selling them. This is re- peated by several other competitors and ere we realize it, we have a mer- chant who has been able to buy a thousand dollars’ worth of merchan- dise with but a hundred or two of cash with no financial responsibility whatever and in many cases already hopelessly involved. How easily this could have been prevented by simply having granted this credit on a basis of the proven responsibility. If we would but take enough personal interest we could save many a man from the bankrupt- cy court. Time after time we get our notices, and in most instances we are so ashamed of our accounts that ‘we hesitate to even attend the meet- ing of the creditors—a guilty con- science not allowing us to show our- selves—seemingly willing to take that part of our share of the spoils, if any there are, without even knowing whether we have had an honest distri- bution or not. The heaviest losers have the least complaint. We should warn such a merchant of the dangers of the easy credit system, make a careful study of his prospects and grant him only such a line of credit as he is entitled to ask for and then hold him to it. Did you ever make a list of those customers who owe accounts that ex- tend beyond your credit limits? If you have not, you should. The list will be larger than you imagine. See how many of those men you can ask to come within the limits without of- fending them. In most cases we do not even care to see them ourselves, but call the salesman on the carpet and boldly tell him what has to be done; and yet, if we had to do the collecting personally we would prob- ably do it in the same trembling man- ner as the men we send, and with the same results. The delinquent flares up, scares the salesman, berates the house, condemns the goods and con- tinues taking that which does not rightfully belong to him. Can you say that extended credits make long friends? No. If we could but see the advanta- ages of naming terms and sticking to them, what a step forward we would be making!. The money saved to the inexperienced by properly educating them would be enormous. Last but not least, is the great reduction in our own bad debt losses which we can ill afford to lose. To me it seems our entire credit system is wrong. In other words, we are “holding the bag.” If we jobbers will make up our minds to preserve our credit system, and thus keep the retailer within a fair limit, he will be compelled to ‘grant credit to only such consumers that can show a proper responsibility and thus save many a family from liv- ing beyond its means in addition to keeping that link of the credit chain intact. Charles M. Stauffer. —_——__-_o-o-o————_——— Teamplay Among the Salesforce. Written for the Tradesman. Many storekeepers are high in effi- ciency percentage insofar as their own personal efforts are concerned, but wanting more or less noticeably when it comes to managing their em- ployes. Now a successful salesforce is a good deal like a winning baseball team—it’s. got to do real team-work to get away with it; and the quali- ties that make the big league man- ager a success in the baseball worid are very similar to those that bring success in the merchandising world. Immediately the little store begins to grow beyond its one-man limita- tions, so that the owner of it has to employ the extra man or a boy to help him on Saturdays, during the holidays and other times of unwont- ed activity, that very minute his suc- cess as a dealer begins to depend upon somebody else as well as himself. So the importance of training others is thrust upon the storekeeper. Proper selection, training and handling en- ables the merchant to multiply his selling power by the number of sales- people he employs. The successful storekeeper’ aims first to surround himself with cap- July 7, 1915 able men. Then he strives to get the maximum of results from these men. To do the first he must under- stand his business so thoroughly that he instinctively knows when a man will fit into his merchandising estab- lishment and fall harmoniously into his way of doing things, and when he will not. .There are capable men of many, many kinds; and many of these cap- able men have selling ability, either in a state of actual development or in its latent form. But not all of these men of selling ability would fit into your establishment. Men must not only be capable, but they must also be in sympathetic accord with the store and its customers, and they must have a mind to work. Must Like His Work. - If the salesforce has been prop- erly selected and trained, every in- dividual member of it—whether it’s a small village store with one or two clerks or a big city department store with hundreds of salespeople—will like his work and take a sort of per- sonal pride in the success of the es- tablishment. No man can do his best work if he doesn’t like his work. No man ever worked well if he was dissatisfied or lacked confidence in his boss. If the storekeeper employs just one clerk, that one clerk should be the brightest and most capable young fellow to be had at the price. And then the store- keeper ought to do everything in his power to make that young fellow un- derstand his work, and like his work. In other words there should be per- fect accord and _ co-operation—what they call teamplay in baseball—be- tween the storekeeper and his sales- men. And the very same thing ap- plies, although of course on a much larger scale, to the big department store with its hundreds of employes. When a merchant has collected the material for his salesforce—and the wise dealer generally adds them one or a few at a time, and only as he needs them—the next question is to get results in paying quantities from the material collected. The new man (or men) must be assimilated into, and made a part of, the -sell- ing organization; in other words alli the units, both new and old sales- people, must be molded into a big, happy, harmonious selling aggrega- tion. Not only must the positive virtues such as courtesy, industry, enthus- iasm and willingness be inculcated; but the negative vices such as peev- ishness, irritability, and rivalry of an unwholesome and hurtful nature must be watched and corrected. Clerks must be brought to a realization of their weaknesses and strong points and taught to fit into the general pol- icy of the store. Moreover, they must be taught in such a way that there is no open break or nursed fric- tion against the manager. To the men must come the realization that the manager knows more than they do, otherwise the cogs’ will never work harmoniously. Chas. L. Phillips. —_ +> . Productive industry seeks the city. iam : prin July 7, 1915 MICHIGAN TRADESMAN Old 7 the Baffler ) \HE biggest hit in chewing gum advertising. The keystone of the remarkable Sterling advertising and merchandising scheme. Old Seven, the BafHer, is making business for you—business in Sterling Gum The /- point gum PEPPERMINT — RED WRAPPER CINNAMON = BLUE WRAPPER All over the country, in big and little towns, people are asking who he is, and buying Sterling Gum in an endeavor to find out. A lot of Sterling Gum is being sold— a lot more is going to be sold—get your share of Sterling Business. The Sterling Gum Company, Inc. | CAPITAL, $6,000,000 Harris and Ely Avenues and William Street, Long Island City, Greater New York FRANK L. E. GAUSS, President FOWLER MANNING, Vice-President and Sales Manager 17 MICHIGAN TRADESMAN July 7, 1915 ern DRY GOODS, CY GOODS*© NOTIONS. | habs * =: = - = = — = = = = — Trunkmaking as Described by a Mas- : ter Workman. Written for the Tradesman. Thirty-three years he has put in making them, this man.who kindly - consented to tell me something about boy of 16 and and he is now 49. has worked at his craft in a number of cities, has been foreman in large fac- tories, and knows his business from A.to Z, as you would not quéstion for a moment were you'to hear. him’ talk, and see how perfectly at home he is on every phase and detail of trunkmaking. Now he is conducting a business of his own—manufacturing and selling at: retail—in a‘medium-sized city on the Pacific Coast. His very pleasant and well-stocked salesroomi contains trinks of almost every description, besides a large and fine line of bags and suit cases, which he handles but does not manufacture. The principal material used in trunks he! told me, is wood, which is of dif- ferent grades and qualities and used in; the form of rather thin boards for the cheaper and medium-priced trunks, and. of veneered lumber for thé best. Light weight combined with great strength and resisting power is athe great desideratum in trunks. _ Accord- ingly, wood to be suitable for trunk- making must be strong, fairly. light and not at all brittle. It must be soft enough that nails will clinch in it. ; Basswood and spruce are mainly used in the United States, although cottonwood and one or two _ other kinds of lumber are employed some- what. In the East and Middle West bass- waod is used very largely, the forests of Michigan and Wisconsin supplying the product. All along the Coast spruce is used. It is not quite so good as basswood, but freight charges make the price of the latter prohibitive for coimmon grades of trunks. We have iust now been speaking of the lumber used in the form of boards. For high class trunks veneered lum- ber—three-ply, four-ply or five-ply— is used, since this possesses greater resisting power. | Spruce veneer is matle, but this trunkmaker uses only the basswood veneer, which he con- - siders so superior as to be worth the high price occasioned by the long distance freight. Next in order after the wood comes the covering.. Sheet steel, canvas or duék, and vulcanized fiber are the three materials chiefly used for cov- ering trunks. Steel is used for cheap trunks and fiber for the best, while ever, « canized fiber, trunks, for he began when he was a He - “articles. canvas seems to occupy a rank be- tween the other two. Canvas is used for some quite ordinary trunks and for some-that are very good. How- it is. not equal to the vul- the, paper product which is’ being used so largely in the manufacture of a. great number of Fiber possesses not only beauty and finish but remarkable strength and resisting power, and al- together is: the best and most prac- tical material for covering a high gtade trunk. It comés in any desired thickness and is now made in all col- ors. Fiber making is an industry of itself and this trunkmaker of course gets his supplies from the East—the East in this country being a some- what indefinite term loosely applied to all the United States east of the Rocky Mountains. To make a good trunk the veneered lumber is first cut into panels of the required size, and then the fiber cov- ering is glued to these. Immediate- ly after the gluing process the work is placed in a press and heavy weight applied. This “gluing under pressure” is absolutely necessary for the integ- rity of the work. Sometimes the fiber is put on loose, fastened maybe with a few tacks, but tiiis jis slight- ing the workmanship at the vital point. In view of its great excellences, various attempts have been made to construct trunks’ entirely of fiber, leaving wood out altogether. But no one has yet succeeded in making an all-fiber trunk as good and strong as one of wood covered with fiber. Fiber is sensitive to weather conditions. When damp it swells, and when dry it becomes brittle. Whether covered with steel, canvas or fiber, trunks are seen in all colors—blue, red, green, gray, and even purple are used. The leather colored browns seem to be most popular. The binding comes next after the covering. Steel binding is used on ordinary trunks, fiber binding on very many trunks, and rawhide, the strong- est substance that we know. of, on ‘the :very best. ‘The-strain and wear on the bindings is very great, so it is important that they be of excellent material. Indeed, it seemed from the trunkmaker’s conversation, that a goed trunk has to be built like the famous “one! hoss shay” — every part “as strong as the rest.” There is no place to put in any flimsy stuff. On all cheap and popular priced trunks, slats are used, soft elm, ash and hickory being the woods employ- ed. The “trimmings” of a trunk are the _hinges, corners, clamps, lock, catches and handles taken collectively. They are not primarily for ornament, but are essential parts that make the trunk strong and secure, or—as in the case . of the handles—serve to get hold of it with. Corners and clamps are mostly made of steel stamped out-ifi heavy presses. Corners of solid brass are very handsome, but here is a plaée where added expense does not give greater strength and durability. Brass corners do not wear so well as those of steel. All the trimmings shouid be good and fastened’ on securely. Bindings always are. fastened on with clout nails, and in making ordi- nary trunks the clout’ nails*are used almost entirely throughout, In a good trunk all the trimmings are: fas- tened on with: solid rivets, each of | which has a washer on the inside. In a good-sized trunk three or four hun- dred rivets are used. Woven web, harness leather and belt leather are the materials used for the straps with which many trunks ate equipped. This trunkmaker holds that the virtue of straps is largely “in the think’—that a trunk that. is . properly made does not need them. However, it likely will be some time before nervous women will be ready to forego the mental satisfaction of knowing that their baggage is well roped or strapped. In case of a trunk being broken or stove into by sav- age handling, the rope or straps may serve to hold the wreck together and prevent the scattering of | milady’s precious “things.” On the inside, trunks are variously Zam Summer Goods wy Nee a > The popular and well ad- vertised lines of Hosiery and Underwear for which there is an increasing demand. BVD, Porosknit, Olus, Lawrence, Cumfy Cut, Paramount, Ipswich and others. Mail orders promptly and carefully filled. Wholesale Dry Goods Paul Steketee & Sons Grand Rapids, Mich. 101 Franklin St. “The Crowning Attribute of Lovely Woman is Cleanliness ” NAIAD Dress Shields add the final assurance of cleanliness. > _ FREE FROM RUBBER Can be quickly sterilized in boiling water. All styles and sizes to fit every requirement. Regular, Full Dress, Shirtwaists are made in flesh color. Guarantee with every pair. Naiad Waterproof Sheeting for the nursery and hospital The C. E. CONOVER CO., Mfrs. New York < July 7, 1915 lined with paper or with cotton or linen cloth. The last is best. Many fancy and figured linings are used. Trunkmaking is a business that can be carried on successfully by one or two men in a small way, as well as in large manufacturing plants. In the United States there is scarcely a city of 10,000 or more that does not have at least a small trunk factory, and there probably are fully 200 factories employing fifty to 500 men each. We are a great traveling people and use a good many. However, most trunks never actually wear out.. Not a few go to pieces at the hands of reckless baggage handlers, while many get out of style and lapse into an undisturbed old age in attics and store rooms, So much for the process of manu- facture by which we Americans get that convenient receptable for clothes and personal belongings while travel- ing, which we call a trunk and which an Englishman usually styles a “box” and a Scotchman or an Irishman a “chest.” Trunks range in price from $1, which is for the sort sold in the South to poor negroes and poorer whites, to as high as $500 for a very elabo- rate and swell creation of the ward- robe variety, made of course especial- ly to order. I confess I never be- fore knew there were quite so many different kinds of trunks as the trunk- maker enumerated. First he mentioned the packing trunk, a low trunk without tray, used mainly simply for holding clothing or other articles. The kind of .trunk most in use is known as a dress trunk The flat steamer trunk has become very popular, and is preferred for short railway trips to anything of a larger size, for it does not get smash- ed up so badly. A woman who makes any preten- sions to good dressing must have at least one hat trunk when she travels. A hat trunk carries usually six hats, each pinned to a form and riding as securely as if on the owner's head. A personal shoe trunk—so called in distinction from the trunk used by the traveling shoe salesman to carry his samples—is at once a luxury and a great. practical convenience. Where a family is traveling together one shoe trunk often answers for the extra footwear of all. Sometimes a hat trunk is fitted up to carry shoes also. Automobile trunks are in good de- mand nowadays. Although many of these are sold in stock sizes, the au- tomobile trunk more usually is made to order, of a size to fit the place where it is to be carried, and perhaps matching the machine in color. Salesmen’s sample trunks are rather plain affairs, but they have to be made in the best manner possible and of the strongest materials obtain- able. Being packed very heavy and always kept on the go, the hard wear to which they are subjected puts the trunkmaker’s art to the severest test. The average life of a sample trunk is six years. A dresser trunk is one which is fitted up with drawers. Some persons like them, but they MICHIGAN TRADESMAN never have come into extensive use.: The wardrobe trunk, which is made all the way from steamer size up to the largest family size, is now by all odds the most popular trunk with wealthy persons, who travel exten- sively. Wardrobe trunks have been in use only about fifteen years. Es- pecially during the last few years have great strides been made in bring- ing them to perfection. With their hangers and pockets and drawers, fur- nishing convenient places for every article of clothing and saving all the labor and annoyance of unpacking 4 whole trunkful to find some small ar- ticle at the bottom—wardrobe trunks really have reached the point where little else is to be desired. The belle of seventy-five or a hun- dred years ago doubtless always look- ed very sweet and dainty, abroad as well as at home. But the belle of the present day, accustomed to many cos- tumes and a roomy wardrobe trunk, would be appalled were she compell- ed to cram her dresses into one of those little hair trunks which served her great grandmother when taking a journey. Ella M. Rogers. ——>-+-- The Kind of Clerks Every Merchant Should Have. Written for the Tradesman. In the little one-man shop, where the owner is everything from buyer to advertising manager, there are, of course, no salesforce problems; the boss is his own hired help. But just as goon as the business develops to a point where the mer- chant must employ somebody else to help him wait on his customers, a new factor enters the business, Now, in order to carry on the busi- ness consistently; to continue his own particular business policy—the mer- chant must duplicate himself, as it were; i. e. he must so impress his merchandising methods and ideas on his clerks that they can (and will) represent him and intelligently adapt themselves to the general scheme. When another person comes into your store to serve you as a sales- person, he becomes an intermediary between you and your public. Will he faithfully represent you? Will he reflect the spirit of your establish- ment? Will he fit harmoniously into the merchandising programme that you have labored so hard to develop? This is strictly up to you; for it all depends upon the guidance, training and encouragement he gets from you. The man who is a real producer is a valuable man assuredly, but the man who is a producer of producers is ever so much more valuable. It is up to the retail merchant or sales- manager to make high class produc- ers out of his salespeople. To do this he must guide them, train them, and encourage them. Interest the Vital Spark. A merchant who employs some twelve or fifteen clerks and does a business of about $200,000 annually, said: “When I find that I have a clerk in my store who loves to investigate the little things that concern the busi- ness, who reads and thinks to find the best way to conduct his department, who studies articles that deal with better merchandising, who is in search of a better way to display his goods and who is interested in the attract- iveness of the store and is willing to exert ‘once in a while a little energy which his contract does not specify, then I realize that that clerk is inter- ested in my success and money will never stand between my business and that man’s services.” There are clerks of many different types, varieties and grades of eff- ciency; but there is a certain quality that is possessed by all good clerks: namely, interest. They want to see the business grow. They want to have a part in the promotion of the business. They are willing to contribute all they can to the larger success of the institution with which they are connected, They have a sort of pride in feeling that they are a part of it. Interest, then, is the vital spark. And without interest it is impossible for anybody, no matter how various and brilliant his attainments may be, to become a good salesman. The wise merchant is the man who is able to recognize people of this caliber and add them to his salesforce from time to time. And, if he is wise, he will seek in various ways to keep their interest alive, stimulate it when it begins to wane, and capitalize this interest of his salesforce in season and out. Frank Fenwick. —_++.__ Catch the New Spirit. There is a new ambition abroad in the world to-day. Have you caught its spirit? 19 It is infectious to those at all re- ceptive to new ideas and to the ex- tert you imbibe it will you stamp yourself a progressive man or wom- ar. and receive the reward that goes with initiative. And this is the biggest and best reward you can possibly receive for the simple reason that the greatest satisfaction comes from doing things first rather than trailing along after the crowd. Incidentally, the Best financial re- wards go to those who express new ideas—who develop an_ individuality and have the courage to express it. What is the cause of this new am- bition? Simply that the demands upon each individual life have increased to such an extent that it requires more to satisfy us. We have higher ideals-——a better conception of the fitness of things— we are progressing individually and as a nation. Where ambition is strong the mind is continually being developed—to merit success as well as to realize success is the real inspiration to com- mercial as well as to individual pro- Albert E. Lyons. —_>->___ Sometimes a word to the wife is sufficient to start something. gross. We are manufacturers of TRIMMED AND UNTRIMMED HATS for Ladies, Misses and Children, especially adapted to the general store trade. Trial order solicited. CORL, KNOTT & CO., Ltd. Corner Commerce Ave. and Island St. Grand Rapids, Mich. We Have Just Received Another Shipment of the Bear and Cub Knit Underwaists which are made for Boys and Girls and button either back or front. Positively best garment of this kind to be had to retail for fifteen and twenty-five cents. a Grand Rapids Dry Goods Co. Exclusively Wholesale Grand Rapids, Michigan July 7, 1915 The Practical Use of Shading and Outlining. Written for the Tradesman. One of the best methods of impart- ing finish and beauty to the featured portions of a show card is to shade the letters. Shading causes the let- ters to appear in reliefi—makes them “stand out.” It always is pleasing and popular. We strongly recommend the card writer who never has made use of it to try his hand at shading. If he con- fines his initial efforts to the simpler processes—and these are all that are necessary for satisfactory results in ordinary show card work—he is like- ly to find that making very creditable shading is far easier than he has sup- posed. There are a number of shades and shadows in use by sign painters— block shade, blend shade, cast shad- ow, drop shadow, etc., are profes- sional terms expressive of different forms of shade ornamentation. Card writers use almost entirely a simply made relief shade. When it is desired to use shading, first execute the lettering. Then, after the work is dry, clean the card. That is, rub the surface lightly with chamois skin to take off the charcoal or chalk marks of the layout. On a light card, if the chamois fails to remove all traces of the charcoal, it may be necessary to make use of an eraser. Having cleaned the card nicely, with a brush of the right size for making ’ with a single stroke the width of shade desired, put in the shade strokes at the left side of and. below each letter. Leave some space between the letter and the shade, and start the shade strokes a little below the tops of the letters. Then you will have the relief shade spoken of above as most practical for the card writer’s purposes. This is the kind of shade shown in the illustration. The form of each letter and all its characteristics are followed in shad- ing—if there are spurs their semblance appears in the shade stroke. In all medium-sized work—at least for straight shade strokes—the brush will naturally be held with the chisel at an angle of 45 degrees to the di- rection of the stroke. This gives the proper slant at the extremities of the shade. Try to make each straight shade stroke of uniform width throughout, and keep the shading always at the same distance from the letters. It is commonly assumed that the light falls on the letters at an angle of 45 de- grees. Make all the shadings at the same angle. Observation of these points gives an effect of uniformity and good workmanship. The shades of diagonal strokes—as of A and W—should be made a little narrower than for vertical and hori- zontal strokes. The shade of a curve is begun with the chisel of the brush, gradually swelled to the middle por- tion where it is widest, then gradually narrowed to the extremity where it. is only a line. It is faulty to make the shade of a curve wide and clumsy at the ends, or to let the ends: ex- tend beyond where they would extend if the letter actually were standing in the light and casting a shadow. It is thought that it gives a better effect and makes the work look more professional to leave the “relief space”: —that is the space between the letter and the shade—fairly wide. How- ever, when space is limited, very good looking work can be done with the shade quite near to the letter. When the extremities of letters are close together—as when the basc of A is very near the letter that pre- cedes it or follows it—it is allow- able to break the shade stroke. That is, stop when the place is reached where the shade would have to be narrowed, and let it be omitted through the cramped portion, begin- ning again below the letter. While not strictly “true to life,” this saves considerable fine detail work, and with lettering no larger than is used on most show cards does not impair the effect. With a little practice, relief shad- ing on the left and lower sides of the letters can be done very rapidly. The shade of I or L can be made with- out lifting the brush. By studying the illustration and fol- lowing these directions, the card writer soon will have shading at his ready command. If he lacks the art- ist’s technical knowledge of lights and shadows, he will find that the lack does not prove a serious handi- cap for show card work. He will dis- cover that little inaccuracies in the shades do not show badly. Also that shading helps out in a remarkable degree of the appearance of letters that have been somewhat imperfectly executed. It is well to space letters that are to be shaded rather far apart. Shad- ing commonly is used only on the fea- tured portions of a card. It is not necessary to take the time to shade the letters of subordinate matter. In- deed, with very small work, shades detract a little from the legibility. With black or red letters on a white card, a tint shade, not so heavy in color as the letters themselves, is very pleasing. A pretty gray, made by mixing just enough black with your white color, is always excellent. A light green goes well with black letters. - Light turquoise, made by tinting white with turquoise, is very good with either black or dark red. A deep cream or pale yellow, made by tinting white with medium chrome yellow, is good with black. When a light letter is used on a dark card, a shading of any harmonizing color may be used. A shade placed in contact with the letter is called a close shade. This is rather more difficult of execution than the relief shade. Shading may be put above instead of below a letter, and on the right side instead of on the left. But it will be found that the left and lower sides are far easier to work on. A close shade done in a light or bright color and on the upper and either the right or left side of a letter (but usu- ally on the right side)—is termed ua high light. Outlining letters is another method of imparting beauty, finish, and fea- turing power. Putting a close outline on capital letters requires far more time and painstaking than relief shad- ing. You work on four sides of each letter instead of on two, and on the hard sides as well as on the easy sides. The letter must be well made to start with and the outlining very neatly done, else the effort will pro- claim poor workmanship. Lower-case letters are not so diffi- cult to outline as capitals, for the reason that a little inaccuracy is not so noticeable; still close outlining of either is too slow and laborious to be available for most show card work. Shades and outlines (so far as time will permit the use of the latter) may be made.to serve ‘another important purpose besides those mentioned. This purpose is the furnishing of color contrast. Sometimes it is desirable to use a card of a neutral tint or of some color that affords insufficient con- trast to either light letters or dark letters. For instance take a grayish green or sage green card. Matter executed in black is hardly legible on it. White is more readily read but still the effect is very flat and life- less. But put the lettering on in white and strengthen with black outlines or shadings, and you have a color scheme of charm and distinction. A card of burnt orange lettered in white with the black to strengthen the con- trast, is very classy. Black lettering shaded or outlined with orange min- eral is very good on a tan brown ground. By a little experimenting, the right color combination can be found for almost any card—one that will be pleasing and still afford a strong contrast. When shading and outlining are used to furnish color contrast, they should be placed quite close to the letters. A slender outline with some space left between it and the letter has a softening and beautifying effect. oe e pat RS a: ae RE July 7, 1915 MICHIGAN TRADESMAN 21 Sometimes this style of outlining is done in a tint. When quite a space 1s left between the outline and the let- ter, the effect is delicate and: lacey. This kind of outlining is not espe- cially difficult to do, since a little in- accuracy does not show badly, espe- cially with lower-case letters. It is best adapted to cards of a fancy character and that will be read at only a short distance. Ella M. Rogers. ———_+- +> The Merchant’s Wasted Time. Written for the Tradesman. Some ways in which the merchant wastes his time are: 1. Keeping accounts for credit cus- tomers. 2. Knocking competitors. 3. Treating the crowd. 4. Associating with the sporting class. 5. Membership in fraternal socie- ties with no higher motive than gain. 6. Conducting gift schemes which neither increase sales, add profit or draw permanent trade. 7. Selling fresh goods at cost. 8. Trying to get cost out of worn, soiled or defective goods. 9. Arguing with customers over un- satisfactory goods when a trivial sum or an exchange would satisfy and hold trade. 10. Talking to influence a customer to buy after goods are accepted. E. E. Whitney. +>. The new three-year contract sign- ed with the private lighting company at Adrian shows a reduction from 10c a kilowat to 9c. CIVIC PRIDE. It Is the Fundamental Feature of City Building. Written for the Tradesman. Cultivate civic pride—promote it, nourish it, help it along and try to make it epidemic in your home town —for civic pride is essential in the matter of modern city-building. Cities commercially or industrially important—cities of front rank qual- ifications and big-town prestige—un- derstand the primal importance of civic pride, and look upon it as a mu- nicipal asset. “Pride,” says the proverbist, “goeth before a fall;” i. e. silly, personal, pea- cock pride, that sometimes causes a vain person to strut and disport him- self in such a ridiculous and pre- occupied manner that he doesn’t look where he is going. But the author of the proverb was not thinking of civic pride. Any town that doesn’t have an appreciable de- gree of civic pride is already down and out, hence could hardly fall far- ther if it tried. Personal pride—charmingly inno- cent or unpleasantly obtrusive, as the case may be—is one thing; but civic or community pride is something very different. Apart from civic pride cities of metropolitan proportions can- not be builded. Civic pride involves what has been aptly phrased, “the community inter- est,” and bespeaks a person who rec- ognizes the claims of citizenship. By hypothesis it requires a person who can see somewhat beyond the end of his nose. Therefore civic pride varies inverse- ly with an jndividual’s selfishness. Some men have a gangalionic burl that keeps them from seeing the big idea. Say “civic pride” to them, and they fail to-follow your drift. Civic pride is the dynamics of lat- ter-day municipal progress. That’s what makes the wheels go round. Name me a city of which it may be said “That old town certainly is long on civic pride,’ and I’ll call you a burg that’s forging to the front. Civic pride isn't gunpowder or steam, but it’s got expansive proper- ties in it just the same. Inland coun- ty-seat towns and quiet little unob- trusive hamlets may acquire a sort of insular snobbishness, but it takes the big centers of population to elaborate and apply real civic pride. Civic pride isn’t just buncombe and bluster—hot air. It doesn’t ex- ageregate, yell itself hoarse apropos most anything, or nothing in partic- ular. It doesn’t don the cap and bells and play the fooi. Civic pride is a public-spirited at- titude towards matters of common interest to all of the people of the city. It sees the good of the indi- vidual bound up and identified with the good of all. And so it voluntar- ily and gladly subordinates the indi- vidual to the general weal. It is constructive, sane, socialistic; therefore fully in harmony with the laws of common sense, fair play, and progressive life. Civic pride isn’t an accidental achievement; neither is it a quality that can be wished on a community or an individual. It is a matter of education and training. Civic pride is based on a knowledge of one’s city, its business interests, its industrial plants, its resources, its trade relations, and its latent capac- ity and probable line of development and expansion. Local business men’s clubs and or- ganizations, local advertising clubs, and other voluntary associations of the leading business men of the city, are the most active and enthusiastic -promoters of civic pride. The work done by such groups of public-spirited men in many of our larger communities is little short of the marvelous. By means of organ- ization, advertising and systematic campaigning, both in the city and throughout the city’s trade zone, won- derful results have been accomplish- ed. Sleeping cities have been arous- ed, small cities have been stimulated into new and unprecedented growth, and the big cities have been made still bigger and better. If you don’t like your town, don’t knock—move on; if you do like it, and mean to stay there, develop a real case of civic pride, and get busy in- fecting others. Chas. L. Garrison. ———_2-22____ Kingsley—The Ideal Construction Co. has been organized to manufac- ture and sell portable summer cot- tages, cots, tables, etc., with an au- thorized capital stock of $4,000, all of which has been subscribed; $1,030 paid in in cash. 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. Quality Guaranteed The HART BRANDS are Trade Winners and Trade Makers Vegetables:—Peas, Corn, Succotash, Stringless Beans, Pork and Beans, Pumpkin, Red Kidney Beans, Tomatoes, Spinach, Beets. Fruits:—Cherries, Strawberries, Red Raspberries, Black Raspberries, Plums, Pears, Peaches. Flavor, Texture, Color Superior. W. R. ROACH & CO., HART, MICH. Factories at HART, KENT CITY, LEXINGTON, EDMORE, SCOTTVILLE. 22 MICHIGAN TRADESMAN July 7, 1915 Some of the Summer Opportunities for Clerks. Written for the Tradesman. The wide-awake clerk is always on the lookout for opportunities of add- ing extra items to his sales slips. He knows quite well that his value to his employer, and his chances of pro- motion, depend very largely upon his ability to sell things—to bring in in- creased profits for the store. The summer months offer excel- lent opportunities to the clerk who aims to be “more than an ordertaker” —who wants, in fact, to develop him- self into a A-1 salesman. “Hot, isn’t it,’ remarked a custom- er—a lady—one warm July day last year. : “It certainly is hot,” rejoined the alert salesman. “And that’s why we've been having such a rush at the provision counter. People aren’t go- ing to stand over a hot stove cooking meat when they can _ buy: it, ready cooked, and almost ready to set on the table.” Here the customer’ gave the cue, the salesman who was on his job took it up—and secured, as a result, an opportunity to go further into the pos- sibilities of the provision counter. This resulted in sales where probably there would have been none. Often such cues can be picked up . by a clerk. who is not too busy to have an inconsequential word or. two of chat with his customer. Some merchants insist on their salespeople sticking strictly to business. This is fair enough in a general way; no clerk should stand for fiteen minutes or half an hour gossiping on per- sonal matters with a friend while other customers ate waiting. rule, however, clerks don’t do this and it is not merely safe but shrewd to give the clerk some latitude for ‘gossip. “Be brisk, but not too brisk” is a good motto for the merchant to hand out to his salespeople. The clerk whose aim is merely to book the or- der as rapidly as possible and get | through with his customer in the ‘quickest time isn’t developing as he ‘should the possibilities of new busi- “ness which every customer presents. A lady had ordered sugar and a few . sealers, as well as fruit for preserving. | “I’m going to be sure busy to-mor- row morning,” she said, “and I’d like ‘to get at my berries early. But there’s breakfast to get, and the porridge t> | cook—” ey . “Why not try some cereal—some- - \ithing ready to eat—like —.” And the ‘{elerk quickly named over the leading $2 varieties of ready to eat breakfast _ “I-tried —— once,” returned the AS a” customer, “but it didn’t seem to taste just right—seemed kind of mouldy and soggy.” “T’ll guarantee you won’t have that experience here,’ returned the clerk, pleasantly. “We keep our stock fresh; and you get the cereal crisp and new. I'll send you up a package—it’s just 10 cents.” The customer assented. “Do you know,” added the clerk, quickly, as he jotted down the item, “another. handy thing for breakfast in summer or when you're busy is fresh fruit. We have some nice or- anges at 40 cents—it takes jiust a minute to cut them, and they’re tasty and healthful.” She ordered half a dozen. “If yon want a quick dinner,’ he went on, “we have plenty of varieties of canned meats—corned beef, potted ham, jellied chicken, tongue, veal loaf, jellied hock, smoked beef. Here” —he handed it down—“is a nice sized can of potted ham at 30 cents. I’m sure you'll like it.” “It’s rather dear, isn’t it?” objected the customer. “Not when you consider that you are saved all the trouble of cooking it over a hot stove. This is ready +>——_ Branching Out in a Safe Way. Several years ago a young man opened a small dry goods store in a modest location on a side street in a certain city. He knew a great deal about dry goods, having been forced to work in a dry goods store when most boys should be in school. He was honest and a tremendous worker. He believed in himself. That part of town improved. And the first thing people knew there was a thriving dry goods store on the corner. The merchant, using unique advertising methods, succeeded in getting the people down his way— drawing them off the beaten tracks of retail trade. He did the right thing in price and in goods. He endeavored to have ser- vice in his store just a little better than in any other. He prided him- self on his ability to save his cus- tomers time in the matter of waiting for change and having packages wrapped. : The business grew and grew—grew until the modest little corner seemed fairly bursting with prosperity. July 7, 1915 Then the merchant began to see visions and dream dreams. . Why not move up a block or two, get two floors instead of one, put in a larger stock, and go at the thing right? He did. And he went broke. Here are the facts of the tragedy: This mercharit, like many another prosperous, ambitious person, took this important step toward expansion without realizing all he was going up against. He did not consider the in- crease in expense that would follow when he got into his new location. True, he knew how much he would have to pay out, but he did not ade- quately consider his chance for get- ting enough additional business to warrant the larger outlay. If a man moves into a store where he has to pay twice as much for selling his goods, it is obvious that he must have at least twice as much as he is getting in his present location. This merchant found, by moving onto the more prominent street, that he did gain a considerable portion of new trade. But he was forced to leave a good portion of his old trade behind him. All his former custom- ers did not follow him to the more pretentious location. He _ thought they would. He kept up the unequal struggle for a year and then had to quit. Do you feel like expanding? Be conservative! Every ambitious merchant wants to grow. If he did not have constantly before him the high marks he ex- pects some day to attain there would be less incentive to fight to overcome difficulties and strive for the highest possible measure of prosperity. Press- ing toward the mark for the prize is a commendable attribute of ambi- tious manhood in every walk of life. Great is ambition. But ambition needs to be guided. Ambition is indifferent to eventuali- ties. It sees only the shining goal ahead and recks not the difficulties and obstacles between the starting peint and the reward. The truly successful merchant takes a firm hold on ambition and rules ambition instead of being ruled by it. He applies to his problems of ad- vancement a high order of sane, sys- tematic, balanced reasoning. He re- fuses to let unexpected success or prosperity entice him, headlong, into unexplored regions. He expands. But he does it in a safe way. Safe branching out may be rapid. Or it may be slow. Rapid expansion may be entirely — secure. Gradual growth may be just the opposite. Be right; and then grow accordingly. All growth that amounts to any- thing is natural and gradual. The world itself—and the universe, too —grew just that way. So did man- kind. So did everything. This is a law of nature that should be applied to the store. Grow? Of course. But not like the mushroom. ——_>-2—____ The wise wife never insists upon having her own way. She merely has it, and says nothing. it econ nt comer ni aN A Risin tt July 7, 1915 A Revolution MICHIGAN TRADESMAN 6 25 in the Account Register Business The McCaskey Safe Register— OPEN Minimum capacity 130 accounts—can be expanded to 330 accounts in one cabinet. CLOSED OPEN CLOSED OPEN CLOSED A jointless metal cabinet. Records, sales slips, paper money (U.S. Legal Tender), have not scorched within this cabinet in severe fire tests. Protect Your Accounts Before it is Too Late More than 125,000 mer- chants are using The McCaskey System It saves them time, labor, worry and money by cut- ting out useless bookkeep- ing. With only one writing they obtain BETTER AND QUICKER results than under their old three to five writ- - ing method. McCaskey Garvity Expansion Register housing The McCaskey System This style holds a minimum of 240 accounts and can be expand- ed to 440 accounts. Manufac- tured in various styles and sizes, Don’t Wait Until You Burn. Out Your accounts and business records are protected if you install hosel, the M‘CaskeyAccountSySTEM The most recent addition to ~MCCASKRy The End of SYSTEM. — First and Still the Best! "With Only One Wriling The McCaskey Register Co. Alliance, Ohio Incorporated Capital $3,000,000 BRANCHES in all Principal Cities: Dominion peter Company, Ltd., Toronto, Canada, Manchester, England. The Largest Manufacturers of Carbon Coated Salesbooks in the World Also Manufacture Single Carbon Salesbooks in all Known Varieties The McCaskey Safe Register—CLOSED Perfect insulation makes the METAL CAB- INET the best protector against fire. Per- fected after years of costly developing. Let us show you how The McCaskey System PE ene OPEN will more than pay for it- self in your business in the course of a few months : CLOSED after it is installed and will continue to earn profits for you year after year. Write for further par- ticulars. Our nearest representa- OPEN tive will gladly call. Use the coupon when writing. CLOSED The McCaskey Register Co., Alliance, Ohio. Gentlemen:—I am interested in the McCaskey System of handling accounts and records and would like to have further particulars about aemeaee Modis L_ PGES 6 cco ec ocak Cndacs cy oeiecct cece Koeuus Nodese Vedi CMGI os dado cea Gas we'd sd wee edladacg hamid Wuldees UCkeT eae: City ad Slate oo oe oc as boos So on cy coven wes ene ceccen cca USING GIRG 6 cs oo oo sec Ce Ce dae cee sian No. of Accounts........ M T—7-7-'15 MICHIGAN TRADESMAN FED [LRG WOMANS WORLD — = —_ — - Letter Writing Should Not Become a Lost Art. Written for the Tradesman. If one were to give a description of “the perfect woman nobly plan- ned,” one of the abilities that should be hers is that of being able to write a good letter. Nor should this be given an altogether minor rank in the list of her accomplishments. Letter writing—taking the term in its meaning of the writing of social and friendly missives—is essentially a womanly art and occupation. Men as a rule do not take to it. Of course a man has to attend to his business mail, but as soon as ever he can ai- ford it he hires a stenographer and typewriter, so that he is let off by merely dictating the letters and add- ing his signature to the finished work. - When in love, if he can not substi- tute a daily call-up by telephone, he writes ardently and often and some- times at length to the object of his devotion. While in this exalted state he is hardly himself, and his normal dislikes and lethargies do not assert themselves. A man writes brief notes to wife, daughter, son, father or mother, giv- ing a terse account of family health, business conditions, crop prospects and the like. If of a humorous turn he may add a short joke of two to his effort. He gets off these epigram- matic epistles largely from a sense of duty—likely he is a conscientious sort of fellow and tries to do what he feels is expected of him. A man who has a little literary turn may some- times write a lengthy letter, bring- ing in accounts of travels he has made, setting forth his opinions on political and public questions, and otherwise ‘enlarging upon the skele- ton note which is the characteristic letter of the modern man. Even such dignified expansions are the excep- tion, while the covering of pages on pages of dainty note paper with a breezy, delightful, fun and sorrow. touched description of the little hap- penings of daily life—this is done by women or not at all. And there is danger that it will be done less and less by women. In the rush and hurry and the numberless tasks and diversions and distractions of present-day life, letter writing is _apt to be crowded out. The post card, the long-distance phone, the telegraphic night letter—these are be- ing pressed into service as substitutes for the good old-fashioned letter, but _ they never can take its place. ' The writing of a friendly letter or a family letter—by this last meaning ithe letter to some member of one’s immediate family—is an informal kind of composition, count for little. Good letter writing is very like good talking, and re- quires much the same tact, insight and knowledge of the mind and tastes of the person to whom one is writing. The mother who can write inter- estingly and entertainingly to the boy or girl away at school, or to the mar- ried son or daughter, has at her com- mand an instrument of influence which she never should allow to become rusty. The letters from home should mean much to those who are away. It adds immeasurably to the power of thesé letters if they are such that they will be received with pride and pleasure. The husband who is much from home likes to receive a nice bright letter from his wife daily, or at least very frequently. Although his replies may be brief, if she is of the right kind and her letters are of the right kind, she may be sure that her efforts are not unappreciated. Letters to the old folks—to the father and mother who are aged and feeble and whose happiness and peace of mind depend greatly on hearing regularly from “the children” who are absent—these letters never should be omitted nor even delayed. Make them long and full as possible, and do not neglect the expression of love and tenderness. Let the old people know that distance does not weaken the bond of attachment. It is a compliment to the person addressed to use good stationery, to take some pains with one’s handwrit- ing even though the pen move rap- idly, and to spell and punctuate cor- rectly. We readily excuse all mistakes made by friends who have lacked the advantages of education. It would grieve us if those dear hands were to refrain from writing merely because they can not use the pen skilfully or because errors in language are likely to creep in. But gross mistakes and obvious carelessness on the part of those who know better is hardly par- donable. Occasionally, it is true, a note has to be rushed off in a great hurry; but usually a little time and thought should be taken in writing. It is rude to do otherwise; just as it is a breach of manners to mani- fest haste when making or receivina call. A letter can be neat and beautiful without being in the least stiff or formal. Typing friendly letters that are of considerable length is to be recommended as not only easier for the writer but as being more readily read by the recipient, if the latter hap- pens to be elderly and the eyesight is failing somewhat. \ - and discouragements. one in which the tropes and figures of the rhetoriciait The point of writing only on sub- jects that hold some interest for the person written to, already has been touched upon. It deserves further emphasis. Especially is it wise to avoid falling into the habit of weary- ing friends and relatives with a de- tailed and doleful account of all little aches and pains and trifling - trials Some women take a morbid delight in stringing 6ut on paper a minute de- scription of every unpleasant circum- stance that happens to them. They seem to _ forget that their friends and corres- ‘pondents all have troubles of their own. In all such cases one of two things is sure to result: the writer of mourn- ful letters either taxes the sympa- thies of her correspondents unduly and unjustly, or else, what is more likely, her friends shrewdly determine that it is not worth while to take her lamentations at a hundred cents on the dollar, and learn to make a liberal discount in their estimate of her woes. Perhaps the highest type of letter, and certainly the one which we are in greatest danger of letting fall into decadence, is the real letter of friend- ship, the letter in which friend speaks to friend in a correspondence kept uo through long and busy years, not be- July 7, 1915 cause of ties of blood nor yet for any possible selfish gain on either side, but simply because two noble souls are kindred spirits. This kind of let- ter is one of the finest things in life, and keeps alive a happy companion- ship that grows and strengthens al- though an ocean or a continent lies between the two. Quillo. —_2>+.—___ To the man who says “I will” the chains of destiny are mere cobwebs. SHELDON AND OAKES GRAND RAPIDS, MICHIGAN. ECZEMA AND ALL SKIN AND SCALP DISEASES SUCCESSFULLY TRBATED Puritan Plaster Method for External CANCER REMOVAL Interested persons are invited to investigate our methods of treatment. Prompt and permanent relief must be accomplished before settlement is made. —— A. T. HOXIE, M. D., Supervising Physician ALVAH BROWN, S. V. MAC LEOD, President Secretary SESSE J. FOX, Superintendent MRS. MAE HAUCK, Supt. Ladies Dept. Send for Cancer and i Eczema Booklet hold trade. Building Up Store Character Every product of the National Biscuit Company ovens suggests goodness, freshness, cleanliness —quality. N. B.C. goods as a line suggest to customers, present and prospective, the character of the store that sells them. These products are widely and persistently advertised. People have confidence in them because they have been proved good. Con- sequently, for the grocer who sells them, National Biscuit Company products are good- will promoters—they bring trade and they The famous In-er-seal Trade Mark Packages on your shelves make selling easy. SOCIAL TEA BISCUIT—a favoritetoserve with ices or beverages. Include Social Tea Biscuit in your order. NATIONAL BISCUIT COMPANY July 7, 1915 Story of Rebecca of the Neckwear a Counter. Written for the Tradesman. Aaron Hirsch passed down the mid- dle aisle of the World’s Emporium, turned three counters and _ right- angled a few yards to the ‘“Gent’s Neckwear; Regardless of Cost.” Here was a great jumble of innumerable patterns, a foot in height, and behind the pile stood a very pretty, persua- sive little Jewess, Rut Aaron did not notice the girl. His eyes swept speculatively over the pile and then settled. into the cold, dis- dainful stare of the experienced trad- er, “That the stuff you’re advertising for 9 cents?” he asked contemptu- ously. “Yes, sir. Reduced from 25.” “Marked up from a nickel, more likely,” snorted Aaron. But neverthe- theless he began to paw over the pile, placing a little paper bag to one side as he did so. At last he found a yellow check. beautifully lined yith green vines, that won a grudging look of approval. He glanced about covertly, but there was no glass near. Yet the occasion was too momentous for his own unaided judgment. His gaze slipped across the counter. But the pretty clerk had anticipat- ed him. Behind her were _ tiered shelves of men’s neckwear of finer quality and she selected something and leaned toward him. “That one’s two loud for you, sir,” she said, with a pretty grimace of disapproval. “It’s more suited to the cheap guys below the avenue. You’re not that sort. You don’t need to be bolstered up with neck advertising. Something like this is what you want.” and with a dexterous motion she passed the tie around his neck, fitted it in front, then, “Beau-ti-ful, sir! Always remember that rich mauve is your best tie color. Now for something to hold it in place.” Reaching back into a showcase she selected a pin, adjusted it in the tie with an air of profound consideration, gave him a small glass and then stood back with clasped hands. Aaron Hirsch was a good trader and a notable success in competition, but in matters of personal appeararice he was stili a novice. It had not seemed worth while. He looked covertly and somewhat sheepishly into the glass. “Seems to be all right,’ he conced- ed. “TI—well, I’ve got an invite to Sneiff’s, of Sneiff & Schorr, for sup- per, and I want to—to look fine, on account of his daughter.” “Q-oh!” exclaimed the clerk, her eyes snapping at the thought of a love story. “Is she pretty?” “Never seen her but’ once,’ Aaron confessed; “but Sneiff’s worth a hun- dred thousand, and he’s sort of been hinting to me lately. Hirsch & Redor is an up-to-date, growing firm, you know, with good credit; and although Sneiff’s girl is the only one, with money in back, she’s that homely it’s ilike a work of art to marry her off.” The pretty clerk nodded, her face ‘serious with sympathetic understand- ing. e “And still money’s a real thing,” Aaron said, “and eatings, that’s a real thing, too. They do say Bersa Sneiff is the best cook in her whole block. A man should look first to his table and then to the money that he buys with.” “Sure,” agreed the clerk. “Money it comes first and then to eat. Pretty looks they ain’t anything at all.” “That is just where you are wrong. Aaron surprised himself by declaring boldly. ‘Pretty looks it comes close _to the first, and I’m not sure but is the very first. I didn’t used to think so, but I do now. If that Bersa Sneiff was full of good looks like somebody I’m talking with I wouldn’t stop one ” minute. [—” Then he blushed furiously and scowled. What would one of his clerks think to hear him talking like that to a strange girl across the coun- ter? And the girl herself was blush- ing, too, surprised into it by the sud- den ardent look that had flashed from his eyes. Even in his perturbation Aaron noticéd the blush and it sent a curious thrill through him. “Come now,’ he said _brusquely, “tell me how much the cost is to me?” “One and’ fifty,” replied the girl. “The pin it is plated of gold and cheap at a dollar and the tie is silk. Tt is such real goods that becomes a man like you, not cheap things for 9 cents.” Aaron grunted at the compliment, dropped some protesting coins upon the counter, caught up a paper bag and hurried away. But mingled with his annoyance at such undreamed of extravagance was a growing admiration for the gir who had caused it. What a saleslady she would make for the shirtwaists and skirts of Hirsch & Redor! Why, she could talk a creditor himself into exchanging his bills for goods. And as a wife—Aaron blushed and again scowled at the thought. Bah! She would make him extravagant like this every day, buying real things. It would be money flowing like water— not that he couldn’t afford it, but why? And he had heard that Sneiff’s daughter was so close that she had her shoes re-soled three times before discarding them. What a girl that would be to help a man on! Arriving at his office he placed the paper bag upon his desk and laid the last mail beside it. His custom was to eat lunch and read letters and newspapers at the same time, often occupying half an hour. It was cheaper than going out to a restaurant and saved time. But when he fixed his eyes upon a letter and transferred a bite from the bag to his mouth, the half-read letter dropped and he leaned forward and peered hurriedly into the bag. It was not his lunch at all. He must have taken the girl’s and left his own on the counter. The bite had been delicious, how- ever, and he reached into the bag and took out one of the little cakes it contained. Then he took another. They were the most luscious things he had ever tasted, and he shut his eyes to better enjoy flavor. tirely. the exquisite The mail was forgotten en- MICHIGAN TRADESMAN At length he got down to the last cake and was commencing to nibble that when he stiddenly forced it back from his mouth. Why not carry the cake up to Sneiff’s and let Bersa taste it? Maybe she could bake ones just like the same. But when Miss Sneiff tried the cake that evening she confessed that she had never baked any just that way, although she believed she could by trying. The next day, with the haunt- ed memory of he lunch still urging him on, Aaron carried the cake round to all the bakers from Ninth to Sec- ond street, and not one of them could produce anything like it, although all declared they had things that were much better. Aaron thought not, however, and he carried the cake back and ate it slowly, with eyes shut and smacking his lips audibly between each bite. He would go and ask the counter girl herself where she bought it, which was very likely up F street some- where, for she believed in having the real thing. But it did not matter. Even if a single cake cost as much as 10 cents, he would have some every day for his lunch. Yet he didn’t go to the counter girl in three whole days, for in spite of his longing for cakes he had a fell- ing that in the bargain store lurked danger to his prosperity. But the three long days brought about strange things. His mind was a moving picture whirl of two girls and a bag of cakes. Then one of the girls began to fade and the cakes moved mockingly to the front. But the third day the cakes themselves disappeared, leaving only the other girl. Then his lips grew more firm and he went straight to the World’s Emporium, down the middle, turning three counters and_ right- angling to the “Gent’s Neckwear, Re- gardless of Cost.’ And there happen- ed to be no customers. “Say, you,’ Aaron began impetu- ously; “I ain’t got your name yet.” “My, if that ain’t just like a man,” laughed the girl, “when there ’twas 27 right on my lunch bag. It’s Rebecca —Rebecea Ziebert.” “Sure, that’s a good name,” he ap- proved. “Well, Rebecca, I’ve been thinking a whole lot of you in them three days.” “And maybe I’ve been thinking a little of you, too, Aaron,” she admit- ted frankly. “You're so different from the cheap guys below the avenue. And—and you see I looked up your name.” ; Aaron’s face beamed, then he blush- ed and, seeing that, she blushed, too. His. hand slipped under the pile of 3 cent ties and somehow found her hand on the other side. And it was done so adroitly that a cash girl two coun- ters away and fifteen feet above did not see, although she was_ looking suspiciously in that direction. “Maybe we are friendly so I might call on your father some evening,” he suggested. “It might be he will be glad,” she answered, “although father he ain’t much on callers. Likely I would bet- ter stay on home and help with the talk when he goes to sleep.” “Yes, that would be nicer,” with a grin. “And now there is one thing more, Rebecca, that I would be lik- ing to ask you some day. Where maybe did you buy those cakes I took away on your lunch?” “Why Aaron, them I did not buy. I bake such cakes myself in whole panfuls. Father he likes them lying round pretty plenty all the time. You come by some evening soon and if you eat a good many my father will be friends with you all right. And if you play pinochle he will be asking you to come every evening. But you couldn’t do that, of course.” “Sure I could!” exclaimed Aaron fervently. “Pinochle and cakes will go fine. And I will be making.a start this very evening.” F. H. Sweet. —_»+.—_____ His Choice. “Wisky, my friend, has killed more men than bullets.” “That may be, sir, but, bejabers, I'd rather be full of whisky than bullets.” CHEER UP! More Thrills on The Derby Racer Eight Acts of the Ramona Kind of Vaudeville Simplified, Modern More Attractions---More Attractive Dances at the Casino Ramona Is Open te ha ety Moree cheiertonle ea ‘atts on: umm ante 28 MICHIGAN TRADESMAN July 7, 1915 THE MEAT MARKET Purifying Greases. Inedible greases are purified usu- ally by washing with sulphuric acid. Shallow wooden vats are used for this purpose, being of greater width than depth, as the acid water. settles best in a shallow receptacle. When a comparatively small amount of work is to be done an ordinary wood- en vat made out of good, sound pine, with 3-inch staves, well bolted to- gether, is all that is necessary, but where the work is continuous these wooden vats should be lined with 10- ounce lead, as the acid soon destroys the vats. The method of washing with sul- phuric acid is as follows: Into the wooden or lead lined vat run clear water to the amount of 10 to 15 per cent. of the grease to be treated, and when the water is in add 1 per cent. of sulphuric acid to the fat to be washed, the acid to be 66 degrees den- sity. It is important that the water be put in first, for if the acid is put into the tank first and the water afterwards run in an_ explosion is liable to result because of the intense heat generated by the absorption of the water by the acid. After the wa- ter and the acid have been mixed add the liquid fat, turn on the steam and boil until the fat and acid show clear; at first it will be muddy or cloudy. Usually a boiling of 20 to 30 minutes will be sufficient. This work should be done on the top floor of the plant, or in some place where there is ample room for the escape of the vapor, as the fumes of the acid are very strong and are injurious to the building. After the boiling is fin- ished allow the tank to settle for 10 or 12 hours; then draw off the acid water from the bottom, and if the same is clear and clean it shows that the fat has but little foreign sub- Stance and that the solution can be used over again. If the solution shows many impurities it should be thrown away. Draw the fats into trucks or tierces. Place them in a room having good ventilation, and when the acid fumes have escaped put in refrigerated com- partment. —_—~-->—__. Ropy Pickle. This condition is directly due to the growth of bacteria in the pickle as a culture ground. The bacillus appears to be of the nature of a yeast fungus. Meat that is improperly chilled, al- though the animal heat has passed out of it, may be in a_ soft and slop- py condition, and when packed in this state is apt to bring on this ropi- ness. Dirty vats, not being properly scalded and cleaned after each cur- ing just before packing, are apt to cause it. Sour sugar will also cause it, and to obviate this condition no sugar should be taken into your plant before it is analyzed by a chemist. When temperature is allowed to rise too high it will also cause ropiness by accelerating fermentation, due to bacterial action. As sweet pickle is a favorite cultural medium, and as the bacteria under favorable condi- tions produce and_ reproduce, the pickle will at first become viscid and then thick. This is also the first stage of a certain sourness if the meat is allowed to remain in the pickle. Prevention of ropy pickle should take the form of a proper chilling of the meat to be pickled; of having the curing vats absolutely clean, even to watching the seams on the inside closely, so that there may be no ac- cumulations of matter there. Keep an even temperature of 37 degrees F. (hams) in the curing room; see that the cane sugar used is perfectly sweet and the pickle properly made and fil- tered. Above all, absolute cleanliness is essential. —__ 5 _ Packer Hide Selections, Spready native steers are strictly No. 1 stock, free from all brands and imperfections. The spread of these hides across the shoulders just back of the brisket is supposed to measure 6 feet 6 inches in the West and 6 feet 8 inches in the East, where kosh- er stock is largely killed. Leather from these hides goes largely into automobile and furniture upholstery. Native steers are steer hides free from-all brands and graded accord- ing to weight. Texas steers are branded range steers from Texas generally, but not necessarily. They are graded according to weight. Some fed stock passes for range Texas. Butt-branded steers have a brand on the rump, generally on one side only, although it makes no difference if they are branded on both sides. The brand must not extend over eighteen inches up from the butt of the hide, otherwise it is a Colorado. They are graded in three weights. Colorado steers are side-brande4 stock, marked on one or both sides. They are longer in the brisket, pro- ducing a greater spread across the shoulders than Texas steers. are graded in three weights. Branded cows are simply branded cows. They are not selected for weights. Native cows are free from brands and graded in two weights. Native bulls are free bulls and stags sold flat. of brand; . They | Hog Hair. Hog hair is either sun-dried, curing it outdoors, or else it is cooked in large vats and dried mechanically. As the hair is scraped from the hog there is a great deal of scurf and outer skin of the hog left on the hair. ‘this must be removed in order to make the hair merchantable. The method usually practiced is to spread the hair out on the ground as pro- duced and when the hot weather ap- froaches the hair is raked and turn- ed daily. The scurf dies from the heat of the sun and, because of con- stant handling, falls from the hair. When the scurf is thus removed the hair is raked up and baled. It takes from two to three months for the hair to become cured in the sun-dry- ing process. A method that is used in some of the larger packing centers is to cook the hair in large ats so that the scurf will fall off the hair and settle to the bottom of the vat. The hair is then removed and run through large wringers and dried in mechan- ical driers. While this is a very much quicker way than the sun-drying pro- cess in the field, it is also more ex- pensive. —_2>+>—___ Syrup in Pickle. The use of syrup in sweet pickle has the disadvantage of producing a product which, while delicately flav- ored, has poorer keeping qualities than meats cured with cane sugar. It also has a tendency to discolor the meats, giving them a dark appear- ance and making them less attractive. -SEA FOODS AND LAKE FISH G. B. READER Successor to MAAS BROS. Wholesale Fish Dealer OF ALL KINDS Citizens Phone’2124 Bell Phone M. 1378 1052 Ottawa Ave., N. W. Grand Rapids, Mich Make Out Your Bills THE EASIEST WAY Save Time and Errors. Send for Samples and Circular—F ree. Barlow Bros., Grand Rapids, Mich. AS SURE AS THE SUN RISES Voisgt's Oe e eaelel i Makes Best Bread and Pastry Cudahy Brothers Company’s Sausage A fat pig gave a shrill little squeal, I’m going to make sausage for somebody’s meal; Someone will eat me, but that is all right, I'll be Cudahy’s Sausage just stuffed with delight.” For Sale by all LEADING GROCERS MEAT RESIDUE FEEDS for hogs, cattle and poultry at the FEED STORE Hollywood Brand Sliced DRIED BEEF & BACON in Glass Jars At Meat Markets and Grocers CUDAHY BROTHERS CO. Cudahy, Wis. 30-32 Ionia Avenue DELIVERY WAGONS $47.00, $48.00, $50.00. $55.00, $60.00, $70.00, $75.00, $85.00, $90.00 Our line of delivery wagons are built extra strong and give good satisfaction SHERWOOD HALL CoO., LTD. Grand Rapids, Mich. Reference: ~ Peoples State Bank or The Trade Generally Your shipments of POULTRY, CALVES, PORK, BUTTER, EGGS, FRUITS and PRODUCE receive personal attention and sell for highest market prices when consigned to NAUMANN COMMISSION COMPANY Eastern Market, Detroit, Mich. Members of The Michigan Poultry, Butter and Egg Shippers Association. Detroit Produce Exchange. July 7, 1915 MICHIGAN TRADESMAN Intensity Required for Lighting of Show Windows. There is no portion of a store that will bring as large returns on the in- vestment as a properly designed sys- tem of show window lighting, yet the few windows that are properly lighted are only a _ small percentage of the whole. A show window that is poorly lighted is not a good sales medium. Results can be made large or small, depend- ing almost entirely upon the kind of light sources used, and upon their ar- rangement. The problem of proper lighting has two sides, first the phy- sical, or method of producing the light, and, second, the psychological, or the effect of the lighting on the observer. The systems which are fre- quently used may be condemned from either side. A+*show window that is lighted with exposed light sources of high intrinsic brilliancy will be con- demned for the psychological effect, although there might be sufficient light of proper quality. The show windows are to seil goods and not electric lights and fixtures, but, if the latter are exposed to view, the observ- er’s attention is attracted from the window display to the light sources. The proper lighting of a show win- dow depends upon the style, charac- ter of the goods displayed and the effect desired. The best authorities on show win- dow lighting agree that the light sources should not be exposed, but that the window should be treated the same as a stage in a theater. The goods displayed should be well ligit- ed by concealed lights and it is best to have the side walls and ceiling finished in light tones. White or ivory, with a matt surface, is per- haps the best, especially if the dis- play is in dark colors. It is almost impossible to light a show window: satisfactorily in which the walls and ceiling are fininshed in mahogany or painted in dark colors. In order to see a window display elearly and easily, without eye strain, the following considerations must pre- vail: There must be sufficient illum- ination; that is, enough light must be reflected from the objects displayed to the eye. For this reason much more light must be thrown on a dark display than on a light one, the co- efficient of reflection of the dark ob- jects being much less than that of light ones. Too much light must be avoided. The iris of the eye can con- tract only to a certain extent and is soon fatigued by a strong light. As the iris weakens, it expands allowing the strong light to strike the retina, producing eye strain. If this is con- tinued the eye may be permanently weakened. Bright lights in the field of vision should be avoided, as the picture of the light source itself will be formed on the retina of the eye and other objects will seem dim in comparison. The lamps should be placed so that the light is not regu- larly reflected to the eye. Light which consists largely of a predom- inating color is undesirable, as the color value of objects illuminated is thereby changed. The intensity required for show window lighting depends upon the lo- cation of the window (whether in a brilliantly lighted street or in some street where the lighting is not good), whether or not the adjoining win- dows are well lighted, the kind of display and the class of trade to which the merchant caters. There is perhaps more waste in the illumination of show windows than in any other department of a store. If the same loss occurred proportion- ately in other departments it would mean quick bankruptcy. A merchant may display phenomenal intelligence in other matters, yet in selecting a system of illumination, which is sup- posed to be a permanent investment, he will disregard absolutely every law pertaining to the subject, and then be surprised that the installation is not satisfactory. If he should be sat- isfied with the light, there is still the chance that the installation will be expensive and the monthly bill high. He may appreciate the fact that sales- manship is a science and that it is necessary to have a high grade de- partment manager for each particular line, but the fact that illumination is a science and that high efficiency is obtained by the application of scien- tific knowledge does not seem to be appreciated by him. Perhaps the most common error in show window lighting is where a sat- isfactory installation is copied from another window where the conditions are radically different. An argument frequently brought forth is that a cer- tain make of reflector is being used or that the reflector is of first class ma- terial, or that such and such a store is using them. Whether or not the design is particularly adapted to the case at hand, seems to bear very little weight. The loss in efficiency or un- desirable results may be more a mat- ter of the type of reflector used than of any other item. A high grade re- flector may be used, and the installa- tion even then prove ineffective. We frequently hear it said of a badly designed installation that it is giving satisfaction. It may do-so to a certain extent, but it would seem that if it gave the same satisfaction for less money, or better results for the same money, it would be in keep- ing with modern business methods. The general opinion seems to be that to get the best results in illum- inating a show window, an imagin- ary plane, called the line of trim, should be evenly illuminated. This may seem to be the proper method, but it must be conceded that very rarely is the display so arranged that this will obtain the maximum results. Surface brightness should be the criterion: of sufficient illumination. With an even intensity on the line of trim, objects in the foreground will not be as well lighted as those in the background. The writer has obtained results by increasing the excellent intensity 29 materially at the front of the win- dow, Economy of current consumption is not the only really important consid- eration, although there are many en- gaged in various branches of the elec- tric lighting industry who take that view. Their arguments to the con- sumer are often based solely upon the proposed reduction in the monthly electric bill and not often enough up- on improvements in lighting condi- tions. The complaint from the con- sumer may be that the current bills are too high for the amount and quali- ty of light, but what the consumer usually desires is more illumination rather than a smaller bill. In fact, ex- perience shows that when the quality and quantity of the illumination have been increased the merchant is apt to increase his energy bill by keeping the windows lighted for longer hours. —_>+>—__ Had No Small Change. At the hay market a couple of farm- ers stopped to talk crops and horses. “Are you in the market for a good horse?” asked one. “Always ready to dicker,’' the other answered. “Ever see that little bay mare of mine?” “T think I know the critter.” “How'd you like to own her? She’s yours at rock bottom price.’ Gathering up his lines preparatory to leaving the spot, the other farmer replied: “Well, John, I’d buy her this morn- ing, but I hate to bust a dollar.” wT varia ey" ITE OT OY fe — ican z ye ca o oS = eee as x CHICAGO BOATS Graham & Morton Line Every Night FOOTE & JENKS’ KILLARNEY «) GINGER ALE (Contains no Capsicum) An Agreeable Beverage of the CORRECT Belfast Type. Supplied to Dealers, Hotels, Clubs and Families in Boitles Having Registered Trade-Mark Crowns KILLARNEY (brand) GINGER ALE A Partial List of Authorized Bottlers: A. L. JOYCE & SON, Grand Rapids and Traverse City, Mich. GEO. W. LOMBARD, Jackson, Mich. THE CITY BOTTLING WORKS, Toledo, Ohio. KALAMAZOO BOTTLING CO., Kalamazoo, Mich. COCA-COLA BOTTLING CO., Battle Creek, Mich. CHICAGO CONSOLIDATED BOTTLING CO., Chicago, III. E. L. HUSTING & CO., Milwaukee, Wis. & ¥ = * MICHIGAN TRADESMAN July 7, 1915 i =— = 7” Michigan Ponitey. mutter and Egg Asso- clation. 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. —s California Now Engaged in Commis- sion Business. The recently enacted California law, which would place the State in the position of a “produce trust”—at least it would make the State engage in the produce receiving business on a large scale—has been signed by Governor Johnson, and now every- one is wondering how this highly so- cialistic plan will work out. Among the notable features of the measure are the following: An appropriation of $150,000 to put the institution on its feet. A commission of three directors at $5,000 per year to manage it. Assistants in the shape of an at- torney at $4,000, a secretary at $3,600 and such other employes as the com- mission may see fit to hire. The commission is authorized to secure necessary land, buildings and other equipment and enter the whole- sale produce business the same as any jobber or commission concern. A “reasonable” brokerage is to be charged and settlements made at least once a month. Provision also is made for a publicity bureau, which will keep producers informed as to market conditions. Headquarters are to be maintained in Los Angeles, San Francisco and, presumably, Sacra- mento, and markets may be establish- ed “in all cities and towns where con- ditions seems most suitable.” Governor Johnson is. expected to set the wheels of the new institution in motion in the next few months by appointing the directors of the mar- ket commission. Leading produce and commission men of Los Angeles take the posi- tion that an institution controlled by the State and operated as are most State institutions, will be unable to secure really high class fruits, vege- tables and other produce, but will, on the other hand, be deluged with that class of farm and orchard products for which there is little or no market. “To succeed in the produce business it is virtually necessary to get at least a share of the cream of the country’s production,” declared a local produce jobber. “The man who goes out with the cash will get it. The producer who has a car of fancy potatoes wants the ready money for them and will sell where he can get it, and this class of goods is pretty certain to go to the private jobbing and commission houses. That left for the new State institution will be a big volume of medium and low grade stuff, for which there is little or no market. “The State cannot expect to oper- ate with any greater efficiency than a private individual or corporation, bas- ed on past performances it-cannot do as well. Thus if the State expects to pay more and sell for less than does the established jobber or broker, it can do so only at the expense of the taxpayers. “T believe the experiment will prove costly and be of short duration.” +. Scientific Study of Shrinkage of Stor- age Butter. Valuable information bearing on the safety of producers and sellers of print butter, with reference to the net weight law and its influence upon butter kept in stock, recently has been gathered by E. S. Guthrie and H. M. Pickerell of the Cornell Experiment Station at Ithaca, N. Y., and the fol- lowing summary of conclusions has been announced. 1. The variation of pore space, which ranges from .5 of 1 per cent. to over 6 per cent. in freshly made butter, is important in the printing process. 2... Print butter weight in storage. 3. The rate of loss depends prin- cipally on the temperature and hu- midity of the storage room. 4. .If'the temperature is kept down to 50 degrees F. and the humidity is kept above 90 per cent. at least a month, and perhaps much longer, will be required for the shrinkage to ap- proximate the limit set by the New York law, provided the prints are packed in boxes. 5. If the temperature is 60 degrees F. or above and the humidity is 85 per cent. or below, the shrinkage will approximate the limit set by law in a space of ten days to two weeks, even if the prints are packed in boxes. gradually loses 6. The degree of shrinkage is not inversely proportional to the weight of the wrapper used, as is generally supposed. 7. The degree of shrinkage de- creases to a considerable extent when the prints are placed in cartons. The other two methods of packing, how- ever—leaving the prints dry after placing them in boxes, or: sprinkling them with water—produce about the same effect on the degree of shrink- age. 8. In the average small store re- frigerator the loss will approximate the limit set by law in a space of ten days when the prints are piled loose- ly on shelves. Backing the Hen. Morristown, Tenn., is a name that has become synonymous with fancy eggs and prime broilers. In a few short years co-operation and united effort in a single industry resulted in the production of poultry products to ‘a total value of more than two million dollars last year. During 1914 a total of 553 carloads of poultry and eggs was shipped from Morristown to the big markets. There were 325 carloads of eggs, containing more than 130,000 cases; there were 175 cars of live poultry and fifty-three cars of dressed poultry; and in addition there were numerous small shipments by freight and express—all representing the surplus in this region of the com- mercial hen. Although there are a few very large poultry plants in this section, most of the products come from average farms keeping flocks of well-bred birds. Morristown milk-fed broilers are now well known in the better markets; sterile eggs have become a standard Watson-Higgins Milling Co. Merchant Millers Grand Rapids 3 Michigan Do you enjoy an exclusive profitable Flour trade? You can control your Flour market and profit. Drop us a line and we will write you at once in regard to our exclusive sale proposi- tion for Purity Patent Flour We buy practically all our grain di- rect from farmers, therefore saving elevator charges and poor mixtures. Our head miller is an expert and takes pride in the fact that bread made from “Purity Patent’’ has fla- vor and retains its moisture, - GRAND RAPIDS GRAIN & MILLING CO., Grand Rapids, Michigan Fine Flavor for summer desserts. Mapleine is dainty and delicious in ices, puddings, Dies. Order from Louis Hilfer Co. | 1503 State Bldg. Mv! 130 No. 5th Ave., Chicago, Ill. CRESCENT MFG. CO. Seattle, Wash. Rea & Witzig PRODUCE COMMISSION MERCHANTS 104-106 West Market St. Buffalo, N. Y. Established 1873 Live Poultry in excellent de- mand at market prices. Can handle large shipments to ad- vantage. Fresh Eggs in good de- mand at market prices. Fancy creamery butter and good dairy selling at full quota- tions. Common plenty and dull. Send for our weekly price cur- rent or wire for special quota- tions. Refer you to the People’s Bank of Buffalo, all Commercial Agen- cies and to hundreds of shippers everywhere. POTATO BAGS New and second-hand, also bean bags, flour bags, etc. Quick shipments our pride. ROY BAKER Wm. Alden Smith Bldg. Grand Rapids, Mich. 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. Both Phones 1217 Mail us sample any Beans you may wish to sell. Send us your orders FIELD SEEDS AND SEED BEANS MOSELEY BROTHERS Grand Rapids, Mich. The Vinkemulder Company Jobbers and Shippers of Everything in Fruits and Produce -Grand Rapids, Mich. July 7, 1915 product. Breeding stock and eggs for hatching are also items of sub- stantial sale value. All this is the result of community get-together in boosting an industry that requires as its foundation good stock of the right breeds, good man- agement, strict record for high stand- ards of finished product, and organ- ized marketing. As the Guernsey cow is identified with Waukesha coun- ty, Wis., and the apple with Hood River and other valleys of the North- west, so has the ben become a factor in farm products in the Morristown district. There is hardly a good farm community in the country ‘that has not an opportunity to develop a spe- cialty—provided the same co-operative spirit is adopted.—Country Gentle- man. Get Infertile Eggs. This advice appears in the Gov- ernment’s Weekly News Letter: “It is conservatively estimated that there is an annual loss in eggs in this country of $45,000,000. Prac- tically all of this enormous loss is sustained by the farmers of this coun- try, as it is on the general farms that the great bulk of eggs is produced. A very great part of this loss can be prevented by the production of infer- tile eggs, which are laid by hens that do not have a gale bird with them. The male bird has no influence what- ever on the number of eggs | laid. Therefore, as soon as the hatching season is over, the male should be re- moved from the flock. “The greatest trouble from blood rings in eggs occurs in hot weather. Special care should be given to the gathering and storing of the eggs dur- ing the summer months. At these times the eggs should be gathered at least twice a day, placed in a room or cellar where the temperature does not rise above 70 degrees F., and mar- keted two or three times a week. “Blood rings are caused by the de- velopment of the embryo of a fertile egg and its subsequent death. It is impossible to hatch an infertile egg er cause a blood ring to form in one. It is generally considered that eggs become infertile from seven to four- teen days after the male bird is re- moved from the flock. Repeated ex- periments have shown that where fer- tile eggs are kept under similar con- ditions, the fertile eggs spoiled much quicker, due to the fact that they deteriorate faster than infertile eggs in the average summer temperature. Summer heat has the same effect as the hen or incubator on fertile eggs. Sell, kill, or confine the male bird as soon as the hatching season is over.” ——_»- Poor Boy. Office Boy: “Please, sir, can’t I go for my dinner now? It is long past my time, and I am awful hungry.” Employer: “Hungry! Well, I wonder is anybody ever saw such a greedy fellow! Here you have been licking envelopes and postage stamps all the forenoon, and yet you com- plain of being hungry.” Collapse of office boy. MICHIGAN TRADESMAN Another Food Cost Eutopia Formed in Chicago. Chicago has another “white hope” along the line of saving the dear peo- ple from the high cost of living, if not from the high cost of promotion. As for the latter, time will probably tell the story, but the management of the latest proposition, which ap- pears to have more or less substantial backing, paints its expectations in glowing colors. It is simply another scheme in which it is said that the desirable features of the mail order house, the chain store and the buying exchange are to be combined. Of course, it is going to put all the job- bers and similar forms of economic “incubus” out of business. With this purpose well in mind the company has been incorporated under the laws of Maine with a capital stock of $20,000,000, of which $10,000,000 is preferred and $10,000,000 is common. James A. Pugh, President; Frederick Lundin, Vice-President, and E. A: Carlson, Secretary and Treasurer, are named as the officers of the concern. Pugh, is a well known public man of Chicago and credited with being re- sponsible for the reputation which Chicage now enjoys as a furniture center. He promoted and backed the Furniture Exhibits Building, was sponsor for the Pugh Terminal Ware- house, of which he is now President, and in which the company plans to conduct its distributing. He was for- merly President of the Chicago Light- Railway erage Company and_ the Terminal Company. 31 Frederick Lundin has been engaged in the general mail order business, E. A. Carlson is a principal stockhold- er in the firm of Stromberg-Carlson Company, manufacturers of electrical devices, and E. G. Rowe, L. C. Da- vidson and A. T. Stata are in charge of the detail construction of the en- terprise. ; “Everything for use or consumption in the world to-day will be listed,” says the promotion statement, “and at prices, laid down, which will be just as low or lower than the prices asked by straight mail order houses. “We will operate in cities of from 3,500 to 5,000 population, and we will probably begin with Illinois and sur- rounding territory. We expect to have at least fifty storés doing busi- ness in the next three months. We will establish these fifty stores with an investment of $6,000 each and ulti- mately 800 with an average invest- ment of $4,000 each. “We are offering representation to local tradesmen first who meet up tu our requirements. If selected they must purchase stock and. give bond. This way we promote a co-operative system. The payments for stock are banked and will not be touched until the first fifty stores are organized. “We have not decided yet whether we will incorporate a system of prof- it-sharing coupons or not. That mat- ter will be decided largely by the pub- lic attitude at the time we get ready to operate. We will undoubtedly sell goods under our own label, including groceries.” Sell Lipton’s Pink Label Tea—25 cents in half pound packages—to those of your customers who have fixed that as the price to pay for their tea. and 10 cent size. at the price they want to pay—but the best tea they ever had at that price. Sell Lipton’s Red Label Tea in 30 cent half pound packages And whatever price Lipton’s Tea you sell your customers you are selling them not only The two advertisements reproduced below are examples of the campaign we are conducting in your local newspapers on Lipton’s Tea—telling the tea drinkers of America that they still get Lipton’s Tea at NO ADVANCE IN PRICES—and with quality unchanged. LIPTON’S Red Label tea—half- pound packages, still sells at 30c. Also in 10ce size. No Advance in Prices and Quality unchanged of course ! There can be no better tea than Lipton’s Tea—the only question is which kind and blend you like best —Ceylon and India Black, Black and Green Mixed, English Breakfast, Formosa Oolong, or Ceylon Green. Put Lipton’son your grocery list today— {2 lb. net, airtight packages, 25c, 30c, 35c. Also in 1 Ib., 4 lb., and 10c sizes. LIPTON’S Pink Label Tea in half- pound packages still sells for 25e— at any grocers. You will realize just how fragrant, delicious and tasteful tea really can be when you make your tea with Lipton’s tea—the perfect tea. Why pay any advance on any tea when all the blends of Lipton’s are still selling at before-the-war prices. Quality unchanged and unvarying of course. Your tea taste and price re- quirements are met in one of the 10 blends of Lipton’s. % Ib. net. Airtight Packages 25c 30c 35c. Alsoin I lb., 14 lb., and 10c sizes. MICHIGAN TRADESMAN July 7, 1915 SUMMER VACATIONS. What They Mean to Merchants and Clerks. Written for the Tradesman. You will be taking a vacation some- time during the summer, will you not? If so, where will you go? When? and for how long? Some of you readers of the Trades- man decided at the last minute to fore- go last summer’s vacation. Felt as if you couldn’t spare the time from the store. So you stayed on the job and sweltered. Going to do the same this summer? And for some of you readers of the Tradesman the question about the vaca- tion must be put in another way. Will you get a vacation this summer? If so, for how long a period? Two weeks— one week with pay? or just a week or ten days all told, with pay in advance? I’m interested in that vacation of yours. I think you really ought to have it. If you’ve been doing faithful work, you are entitled to it. And whether you work for yourself or work for others, I am sure a sane vacation will enable you to do more work—and better work —when you return and get back on the job. I have heard men boast that they never took a holiday; that they couldn’t afford it, didn’t need it, and all that sort of thing. And there is the news- paper cartoonist and producer of squibs and paragraphs for the comic supple- ments and joke columns, who make mild-mannered fun of the people in pur- suit of recreation. But none of these things disturb me. There are all sorts of exceptional in- dividuals and abnormal people in the world—the person, for instance, to whom choice food like a perfectly fresh egg is rank poison, and the man who can absolutely thrive and fatten on poisons that would kill anybody else. T don’t care a whit for your old affidavit to the effect that the white of a newly- laid egg raised a blister on Fanny Smith’s hand, and that a very small portion of the same egg made her violently sick when taken internally. Your affidavit doesn’t prove at all that eggs are poisonous, but poisonous mere- ly to Fanny Smith, and a few other exceptional persons with idiosyncratic systems. I’ll go right on eating and enjoying soft-boiled eggs for breakfast. And if you want to demonstrate to me that you can pour half a quart of poison into ‘your stomach with perfect safety, go to it; but you won't get me to try any fool stunts like that. So it may very well be that there are people who can stand the pace without any formal vacation, or special periods of rest and recuperation. Maybe they unconsciously get the equivalents of a vacation in homoeopathic doses between times; or maybe their mental machinery is built on exceptional wear-resisting lines. I am not especially interested in knowing why they can stay on the job year in and year out, and still remain vigorous and fit. The subject simply doesn’t appeal to me. I still believe and maintain that, for the average individ- ual, an occasional vacation is wholesome, necessary, worth while. It has a biolog- ical value. It makes for life, increases personal efficiency, and tones the human mechanism up for more work and bet- ter work. If you are the boss of your own time, and have decided in your own mind that you don't need a vacation, can’t afford to take one, don’t care to be bothered about planning and arranging for one— that’s your affair. ’Sfree country. Swelter and sizzle to your heart’s con- tent! But I would advise you to give your clerks a vacation. Don’t put it on a humanitarian basis, if that sort of thing doesn’t appeal to you; but on a purely economical one. With a week’s, ten days’, or two weeks’ vacation, they’ll come back refreshed, invigorated, and better prepared to stand the strain dur- ing the fall and winter months. So try to give each of them a little holiday at some time or other during the summer, and observe how they go to it when they return. Large employers — factory heads, banking houses, and commercial insti- tutions like the big department stores— have come to realize it is good business to let the employes off for a breathing spell during the hot months. And if it pays on a large scale, it will pay on a smaller scale. Human nature is the same anywhere. The anticipation of a vacation—the planning and arranging for it—is a positive delight—a fascinating dream that spurs us on and makes us work hard. We recall all the fondly-cherish- ed memories of delightful vacations we have enjoyed in the past, of interesting places we have visited, of charming peo- ple we have met, and of glad exper- iences we have passed through; we pic- ture to our thought the splendid relief from the monotony and tyranny of routine duties and exactions, the grati- fying relief from temporary escape from the incidental and: inevitable wor- ries and responsibilities of the daily grind, and the substantial physical bene- fits of renewing our stock of vitality. The yacation-dreams that we have be- fore we go on our summer outing are almost as good as the vacation itself. They are pathetic only when it comes about that they are dreams merely, and for one reason or another, cannot be realized in actual achievement. I won- der if it has so transpired that you must, for economical reasons, forego your vacation for the summer of 1915! Many splendid vacation-dreams have doubtless been shattered. There is Mary Bright, for instance. Mary is a mere slip of a girl, although 20 years of age. She has big, soulful blue eyes, and hair with the glint of gold. Mary is a stenographer on the twenty-second floor of an office build- ing—a little ray of perennial sunshine in that big, somber, heaven-piercing temple of business. And she had her vacation dreams. Beautiful, innocent, gaily-tinseled dreams, they were. They clustered about a little lakeside sum- mering-place up in Michigan—a quiet, unobstrusive little spot, frequented by people who haven’t any aspirations for smart society—people who want to buy as much vacation-enjoyment as they can for the few dollars they have to spend. Mary spent ten days there last August, and that ten days’ outing constitutes a real joy-spot in Mary’s life. It would do you good to hear her telling of the boating and bathing, the promenades and music, the cooling breezes that come wafted across the water, and the won- derful people that frequent that place. The meals are good, according to Mary's appraisement, the people just lovely, and everything delightful. So early last fall Mary began to dream her beautiful vacation dreams. After her Christmas shopping was done, Mary began to give her vacation dreams a somewhat practical direction. On the first of the year she began to save fifty cents out of each week’s pay envelope; and for several weeks she did. But Mary is the oldest of six, and her pay envelope contains only $7, and there’s carfare to be paid—60 cents a week— and so many, many things that must be paid for out of Mary’s little wage. The little folks at home needed shoes and warm clothes—and the doctor had to , come so many times, and—well, Mary at length realized that her vacation would have to be deferred until 1916. Mary will get her two weeks, as usual—one week with pay—but there'll be no vaca- tion trip for Mary this summer. No Mary is typical of a very large class of girls in our cities—good, cap- able, hardworking girls—who have earned a vacation, and really need it— girls who must relinquish their vacation- dreams. And there are many young men in similar circumstances. And many older people as_ well—although people of maturer age have learned bet- ter how to bear their disappointments. Well, if the vacation-dream is shat- tered, try to make the best of it. If you can’t get far away, as you had hoped, try to find a suitable vacation place nearer home. And if you can’t remain away as long as you'd like, may- be you can get off a few days or a week- end at least. If you can not take an ex- tended vacation, try to secure the equiv- alents of it. But don’t give up the dream altogether—just transfer it to 1916. Frank L. Fenwick. —_—_s2so Cultivate the Get-Together Spirit. Written for the Tradesman. It’s a big job to build a city, and requires the work of many willing hands and capable brains. The chaos is not tamed without a struggle. Let them be red-blooded men, and not afraid to spend and be spent, who essay the task of city- building in a time like ours. Hills and valleys must be leveled and filled up both figuratively and literally speaking, and the municipal life must be clothed with an outward body commensurate with the require- ments of latter-day standards of effi- ciency. In order to build a city of accredit- ed rank the business men of the com- munity must pull together. There must be mass formation and aggres- sive movement. There must be bona fide, Simon-pure co-operation. Shirk- ers and jerkers and knockers, and all and sundry of those unlovely and un- profitable species and ilks of citizen- ry who sit on the fence and scoff must be rounded up and made to hit the sawdust trail to the mourner’s bench. _ ' In the closely-knit, complex life of the city, no man lives to himself The interests of the one are bound up with the interests of others. Every business success liberates money among the spenders of the city, and adds luster to the community name; and every business failure complicates the unemployment problem, and de- creases the profits of others. The pub- lic good is a fact, not a fancy. There- fore it is an obligation incumbent on all to pull for the general good. Loyalty to the home town is some- thing more than a reasonable service, it is a law of life. And the man who cannot see this basic community law; or seeing it, disregards it—is blind to his own interests. It takes real men to do team work in the building of a city. Not pseudo- men, in men’s clothes, mind you, but men—broad-visioned, _ public-spirited men. Men who are willing to give. according to the measure of their ability, money, time, service, coun- sel, or encouragement, Men who count it an honor and a privilege to donate valuable time to civic affairs. Men who are willing to serve on committees, entertain strangers, and pull for conventions, new industries, new transportational facilities, and new ways and means of advertising and boosting the city. In the co- lossal task of building a modern city there is need of public-spirited men of all kinds, and ample room for the exercise of every legitimate talent. Manufacturers, wholesalers, mer- chants, storekeepers, professional men craftsmen, laborers—anybody and everybody who works with hand or brains, and is big enough to grasp the idea that the good of the one is linked up with the good of the many —is qualified for rendering a valuable service in the work of building his city. A man’s first duty to his home town—the supreme duty of every public-spirited citizen—is to love his city. He should prefer his home town to all other places on the map. He should rejoice in and endorse every get-together movement as spontan- eously and gladly as he salutes the flag of his country. He should resist the temptation to criticise for the mere love of fault-finding. It isn’t convincing evidence of intellectual brilliancy to point out defects. Even the feeble-minded can discover spots in the sun. Moreover,- the person who eats the bread of a city is an ingrate if he knocks. If he positive- ly doesn’t like the town; if he dislikes it so cordially that he’s wordy in de- nunciation; if he can’t fit in and is profoundly and incurably impressed that he doesn’t belong—he can at least move on. This is a free country. But so long as he stays—if he can’t boost in the name of all the proprieties, let him at least keep silent. Respect and honor your city. Take time to find out some of the things that have conspired to give your city a name throughout this country and among the peoples of other countries. Learn to love your dear old home town not merely for what she has been, but for what she is, and for what she is yet to become. Cultivate the get-together _ spirit, for that is the only way to build a city. 3 Chas. L. Garrison. nasi July 7, 1915 MICHIGAN TRADESMAN a Y Fl Hh i i NY\ 15 eile 94) ) (Canny v lf \ a. : $ és i Mt = Mi) N | 1} Be : 5 \ AoA A \ i f\ ny ai a “aon Lan GE =83qy A i\ iy (Rs wer 2 YJ Jsair ’ CLL) How I Built Up a Losing Business. Fourth Paper. The success of this business can be laid directly to a close observ- ance of business laws, an ability to absorb and put into force such ideas that had a direct bearing on the busi- ness, a capacity for work, and not a little patience. Business laws cover so big a field and are so different in other localities that I cannot enter into a discussion of them here. The law of supply and demand is probably the most import- ant and it presents one of the most difficult features of the shoe game because the question of what to buy and when to buy arises. Your com. munity may be entirely given over to farming and filled with people whose co MONDAY Size |Cost S54/ 9 |Ltsaa 462. ud Lx Fig. 1. Il- /0 | 250|25.00||19 BS. TUESDAY factory girls will pretty near come under one heading—something snappy and cheap. For the older women em- ployed in factories a soft, comfort- able, serviceable shoe at a moderate price is O. K.. Your community may have a number of athletic organiza- tions, bathing beaches, etc. and a suitable shoe, of course, is to be had for each purpose. This line of rea- soning may be carried down the line through all the walks of life and in all localities. The idea is to get a strangle hold on your town and find out what kind of goods you can sell. After you have studied this situation the next ques- tion is to Know what quantity to buy, and in what sizes and widths. To obviate most of these troubles and WEDNESDAY Daily Record of Sales by Sizes, Stock Number and Cost Fig. 2. Invoice Sheet Used for Perpetual Inventory h aud fakes at Cort 72 ales for Fig. 3. Mr. Harlan Calls This Form His ‘Weekly Cost Barometer” desire, as a rule, is easily satisfied. As customers they are trustworthy, but they are a little inclined to be slow about paying. They wear shoes of pretty much the same type in the wider widths and more staple mem- bers. In a manufacturing community the style of the shoe depends on the work it is intended for, thus each factory engaged in a different business might require an altogether different shoe. That is, some particular shoe is bet- ter adapted to that particular busi- ness than it would be to some other; thus, a moulder’s shoe would be al- most entirely out of place in an oat- meal mill, anda shoe for roundhouse wear would be out of place in a whole- Sale. distributing establishment. The make me absolutely sure of what I am doing, I use a system which is, with a few changes, the one recom- mended by Selz, Schwab & Co. for retail shoe business, with some changes made in it. to suit my busi- ness. It will, however, fit perfectly a retail shoe business of almost any size. Figure 1 is my daily record of sales by sizes, stock number, and cost. The Ae: HONORBILT SAOES In Demand Everywhere cost is figured for each day, and the total for each day, week, or month gives the actual amount of stock dis- posed of, which substracted from the invoice leaves the actual stock on hand. The sizes are crossed off the perpetual inventory as shown in Fig- ure 2. A careful study of the invoice blanks during a season reveals the very thing a man should know about his business and eliminate guess work entirely. The good members are brought to your attention every time you check over the daily blank to give perpetuals, and the slow ones show up with the same alacrity. The sizes to buy strong on are before you in black and white, and referring to your last year’s blank for the same season will tell you just how strong to go on any number and what sizes you can buy and be sure of, and the width. Used with any judgment at all, this sheet practically eliminates the buyer’s responsibility and the dan- Ch ow 33 ‘< ger of costly mistakes resulting from guess work. I also keep what I call my weekly cost barometer (Figure 3). I call it my barometer because if the indicat- ing column (expense) looks black I go slow. I always aim to have it look “fair,” or “calm,” and the calmer the better. Now we will bring the results of this indicator into with the perpetual indicator, which makes use of the total sales at cost (Figures 4-5). Figure 4 tells me exactly how things stand each week, the percent- age of gross profit and net profit, or loss. It records my progress in either direction. connection Figure 5 gives me at a glance my stock on hand and the indebtedness on same and shows the amount of goods received during the week. The net result of these different balances I carry out on an extra one, which shows the sum and average of all items for any given period and their week, 20\64 Aveehe oo 50} ao 27016 30 |00 3 |oo 40 |= 00|= Arreeh, |30 |6¥ Fig. 4. Form for Recording Weekly the Percentage of Gross Profit, Net Profit, or Loss EASAGO SHOES The Comfortable Kind No. 8387 An ideal summer work shoe for the man who wants both comfort and ser- vice. Made in both black and tan chrome stock with two full reinforced soles. Let These Shoes Help Increase Your Sales During the Summer Months Rindge, Kalmbach, Logie Company “‘Makers of Shoes that Wear” Grand Rapids, Mich MICHIGAN TRADESMAN Recapitualation for Week Ending M'‘d'se Account Due on stock Foahouc from Let week 6476 \¢5|| [Jabuce fiom fuervimo sweeb 2745\ 60 Thre 20. (thicwrech ) bees ll retired || 146 |50| Webse received bro alletinue) || j46\50 Faalorcce. 6623 35 Fon tagins. 2°-972\/0 told af Co2f- 176 |¥4| 72d —thiwehk (nertech) |[z00\= loch or tMatd 6446 |Y/ T3abhacca. 2692 /o dezo other crcdch (nstmdae ) Taabaicee bee mn 2t7c4 |\2692\/0 Fig.5. Form Used to Show Merchandise Account and Amount Due on Stock relation to the business of this year and last. This points out for me the leaks in the business. Returning to Figure 2 we find No. 842 a little slow. If I wait I may sell it, but I don’t believe in waiting until the shoe is out of season, or style, to sell it. I believe in selling it while the selling is good. This brings us to advertising. I am a strong believer in advertising and I attribute a big share of my success in Harlan to advertising and following it up with the stock and window displays. If I were to ad- vertise a sale on No. 842, I certainly would feature that number strong in the window, tell the people exact- ly what I had to sell and be prepared to sell them when the people called for that-shoe. Advertising builds up our reputation to a very large extent, and the man who advertises one thing and attempts to do another is paying dearly for his reputation. But if he gives the service he proclaims to ren- der the public will begin to gain confidence in the man and his store and this confidence grows as the op- eration is repeated. Newspaper space gets results. Be- ing first to advertise and show novel- ties also gives a store’s advertising an extra value, since it helps to make the store’s reputation for han- dling new goods. Seasonable demands should be strongly featured in all ad- vertising and in the window trims. Quite a little extra business can be had through the dull seasons by play- ing up this point, since your com- petitor usually drops most of his ad- vertising during these slow months. Sporting goods and outing shoes can be drummed hard in the summer, and overshoes hunting boots, warm lined goods and house slippers can be featured during the winter months. The big idea is to “strike while the iron is hot.” Don’t sit around and suck your thumb and wish for busi- ness. Go after it hard and keep after it and the battle is yours. If one scheme does not land the business, try another one. Assuming that the advertising has been attracting attention, your pros- pective customer’s next move will take them to your store. Here the window catches their eye and the con- dition of the window gives them their first impression of the store and its stock. A neat display, closely fol- lowing up the advertising both at- tracts and appeals and is a big step toward making the sale. My window is the talk of the town, not because it is anything out of the ordinary, but because it is different ces than any other and is changed often- er,, I believe my window to be one of my best advertisements, since it brings to life the cuts of the shoes used in the advertising and gives the prospective purchaser a closer view of the real article, besides showing other styles which may suit them bet- ter. : Our prospect enters the store and finds the inside is in keeping with the outside. He is made to feel welcome and as much at home as possible. He is seated on a comfortable settee and as soon as his wants are made known his foot is measured (the size is never asked for) and without looking in the old shoe, I get a size that is nearly the exact fit. To keep up my record for service I get a different measure stick each season. This is a very small item, I will agree, but when you consider that a measure stick was an unknown quantity to these people before I came to Harlan, you can readily imagine that “ the man who measures your foot” got a lot of attention from the people. To improve this service, in their minds, I get a new measure stick oc- casionally, and one a little more com- plicated than the one used before. This is just a small item of the ser- vice we render the trade and an ex- ample of our store service. - Our salesmanship covers more than the mere making of a sale. As one manufacturer puts it: “Salesmanship is selling goods that won’t come back and people that will.” This is my chief objective in selling. Every sale is always followed up with some reassuring remark about the purchase, as I endeavor to make the purchaser feel satisfied with his selection. I might write an indefinite num- ber of articles om store service and enlarge on what I have already writ- ten in these articles to show each little move made in putting this store on its feet, but lack of space and time will not permit. What I have ac- complished is perhaps a little unusual under the circumstances, but not at all extraordinary, as any man of or- dinary intelligence who is properly equipped can do the same thing. Let your trade know you have the goods they want, prove it in your windows, fit them in the store, make them feel absolutely at home and ask them to call again and they are quite certain to remember you the next time and perhaps recommend you to their friends. Be honest in your deal- ings with the people, give value re- ceived for all purchases, keep your eyes and ears open for new things and ideas, and apply them to your business and your chances are good for building a bigger and better busi- ness.—O. E. Nelson in Shoe Retailer. The Tradesman is indebted to the Shoe Retailer for the loan of the plates employed in the illustrations of: the above article and herewith ten- ders its thanks to this lively and de- pendable Boston publication for its courtesy. —— 2.2 Hot Weather Footwear Growing in Favor. Written for the Tradesman. Now, then, bring on that good old- fashioned hot weather. Let the sun do its worst. Let the heat waves dance in the sunlight. Let the mer- cury soar and soar. Shoe dealers the country over are ready for it. ~ In many sections of our country the shoe business was somewhat be- low normal during the months of April and May. April was a bit too cool to suggest the desirability of new spring footwear, and May was entire- July 7, 1915 ly too rainy. In some sections of the country it rained as many as twenty-six days out of the thirty-one. That’s a high batting average for J. Pluvius of water-wagon fame. Now nothing more effectively plays the very hob with the sale of spring and summer footwear than cool weather and persistent rains. And there’s a reason, of course. People are not easily persuaded to buy their hot weather footwear until substan- tial tokens of hot weather are in evi- dence. Being lighter in texture and weight, as well as color, summer footwear has, of course, less wet and cold-resisting qualities than fall and winter shoes; consequently people are disinclined to put off the more sub- stantial sort of shoes until weather conditions become settled. So here’s hoping that the weather may behave itself, and act up like bona fide summer weather is com- monly expected to act. And when the hot weather comes, believe me, there’s going to be something doing in retail shoedom. Summer Footwear Comfort. It has taken shoe manufacturers and retail shoe dealers a long time to popularize the distinctly summer type of shoe, but the work has at last been accomplished. Most people nowadays know from their own personal experience that the summer shoe is a much more sen- sible and comfortable garment for hot weather wear than winter shoes. Why should people unnecessarily punish their feet by wearing hot, stuf- fy shoes, when they could so easily Tennis Shoes and Oxfords There is greater satisfaction in hand- ling the better grades. . They bring better profits and they please the consumer. Buy the Campfire Brand White Duck Tops, Grey Soles, Leather Insoles Men’s....... se Boys - 2... .s.: Youths’.......... Women’s......... Misses’........... Children’s........ Bals Oxfords Fine 80c 70c ae 75c 65c ee 70c 60c See 72c 62c saves OIC o7C ane 62c 92c We also have a full stock of the Champion Brand Tennis Shoes and Oxfords. HIRTH-KRAUSE COMPANY Hide to Shoe Tanners and Shoe Manufacturers Grand Rapids, Mich. July 7, 1915 secure for themselves a whole lot of summer comfort for a purely nom- inal consideration? Manifestly there is no réason. People sweltered long and much simply because they didn’t know any better. It had never been succinctly and definitely borne in on them that there was any real differ- ence in the alleged comfort-producing qualities of shoes. All shoes looked alike to them, insofar as comfort- evoking qualities were concerned. They know better now. Having worn one or more pairs of shoes built especially for hot weather use, they have found out for themselves that the claims for the summer shoe are true. Summer footwear comfort is not a figment of the imagination—not a cleverly-devised fable of the shoe dealer or his advertising man—but an actual fact. Thus it has come about that more and more people every spring and summer clothe their feet in keeping with the requirements of the season. They have discovered that there is no law compelling them to view and travel the steaming streets with hot, suffocated, perspiring, aching feet; but they are at liberty to discard their old spring or winter shoes, and don a pair of soft, light, cool, properly ventilated shoes. Conservative Man Has Yielded. Although I who make the admis- sion am a man, I am frank to say that women, as a rule, have dressed far more sensibly than men, during the hot weather months. This statement does not apply so much to the immediate past—I mean the last half dozen years—as to a time somewhat more distant. Always —from the time when the memory of man runneth not to the contrary— women have dressed in light, cool clothes during the summer months— and this statement applies to her foot- wear as well as the remainder of the toilet ensemble. But man (as usual) was conserva- tive. It took a long time to convince himself that he could maintain his masculine dignity, worth and _ pres- tige in light, breezy, summer clothes. But a change, a transition, a revolu- tion—call it what you will—set in a few years back; and now we are in- formed, on very excellent authority, that every item of men’s dress that will be worn during the summer of 1915 by those who keep step with the mode, will be soft, light and cool! You will recall what a furore was created by the appearance (and in- stantaneous popularity) of the Palm Beach suits of last summer? Well, such a thing as that wouldn’t have been possible five years ago. The men wouldn’t have stood for it. This coming summer tropical suits of many kinds and varieties will be worn everywhere from Medicine Hat to Memphis. Summer suitings for men will be cool and soft—and light in color as well as weight. And they will have better shape-retaining qualities, we are informed, than they had last sum- mer. Let us hope so. And, after all, it is not a thing to be marveled at that there should be tremendous strides in the production MICHIGAN TRADESMAN and perfection of summer suitings for men. But what, enquires some one, has all this to do with shoes? Precisely this, neighbor: Summer suitings de- termine, to a very large degree, the sort of footwear that must be used to chime in with the prevailing vogue. Now get this straight: Summer shoes —not make believe summer shoes, mind you, but genuine summer shoes —must be worn with these light sum- mer suits. No other kind of foot- wear will go with them. Black, heavy, hot-looking, stuffy shoes kill abso- lutely and instantaneously the effect of summer suitings. Remember that these summer suits are light in color as well as light in weight. They are tropical suits, and designed and built specifically for hot weather wear. All the other items in this intelligent and sensible scheme of breezy, summer dress for masculine beguilement and comfort, must fall and line up with the dominant idea. Assuredly the shoes must also be light in color as well as weight; and they must actually possess to an ap- preciable degree, that prime quality of every worthy shoe built and exploited for summer wear; namely, comfort. Attractive as Well as Comfortable. In talking about the distinctly sum- mer shoe, whether it be a shoe for man, woman, miss or little tot, we al- ways think of comfort first. But I would have you understand the summer shoes being now distrib- uted throughout this country are not only comfortable but attractive as well. It is little short of amazing how decidedly nifty, good-looking, and al- together desirable, the American sum- mer shoe has been made by the repre- sentative producers who supply our summer footwear requirements. As previously indicated, the women beat the men to it in the matter of the development of a sensible sum- mer mode of dress—and this applies to her shoes as well as the rest of her clothes. And so it came about that the womenfolk have had attrac- tive summer shoes for quite a while. It’s no new thing for them. But the acquisition of a really at- tractive, as well as comfortable, shoe for men’s summer wear, is what 1 am disposed to regard as a more re- cent achievement. Inasmuch, therefore, as we have at- tractive summer suitings of such evi- dent good quality, and distinctly sum- mer shoes of a refined, smart and altogether attractive nature, mere man ought to perk up and rejoice exceed- ingly. Unless all signs fail, we shall certainly have a summer in which men’s dress, as well as women’s, will be conspicuously attractive. For every masculine reader who may per- use these columns, let me urge the duty of falling in line. Now is the time for us men to stand together, if we ever hope to break the grim and terrible shackles that have held us to * the hoary past. Let us down with these so-called conventionalities that have made us swelter in days agone. All too long have we worn absurd- ly hot-looking, inappropriate and ac- tually uncomfortable clothes during the summer season. The women set s a good example in the matter of sensible summer dress, and dared us follow her lead; but we weren't game. We backed down. But time moved on apace, and bold and intrepid lead- ers amongst us inaugurated a refor- mation. Now the way is open. Let us make a rush for it. Any man wno can afford the price, who doesn’t wear an appropriate tropical suit this sum- mer, and a pair of summer __ shoes, ought to be shaken out and—better informed. This man’s movement for liberty in summer dress is a tremend-. ous, Nation-wide movement. Get in line, men. In the meantime, however, shoe dealers and other merchants who han- dle shoes along with other kinds of merchandise, would be extremely glad to see a little more hot sunshine and somewhat less rainy, cloudy weather; or all in the world that is needed row in order to make this attractive ‘ummer footwear move encouraging- ly, is hot weather. Cid McKay. —__+--.—__ In a Name. War which transforms noble ca- thedrals into shapeless masses. of Droken stone, which spoils the farm- ers’ innocent fields with trenches full of burrowing human beings bent on blowing each other to pieces, which turns kings’ palaces into barracks and gentlemen’s country houses into hos- pitals, makes its own uses also of places dedicated in time of peace to the amusement of the populace. For instance, it was in a certain town in the Auvergne that a number of Ger- 2 man prisoners were lodged in the hip- podrome or circus. Some care was taken to make things as comfortable as possible for the involuntary in- mates, but the persons in charge re- fused to remove a sign—thoughtfully put up the previous year by a humane society. The sign said: “Be good to the animals.” alg agg To Rest in Peace. “What Rawkins dead!” exclaimed the chaplain to the warden, upon en- tering the prison and learning that an inmate had expired. “Why did you not acquaint me?” “Well, sir, it were midnight,” stol- idly replied the officer, “and I didn’t like to disturb you—but I managed it all right myself. ““Orkins,’ says I, ‘you’ve been a bad *un.’ ““Yes,’ says he, ““Orkins, you can’t expect to Heaven.’ ““No.’ says he. “*Then, Orkins,’ says I, ‘you go to the other place.’ “ Yes,’ says he. “And, oh Orkins,’ says I, ‘how thankful you ought to be to have any- where to go at all!’ Then he passed away quite peacefully, sir.” ———__2-2-____. He Comes. “Where do we find the most mis- erable of men?” exclaimed the exhort- er fervently. “You don’t have to find him,” re- sponded the man in the fourth row, center, “he hunts you up and _ tells you all about it.” go to must be in style. quality. Sample gladly sent. One of Our Most Consistent Sellers No. 990 Gun Metal % Double Sole $2.60 No. 990 is one of our most consistent sellers. of the last makes it a fitter where other lasts fail. splendid service, wins instant favor in any community and will always The best argument in its favor, however, is its fitting THEY WEAR LIKE IRON The extra width The shoe gives Mfrs. Serviceable Footwear HEROLD-BERTSCH SHOE CO. GRAND RAPIDS, MICH. a AR alia in oesaraeR wife determine ‘wherein their 36 a} SS (ues _—_ 7 A, CLOTHING = é Gane , ! Nec ? ; ft] i HATE Some Problems Which Confront the Country Clothier. A retail clothier in a small coun- try town wants to know how he can successfully compete with the big city merchants many miles away in an ef- fort to keep his trade at home where it belongs. He explains that hundreds of the men in his community, all of whom he considers possible custom- ers, seem to be possessed of the rath- er common idea that clothing sold in the big cities is more desirable than anything they can buy in their home town, and convincing them that such is not the case is, he declares, his most difficult task. “I carry three dif- ferent well-known brands of clothing,” he states, in a letter to this magazine, “and try to give a service equal to that of any first-class store in the country, yet scores and scores of the men around here who ought to be my customers go away to the biz cities to buy their clothes, frequently accepting poorer values that some of the big city merchants must neces- sarily give on account of their greater operating expenses.” Here is a problem—how to keep trade at home—which doubtless a great many other clothiers in small country towns have to contend with in one form or another. It is true that no merchant can hope to succeed in business until he has corrected his merchandising troubles, but there are quite a number of retailers throughout the country who frankly admit that they do not really know what their tdouble are, and those who belong to this class would perhaps do well to compare notes with this merchant and conditions tally. “I am confronted with a problem,” he writes, “which no doubt is quite common among retail clothiers in small country towns—that of keeping my trade at home where it rightfully belongs, or, in other words, convinc- ing the men in my community that I carry goods which are just as desir- able in quality and style as anything they can buy in the big cities—and I thought that perhaps some of your readers who have experienced the same difficulty in their business could suggest a way to successfully over- come it. Although I do a fairly good business I am not getting my full share of the possible trade in the sur- rounding country, because hundreds of the men about here seem to think that the clothing sold in the big cities is better than anything they can buy here at home, and convincing them _ that this is a mistaken idea is a very . difficult task. vi ge. “My store, which is unusually large and attractive for a country establish- ment, is located in a town of 2,000 inhabitants in probably the wealthiest agricultural district in the State of Virginia. The people around here have very nice, comfortable homes, many of which are fitted with hot and cold running water, electric lights, etc., and about half of the families in the county own automobiles. These facts are mentioned for your infor- mation merely to show that a ma- jority of my possible customers are people who live in very good circum- stances, perhaps considerably better than those in the average country dis- tricts. “T have been in business here for fifteen years, and am highly respect- ed by everybody in the community. I advertise regularly in the two coun- ty ‘weeklies, which go to nearly every home. in the county, send out a lot of circular letters and post my signs and announcements in as dignified a way as possible along the roads throughout the surrounding country. I handle clothes made by three of the largest and best known manufac- turers in this country, ranging in price from $15 to $25. Yet, in spite of all these facts, there are scores of men around ‘here who are apparently not satisfied with buying the clothes in a small country town and go away to a big city to get them. Baltimore, Md., 150 miles away, get most of this class of trade that ought to be mine. “Only the other day a man who lives here in town called my attention to a new suit he was wearing which he had bought in Baltimore for $22.50 and in turn I showed him a suit in my stock exactly like it in every re- spect marked regularly at $20, but even then I don’t believe he was con- vinced. Here was a typical case— _the same make, same pattern and “eolor—yet this man preferred the suit that:came from a big city, even though he was not getting as good value for his money as he would have secured in the small country town. I have spoken of this as being my problem, but the same condition prevails among practically all the retail clothiers- in this country, and the others are just as anxious as I am to find a way to solve it.”—Apparel Gazette. >.> Candor. “T’ve promised to go to supper with some one else, Blanque; but I’ll in- troduce you to a very handsome and clever girl.” “I don’t want a handsome and clever girl; I want you. ‘‘Sunbeam”’ Luggage SSSUNBEAM=— TRact mann. Ge TRUNKS, SUIT CASES AND BAGS RIGHT NOW is the time to stock up on these excellent values, with the spring and summer tarvel just ahead of you. “Sunbeam” Luggage will withstand hard service—‘‘they are made to wear.” They will build up a foundation for a bigger and better business for you. Your order will be shipped promptly and you will find the goods just as represented. Our new catalogue not only shows you “what’s what” in the Luggage line, but it actually places them within your reach at prices that will surprise you. If you haven't a copy, send for it to-day—NOW. Brown & Sehler Co. Home of Sunbeam Goods Grand Rapids, Michigan OFFICE OUTFITTERS LOOSE LEAF SPECIALISTS tue Sibchvi 237-239 Pearl St. (near the bridge) Grand Rapids, Mich, July 7, 1915 There Are Now 13,953 Citizens Telephones In the Grand Rapids Exchange eS INDEPENDENT cae kr he hk kh [Tees TELEPHONE | Direct Copper Metallic Long Distance Lines Connect with 200,000 Telephones in the State. USE CITIZENS LONG DISTANCE SERVICE Citizens Telephone Company . THE NATURAL DEMAND created by advertising based on the positive purity and goodness of the food and a fair selling policy will pay the grocer better in the long run than free deals or premiums of any kind. Shredded Wheat is a steady seller all the year ‘round because it is the best advertised breakfast cereal on the market and because the shredding process is now recognized as the best process ever dis- covered for making the whole wheat grain It is ready-cooked and ready-to- serve. Always the same high quality and the digestible. same price. 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. July 7, 1915 After Dinner Mints by Noah Artie Choke. Written for the Tradesman. The train was late on the P. M. (again) and a bunch of the boys were waiting at the station over at Coloma, when some suggested that they get up a vaudeville to pass the time away. Fred Walker found out that the train was one hour and thirty minutes late on account of the bridge being turned and stuck at St. Joe, so he suggested they all go over to Hick’s sawmill and put on a show. Butcher, the cookie man, said he would give a package of Zu Zus to the best actor, and Boarsma, who has sold groceries so long down that way that he can’t recognize his own goods because the labels are so faded out, said he would give a bottle of stuffed olives for second prize. They were to each per- form some stunt and they were all to vote on the winners when through. Well, young Weimer, the dry goods gink, sang the opening song, after tuning his voice to the sound of the large buzzsaw in the mill. It could have been worse, so no one killed him. Icenogle (what a name) started in to do some slight of hand tricks, but he dropped the 50 cent piece he was trying to make disappear down through a crack and that made him mad and he quit. Martin Smith sang in four flats—yes, I think it was five flats—anyway everyone clapped their hands because they wanted everyone to clap when they performed. Lafe Hoozuz came next. Every one was wondering what Lafe was going to do. Well, Lafe just opened up his sam- MICHIGAN TRADESMAN ple case and began exploiting the main and particular reasons why his salve and tooth paste were better than any other on the market; he began by teli- ing a story and got all of the boys listening and before they knew it he had sold them $14.56 worth of his dope and every one was just begin- ning to tumble that they had been buncoed, when the train whistled and they all scrambled to get to the depot —all but Lafe, and he got left. in Coloma, says it was to count his money. Hot Weather Hint. Of all the things that vex you, Of all the things that hurt; Try to put a fourteen collar On a brand new fifteen shirt. Lafe Hoozuz lost the bolt out of his wooden leg somewhere on the Grand Trunk last Tuesday. Any one finding it please mail it to Lafe care this office. War makes prices soar. Billy Wat- kins had to pay 10 cents for a can of worms last week and even frogs are on the jump. : Be polite. to any shark you meet when in bathing. Question Box. Make your ques- tions plain. Write only on the out- side of the paper. Dear Noah—My hair will not stay up in the latest Belgian style. Phoebe B. Beebe. Must be Belgian hair. ing it around a spike. Dear Noah—I have several canary birds and would like to know what to do with them when winter comes. M. K., Wayland. Try wind- A nice warm place for canaries in the winter time is inside a cat. Dear Noah—lI stopped at the Hotel last night and something seem- ed to bite me all night. What do you reckon it was? You must have touched some poi- son ivy. Take a bath in soda water (not ice cream soda). Dear Noah—How can.I keep my toes from going to sleep. T. H., Sag- inaw. Don’t let them turn in. Dear Noah—I whose dog barks What shall I do for sleep? Try sleeping day times. have a neighbor C. M. K. Noah. Questions on politics will be bar- red. Questions on the mother-in-law problem must be handled in a hy- pothetical manner. Artie Choke. —_~+--> The Triumphs and Tragedies of Life. Written for the Tradesman. The big jobs are in the city. Famous men reside in the city. The richest men are city dwellers. Business gravitates towards the city. Light and leading belong to the city. World movements originate in the city. Fashions and fad are started in the city. Multitudes and money are found in the city. The city sets the pace; the country follows suit. Money follows the crowd, and the crowd preiers the city. nearly all night.° 37 2 The very word City is talismanic —another name for opportunity. The city is the center of things—a gigantic, seething vortex. The best brains and the skilfulest hands are found in the city markets. Position, fame and fortune—triple lure of the gods—points towards the city. Into the city foregather the lead- ing exponents of commerce, educa- tion, art and religion. The city is a mill, a melting pot, a training school for the sturdiest of the sons of men. Into the city pour unceasingly raw materials of every sort—wood, cot- ton, coal, pig iron and men. Masterful men and the invertebrate —and all types and varieties and classes in between—respond to the call of the city. Manufactures, reform, and_ the higher amenities of modern life are wrought out in the city, and from the city sent broadcast. The odds and ends of the earth are thrown together in the city—Europe and the Orient, .America and the world, wise men and fools, good men and bad. World-systems, religious creeds, so- cial codes, industrial schemes of all sorts and of various degrees of worth or worthlessness, meet and clash in the city. In the city there is the continual play and inter-play of those age-o'd, tremendous, primal forces, out of which issue the triumphs and_ the tragedies of life. Chas. E. Garrison. Nore neers a '" looked. Swat Her While She’s an Kee Powdered borax, says the United States Department of Agriculture, is the most effec- tive, economical and practical means of over- coming the fly pest. As a carrier of disease, especially typhoid, the common house fly is now recognized as a positive source of danger. Keep Flies Out of Your Store They drive away customers, carry disease and mark your store as a place where filth is over- Swat every adult fly you see, of course, but don't stop there— swat the billions that you can’t see. dooryard, driveway, garbage can—wherever filth accumulates—are the places where flies deposit their eggs. liberally in such places and prevent the eggs from hatching, use. Your stable, manure pile, Use 20 Mule Team Borax around your store. Borax Fly Swatting Campaign in your town. Put this ad up in your window where everybody can see it—remember, a single female fly can produce a progeny of 5,598,720,000,000 in a single summer. One fly in April can be the many times great grandmother of 0,098,720,000,000 flies in September—(See Dr. L. O. Howard’s Book, “The House Fly, a Disease Carrier.”’) won't get you very far against that army—swat billions of them in the egg with 20 MULE TEAM BORAX Prevents Fly Eggs From Hatching Swatting one fly at a time Tell Your Customers that the United States Department of Agricul- ture says Powdered Borax is the fly swatter to Begin to-day to use 20 Mule Team Borax Start the 20 Mule Team How to Use Apply through a fine sieve or flour sifter, 2 ounces of 20 Mule Team Borax to the can of garbage, daily. ounces of 20 Mule Team Borax to 8 bushels of fresh manure, and sprinkle with 2 to 3 gallons of water. Apply, in the same way, 10 Pacific Coast Borax Co. CHICAGO MICHIGAN TRADESMAN en ej — — = -_— - = — — — =< —$ g - oS 3 = STOVES 2» <4 eo HARDWAR oo ‘. ae —_ -_ = _ ~~ — ~—_ Cd —_ — —_— Michigan Retail Hardware Association. President—Frank FE. Strong, Battle Creek. ; Vice-President—Fred F. Ireland, Beld- Secretary—Arthur J. Scott, y. Treasurer—William Moore, Detroit. Marine Stimulating the Business in Harvest- ing Tools. Written for the Tradesman. There is good business to be done in harvest tools, and the hardware dealer who goes after it energetically will reap a harvest of his own. True, hot weather doesn’t conduce to aggressiveness on the merchant’s part. “It’s too hot to work,” is a mighty old excuse. But it is an ex- cuse which the wideawake merchant will not tolerate, least of all from himself. If he is to secure profits, he must spur himself and those who work with him into renewed efforts. Display is always good business. The farmer is interested in every dis- play of harvest tools that he sees when he comes to town. Maybe im- mediate sales will not result; but the farmer although he doesn’t always jump at a proposition, stows away all the information your display gives him for future reference. It is for this reason that a display of harvest tools should always be made very comprehensive. Take “Harvest” for your text and let your window say everything your stock has to say on this important subject. lt is very easy to crowd a window too much; but the main thing for you is to put together a display that will talk business. And while the farmer is looking at half a dozen articles, he might just as well look at a score of them. The more articles you show the better your chances of making sales as a result of the display. An, while you're displaying tools, don’t forget the whet stones to sharpen them. In short, put some thought into your window. Anything you have to sell that is associated with harvest in farmer’s thoughts, or anything that is useful in connection with harvest tools has a place there. Put it there, too. And don’t be afraid to put on price cards, or to show two or three grades of any article. The rural telephone is very helpful in getting after this class of business. As a hardwareman (especially in a comparatively small town, where a good share of your trade is country trade) you will know a great ma- jority of your country customers per- sonally. It is an easy maiter, in mo- ments when business is dull, to sit down at the telephone and call up half a dozen farmers. “What do you need in the way of tools this year?” is the first question after polite preliminaries; and you can go on to tell what you have. Run over the list quickly. And, if the man isn’t certain, leave him with “Look over what you've got, and I will call you again.” Don’t ask him to cali you—don’t leave him to call you. Keep after him. Aud urge upon him the necessity of having his equip- ment in first class shape for all emer- gencies, and tell him how immensely pleased you'll be to see that he gets everything in good time, and to or- der for him right away anything that may not be in stock. What you can do over the rural telephone with the farmers who have telephones, you can do, although not as quickly, with other farm- ers by means. of your road- men. The process is almost ex- actly similar; except that in the one case you transact business direct from your store, and in the other your men drive through the country. It is this aggressive getting-out- after-the-business method of doing things which is most effective in meet- ing catalogue house competition. The hardwareman can’t afford, nowadays, to wait for the farmer’s business to come to him; he must get out after it. And, incidentally, he ought to make it a point to know personally every farmer in his district. This, at least, is true in the smaller places where the hardwareman handles im- plements and caters very largely to country trade. The farmer who knows you personally, who calls you “Bill” or “Tom,” and who feels dead sure that you’re willing to put yourself out a little to help him, isn’t going to send his money away to the catalogue house—especially if, when you get after him, you drive home the fact that you can always give him as good or even better value for his money. It’s the doing-business-at-a-distance sort of merchant, who fails to inject his personality into his merchandis- ing, who suffers the most from mail order competition. Another important feature in cater- ‘ing to the country trade is your fa- cilities for installing tools, where in- stallation’is necessary. This is true, for instance, of hay forks. As a rule the farmer is too busy to install a hay fork. In many instances he does not know how—or, at least, he is cau- tious in estimating his abilities along that line. If you can send a man to do the installing, your sale is easy. More ‘than that, you’re paving the way for other sales. The farmer who says, “Blank put that in for me” is adver- tising you in most effective fashion. The hay fork business is worth per- sonal attention to be handled to the best advantage. When you, or your road men, call on the farmer you can size up his barn and tell him exactly how much track is needed. Where the barn is a big one, switches are convenient, helping to spread the hay more evenly; and anything like this, which will save time and give more satisfactory results, it is per- fectly in order for you to suggest. A hay loader in the field and a hay fork in the barn will bring in the crop in‘ mighty quick time. And time-say- ing and labor saving is just the thing that interests the farmer, in these days of high priced farm hands. A wideawake road man will keep his eyes open for opportunities. Does he notice, while amount of track needed for the hay fork, that the barn needs shingling. If he does, it’s right in order to sug- gest metal shingling and point out that it is fire proof. Or perhaps the farm house is fairly crying out for paint. Drop a word to the farm- er, and to his wife—the latter, with an unsatisfied longing for pretty home surroundings, will become a very ac- tive missionary for your paint de- partment. And talk over new equip- ment while you're there. The road man who drives in, asks, “D’you want anything to-day?” and drives out again, isn’t the man who does the business. A friendly chat on farm topics will let drop a dozen or a score of hints regarding articles needed. William Edward Park. ee Her View of It. Teacher—What is it that binds us together and makes us better than we are by nature? “Corsets, sir,” piped a wise little girl of 8. figuring out the: July 7, 1915 Taking the Measure of Trade. It seems incredible in this enlightened state of business that there are still some hardware men who do not cater to women’s trade. These men cannot be ignorant of the fact that the women are the direct spenders of most of the family income in this country. Let me quote from one of the larg- est manufacturers of hardware special- ties: “My observation, and the obser- vation of our demonstrators traveling among the retailers, is that there is not much interest displayed in the possibil- ity of securing women’s trade. Of course, I refer to the average retailer in the small towns, and not to the re- tailer in towns of, say, 25,000 or more population. In larger towns, competi- tion forces them to have cleaner and more attractive stores, to carry lines which will appeal to women. But the average retail trade in small towns ap- pears to cater solely to the trade of men, carrying stocks of staples called for by builders and farmers. These stocks are often very badly kept, and little or no attempt is made to display them. It is, of course, true that they undertake to carry small stocks of the items which might appeal to the farmers’ wives, such as pans, kettles, kitchen knives and forks, but we do not find it is customary for them to The Ventilation of School Rooms Is a State Law Requirement For years the heating and ventilation as applied to school houses has been one of our special features. ‘We want to get in touch with School Boards that we may send them descriptive matter A record of over 300 rooms ought to be evidence of our ability. Steam and Water Heating with everything in a material line. Correspondence solicited. THE WEATHERLY Co. 218 Pearl Street Grand Rapids, Mich. Foster, Stevens & Co. Wholesale Hardware 5 2 157-159 Monroe Ave. :: Grand Rapids, Mich. 151 to 161 Louis N. W. Public Seating For All Purposes Manufacturers of American Steel Sanitary Desks In use throughout the world World's Largest Manufacturers of Theatre Seating Gmerican Seating Company General Offices: 14 E. Jackson St., Chicago; Broadway and Ninth St., Grand Rapids, Mich. ASK FOR LITERATURE seeps cope i E July 7, 1915 carry finer goods of the same general class.” ‘ Why, oh, why, is this?, Are not farmers’ wives human? Do not they get tired doing work in the same old cumbersome way? Why should not they be introduced to the new labor- saving devices? Is it not time the hard- ware dealer in the small towns or rural districts wipe the cobwebs from his methods as well as his shelves? Has he no competition to make him clean up his store, put in new stock and get a hustle on? Don't wait for the farmer's wife to get to a big city and see all the modern improvements for making housework easier, quicker and more efficient. Let her get acquainted with them in your store, and purchase them from you. Don’t you believe the women are the purchasing agents? Dr. Hollingsworth, of Columbia University, has made tests which show that women buy 48.4 per cent. of all merchandise for family use, and have the important deciding voice in 23 per cent. more—making 71 per cent. Don’t you believe the women in your vicinity would be interested? Did you ever see the women gather around a peddler at the back door as he undoes his pack? Of course, they are all in- terested in new things—all women, the urban or suburban, white or black, yel- low or brown—we all like to look at, handle, investigate, ask questions about, and—buy new things. By the way, talking about peddlers— a woman writes to Philadelphia-Made Hardware and asks why so many things in the hardware line that should be sold by the jobber and the retail merchant are sold from door to door. This woman helps her husband, who is a hardware salesman, to cover his territory, so she is familiar with conditions. I should say the reason for this lies in the fact that the retailer is not sufficiently alive to his opportunities. A ceriam hard- ware retailer says he owes the founda- tion of his enormously successful busi- ness to the time when he purchased an automobile and went from house to house, all through the rural districts and to the outlying farms, showing the housewives all the newest labor-saving devices—dustless dusters and mops, faucet filters, laundry sprinklers, meat choppers, cherry stoners, fireless cook- ers, bread mixers, etc., even leaving the article with the farmer’s wife and tell- ing her to use it, and if she liked it to pay him. Farmers’ wives are among the shrewd- est of good housekeepers, and when they have once tested and seen the value of these wonderful improvements sales are nearly always made. Invite them to your store and ask them to drop in for a cup of coffee made in the new coffee percolator, or to see a demonstra- tion of a new vacuum cleaner or wash- ing machine. They will be sure to come the next time father drives to town; see that they are well taken care of, make them your friends, and I*assure you the women’s shekels will pour into your coffers——Mary Deermont in Phila- de!phia-Made Hardware. Adrian has notified tramps and beg- gars to move on or they will be ar- rested and put to work in the catch basins and sewers of the city. MICHIGAN TRADESMAN Advertising Words, Phrases and Com- binations. Written for the Tradesman. II Business. We Want Your Business We Want to Merit Your Business Frankly, We Want to Win Your Busi- ness. Business Bringers Boomers Winners Getters Stimulators Our Business is to Serve You We're in Business to Stay Good Will is the Basis of Our Busi- ness. Clean-up. Clean-up Sales Keep Our Stock Fresh We're Strong on Clean-ups Our Clean-up Necessity is Your Op- portunity A Ransacking Clean-up Clean-up Pickings Odds and Ends Bargains Offerings Showings Our Mid-summer Clean-up Our End of the Season Clean-up Our Annual Clean-up Our Quarterly Clean-up Our Semi-annual Clean-up An Array An Assortment An Outlay A Feast A Banquet A Host An Assemblage A Display A Grouping A Gathering Together of Clean-up Bargains Clean-up Values Clean-up Odds and Ends Clean-up Offerings Items Clean-up Merchandise at Nominal Prices Clean-up Values at Nominal Prices Clean-up Gems at Nominal Prices Clean-up Pieces at Nominal Prices Clean-up Wares at Nominal Prices Chances. Happy Chance for You The Chance of a Life Time The Bargain-hunter’s Big Chance A Sale Chance A Shopping Chance A Money-saving Chance Such Chances Rarely Come Don’t Pass Up This Chance Now’s Your Chance Chances You Can’t Afford to Miss A Surprising Chance An Excellent Chance An Exceptional Chance Get This Straight: This is Chance Your Dollar. We Save You Dollars We'll Show You How to Stretch the Dollars More Than a Dollar in Vallue for Your Dollar Where your Dollar Buys Most The Utmost a Dollar Can Buy If Your Dollars Grew on Trees the Price Would Be the Same Abundant Values for War-time Dol- lars Astonishing Values for War-time Dollars Tremendous Values for War-time Dollars The Maximum of Worth for Your Dollar Value for Your Dollar Dependability for Your Dollar Economy. Here’s a Chapter of True Economy The Best of Everything for the Least Money—That’s Economy Good Taste and Economy in Buying’ Are Compatible You Can be in Style and Still Prac- tice Economy If You Bought it from Us, You Got it Economically Distinctive, but Economically priced Opportunities for Economy Galore Opportunities for Economy Thick as Clover Leaves Opportunities for Economy Never so Plentiful or Pronounced Opportunities for Economy That’ll Appeal to You Ours is Another Name for Merchan- dising Opportunities Economy-Echoes from Our July Sale Economy-Tips—Our Long Suit Variety, Reliability and Economy Stylefulness, Attractiveness and Econ- omy Good Taste and Subsequent Satisfac- tion not Inconsistent with Econ- omy Nobody Ever Regretted a Truly Eco- nomical Purchase War-Time Stringency Suggests Eco- nomical Shopping It Is Practical Economy to Buy at— Sales Rich in Economy Opportuni- ties. Frank L. Fenwick. —_+-.___ Atlanta Retailers Support Anti-Cou- pon Law. The Atlanta Retail Grocers and Butchers’ Association held a largely attended and enthusiastic meeting in the Chamber of Commerce hall re- cently to consider the trading stamp, coupon and gift scheme evil which prevails there. After much discussion the following resolution was adopted by a unanimous vote: Whereas—The retail grocers and butchers of Atlanta are now operat- ing their business on an exceedingly small margin of profit and therefore cannot afford to add to their already heavy overhead expense and Whereas—This association has re- peatedly gone on record as being op- posed to all manner of schemes which put an added expense upon the deal- er without benefit either to him or his customer; therefore, be it Resolved—By the Retail Grocers and Butchers’ Association of Atlanta, in meeting assembled this June 8, 1915, that we again put ourselves on record as beinng unalterably oppos- ed to the giving, accepting or using of trading stamps, travel slip cou- pons, bank deposit coupons, profit- sharing coupons and any and all such like schemes. Be it further Resolved—That we urge our mem- bers to use their every effort to dis- courage the giving, accepting or using of these or similar schemes. Be it further es 39 Resolved—That we call upon our friends, the salesmen, the wholesalers, the manufacturers, to help us protect our interest and theirs which is con- stantly being threatened by the ef- forts of the promoters of these schemes. Be it further Resolved—That we. pledge to our parent body, the Retail Merchants’ Association of Georgia, our every co- operation and support in the effort they will make at the coming session of the Legislature to enact a law that will forever prohibit these and like schemes being carried on in our be- loved State of Georgia. Be it further Resolved — That we petition the Georgia Senators and Congressmen to give their heartiest support to Senator Oscar Underwood of Ala- bama in the effort he will make at the next session of the United States Congress to enact a National law prohibiting the use of trading stamps, coupons and all gift schemes. —_+-+->—____ The Compensation. Grocer—Small fruit has been ruin- ed by frosts. Mrs. Newlywed—How lovely! Now we'll get only the large berries. EVERY MERCHANT NEEDS THIS CANVAS PURSE It has separate compart- ments for pennies, nick- els, dimes, quarters, halves, dollars and bills. 74 When You Count € your money to take it out = of the cash drawer or reg- Mister, drop it into its yaproper compartments, turning in the inside flaps, - the outside flap over all. In the morning you merely dump the contents : of each compartment into its proper place in cash drawer or register. This purse is made so that coin or bills cannot be- come mixed or drop out—strong, durable, bound with four rows stitching. Large Size Small Size 11 x7 in., 75c Prepaid 9 x 644 in., Oc Prepaid Your Money Back if Not Satisfied The Fortuna Company 8 Exchange St. Rochester, N. Y SIGN IN ROOFING ~ pe Don't buy shingles by price alone—there are after years when you may have to pay the bill for re-roofing or repairs. Reynolds shingles are guaranteed to be perfect in manufacture and of the best material obtain- able. You cannot buy better, and the difference in price is too small for you to take a chance. Reynolds shingles are supplied in four standard colorings of granulated slate and granite surfac- ings. They are non-fading, and are suitable for > I, FIRE UNDERWRNE™ - any type of roof or any class of building. Get the original “Reynolds” and be safe. For Sale by all Lumber and Building Supp'y dealers. Write for free booklet. H. M. Reynolds Asphalt Shingle Co. “Originator of the Asphalt Shingle” Grand Rapids, Mich. MICHIGAN TRADESMAN July 7, 1915 AVIAN (tte (06¢ ly ) Pr ANNI Dress COMMERCIAL TRA Ny S*VVIVPV) IQ _— a — - 2 \ LE X . aX). AAU Grand Council of Michigan U. C. T. Grand Counselor—Walter S. Lawton, Grand Rapids. Grand Junior Counselor—Fred J. Mou- tier, Detroit. _ Grand Past Counselor—Mark S. Brown, Saginaw. Grand Secretary—Maurice Jackson, : Grand Treasurer—Wm. J. Devereaux, Port Huron. Grand Conductor—John A. Hach, Jr., Coldwater. Grand Page—W. T. Ballamy, Bay City. Heuman, Grand Sentinel—C. C. Starkweather, . Detroit. Grand Chaplain—A. W. Stevenson, Muskegon. Grand Executive Committee—E. A. Dibble, Hillsdale; Angus G. McEachron, Detroit; James E. Burtless, Marquette: L. N. Thompkins, Jackson. Next Grand Council Meeting—-Traverse City, June 2 and 3, 1916. Michigan Division T. P. A. President—Fred H. Locke. First Vice-President—C. M. Emerson. Second Vice-President—H. C. Cornelius. Secretary and Treasurer—Clyde E. Brown. «Board of Directors—Chas. E. York, J. W. Putnam, A. B. Allport, D. G. Mc- Laren, W. E. Crowell, Walter H. Brooks, W. A. Hatcher. Short Course in the Art of Selling Goods. When you have made a successful approach, secured the attention of your prospect and cleverly worked up his interest in your proposition there still remains an end to be achieved, and that is to turn his in- terest into conviction—to move him to,action—to secure his order. Many salesmen make the mistake of supposing that a prospect’s interest is equivalent to conviction; that be- cause the prospect is willing to listen to the selling talk, and willing even to ask questions concerning the proposi- tion, he is therefore in a state of mind where he is willing to buy. But often in such a case when the salesman comes to request the signa- ture on the dotted line he receives the shock of refusal—a refusal that re- mains unexplained in his own mind because he has not learned the differ- ence between interesting a man and convincing him. We often hear a salesman say, “1 don’t understand why I didn’t get Brown’s order. I had him worked up to the point where he was inter- ested, I thought I had him right where I wanted him but somehow he squirm- ed away from me when it came to the closing point. That man’s mind _is as changeable as the wind.” The salesman is wrong. The tron- ble with the prospect’s mind was not that it changed at the end, but that it hadn’t been changed at the begin- ning or at any time afterward. The prospect had been interested but not convinced. _In every phase of life interest falls short of conviction. Men may be deeply interested in political or re- ligious doctrines without having any convictions concerning them. Since time immemorial men have attend- ed religious’ meetings with interest without being converted, and have crowded into political halls to listen intently to speeches which advocated principles in which they had no par- ticular belief. Thousands of things interest the human mind that never penetrate be- neath its surface to the springs of action. It is possible for a crowd to stand upon a street corner and listen intently to a street faker for an hour without being prompted by the slight- est desire to buy anything from him. Human curiosity leads us to take an interest in a vast number of things that touch no depths within us. If you are going to move a. man to ac- tion you must stir more than his in- terest, you must reach his convictions. The ability that closes sales is the ability to convince. All that goes be- fore this is merely preliminary; nec- essary preliminary, it is true, but only preliminary after all. Getting.a man’s attention and stirring his interest is merely sparring for position—reach- ing his convictions is the knockout blow that strikes home and does the business. A man under the influence of con- viction is bound to act. If he is in a religious meeting he is going to get on his feet and go up to the mourn- ers’ bench. If he is in a political meet- ing he is going to walk out and cast his vote. if he is listening to a travel- ing man’s selling talk he is going to take the proffered fountain pen in-his hand and sign the order. It is useless to try to sign a man until you have him convinced. Thou- sands of orders are lost every day by salesmen who try too soon to secure the signature. Convince your man as soon as you can. Do it in two minutes, if possible, but don’t try to sign him until you have done so. There is a great class of hammer- and-tongs salesmen who try to make mere urging or persuasion take the place of conviction. Salesman Jones calls on Prospect Smith on Monday, interests him in his proposition, asks for his order and gets turned down. ‘Priding himself on his persistence he goes. back the next day and uses his power of persuasion once more—de- mands the order the second time; and is once more turned down. As often as he returns to the charge he gets the same result. Such a salesman is using the futile methods that are em- ployed by the small boy who vainly pleads with his father to be allowed to go to the circus: “Please let me go; I want to go; why won’t you let me go; please let me go; please; please.” We all know countless salesmen of this type—persistent, wooden-headed chaps who keep coming to us and de- manding that which they have given us no vital reason for yielding. And these unintelligent wooden-pated in- dividuals imagine that they are show- ing a high class of salesmanship by their everlasting, boresome persist- ence. Persistence is a great sales- man’s quality; but the- salesman should use his persistence in thinking up new arguments, in studying new ways of making his proposition con- vincing to a customer—not merely in going back to him time after time with the same bare demand for an order. Merely hammering away at a man is not convincing him. To convince a man is to make him believe what you believe. And to make a man be- lieve what you believe you must give. him the same evidence that has brought about your own conviction. If the small boy who wanted to go to the circus had the ability to trans- fer to his father’s mind the wonderful pictures of the circus’ joys that were in his own mind; if he could make his father see how the circus seemed to his childish vision; if he could call up before his father’s mind the en- trancing pictures that filled his own boyish imagination; if he could re- veal to his father the images of flash- ing splendor, vivid color, inspiring motion, that the thought of the cir- cus roused in his fresh young imag- ination he would have converted his father to a sympathetic mood in a minute. But he is unable to do this. This is the small boy’s tragedy. With a mind full of splendid visions the ut- most he can do to express his feel- ing is to cling to his father’s hand and repeat in wearisome accents: “Please, please, please,’ until Itis father, patience worn out, sends him off to school or sets him at work at the wood pile. The point of this illustration is not lessened by the fact that the circus is after all a cheap and tawdry thing, not worthy of the boy’s ideas. The point of this particular story is not whether those ideas were true or not, but that the boy, having those ideas, could not give them adequate expres- sion—could not organize and arrange them in his own mind so as to im- press them upon his father’s mind, but that he nevertheless believed it was his father’s fault that his stern parent didn’t realize what a splendid thing the circus seemed to the boy. All the boy could say was “please! please! please!” and mere urging of this kind expresses nothing and im- presses no one. We convert men to our belief not by urging, but by evi- dence, by reasons, so vividly drawn, so perfectly grouped and organized and harmoniously arranged that they appeal to the eye of the mind as a painter’s masterpiece appeals to the bodily eye. This is what we mean when we say we have made a man see a thing that we are explaining to him. He literally does see it with the eye of his mind—all the different parts are present in the picture. All the evi- dence has been knitted together into a complete unit—every part strength- ening each other part. Cut out any of these parts, or disarrange them, merely stick them together careless- ly, and the picture disappears—the effect of unity and proportion and strength disappears—the value of the picture is gone, or, rather, there is no picture any more. Many a salesman fails to make an impression on the mind of the pros- pect for the same reason that the small boy failed to impress his father. He has in his own mind an absolute belief in his product—a mental image of its great value, but he forgets that picture is made up of many parts and that to convince the customer he must first photograph all those parts, that complete picture, upon the pros- pect’s mind. He must make the pros- pect see the case as the salesman sees it, with the same high lights, the same perspective, the same group- ing of ideas. The prospect’s mind is a blank so far as the advantages of the purchase are concerned. The salesman must photograph upon it the same picture of those advantages — that he sees. He may be able to draw this picture with a few quick master strokes, a few bold and striking re- sults in black and white; or he may be a salesman of another type who paints his picture—builds up the con- ception in the prospect’s mind—bit by bit, with careful touches here and there until the whole is completed. But in either case he can’t get the order until he has made this trans- ference of the idea to the prospect’s mind. B. E. Noble. [Concluded next week.] —~+- >. The man who knows _ all about women should forget it if he values his own peace of mind. The Hotel Barry Hastings, Michigan Re-opened for Good Parlor Sample Rooms Free Auto to and from all Trains I will please you if given an opportunity Ask the Boys GEO. E. AMES, Prop. Orrin UCC toncn ODUCT nina area An) a Orr eT bo Hy ight ore: PIT LER ASSSSSESERGSG! THENEW $100,000 WAYNE - MINERAL BATH HOUSE DETROIT (sefferson Ave’s) MICH. * Completely equipped for giving every ap- proved form of hydropathic treatment for Rheumatism, Blood Disorders, Nervous Troubles, Dyspepsia, Constipation, etc. The Sulpho-Saline water is not excelled in therapeu- tic value by any spring in America or Europe. WAYNE HOTEL AND GARDENS in connection. Delightfully located on river front, adjacent to D. & C. Nav. Co's Wharfs. ' Coolest spot in Detroit. European plan, $1.00 day and up. : . R. Hayes, Prop. F. H. Hayes, Asst. Mgr. al cm Pema aad : _ ronanasccanimsdilansen sie pane Eos om July 7, 1915 MICHIGAN TRADESMAN BANKRUPTCY MATTERS. Proceedings in the Western District of Michigan. Grand Rapids, June 5—In the matter of Constantine Golembiewski, bankrupt, Grand Rapids, the first meeting of cred- itors was held. Claims were allowed. Ernest J. Nichols, of Grand Rapids, was elected trustee. Appraisers were ap- pointed and the trustee directed to sell assets as soon as_ possible. June 7—In the matter of George W. Hall, Jr., Big Rapids, the adjourned first meeting of creditors was held this date. Claims were allowed. The bankrupt was sworn and examined by the ref- eree and the first meeting of creditors was then adjourned without date. The inventory and report of appraisers has not yet been filed in this matter. It is expected an early sale will be difficult as the nature of the assets, bakery fix- tures, are such as to make ready sale practically impossible. In the matter of G. W. Bisbee & Co., bankrupt, Fremont, the final meeting of creditors was held. The final report and account of the trustee, showing total receipts of $182.30, disbursements of $15 and balance on hand of $167.30 was con- sidered and decision was reserved. The final meeting was held open for decision on_ certain contested claims. It is prob- able that a very small dividend will be declared in the near future. June 9—In the matter of Charles W. Burdick, bankrupt, Grand Rapids, the adjourned hearing on the secured claim of A. J. Barnes was held this date. The matter was submitted, and briefs or- dered filed for the trustee and claimant. The matter has not yet been decided by the referee. June 10—In the matter of the Bon Ton Mfg. Co., bankrupt, Petoskey, the ad- journed first meeting of creditors was held this date. The officers of the bank- rupt were examined and the meeting ad- journed without date. The inventory and report of appraisers has been filed and the trustee is now endeavoring to secure a bid for the assets. If this is not secured within a short time the ref- eree will issue general order for the sale of the assets at public sale. Alice M. White, of Grand Rapids, doing business as the Empress candy _ shop, has this day filed voluntary petition in bankruptcy, adjudication has been made, the matter referred to Referee Wicks, who has also been appointed receiver. George S. Norcross has been appointed custodian. The assets have been sold under order of the referee without notice to creditors because of the perishable nature of the same and high expense of occupying the premises occupied by the bankrupt. The schedule on file at this office shows liability of $2,431.50 and the assets are listed at $1,491. $935.50 of the liability being preferred or secured title contract indebtedness. The following are listed as creditors: Preferred. Emma Minogue, Grand Rapids ..$ 4.00 Leo Price, Grand Rapids ......... 4.0 Secured. H. H. Jordan, Grand Rapids .. $150.00 Old National Bank, Grand Rapids 500.00 City Trust & Savings Bank, Grand Rapids: : 00000. 200. 3. 50.00 Valley City Candy Co., Grand RapIGS oe eae eee, 237.50 Unsecured. A. FE. Brooks Co., Grand Rapids $ 28.87 Bunte “Bros.,: Chieseo 20.2... 66: s. 99.95 BR. Fo Beich Co., Chicago ........ 27.09 W. P. Canaan Co., Grand Rapids 26.75 Collins Ice Co.. Grand Rapids .... 2.91 Dolly Varden Choc. Co., Cincinnati 84.35 J. H. David, Grand Rapids .... 28.30 Dierdorf Cigar Co., Grand Rapids 12.50 J. G. Hole, Grand Ranvids ......... 14.46 Folgers, Grand Rapids sete eee ceee 10.00 Gannon & Paine, Grand Rapids 10.25 vw. B. Griswold estate ..<......... 2.00 Goudzwaard Bros., Grand Rapids 6.88 G. R. Gas Co., Grand Rapids . 15.20 uO; Gilbert, Jackson... 3... 0.425 36.13 G. J. Johnson Cigar Co., Grand: Rapids: (ss oo ec. ees 50.00 Helios, Grand Rapids ...... npeeee 6.00 Herald Pub. Co.. Grand Rapids .. 2.25 A. L. Joyce & Co., Grand Rapids 59.95 Kuvpvenheimer Co., Grand Rapids 7.00 8. La Barge, Grand Rapids S. HA. to DER Kelly Ice Cream Co., Grand Rapids 120.65 Loose-Wiles Biscuit Co., Chicago 5.93 G. R. News, Grand Rapids ...... 11.93 National Candy Co., Grand Rapids 148.66 Olthof Candy Co., Grand Rapids 2.40 G. R.-Muskegon Power Co., Grand Rapids -. 36.16 Evening Press Co., Grand Rapids 8.21 Rysdale Co., Grand Rapids : 87.76 Roseberry-Henry Co., Grand Rapids 9.49 Payette-Walsh Co., Detroit 7.00 Valley City Candy Co., Grand Rapids = oo. vc. ad eee ese 11.75 G. H. Shaw, Grand Rapids ........ 49.31 John Seven Grand Rapids ...... 3.50 G. S. Smith, Grand Rapids ...... 16.30 G. A. Seymour Co., Grand Rapids 3.50 Cc. A. Schuefier. Grand Rapids 23.80 G. E. Ernest, Grand Rapids .... 3.35_ J. B. Van Lierop, Holland . Vandenberg Cigar Co., Grand Rapids 17.20 Empress Realty Co., Kalamazoo .. 200.00 Michigan State Tele. Co., Grand GIMOS 2 eS ee a 3.00 H, W. Watson Co.s -Hiint, 0... 33.45 Wurzburg Dry Goods Co., Grand ADIOS ot eee ee ec 26.09 G. R. Window Cleaning Co., Grand: Rapids 5 26 sck. ss ssc es 1.50 E. L. Hughes, Grand Rapids -. 30.00 W. G. Herpolsheimer, Grand Rapids 62.00 Washburn Crosby Co., Grand Rapids 5.20 C._W. Mills Co., Grand Rapids .. 4.17 June 15—In the matter of Harry Pad- nos, bankrupt, Holland, an order has this day been entered confirming the sale. of the stock in trade of this bankrupt at the sum of $4,500, to the Standard Merch Co., of Cleveland, Ohio. In the matter of Emmet R. Dunlap, bankrupt, Grand Rapids, the adjourned first meeting of creditors was held this date. The bankrupt was sworn and ex- amined by attorneys and the meeting adjourned without further date. o In the matter of the Ludington Manu- facturing Co., bankrupt, Ludington, the adjourned special meeting was held this Cate. Claims were allowed. The trus- tee’s first report and account and supple- ment thereto showing his acts and doing as trustee, sale of all assets except ac- counts and bills receivable and a bal- ance of cash on hand of $8,423.61 was considered and allowed. Certain admin- istration expenses were ordered paid and the preferred labor and tax claims ordered paid by the referee. It was determined that there was not sufficient assets on hand at this time to pay a dividend to general creditors. The final dividend will be a very small one and the time of payment of the same uncertain at this time. Titigation is pending in the courts at Chicago which may pos- sibly bring further assets into the estate. June 15—Irving Townsend ,of Grand Rapids, has this day filed voluntary peti- tion in bankruptcy, adjudication has been made and the matter referred to Referee Wicks. The schedules show no assets not claimed as exempt and the follow- ing are listed as creditors: Thorp Electric Co., Grand Rapids $ 8.81 G. F. Cornell & Son, Grand Rapids 9.16 W. C. Hopson#& Co., Grand Rapids 3.80 Teitelt Iron €o., Grand Rapids .. 35.63 Roseberry-Henry Co., Grand Rapids 41.53 S. A. Dwight, Grand Rapids .... 90.00 Mich. Wheel Co., Grand Rapids 12.03 C. J. Litcher Elec. Co., Grand Rapids 278.97 W. Mich. Machine Co., Grand Rapids 22.50 Consumers Lighting Co., Grand Rapids oo. ec ob sc ae! ae 7.11 Capitol Elec. Co., Lansing ....., 9.98 Dr. C. B. Hernam, Grand Rapids 12.00 Chris. Hanson, Greenville ........ 15.00 Esther Smith, Greenville ......... 175.00 Earl B. Slawson, Greenville ..... 11.00 Freeland & Munshaw, Grand MIAMIOS ee oe es ccs, 5.50 June 16—In the matter of Oliver J. Morse, bankrupt, Shelby, the final meet- ing of creditors was held ‘this date. The final report of the trustee, showing balance on hand as per first report and account, $2,166.09; additional receipts of $292.00. total, $2,458.89; disbursements of $1,367.61 and a balance on hand of $1,091.23, was considered and allowed and interest item of $17.95 added, making total balance on hand of $1,109.23. Final order for distribution was entered and a final dividend of 3% per cent. declared and ordered paid. This estate has here- tofore paid a first dividend of 5 per cent. Leslie E. Hart, of Grand Rapids, has filed a voluntary petition in bankruptcy this date, adjudication made and the matter referred to Referee Wicks. The schedules show a small asset consisting of surrender value of life insurance policy and the following are listed as creditors: American Sign Co., Kalamazoo ee Gilmore Bros., Kalamazoo ........ Dr. A. S. Youngs, Kalamazoo 105.75 Kalamazoo National Bank ...... 200.00 First National Bank, Kalamazoo 100.00 Stella A. Hart, Kalamazoo .... 1,769.00 Mary E. Sawday, Kalamazoo 40.00 Sam. Folz, Kalamazoo ........... 15.00 Brummeler-Van Strein Co., Grand Mapiags fe. Seo eee 3.34 Dr. R. K. Eaton, Grand Rapids 6.00 June 17—In the matter of Evans & Evans, Grand Rapids, the first meeting of creditors was held this date. Clare J. Hall of Grand Rapids, was appointed trustee. The assets of this estate are very small and it is doubtful if anything can be realized for creditors above the exemptions. Appraisers have been ap- pointed. June 18—In the matter of Appleyard & Johnson, bankrupts, Grand Rapids, the final meeting of creditors was held this date. The final report and account of trustee, showing total receipts of $413.31 and disbursements of $160.06 and bal- ance of $253.25, was considered and al- lowed. It was shown that there was a possibility of additional assets coming into the estate by reason of certain liti- gation in the state courts and the estate was, therefore, held open until the de- termination of such litigation. The divi- dends, if any, will be very small for general creditors. June 19—In the matter of Emmet R. Dunlap, the trustee has received an offer for the assets of 50 per cent. of the appraised valuation and order to show cause as to sale has been entered, re- turnable June 30. June 21—In the matter of Neuman Heating Co., alleged bankrupts, a spe- cial hearing has been held this date to consider the alleged bankrupts’ offer of composition at 10 per cent. of the total indebtedness. Claims were allowed, ac- ceptances of the offer of composition filed and the hearing adjourned to June 30. It is expected the composition will be accepted by creditors in sufficient amount to have the same confirmed by the court. No adjudication in bankruptcy has as yet been made and will not be if the composition is confirmed. Lee Howland, of Charlevoix, has filed a voluntary petition in bankruptcy, ad- judication has been made and the matter referred to Referee Wicks. First meet- ing of creditors has been called for July 7. The schedules show liabilities of $15,887.30 and the assets are listed at $6,362.00. The following are shown as creditors: Secured. Charlevoix State Savings Bank $2,354.48 Unsecured. A, J. Witch, Charlevoix .......... $ 700.00 Central Trust Co., trustee, Chi- Si eS a 475.00 Tood Roads Machinery Co., Ft. WVEVNG 000... 375.00 Ohio & Mich. Sand & Gravel Co., POMGG oc ee 700.00 U. S. Fidelity & Guarantee Co., BOmeimere 2600007 938.41 Farmers Bank of Ashland, ae Asian, Wis. 0s eo. 167.00 Charlevoix County Bank, Charlevoix 2... 1,100.00 Harry Nichols, Charlevoix ...... 400.00 R. B. Armstrong, Charlevoix .... 100.00 F. S. Blanchard, Charlevoix ...... 100.00 East Jordan State Bank ........ 180.00 East Jordan Iron Works .......... 150.00 Newaygo Portland Cement Co., Grand Rapids .........0..:... 1,050.00 U. S. F. & G. Co., Baltimore 5,000.00 R. D. Baker & Co., Detroit 1,300.00 F. H. McDonald, Grand Rapids .. 231.50 June 22—In the matter of Harry Pad- nos, bankrupt, Holland, the adjourned first meeting of creditors was held this date. The trustee filed this first report and account and decision was reserved on the same. A first dividend of 15 per cent. was declared and ordered paid and the first meeting further adjourned to ae 8 for the examination of the bank- rupt. Andrew Kuklewski, of Grand Rapids, has this day filed a voluntary petition in bankrupt, adjudication has been made and the matter referred to Referee ‘Wicks. The schedules reveal that there are no assets not claimed as exempt and the following are shown as creditors: Savage Moving Co., Grand Rapids 108.00 Abel G. Verheek, Grand Rapids.. 169.50 June 24—In the matter of Alice M. White, bankrupt, Grand Rapids, the first meeting of the creditors was held this date. Claims were allowed. C. V. Hild- ing ,of Grand Rapids, was elected trustee and the meeting adjourned without date. The estate will pay a small dividend to ereditors. In the matter of P. G. Mayhew Co., Holland, the trustee has filed his final report and account and the final meeting has been called for July 7. The account shows: Total receipts of $500: disburse- ments of $115.47 for preferred claims and a balance on hand of $384.53. It is doubt- ful if the estate will pay a dividend for general creditors. June 28—In the matter of John S. Kam- hout, bankrupt, the trustee has this day been authorized and directed to institute suit against D. M. Amberg & Bro. for the recovery of certain assets, provided that creditors advance sufficient funds to cover the expenses of such suit and give the trustee a bond to protect the estate against damages. Wilmot C. Pearse, of Muskegon, has this day filed a voluntary petition in bankruptcy, adjudication has been made and the matter referred to Referee Wicks. The estate does not contain any assets not claimed as exempt and the following are shown as creditors: Alden & Judson, Grand Rapids .. 46.41 Marquette Lumber Co., Grand , CAPO ey 15.13 Security Storage & Trans. Co., Grand Rapids 6.2.25...) 2. k. 51.14 Schuil Printing Co., Grand Rap- IGG eo eee se 135.70 Ideal Foundry Co., Grand Rap- IOS ooo ee, deve ete as 239.60 W. D. Rearwin, Grand ‘Rapids.... 100.63 The first meeting of creditors has not yet been called in the matter. Henry R. Pierce, of Grand Rapids, has this day filed his voluntary petition in bankruptcy, adjudication has been made and the matter referred to Referee Wicks who has also been appointed as receiver, G. &. Norcross is in charge as custodian and the business is being operated as a going business pending the first meeting of creditors which has been ealled for July 12. An inventory has been taken which reveals assets of the value of $11,- 957.60 and the following are listed as creditors of the bankrupt: Preferred. Julia Barlow, Grand Rapids...... 49.00 Geo. Benedict, Grand Rapids .... 11.53 Secured. Sanitary Milk Co., Grand Rapids.. 401.00 Secured by note endorsed by P. Lindhout and George Schroeder, Grand Rapids, who hold chattel mortgage to cover in the sum of $509. Mrs. Mary Robinson, Grand Rap- AO og oie os ec ce 3.500.00 B._T. Pierce and Marie H. Pierce, Grand Rapids ..:0..2..0 0.0.3. 4,171.00 Secured by real estate mort- gages on the real estate of the bankrupt. Unsecured J. C. Wing, Grand Rapids ...... 119.30 S. A. Solomon, Dutton .......... - 65.15 Stanwood Mfg. Co., Boston ...... 25.00 Mrs. H. R. Pierce, Grand Rapids 200.00 Camera Shop, Grand Rapids.... 10.0¢ Mich. Machine & Tool Co. . 41 Grand ‘Rapids: ..: <6 eco. 1.10 Acme Welding Co., Grand Rap- MO ee ested eg 1:25 G. C. Lewis, Grand Rapids..... 38.64 G. R. Ins. Agency, Grand Rapid- ids ie eene severe veces ou ni ae des 38.64 Standard Oil Co., Grand Rapids.. 1.19 G. KK. Water Works. ....... 15.00 Purity Vanila Co., New Yorn MICHIGAN TRADESMAN Michigan Board of Pharmacy. President—E. T. Boden, Bay City. Secretary—E. E. Faulkner, Delton. Treasurer—Charles S. Koon, Muskegon. Other Members — Will E. Collins, Owosso; Leonard A. Seltzer, Detroit. Michigan State Pharmaceutical Asso- ciation. President—C. H. Jongejan, Grand Rapids. Secretary—D. D. Alton, Fremont. Treasurer—John S. Steketee, Grand Rapids. Next Annual Meeting—Detroit, June 7, 8 and 9, 1916. Michigan Pharmaceutical Travelers’ As- sociation. : President—W. H. Martin, Orion. Secretary and Treasurer—W. S. Law- ton, Grand Rapids. Grand Rapids Drug Club. President—Wm. C. Kirchgessner. Vice-President—E. D. De La Mater. Soorery and Treasurer—Wm. H. s. Executive Committee—Wm. Quigley, Chairman; Henry Riechel, Theron Forbes. — — Unjust Prosecution of Honorable Druggists. That nearly all members of the drug trade are honest in their business deal- ings is a belief firmly rooted in our minds. We could not hold this be- lief were. we to accept as true the very frequent charges that some man- ufacturer or dealer has been found guilty of dishonesty. Such instances, when fully investigated, disclose gen- erally that the offender was an ig- norant sinner, he did not know what he had to do. For instance, every day or two we receive a batch of food inspection decisions from the United State Department of Agriculture re- lating how this firm or that individual has been adjudged guilty of mis- branding or adulteration because of some statement or omission of state- ment on the label of his product not in accord with the “regulations.” In a large proportion of these cases care- ful investigation shows that the of- fender, while technically guilty of a violation of the law, erred through lack of knowledge of what he should put upon or leave off from his label. The methods of the Department of Agriculture in these cases are in our opinion subject to severe criticism. The Department, since the enactment of the Food and Drugs law, has per- sistently refused to instruct the man- ufacturer in advance as to the claims he may or may not make on his la- bel. The manufacturer, therefore, has been obliged to interpret the laws according to his own understanding and he prepares his labels, usually at a very great expense, only to find when he uses them that he has inno- cently, but technically, made himself a fit subject for prosecution, yes, per- secution. He prefers in most cases to pay any fine assessed and the cost of the proceedings, rather than to fight the case at great expense to himself. We have no complaint against the Department for proceeding with the utmost rigor against intentional law- breakers, those who purposely make false claims and use or produce adult- erated products, but there should be some provision whereby the honest manufacturer could know definitely in advance just what sort of a label would be accepted by the authorities as conforming to the law. It is not right that manufacturers should be compelled to stumble along in the dark, acting according to their best intentions, only to find in the end that through some technicality they have been placed in the category of evil doers. It seems to us, although perhaps we are mistaken, that the au- thorities take special delight in hunt- ing up cases of the character alluded to'and prosecuting the really inno- cent offenders to the full extent. If there is any place where the broad- mindedness and liberality of action should be in evidence, it is in the ex- ecution of the Food and Drugs Act, with the purpose of which all reput- able manfacturers and dealers are fully in sympathy. But unfortunately the authorities wait until through ignor- ance a mistake is made, when the in- -nocent offender is jumped upon and has no redress. It is not right that honest men should have their charac- ters besmirched by the arbitrary act of a bureau which follows the often whimsical interpretation which some of its employes may formulate. The drug trade want to observe the law and it is their due to be definitely informed as to labels, etc., in advance. The manufacturers of insecticides at present are also having trouble in regard to the label question be- cause the Insecticide and Fungicide Board are certainly not acting with reasonable fairness in this respect. A prominent manufacturer in discussing this question, writes us: “You sub- mit them a label and they tell you they do not know anything about it, but that it will meet their approval as far as they now know, yet noth- ing they say would act as a guar- iantee if they changed their minds.” In other words the arbitrary power of dictation existing in the Insecticide and Fungicide Board, gives, as the law now stands, no protection or rea- conably fair information to the manu- facturer. Instances are cited where trade-marks have been submitted to the Board and changes made as sug- gested; then they suddenly referred back that some word should be drop- ed and which entails an expense that runs into a large amount. What is Your Best Paying Side Line? My best paying side line was for a long time taken as a matter of course and not much attention paid to it. : But after a time my attention was called to the possibilities in the cigar department, and I began to take no- tice, purchased a first class case. with lots of moistening surface and a hy- grometer, to keep me informed as to the condition of the atmosphere in the case. Care was taken in selecting first- class brands at the various prices, and then we got behind the goods and began to “boost.” We were careful to keep the mois- ture in the case between 60 and 65 degrees, keeping the case tightly clos- ed when not in use, consequently the stock is always in perfect condition and now we have the reputation of being the only store in town whose stock is not all dried out during the winter time. This of course, has help- ed the trade greatly and the cigar de- partment has grown until it is the best paying side line in the store, do- ing nearly three times the business it did before. During the winter months when your store is heated by artificial heat, cigars and tobacco must be watched very carefully and a certain degree of moisture (60-65) maintain- ed in the case constantly, lest your stock dry out, lose its flavor and your trade go elsewhere, where the stock is properly kept. I figure that my cigar department pays my rent, light and heat, and that is doing pretty well in a town of 1,- 600 with fifteen places selling cigars and one cigar manufacturer. Too little attention is paid to this department in the average store; the stock is purchased, placed in the case, and no further attention given it ex- cept to hand out the goods when call- ed for. Cigars are very sensitive to artifi- cial heat and quickly dry out and lose their flavor and cannot be brought back to their original condition. A little thought and attention will pre- vent this. In the first place, get a good tight case, with plenty of mois- tening surface, place a hygrometer in it, and then see to it that the mois- teners are filled at least once a week or as often as the hygrometer falls below 60 degrees, and keep the case July 7, 1915 tightly closed when not selling from it. Have variety enough to suit all classes of customers, and endeavor to learn the likes and dislikes of your customers. When you put in a new brand show it up and pass out enough sam- ples to start a demand for it. In a community such as the one I live in, special sales and premiums do not pay; but by careful attention to keeping stock, giving good value, and a pleasant word to the customer, anyone can largely increase the trade in this department without adding to the expense account. Frank Richardson. —>++____ A Tip in Labeling. The following method of labeling is the outcome of experiments con- ducted with a view to labeling bottles satisfying the following conditions, viz.: 1. Ability to withstand as many solvents and corrosives as possible. 2. Legibility. 3. Neatness and finish. ‘4. Cheapness. 5. Ease and rapidity of labeling. It is claimed that all these are sat- isfied as completely as possible. Fairly stout opaque white glazed paper is the basis for the label. In- dian or liquid Chinese ink is used for writing in bold neat letters. Aim at making as much of the label as possible visible at a glance. It is bet- ter to have a label two or three lines of lettering deep than to have a long label going half-way round the bot- tle. That is to say, bring all to the front of the bottle. Paraffin wax com- pletes the requisites. As stated above, neat bold letters are required in as compact a space as possible. Having written your label, allow it to dry well. Then paste it on the empty bottle with starch or dextrin paste, which should not con- tain any acid preservatives. Again al- low to dry. Now hold the bottle in the left hand underneath a Bunsen flame inclined at 45 degrees. With the right hand hold a block of paraffin wax in the flame, and allow the melt- ed wax to fall in drops all over the label. Put the block of wax down, and, holding the bottle in both hands, slowly rotate it over, and close to, the tip of the flame. Thoroughly melt the wax into the label. Remove from SHOW CASES Cases. Before buying inspect our line of Show We are offering a 6 ft. Floor Case, bev- eled plate glass top, either display or cigar at $21.00—8 ft. floor case at $28.00. No. 7 Ionia Ave., N. W. Grand Rapids Store Fixture Co. Grand Rapids, Michigan om ss ba July 7, 1915 , MICHIGAN TRADESMAN eat and allow to get qui : : quite cold. With intolerabl ; 43 a knife scrape all olerable suffocating _ properties Ww ee eh eenetibaee wax spread over the ground. It is Fenech, HOLEBSALE DRUG PRICE CURRENT es 46 ihe

ain’ brown grd.” 100 is poons Dis We MERE cocesss me © Gee ........... Glue, chun “se 15@ 25 hers Paper Soda Cups Olls a. ground bo 3 Glycerine grd. 16 20 enugree ow. je ‘ Squeezers Shakers, Etc Almonds, Bitter, emp ena ee 2 i; indiae Sete e as 45@ 60 . ‘ true ......... 6 50@7 00 Lobelia ......... @ 50 iodine 2 1 Bei be ee ee cu oe ieee - 4 55@4 30 artificial .... 0@38 25 Mustard, black 16@ 20 Lead Acetate. 5 20@5 80 ee Sweet, ecg powd. 22@ 30 Lycopdium 4 301 a BUG oc... as 5@1 50 DPY .ccaceeeee - 16@ 20 ace be lee Coca Cola, Cherry Smash Almouds, Sweet, @ Quince 1 00@1 25 Mace, powdered 85 yu : qimitation ..... cae ae BPs ss @ 15 Menthol ........ 3 5003 75 mber, crude .. 25 Ma oe ee ee . 35 enthel ...... oot Beer, Grapefruitola Amber, rectified 40 0 S2badilla, powd. @ 40 Morphine ‘.°/°:, 3 Gs ve S Anise oo sores. Fe piaggy Ae 12@ 15 Nux Vomica "@ is ergamont .... 4 merican 20@ 2 ux Vomica pow. yrups and Flavors Bergamont .... 4 50@4 79 Worm Levant -- 1 00@1 10 Pepper, black’ pow. @ 30 Cassia 2.66.56 1 75@2 00 : Pepper, white- .¢s Castor, bbls. and Tinctures Pitch, Burgundy", = 2 Cee ks. Aconite Quassia ... a @ is . Cedar Leaf fan 8 eee, ot ee 0 42 Chair S Stools and T bl oo : Arnica ... @ ¢ Bochelle Salts .. 330 2 re i acchari t : a es Cocoanut Seccs Seine sees @1 35 Salt ‘Peter © ge 35 Soe Vince Belladonna ..... @1 65 Seidlitz Mixture 20 25 Cotton Seed 85@1 00 Benzoin Compo’ ~ @1 00 Soap, green : 3¢ = Cotton Seed'...., 85@1 00 Benzoin Compo'd @1 00 Soap, mott castile 12 15 Cupbebs "...+... 3 15@4 00 Cantatas 2 Eas ate te Camilo "7 ° ee ee ee etree un eee 7 nee eh esccdenag Hazeltine & Perkins Drug Co Bigeron <--.-.. 173@2 00 Capsicum ....... @ 90 Soap, white caatiie 2° . Gamloch: pare... | Gi we oo seuss @1 50 _iless, per bar @ Grand Rapids, Mi Pane ee. See te Ge EER Sate Aah ...... ine % pids, Mich. Juniper Wood MO 90 Gormee Breakfast Food Brooms ....cccccsceese Brushes ........ i. Butter Color Cc Candies” .:.:..<.. Canned Goods Carbon Oils .......... Catsup Cheese Chewing Gum ........ Chicory Chocolate ........ses-- Clothes Lines Cocoa Cocoanut Coffee Confections .........-. Cracked Wheat Crackers Cream Tartar tt ecccce ah bee het fad et pe eoreroseseceses eocenee eocceseesecseoses ere ee ee Ce 08 68 CO C8 CO CO OO NORD DOR eoeeos = A Om oa D Dried Fruits eee oe a. F Farinaceous Goods .. Fishing Tackle ....... Flavoring Extracts ... Flour and Feed ...... Fruit Jars NANIAIAH ; G Gelatine ........s.se00- 7 Grain Bags .......... 7 H BIOrde « .. cece cc cccccce Hides and Pelts ....... 8 Horse Radish ........ 8 J WONG oo ec sc eadee sg 8 Jelly Glasses ......... 8 N RUM oS cases ces oo +s 4 ae. a 8 P AO i cece aeeae ss 8 Pipes : 8 Playing Cards ....... 8 POOR oi sucss ccs dese 8 Provisions 8 RIOD as acss nso ccebsess 9 Rolled Oats 9 Ss Salad Dressing ...... Saleratus ....... Sal Soda 9 9 9 Line Bs eek aaa er 9 Beit SSH ok. ccesecsss 9 ON ics eyeb bees - 10 Shoe Blacking ....... 10 MEE si bcacccceseacs 40 ; 10 10 10 10 POMEL, cies So sc sas es's RRM es cs 5 cies BIBTOR os. ccc e eo mess Syrups ..... peecacees WARDS occ occccvecvess 10 Ww MUICMING oi ccessacecss . 18 Woodenware ......... 18 Wrapping Paper ..... 14 : at é i yy Weast Cake ........... 14 1 AMMONIA : OZ. 12 oz. ovals, 2 doz. box 75 AXLE GREASE Frazer’s. 1Ib. wood boxes, 4 doz. 3 1tb. tin boxes, 3 doz. 2 35 344%b. tin boxes, 2 dz. 4 25 10%. pails, per doz. ..6 00 15d. pails, per doz. ..7 25tb. pails, per doz. ..12 00 BAKED BEANS No. 1, per doz. .. 45@. 90 No. 2, per doz. .. 75@1 40 No. 3, per doz. .. 85@1 75 BATH BRICK Pngish: ... 5.3 5 BLUING Jennings’. Condensed Pearl Bluing Small C P Bluing, doz. 45 Large C P Bluing, doz. 75 Folger’s. Summer Sky, 3 dz. cs. 1 20 Summer Sky, 10 dz bbl 4 00 BREAKFAST: FOODS Apetizo, Biscuits .... Bear Food, Pettijohns Cracked Wheat, 24-2 Cream of Rye, 24-2 .. Quaker Puffed Rice .. Quaker Puffed Wheat Quaker Brkfst Biscuit Quaker Corn Flakes Victor Corn Flakes .. Washington Crisps .. Wheat Hearts ....... Wheatena .........., Evapor’ed Sugar Corn Farinose, 24-2 ....... Grape Nuts .......... Grape Sugar Flakes . Sugar Corn Flakes .. Hardy Wheat Food .. Holland Rusk ........ Krinkle Corn Flakes Mapl-Corn Flakes .... 2 80 Minn. Wheat Cereal 3 75 Ralston Wheat Food 4 50 Ralston Wht Food 10c 2 25 Roman Meal ........ 2 30 Saxon Wheat Food .. 2 90 Shred Wheat Biscuit 3 60 Triscuit, 18 .......... 1 80 Pillsbury’s Best Cer’l 4 25 Post Toasties, T-2 .. 2 50 Post Toasties, T-3 .. 2 70 Post Tavern Porridge 2 80 BROOMS Fancy Parlor, 25 tb. Parlor, 5 String, 25 tb. Standard Parlor, 23 th. Common, 23 th. ...... Special, 23 tbh. ...... Warehouse, 33 Ib. ... Common Whisk Fancy Whisk ........ BRUSHES Scrub Solid Back, 8 in. ...... 75 Solid Back, 11 in. ..:. 95 Pointed Ends 85 MCODODIEODIES ROH DOR Comes tO DD 69 co oS oo bat ah DD C9 CO ee Ronn oee NAoannocca Stove NGS. .5.245 ssbb ececs 00 INO. 2 on isos ccc asco 1b MOST ces ee se s5se 1 i Shoe NQiUB y esiaessesesses 2 OD No. 7 so 4 30 No. 4 tev 10 NO. Ss visuewsye cae 1700 BUTTER COLOR Dandelion, 25c size .. 2 00 CANDLES Paraffine, 6s ......... Paraffine, 12g ........ %&% Wicking ........ 20 CANNED GOODS Apples 3 Ib. Standards .. @ 85 Ne: 40 6.c.6ecs:. @2 50 capemmeete 2D 5. c5 ss ee @1 90 Standard No. 10 @5 25 Baked ..... Seis 85@1 30 Red Kidney .... 75@ 9 PUTING soc iisces 00@1 75 Wax ............ 75@1 25 Blueberries Standard ............ 1 80 BOe2 IO oo aes hoa des ce TOD 2 Clams Little Neck, 1b. @1 25 Clam Bouillon Burnham’s % pt. .... 2 25 Burnham’s pts. ..... 3 75 Burnham’s qts. ...... 7 50 Corn MOI og ss - 6@ 70 Good: 32.255. eos 90@1 00 PANCY. oi co. ccc. @1 30 French Peag Monbadon (Natural) per: dOz. .3..62. °.: 1 I6 Gooseberrles No. 2) Main 2. 1 35 No. 2, Fancy ...... -. 2 50 Hominy Standard ...... Saaen CRO Lobster MID. oes Seiewies ces 1 8D % pea ee beeen wees 315 Mackerel Mustard, 1fb. ........ 1 80 Mustard, 2b. ........ 2 80 Soused, 144Ib. ....... 1 60 Soused, 2%. ......... 2 75 Tomato, Ib. .......... 1 50 Tomato, 2th. ........ 2 80 Mushrooms Buttons, %s .... @ 15 Buttons, 1s ..... @ 82 Hotels, 1s ...... @ 20 Oysters Cove, 1 Yb: 32: , @ 175 Cove, 2 tb. ..... @1 40 PMs os 5, 90@1 35 Pears In Syrup No. 3 cans, per doz. ..1 50 Marrowfat ...... 90@1 00 Early June .... 110@1 25 Early June siftd 1 45@1 55 Peaches Pie ............ 1 00@1 25 No. 10 size can pie @3 25 Pineapple 1 75@2 10 95@2 60 Grated Sliced Pumpkin pcensecccececces dt OD besstase cesses cc 2 40 Raspberries Standard Fair Good Fancy No. 10 Salmon Warrens, 1 tb. Tall .. 2 30 Warrens, 1 Ib. Flat .. 2 45 Red Alaska .... 1 70@1 75 Med Red Alaska 1 40@1 45 Pink Alaska .... @1 20 Sardines Domestic, %s ....... 3 90 Domestic, % Mustard 3 75 Domestic, % Mustard 3 25 French, %s ...... %7@14 French, %s ....... 18@23 Sauer Kraut No. 38, cans No. 10, cans ........ 2 40 Shrimps Dunbar, 1s doz. .... 1 45 Dunbar, 14%s doz. .... 2 70 Succotash WAITS ioc c vs ce co oc 90 GOOG oni .i tees 1 20 Fancy ......... 1.25@1 40 Strawberries Standard ......... 95 BANCY 252602355652 2 25 Tomatoes GO08- 2. ioc ste Ales: 90 Fancy ...... coasts 1 20 NO. 10 ces ss 2 90 CATSUP Snider’s pints ...... 2 35 Snider’s % pints .... 1 36 CHEESE Acme so... 65. @16% Carson City ‘ @16 Brick ..... PAS @16 Leiden ....... @15 Limburger ..... @18 Pineapple ...... 40 @60 MAM? 5 os ek @sb Sap Sago ....... @18 Swiss, domestic .... @20 * 3 CHEWING GUM Adams Black Jack .... 62 Adams Sappota ....... 59 Beeman’s Pepsin ...... 62 Beechnut <...2. 2.3.3... 68 Chiclets: . 5.503.555.0182 Colgan Violet Chips .. 65 Colgan Mint Chips .... 65 Dentyne® ooo eS 98 Doublemint ceccccccccee 64 Flag Spruce .......... 59 Juicy Fruit ..... Se 1!) Red Robin ....... cece COR Spearmint, Wrigleys .. 64 Spearmint, 5 box jars 3 20 Spearmint, 3 box jars 1 92 Trunk Spruce .......... 52 Wucatan os... 335s 62 WENO cscs eet. A CHOCOLATE Walter Baker & Co. German’s Sweet ....... 22 Premium ...5.5...¢..¢3 (32 Caracas. 3o.0305 5: <2 28 Walter M. Lowney Co. Premium, \s .......... 29 Premium, %s ........ 29 CLOTHES LINE Per doz. No. 40 Twisted Cotton 95 No. 50 Twisted Cotton 1 30 No. 60 Twisted Cotton 1 70 No. 80 Twisted Cotton 2 00 No. 50 Braided Cotton 1 00 No. 60 Braided Cotton 1 25 No. 60 Braided Cotton 1 85 No. 80. Braided Cotton 2 25 No. 50 Sash Cord .... 1 75 No. Be Sash Cord .... 2 00 No. 60 Jute ........ Sain OD No.7 72 Jute 3... ee - 110 No. 60 Sisal ........ 1 00 Galvanized Wire No. 20, each 100ft. long 1 90 No. 19, each 100ft. long 2 10 No. 20, each 100ft. long 1 00 No. 19, each 100ft. long 2 10 COCOA Baker’s Cleveland .....0csccccce 41 Colonial, 4s ee Colonial, %s .......... 33 Eipps 4¢..<. a cinwio'p cle wave wae Hershey’s, %s ......... 80 Hershey’s, %s ........ 28 PAUVIOR oe ee a: beacce OO Lowney, 8 ......... . of Lowney, \S ........... 34 Lowney, %8 ........... 38 Lowney, 5b. cans .... 33 Van Houten, &s ...... 12 Van Houten, \%s ...... 18 Van Houten, %s Van Houten, 1s ........ 65 Wan-Eta $.0.....262.22. 86 Webb s Wilber, 468 0.66 esos 6.88 Walber, W800 0s6..scc02 82 COCOANUT Dunham’s per tb. %s, 5b. case ........ 30 14s, 5Ib. case ........ 29 %s 15 tb. case ...... 29 1s, 15 tb. case ...... 28 as, 11D. Case ..-..... 27 4s & %s 15tb. case 28 Scalloped Gems ..... 10 ys & ¥s pails ...... 16 Bulk, pailg ...... sees 18 Bulk, barrels ........ 12 Baker’s Brazil Shredded 10 5c pkgs., per case 2 60 26 10c pkgs., per case 2 60 16 10c and 33 5c pkgs., per case 2 60 COFFEES ROASTED Ri Fancy Fair Choice Fancy Peaberry Maracaibo . Choice Fair BADCY: 4550s pce see os 20 Fair Haney. SoS. 4. ee. es Java Private Growth .... 26@30 Mandling .......... 3 Aukola .. gate ocha Short Bean ........ 25@27 Long Bean ........ 24@26 W: 15.0. Go 325.5. 26@28 Bogota POON oo ee cise es oc) 24 WANCY: 625 cccceescsnes 26 Exchange Market, Steady Spot Market, Strong Package New York Basis Arbuckle 17 00 4 McLaughlin’s XXXX McLaughlin’s XXXX package coffee is sold to retailers only. Mail all or- ders direct to W. F. Mc- os & Co., Chicago, Extracts Holland, % gro. bxs. 95 Felix, % gross ..... - 115 Hummel’s foil, % gro. 85 Hummel’s tin, % gro. 1 43 CONFECTIONERY Stick Candy Paltis Horehound ....... cose OG standard 32... 66.55, - 9% Standard, small ..... 10 Twist, small ........ 10 Cases Jumbo | .......4.. pe see ae Jumbo, small ........ 10 Big Stick ....... Jeecs OMS Boston Sugar Stick .. 14 Mixed Candy Pails ITOK ee ac Cut Loaf = 2... pe sicie 20 French Cream ...... 10 PANCY oo. 655.000 Se Grecers: 3603.63; eae sce Kindergarten ....... 12 Wenders soe is 10 Majestic 0.26 10 Monarch ooo... 10 Novelty. 250 oh. 11 Paris Creams ....... 11 Premio Creams ...... 14 ROYAL see ee, 8 SVCCIAl Be 10 Valley Creams ...... 13 Sielee ls cies wie 7% Specialties : Pails Auto Kisses (baskets) 13 Autumn Leaves ...... 13 Bonnie Butter Bites .. 17 Butter Cream Corn .. 15 Caramel Dice ........ Cocoanut Kraut .. Cocoanut Waffles .. Coffy Toffy .....:... a 4 Dainty Mints 7 tb. tin 16 Empire Fudge ....... 14 Fudge, Pineapple .... 14 Fudge, Walnut ...... 14 Fudge, Filbert ...... 14 Fudge, Choco. Peanut 13 Fudge, Honey Moon . 14 Fudge, Toasted Cocoa- MUG cece csascsk. 44 Fudge, Cherry ...... 14 Fudge, Cocoanut .... 14 Honeycomb Candy .. 16 Iced Maroons ....... 14 Iced Gems 2.5.5.3. 15 Iced Orange Jellies .. 13 Italian Bon Bons ... 13 Lozenges, Pep. ..... od. Lozenges, Pink ...... 11 Manchus os... .s506. 14 Molasses Kisses, 10 AD. DOM. i 5c. ee 8s ia As Nut Butter Puffs .... 14 Pecans, Ex. Large .. 14 Chocolates Pails Assorted Choc. ...... 16 Amazon Caramels 16 Champion ......... Age 153 Choc. Chips, Eurek 19 Climax Eclipse, Assorted ... Ideal Chocolates .... 14 eee eee er eases ee ~ Klondike Chocolates 18 WNADODS .....c5506 > oe OS Nibble Sticks ........ 25 Nut Wafers ......... 18 Ocoro Choc. Caramels 17 Peanut Clusters ..... 20 Quintette ...... Bee ee 1. ROSIN ee eas is 6 12 Star Chocolates ..... 13 Superior Choc. (light) 19 Pop Corn Goods Without prizes. Cracker Jack with coupon ..... Sonos ie O20 Pop Corn Goods with Prizes Giggles, 5c pkg. cs. 3 50 Oh My 100s .......... 3 50 Cracker Jack, with Prize Pop Corn Balls, with rib- bon, 200 in cs per cs. 1 40 Cough Drops Boxes Putnam Menthol 1 00 Smith Bros. ........ - 1 25 NUTS—Whole 8. Almonds, Tarragona 22 Almonds, California soft shell Drake @22 Brazils .......... 12@13 Cal. No. 1S. SS... @22 Walnuts, Naples ..18@19 Walnuts, Grenoble 17@18 Table nuts, fancy 14@16 Pecans, Large .... @13 Pecans, Ex. Large @14 Shelled No. 1 Spanish Shelled Peanuts ..... Pecan Halves Walnut Halves .... Filbert Meats .... 38 Alicante Almonds Jordan Almonds ., July 7, 1915 5 Peanuts Fancy H P guns RaW: oe 5% @6y Roasted ........ 7@ 7% H. P. Jumbo, Raw 4.2... eoes TH@SE Roasted ...... 8%@ 9 CRACKERS National Biscuit Company Brands In-er-Seal Trade Mark Package Goods Per doz. Baronet Biscuit ..... 1 00 Flake Wafers ...... - 100 Cameo Biscuit .....; Cheese Sandwich .... Chocolate Wafers ... Fig Newton ......... Five O’Clock Tea Bet Ginger Snaps NBC .. Graham Crackers e . Fat fed at pet ek ° S Kaiser Jumbles ...., 00 Lemon Snaps ......, 50 Oysterettes .......... 50 Royal Toast ........ 1 00 Social Tea Biscuit 1 00 Saltine Biscuit ...... 1 00 Saratoga Flakes 1 50 Soda Crackers, N.B.C. 1 00 Soda Crackers Prem. 1 00 Uneeda Biscuit ...... 50 Uneeda Ginger Wafer 1 00 Vanilla Wafers Water Thin Biscuit .. 1 00 Zu Zu Ginger Snaps 50 Awieback §...552..... 1 00 Other Package Goods Barnum's Animals .. 50 Soda Crackers NBC 2 50 Fruit Cake Bulk Goods Cans and boxes Animals ..... bo cae - 10 Atlantics, Asstd. .... 13 Avena Fruit Cakes .. 12 Bonnie Doon Cookies 10 Bonnie Lassies ...... 10 Cameo Biscuit ...... 25 Cecelia Biscuit ....., 20 Cheese Tid Bits ..... 20 Chocolate Bar (cans) 18 Chocolate Drop Center 18 Chocolate Puff Cake 18 Choe. Honey Fingers 16 Choe. Mint Wafers .. 14 Circle Cookies ...... 12 Cracknels. 2.0.00... 0: 20 Cream Fingers ...... 14 Cocoanut Taffy Bar .. 15 Cocoanut Drops ...... i2 Cocoanut Macaroons 18 Cocoanut Molas. Bar 15 Cocont Honey Fingers 12 Cocont Honey Jumbles 12 Coffee Cakes Iced ... 12 Crumpets ..6..565..2¢ 12 Dinner Pail Mixed .. 10 Family Cookies ...... 10 Fig Cakes Asstd. .... 12 Fireside Peanut Jumb 10 Fluted Cocoanut Bar 12 Frosted Creams ..... 10 Frosted Ginger Cook. 10 Frosted Raisin Sqs. .. 10 Full Moon .. : Ginger Drops ........ 13 Ginger Gems Plain .. 10 Ginger Gems, Iced .. 11 Graham Crackers 9 Ginger Snaps Family 9% Ginger Snaps Round 9 Hippodrome Bar .... 12 Honey Black Cake .. 14 Honey Fingers Ass’t 12 Honey Jumbles ...... 12 Household Cookies .. 10 Household Cooks. Iced 11 Imperials: ....00....¢< - 10 Jubilee Mixed ........ 10 Kaiser Jumbles ..... ~ 12 Lady Fingers Sponge 30 Leap Year Jumbles .. 20 Lemon Biscuit Square 10 Lemon Cakes ....... 10 Lemon Wafers ..... - 18 MiCMONS es sl ee. 10 Lorna Doon .......... 18 Mace Cakes ......... 10 MaryAnn .....05.;. 10 Manialay sce 10 Marshmallow Pecans 20 Mol. Frt. Cookie, Iced 11 NBC Honey Cakes .. 12 Oatmeal Crackers ... 9 Orange Gems Oreo Biscuit Penny Assorted ..... 10 Picnic Mixed ........ 12 Raisin Cookies ...... 12 Raisin Gems ........ 11 Reveres Asstd. ...... 17 Rittenhouse Biscuit .. 14 Snaparoons .......... 15 Spiced Cookie ........ 10 Spiced Jumbles, Iced 12 Sugar Fingers ..... <2 Sugar Crimp ........ 10 Sultana Fruit Biscuit 18 Sweethearts ......... 25 Vera Lemon Drops .. 1% Vanilla Wafers ...... 2 pis Rea % v2 1y a E 2 July 7, 1915 MICHIGAN TRADESMAN 6 Butter Boxes N B C Square ...... 7% Seymour Round .... 7% Ni C Sodas 226.3... 7 % N B C Picnic Oysters 7% Gem Oysters ......... 1% Soda N BC Sodas ........ ot Premium Sodas ...... 8 Select Sodas ........ 10 Saratoga Flakes .... 13 Saltines .......... cau Lo Oyster N B C Picnic Oysters 7 Gem Oysters ......... 7 Shel ee: bes 8% Sugar Wafer Specialties Adora Nabisco Nabisco Festino Festino Lorna Doone ........ 1 00 ARO os eee ka ee 1 00 Champagne Wafers .. 2 50 Above quotations of Na- tional Biscuit Co., subject to change without notice. CREAM TARTAR Barrels or Drums ..... 38 BOXCS. cee eee es eee 39 Square Cans ......... 41 Fancy Caddies ....... 46 DRIED FRUITS Apples Evapor’ed Choice blk Evapor’ed Fancy pkg. Apricots California .......... 9@12 Citron Corsican 0: oe. ce. 16% Currants Imported, 1 tbh. pkg. .. 8% Imported, bulk ...... 8% Peaches Muirs—Cheoice, 25tb. .. 6% Muirs—Fancy, 25tb. .. 7% Fancy, Peeled, 25tb. ..12 Peel Lemon, American ... 12% Orange, American ... 12% Raisins Cluster, 20 cartons ..2 25 Loose Muscatels, 4 Cr. 7% T.oose Muscatels, 3 Cr. 7% L. M. Seeded, 1 th. 8% @9% California Prunes 90-100 25th. boxes ..@ 7% 80- 90 25tb. boxes ..@ 8% 70- 80 25T. boxes ..@ 91% 50- 70 25tb. boxes ..@1 50- 60 25Tb. boxes ..@10% 40-50 25tb. boxes ..@11 FARINACEOUS GOODS Beans California Limas .... 6% Med. Hand Picked .. 3 40 Brown Holland ..... 3 20 Farina 25 1 Ib. packages ....1 60 Bulk, per 100 th. .... 5 00 Original Holland Rusk Packed 12 rolls to container 8 containers (40) rolls 3 20 Hominy Pearl, 100 Ib. sack .. 2 50 Maccaroni and Vermicelll Domestic, 10 tb. box .. 60 [mported, 25 th. box ..3 50 Pearl Barley Chester. 2. 20.55.65: 75 Portage. 3.32 oe. 5 00 Peas Green, Wisconsin, bu. 2 90 SPHG IDs cee oes, 6% Sago Mast dn@ia. ooo. s 6 eck 5 German, sacks .......... 5 German, broken pkg. Tapioca Flake, 100 tb. sacks ..5% Pearl, 100 tb. sacks .. 5% Pearl, 36 pkgs. Minute, 36 pkgs. FISHING TACKLE MNO iin oe 6 Cotton Lines 10 feet .. A 15 feet . 15 feet 15 feet ....... ‘ 15 feet 15 Peet, vo. sees Z gos 09 DO jot we 90 IH OTe = on ~~. © o co . Bamboo, 14 ft., per doz. 55 Bamboo, 16 ft., per doz. 60 Bamboo, 18 ft., per doz. 80 T FLAVORING EXTRACTS Jennings D C Brand Extract Lemon Terpenless Extract Vanilla Mexican Both at the same price. No. 1, F box % oz. .. 5 No. 2, F box, 1% oz. 1 20 No. 4, F box, 2% oz. 2 25 No. 3, 2% oz.- Taper 2 00 No. 2, 1% oz. flat .... 1 75 FLOUR AND FEED Grand Rapids Grain & Milling Co. Winter Wheat Purity Patent Fancy Spring Wizard Graham ...... 6 20 Wiazrd, Gran. Meal ..4 60 Wizard Buckw’t cwt. 3 60 Ry@ ..e0555 elealeneees 6 60 Valley City Milling Co. Lily White .......... 6 85 Light “Boat... 2..% 63 Grahams os 3 00 Granena Health ..... 3 10 Gran. Meal 00 Bolted Med. 1 90 Voigt Milling Co. Voigt’s Crescent .... 6 &5 Voigt’s Royal ....... tT 25 Voigt’s Flouroigt .... 6 85 Voigt’s Hygienic: Gra- Ham 2302 ee. 5 Watson-Higgins Milling Co. Perfection. ..2...06... 6 70 Tip Yep Klour. :..... 6 20 Golden Sheaf Flour .. 5 80 Marshalls Best Flour 7 20 Worden Grocer Co. Quaker, paper ...... 6 00 Quaker, cloth Kansas Hard Wheat Voigt Milling Co, Calla. Billy co ceo 6 85 Worden Grocer Co. American Eagle, %s 7 20 American Eagle, 4s 7 10 American Eagle, %s 7 00 Spring Wheat Roy Baker Mazeppa . soc. ccae.. 6 90 Golden Horn, bakers 6 80 Wisconsin Rye ...... 6 30 Bohemian Rye ...... 6 75 Judson Grocer Co. . Ceresota, 1448 ........ 7 60 Ceresota, %5 ....... 7 50 Ceresota, 365 ...5.... 7 40 Voigt Milling Co. Columbia 20.052!) 7 45 Worden Grocer Co. Wingold, %s cloth .. 7 85 Wingold, 4s cloth .. 7 75 Wingold, %s cloth .. 7 65 Wingold, 4%s paper .. 7 70 Wingold, 48 paper .. 7 65 Meal Bolted ...... cacieeecas: 4 40 Golden Granulated .. 4 60 Wheat New Red ...... eoeoe 1 08 New White ......... 00 Oats Michigan carlots ..... 53 Less than earlots .... 55 orn Carlota ove soa ee. 81 Less than carlots .... 88 Hay Carlots ..: 2.33 weseee 16.00 Less than carlots .. 18 00 Feed Street Car Feed .... 33 00 No. 1 Corn & Oat Fd 33 00 -Cracked Corn ...... 2 00 Coarse Corn Meal .. 32 00 FRUIT JARS Mason, pts., per gro. 4 65 Mason, qts., per gro. 5 00 Mason, % gal. per gro. 7 40 Mason, can tops, gro. 2 25 GELATINE Cox’s, 1 doz. large .. 1 45 Cox’s, 1 doz. small .. 90 kknox’s Sparkling, doz. 1 25 Knox’s Sparkling, gr. 14 00 Knox’s Acidu’d doz. .. 1 25 Minute, 2 qts., doz. ..1 10 Minute, 2 qts., 3 doz. 3 25 NGISON Se oo cuca S 1 50 OSTORE) oe ; 75 Plymouth Rock, Phos. 1 25 Plymouth Rock, Plain 90 GRAIN BAGS Broad Gauge ........ 18 Amoskeag ........... 19 Herbs SaR6. co.cc. Seerecece d 15 FLOPS os occas warpee ce) 10 Laurel Leaves ....... 165 Senna Leaves ........ 25 HIDES AND PELTS Hides Green; (NO. 2 3.0.3 5., 13 Green; No: 2) 0.06030. 12 Cured) No.1. 2.00.05, 15 Cured, NO. 2 oie... 14 Calfskin, green, No. 1 15 Calfskin, green, No. 2 13% Calfskin, cured, No. 1 16 Calfskin, cured, No. 2 14% Pelts Old Wool ........ 60@1 25 mbs .......... 15@ 25 Shearlings ....... 10@ 20 8 Tallow Noe Fo sce, NOs 2) eco Wool Unwashed, med. Unwashed, fine .. HORSE RADISH Per d Q®® O98 oF moO 2 2 OZ. woccccccccccccs Jelly 5Ib. pails, per doz. ..2 30 15m. pails, per pail .. 65 30%. pails, per pail ..1 25 JELLY GLASSES % pt. in bbls., per doz. 15 % pt. in bbis., per doz. 16 8 oz. capped in bbls., DOF doze oe MAPLEINE 2 oz. bottles, per doz. 4 00 1 oz. bottles, per doz. 2 25 % oz. bottles, per doz. 1 10 MINCE MEAT Per casé 720.2... as MOLASSES New Orleans Fancy Open Kettle ... 42 Choice: i... 062: aecaeee - 35 GOOG) Joie eetee Fair 0.00. 2:552 Meccan, GU Half barrels 2c extra Red Hen, No. 2% ...1 75 Red Hen, No. 5 ......1 75 Red Hen, No. 10 ....1 65 MUSTARD % Th. 6 th. box ...... 16 OLIVES Bulk, 1 gal. kegs 1 10@1 20 Bulk, 2 gal. kegs 1 05@1 15 Bulk, 5 gal. kegs 1 00@1 10 Stutred, 6.07, 3.00728 90 Stuffed, 8 oz. ....... - 1 25 Stuffed, 14 oz. ..... 3. a 20 Pitted (not stuffed) WA OB oe. Manzanilla, 8 oz. ..... 90 Lunch, 10 oz. ....... Lunch, 16 oz. ...... . 2 25 Queen, Mammoth, 19 Queen, Mammoth, 28 OF ecto oc. eee Olive Chow, 2 doz. es. per doz. ....2..... PEANUT BUTTER Bel-Car-Mo Brand 24 Tb. fibre pails .... 09% 14 tb. fibre pails ..... 10 23 oz. jars, 1 doz. ..2 25 2 tb. tin pails, 1 doz. 2 35 6% oz. jars, 2 doz. 1 80 PETROLEUM PRODUCTS Iron Barrels Perfection: 22.3... 5: - oo Red Crown Gasoline .. 9.9 Gas Machine Gasoline 16.9 VM & P Naphtha .. 9.4 Capitol Cylinder ..... 29.9 Atlantic Red nsine 12.9 Summer Blac 6.7 Polarine ...:...... eae 28.9 PICKLES Medium Barrels, 1,200 count .. 7 50 Half bbls., 600 count 4 25 5 gallon kegs ....... - 190 Small Barrels. ..3.6cs5c.cs ee 9 GO Half barrels ........ 5 00 5 gallon kegs ........ 2 25 Gherkins Barrels... 6... sees 38 00 Half barrels ...... 5 gallon kegs ........ 2 50 Sweet Smali Barrels Half barrels ........ 8 50 5 gallon kegs ..... -. 3 20 PIPES Clay, No. 216, per box 1 75 Clay, T. D. full count 60 COB 222.223: eae eae Cais 90 PLAYING CARDS No. 90, Steamboat .... 75 No. 15, Rival assorted 1 25 No. 20, Rover, enam’d 1 50 No. 572, Special ...... 1 75 No. 98 Golf, Satin fin. 2 00 No. 808, Bicycle ...... 2 00 No. 632 Tourn’t whist 2 25 SH POTA Babbitt’s, 2 doz. .... 175 PROVISIONS Barreled Pork Clear Back ..22 00@23 00 Short Cut Clr 20 00@21 00 Bean = 2.2.3. ->- 16 00@17 06 Brisket, Clear 27 00@28 00 BiG oo a oo. Clear Family ...... 26 00 Dry Salt Meats SP Bee he 144% @15 ‘d ar Pure in tierces . 11%@12 Compound Lard -8%@ 9 8 0 Tb. tubs --- advance. .4%& 60 Ib. tubs ....advance 50 Tb. tubs ....advance Y% 20 Ib. pails ...advance % 10 tb. pails ...advance % 5 tb. pails ...advance 1 8 Ib pails ...advance 1 Smoked Meats Hams, 14-16 th. 15 @15% Hams, 16-18 th. 14%@15 Hams, 18-20 th. 14144@15 Ham, dried beef SOUS a ee 29 @30 California Hams 10%@11 Y Picnic Boiled HIQMiGs oo... S. 19144 @20 Boiled Hams .. 22 @23 Minced Ham .. 12 @12% Bacon 2.5.0: .. 15 @24 Sausages Bologna ....... 10%@11 FAVOR o.oo... 91%4@10 Frankfort ...... 12 @12% Bere oo 11 @12 ANG eG eS 11 Woneue 2.) ...... ose EE Headcheese «ee 1 Beef Boneless ...... 20 0020 50 Rump, new .. 24 50@25 00 Pig’s Feet ei DDISS - 100 % bbls., 40 tbs. ...... 2 00 BBS 4 25 1 Poca ee, eocksacees cD 40 Giant, 40c ........... 8 72 Hand Made, 2% oz. 50 Hazel Nut, 5c ...... 5 76 Honey Dew, 10c ....12 00 Hunting, 5c .......... 38 Ka, BO sigsas cece -. 610 { X L, in palls ...... 3 90 Just Suits, 5c ........ 6 00 Just Suits, 10ec ......12 00 Kiln Dried, 25c ..... 2 45 King Hird, 7 oz. .... 2 16 King Bird, 10c ......11 52 King Bird, 5c ........ 5 76 La Turka, 5c ....... 5 76 Little Glant, 1 Ib. .... 28 Lucky Strike, lUc .... 96 Le Redo, 3 oz. ......10 80 Le Redo, 8 &. 16 oz. 38 Myrtle Navy, 10c ....11 52 Myrtle Navy, 6c ..... 5 76 Maryland Club, 5c ... 50 Mayflower, Bc ....... 5 76 Mayflower, 10c ...... 96 Mayflower, 20c ...... 1 92 Nigger Hair, 5c ..... 00 6 Nigger Hair, 10c¢ ....10 70 Nigger Head, 6c ..... 5 40 Nigger Head, 10c ...10 56 Noon Hour, 5c ...... 48 Old Colony, 1-12 gro. 11 52 Old Mill, Sc ......... 5 76 Ola Minglish Crve 1%0z. 96 Ola Crop, Sc ....... - 5 76 Old Crop, 25c ..... as 20 P. §8., 8 oz. 30 Ib. cs. 19 P. §., 3 oz., per gro. 5 70 Pat Hand, 1 oz. ...... 63 Patterson Seal, 1% oz. 48 Patterson Seal, 3 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, 40 Plaza, 2 gro. case Plow Boy, fc ...... ‘ Plow Boy, Pedro, luc ....... eeeodd Pride of Virginia, 1% Pilot, 5c Pilot, 14 oz. doz. .... Prince Albert, 5c .... 48 Prince Albert, 10c .... Prince Albert, 8 oz. ..3 Prince Albert, 16 oz. 7 ueén Quality, 5c .. ob Roy, 5c foil .... 5 Rob Roy, 10c gross ie 52 4 pee eben hes 6 Rob Roy, 25c doz. .... Rob Roy, 50c doz. ... 8. & M., 5c gross .... 5 76 8. & M., 14 oz., doz. .. 3 20 Soldier Boy, 6c gross 5 @uulier toy, 100 ....10 60 13 Pilot, 7 om: dom. .... 1 06 Soldier Boy, 1 th. .... 4 75 Sweet Caporal, 1 oz. 60 Sweet Lotus, 6c ...... 5 76 Sweet Lotus, 10c ....11 52 Sweet Lotus, per ds. 4 60 Sweet Rose, 2% oz. .. 30 Sweet Tip Top, 5c .. 50 Sweet Tip Top, 10c .. 1 00 Sweet Tips, % gro...10 08 Sun Cured, 1c ....... Summer Time, fc ... Summer Time, 7 oz... 1 6 Summer Time, 14 oz. 8 50 Standard, 5c foil .... 5 76 Standard, 10c paper 8 64 Seal N. C. 1% cut plug 70 Seal N. C. 1% Gran. 6 Three Feathers, 1 oz. 48 Three Feathers, 10c :ia 02 Three Feathers and Pipe combination .. 2 Tom & Jerry, 14 oz. 3 6 Tom & Jerry, 7 oz. ..1 Tom & Jerry, 3 oz. .. 76 Trout Line, 5c¢ 9 Trout Line, 10c ..... 11 00 Yurkish, Patrol, 2-9 5 76 Tuxedo, 1 oz. bags .. 48 Tuxedo, 2 oz. tins ... 9 Tuxedo, 20c ......... 19 se eee Twin Oaks, 10c .. .. 9 Union Leader, 50c ... 5 10 Union Leader, 25c .. 2 60 Union Leader, 10c ..11*52 Union Leader, 5c .... 6 60 Union Workman, 1% §& 76 Uncle Sam, 10c ..... 10 98 Uncle Sam, 8 oz. .... 2 25 U. S. Marine, 5c ... 5 76 Van Bibber, 2 oz. tin 88 Velvet, 5c pouch .... 48 Velvet, 10c tin ....... Velvet, 8 oz. tin .... 3 84 Velvet, 16 oz. can ... 7 6 Velvet, combination cs 6 75 War Path, 5c ...... 6 00 War Path, 20c ...... 1 60 Wave Line, 3 oz. .... 40 o Wave Line, 16 oz. .... 4 Way up, 2% oz. .... 5 75 Way up, 16 oz. pails .. _ Wild Fruit, 5c ...... 5 Wild Fruit, 10¢ ..... 11.52 Yum Yum, 6e ...... 57 Yum Yum, 10c ......11 52 Yum Yum, 1 wb., dos. 4 60 TWINE Cotton, 3 ply ........ 20 Cotton, 4 ply ........ 20 Jute; 2° ply. << sence ss 14 Hemp, 6 ply ......... 13 Flax, medium ....... 24 Wool, 1 wh. bales 10% VINEGAR White Wine, 40 grain 8% White Wine, 80 grain 11% White Wine, 100 grain 13 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 Bushels . 625.652 5.55 00 Bushels, wide band .. 1 15 Market ..... iGo 40 Splint, large ......... 400 Splint, medium ...... 3 50 Splint, small ........ 3 00 Willow, Clothes, large 8 00 Willow, Clothes, small 6 25 Willow, Clothes, me’m 7 25 Butter Plates | “ Ovals % ID., 250 in crate .... 35 14 Tb., 250 in crate .... 35 1 Ib., 260 in crate ...... 40 2 tb., 250 in crate ...... 50 3 Ib., 250 in crate ...... 70 5 Tb., 250 in crate ...... 90 Wire End 1 Th., 250 in crate ...... 35 2 Tb., 250 in crate ...... 45 3 Ib., 250 in crate ...... 55 5 Tbh, 20 in crate ...... 65 Churns Barrel, 5 gal., each .. 2 4C Barrel, 10 gal., each ..2 55 Clothes Pins Round Head 4% inch, 5 gross .... 76 Cartons, 20 2% doz. bxs 80 Egg Crates and Fillers Humpty Dumpty, 12 dz. 20 No. 1 complete ....... 40 No. 2, complete ..... -. 28 Case No. 2, fillers, 15 O00 oo... 6h Sen sdes ae ee Case, medium, 12 sets 1 15 14 Faucets Cork lined, 3 in. ...... 70 Cork lined, 9 in. .... 80 Cork lined, 10 in. ...... 90 Mop Sticks Trojan spring ........ 90 Eclipse patent spring 85 No. 1 common ........ 80 No. 2 pat. brush holder 85 Ideal No. 7 12tb. cotton mop heads 1 30 Palis 10 qt. Galvanized .... 2 12 qt. Galvanized .... 2 50 14 qt. Galvanized .... 2 Pipe ee 2 40 Toothpicks Birch, 100 packages .. 2 00 ORAL ee RA Traps Mouse, wood, 2 holes .. 22 Mouse, wood, 4 holes .. 45 10 qt. Galvanized .... 1 12 qt. Galvanized .... 1 70 14 qt. Galvanized .... 1 Mouse, wood, 6 holes .. 70 Mouse, tin, 5 holes .... 65 Mat, Wood: 3.6060). 80 Rat, spring ........... 75 Tubs 20-in. Standard, No. 1 8 60 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. 1 Fibre ..:...... 16 50 No: 2 Fibre 2: 3 15 00 No: 3 Fibre =. ..: 3... 13 50 Large Galvanized .... 8 25 Medium Galvanized .. 7 25 Small Galvanized .... 6 25 Washboards Banner, Globe ....... - 8 00 Brass, Single ........ 3 75 Glass, Single ........ 3 60 Single Acme ........ 3 50 Double Peerless ..... 5 25 Single Peerless ...... 3 85 Northern Queen ..... 4 15 Double Duplex ...... 3 75 Good Enough ...... WRIVOrSAl 0 ssc sce eos Window Cleaners wos oo o M2. An. ne ak sesso. 2-80 Se aN ee a sep 2 85 96 Iss eco es 2 30 Wood Bowls 13 in. Butter ......... 1 75 15 in. Butter ........ 2 50 17 in. Butter ..,..... 4 76 19 in. Butter ......... 7 50 WRAPPING PAPER Common Straw Fibre Manila, white . Fibre Manila, colored No. 1 Manila ........ Cream Manila ........ Butchers’ Manila ....-2% Wax Butter, short c’nt 10 Wax Butter, full e’nt 15 Wax Butter, rolls ... 12 YEAST CAKE Magic, 3 doz. ....... Sunlight, 3 doz. ...... 1 00 Sunlight, 1% doz. .... 50 Yeast Foam, 3 doz. .. Yeast Foam, 1% doz. 85 YOURS TRULY LINES Pork and Beans 2 70@3 6¢ Condensed Soup 3 25@8 60 Salad Dressing 3 80@4 50 Om mOObS Apple Butter .... @8 80 Catsup 5.2.0... 2 70@6 75 Macaroni ..... 1 70@2 35 Spices. ...... ay 40@ 85 Herbs 2550535. @ 75 1 Ib. boxes, per gross 8 70 3 th. boxes, per gross 22 70 CHARCOAL Car lots or focal shipments, bulk or sacked in paper or jute. Poultry and stock charcoal. M.O. DEWEY CO., Jackson, Mich 15 16 17 BAKING POWDER KC. 10 oz., 4 doz. in case 85 15 oz. 4 doz. in case 1 25 20 oz., 3 doz. in case 1 60 25 oz., 4 doz. in case 2 00 50 oz., 2 doz. plain top 4 00 50 oz. 2 doz screw top 4 20 80 0z., 1 doz. plain top 6 50 80 oz., 1 doz. screw top 6 75 Barrel Deal No. 2 8 doz. each 10, 15 and COON year 32 80 With 4 dozen 10 oz. free Barrel Deal No. 2 6 doz. each, 10, 15 and ODOR Oe eee. 24 60 With 3 dozen 10 oz. free Half-Barrel Deal No. 3 4 doz. each, 10, 15 and Ob. OB) eck, os eae 16 40 With 2 doz. 10 oz. free _All cases sold F. O. B. jobbing point. All_ barrels and half- barrels sold F. GO. B. Chi- cago. Royal 10c size .. 90 %Yb cans 1 35 6 oz cans 1 90 %d cans 2 50 %ib cans 3 75 ltd cans 4 80 8Ib cans 13 00 5Ib cans 21 50 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 Hl Portans .... 22.2. 00 S.C. We ee oe 8B. 00 Worden Grocer Co. Brands Canadian Club Londres, 50s, wood ....35 Londres, 25s tins ......35 Londres, 300 lots ...... 10 COFFEE OLD MASTER COFFEE ees _— Qld Master Coffee .... 31 San Marto Coffee ..... Roastea Dwinnell-Wright Brands eee das aL atte Re i ee White House, 1 tb. White House, 2 th. ....... Excelsior, Blend, 1 th. .... Excelsior, Blend, 2 tb. .... Tip Top Bland, 1 th. ..... Royal Blend Royal High Grade ....... Superior Blend Boston Combination ...., Distributed by Judson Grocer Co., Grand Rapids; Lee & Cady, Detroit; Lee & Cady, Kalamazoo; Lee & Cady, Saginaw; Bay City Grocer Company, Bay City; Brown, Davis & Warner, Jackson; Gods- mark, Durand & Co., Bat- tle Creek; Fielbach Co., Toledo. ecccoes Royal Garden Tea, pkgs. 40 THE BOUR Co.. TOLEDUVU, OHIO. SOAP Lautz Bros.’ & Co. Acme, 70 bars ...... 3 05 Acme, 100 cakes, 5c sz 3 75 Acorn, 120 cakes .... 2 40 Cotton Oil, 100 cakes 6 00 Cream Borax, 100 cks 3 90 Circus, 100 cakes 5c sz 3 75 Climax, 100 oval cakeg 3 05 Gloss, 100 cakes, 5c sz 8 75 Big Master, 100 blocks 3 90 Naphtha, 100 cakes .. 3 90 Saratoga, 120 cakes .. 2 40 FITZPATRICK BROTHERS’ SOAP CHIPS Proctor & Gamble Co. Lenox 3 20 cor eeecesscacee Ivory, 6 oz. .......0.. 400 Saeetees 6 75° {vory, 10 oz, Star eeccee Ce reccccese Swift & Company Swift’s Pride ....... 2 85 White Laundry ...... 3 50 Wool, 6 oz. bars .... 3 85 Wool, 10 oz. bars .... 6 50 Tradesman Co.’s Brand Black Hawk, one box 2 50 Black Hawk, five bxs 2 40 Black Hawk, ten bxs 2 25 A. B. Wrisley Good Cheer .......... 4 00 Old Country ......... 2 40 Scouring Sapolio, gross lots .. 9 50 Sapolio, half gro. lots 4 85 Sapolio, single boxes 2 40 Sapolio, hand ........ 2 40 Scourine, 50 cakes 1 80 Scourine, 100 cakes .. 3 50 Soap Compounds Johnson’s Fine, 48 2 3 25 Johnson’s XXX 100 5c 4 00 Rub-No-More ....... 3 85 Nine O’Clock ........ 3 50 Washing Powders ATMOUr’S §3.6..02..., ~ 3 Babbitt’s 1776 ..... eee 8 Gold Dust, 24 large 4 Gold Dust, 100 small 3 Kirkoline, 24 4. .... 2 Lautz Naphtha, 60s .. 2 40 Lautz Naphtha, 100s 3 Pearline ....... 3 Roseine ...... 3 Snow Boy, 60 5c .... 2 Snow Boy, 100 Sc .... 3 Snow Boy, 24 pkgs., Family Size ........ Snow Boy, 20 pkgs., eoccce 3 Laundry Size ...... 4 00 Swift’s Pride, 24s .... 3 65 Swift’s Pride, 100s .. 3 65 Wisdom .......s...2 38 80 The only Cleanser Guaranteed to ual the bear 1@c kinds 80 - CANS - $2.90 BBLS. White City (Dish Washing) ........ seeeeeeeeceseceeedlO Ibs......38e per Ib Tip Top (Caustic) ......-.6.4..... Pace eee seesee ss 200 IDR. ..... 4c per lb No. 1 Laundry DIY... 200 cee eccecesesceedcueesceess 225 Ibs......5M%e per lb. Palm Pure Soap Dry...... ..-300 Ibs... ...6%c per lb FOOTE & JENKS’ COLEMAN’S ~@rRanbD) Terpenctess |_em0n and tiehcass Vanilla Insist on getting Coleman's Extracts from your jobbing grocer. or mail order direct to FOOTE & JENKS, Jackson, Mich. GRAND RAPIDS PUTNAM’S Double A Bitter Sweet Chocolates The Highest in Quality If you are not supplied a postal card will bring them : Packed in five pound boxes Vanilla, Pineapple, Orange, Lemon, Raspberry, Walnut or Assorted. Made by National Candy Co., Inc. Putnam Factory Greatest in Demand MICHIGAN i July 7, 19165 MICHIGAN TRADESMAN | BUSINESS-WANTS DE ARTMENT | Advertisements inserted under this head for two cents a word the first insertion and one cent a word for each subsequen continuous insertion. No charge less than 29 cents. Cash must accompany all orders. ee BUSINESS CHANCES. For Sale—Good clean stock of hard- ware, stoves, paint, plumbing and heat- ing, and tin shop, in one of the best towns in Southwestern Michigan. Good farming country and good factories. Busi- ness has been established for many years and always prosperous. Population 2,600. Stock will invoice about $10,000. No trades considered. If interested, write No. 275, care Michigan Tradesman. oe Are you looking for a location? For sale or rent store and residence with barn and other buildings; store building brick veneer, two-stories and basement, divided into two rooms, one 45x 100, other 25x100. Complete set of fixtures including steam heat, gas plant, ele- vator, cash carriers, counters, show eases, ete. Situated in Oconto county, Wisconsin, in a prosperous German com- munity. Apply to Hudson, Wausau, Wisconsin. 262 For Sale—Exceptionally clean assorted stock in mining town; shelf hardware, miners’ supplies and groceries; invoice about $2,000; no fixtures to buy; long term lease. Good -reason for selling. Address E. J., care Tradesman. 3 For Sale—Small stock clothing, dry goods, shoes. Retiring from business and moving away. Also store for sale or rent. Stock may be bought separately from _ building. Alex. Morris, Honor, Michigan. 264 If you are looking for good location for garage in good live town, good coun- try with plenty of autos, address B. F. Haskins, Adrian, Missouri. 266 Sickness Sacrifices—$3,000 prosperous furniture, undertaking and hardware; otherwise hustling undertaking partner wanted. 80 acres 25 miles St. Louis $1,475. 1065 A. Pulaski county Missouri ranch fully stocked, equipped. Every- thing included $37.50 acre; 10 acres Florida, $50 acre down. Box 66, Lake- worth, Florida. 267 If you have a stock of merchandise in small town and want to trade it for village property and cash or if you want to change location, write me. No com- missions. Wm. Sweet, Cedar pases ae Mounted power vacuum rug cleaner. A1l_ condition. Purvis, Bremen, Ohio. For Sale or Exchange—For a Michigan carpet and Edw. T. 269 drug store. $4,000 variety stock. 6,000 population. Best farming section. Healthy. Low rent. 25% last year _be- sides salary. W. I. Benedict, York, gice- For Sale—Very desirable general stock invoicing $3,500. Thriving town in South- ern Michigan. Will discount. Address 271, care Tradesman. 271 For Sale or Trade for Real Estate— Hardware and implement stock in one of the best towns in Lapeer county. Address lL. E. Finout, 117 North Union street, Battle Creek, Michigan. 274 or Sale—120 acre valley farm. Fine atta land. Hay barn holds 400 tons of hay; wagon scales; small house. Ss. EK. McNaul, 4312 Charlotte, Kansas City, Missouri. 272 Will sell or trade theater business in city of 40,000; invoices $1,100 for grocery or general merchandise business. Thea- ter fixtures brand new. Will pay dif- ference for stock. Address 1308 Portage street, Kalamazoo, Michigan. 273 Jewelry, delicatessen, millinery outfits cheap. ee wanted for piano. Box 281, Chicago. 249 Ten Per Cent. Side Line—‘‘Mirth” for tired, sore, tender feet. Easy seller in all stores. Drug stores, shoe stores, de- partment stores, etc., etc. The James A. Limle Co., Portland, Indiana. 251 Th w way to sell your store. In- ‘cation feet Address, Hart-Clooney & Co., Suite 506-7, 36 West Randolph street, Chicago, Ill. 252 For Sale—Blacksmith and woodwork business in good locality. Al business. Good reasons for selling. For partculars address James Wilson, Gilford, 7 For Sale—Only bakery town of 600. Fine opportunity. for right party. Rich farming community. Chance for lunch room and ice cream parlor in connec- tion. Good for $20 a week for baker who can do own work. Address 261, care Tradesman. 261 For Sale—Finest hat store, best loca- tion in Indianapolis; long lease, low rent. Invoice $4,000. Lifetime opportunity. Templeton & Alspaugh, Canton, cue Wanted—Small stock of general mer- chandise in central Michigan. Address Box 212, Cass City, Mich. 259 Small Manufacturing Plant—Will take partner, salesman preferred, with cap- ital to exploit new wooden novelties, or to expand with old product. Or will sell plant for $2,035. Three good buildings; new cement block machine shop, large frame main building, and frame paint and finishing room Full equipment power and wood working machinery and blacksmithing tools. At present manu- facturing an article that keeps plant operating from five to seven months, and making a yearly showing of $2,500 to $3,000. nt to begin production of wooden novelties to supplement to keep plant operating twelve months. Preston M. Miles, Syracuse, Indiana. For Sale—Fish market; established profitable business; owner must change climate. Chas. Eiferle, Battle Creek, Michigan. 233 For Sale—About 30 feet tincture shelv- ing with small drug drawers beneath. The same length patent medicine shelv- ing with glass swing doors. C. E. Har- vey, Hastings, Mich. 254 For Sale—Only bakery in county seat town of 1,200; doing good business. Brick rooms; reasonable rent; best location in town. Roberts oven No. 60, 1% barrels. Triumph mixer gas engine all in first- class condition. No bread shipped in. Cigar factory, button factory with a run- ning pay roll of $1,200 per week. A bar- gain for $700. Address C. A. Mills, Oquawka, Illinois. 207 Shoes—We are stock buyers of all kind of shoes, large or small, parts of or any kind of merchandise. Largest prices paid. Write at once. Perry Mer- cantile Co., 524 Gratiot avenue, Detroit, Michigan. 209 For Lease MODERN CORNER STORE; 43x60, FULL BASEMENT, 2 FLATS. BEST LOCATION on Jefferson East in Fairview, Detroit. ESTABLISHED GENERAL MERCHANDISE business. First-class opening for furniture, drugs and books, 5 AND 10c STORE OR ANY RETAIL BUSINESS. Address Metropolis, care Mich. Tradesman. For Sale—Grocery, old stand, in a good neighborhood, corner store, large order route and good transient trade; clean stock, store and fixtures up to date; will sell at a reasonable price. Grocery 45, care Tradesman. 204 Here is a chance to buy a thriving fuel and feed store in Grand Rapids, in fine location. Owner must sell for a very good reason. Address Fuel and Feed, care Tradesman. 202 For Sale or Trade—A five light Allen Gasoline lighting system in good condi- tion. Would trade for floor case or cash register. C. E. Harvey, Hastings, wear Home in Northville, 2% acres land, all modern conveniences and _ outbuild- ings; exchange for small fruit farm, hardware or furniture stock Michigan. Chas. Maynard, Milan, Michigan. 229 For Sale—Cider and vinegar press in Cheboygan, Michigan. Press made by Hydraulic Press Co. Mount Gilead, Ohio, operated one season. Building and lot will also be disposed of if wanted. Plenty of apples to operate factory can be had in in immediate vicinity. Will be sold cheap. For particulars address, A. W. Ramsay, First National: Bank, Cheboygan, Mich. 256. If you want cash for your general stock, shoes or clothing, write R. W. Johnson, Fort Pierre, So. Dakota. 218 For Sale—Extra chance to buy stock of dry goods, shoes, groceries. One of the best towns in Eastern Michigan. About $4,500. Physically unable to at- tend to business. Address No. 206, care Tradesman. 206 Wanted—I want to buy a shoe stock for spot cash. Price must be low. Ad- dress ‘‘Hartzell,’’ care Tradesman. 907 Merchandise Sales Conductor. For clos- ing out entirely or reducing stocks, get Flood, Dexter, Michigan. 18 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 or property, write me. Established 1881. John B. Wright, successor to Frank P. Cleveland, Real Estate Expert, 1261 Adams Express Blg., Chicago, Ill. 326 Move your dead stock. For closing out or reducing stocks, get in touch with us. Merchant’s Auction Co., Reedsburg, Wisconsin. 963 Safes Opened—W. L. Slocum, safe ex- pert and locksmith. 97 Monroe Ave., Grand Rapids, Michigan. 104 I pay cash for stocks or part stocks of merchandise. Must be cheap. H Kaufer, Milwaukee, Wis. 925 Merchants Please Take 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 Rapids, Mich. 859 Stocks Wanted—If you are desirous of selling your stock,’ tell me about it. 1 may be able to dispose of it quickly. My service free to both buyer and seller. E. Kruisenga, 44-54 Ellsworth Ave., Grand Rapids, Michigan. 870 For Sale—No Trade—Clean stock of dry goods and groceries, small town, good territory; established twelve years. Have good trade. Stock and fixtures about $6,000. Can be reduced. Annual sales $18,000: to $20,000. Good reasons for sell- ing. Address No. 98, care Tradesman. 98 We pay CASH for merchandise stock and fixtures. Grand Rapids Store Fix- ture Co... 7 North Ionia Ave. 203 Shows where your money goes—That’s what the F. & B. journal cash book does. It is complete financial record of your business, showing sales, purchases, cash and distribution of expenses. Price $2.5(. Fleming & Benedict, 8 Spruce street, New York. 238 Five drawer National cash register for sale cheap. A. Salomon & Son, Kala- mazoo, Michigan. 219 For Sale—Lease of best room in city of 5,000. A good opening for dry goods or clothing. Address Lease, care Trades- man. 255 For Sale—Four Station cash carrier for $25. David Gibbs, Ludington, — 1 HELP WANTED. Mr. Drug Clerk—$2,500 cash and $500 security will set you up in business in good location in best city of 50,000 in the State. Good fixtures, complete _ stock, good fountain, and $20 daily sales to start with that can be doubled. Address No. 227, Michigan Tradesman. 227 Wanted—Clothing Salesman—To open an office and solicit orders for Merchant Tailoring. Full sample equipment is free. Start now and get into business “on your own hook.’”’ We build to-order the best clothes in America. If you have faith in your ability to do things, you are the fellow we are looking for! Full details will be supplied on request and I can call and talk it over if you are interested. E. L. Moon, General Agent, Columbus, Ohio. 707 Wanted—Young man with $2,000 or $3,000 cash to take half interest in cloth- ing store doing good business; reason for selling, I wish to buy out my part- ner’s interest. Address J. G. Buter, 358 Maple avenue, Holland, Mich. 245 SITUATIONS WANTED. Ambitious young man desires position as shoe or men’s furnishings salesman. Also first-class window trimmer and ecard writer. Can furnish best references. Address 265, care Tradesman. Conservative Investors Patronize Tradesman Advertisers 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. siesta sk i Ss nontensy nice naar tient th 40 Review of the Grand Rapids Produce Market. Apples—Harvest varieties command $1 per box. Bananas—Medium, $1.25 ; Jumbo, $1.75; Extra Jumbo, $2; Extreme Ex- tra Jumbo, $2.25. Beets—15c per doz. for grown. Butter—Receipts are about as usual for the season, and the quality is av- eraging very fancy. This is the re- sult of the recent ideal weather. The consumptive demand is normal and is taking about the usual percentage of the receipts. The remainder is going into storage. As the weather gets warmer the demand will prob- ably increase, and it looks like a steady market for some time. Fancy creamery is quoted at 26@2’7c in tubs, 27@28c in prints. Local dealers pay 20c for No. 1 dairy, 17c for packing stock. Cabbage—Home grown is now in market, commanding $1 per bu. Southern fetches $1.25 per 100 Ib. crate, or 1%c per Ib. Cantoloupes—California Rockyfords are now in ample supply, command- ing $2.25 for standards. and $2 for ponys. Georgia Osage melons fetch $1 per crate of 12 to 15. Carrots—15c per doz. Celery—25c per bunch for home grown. Cherries—$1.50 per 16 qt. crate for sweet and $1 for sour. The crop of all varieties is heavy. Cocoanuts—$4 per sack containing 100. Cucumbers—50c per dozen for hot house. Eggs—Receipts are lighter than they have been for two months past. The quality is running good for the season, although not so good as it was in April and May. The consumptive cemend is improving and the market *s healthy on the present basis. Local cealers pay 16@16%c for candled. Currants—$1.25 per, 16 qt. crate. Carlic—20c per Ib. Gooseberries—$1.25 per 16 qt. crate. Grape Fruit—$5 per box. home MICHIGAN TRADESMAN Green Onions—Silver Skins, 15c per doz.; Evergreens, 12c per doz. © Honey—18c per 1b. for white clover i and 16c for dark. Lemons — Californias, $3.75@4.50 per box. Limes—$1.25 per 100. Lettuce—Home_ grown head, 5c per bu.; leaf, 50c per bu. Nuts—Almonds, 18c per lb.; filberts 13c per lb.; pecans, 15c per 1b.; wal- nuts, 18c for Grenoble and Califor- nia, 17c for Naples. Onions—Texas Bermudas, $1.25 per crate for yellow. Fancy California white stock commands $1.50 per crate. Parsley—30c per doz. Oranges—Valencies are steady at $4.25@4.50. Peas—Home grown are in ample supply at $1.25 per bu. Peppers—40c per basket for South- ern. Pieplant—75c per bu. Pineapples—Floridas are now in command of the market on the fol- lowing basis: 36c, $2.85; 30s, $3; 24s, $3.25. Pop Corn—$1.75 per bu. per ear; 4c per lb. shelled. Potatoes—Virginia Cobblers are $1.75 per bl. Red Texas stock commands 60c per bu. Radishes—10c for round and 15c for long. Strawberries—Final lots find a ready market at $1.50@1.60 per 16 qt. crate. String Beans—$1.25 per hamper. Tomatoes—Home grown hot house command 75c per 8 lb. basket; Texas fetch $2 per 6 basket crate. Turnips—25c per doz. Wax Beans—$2.50 per hamper and $1.25 per bu. Watermelons—$2.50 -per bbl. contain- ing 8 to 10. —__2-<.____ Medium Insanity. Wife (sentimental)—Egbert, would you do if I were to die? Egbert (ditto)—I should go mad my dear. Wife—Would you marry again? Egbert—Well, I don’t think I should go as mad as that! what ’ BANKRUPTCY MATTERS. (Continued from page forty-one.) the bankrupts .............. 1.318.96 Insurance police ............... 1,000.00 Deposit of money in banks ., 4,919.37 TOtal oss eis oe ae $30.301.41 The following are listed as creditors of the bankrupts: Preferred Earl L. Chatterson, Grand Rapids $ 63.00 Secured. Brooklyn State Bank, Brooklyn $2,400.00 John W. Goodspeed and Theron Goodspeed, Grand Rapids .. 5,000.00 Peoples Savings Bank, Jackson 250.00 Commercial Savings Bank, Grand ee ee ee ee Rapids Old National Bank, Grand Rapids 135. 00 Unsecured. Hanan & Son, Brooklyn ........ $1,117.00 Pingree Co., Detroit ........... 1,184.98 H. W. Merriam Shoe Co., Newton, Beer Weise ie ltt a asin gpaniousig eG 689.37 E. TT Wright & Co., Rockland, ease alcete ee ee arerdis Sie es 122.61 Holiand ‘Shoe Co, Holland ....... 334,26 F. S. Pingree Sons Co., Detroit 55.39 Eady Shoe Co., Otsego .......... 199.30 Hoge-Montgomery Co., Frankfort 254.40 G. R. Shoe & Rubber Co., Grand: “Rapids ois oss hoe ose 412.87 Hirth Krause Co., Grand Rapids Hervolsheimer Co., Grand Rapids 20.32 Rindge, Kalmbach, Logie Co., Grand Rapids ................ 4.00 Mayhew Shoe Co., Grand Rapids 20.97 Rindge, Krekel Co., Grand Rapids 10.25 Jas. H. Fox Co., Grand Rapids .. 2.15 G. R. Herald, Grand Rapids ...... 66.91 G. R. News, Grand Rapids ...... 88.39 York Lodge, Grand Rapids ........ 19.00 W. A. Martindale’ Co., Grand Rapids oes ee ee 12.20 W. Walter Smith, Grand Ravids .. 24.40 W. P. Canaan Co., Grand Rapids 1.54 Tucker & Hogen, Chicago ...... 199.19 E. T. Wright & Co., Rockland .... 29.70 Banigan Rubber Co., Chicago .... 10.53 Victor Shoe Co., Salem .......... 68.40 Stonefield Evan Shoe Co., Rockford 408.99 Groves & Rood. Chicago Beaty ess 19.20 H. B. Tucker Shoe Co. ¢ Lunn & Sweet Shoe Co., Auburn 179.40 Pingree Co., Detroit .............. 12.15 Harriott Shoe Polish Co., St. PAOWUIS! sce eis seks he dis Pe kes 10.60 HK. T. Gilbert Mfg. Co., Rochester 10.00 Christian Science Monitor. Boston 11.70 Footograph Co., New York ...... 50.00 H. G. Stewart Paper Co., Chicago 15.51 Burroughs Adding Machine Co., PCCVOI 4 Ss eee ees. 8 168.76 Stutz Mfg. Co., Rochester, Nee oe era eg ca isha s 30.00 Brown Shoe Co., St. Louis ...... 332.35 Flexible Arch Support Co., Boston oan Winch Bros., Boston ............. 7.00 Earl F. Phelps, Grand Ravids ... 309. 10 - Carr-Hutchins-Anderson Co., Grand Rapids .............e080 32.50 Cc. Atkinson, Norwell, Mich. -5,270.00 Carr-Hutehins- Anderson Co., Grand Rapids ................. 47.50 National Shoe Repair Co., Grand ;Rapids’ =... 052.362. ->___- Late News of Interest to Travelers. The next meeting of Absal Guild will be held at Modern Woodman hall Saturday evening, July 10. Clerk July 7, 1915 Mann says the meeting will be an im- portant one. : John D. Martin recently invited a number of friends to take a ride with him on the miniature railway at Reed’s Lake. The train tipped over and spilled John and his friends. The carnation~was rescued unharmed. A Saginaw correspondent writes: Saginaw is to have a new hotel to re- place the Bancroft House at a cost of $650,000. The Bancroft Realty Co. has been formed to carry out the work and articles of incorporation have been sent to Lansing. The new hotel will have 200 rooms. The work of demolishing the present Bancroft House will be started as soon as pos- sible and it is the intention of the company to have the new hotel ready for opening by March 1, 1916. —_22>____ Hope in Sight. A young man who last June receiv- ed his diploma has_ been looking around successively fora position, for employment, and for a job. Entering an office, he asked to see the man- ager, and while waiting he said to the office boy: “Do you suppose there is any open- ing here for a college graduate?” “Well, dere will be,” was the reply, “if de boss don’t raise me salary to tree dollars a week by termorrer night.” BUSINESS CHANCES. To Exchange—Small stock of dry goods will trade for shoes or men’s furnishings stock. Will inventory about $250. Ad- dress 212 Hast Main street, Jackson, Michigan. 276 For Sale—Stock of general merchan- dise invoicing about $3,000. Only one other general store in town. Address Box 107, Pinckney, Michigan. 278 HELP WANTED. Experienced salesman to carry the B. S. K. silk and cotton petticoats, for the Western and Southern states, on a very large commission basis. Splendid values. Stitching fourteen to eighteen stitches to the inch. Address, Skadan, Kerns & Co., Weedsport, N. Y. 277 CASH FOR MERCHANDISE STOCKS Will buy for cash stocks no matter how small or large. Write or wire. state how large, what it consists of and lowest price. Address J. J. Cohen, 123 West Madison street, Chicago. Ill. EGG TESTER No. 2 Patented Oct. 8. 1912 No. 2 Tester (Open) if The “Electric Daylight’’ Egg Tester, as shown i above, is strongly built, compact when closed and “You Get No Bad Eggs at This Store” The largest commission house in Jackson, Mich., uses four of our machines. Hundreds of the most progressive grocers and egg buyers in the Central States are our customers. We Have Never Had a Machine Returned! Endorsed by numerous Pure Food Commissions as the most rapid and effi- cient tester on the market. It is light in weight, durable, rapid, ornamental, accurate and efficient to the It will candle ten cases highest degree. of eggs an hour. occupies “very little room when not in use. It is’ finished in Golden Oak, Write for prices now! The hot weather is here! J. E. Jennings Co. Our No. 1 machine is intended for use by the dealer who handles comparatively few eggs. It is neat, durable, and efficient for the purpose intended. It is finished in Golden Oak. Ann Arbor, Mich. The Egg Tester No 1 Patented Oct, 8, 1912 ‘Electric Daylight’ le ape a on Classby 7 =) ~ Under eee Sanitary ‘Conditions - 7 ae The N ational Association. of Dairy Food and Drug Officials __ Whose Membership Includes All Na- _ ttonal and State Pure Food Officials Held their Annual Meeting During July,1914,at Portland, Me. Read carefully the action they took in denouncing the mixing of albumen in baking powder, which is no aid in “the baking but makes possible the “fraudulent water glass test.’’ : RESOLVED, That this Association vigorously condemns that existent practice involving the addition to food of a small or inappreciable amount of any substance, where such addition -is obviously for the purpose of naming the substance upon the label, or otherwise to the end of impart- ing a value which is fictitious; also those methods of treatment, demon- Stration, or representation generally which are misleading in effect or founded upon false principles. And in this connection we denounce the fraudulent water glass test with ‘“albumenized baking powder’”’ in comparison with other powders. | This Scathing Resolution Was Passed ~ Unanimously Fraud, deceit and misrepresentation in the sale of Food Products is fast = becoming a thing of the past. Dealers throughout the country are buying and pushing the food prod- | ucts—especially baking powder of the wise manufacturer who is getting _. in line with the Pure Food Laws and co-operating with the Pure Food Offi. cials to make his product better, purer and free from all taint of misrepre- sentation in its sale. : G Bakinc Powper is legal in every State of the Union, every day in the year. It contains no albumen (sometimes. called white of egg) and we haver never used the“‘fraudulent water glass test.’’ |}. is : Jaques Mfg. Company, Chicago x