= SALE x ( LAD f) 74 19 dS g aA FOS Ns EI Oe Irv CF CONS ON at PE MOOEN NY Pe mS we ars C\) o © Tae i ey — \ Aan Ca) Pe Ne (A WY 7335 Yi i a7} \ SX ISS AN ] : ¢ oe LO 7 a I GN (EN ‘a a ( i] AA COMES Om a q Ne 5 y ‘ 4, H a s q & NCS My Bie ( f Zs, 4 lone . f N eo oe S vy * ; = L}} iS DY | eT eS) A . oes ee. Ae ea BNA —N (cy =e) A ee RS OWN S SINS AESNOOU ZY) VF. Y Zw NAINVEN ON X . crag COG PAIN oN >PUBLISHED WEEKLY ue A GSS Se TRADESMAN COMPANY, PUBLISHERSE—2EC) By Ss $1 PER YEAR 9 ETS SL SOLE BLS SEL OR LESS LL STSUSINS SS Do Rw acs Che \\( R ) Thirty-Second Year GRAND RAPIDS, WEDNESDAY, AUGUST 4, 1915 Number 1663 CAAA FCAT My Daily Desire 0 aWaken each morning with a smile oy Bex ee, ai brightening my face; to greet the day With reverence for the opportunities it con-= fains; to approach my work with a clear mind; to hold ever before me, even in the doing of little things, the Ultimate Purpose toward which T am working; to meet men and Women With laughter on my lips and love in my heart; to be gentle and kind and courteous through all the hours; to approach the night With the weariness that ever woos sleep and the joy that comes from work well done—this iS how T desire to waste wisely my days. Chomas Dreier. $= I UL Rc TTT TTT ATTA = = Long. Distance Instrument : hoe ‘Metallic oe "Distance Circuits completely cover the State, ee er rs tienes : Bc yi -in Michigan alone. 14,000 Telephones in Grand Rapids. USE ‘CITIZENS SERVICE Every. Citizens. Telepho ae connecting with 200,000 Telephones = Good Venst _ Good Bread — Good Health Sell Your Customers _ FLEISCHMANN’S YEAST | The Nation's un, Brands of Flour Let Us Line You Up | We Have Some Attractive Prices Ceresota—Spring Wheat _Aristos—(Red Turkey) Kansas. F'anchon—Kansas Hard Wheat Fancy Patent a Red Star—A Kansas Short Patent ~Puritan—A Leader from Nebraska Barlow’s Best. Made from Soft Michigan Winter Wheat Barlow’ s Old Tyme Graham JUDSON GROCER CO. _ The Pure Foods House _ _GRAND RAPIDS, MICHIGAN | H. LEONARD . SONS Announce. the Opening of Their Toy & Fancy Goods Department (Wholesale Only) Without boasting we can say that not a wholesale store this side of New York offers a larger or better assortment of Holiday Merchandise for your inspection. In our newly refitted salesroom we are now showing thousands of the best sellers in Toys, Dolls and Fancy Goods. Chinaware, Cut Glass, Silverware, Clocks Gas and Electric Portables Toilet Articles, Brass Goods, House Furnishings, Etc. all marked in plain figures to sell at popular prices. DON’T FAIL to ask for catalogue or to visit our store in person. ~ OUR IMPORTED LINES are, with a few exceptions, all in stock now. Last Fall we were one of the few importers who DE- LIVERED EVERYTHING SOLD and we are now ready to do the same. Don’t make a mistake, but place your orders where they will be filled as expected, i. e. at the well known H. LEONARD & SONS Cor. Fulton and Commerce ‘GRAND RAPIDS whom order is to be filled. ek DEAL NO: ‘1600. BUFFALO, N. Y.; pred 1, 1915. SNOW BOY FREE! - For a limited time and subject to ‘withdrawal without advance notice, we offer SNOW BOY WASHING POWDER 24s FAMILY SIZE . through the jobber—to Retail Grocers 25 boxes @ $3.60—5 boxes FREE 10 boxes @ 3.60—2 boxes FREE 5 boxes @ 3.65—1 box FREE 2% boxes @ 3.75—% box FREE F. 0. B. Buffalo: Freight prepaid to your R. R. Station in lots not less. than 5 boxes. All Orders at above prices must-be for immediate delivery. This inducement is for NEW ORDERS ONLY—subject to withdrawal without notice. : Order: from your Jobber at once or. send — order to us giving name of Jobber through ~ Yours very truly, Lautz Bros. & Co. iis nade aes sible oe... ied o = AA G f 4 yor a )ay eZ ONS Thirty-Second Year SPECIAL FEATURES. Page 2. Upper Peninsula. 4. News of the Business World. 5. Grocery and Produce Market. 6. Stocks, Bonds, Grain and Provisions. 7. Detroit Detonations. 8. Editorial. 10. Automobiles and Accessories. 12. Clothing. 14. Financial. 18. Dry Goods. 20. Show Card Writing. 22. The Meat Market. 24. The Impassable Chasm. 27. Hardware. 28. Woman’s World. 30. Butter, Eggs and Provisions. 31. Trend of Trade. 36. Shoes. 40. The Commercial Traveler. 42. Drugs. 43. Drug Price Current. 44. Grocery Price Current. 46 Special Price Current. 47. Business Wants. WHO PAYS THE INCOME TAX? The returns from the second year of the Federal income tax show that more than one-third of the total from cor- poration and individual incomes was collected in the State of New York, and more than “one-fourth of the total from the residents of New York City. Of the individual income tax New York State paid $17,000,000 out of a total of $41,- 000,000, and the residents of the city of New York paid more than one-third of the total collected in the whole country on individual incomes. It was a tax of about one mill on the dollar of all wealth in city. In the great State of Iowa the people paid $95,000 as a tax on individual in- comes, and Iowa is credited in the cen- sus report with $7,500,000,000 taxable wealth, or about one-half the amount credited to New York City. The rate paid on taxable wealth in Iowa was about thirteen one-thousandths of a mill. The rate in New York City was there- fore about eighty times the rate in agricultural Iowa, which has the iargest per capita wealth of any state in the Union, except the little gold mining State of Nevada. New York has 70 per cent. of her population in cities of more than 25,000, and Iowa has 17 per cent. of her population living in such cities. The Income Tax law makes all ex- emption for the upkeep of the home. The man in the city who has a salary or an income from professional or busi- ness effort of more than $4,000 is taxed on his gross income, with no exemption except for the upkeep of his office or business establishment. The former combines his home and_ his business plant, and therefore reports only his net income for taxation under the In- come Tax law. This may have been the intent of those who formed the Income Tax law, for some of the West- ern advocates of the income-tax amend- ment to the Constitution frankly said that its purpose was to make New York pay one-half the cost of the Federal Government, and New England, New Jersey, Pennsylvania, Ohio, and Illinois pay the other half. But it is a rather GRAND RAPIDS, WEDNESDAY, AUGUST 4, 1915 peculiar tax that falls on the gross in- come of the man who lives in the city and on the net income of the farmer. The one may have a gross income which brings him under the tax, and yet have no net income whatever, while the other may have a net income of $4,000 which he deposits in bank or invests in other farm land or in stock, and have no assessment or tax. The importance of having a clear un- derstanding of the intent of the Income Tax law is in the suggestion that the Federal Government can, under that law, find the way to replenish the revenues, not only those from the customs taxes, which are falling off, but also to take the place of about $250,000,000 from the liquor taxes which would fail in the event of National prohibition. With a large deficit in the National Treasury at the close of the last fiscal year, and the prospect of a large deficit at the close of this fiscal year, with the agita- tion for larger appropriations for the army and navy, and that for National prohibition, on the theory that the in- come tax opens the way for meeting all these enormous expenditures and also meeting the deficit in internal rev- enues from liquors and tobacco—for some want to prohibit the sale of tobac- co and cigars as well as liquors—is it not time to consider ways and means to run the Government and clearly understand what part of the people are to pay the bills and how? COMMON SENSE RULES. Labels ought to be honest, but there are limits when honesty may be made secondary to the fantastic. Off- cials too often forget that labeis and food products have to do with mil- lions of people of many opinions rath- er than to experts with prejudices. The latter are prone to have “notions” as to what should and should not be: notions of no great importance as compared with the fundamental pur- poses sought by the pure food laws —which may be summarized simply as wholesome food, harmless ingred- ients, true weight and honest labels. Common sense and popular experi- ence are, or ought to be, as strong a factor in determining these elements as professional prejudice. Take the matter of stating not only ingredients on products but the for- mulae—matters in which a very trivial portion of the consumers have any concern. No better illustration ot the absurdity of these is furnished than the recent decree of Judge Whit- comb of the Supreme Court of Kan- sas in awarding the Corn Products Company a substantial and sweeping victory over the Kansas ruling re- quiring that its “Mary Jane” syrup contain not only the plain statement that the product is a mixture of sor- ghum and corn syrups, but also the percentages of each. It is characteristic of the fact that when most of such pure food cases reach a judicial tribunal, common sense rather than professional notion- alism prevails, a fact which ought to be recognized pretty soon by food officials of the radical school, if for no other reason than because of its frequent repetition from the bench. ee If the issue at stake in Poland is not the holding of Warsaw, but the safe withdrawal of the Russian armies, the latest reports from all capitals, Berlin and Vienna as well as Patro- grad, show clearly that the danger of encirclement is not yet immediate. If the southward swing of the Northern German armies and the Northward swing of the Southern Austro-Ger- man armies be compared to the clos- ing of a pair of pincers, then the pin- cer ends on Monday of this week were still about 110 miles apart, which should be a_ sufficiently large for the retirement of an army. It is true that the Southern pincer end has broken the Lublin-Cholm railroad to Ivangorod, and that the Northern pincer end is close to the Warsaw- Wilna-Petrograd railway. Were the Russians on the offensive the cutting of the two main lines of supply would be fatal, hole But for the purposes of a retirement there lies midway between these two lines the railway running east from Warsaw through Siedice to the line of the Bug and Brest-Litovsk, Against this line the Austro-Germans are developing an attack after cross- ing the Vistula between Ivangorod and Warsaw. If we dismiss the matter of railways, and imagine the Russians being compelled to make their retreat on foot, it is a problem of falling back perhaps eighty or ninety miles across country, while the wings of the enemy, as we have said, are still more than a hundred miles apart. ee Scruples about espionage, when you have once gone in for it, seem al- most like fastidiousness in burglary. The German spy-system has jbeen elaborately organized for years past —it is called, as in all armies, the “in- formation” department—and has nat- urally been especially employed since the war began. Several German spies have been caught in England, and some of them executed. The latter have gone to their death courageous- ly, regarding themselves as good sol- diers and patriots. They knew that they took their lives in their hands when they volunteered to do the work of a spy. And if in war all’s fair it certainly might be held to be in spy- ing. Yet our State Department is in- clined to draw the line at the forg- Number 1663 ing of American passports for Ger- man spies, and has addressed enquiries to Berlin on that subject. The point is that responsible German officials are accused of supplying such fraudu- lent passports as a regular thing. This makes the affair different from what it would be if it were all a matter of initiative on the part of the individual spy. Liable as he is to be hanged if detected, he is at liberty to resort to any disguise or artifice. But his gov- ernment surely ought not to furnish him documents purporting to be offi- cially issued by another country. That appears to be the basis of our pro- test in the matter of the forged pass- ports. eee The memory of 1812 was invoked by the Russian Minister of War in the opening session of the Duma at Pet- rograd Sunday. He was referring to the sacrifice of Moscow and the ulti- mate victory of Russia over Napoleon. But there is another parallel to 1812. In the face of invasion and disaster, Alexander I. made his appeal to the loyalty and self-sacrifice of the peo- ple. Tolstoy has described how Mos- cow rallied around its sovereign in 1812. To-day, the Russian govern- ment is compelled to turn once more to the representatives of the people, and to renew those pledges of good behavior which adversity usually Thus the present session of the Duma may be important to the than the military operations of the moment. To the people the promise made by Grand Duke Nicholas at the forces from an autocracy. more future Polish beginning of the war is now embodied in a specific and formal pledge by the Premier, speaking for the Czar, of national, social and economic auton- omy for Poland. And for the other nationalities, without regard to dii- ference of race, creed, or tongue, there is the promise of “impartiality and benevolence,” as a for their “fidelity.” The session of the Duma is only another illustration of how the truth is being forced upon the ruling minds of Russia that repression and reward efficiency cannot go together. ee ee This is the season of the year when it is customary to publish warnings against picking and eating poisonous mushrooms. Those who make the mistake of eating toadstools are liable to find it out very soon, but too late. The toadstool has a way of getting into the system, and once there, its influence is very difficult to eradicate. There have been fatalities due to that blunder. Those gifted in mushroom lore say it is very easy to distinguish the edible from the poisonous, but those who are not very sure of their education along this line will be con- sulting safety first to leave them alone. MICHIGAN TRADESMAN August 4, 1915 UPPER PENINSULA. Recent News From the Cloverland of Michigan. Sault Ste. Marie, Aug. 2.—J. R| Merrifield, our popular cigar manu- facturer and local capitalist, has re- turned from an extended visit to the exposition at San Francisco, where he also attended the National conven- tion of Elks as a delegate trom the Soo lodge. He was accompanied by Mrs. Merrifield and reports having had one of the best ever. . Jack spent some time in Chinatown, where he put the O. K. on the smoke and, be- ing an expert with the camera, brought home some very good pic- tures. He tells us that he has solved the problem of etiquette in sleeping cars and can now tell his friends what they should do if they happen to get lost in the middle of the night and come back from the smoking com- partment in that dim, ghastly unreli- gious light characteristic of sleeping cars during the night. _ There is al- -ways a sure way of finding out if you are in the wrong berth. Stick your head between the curtains and ex- claim, “Anybody home?” If you hear a shrill staccato shriek, or if you receive a fine, lusty wallop in the eye, the chances are it is not your berth. If a sharp sort of voice says, “Where have you been all this time? duck quickly. This holds good wheth- er you have your wife with you or are traveling alone, but more espe- cially if the latter is true. F. Flood, one of the well known traveling salesmen who has been em- ployed with the Booth-Newton Co. here for a number of years, has ten- dered his resignation and accepted a - similar position with the A. E. Brooks Candy Co., of Grand Rapids. Mr. Flood is now in Grand Rapids, fa- miliarizing himself with his new line and will soon start out as a full-fledg- ed candy kid. The ier friends of Randolph Bishop, one of the Soo’s oldest resi- dents and a retired butcher, will be pained to learn of his demise, which occurred at his home Wednesday last. Mr. Bishop had been working in the market of F. Shafer, where he was helping out on account of the regular meat cutter being indisposed. He quit working at 6 o'clock and went home as usual. After enjoying a good supper he sat down and read the Eve- ning News and, without a word of warning, dropped the paper and, drop- ping his head, passed away before a doctor could be called. The Soo is preparing for a grand home coming week in connection with the agricultural exhibition in Septem- ber. Numerous enquiries are being received by L. C. Holden, of the Chip- pewa County Agricultural Society, and much interest is being manifest- ed in the movement. All the churches and civic organizations are working to make it a success, and from the present interest and hustle it is ex- pected that the event will be a grand success. The farmers are elated over the immense crops they are harvesting at the present time and some of the old settlers cannot remember a year equal to this year for crops. New barns are being put up all over the country and ‘hay stacked up in the fields where it is impossible to get it under cover. We are advised that a man named Hyde, who failed in the hide business last week, is still hiding and several of his creditors would be pleased to get an inkling of where he is. W. H. O’Neil, ‘one of our leading hardware merchants, accompanied by. Mrs. O’Neil and Mr. and Mrs. C. H. Scott—Mr. Scott being our postmaster —left on an auto trip for Detroit last week, They expect to make a tour of the State and will probably have some interesting experiences to re- late upon their return. ._ “There is always room at the top of an argument—for more talk.” E. E. Orvis, for many years a resi-. dent. of the Soo, but at present locat- ed in Portland, was a business visitor last, week, meeting old friends and noting the changes which have taken place during the past few years. Mr. Orvis was surprised at the progress made here and the general activity that is noticeable in the various lines. W. H. Moore, who left here a year ago to better himself in the Canadian Northwest, has returned to the Soo, more pleased than ever, and now con- tented to remain where life is worth living and fully convinced that the op- portunities offered here far exceed those in the Northwest. It is nec- essary for many to go away from the Soo in order to appreciate the good old home town. “Automobiles may have decreased the demand for horses, but military statistics show that the mule is as highly prized as ever.” Cedarville and Hessel are among the busy summer towns at the Snows this year. Most all of the summer cottages are occupied and conditions are about normal for this time of the year. While the season has open- up later this year than before, the merchants are feeling better now and looking for a satisfactory tourist busi- ness if weather conditions continue favorable. “The serious trouble is that the man who knows it all isn’t in a class by himself. There are too many of him.” William G. Tapert. —_22—____ Chirpings From the Crickets. Battle Creek, Aug. 2.—The North- bound trains on the Ann Arbor do not seem to be carrying as many pas- sengers as in former years. People touring in motors and people staying . at home are reducing the traffic. suppose the S. O. had just as soon derive its revenue from individual purchasers of gasoline as from the A. A. for its motors. The S. O. gets theirs anyway. August Stephans, of Owosso Coun- cil, was a business getter on the A. A| north of Owosso, this past week. Mr. Stephans is the manufacturer of the favorite brands, “Stephans’ Hand Made,” “Stephans’ Broad Leaf,’ and “Royal Crown.” The factory was maintained at Owosso for a number of years. August is building up a large trade on his goods in’and around his home city. Early this spring he transferred his factory to Detroit, the city James Goldstein and Henry ford made famous. He is now located in a new modern factory and has his brands in stock by the live jobbing houses around the State. He has built his trade on quality, square deal- ing and faithful application to his work. We are pleased to see “the red box” in more cases each trip. Continued success to you, August. To leave Grand Rapids at 11:40 a. m. and arrive at Battle Creek at 4:10 p. m., when it should have been 11:30 a. m. and 1:40 p. m., respectively, should not be hard competition for the old standbys, L. S., G. R. & I., and M. C. The new interurban between Grand Rapids and Battle Creek has everything—but service. It has an elegant road bed, modern equipment, experienced crews, taps productive sections’ of our State—but they can not or at least do not get their roll- ing stock over their right of way on time. To be late into Montieth Junction is excusable, but to abandon a trip and lay at Monteith Junction until time to make the start on a sec- ond trip is the limit. Monteith Junc- tion is a pretty spot. It was that be- fore the coming ef the white man, but the average traveler can see all and enjoy all of the scenery while pulling in and changing cars. After that he counts all the trees, reads all the signs, picks out all the people he does not care to listen to, and waits —yes, waits. That is one of the pret- ‘tiest and’ most thorough things you do while waiting at Monteith Junc- tion. é : If a song: entitled “Waiting” had a picture of a country scene around Monteith Junction on its cover, it would be recognized and turned down by some travelers. I know the M. R. Co. is long on everything but ser+— vice. Let us hope they will give us some of that shortly and make a little competition for the “iron horse.” Right now the tried and true L. S., G. R. & I. and M. C. are the roads to take if you want to finish one week before you start another. I have occasion to use the M. R. a lot and I will be only too glad to proclaim the fact in these columns that they are running up to their standard, giv- ing the public service, when they do. Let us hope they will do that soon. George R. Alexander, formerly of 131, but up to his death a member of our 253, was buried at. Penn, Mich., his old home, Thursday. George was a salesman for the Elkhart Carriage Co. Previous to joining their sales force he was a traveler for the Lull Carriage Co., of Kalamazoo. Our departed counselor leaves to mourn his loss a widow and two sons, L. B. and E. J. Alexander, both of this city. E. J. Alexander is a member of 253. George Alexander would have been 60 years of age this week. He was known all over the State and made a host of friends. He was of a genial, com- panionable nature. He was a natural mixer. He was a man who, after your first visit with him, you would feel you had known all your life. He was a home man and took a world of comfort with his family. He was proud of his sons—and well he should have been. He was proud to wear the U. C. T. butfon and attended its sessions and conventions regularly. He was well known to the boys out of Grand Rapids who will join the boys of the Council of his adoption in mourning his loss. May his spirit be with us for its continued whole- some co-operation. Mc told me Friday night that the Bagmen had a picnic planned for Saturday. A bunch of boys such as make up the Bagmen will always carry out their plans. No doubt they made a prosperous looking bunch of Turks. Success to you, boys, and may your tribe increase. Maybe our John Quincy Adams will get over his cau- tiousness some day and he and others of 253 will cover your hot sands. I met Lewis Stewart this past week. This little gentleman (physically only) belongs to Council, No. 1, lives at Saginaw and travels for the Postum Cereal Co., of this city. Lewis is a devout U. C. T. and proud of the or- der and No. 1 Council. His sales manager, Sam H. Small, is a mem- ber of our Council and Mr. Stewart is proud to take instructions from his brother U. C. T. Mr. Stewart re- ports the sales of Postum products unusually large, having a considerable increase on sales of the new Post Toasties, which has taken the coun- ‘try by storm. Mr. Stewart made the acquaintance of many of our boys last winter when his business and extra duties kepthim around the home office several: weeks. Our annual picnic at Willard’s Park, Goguac Lake, Saturday, August 7. Take 10 o’clock cars at bank corners. Everybody come. A good time prom- ised for all in attendance. We will look for you and your family. Don’t fail us. Guy Pfander. —_>2—____ Twelve Thousand at the Bay City Picnic. Bay City, Aug. 2.—Twelve thous- and people passed the turnstiles at Wenona beach last Wednesday to take part in the largest and most suc- cessful outing ever held by the gro- cers and butchers of the valley cities. It was the twenty-fifth annual outing of the Bay C'ty Retail Grocers’ As- sociation and hundreds from Saginaw, Bay City, Midland, Caro, Alpena and other nearby cities were in attend- ance. It was said to be the largest crowd of eight years at the beach. _ One of the funniest and most en- joyable events of the day was the baby contest held in the casino. Babies, blonde, brunette, thin and tat, and all kinds of babies were on the stage. After looking them over, the judges held a peace conference—that is, it would have been a peace con- ference had not wrangling broken out in their midst—but finally the jury brought in its verdict and the follow- ing were awarded prizes: Lenore Gereau, Charles Kimball, Dorothy Evans, Dorothy LaChance, B. Jackson P. Trombley, Robert Brown, G. Schmidt, Eva Gast, Vernon Shorke, D. Fyle, Allin May, Mary Manary, Sarah Fullert, Vera Booth, Frank Nichol and Isabel Bush. The card guessing contest was the next on the programme, this event being held near the skating rink. War- ren Ellis took first prize; J. L. Schmidt of Saginaw, second; John Baldwin third; Mrs. L. A. Montgomery, fourth and Eliza Arnold, fifth. The ladies’ race was “copped off” by Mrs. T. Agnel while Hazel Plant won second honors. The distance was 100 yeards and every inch of the way was a closely contested race. The girls’ race was another exciting 100 yards with Mary Boyd coming in first to Nora Miller’s second place. The young man’s race was won by W. F. O’Brien and W. Raymond second. “The boys’ race ended with Charles Graham ahead and Harold Jasper second. Carl Smith won the shoe race from Alfred Notter, who claimed second prize. —_2+.—____ Boomlets From Bay City. Bay City, Aug. 2.—For the second time this year death has entered Bay Council and taken one of its mem- bers. Past Counselor L. P. Sperry died Wednesday morning from the effects of injuries received by falling down the elevator shaft at the Bay City Grocery Co.’s store, where he was employed. Mr. Sperry was 67 years old and had been in the em- ploy of the Bay City Grocery Co. and its predecessors since 1876, hav- ing been city salesman most of that Grand $30, Circuit Monday, Aug. 9-12 OOO Races a ee cre wisi Rea yaaa iE is at nes lait RRO Ra aR SER he Re A ears ya Sie oe Rea st ROBE aE Se elices August 4, 1915 time. About two years ago he was given the position of claim adjuster and purchasing agent, which position he held at the time of his death. He was a reserved, modest man, but pos- sessed the faculty of ingratiating him- self into the good graces of all with whom he came in contact. He is survived by a widow and four chil- dren. He had been a member of Bay Council since January, 1905. On account of Mr. Sperry’s death, the an- nual outing of Bay Council, which was to have been held at Wenona Beach Saturday afternoon was post- poned for a week. D. H. Wagner, Trout Lake, rep- resenting the Hedman Manufactur- ing Co., maker of the F. & E. check protector and writer, has been work- ing territory north of Bay City and reports,a very satisfactory business. The first annual outing of the Bay City-Saginaw Association of Credit Men was held at the Bay City Boat Club Saturday afternoon. The Sagi- naw members were met at the We- nonah Hotel by the Bay City mem- bers of the Association and taken to the Boat Club in automobiles. A banquet was served at 6 o’clock. The W. C. Sterling & Sons Co., Monroe, has decided to make Bay City headquarters of its extensive ce- dar operations and has leased part of the Sage property on the west side of the river, for that purpose. Work has been started on the plant and yard: Large quantities of cedar are being brought from the Northern part of the State. W. T. Ballamy. >_> -___ Gabby Gleanings From Grand Rapids. Grand Rapids, Aug. 2.—C. W. Bos- worth, proprietor of the Hotel King, at Reed City, is deserving of favor- able mention among the traveling fraternity, as he has succeeded in the past few months in bringing his hotei up to the standard where he is con- stantly taking care of a capacity Fully Guaranteed ro ‘. ‘ — R eee Um MICHIGAN TRADESMAN house. Mr. Bosworth is an ex-sales- man and knows how to take care of the boys, as they like to have it done. He is at present serving meals to the passengers on train No. 4 south- bound on the G. R. & I., which ar- rives in Reed City at 5:50 p. m., and has earned a reputation as to the ex- cellency of the meals. We dare say as long as Mr. Bosworth maintains the standard which he has establish- ed the traveling public will give him their hearty support. Otto Heinzleman has earned a niche in the hall of fame by suggesting an ideal place for the vacation of wives. Otto says the Thousand Is- lands are ideal and proposes an island each year for them. Thanks for the suggestion, Otto. M. J. Kiley was seen hustling for business on the Pentwater branch this week. L, V. Pilkington. —__2---.___ Butter, Eggs, Poultry, Beans, and Po- tatoes at Buffalo. Buffalo, Aug. 4—Creamery butter, fresh, 23@27c; dairy, 21@24c; poor to common, all kinds, 18@g0c. Cheese—Selling well; new fancy, 144%4@15c; new choice, 14@14%4c; held fancy, 154@16c. Eggs—Choice fresh, 21@22c; fancy, 23@25c. Poultry (live)—Broilers, per lb, 16 @20c; cox, 11c; fowls, 15@17c; ducks, 13@16c. Beans—Medium, $3.25@.30; _ pea, $3.15@8.20; Red Kidney, $3.60@3.65; White Kidney, $3.75@4; Marrow. $3.75@4. Potatoes—New, $1.25@1.35 per bbl. Rea & Witzig. —_2++___ ‘ Some men are as proud of their ancestors as a self-made man is of himself. —_2-.___ It’s easier for some men to get out of debt than it is for most others to get in. RONANE Condition of the Hide and Leather Market. We herewith give our readers a comparative statement of the price of both upper leather and sole leather hides running back to 1911. Texas steers suitable for sole leath- er purposes were sold on the Chica- go market at the following prices: July, 1911, 15%4c per Ib. July, 1912, 1634¢ per Ib. July, 1913, 18%4c per Ib. July, 1914, 19%4c per 1b. July, 1915, 2334c per Ib. Light hides suitable for upper leath- er for shoes sold on the Chicago mar- ket: July, 1911, 15%c per Ib. July, 1912, 1634c per Ib. July, 1913, 17%c per Ib. July, 1914, 19%4c per Ib. July, 1915, 26c per Ib. It will be noted that there has been an increase in the price of sole leather hides since 1911 of something over 52 per cent. and in upper leather hides something over 67 per cent. Hides to-day are selling at higher prices per pound than calf-skins, there- fore advancing the cost of a heavy shoe at a greater ratio than that of calfskin shoes. During the panic of 1907 packer up- per leather hides sold on the Chica- go market for 12c per lb. A year thereafter, when raw materials in gen- eral had regained their normal values, they brought 13c per lb. To-day they are selling on the Chicago market, as above indicated, at 26c per Ib. which is just double, or 100 per cent. in- crease, since 1908. Absolutely Pure It is easy to sell an article which is in constant demand. Royal Baking Pow- der is known all over the world and will pay you more and surer profit than any other baking powder. Contains No Alum A liberal stock of “ROYAL BAKING POWDER’”’ on the grocer’s shelves is as staple as gold. This value lies in the knowledge of consumers everywhere that “Royal Baking Powder is Absolutely Pure.’’ BAKING POWDER Exports of sole leather for eleven months preceding June 1, 1914, were $6,815,000. Exports of sole leather for eleven months preceding June 1, 1915, were $19,528,000. Exports of upper leather for eleven months preceding June 1, 1914, were $20,800,000. Exports of upper leather for eleven months preceding June 1, 1915, were $31,800,000. Total exports of shoes, harness and saddles for the eleven months preced- ing June 1, 1914, were $19,000,000. To- ‘tal exports of shoes, harness and sad- dles, preceding June 1, 1915, were $48,000,000. With the enormous exportations of leather, shoes, harness and saddles, and the terrific destruction of leather in European battle fields, it is not at prices in shoes than are prevailing at unreasonable to expect higher prices in shoes than are prevailing at the present time. The strong advance in hides is due to their scarcity. Leather values must follow hide values, just as flour values must follow wheat values, for the cost of leather is dependent upon the cost of hides, just as the cost of flour is dependent upon the cost of wheat. An Idea for Your Window. A model kitchen in which a large doll standing on a chair, was work- ing at a kitchen cabinet, with vari- ous time-saving kitchen utensils and equipment displayed, from each of which a ribbon led to a sign on the window, that summed up its advant- ages in a few words, was a window trim that paid one energetic dealer. serge rt Sela MICHIGAN TRADESMAN August 4, 1915 ‘ Nn Ait Ane == li este | WS OF PTHE = BUSINESS WORL ) Ces CMe PRT gt eet re ST WE 2 =A SS re Movements of Merchants. « Elsie—Pearl Decker has purchased the John. Grover. drug. stock. and. has taken possession. Cadillac—Lundin. & Glew. succeed Samuel Curtis.in..the hay, grain and seed business, . Casnovia—S, A. McNitt has opened a meat. market under the management of J..W.. McCune. Harbor Springs—Harrison & Ingalls succeed George Wheeler in the coal and wood business, , . Lexington—A. K. Poles. grocer, and meat dealer, is building an..addition. to his store building. Jackson—Frank Ford. eaneeds A. G. Northrup in the restaurant business at 114 West. Cortland street, , Hersey—Andrew A. Dahlgren, recent- ly of Tustin, succeeds Mrs. S. A. Lewis in the undertaking business. _. Hamilton—The Kolvoord Milling Co. is erecting an elevator.:to be used in storing wheat, rye and flour, _ - Flint—L. J. Deming, recently engaged in the confectionery business at Lapeer, has engaged in a similar business here. St. Joseph—The LaKurba Cigar Co., of. Chicago, is erecting a factory at the corner of East Main and Oden streets. , Elmdale—A. C. Hayes, who.conducted a general store here until early Jast fall, has resumed. business here for the sum- mer season, .Dowagiac—E. E. Reed, ot Taschen: has. purchased. the Clark. confectionery stock, on East: Division. street and has taken possession. Be ,, Houghton—Harry Ahora, his engaged in the confectionery and cigar. business in the store building formerly occupied by. the W. H. Dee Cigar Co. Boyne City—The Taha, Jabara & Ab- dalah Co. has. removed its stock of gen- eral. merchandise from Mancelona to this place and will continue the business here. eae Muskegon—Mrs. Esther. Merril and son, have formed a copartnership and engaged in the garage and auto supply business under the the style. of E. Mer- rill & Son. : f _ Plainwell—Teifenthal. & . Champion, bakers, shave dissolved partnership and the. business. will be continued by Mr. Champion, who has taken over the in- terest of his partner... : Detroit—The Fenestra. Construction Co, has been organized with an author- ized capital .stock, of $10,000, of which amount $5,000. has been subscribed and $1,000 paid in in cash, . -Allegan—Benjamin Oppenheim, —- conducts a. chain of..stores, carrying clothing, shoes: and millinety goods, has opened a: similar store here: under the ‘management of Harry Luce: . Banger—-The Bangor Fruit Growers Exchange has been organized to market fruit, with an authorized capital stock of $2,000 all of which has been sub- scribed and $500 paid in in cash. Ozark—The Ozark Stone Co. has been organized to own and operate a stone quarry, with an authorized capital stock of $25,000, all of which has been subscribed and paid in in property. Saginaw—E. DeLong, recently of Reese, has purchased the drug stock of Marwinske & Loebrich, at the corner of Sixth and Lapeer avenue, and will con- tinue the business at the same location. Detroit—A. Backus, Jr., & Sons have renewed their corporate existence to continue the lumber business, with an authorized capital stock of $300,000, all of which has been subscribed and paid in in cash. Howard City—Floyd M. Crooks has removed his jewelry stock from Maple Rapids here and consolidated it with the Claude Wolfe jewelry stock, which he recently purchased, and will continue the business. Detroit—The Detroit United Fruit Auction Co. has been organized to deal in fruits, vegetables; grain, etc, with an authorized capital stock of $50,000, all of which has been sub- scribed and paid in in cash. Detroit—The H. P. Engineering Co. has been organized to deal in automobile accessories, with an au- thorized capital stock of $1,000, of which amount $600 has been subscrib- ed and $250 paid in in cash. Minden City—W. Lloyd, who has con- ducted a shoe and harness store here for the past thirty-five years, is closing out his stock and will remove to Owosso, where he will conduct a shoe, men’s fur- nishing goods and harness store. Yale—The Yale Market Co. has been organized to handle cattle, hogs, poultry, meats and general produce, with an au- thorized capital stock of $6,000, all of which has been subscribed, $1,750 paid in in cash and $4,250 in property. Highland Park—The Liggett-Doll- Foster Co., retail hardware has been organized with an authorized capi- tal stock of $10,000, of ‘which amount $6,000 has been subscribed, ‘$1,400 paid in in cash and %, 400 in: prop- erty. Monroe—The Buck Brothers Co, has been’ organized to can, preserve and sell fruits, vegetables and other farm pro- duce, with an authorized. capital stock - of $4,000, of which amount $2,000 has been subscribed and: $1,450 -paid in in cash. : Kalamazoo—-Mrs. Jennie . Fletcher, who conducts a grocery store at 1207 Mill street, has sold her stock to Charles Hinton and Myron Waldorf, who will continue the. business at the-same loca- . America has increased its tion under the stiyle of Hinton & Wal- dorf: ~ Lapeer — Henry - ~Kruth and ~sons; Albert and William, have formed a co- partnership and purchased the ~A.~ J. Snover> bakery and ‘grocety. $tock™-and ° will continue the. business at the same location. under the’ style. of Henry Kruth . & Sons, °° “Langine—The Cnet sors Coal & Sup- ply “Ce. has been orgariized to manu- facture and: deal in’ builders’ supplies and fuel with an authorized capital stock of $5,000, of which amount $2,500 has been subscribed, $37.76 paid in in cash and $2,462.24 in property. Jackson—The Premium Cigar Sales Co. has been organized to buy and sell cigars, chewing gum, cigar nov- elties and merchandise, with an au- thorized capital stock of $2,500, of which amount $1,300 has been sub- scribed, $250 paid in in cash and $950 in property. Detroit—Frank Brothers, wholesale liquors and grocers, have merged their business into a stock company under the style of the Frank & Davidson Whole- sale Grocery Co., with an authorized capital stock of $50,000, all of which has been subscribed, $25,000 paid in in cash and $25,000 in property. Bad Axe—William H. Wallace, of Saginaw, has purchased the interest of W. J. Orr in Huron county. These in- clude the Bay Port Fish Co., W. J. Orr Fish Co., Ballard Fish Co., Saginaw Bay Fish Co., Wallace & Orr Co., Bay Port Bank and Bad Axe Grain Co. Mr. Orr has purchased from Mr. Wallace the State banks at Remus, Blanchard, Vestaburg and Six Lakes. Chassell—C. F. Hancock has put into operation a new stave mill at Arnheim, in the heart of the stave wood district. The plant will manufacture tamarack staves for nail kegs and it consists of a stave mill, drying kilns, boiler house and living accommodations for employes: After the staves are sawed they require six days in the kilns. Shipping will be done daily after the first batch comes out, Manufacturing Matters. Detroit—The Velvet Brand Ice Cream Co. has changed its name to the Quality Ice Cream Co..,. Inc. Boyne City—The Musical Instru- ments Co. has decreased its capital stock from $70,000 to $30,000. Detroit—The Charcoal Iron Co. of capital stock from $7,989,600 to $8,056,600. Detroit—The Bauer-Aldrich Co., manufacturer of auto trimmings, has changed its name to the Lay Manu- facturing Co. Lapeer—Fire destroyed the John Neeley factory, stock of flour bleachers and machinery, July 24, entailing a loss of about $2,500, with no insurance. Detroit—The Factory Products Co. has been organized to manufacture and sell steel, iron, copper and other metal products with an. authorized capital. stock of $10,000, all of which ’ has been subscribed and $1,000 paid in in cash; Detroit — The Flower-Stephens Manufacturing Co. has been organiz- ed to manufacture and sell valves, hy- drants; and metal products with an ‘manufacture laces, authorized. capital stock of $25,000, all of which has been subscribed and paid in in cash. 3 Saginaw—The Brueck Sectional Boak- “Case Co, has: been organized.te manu- facture sectional book-eases and. other wood products, with an authorized cap- _ ital, stock of $40,000, all. of which “has been subscribed,. $379. 21 paid i in in cash and $29,620.79: in property. . Port Huron—The SouthPark Ma- chine & Supply Co. has been organ- ‘ized to manufacture and sell machin- ery and tools with an authorized cap- ital stock of $25,000, of which amount $20,000 has been subscribed, $8,000 paid in in cash and $12,000 in prop- erty. Detroit—The Detroit Lace Manu- facturing Co. has been organized to embroideries and veilings and selling same, with an authorized capital stock of $70,000, of which amount $36,200 has been sub- scribed, $1,200 paid in in cash and $6,000 in property. Detroit—The E. L. Bromley Co. has been organized to manufacture and sell machinery of all kinds, motors and motor trucks and automobile parts and appliances, with an authorized capital stock of $50,000, all of which has been subscribed, $1,000 paid in in cash and $49,000 in property. Romeo—After having been closed for fifteen months, the Romeo foundry is to re-open August 1. Lyman A. Holmes, owner and manager of the plant, has secured large contracts for automobile castings and will operate the plant there as we!l as the one in Port Huron. About 100 men will be given employment. Detroit—The stockholders of the Paige-Detroit Motor Car Co. have ap- proved the recommendation of the board of directors that the capital stock be increased from $250,000 to $1,000,000, declaring a stock dividend of 100 per cent. and placing the remaining $500,000 of the jncrease in the treasury. The new dividend rate will be 5 per cent. a month. Saginaw—The United States Tie Plug & Heading Co., has been or- ganized to manufacture tie plugs, heading, mine wedges, lumber and other forest products and buying and selling of same, with an authorized capital stock of $5,000, of which amount $2,500 has been subscribed, $1,000 paid in in cash and $1,000 in property. Detroit—The plant of the Briggs-De- troiter Co. at Holbrook avenue and the Grand Trunk Railway has been sold to the Denby Motor Truck Co. for $63,600 by the Detroit Trust Co., trustee in bankruptcy. .The factory, which is two stories in height, contains five and one- half acres of floor space. It will be util- ized as the new home of the truck com- pany, whose business is expanding steadily. —e +-—____. Gerrit Vandenberg has succeeded G. Vandenberg & Co. in the grocery busi- ness at 109 Michigan street. Edward Heeren and William Oppenhuizen were formerly members of the old firm. Guy W.. Rouse, President of the Worden Grocer Company; is expected to return from Winchester, Wis., next Monday. © Le August 4,:19165. MICHIGAN, TRADESMAN Review of the Grand Rapids Produce Market. Apples—Harvest varieties such as Transparents, Duchess and Red As- trachans, command $1 per bu. Bananas—Medium, $1.25; Jumbo, $1.75; Extra Jumbo, $2; Extreme Ex- tra Jumbo, $2.25. Beets—15c per doz. for home grown. Blackberries—$1.50@1.75 per 16 qt. crate. Butter—The market on creamery is a little lower. Receipts are about normal for the season and are show- ing more or less heat defects. At present the percentage of strictly fan- ey butter is very light and the mar- ket is fairly healthy on the present basis. There may be some small fluctuations, but no radical change is in sight. Fancy creamery is quoted at 24@R5c in tubs, 25@2é6c in prints. Local dealers pay 21c for No. 1 dairy, 17 for packing stock. Cabbage—50c per bu. or $1.25 per bbl. Cantaloupes—Arizona Rockyfords, command $3 for standards and $2.75 for ponies; Illinois flat, 85c per crate of 12; Indiana Gems, 60c per basket; Indiana Standards, $2.50 per crate of 45. Cauliflower—$1 per doz. Carrots—15c per doz. Celery—20c per bunch for home grown. Cherries—$1.50 per,16 qt. crate for sweet and $1 for sour. The crop is nearly marketed. Cocoanuts—$4 per sack containing 100. Cucumbers—60c per doz. house. Currants—$1 per 16 qt. crate ‘Eggs—The ‘market is unchanged and the situation in fancy eggs is firm. The bulk of the arrivals are showing defects from the hot weath- er and have to be sold at reduced prices. A few fancy eggs are arriv- ing and are selling at a premium over standard quotations. A falling off in the production is likely in the near future, and if the market changes at all it will. probably advance. slight- ly. Local buyers pay 16%c for first- class stock, loss off. . Egg Plant—$1:25 per doz. Garlic—20c per lb. Gooseberries“$2per 16 qt. crate. Grape Fruit—$5 per box. ‘Green Corn—30c per doz. for home grown. oe Green Onions—Silver Skins, 15c per doz., Evergreens,'12c per doz. for hot Honey—18c per 1b. for white clover and ‘16c for dark: Lemons—Californias, $3@3.25 ‘per box. eek Lettuce—Home grown head, 50c per bu.; leaf, 50c per bu. Nuts—Almonds, 18c per 1b.; filberts 13c per lb.; pecans, 15c per lb.; wal- nuts, 18c for Grenoble and Califor- nia, 17c for Naples. Onions—Home grown command $1 per bu.; Louisville, $1.50 per 100 Ib. sack, Parsley—25c per doz. Oranges—Valencias are steady at $4.50@5. Peaches—Georgia Elbertas are in large supply, selling readily at $1.50 @1.75 per bu. or 6 basket crate. Pears—California Bartletts, $2.25 per box. Peas—Home grown are in ample supply at $1.25 per bu. Peppers—40c per basket for South- ern. Pieplant—75c per bu. Plums—California, $1.25 per box. Pop Corn—$1.75 per bu. for ear, 4c per lb. for shelled. Potatoes — Virginia Cobblers and home grown are both in ample sup- ply on the basis of 60c per bu. or $1.50 per bbl. Radishes—10c for round and 15c for long. Raspberries—$1.75 per 16 qt. crate for black and $2 for red. Squash—75c per hamper for South-- ern grown. Tomatoes—Home grown hot house command 75c per 8 lb. basket; Texas fetch 85c per 4 basket crate. Turnips—20c per doz. Wax Beans—90c per bu. Watermelons—$2.50 per bbl., taining 8 to 10. Whortleberries—$3 per 16 qt. crate. con- ——_2++—___ The Grocery Market. Sugar—Every one connected with the sugar industry in any way was non- plussed last week over a reduction of 25@80 points in refined grades. All of the refiners except American—which held to 534—reduced their quotations to 5.70c. This was undoubtedly due to the large margin between raw and re- fined, but was somewhat unexpected, as the refiners had sold very large quan- tities of sugar at the higher price, con- siderable of which is still undelivered. The consumptive demand for sugar is fair. Tea—The country of late has been pursuing a conservative policy of buy- ing for needs and paying the price. Primary markets are high as a result of the war and the stock have been kept down by the light shipments. Black teas are still the feature, especially India- Ceylons, the arrivals from London being readily taken. The volume of imports is light of this tea. Cables from China _ reported that the: Congou market was easier. circles to the fact that the Russians are leSs active. buyers: and, with this com- petition removed, quieter conditions pre- - vail. However, there is no marked weakness and spot stocks are fairly well. , maintained. The shipping situation does © not improve and freights are higher. It is hard to secure steamer room, which explains the moderate arrivals on’ the Coast from the Far East. Coffee—Generally ‘speaking, the trend is downward, although the reaction is not large, prices being ‘apparently too low to warrant aggressive bear opera- tions. Of course, the trade is disap- pointed that the valorization plan hangs fire for the active movement of the crop logically causes pressure to sell, and with Europe not so big a buyer, primary sup- plies accumulate. The consumption of coffee in the world nevertheless is a | record breaker, and _ statistically, the situation appears to favor the bulls, pro- vided the receipts are handled so as not to unduly depress the market. Roast- ers in the United States seem of the opinion that nothing will be lost by waiting, for the expected spot demand does not materialize. Actual coffee, therefore, is not so well maintained. Canned Fruits—The market is very quiet, with small trading in any line. California fruits have picked up slightly during the past week, but heavy crops, which are reported from all sections of the country, and a large carry-over from last year, make the buyer very hesitant in securing any extensive supplies at this time. Canned Vegetables—The market has been in an unsettled condition for some weeks, and the past week has chronicled no change. Stocks are heavy, and job- bers apparently are able to buy at will at low prices. Tomatoes are more active than any other line, but even there only small lots are being dealt in, and there does not appear to be a trace of any desire to secure large stocks. - Futures are exceptionally quiet, although small sales are made occasionally, according to report. Peas are quiet and dull, with very little trading. Prices are low, and, according to report, have a weak ten- dency. Corn.is a little firmer, although only light trading is being done in any grade. Canned Bish—The sardine catch at Eastport continues to be very light, ac- cording to reports received here, and only a small pack is being made in con- sequence. The heavy run, which usually comes during the early part of August, is expected to be two weeks or. more late this year, according to advices which come here from reliable packers. A few packers have named $1.40 for future red Alaska salmon, but there has been no general naming of prices. Advices from the Coast predict .a 50 per cent. pack, which, if true, will probably. mean an opening price of, at least $1.50. The demand for salmon is. fair. Dried Fruits—Advices say that dealing in future prunes by the Coast packers is extremely light although a firm tone is ‘very evident in the market: The packers after having advanced their figures two weeks ago, are assuming: a definite stand and will not’ sell below the general ‘quotation. > According to infor- ‘This. was ~ attributed -in -local mation mceenieed: the growers are scene determined to insist upon what. _ they consider a fair Price for their: 1945, ‘crop and_the natural” ‘consequence, has | been the deadlock which has existed for, tlie Past. two. weeks between.the, gfowers. and packers ‘in California’ : “Future ° apricdts according to wires received yesterday from the Coast, are maintaining a very firm tendency. The tange of quotations, however, which are being made by“ the packers has a wide range and apparently possesses little attraction for buyers as dealing for future delivery is said to bé very small: The packers are being’ forced to purchase a part of the 1915 crop from the growers at fairly high prices in order to cover their short sales which were made earlier in the year. Raisins on spot here are holding a very firm tendency and supplies of all varieties of old crop are said to be growing scarce in the market: There is a particular dearth of good quality fruit according to advicés which are given out by those desiring to purchase supplies. The de- mand for raisins for August and Sep- tember shipment is reported to be of good volume by the Associated Com: pany. European enquiry continues to come into the market and it is said that not only is England buying supplies of old crop in fair quantity but is contract- ing for a’part of the coming yield, owing to the difficulty she has fourid in secur- ing supplies from her accustomed source in Turkey: Quotations on new crop currants are a little easier. Peaches are unchanged and dull. Cheese—The consumptive demand is very light and the export demand shows no improvement and probably will not show any for some time to come. The cheese now’arriving is of good quality, but in the absence of the export demand the market is barely steady. seems likely. Provisions—All cuts of smoked meats are steady and unchanged, with a mod- erate consumptive demand. “Pure lard No change -and compound are dull at from waitiAc below a week ago, and in very light dé- mand. Barreled pork,’ dried beef and canned meats are all unchangéd and’ in light request. Salt Fish—Norways are a little harder to pick up at the ‘old price, but without any quotable change. Some new Norway summer mackerel have’ come into ‘the country, but-holders are‘asking from$2 @3 per barrél above the normal, and as the fish is inferior the trade are not taking them. Irish and~ domestic shore mackerel are not cutting any par- ticular figure. Cod, hake and haddock are’ unchanged and quiet. —_+-~___ The Grand Rapids Detachable‘ Broom Co. has “béen organized to manufacture brooms and supplies, with an authorized capital stock of $2,000, all of which has been subscribed, $1,100 paid in in cash and ee in property. ' opener et a J. F. Currén, formerly a tinsmith, haé§ succeeded George W. Lamoreaux in the bakery and restaurant -2.————_ Spencer Covert has engaged: in ‘the grocery business at Covert: The Wor- den Grocer — furnished: “the stoeks2:! +04] eeie HEgTe MICHIGAN TRADESMAN August. 4, 1915 STOCKS, BONDS, GRAIN AND PROVISIONS Features of the Stock and Grain Market. Aug. 3—Wheat: Further heavy rains over a portion of the harvest belt and a few reports of rust from North Dakota gave considerable strength to wheat early. The de- mand appeared to be entirely from former sellers and was not long con- tinued, the market thereafter ruling dull and draggy. Spot wheat is firm in all markets, due to slightly oversold condition on part of shippers for prompt shipment and inability to meet these and absence, of favorable weather for movement. The reports of rust came from limited area and are generally disregarded. Immedi- ate future of prices is entirely a mat- ter of weather over the harvest belt and there is every indication that with favorable weather movement will be heavy and we think the market will not stand up under a more free move- ment. Corn: A sharp overnight demand from the East, as well as heavy rains over the Central West, caused higher prices early, but as in wheat, the de- mand was neither urgent nor large -and prices dragged later. Demand from the East is extended as far as October shipment with good premium over September. A rather tight situa- tion exists in September at the mo- ment and can only be relieved by a liberal movement from the country. Oats: A sharp scramble on part of September shorts was the feature in this market. The delayed movement by present weather and reports of considerable damage being the in- ducement for covering. Demand from the East quite general, but sales re- stricted not only by light receipts but also by light offerings for nearby - shipment. Sales are reported being around 125,000. Any appearance of favorable weather would probably precipitate more or less pressure on the market, but the discount under corn and the price itself of September oats makes buying side preferable. Provisions: A slow market has been seen to-day, with support lack- ing. As a consequence, values have dragged slightly. Hogs continue run- ning freely. Lyle report on ticker from Fargo, N. PD,: Black rust in this vicinity developing fast. Motored twelve miles and found every wheat field badly af- fected. Situation now very serious. Earliest cutting will be week from now. Large area appears to have it and it is probably spreading. Broomhall Cables: Corn prices are maintained. Arrivals are moder- ate and expectations are for moder- ate arrivals as platt holders are firm and freights are against free ship- ments, consumption is moderate throughout the United Kingdom, but, on the other hand, stocks are light. New York: Stock market to-day is active and strong and exhibits a . favorable tendency to broaden out on. the railroad and other standard issues. Lehigh Valley reports showing its 10° aha per cent. dividend slightly more than’ * earned.and Southern Railways prelim- inary statement for the past year ~ showing surplus of nearly $1,600,000 over fixed charges, calls favorable attention to the railroad side of the market. We strongly recommend purchase of rails at this time. Lehigh Valley surplus on stock equivalent to 10.46 per cent., against 11.66 per cent. a year ago. Remington Arms plants at Ilion closed by strike. Situation with other industrial con- cerns grows more serious. United States files bill of particu- lars in suit against New Haven direc- tors. Russian minister of finance says that country will have spent $3,621,- 000,000 as result of war by the end of 1915. Southern Railway for year ended June 30 reports surplus, after charges of $1,591,142, a decrease of $3,248,564. Ches. & Ohio total coal loading for July, 2,224,020 tons. New high rec- ord. Twelve industrials 92.92 up .74. Twenty railways 92.61 up .59 U. S. Steel Corporation, as well as Independents, are overwhelmed with orders for steel used in manufacturing shells and war munitions and steel for export. Buying by railroads con- tinues small. On July 1 last, Allis Chalmers had advanced orders amounting to more than $7,000,000. January 1, 1915, business in hand was approximately $2,500,000. Anaconda Copper produced 22,100,- 000 pounds of copper in July against 22,100,000 in June and 20,500,000 in May. Williams says: Think good ad- vance probable in September oats, as I believe short interest large and all oats that can possibly be moved dur- ing the next four weeks will be re- quired to fill sales already made. Snow’s August crop report: Corn condition 80.69, indicated crop now acreage, 2,890,000,000; indicated crop Government acreage, 2,972,000,000, winter wheat threshing yield, 17.1 bushels; indicated crop, 689,000,000 bushels spring wheat; condition, 92.4; indicated crop, 305,000,000 bushels oats; condition 91.5; indicated crop, 1,409,000,000. . Dome Mines Co. has declared an initial dividend of 50 cents quarterly. This places the stock on a 20 per cent. per annum basis. Summary: New York Central Lines in June show net increase $2,- 576,331; six month, $11,421.618, Missouri Paoific files suit to have Nebraska 2 cent fare statute declar- ed void. Commercial failures this week in U. S. 375, against 411 last week and 325 last year. Wilson’s proposed Mexican peace plan will recognize member of Ma- dero cabinet approved by factions. but will not wait on Carranza. NEW YORK STOCKS. High Low Close PICO oe og ee 102 ae Cop. Sees gga — ae ae naconda ......... 71% 70: 7 Am. Smelt. som toe | OR ee ena Soon so cis oe 3314 33%, 5 Te es eee s 5 2 ey o Ress baa yg — : _ m. C,. y. .... 59% 57 59 Am. ‘Eb@co, iiesi..... 56% Bae 55% Am. Beet Sugar 57 5656 57 Butté & Sup. '....... 70 68 68 Bal. &, Ohio. ...... 8186 80% 8056 Bkin. R. Trans. ... 865% 86 8614 Beth. ‘Steel oi. 5...,. 275 259 268 8144 791% 80 Bal’n Loco. ...... . Ches: & ©. 0.25.55. 425% 415% 41% Cans Pae. 0 ccisie es 14644 145 145% CHING 2 sieves ccecess 46% 45% 45% Colo. Fuel ;....;... 41 9 3914 Cent: Wea. oo... ss. 4256 415, 415% BTN ee ee pc Ss ete 27% 27% 27% Mrme; Tat oo... cc. 4256 42 42 Goodrich .......... 53% 1% 52. Great Nor. ........ 118% 118% 118% Gen. Motors ...... 82 180% 180% ont. Met. oe 215% 1 21 Inspiration ........ 3436 35% 33% Lehigh Val. ....... 144% 148% 148% O- Page 8 oo: 3% 2% 254, Maxwell 37% 36 361% Nat. Lead 6556 644% 64% N. Y..Cent 90% 89% 90 Nev. Cons. 15 145% 145% Nor. Pacific 108% 107% #=$107% New Haven 64 2% 63% Psd. Steel Car . 52% 51% 52 POW Ae es 1075 107 107% Rep. Steel ......... 44% 43% 43%, Rock Island ....... 1636 14y, 16% ay Cons? 3.052... . 235% 238% 234% ROCAGIMNE of. so Sas os 150g 1485, 149% Se Pane ce, 821% 2 8214 DQ. ae. ge 83% 87% 8756 Studebaker ........ 86% 82% 83% — 147 385% 385% 67%, 68 1293, 1295% 6656 66% - Rubber ...... 46% 47 Westinghouse 113% 111% 111% GRAIN AND PROVISIONS High Low Close Wheat. MAW ee ce a 114% 113 113% BED Coe ea 108% 106% 106% DSC.) ee ee ee 109 5% 107% 107% orn MAR cee Ges ore 67 6614 66% MEU eee ee 75 74% 744% MOOG Se cs ee ees Vee 643% 63% 638% Oats MMA oe Ce ee 43%, 433% 433% Sept. “65.55.65 2b, Jesete 4036 38944 3956 DEG oe soe ke a 40 40% rk. Sept 2 225.2 1387 1347 1355 wa Lard. Sept oe oes ak oe 810 800 800 Ribs Sept. ose. 945 925 927 —_——_?—--——___—__. Quotations on Local Stocks and Bonds Public Utilities. Bid Asked Am. Lt. & Trac. Co. warrants 309 312 Am. Light & Trac. Co., Com. 307° 312 Am. Light & Trac. Co., Pfd. 107 110 Am. Public Utilities, Com. 31 33 Am. Public Utilities, Pfd. 62 64 Comw’th Pr. Ry. & Lgt., Com. 47 50 Comw’th Pr. Ry. & Let., Pfd. 77 80 Pacific Gas & Elec., Com. 40 43 Tennessee Ry., Lt. & Pr., Com. 4 7 Tennessee Ry., Lt. & Pr., Pfd. 24 28 United Light & Rys., Com. 40 43 United Light & Rys., 1st Pfd. 66 69 Comw’th 6% 5 year bond 97% 99 Michigan Railway Notes 9844 100 Citizens Telephone 69 3 Michigan Sugar 62 64 Holland St. Louis Sugar 6% TT% Holland St. Louis Sugar, Pfd. 8 9 United Light 1st 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. 90 100 Commercial Savings Bank 220 Fourth National Bank 220 G. R. National City Bank 169 175 G. R. Savings Bank 255 Kert State Bank 245 «0255 Old National Bank 189 195 Peoples Savings Bank 250 *Ex dividend. August 4, 1915. —_>->—____ _ The greatest stand ever made for civilization was the inkstand. WE OFFER Subject to Prior Sale 7% Preferred Convertible Stock - in local industrial enterprise. Real estate security HUNSAKER & WOODMANCY Incorporated 412 Powers Theatre Bldg. Citizens 5235 LOGAN & BRYAN COMMISSION MERCHANTS 305 Godfrey Building Bell Main 235 New York Stock Exchange Boston Stock Exchange Chicago Stock Exchange New York Cotton Exchange New York Coffee Exchange New York Produce Exchange New Orleans Cotton Exchange Chicago Board of Trade Minneapolis Chamber of Commerce Winnipeg Grain Exchange Kansas City Board of Trade Private wires coast to coast Correspondence solicited Thomson & McKinnon BROKERS 123 Ottawa Ave., N. W. Stocks, Bonds, Grain and Boston Coppers Members of all leading exchanges Telephone Main 218 Citizens 8063 H. N. Harris & Co. Stocks, Bonds, Grain and Provisions Private Leased Wire Suite 236 Powers’ Theatre Building Telephones: Bell M. 1900; Citizens 5843 SS LZ IOLL MICHIGAN TRUST BLDG Business reserves, invested in bonds and built up by laying aside a fixed per cent of the gross income, have tided more than one con- cern over a dry time, and helped it take ad- vantage of conditions at other times. Howe SNOW CORRIGAN & BERTLES INVESTMENT BANKERS offer competent counsel in the development of such a reserve and in the choice of bonds for it. August 4,-1915 DETROIT DETONATIONS. Cogent Criticisms From Michigan’s Metropolis. Detroit, Aug. 2—lLearn one thing each week about Detroit: A Deiroit factory which makes house dresses, kimonos, aprons, etc., makes over 600,000 garments each year, the prod- uct finding a market in every part of the United States. If the railroads of Michigan desire the co-operation of the people of the State in their agitation for higher pas- senger fares, there will be at least one class of men who will meet the companies’ appeats with a glassy stare and a renewed activity, such as was impressed on the roads’ when this same coterie of men set about to abol- ish the obnoxious mileage book foist- ed on the fraternity solely to annoy them and have the present 2 cent fare established by the Legislature. We refer to the traveling men. Every mean, insignificant obstacle that can in no way affect the revenues, unless to decrease them, is placed in the way of the traveling man who is obliged to carry baggage. Unquestionably, the traveling men are the chief source of the railroad companies’ income and they should, at least, receive the com- mon courtesy extended by any cor- poration to their customers. It is customary, or at least it was, for a traveling man to check his baggage on Friday to the point he intended making on the following Monday, usually going to his home for Sun- day. According to the new rulings, unless the,checking point happens to be on a direct line with the home destination, this is impossible, with- out an extra amount of red tape. Why the roads refuse the old-time courtesy of checking elsewhere than to the ticket destination on Fridays is be- yond most of the boys’ comprehen- sion, bringing no actual benefit to the railroads except to incur the displeas- ure of the very people to whom they should cater for their friendship. Arthur Brevitz, department man- ager, and Elmer Brevitz, city sales- man, for Burnham, Stoepel & Co., and the former’s family motored to Kent City last Saturday, where they will spend the week with Mr. Brevitz’ parents. H. G. House, general merchant of Deerfield, was a Detroit business vis- itor last week. E, A. Scheu, former manager of the Invader Oil Co., has joined the sales force of the White Star Refining Co., manufacturer of lubricating oil and greases. Mr. Scheu is a pioneer in the automobile field. He organ- ized the Euclid Motor Car Co. at the outset of the light car business. “Residents ,of Mexico are eating their household pets,” is the latest from war-ridden Mexico. That’s our idea of making good use of friends. John Jennings, elongated and well- liked representative of the Welsbach MICHIGAN TRADESMAN Company, Chicago, has been flitting about the State during the past few weeks, gathering orders and spread- ing sunshine in his wake. All in all, John Jennings stands so well in our estimation that we offer the sugges- tion that he would make a welcome addition to the Wolverine citizenry. At any rate we are glad to have him pay us periodical visits. Call again Jonathan. The Paige-Detroit Motor Co. has approved contracts for the erection of a four-story factory at McKinstry avenue and the Wabash _ Railroad, work to begin at once. M. A. Rice, of New Boston, was in Detroit on a business trip last week, The Detroit Organic Chemical Co. has been formed for the manufacture of aniline dyes and work will soon be- gin in the company’s new plant in Wyandotte. The scarcity of dye stuffs caused by the war makes the company of National importance and already a Detroit firm has contract- ed for a year’s output. The company has been storing up supplies for sev- eral months for manufacture and has contracted to take the entire supply of benzol from the Detroit City Gas Co. and from gas companies all over Michigan. John Livingstone has been elected Vice-President and will have charge of the manufacture. He has been associated with Parke, Davis & Co. for a number of years. Other officers are, Walter Hass, President; C. D. Livingstone, Secretary, and Paul A. Sorge, Treasurer. H. D. Bullen, of Lansing, where the State law factory is located, and well known to readers of the Tradesman, was seen gazing at the sky scrapers of our progressive village last week. Unfortunately, the writer failed to lo- cate the portly scribe, but hopes to “scoop” him on the long-sought-for story. The Harry W. Watson Co. has sub-leased the upper four floors of the building. recently leased by thein, at the corner of Woodward and Jef- ferson avenues, to Charles Monroe, who will remodel them for a hotel. The building is located a block from the new interurban depot. Mr. Mon- roe, who was formerly proprietor of tht St. Charles Hotel, will spend $25,- 000 in the remodeling, every room to have hot and cold running water. Tt will be called the Interurban Hotel. D. H. Jacobs, Coldwater merchant, was in Detroit last week on a busi- ness trip. The motor cycle has its advantages. It is one of the few methods found to date that will make a woman take a back seat. The Wallace Brown Edison Shop, 31 Grand River avenue, East, has leased the adjoining store and. will make extensive alterations. Detroit is getting Southern civiliza- tion. A race war was staged within its borders this week. Mandell Bros., general dry goods, have moved into their fine new store at 1407.Mack avenue, next door to their former location. A twelve-story hotel will be erect- ed at the corner of Cass avenue and Peterboro street, by the Buckingham . Hotel Co., operations to be started at once. The Mazer Cigar Manufacturing Co. gave'an excursion to Sugar Island last Saturday for its employes, num- bering 430, as a testimonial to their co-operation in the success and growth of the business. All kinds of athletic events were indulged in and prizes for both boys and girls were» given. Thanking our regular news report-: ers for the dearth of items— Guess we'll go for a swim. James M. Goldstein. —_+>-~- Sparks From the Electric City. Muskegon, Aug. 2—Frank W. Wil- son, of Traverse City, has been ap- pointed Grand Chaplain, succeeding A. W. Stevenson, Muskegon, candi- date for Grand Sentinel. Harold Rosen, son of Isaac Rosen, of Rosen Bros., has accepted a posi- tion with his father’s firm. The Continental Motor Co. has bought some more property and will erect some new buildings. The Motor Co. has had a wonderful growth in the last year. George Woodcock, formerly assist- ant manager of the Occidental Hotel, at Muskegon, recently manager of the Stearns Hotel, at Ludington, has tak- en the management of the Hotel Mus- kegon and assumed his duties on Aug- ust 1. The Vulcanizing Products Co. will start manufacturing a line of auto tires and inner tubes which will com- pare favorably with other high grade tires. Harold Foote poisoned his foot by stepping on a rusty nail while work- ing around the house. Harold is im- proving and last seen was hobbling on one crutch. Poisoning seems to be the hoodoo with 404 boys. Charles Corey poison- ed himself with poison ivy while working around his cottage at Maca- twa Park. He was laid up for a week, but now is around on the job. Artie Choke, one of the wonders of the world, had; Editor Stowe print two poems, while the only paper that stands for Goldstein poetry is Burn- ham, Stoepel & Co.’s monthly pub- lication. L. Caplon, leading merchant of Baldwin, has entered the benedict class by taking a young lady from Milwaukee as his wife. The Trades- man unites with the writer in wishing Mr. and Mrs. Caplon health, wealth and happiness. Traverse City is already making preparations for the Grand Council meeting which will be held next June. Nothing like an early start. e 7 On Wednesday, August 11, all fac- tories and store in Muskegon will close to celebrate Muskegon Day at Lake Michigan Park. Quite a num- ber of merchants from the surround- ing towns have promised to come and help make this a day that will be long remembered. All work and no play makes Jack a dull boy. Throw away your overalls and play to your heart’s desire at Nature’s Lake Michigan Park. Milton Steindler. ——_e----e———- Ludington Merchants Entertain Mil- waukee Visitors. Ludington, July 30—Popular songs between courses was an innovation at the banquet for members of the Mer- chants and Manufacturers’ Associa- tion of Milwaukee at the Stearns Hotel last night. W. T. Culver, Pres- ident of the Ludington Board of Trade, was toastmaster. Following the banquet, Mayor A. A. Keiser gave an address of wel- come. He told the guests that Mil- waukee business men had been given the “keys of the city” on a previous visit and as the keys had not been re- turned none could be given them on this trip and none was needed, as the locks have not been changed. The traffic manager of Milwaukee Association explained the work of his bureau. He said the rates on the present trip to Ludington via Pere zene steamer were very réason- able. After other brief remarks the com- pany adjourned to the basement of the hotel where an interesting initia- tion was conducted for the benefit of several candidates. They stood the ordeal well and afforded much enjoy- ment for the crowd. Although the sport indulged in is described by some as “brutal” it was not necessary for the Humane Society to call in the po- lice. It took the form of a badger fight participated in by a very fierce badger and a small dog, the property of Lieut. Walling. Two of these fights were pulled off, one at Manistee and one at Ludington, and in both cases the dog “Worley,” was the win- ner. M. P. Heidiman, of the M. & W. Bank, Milwaukee was referee. ses. Luck is blamed for a lot of misfor- tune of which it is innocent. Cadillac For Sale 1912—Electric Starter, Electric Lights, Two Horns, Luggage Car- rier, New Tires—it will be run- ning when cheaper built machines are in the junk pile—Price $650. ADDRESS—Cadillac, care Tradesman. | | The Worden word is---Quality WoRrRDEN GROCER COMPANY : Grand Rapids—Kalamazoo : THE PROMPT SHIPPERS $ (Unlike any other paper.) DEYOTED TO THE BEST INTERESTS OF BUSINESS MEN. / Published Weekly by TRADESMAN COMPANY, Grand Rapids, Mich. Subscription Price. One dollar per year, if paid strictly in advance; two dollars if not paid in ad- vance. Five dollars for six years, payable in advance. Canadian subscriptions, $2.04 per year, payable invariably in advance. Sample: copies 5 cents each. Extra copies of current issues, 5 cents; issues a month or more old, 10 cents; issues a year or more old, 25 cents. Entered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWE, Editor. August 4, 1915. FOOD LAW UNIFORMITY. Everyone concerned in the manu- facture, sale and distribution of food, drugs, and dairy products will turn attention toward Berkeley, Calif., dur- ing this week, for in that city, at the University of California, the lead- ing officials of Nation, state and city will assemble for their annual dis- cussion of food topics and the ex- change of ideas as to how best to ac- complish the purposes of food laws. It will not be, however, a legisla- tive gathering of men who make laws, but merely those who are set to en- force and administer them, although there is a prevalent impression in food circles—and, regrettably, many of the officials of the association are among its adherents—that it is a gath- ering to frame laws. Therein lies its chief basis of menace. Past meet- ings of these officials have blunder- ed in that direction and unwittingly retarded, rather than enhanced, the effectiveness of food laws. More friction has come from faulty administration of the laws, many time over, than was ever occasioned by the passage of the laws’ themselves and meetings like these—where con- cert of policy in enforcement has full opportunity to delude itself into a fan- cied belief that it has power to con- struct rather than administer legis- lation—produce a striking mixture of the wise and otherwise as to the real interest of pure food, harmless ingred- ients and honest labels—which was all that the law was ever intended to produce. The Federal Pure Food and Drugs Act has now been in existence for nine years. That it has accomplish- ed wonders—not so much in actual prosecution of offenders as in stim- ulating higher ideals and furnishing a basis for practice among observers —cannot be denied. That this is due not only to the power of public senti- ment but to zeal for enforcement among those administrators set up by Federal and state laws, is common- ly recognized among the well inform- ed. Still there is an abiding fear every year when this convention rolls around that it will plant some new fanciful conception in the minds of food officials, and it is this which makes manufacturers watch the pro- ceedings with suspicion, rather than MICHIGAN TRADESMAN the sympathy which should permeate food circles. The reasons for this are perhaps not . surprising. Every reform as import- ant and sweeping as was the pure food law and the state laws patterned (although deplorably imperfect) after it, is necessarily born of the agita- tion of extremists, and naturally men of extreme views are usually charged wits its initial enforcement, which is probably just as well. One who notes the administration of the Federal law in the hands of a fair minded official who possesses in re- markable degree the confidence of the men whose operations he is set to rule is bound to mentally contrast Dr. Alsberg with his predecessor and the present harmonious relations of mutual confidence with the stormy years when honest manufacturers and dealers in food were fighting for a fair chance at rational pure food, quite as honestly as the officials were seek- ing to impose unreasonable ideals and to brand them as “dopers,” “adulterators” and “crooks.” And the contrast is a source of mutual grati- fication. — Confidence and helpfulness have done more for pure food within the past three or four years than zeal and imperiousness did in the five or six years that preceded. There was never more uniformly pure food on the market than to-day or more de- sire among its producers and deal- ers to produce the best. Most of the radicals have been weeded out— rather, have weeded themselves out— and each year sees an advance along lines of common understanding: It is significant that at last officials have come to realize the mutuality of in- _ terests to the extent that they have set aside one day when the voice of the food “trade” shall be heard and the practical as well as the theoretical side of questions have its fling. Food laws have reached the point of judicial determination instead of prosecution and persecution and the numerous “jolts” that radicalism has received at the hands of the stern rules of evidence and legal determina- tion have taught their lesson. It is fast becoming settled that pure food does not necessarily mean exclusive- ly “highest grade food,” or “ideal food.” .Scarcely one of the great is- sues that made harmony impossible four or five years ago has been settled in accordance with the notions of the extremists, and even now the process of making the interpretations is still going on, hand in hand, with “the rule of reason” rather than the “be- hest of bigotry.” hs Mistakes of food law and of its in- terpretations are due in large meas- ure to the public’s adherence to “‘no- tions” which never had much, if any, stable foundation. Liberal officials and the rational manufacturers alike have found popular fallacies one of the chief obstacles in harmonizing their efforts for practical and safe laws. It is this very play of fancy which to-day makes so many state laws absurdly differ from the broad- gauge provisions of the Federal stat- ute and encourage rather than general statutes. One of the notable features of this convention at Berkely will probably be the agreement of all interests as to the need of food law uniformity as a basis for economic and workable food safety and wholesomeness. The specific differences will be that each state’ has its own ideas as to what the basis of such unity should be and few are willing to yield. Experienced men are one in believing that to-day the cause of pure food suffers more from the necessity of saving the people from their own silly notions than from any pernicious cupidity of the food producer. Such gatherings as this one at Berkeley can go far to correct this state of affairs. Unfortunately, how- ever, such gatherings are the natural victims of “interests” who flock there in droves, usually with one or more champions in the official arena, seek- ing to commit a representative body to their selfish ends under the guise of food idealism. Resolutions of such conventions need more careful filtering than does the average city water supply or the milk and food that is inspected microscopically and with the most searching tests of science. Commonly they contain deadly bacteria of factionalism. If this convention turns itself to purg- ing its midst of “log rollers” and “keeping in the middle of the road” on controversial issues, it will have distinguished itself. WORST YEAR IN HISTORY. The past year has been one of frus- trated predictions and expectations gone wrong. In several of the warning notes which passed between the various diplo- mats last July, the expression was used that war, if it came, would have “in- calculable consequences.” It was a true word. Nobody foresaw what has come to pass. Military experts have been left looking like children. Ever the German General Staff, with its wonderful organ- ization of knowledge, has been overtaken by surprise after surprise. Financial prophecies have fallen to the earth. The forecasts of Bloch and others of his school have been beggared by the event. And not into the imagination of any- body did there enter a conception of the enormous losses which one year of fight- ing would bring. Boastfulness hides its head in the presence of fearful sacrifices made. Even recrimination falters. It is with a sense of aghast helplessness that the whole world contemplates the misery into which civilization, all un- awares, was plunged last August when the Kaiser lifted the lid from hell by declaring war on Russia. . The strictly military aspects of the war it is not necessary to bring to mind again. But this is to be said: the fright- ful mien of war has been so exhibited that never again will it be possible to clothe it with giamour. If the world had to have this lesson, it has now got it in a way not to be forgotten. When men hereafter speak of the pomp and circumstance of war, we shall know that they are referring to scenes such as can be witnessed in a slaughter-house. This war has been of a sort to revive the August 4, 1915 story of a writer in the Middle Ages, to the effect that when soldiers set up the claim of being the most useful citizens, the honor was contested by butchers with reeking knives. And he added that, whatever the motives, or whatever the services, of men going to battle, war was in its nature so cruel that it was impos- sible to “honest it with civil terms.” It will certainly be difficult to the impar- tial historian to honest the war which broke out a year ago. It has not, however, been nothing but a shambles. Even amid its horrors, the humane spirit has shone out, and moral principles have asserted themse!ves. Dis- cussions about the responsibility for be- ginning the war have been dying out. They seem rather barren at present. What the world now craves is some way of ending the war—unless it involves disgraces and perils less endurable than war. There is however, one thing con- nected with the first days of the war which we can never too much _ insist upon, because it goes to the roots of na- tional morality and of civilization itself. We mean the crushing moral handicap which Germany took upon herself by her conduct towards Belgium. This she has never been able to overcome. Germans themselves admit this. They now per- ceive that the immense moral revulsion which shook the whole world when Bel- gium was trampled by German armies had an éffect very like that of making the Allies a present of a million armed men. Thus we have at least one great sentiment, having to do with law and right, which has persisted steadfast all through the war. It has been a man- ifestation of the soul of goodness in things evil. We need not despair of the future so long as the heart of man con- tinues to thrill over Belgium’s wrongs, and so long as the consensus of civilized nations, outside the belligerents, is that no ending of the war ought tobe thought ef which did not make the Belgians again independent and free, That attainment is not yet in sight. It may have to be won by force of arms; or it is possible that it may come through mediation and diplomatic negotiations, backed up as these would be by the demand of the German Social-Demo- crats, that no annexations be made as a result of the war. All these things are still in the shadow. And what the next few months of the war may bring forth, the wisest cannot say. Facing such stupendous events, the mind feels itself reduced to imbecility. But some things are clear. The peoples are longing for peace. A point will come when flesh and blood can no longer support the agony of this desolating war. Rulers will be given to know that there are limits beyond which sacrifices cannot be asked in the name of patriotism, or of the struggle for national existence. And unless we are to believe that this world is the sport of chance, and that the long history of mankind has been nothing but a blind clash of atoms, we are bound to look forward to some great good coming out of this mighty evil. If we do finally get a peace which means the discrediting and disappearance of kai- sers and militarism, with the exaltation of righteousness and justice between nations, it may come to seem worth the awful price that had to be paid.’ August 4, 1915” THE GREATEST GAMBLERS. There are laws, and stringent ones, against gambling. These statutes are everywhere: supported and approved. although sometimes not enforced as thoroughly and as rigidly as they ought to be. The gambling which is illegal is that which seeks to get something for nothing, but in a sense there are many perfectly legitimate transactions in which the element of chance has a prominent place. A farmers’ club in a New England com- munity the other day discussed the question and reached the conclusion that by and large the farmer is the “biggest gambler in the world.” It seems that it was sort of an exper- ience meeting. One agriculturist present told how he had transplanted 700 tomato plants, and after they were all cared for carefully and gave prom- ise of growth a frost came along and killed every one of them. Another told how he had a thousand tomato plants, and they progressed splendid- ly until the green fruit’ reached the size of hens’ eggs. At this point there was a terrible hailstorm in his town, and it ruined his vines and everything, and put him out of the to- mato business for that season. On these and similar experiences related by members present at that New England farmers’ meeting it was predicated that there is a great deal of the gambling element in agricul- ture. The toilers of the soil did everything in their power, fertilized the ground, cultivated it industrious- ly and then lost heavily through no fault of theirs. Then there is the fluc- tuation in prices which no man can foretell, and the farmer like every- body else has to sell for what he can get. Certain crops are good one year and bad the next, and none can prophecy very far in advance, just what will happen. This year in this section is a very good sample of just this sort of thing. It has been an ex- ceptionally rainy season. There have been precious few days within a month which could be called good hay weather, and there are acres upon acres and thousands upon thousands of tons of hay still requiring atten- tion, whose owners stood ready and anxious to give it if conditions had been favorable. The promise for corn is not good in many sections, because of the excessive rains, and some other crops are not as good as they might be. Some say that the war in _Europe is at fault for the weather in America, on the theory that the continuous bombardment precipitated the rain. That may or may not be true, but the fact remains that it has not been a favorable sea- son for farmer in all localities, and those in the Middle West can join with their toiling brethren in New England and say that there is an ele- ment of gambling in their business which is absolutely unavoidable. One of Colonel Roosevelt's charac- terists is his unexpectedness. No live man can tell beforehand what he is liable to say or do next. His last public utterance favors the immediate independence of the Filipinos. This MICHIGAN TRADESMAN is not the view he entertained when President, but since then he has seen a new light on several subjects. It has always been a matter of question and open to argument whether the United States was any better off for having taken over the Philippines but after Dewey went into Manila Bay and did such effective work, there was but one question and one duty and that is what would be best for the people of that archipelago. In the main, Amer- ican control has been wise and al- ways friendly. That eventual inde- pendence is desired and designed is generally understood, and all efforts are in the direction of hastening the day when such procedure will be both safe and sane. To give them independence before they can be trusted to manage their own affairs with wisdom would be doing them no favor at all, but the reverse. There are very grave and serious doubts whether that time has yet arrived, but the sooner it comes, the better it will be for all concerned. The science of sanitation is contin- ually finding new things to do and new safeguards to provide. The com- mon drinking cup succumbed to the attack against it and now is com- paratively little in evidence. Indi- vidual glasses are largely used in churches at communion, but somehow the soda water glass has hitherto es- caped. Now it is coming in for its share and will have to meet the is- sue. Health departments are saying that the glasses in which this popu- lar beverage is served are not proper- ly cleansed and there is liable to be a crusade along this line. Once it starts it is pretty sure to be success- ful, since all demands can be so easily met. If instead of rinsing out the glass in cold water, as is the custom, they were simply rinsed in hot water, they would be practicaliy sterilized and made as harmless as the drink which they contain. At the rate which science is erecting safeguards it ought in time to be decidedly diffi- cult to be unhealthy. With Republican Presidential can- didates as thick as blackberries, we see no reason why Mayor Thompson of Chicago should not put himself forward. He announces his willing- ness to make the sacrifice, provided “the younger element of the Repub- lican party wills it.’ We should say that it must be a very young element that would take Mayor Thompson at his own valuation. He is ready with a “tentative platform.’ It will contain planks against the income tax, unless the Government provides an income to be taxed, and another against “a war tax when our country is not at war.” Then, too, the Mayor is to make everybody prosperous by a high tariff. But why does he speak of all this as especially appealing to the younger element? His body of doctrine is hoary with age. It is at least as old as Absalom, who was one of the earliest politicians to ask for votes on the ground that if only he were king, everybody would be fat and flourishing. BLOT ON THE LANDSCAPE. Anyone who has occasion or op- portunity to drive through the coun- try along the good roads or the poor ones and who has a memory ten or twenty years long cannot fail to be impressed with the fact that there are fewer ugly signs to be seen. The time was when much frequented highways were sadly disfigured by these announcements and it is a la- mentable fact that there are some left, but it is gratifying to note that they are decreasing, the old ones are wearing out and new are not taking their places. There is now and then a barn whose roof or side is dis- figured by some great and gaudy statement as to what will cure or what is good to eat for breakfast, but they are by no means as frequent as formerly. Fence posts are not nearly as much used as they were a few years ago for this purpose and there are very strong objections to paint- ing advertisements on rocks or other bits of natural scenery. These have gone very considerably from the highways, although they are still very much in evidence along railroad tracks. especially in the neighborhood of large towns. They disfigure the landscape there, but they are not as bad thus located as on the highways. Most of the signs now remaining on thoroughfares tell the tourist where he can find a garage or an- nounce the situation of a hotel, the number of its rooms and baths, and the price. These have a certain value and give a bit of information and if they are neatly made and tastily dis- played are very much less objection- able than those the patent medicine people used to put out so generous- ly and generally. This commendable change is due in part to a vigorous agitation of the subject which direct- ed the minds of many people to it, and when they stopped to think the ‘conclusion was unfavorable to the continuance of these unsightly signs. No peripatetic painter can yield a brush on a farmer’s barn or fence post without the owner’s consent and the number of refusals is constantly growing greater. Announcements thus placed have always been of doubtful value, and such is the well founded prejudice against them that many decline to buy the goods thus placarded. There are plenty of prop- er places for advertising announce- ments where they are absolutely un- objectionable and where they are looked for and are welcome. The Rural Free Delivery has helped, like- wise, and now every farmer gets every week more advertisinb mat- ter than he can _ possibly read and the fence post is no longer needed for this purpose. The change is certainly an excellent one and everybody will be right glad when the; last offensive, glaring, ugly sign ot any sort is off the highway. There are few men in the country who get more advertising and to whose business it is worth more than Henry Ford, of Detroit. They make jokes about his heap of junk and he buys them at good prices for general distribution. He has original ideag in’ business methods, and when he puts them into operation he gets col- umns of space in the newspapers. But all the time the name. Ford is intimately and. inevitably associated with that particular make of automo- bile. He has*been honored by being called to be one of the advisory com- mittee to suggest how the navy can be made better and more efficient, and it is a good selection. Now either his publicity agent or some enthus- dastic friends are suggesting that he be nominated for Vice-President, There is no halfway business about it on their part and they go the’ whole figure. They do not stop by suggesting that either the Republic- ans or Democrats name him, but urge that he be nominated on both tick- ets. It is argued that he is not only one of America’s leading manufac- turers, but a practical philanthrop- ist, and he might be pre-eminent as both, but still lack that knowledge of parliametary law and the practice which would make him a good pre- siding officer of the Senate. Anyhow the reference is complimentary and it is advertising. To have the iron cross bestowed by the German Emperor is counted a very distinguished military honor. These souvenirs are handed down from sire to son and then to grand- son to show the valor there has been in the family. Hitherto they have been distributed in such small quan- tities that the possessor was an ex- ceptional and marked man. During the recent European war the busi- ness has been exceedingly brisk, and the Cologne Gazette is authority for the statement that 877,949 were con- ferred during the first nine’ months of the Kaiser’s war. That is enough to make them pretty common and to that extent deprive them of special distinction. What very many have, the remainder as a rule do not want, or at least do not covet. There is no doubt but that there has been a deal of bravery displayed by German soldiers in the various fierce battles in which they have particpated, but when the iron crosses distributed run up into the hundreds of thousands their value as must be de- preciated. prizes es eee The Tradesman has no apologies to offer for devoting as much space as it does to one topic on pages 24, 25 and 26 of this week’s issue. On the contrary, it feels that it is doing its readers of German birth and descent a service in defining their duties to- ward their adopted country in the present crisis. Wayne ° MacVeagn the author of the article, was born April 19, 1833, and is herefore in his 83rd year. He graduated from Yale in 1853, was Minister to Tur- key, 1870-71, Attorney General of the United States, 1881, and Ambassador to Italy, 1893-97. Mr. MacVeagh is one of the clearest and most pro- found thinkers this country has ever produced and he has a way of ex- pressing himself which is in keeping with his other gifts. { a —— 10 MICHIGAN TRADESMAN August 4, 1915 AUTOMOBILES AND ACCESSORIES New Methods in Selling Trucks. In this age of progress and rapid development it is a common occur- rence for manufacturers to change their entire selling arrangements to meet new conditions that arise. Ac- cording to E. A. Williams, President of the Garford Motor Truck Com- pany, of Lima, the present method of selling motor trucks is quite dif- ferent from what it was a few years ago. “The time has gone by,” says Mr. Williams, “when truck salesmen sal- lied forth loaded down with statistics and data derogatory to the horse. In the pioneer days of the motor truck industry a salesman based his entire solicitation upon the advan- tages of the truck over those of the horse. If he succeeded in convincing a merchant that his truck was better than a horse, he stood a good chance of closing a sale. “But to-day the system of selling trucks is somewhat involved. A sales- man not only has to prove the super- iority of the truck over that of the horse, but he must convince the pro- spective purchaser of the fact that the truck he is selling is the best suited for the requirements of his business. In other words, the com- petition of the horse has become of secondary importance to that of other motor trucks. “The average business man is con- vinced of the fact that motor trucks furnish the most economical means of transportation. His greatest prob- lem has been to select a truck that is the most adaptable to the nature of his business. A type that is suit- able for one merchant may prove a losing proposition to his neighbor. Investigation will generally show the fault to be in the size and style that is used rather than in the actual per- formance of the truck itself. “To counteract this difficulty we include in our production, trucks of sizes ranging from three-quarters of a ton to six tons in capacity, and in- cluding styles suited to practically any line of trade. “A complete line of trucks simpli- fies matters for the consumer and broadens the scope of the manufac- turer’s business.” —_»- 2. ___ No Radical Change in Cadillac Con- struction. The Cadillac Motor Car Company announces the second of its eight cylinder series, to be known as Type 53. The company has made no rad- ical change in mechanical design or construction and the new “eight’’ is, to all practical intents, a continuation of the first model. Changes that have been made affect principally the accessibility of the en- gine and the appearance of the car. The engine remains, of course, the 99 degree eight cylinder V type that the Cadillac made familiar last year. The electric motor-generator, ignition ap- paratus and carburetor are so mount- ed with relation to the cylinder blocks as to afford easy accessibility to the valves by removal only of the plates which enclose them. The body is a new design, with higher side line, a new cowl, new hood and a higher -radiator with rounded corners, all of which alterations add to the distinction of the car’s ap- pearance. Splashers are fitted to the front ot the radiator and along the inside of the front end of the frame. New de- sign head and side lamps are used, with a tonneau lamp on the right side, in the back of the front seat, to illum- inate the step when the tonneau door is opened. An inspection lamp and a Waltham clock are added to the equip- ment. Inside the body the driver finds the clutch and brake pedals set two inches farther forward, with the dash set forward a corresponding distance, and the signal horn button in the cen- ter of the steering wheel. The aux- iliary seats in the tonneau have been improved in design. : The power tire pump is now attach- ed to the transmission case. The ratio of the second speed gear in the trans- mission is reduced somewhat. Concerning the increase in price of $105 on the open body styles, in the face of the general tendency toward lower prices, W. C. Leland, general manager says: “We could not continue to produce a car of Cadillac type and quality at the old price without doing so at a loss, and I don’t think anyone expects us to do that. “The price of our ‘eight’ was set too low in the beginning. As it was nec- essary to announce the price at the time the car was announced, and as there had been no manufacturing ex- perience with a car of this type, the cost of production could only be esti- mated.” ——_+++—____ Barge Propelled by Auto. For crossing a bay twenty miles wide connected at each end with a fine driving beach along the seashore, a motorist of Aberdeen, Wash. uses a barge built for less than $100 and so equipped that it can be driven by the automobile that it transports across the water. The auto-ferrying barge - is shown in the cover design of the August Popular Mechanics Magazine. A propeller wheel, that is housed for safety, is located at each side of the barge near the stern. The axle of each wheel is at the right height to come in line with the rear car axle when the end of the car is raised a few inches above the deck of the barge and is capped with a hardwood wheel, 18 inches in diameter and 2 inches thick. On each wheel are _ leather clamps for securing it to the spokes oi the car wheel. With the rear of the car raised so that the wheels are clear of the deck and these wheels con- nected with the propellers by the straps, the barge is ready for opera- tion by the engine of the automobile. The work of placing the car aboard the barge and making it ready for use requires about eight minutes. 22 Car License Plates Balled Up. George Wills of Grand Haven en- joys the distinction of having the highest numbered automobile license plate of a legal issue in the world. He got it from Secretary of State Vaughn. It is 1,000,420, although Mr. Wills may think it is 100,420, which it was intended to bt. Because the length of the plate is limited by law the officials had to cut down the size of the figures or cut down the num- ber of them. So they decided to com- bine Roman and Arabic numerals. One man drew “C0350.” “What does the C mean?” he asked. “Roman numeral for 100.” the young lady clerk replied. “I didn’t know there were more than a million autos in Michigan,” said the visitor. Then started an argument. Every- body in the Secretary of State’s office insisted the number was only 100,350. ruled that the visitor was correct, and then there was an investigation. If a rush order can be secured from the manufactures it is likely that the “C’ issue of license tags up to “C5,000” will be withdrawn. School Superintendent Fred L. Keeler An Association of Automobile Owners Organized to Save Money on Tires and Accessories WRITE US Automobile Owners Purchasing Club 113 Crescent St., N. W. Grand Rapids, Mich. price. SAXON SIX $785 Saxon Costs Least to Run Half a cent a mile is the Saxon average. One-fourth of a cent per mile per passenger. No other motor car has ever approached that record. Saxon Roadster $395 These cars are the best that can be bought for the Write for territory terms. Saxon Motor Company, Detroit GRAND RAPIDS SAXON COMPANY 572 Division Avenue, South August 4, 1916 MICHIGAN TRADESMAN : 11 ANew | eo -Eight-Cylinder Cadillac ee The new Eight-Cylinder Cadillac is ushered in on the heels of the The Cadillac transmission and the Cadillac clutch—to cite only most impressive success ever recorded in the motor car industry. two of a number of features—were developed with direct reference It follows a car which has entrenched itself in a positive position oo requirements of the Cadillac V-type engine and the Cadillac of pre-eminence. sauce : The whole country now knows that the number of cars which Their Adoption by other makers may or may not be successful. are even candidates for comparison with the Cadillac, has been nar- It is not the V-type engine, merely as a type, which has proven rowed down until they can be counted on the fingers of one hand. such a triumphant success, but the Cadillac Eight-Cylinder V-type The country no longer asks if the Cadillac is as fine a car as engine, built into a Cadillac chassis according to Cadillac ideas— some other; but enquires instead, what other cars compare with the and as Cadillac artisans know how to build it. Cadillac—and how. That is what we meant when we said that nothing can take the If public opinion could be translated into a few simple words, it place of Cadillac experience in building 13,000 cars. would doubtless result in the statement that there never has been : : ‘ : : : : That is why we do not believe that the equal of this new Cad- a motor car equal to the Cadillac Eight—either in performance or illac Eight will euiee for many a long day. q in stability. : : e Hee : 4 The first Cadillac Eight furnishes for those who would emulate d It - oe eee of a car—this ee sae V-ty Re a its excellence, the one certain source of V-type information based on emonstrated by a year’s experience—whic e new Cadillac suc- oytended experience. ceeds. ‘ ‘ : And the second Cadillac Eight, with that wonderful experience It succeeds a car which many thousands of people believe to to build upon, naturally and logically marks an advance over the ini- have been the best car which the world has yet produced. tial achievement The new Cadillac is the fruit of experience, acquired in the ees oe : building of 13,000 V-type Eights, and of their service in the hands There are no doubts or uncertainties about it. of 13,000 users Its advantages and virtues are all clear and positive and plain. 2. . . . . . We believe that in this new car the V-type engine is developed to hi at has ia the one safe V-type criterion and carried it to the a point of excellence which even the most conscientious effort to highest pitch. i equal, cannot reach in many and many a day. It is twelve months away—13,000 cars away—from the least i A year ago the Cadillac Company was blazing new paths of OF last element of experiment. : ; progress. Its pre-eminence cannot consistently be questioned. It pioneered new principles and new processes, pushing them to In the face of the widespread adoption of the very principles which a point of certainty before its first V-type engine was marketed. pevineee that pre-eminence, its leadership is not even a subject for : : : : S . Nothing can take the place of that hard and painstaking period gee 1i h h Eight-Cylinder Cadill bodi of invention, selection, rejection, adjustment and adaptation. hess soheticcl oma a git a hi 7 ac embodies the As a result, there is but one V-type standard based on extended - ' ES : / ss experience; that is the Cadillac standard. No really desirable qualities are sacrificed in order that some There is but one V-type criterion based on a demonstrated cer- €SS essential—which provide more spectacular, but empty “talking tainty; that is the Cadillac criterion. points”—may be exploited. : : It is obvious, therefore, that the first Cadillac Eight is the source We believe that it possesses a maximum of the worth-while char- from which V-type development must borrow its inspiration. acteristics which the most eXacting motorist wants in his car— power, speed, smoothness, flexibility, ease of operation, dependability and endurance. We repeat—again—we do not believe the equal of this new Cad- illac exists. They referred to that intimate relation between all the parts and And we do not believe that it can or will exist for a long time to all the processes of manufacture which make for a harmonious whole. come, And in that fact lies an exceedingly important consideration. In the pioneering process to which we have referred, the prob- lems solved were peculiar to Cadillac construction. SEVEN PASSENGER CAR, $2080 Other Styles—Five passenger Salon $2080—Roadster $2080—Three passenger Victoria $2400—Five passenger Brougham $2950—Seven passenger Limousine $3450—Seven passenger Berlin $3600. Prices include standard equipment, F. O. B. Detroit. Western Michigan Cadillac Co., Ltd. — 19-23 LaGrave Ave., Grand Rapids, Mich. OSCAR ECKBURG, Manager Write for Catalogue A 12 ' MICHIGAN TRADESMAN August 4, 1915 =, e343 = AN \ CLOTHIN Vi “~ “€ Jay ir ~ \ 1/1 NT The Making of a Clothing Salesman. Gould was a salesman in the real sense of the word. He always met customers with that geniality and pleasantness which immediately cre- ated an atmospheric condition con- ducive to sales. He possessed the faculty of creating a desire for pos- session so strong that all reasonable objections were thrust into the back- ground. He knew just the proper words to use in clinching a sale and just when to put on the clinchers. Gould’s salesmen, although easily an average lot, were, of course, away behind him in selling ability—a fact which worried this enterprising pro- ‘prietor not a little. He didn’t like the idea of good dollars going out his front door when they should have found a resting place in his cash register. Gould gave a lot of thought to this problem of increasing the efficiency of his sales force, but it was some time before a feasible plan suggest- ed itself. Finally, one morning the inspiration came, and ten minutes after it came he had Watson before him in his little office. “Watson,” began the boss, in a very pleasant manner, “I don’t’ want you to think I am finding fault with you, but from now on, at more or less fre- quent intervals, I’m going to offer suggestions to you, as well as the other salesmen, which are destined to increase your selling efficiency. I want to give you more money just as soon as I feel warranted to do so, and the sooner you make me feel that way, the better pleased I shall be. “What I intend to do is to point out your weak spots as I discover them, and help you to strengthen up in the necessary places, so that more business will come our way, and less go to competitors. “T notice you lose a sale occasion- ally because of an apparent inability to overcome price objections. Only yesterday I believe you lost a sale because a customer thought the price was too high. Now, that suit you were showing Mr. Daniels was a dan- dy, and it furnished food for argu- ment sufficient to defeat his opposi- tion, but you were stalled because you lacked familiarity with that brand of clothes. You must study our goods carefully; know the special talking points of same, and be able to pre- sent them in a forceful convincing manner. Here is a circular giving just the information you want. Study it carefully, and next time you meet a price objection on that’ particular brand of clothes, you'll be surprised how easy it is to overcome. Any time I can help you let me know.” Parker was next called upon the scene of action, and after being thor- oughly introduced to Gould’s new efficiency plan, was shown wherein he fell short as a salesman. “You have the quality talk down fine,” declared Gould, “and along that line I’ve no criticism to offer. How- ever, you have one fault which is now and then responsible for a lost sale. “Your chief trouble is that you do not consider strongly enough the buyer’s viewpoint—a very important things, always. You must learn more effectually to link up the article you are selling with the customer’s spe- cial needs and desires. Show him how it is to his interest to own such a suit as you are trying to sell him. Actually make him see himself attir- ed in the suit, explain how such clothes will give him poise and dig- nity. Impress on him the satisfac- tion he will derive from knowing that when people size him up, as they are constantly doing, that the distinctive elegance of his dress is sure to win him a favorable verdict. Show him how the purchase of the suit in ques- tion means an investment to him, other than the mere wear he will get out of it. Do some thinking along this line, and try out the suggestion on your next customer.” Lawson was next, and he was not long in learning of a very serious mistake he had made recently, and which the crafty proprietor had not failed to take note of. “Lawson, you sized up that over- coat prospect wrongly yesterday morning, didn’t you? I’ll admit he didn’t look very prosperous, but you cannot always tell. When he asked to see an overcoat you thought he wanted one of the cheaper grades, which you showed him, and so ex- hausted your selling talk on these goods, but it’s an up-hill game, and very risky to play it the other way. It always pays to sell the high grade clothes wherever possible, not only because they generally pay a better profit, but because they are more apt to give the sort of service that satis- fies and makes permanent patrons.” Another man was then summoned to Mr. Gould’s office. Butler was called in. He learned that Gould knew all about his un- successful attempt to sell a suit of clothes to the president of the First National Bank. The reason why he fell down seemed very logical when explained to him by the boss. “Hopkins liked that suit very well,” declared Gould, confidently, “and he really wanted to buy it, but what he wanted you to do was to satisfy him that it was the latest style and A-1 in every particular. You didn’t come across with a_ strong, convincing statement to this effect, and he. es- caped you. “Do not hesitate to recommend and stand behind everything we have in the store. All goods found here should stand a liberal guarantee. I expect every article to give the buyer his money’s worth of service and sat- isfaction; if it fails, I’ll make it right. “Confidence in the goods you are selling is a powerful asset to suc- cessful salesmanship. It’s mighty hard to inspire in others a confidence you don’t yourself feel.” Short talks between proprietor and salesmen soon became quite common occurences in the Gould clothing store. Criticisms were handed out whenever they were necessary, being always given and taken in a friend- ly spirit. And it must be added that Gould never forgot to commend a virtue as well as condemn a fault. Co-operation between owner and em- ployes is very valuable—F. L. Edman in Clothier and Furnisher. ———_-o-?->—_____—_ ' Dining Cars Will Stay. An interesting exchange of opin- ions on the. cost of the dining car service maintained on the large rail- road systems was given last week in Chicago at the hearing on passenger rates before the Interstate Commerce Commission. All the roads lose mon- ey on these cars—with a single ex- ception—the Illinois Central reported e a profit of $48 during the past year, and this of course does not help much toward the payment of interest and dividends. But it does not appear that the managers are anxious to dispense with dining cars. They understand that part of their duty is to see that passengers are enabled to get satis- factory meals while making long jour- neys, as from Chicago to Seattle or San Francisco. And the dining cars while showing a loss on the books, effect savings in other ways probably more than enough to justify the state- ment that the roads cannot afford to do without them. Twenty or thirty years ago restau- rants were maintained at stations along the lines for the accommoda- tion of passengers. Twenty minutes usually was allowed for a meal; haste was unavoidable, and passengers were disturbed by the thought of missing their trains. The railroad restaurant at best was unsatisfactory, and when it was largely superseded by the dining car, the public took kindly to the change. From the rail- road point of view the restaurant, ex- cept at the big stations, is not attrac- tive either as a convenience or as a money maker, and while the cars on a system like the Missouri Pacific lost $42,000 in 1914, it does not: ap- pear that a chain of restaurants would have made any better financial show- ing.—Providence Journal. —_2-+~ Many a man’s head is so soft that a brick will produce a deep impression thereon. Clothing Merchants ‘Take Netice The Best Clothing in the world to retail from $10 to $30 For Men and Young Men Can be seen by appointment (no obligations whatever to buy) at the Morton House, Grand Rapids Monday and Tuesday, August 9 and 10 ‘Please address communications to M. J ROGAN, Morton House, Grand Rapids. August 4, 1915 CHOOSING A COMPETITOR. Good Natured_ Rivalry Creates Business. Written for the Tradesman. ‘Literally Not every retail merchant is for- tunate- enough to be able to choose his competitors, nor wise enough to do so if he were given the oppor- tunity. Yet the second most import- ant factor which has to do with a merchant’s success or failure is very often the character of his competi- tors. It is a small community in- deed in, which some sort of mercantile competition does not develop, and ex- cept in the case of what might be called the farm store often times con- ducted in connection with the rural postoffice, “no competition” is not a good condition for any kind of a man engaged in any sort of commercial or industrial endeavor. Said a retired hardware dealer not long ago: “If I ever go into the re- tail hardware business again, I shall go to some town which has at least two hardware dealers, one of’ whom is successful and a hustler, and I am going to buy out the man who is not so successful, because I want a live man for a competitor. I am going to cultivate his acquaintance and make concessions so as to be on friendly terms with him, for the rea- son that I know by exper‘ence that if dealers will work together in their advertising and co-operate with one another to get the business to the town, they can each get their share of the business and it will be profit- able to all concerned.” This is a man with the right spir't and what he says applies equally as forcefully to any other line of mer- chandising as it does to that of the hardware trade. It is an indisputable fact that the human race is so con- stituted that almost to a man of us we require some special impelling force to prod us on toward the goal of our greatest possible achievement. Some men, when looking for a lo- cation to engage in business, seek with great diligence for a point where there is no competition or very weak competition, thus unw'ttingly dis- playing an inherent weakness or lack of knowledge of himself and human nature in general that is a distinct handicap to successful achievement. The man who desires no competi- tion because he is by nature a monop- olist and believes in steam roller methods is the kind of individual who will charge for his merchand’se “all the traffic will bear.” He will in ail probability sacrifice quality, when he thinks he can do so with impunity, charging at the same time for his poor goods what first-class ones are worth, and in time will become dis- credited in his community. Then, when he thinks he has the situation cinched, some four-square, honest, progressive merchant will enter the field with him and quickly secure the custom of the town. Then the old dealer will howl vigorously—about the only thing a man of that kind ever does with vigor—and rant of the ingratitude of people whom he _ competitor at the MICHIGAN TRADESMAN will say he “has trusted and favored all these years.” The wide awake ambitious man who is determined to maintain his abilities and grow bigger and strong- er as the years pass and he gains knowledge and experience recognizes human weakness as well as strength and_ prefers to be placed or to place himself deliberately in a position where it is a case of necessity that he get up and dust in order to hold his own. He is the kind of man who petitions not for an easier task, but to be a stronger man—strong both as a competitor and to meet compe- tition from other sources. Two men, big mentally, morally and with business ability, who work on fair and square terms together, are alive and energetic, will literally create business. Their trade com- munity will be stretched to its farth- est possible limits and all the people will feel the tingle of their enthus- jasm and friendly but keen rivalry, and will recognize that such mer- chants are playing up to a high stand- ard that cannot fail to redound to the ultimate benefit of all people who trade with them. Customers do not like to feel that they must be constantly on the watch to prevent being taken advantage of. The old attitude embodied in the phrase, ‘Let the buyer beware,” has been relegated to the ash heap, and there is a new standard exacted ‘of sellers of merchandise, and which de- mands that the merchant labor for his customers’ interests. When the peo- ple of any community become thor- oughly acquainted with the fact that two merchants are honestly vieing with each other to best serve the public, it creates a priceless confi- dence and means more money in the tills of such dealers as are so hon- ored. When choosing a business location you have a chance to choose your same time, there is a lot of satisfaction in deciding to enter the contest with a man who is‘ worthy of your steel and keeps you On your mettle. At the same time remember that it is not mere an- tagonism that you are seeking or that it is a rough and tumble fight for supremacy that you are to wage. An ideal competitor is one with which it is possible to fraternize as well as to compete. Many times it is neces- sary for dealers in the same line to compete against a common enemy or join forces to meet an unusual situa- tion. A case in point is that of a certain man who was planning to build a rather fine house in an Illinois town where there were two hardware stores. This man went to one of the local dealers, who was an intimate friend, and asked for an estimate of the cost of the builder’s hardware. The dealer approached was not a good estimator and, in fact, had little knowledge of the better grades of th's class of goods, and at first he was undecided as to what do do. He happened to remember, however, that his competitor had once been em- ployed in a large city store and was doubtless familiar with the grades needed. He went to him, explained the case and the two dealers together figured out the estimate and divided the business between them. Had the first dealer merely said that the goods were too high grade for the trade of the town and made no effort to get the order, it is probable that the builder would have made no further effort there, but would have sent the order to the city. It very frequently happens that it is . 13 an advantage for dealers to ask fa- yors and accommodations of each other and friendly relations, well es- tablished between competitors, are worth much to both factors. E. E. Reber. SUT ith y 139-141 Mons Both Phony (Tig, Val Ome, OM kei departments of your store. ounces for ten cents. >as a Salesman Naturally you are interested in pushing the sale of such articles as will repeat and will induce sales in other “Little Buster’ ‘Little Buster’? Popping Corn does that. It is a constant, persistent sales force. The customer who purchases a package of “LITTLE BUSTER,” in addition to being pleased with her purchase, will buy butter, salt, chocolate, lard, eggs, honey, flavoring, etc. You make a handsome profit and give the customer the largest obtainable value for the money—16 full Order a case from your jobber to-day. Full cases 48, half case 24—1 pound packages. THE ALBERT DICKINSON COMPANY Chicago, III. CHEER UP! “After Clouds, Sunshine” That’s Our Motto Each act on this week’s program offers cheer—rain or. shine ..Visit Ramona ... i4 MICHIGAN TRADESMAN August 4, 1915 pT Bry Be Cod er _~— Receiver E. R. Webster of the de- funct bank of Clarkston has started suit against the bondsmen of R. E. Jossman, who is serving time in Jack- son prison in an effort to recover the amount of the bond of $10,000. The suit will be contested on the ground it was not a continuing bond and did not hold good when he Bank failed in 1913. Jossman was Cashier of the Bank. He is assisting in the auditing department of the prison now. The final curtain went down on the criminal proceedings growing out of Ironwood’s Bank failure when at Iron Mountain the jury in the second trial of M. A. Fitzsimmons, Cashier of the late Bank of Ironwood, on a charge of embezzlement, returned a verdict of not guilty. The trial occupied ten days. Charles M. Humphrey, of Ironwood, prosecuted the case, as- sisted by the prosecuting attorney of Dickinson county. The defendant was represented by Attorney H. M. Norris, of Ironwood, F. B. Lamor- eaux, of Ashland, and R. L. Ham- mond, of Iron Mountain. Ironwood people who were witnesses at Iron Mountain say little interest was man- ifested by the people of that city. The Luther Exchange Bank will shortly be incorporated. It is under- stood that the Buckner family will re- tain a controling interest in the or- ganization, and that Norman Buck- ner will continue as Cashier. Asso- ciated in the enterprise will be C. W. McPhail, of Ludington, who is in- terested in a number of State and pri- vate banks in Michigan, and R. J. Smith, Cashier of the Lake County Bank at Baldwin, who together with members of the Buckner family will probably make up the board of di- rectors. The new Bank will have a cash capital of $25,000 and a surplus of $5,000. The stock not taken by the above named will be sold at $125 per share. After nine and a half years in the courts the case of George W. Stewart vs. the Traverse City State Bank and estate of Julius T. Hannah has been finally disposed of by the Michigan Supreme Court. The case was Start- ed in December 1906, and at the first hearing the Circuit Court gave the complainant a verdict of $4,100. An appeal was made to the Supreme Court and the verdict was reversed At the rehearing of the case in the Circuit Court the defendants were given a judgment of $727 and again an appeal was taken to the higher court, with the result that judgment was rendered for the complainant in the sum of $2,196.50 with interest from the time the case was started. An interesting fact in connection with the litigation is that nearly all who were leading participants at the start are now dead. C. H. Ranney has resigned as As- sistant Cashier of the Hillsdale Sav- ings Bank, to become State auditor for the John Hancock Mutual Life Insurance Co., with offices in Detroit, and began his new duties August 1. A. I. Wright and Frank W. Hub- bard, of Bad Axe, have bought the greater part of the stock of the Home State Bank of Gladwin, which will be reorganized. Cashier R. B. Mark retains a part of his interest. The Citizens’ Savings Bank of Owosso has abandoned its home at the corner of Exchange and Wash- ington streets, and is located two doors farther west on Exchange street. The change will be only tem- porary while the bank building proper is being remodeled. A Detroit brokerage firm is writ- ing subscriptions to the stock of a proposed United States Trust Com- pany, which is to have an authorized capital of $500,000 and a surplus of $500,000 par value of the stock at $100 per share. The subscribers are to agree to pay Sterling & O’Donnell, as trustees, $200 per share, enclosing a check for 5 per cent. of the amount of their subscriptions. Further pay- ment of another stipulated sum will be required when the company has secured subscriptions for 50 per cent. of its capital and surplus and the bal- ance thereafter in five equal payments thirty days apart. The company agrees that should no allotment be made, the amount of the subscription will be refunded in full. No an- nouncement is made of the success with which the proposition is meet- ing. There is no one thing more in- dicative of the prosperity of a com- munity than the deposits in the bank- ing institutions. According to the compiled statements of the banks of Houghton county, as combined and- summarized by the First National Bank of Calumet, the deposits in the county showed an increase, from September 12, 1914, to June 23, of this year, of nearly $1,500,000. Much of this is in savings acounts. The copper country is at present enjoying almost its greatest prosperity and, ac- 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. Fourth National Bank Savings Commercial Deposits Deposits Per Cent Per Cent Interest Paid Interest Paid on on Savings Certificates of Deposits Deposit Left Compounded One Year Semi-Annually Wm. oe Capital Stock John W. Blodgett, and Surplus ie $580,000 J. C, Bishop, Assistant Cashier $100 First Mortgage Bonds Tax Exempt in Michigan To Net 544% Descriptive Circular Forwarded Upon Request [;RAND RAPIDS [RUST [ OMPANY Ottawa and Fountain Grand Rapids, Michigan August 4, 1915 cording to business men and visitors who have enquired into the situation, the measure of prosperity is increas- ing notably as the year progresses. All the mines are working, and in all other lines of industry and in busi- ness all is hustle and bustle, with promise of extended operations in all parts of the mining territory. There is not an idle man who is not idle through choice, for there is plenty of work for all. It is believed that fully 17,000 men, probably more, are employed in the mines, mills and smelters of the district at present. The comparative bank statements show that not only do the deposits show an increase but that overdrafts are less than the first of May of this year and in October, while the banks are doing a better business, with more money loaned and more money in cir- culation. The cash in the banks is nearly $150,000 more than on May 1, last. The situation in money is easy, with a disappointing demand from nearly all classes of borrowers. Bank- ers are not looking for much if any change in rates for the next few months, although an enlargement in the demand is expected, as it always comes when the crop-moving season is at hand.” Bankers say the money situation at present is the most pe- culiar they have known, being gov- erned by unusual conditions. Deposits are holding about the same as for several weeks past. Local and country banks are buying paper to a fair extent, and rates are 3% to 4 per cent. Within thirty days the new wheat movement will be on and a better call is expected. —__2->___ Consolidation of Two Old Barks. Adrian Aug 1.—Lenawee county will soon have one of the largest hanks in the interior of the State un- der a merger planned by the officers and stockholders of Adrian’s two old- est banks, the Waldby & Clay State Bank and the Lenawee County Sav- ings Bank. This merger, which is one of the events of the month in Michigan banking circles, has been quietly taking shape for some time and is to be formally inaugurated August 2. Each of the old banks will be equally interested in the consoli- dation. Both boards of directors will be merged, thus increasing the board to nineteen members. The process of carrying out the merger will be completed without taking out a new charter. In cast- ing about for a name for the con- solidated Bank, officials of the old banks found it practically impossible to combine the names in any satisfac- tory manner. There were objection- able features which argued against the adoption of a completely new name, and it was finally agreed that the Bank should take the name of the Lenawee County Savings Bank. The consolidated Bank will start with a capital stock of $150,000, sur- plus of $50,000 and undivided profits of $10,000.- The merger will entail MICHIGAN TRADESMAN : . 15 resources approaching the $2,000,000 mark. Both bank buildings will be utilized for the new institution. The savings department will be located in the Lenawee County Savings Bank build- ing, and the commercial department in the Waldby & Clay State Bank building. The merger will take the Lenawee County Savings Bank from a field in which it had stood almost alone, that of an exclusive savings bank. Dur- ing the past year it has been one of two such institution in the State. The Wayne County Savings Bank in De- troit formerly was another, but its merger with the Home Savings Bank of Detroit took it out of that class. This merger will leave but one such bank in the field, the United Savings of Detroit. At the same time, the Waldby & Clay organization will emerge from a pioneer career, being the second oldest bank in Michigan. The oldest bank eclipses its record only by a year. It was founded on December 12, 1850, by Ira Bidwell and William H. Waldby, and has done business in the same quarters ever since that date. The Lenawee County Savings Bank was founded in 1869. The heavy business responsibilities which have devolved upon the shoul- ders of the men respectively at the heads of these two old institutions are said largely to have been respon- sible for the merging of their organ- izations. H. B. Waldby, head of the Waldby & Clay’s State Bank, is a pi- oneer of the active financial men of the city, having been connected with the affairs of the city for a life time. H. V. C. Hart, President of the Lenawee County Savings Bank, also has long been identified with the financial affairs of the city. Mr. Hart’s connection with the Lenawee County Savings Bank commenced in the fall of 1876, and he has served it continuously from that time. GRAND RAPIDS NATIONAL CITY BANK CITY TRUST & SAVINGS BANK ASSOCIATED Combined Capital, Surplus and Undivided Profits $1,781,500 Deposits Exceeding Seven and One-half Million Dollars Business firms, corporations or individuals requiring reliable financial information relative to Grand Rapids businesses or business opportunities are invited to correspond with the investment departments of either the Grand Rapids National City Bank or City Trust & Savings Bank, which have at their imme- diate disposal a large volume of industrial and commercial facts. GRAND RAPIDS SAFE Co. Agent for the Celebrated YORK MANGANESE BANK SAFE Taking an ome rate of 50c per $1,000 per year hat is your rate? Particulars mailed. Safe experts. Tradesman Building Grand Rapids, Michigan Ask for our Coupon Certificates of Deposit Assets over $4,500,000 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 bs Per Cent. Paid on Certificates Largest State and Savings Bank in Western Michigan 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, Profitable and Safe Good bonds offer an immediate and profitable investment which you, whether you are trained in financial matters or not, can make with perfect safety if you buy the bonds we offer as we offer only those we have fully investigated and can recommend. We have them in denominations of $100, $500 and $1,000. THEY WILL NET YOU / RETURN THESE BONDS ARE TAX EXEMPT THE MICHIGAN TRUST Co. of Grand Rapids MICHIGAN TRADESMAN August 4, 1915 16 Showing Up the Fallacies of Mail Order Houses. E. Leslie Wildey, of Sioux City, Iowa, is on the warpath against the misrepresentation of the mail order houses in their catalogues and has filed with the Post Office Department certain data on which he predicates an accusation of false representation. In a letter to the Grocery World Mr. Wildey tells of his experiences and what he hopes to accomplish by his ‘campaign. “ T maintain if the catalogue houses were compelled to give the value they claim to give,” he says, “within six months’ time they would be bankrupt. On the other hand, if the catalogue house values were as a matter of fact equal to what they claim to be, within six months’ time every jobber and re- tailer would be forced out of business. I contend the catalogue house ought to give what it advertises or else ad- vertise what it is giving. “In Montgomery Ward & Co.’s last issue previous to the current one they described a chair ‘worth $4.50; our price $2.90.’ I invested $3.05 in that chair, and I have two offers from Montgomery Ward & Co. to return the invoice. That catalogue house has been guilty of defrauding and using the mails for that purpose, and I have written my Senator and Con- gressman about it. “IT have two yards of toweling that I purchased of a mail order house; the mail order price 15 cents, the usual retail price 20 cents. I sent samples to different wholesale houses and asked them to advise me what they could furnish it for, and from three independent sources I got the quotation at 9% cents, a price that would enable you to meet the cata- logue house price and make 35 or 40 per cent. on the sale. “It is my plan to run through the catalogues and pick out’ these prices, and present my side of the story. It is my method to advertise the cata- logue price on an article like this, and then call attention to the misrepre- sentation. I have found that it pays to show up these facts; not in direct sales, perhaps, but for the impression. There is probably no dealer who has not been confronted with the cata- logue house price on this article or that. “In one instance I took up their offer on house paint. They adver- tised that it would cover 250 square feet to the gallon. They figured on a house with more than an ordinary supply of windows and doors. The house figured practically 2,600 square feet, and taking out the doors and windows there was left 2,100 square feet of painting surface. The cata- logue house gave eleven gallons as the amount of body paint necessary for this house. As a matter of fact this figures less than 200 square feet of painted surface. “I. forwarded these dimensions to two paint factories and asked how much paint would be required. Both figured that fifteen gallons would be required to paint a house 20x 30x18 feet, or 188 square feet, three coats. Allowing for windows and doors, this is about 100 square feet to the gallon. “You could buy of these paint fac- tories a good paint for $1.12 a gallon, and on the basis of the covering ca- pacity you would give $2 a gallon for the catalogue house paint. Ifyou are selling paint and will sell it on the basis of what it will cost to paint a house, you will not have any more trouble on paint. It was worth while to investigate the catalogue house ad- vertising on that item. Every mail- no report has been made on that case as yet. In ordering catalogues since that time there has been only one solitary garment with our price and the usual retail price given. “Boil the mail-order house propo- sition down, and it resolves itself into. the following simple facts: First, discrimination in price in favor of the mail-order house. Second, discrim- ination on the part of the mail-order house as to value by misrepresenta- sults he thinks he should. He won- ders if he is handling his customers to the best advantage. Possibly not. Judging once more by his letter, he may have a tendency to do all the talking. himself. There is a story of a life insur- ance agent who was trying to sell a policy to a stammering man. He had the policy sold several times over, but each time before the stammer could tell him so, he would start off New Building to be Erected by the.Grand Rapids order catalogue is full of similar mis- representations. “Among other things I purchased a petticoat. This petticoat was listed as having a retail value of $2; our price $1. I had considerable difficulty in matching this up at any price, as the style dated about two or three years back. I found, however, when it had been in, that style had sold around $8.50 to $9 a dozen. I sub- mitted a full statement of the facts to the Post Office Department, but tion to the consumer. The consumer is not well enough posted to discover lots of these things, and it is the duty of the dealers to know them and to point them out.” ——_>-2 Let the Other Fellow Talk, Too. A young man writes to this office to enquire whether it is possible, as he puts it, to “overdo a good thing.” He says he is a salesman—a fluent one, if his letter is typical of his sell- ing talk—but he doesn’t get the re- Savings Bank. on some more persuasion. The re- sult was that the man got worn out and mad and refused to take the pol- icy. It is quite possible for a man who is selling goods or raising money or trying to convince others of some- thing, to do so much talking that the other fellow never gets a chance even to say “yes.”—Kansas City Star. —_2-+-e—____ Worry is part of the price a man pays for living. August 4, 1915 MICHIGAN TRADESMAN : 17 T| “A Premium Flour’ As connected with Lily White Flour, the premium means that in order to secure the proper grades of the different varieties of wheat from which it is made we pay an extra price or “premium.” This is to encourage the farmer to consistently bring us the best of his yield. It is a policy that has been followed by this organization for years. You. get the benefit in LILY WHIT ‘‘The Flour the Best Cooks Use’’ But though the wheat we buy is the best that can be had for money, our process of milling demands that even more be done. The wheat is scoured. Those who have seen this operation call it sanitary laundering. It is enough to say here that each individual kernel comes out ready to be milled, spotlessly, shiningly clean. Each variety is milled separately and carefully watched, then they are blended, a certain quantity of this, a certain amount of that, until the result is a perfectly milled flour, successful in every purpose to which any flour may be put. Consequently it is more economical and satisfactory to use than any other you can buy. Valley City Milling Company Grand Rapids, Michigan a a 2 This is a reproduction of one of the advertisements appearing in the daily papers, all of which help the retailer to sell Lily White Flour. 18 MICHIGAN TRADESMAN August 4, 1915 Well-Meant Advice Which Can’t Be Followed. Written for the Tradesman. It was at Burcham’s store in Star- field. Al Manning, the affable trav- eling salesman for the large whole- sale house that supplies Mr. Burch- am with the greater part of his goods was there with his trunks. The one clerk had gone to lunch, so the en- trance of a customer, a farmer’s wife who had driven in some miles to shop, interrupted for a time the pro- prietor’s inspection of Manning’s samples. So the traveling salesman simply stood back and watched his customer sell goods. As the result of a half hour’s observation, during which time the lady had been shown the stock in a number of lines and had made selection of between seven and eight dollars worth of goods, Mr. Manning felt obliged to remonstrate with his storekeeper friend. Of course this was done in the friendli- est spirit, and not until the customer had gone on her way and the two men were alone in the store. “My stars, Burcham, you're selling things too cheap! ‘You're robbing your own cash register. Now that embroidery that you're selling at 18 cents. ‘The lady took five yards of it, you remember. I have a_ cus- tomer over at Covington who gets 25 cents for the same _ identical thing. I’ve seen him measure it off. And those big Turkish towels you're letting go of at 35 cents apiece, three for a dollar. I sold them to you at $3 a dozen, and they are great value for that. Of course it’s not a bad margin you’re making, but you might just as well get 40 cents apiece straight for them. Mil- lard at Primo City asks that for those towels. They’re large and they look almost like a fifty-center. And that wide ribbon your customer took such a lot of—evidently stocking up on hair ribbons for her little girls. That costs you $1,10 a bolt. Absurd for you to be selling it at 15 cents a yard! I know half a dozen stores where they get 18 cents for that, and one customer over on the west side of the state gets twenty cent—al- most doubles his money. “You’ve got a fine trade here, Burcham, and you could be coining money if you’d only show a little more nefve in pricing your goods. Of course when you put out a leader the price ought to be low enough to be a little startling. And there are staples that have to be sold very close. But with an article that’s a good looker and that most people don’t know exactly what it’s worth—there is your opportunity to make a little easy money. Why not improve it? I’m talking to you for your own good, Burcham——” The dealer was about to reply when other customers came in. The little preachment of criticism is here quoted simply as an example of a kind of-advice that the repre- sentatives of wholesale houses quite often bestow upon retailers, for the supposed benefit of the latter. Some- times salesmen, not on the road but “in the house,” attempt to tell buyers who have come to market how they ought to price the goods they pur- chase, their suggestions usually being to the effect that prices should be asked that allow very high margins of profit. Sometimes there may be an ulter- ior motive in this—to urge on a sale by making the customer believe that the article under consideration will be a great money maker. More often however, I believe that the whole- sale salesmen, both those on the road and those in the house, have the in- terests of their customers sincerely at heart, and really fear that the re- tailer will sell his goods too low. These _ self-constituted advisers seem unable to put themselves in the retailer’s place. They think that all a retailer needs to do in order to get a high price is to ask it. While they realize that they themselves must meet the prices of competitors in. order to hold patronage, they seem unable to see the parallel be- tween their own situation and that of the retailer. Had Mr. Burcham seen opportuni- ty to reply to the advice of his sales- man friend, the argument he would have advanced would have been this: “T must give my customers at least as good values as they can get else- where, or lose their patronage; and this not on just a few items put for- ward as leaders, but right through all the lines. “Other dry goods stores here in this town are working hard to get trade. The mail order house cata- logues are in every farm house for miles around. As you know, there is a good-sized city only twenty-five miles from Starfield, with big stores all bidding for the out-of-town pat- ronage. My customers are wonder- fully well posted in regard to prices, and as a rule they would refuse very promptly to buy goods priced too high. If occasionally I might work off an item at an exorbitant figure, the chances are that the customer soon would find that she could get the same thing elsewhere for less money and feel sore at me. Seldom is it wise to try to make more than what may be called the regular mar- gin for the class of goods. Any prof- it above this is apt to be dearly bought.” Many a helpful suggestion and val- uable tip the traveling salesman who is loyal to their interests may give his customers. But when he advo- cates boosting up prices where he- does not understand the conditions, his advice can’t be followed. Fabrix. —_.-.___ The Real Sufferer. “So,” said the neighbor sympathet- ically, “your baby suffers from sleep- lessness, does he?” “No,” responded the haggard and hollow-eyed man; “he doesn’t. He seems to enjoy it. I’m the one who suffers.” Average Turnovers. Investigation has shown that the average turnover in the retailing lines are about ten times a year in the grocery, department stores seven, drug stores four, dry goods stores four, hardware store three and a half times, furniture stores three times, shoe stores over two times and cloth- ing stores twice, and jewelry about one and a half times. Now the business carrying the smallest stock, often turned, offers the freshest goods to the buyer and by lesser investment the larger profit for the dealer. Further, a small area can be kept in proper condition, takes less to stock, requires, less help for a given volume of business. Our traveling Wholesale Dry Goods Co. you within the next two weeks with full lines of fall merchandise. Paul Steketee & Sons man will call on Grand Rapids, Mich. color. 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. and sizes to fit every requirement. : Regular, Full Dress, Shirtwaists are made in flesh Guarantee with every pair. Naiad Waterproof Sheeting for the nursery and hospital The C. E. CONOVER CO., Mfrs. All styles New York August 4, 1915 How “Style Pirates” Steal the Ex- clusive Models, The most successful style stealers on record! This, in a nutshell, is the opinion of many of the representative manu- facturers, importers, fashion creators and others, in their comments on the spring season of 1915. That the copy- ists have worked overtime is gener- ally understood. They have been confronted with a more difficult prop- osition this season than ever. But, despite all the care exercised to guard certain styles, in every instance “the bird has flown” and hardly twenty- four hours after a creation is perfect- ed, “the trade has it.” Just how the secrets of a dressmaking or manu- facturing establishment leak out, is an unsolved problem with a fortune waiting for the discoverer. But there is hardly a manufacturer of coats, suits, dresses or waists in the city who will not admit that after the “ninth stitch” the style is “public property.” A Chinese magician would have a run for his money compared to some of the tricks practiced in the women’s ap- parel manufacturing centers, accord- ing to one man, who has lost so much confidence in his associates owing to the theft of his styles, that he hard- ly trusts himself. This man went on to explain how the charming new costume makes its appearance in the showroom of some exclusive house and is priced at $125. Monday morning, for example, it makes its initial appearance. Tues- day afternoon a manufacturer has the identical style, “a wonderful origina- tion” priced $75. Thursday the “good number” is below Twenty-third street for $15 and by the following Monday East New York, Brownsville, and Newark manufacturers have the same “exclusive” model, at the attractive price of $7.50 “6-10, 60 extra.” And so it goes, said the manu- facturer, with one stealing from the other and the process of cheapening marking time all the way from Fifty- ninth street down to the Battery, over to the Borough of Brooklyn and in- cidentally touching New Jersey. After a while other cloak and suit centers “get the tip” and the country has it. The $100 garment on a Tuesday is a $25 garment on Thursday. Not the same garment, because the $100 dress is an original creation of a certain well known dressmaker, while the $25 garment is a nearly exact reproduc- tion of the style as “originated” by some enterprising manufacturer who knows a good thing when he sees it. This was a statement made by one of the leading dressmakers, who ad- mitted her styles are no sooner born than they are kidnapped without the slightest clue to the guilty one. That some of the employes in the workshops of leading dressmakers are on the payroll of certain manu- facturers, is the charge made by the head of a Fifth avenue establish- ment, who is now conducting a rigid investigation as a result of a “little information” furnished a few days ago. The underground channels of information have long baffled the big- gest men in the industry. One of New York’s most exclusive season for MICHIGAN TRADESMAN manufacturers of costumes, a man whose creative originality has attract- ed the attention of the style pirates for years, commented with some amusement the other day on the vari- ous efforts made by manufacturers to get hold of his models. For some time he has suspected that certain of his own customers have utilized their purchases from him to have copies made in cheaper fabrics but only in a few instances has he been able to present proof to substantiate his suspicions. Like many other manufacturers who really create, he is not at all surprised to see photo- graphs of copies of his own gowns labeled “imported.” When the manufacturer was bring- ing out his spring line he was visit- ed by a woman who represented her- self as the sister of a well known Boston retailer. She explained she was assisting in the buying and want- ed to look over the line. It was shown. The manufacturer was not surprised when he learned a week later that the woman was a designer for a competitive manufacturer. He has reached the point where he is now taking these instances as mat- ters of course. The solution of the piracy, in the opinion of many, is to be had in later showings of lines by manufacturers. They have long contended that the early displays not only confuse the retailers relative to future style ten- dencies but afford the “jobber.” or pirate, an opportunity to get hold of original models of manufacturers and have them copied by contractors and on the road in much cheaper fabrics and workmanship before the origina- tors of the models they copy are ready to show their goods to the re- tailer—Women’s Wear. 2-2. 2a _____ Some Differences Between Men and Women. Women care more for the little things of life than do the men. That is because they are women. A woman is cast in a mold that is different. As a rule the woman is smaller physically and larger sentimentally. A woman remembers. anniversary dates. A woman can tell you the day of the week, the day of the month and the hour of the day when she was married. The average man remembers that he is married but he would never know that a certain day was his wed- ding anniversary if his wife did not refresh his memory. A woman likes to be praised admired. Men, also, like to be praised. When a woman appears in a new hat and gown, she would like to have her husband tell her that she is “look- ing prettier than ever,” but he sel- dom does. As a matter of fact he is just as likely to not notice that she has either. and >.> It is easy to ignore insults aimed at some one else. —_——~°—->____ An heiress ought to make a capital wife. Flax Wheels An Attraction in Linen Display. Written for the Tradesman. Lately I saw what seemed to me an unusually good and taking display of table linens. It was in one of the big windows at one side of the main entrance of a large modern store. The space occupied was about twenty-five feet front by the full depth of the window—at least ten or twelve feet I should say. Two dining tables had been placed in the window, each covered with a round cloth with buttonholed scal- loped edge. Beautiful piece damasks were to be seen on suitably arrang- ed racks, as also hemstitched table- cloths, lunch sets and a great variety of napkins. A display of good table linens al- ways is attractive. The feature that especially distinguished this one was the use in it of three old flax wheels, Cards attached gave the age, owner- ship and interesting facts in the his- tory of each of these picturesque rel- ics, all of which were more than a century old. There was also a bunch of flax and some tow. Naturally people would stop to see the genuinely antique wheels, and could hardly fail to note the goods near them. I believe this featuring a tinen dis- play with old flax wheels is not alto- gether new—it seems to me I have seen it before. But it still is uncom- mon enough and striking enough to be good advertising. Any dry goods merchant who has one of these heir- looms of his own or can secure the ER : 19 loan of one, would do well to em- ploy it in his next linen display. The actual spinning of flax in the window would be more striking and attract more people and hold them longer. But this would be a scheme difficult and expensive to carry out in this country at the present time. Placing just the wheels in the win- dow, if one has them as his disposal, is far more practical. In the display described there was an effort at ornamentation that struck me as a mistake. This was the liberal use of artificial roses red in color. The flowers were good of their kind and their use did not make a serious blemish on the effect—the display was still exceptionally good and at- tractive. But the pretty linens would have looked really better without the big red roses. An observer remark- ed that ties, loops and draping of a dainty shade of blue ribbon would have relieved the flatness and _ stiff- ness of the linens, and added the little needed touch of grace and adornment more appropriately than artificial flowers. K. K. A man’s idea of a “quiet I'ttle game” is one in which money does all the talking. — +++ Usually a lazy man is a dead loss to himself. 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. “Empire Brownies” Are warranted by us to give satisfaction to the merchant as well as his customers. We call especial attention to this line with reference to variety of patterns, range of sizes, also prices, and solicit a trial order. Grand Exclusively Wholesale Rapids Dry Goods Co. 20-22 Commerce Ave. Grand Rapids, Mich. 20 MICHIGAN TRADESMAN August 4, 1915 Show Card Writing for Groceries and Meat Markets. Written for the Tradesman. The practical grocer or meat seller finds the more elaborate and artistic (and consequently more expensive) efforts of the professional show card writer not adapted to his use. De- spite all possible endeavor to keep things clean and sanitary, there is still a good deal of dust and dirt in his store. The swatter may be used industriously, but with edibles to draw them and the constant open- ings of doors, there are bound to be some flies. In a meat market things become greasy. In either grocery or meat market there are fluctuations in prices, making necessary frequent changes. Altogether, the life of a show card is short. In both grocery and meat market it is absolutely nec- essary to keep expenses down, and card writing, whether done outside or gotten up in the store by some one of the force who has learned this useful craft, is somewhat of an ex- pense. In the large grocery stores of the big cities, this item of cost does not cut so much of a figure. Rents and running expenses are very high any- way. A few dollars a week more on the cards is a small matter, provided they help make the windows just as attractive as possible to the throngs who are passing by, and aid in sell- ing goods to the hundreds and may- be thousands of customer who daily visit the store. In some of these places a professional window trim- mer and card writer is employed and the cards used are such as appeal to the aesthetic sensibilities of the ob- server as well as set forth the desir- ed facts. As has already been indi- cated, this very high class work is not practical for the average grocery or meat market. But stili the grocer and the meat seller need the show card work. The very fact that margins are small and they have to hustle for all they get, makes it more important that the windows and tables and walls and Shelves and even the sidewalk out- side be made to talk for the store. People like to know prices without asking. Housewives, wrestling with the cost of living problem are con- stantly on the lookout for bargains and exceptional values. Of goods at regular prices, more will sell if they are plainly ticketed. All this regard- ing the need for show card work ap- plies, as will readily be seen, with especial force to those groceries and meat markets that run on the cash system and do not deliver. Every one of such should not fail to utilize to the fullest extent all of the adver- tising power of his store and its lo- cation and his stock of goods. The card writing for a grocery or market will usually be done, if done at all, by some one in the store. Often it must be done hurriedly, for the one who is at it is needed for something else. In view of all the conditions, it is necessary to adopt quick methods. Cut out all elaborateness in lay- outs. Any ornamentation must be of the simplest. And use styles of let- tering that can be quickly made and require little or no finishing. The il- lustrations give some styles that have been found practical. The card writ- er may be able to devise others, or to make adaptations from work that he sees. If much use is made of cap- itals (except as initials), such as do not require great accuracy in execu- tion will be found most available. A slant Egyptian that is easily made is shown in the words “Creamery But- ter.” Vertical letters that are practic- ally identical in construction often are used. To make vertical or slant strokes that do not require finishing at top and bottom, it is necessary to have the brush well charged with color, and to work with the tip of the brush. Aim to make a square start and a square stop. The use of a brush large enough for the size of letter that is being made is a great saving of time. The card writer does not need a large repertoire of quick alphabets. Rather, he should aim for speed and facility with two or three. One sees some work that has been very rapidly done that still has a professional look and a dash and swing that make it effective. Even numerals, which according to the can- ons of the old card writers always should be executed in finished style, sometimes are done now by quick, one-stroke methods. The object is to get business, not te create elegant examples of the ar- tistic possibilities of the card writer’s art. Plenty of the work, done quick- ly in strong, bold style and always fresh and clean, serves the purpose far better than more elaborately made cards kept in use until they have be- come faded and soiled. The quick work, when it begins to show soiling, can be replaced by new at small ex- pense. : For all this class of lettering, sim- ple color schemes are best. A white card with black lettering and with the price and any words it is desired to feature prominently done in red— this makes a color scheme that is un- excelled. Some may prefer just the black and white without the red. It is a saving in cost to use paper wherever it will answer, in place of cardboard. Sometimes the work, done on paper, is gummed on an old cece fancy CREAMERY BUTTER 32 16 Pounds Granulated Sugar August 4, 1915 card, the paper face being changed frequently. Pure white paper that is fairly thick and well finished is best. I have found what the printers call book stock of a high grade to be very good and at the same time inexpensive. White wrapping paper sometimes is used. By a little experimenting on different papers one will find some- thing that is right. Paper is not so pleasant to work on as cardboard—it springs a little under the brush. Also it moistens with the water colors and then wrin- kles somewhat when it dries. But since it costs only a fraction of the price of cardboard, it may be best to use it wherever it will serve the pur- pose. One sometimes sees work done on a light-colored wrapping paper. The heavy grades, such as butchers’ pa- per, sometimes have a good surface for lettering, but the work does not show effectively on this light tan col- or, and it looks cheap. White paper looks much better and furnishes a stronger color contrast. I lately saw in a grocery and meat market combined a lot of lettering work done on strips of white paper and pasted on the wall space above the shelving and in the windows. Black letters were used for all the subordinate matter and bright red for the features. The large red charac- ters, evidently very hastily done, had been air brushed with black. The work had a decidedly jaunty, catchy look. Air brushing takes the rough look off from a letter imperfectly made or not carefully finished. If the card writer has an air brush, it may be brought into service. How- ever, for the class of: work this ar- ticle treats of, I should not advise the purchase of an air brush, for good and striking effects can be produced without it. I have placed special emphasis on quick work that will frequently be changed, for this is the kind of which the stores we have been con- sidering stand in greatest need. If the grocer or meat dealer wants a few cards of a more permanent char- acter, setting forth the business pol- icy of the store or calling attention to special brands or kinds of goods, these may be executed with greater care and on any desired shade of cardboard. The dealer may sometimes wish to advertise some of his most spe- cial bargains directly on his windows. For lettering on glass, effective work is done with common laundry soap, cut into wedge-shaped sticks and used like a pencil. Or a mixture of whit- ing and water applied with a brush may be used. Either will wash off readily. With whiting and water and a brush of suitable size, the cement walk in front may be lettered, call- ing the attention of all passers-by to “specials” and rare bargains. When something very extraordi- nary is on hand, muslin signs are one of the most striking methods of advertising that can be employed. An article giving full directions for mak- MICHIGAN TRADESMAN tee ing muslin signs was published in the Tradesman of March 3, 1915. Ella M. Rogers. —~7+2>___ What Some Michigan Cities are Doing. Written for the Tradesman. Owosso is installing larger fire hy- drants in the downtown district. Hillsdale voted down the proposi- tion to motorize its fire department. The East Side Improvement Asso- ciation of Lansing wants a dry goods store and other business places for that section of the city and Glen R. Munshaw, President of the Associa- tion has appointed a committee for this purpose. The Pontiac Board of Commerce is making a survey of housing condi- tions. Local factories are expanding and there is need of more houses for workingmen. Battle Creek retail grocers and butchers will hold their annual picnic at Gull Lake Aug. 30. Flint’s municipal asphalt plant is one of the most complete of its kind in Michigan and reports of the year’s operations are expected to show grati- fying results to tax payers. Plainwell business men will meet July 29 to form a Board of Trade. . Lee H. Bierce, of the Grand Rapids Association of Commerce, was the speaker at a recent dinner meeting there, talking on the “value of trade organizations,” and he made a good impression. Tonia will hold its first free fair August 18-20 and offers three days full of enjoyment, including aeroplane flights, races, sports, livestock exhibit and automobile show. Kalamazoo will improve _ thirty- seven streets this year, expending over $50,000 in brick pavement and $27,000 in asphaltic concrete. August 11 will be a big day in Mus- kegon on account of the business men’s picnic at Lake Michigan Park. Muskegon has ordered a motor driven patrol wagon for use by its police department. Deckerville has voted to bond for $10,000 to enlarge and complete its electric light plant and waterworks. Pontiac has bought sixty tons of six-inch iron pipe for the waterworks department. A Chicago concern was the lowest bidder at $23.01 per ton. Negotiations are still on at Kalama- zoo for the purchase by the city of the private gas plant whose franchise rights expire July 14 next. The city’s offer is $821,150, while the company renews its proposal to sell for $1,875,- 000 and suggests arbitration. The city accepts the plans of arbitration and suggests as the third member either the judge of the local circuit court or the probate judge, with the outside figure to be paid fixed at $975,000. Hillsdale will buy Kikoose Lake as a dumping ground for city garbage. The Battle Creek Chamber of Com- merce will hold a picnic and outing at Pine Lake July 29. Hastings now has a Chamber of Commerce, with L. G. Heath as Presi- dent and John J. Dawson, Secretary. Almond Griffen. 21 A Revolution in the Account Register Business The McCaskey Safe Register—OPEN Minimum capacity expanded to 330 accounts in one cabinet. 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 merchants are using The McCaskey System It saves them time, labor, worry and money by cutting out useless bookkeeping. With only one writing they obtain BETTER AND QUICKER results than under their old three to five writing methods. 130 accounts—can be Your accounts and business records are! protected if you install setts, theM‘CaskevAccount SYSTEM The most recent addition to : se MCCASKRy - First and Still the Best! The McCaskey Register Co. Alliance, Ohio Incorporated Capital $3,000,000 Branches in all Principal Cities: Dominion - Register 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 McCaskey Garvity Expansion Register housing The McCaskey System This style holds a minimum of | 240 accounts and ed to 440 accou tured in various styles and sizes. am al can be expand- nts. Manufac- The McCaskey Safe Register—CLOSED Perfect insulation makes the METAL CAB- INET the best protector against fire. fected after years of costly developing. Per- - System Let us show you how The McCaskey will more than pay for itself in your business in the course of a few months after it is in- stalled and will con- tinue to earn profits for you year after year. Write for further particulars. Our nearest repre- sentative will gladly call, Use the coupon when writing. The McCaskey Register Co., Alliance, Ohio. Gentlemen:—I am interested in the McCaskey System of handling accounts and records and would like to have further particulars about The McCaskey Other E Safe Register Models |__ IN oe coe eae ooo a eees ae ucce PG Se EI OT ea ace ee ORG Aile ER EE Gs Gece s ces cee acres oe dont Ghenel cock ess cud ccc ee cae ee. IMIR cco e on sk a ua cic e Cee el ees conden ves siticcee, Ghevus ceeds. No. of Accounts.............. M T—8-4-"15 | MICHIGAN TRADESMAN THE MEAT MARKET L An Old Time Butcher to His Son. I have been reading quite a bit lately about a number of butchers who are experimenting in giving those customers who pay cash and who carry their purchases home with them a cash discount from the regu- lar selling price, just as you say in your last letter. One butcher is quot- er as saying, where I read about it, that he has found the scheme to work out very well, but the trouble with his statement is that he has only had the idea working for him for about three months, and I doubt whether he has figured out the cost of it to him against the savings which he sup- poses it has made. As for myself, I don’t think that this system will save the shop butch- er a cent or increase his volume of trade to any extent. To my mind, it is one of those theories that make a very fine showing on paper, but which suffer a woeful downfall when they get the fire test of actual prac- tice. Suppose, for instance, that half your customers paid cash and car- ried their meat home with them. Real- izing this fact, you decided that you would give them a small cash dis- count in order to show that you ap- preciated the smaller amount of ser- vice which they required of you. The whole thing then narrows down to whether or not the service done away with eliminates enough expense to cover the amount you give them in discounts. So long as 50 per cent. of your cus- tomers—and I am inclined to think that this estimate is entirely too con- servative—persist in having you car- ry their accounts on a credit basis, you .must provide the facilities to take care of these accounts. If these facilities are only used to the extent of 50 per cent. of their capacity you do not decrease your expense, but, rather, increase it, for an idle work- er or a partly idle worker necessarily means an increased expense. The same holds good for the delivery ser- vice. Under these conditions there is nothing saved, and you are simply increasing your expense without a corresponding return. Remember, J am speaking here of an ordinary butcher, not of a large market where some savings may possibly be made by this system. Then there is another side to this scheme. You introduce two prices into your market. A woman who has a credit account with a butcher will never be able to understand why she should pay more for her meat than her neighbor who pays cash. She will become disgruntled unless she, too, gets a discount, and if she fails she will transfer her trade. She has an idea she is being “done,” and all you can say to her won’t change her mind an iota. The one-price shop has come to stay. It is the only correct method of merchandising these days. The man who has more than one price is looked upon with suspicion by the average consumer who has been ed- ucated to regard one price to all and favors to.none as the hallmark of re- liability. Consequently I think that the adoption of this system would be a direct attack upon your asset of good will and would hurt you more than it would benefit you. Further, I do not think that any widespread demand exists among the consumers for such a system. Unless it does, it is bound to fail. I know that some consumers’ organizations have come out in favor of such an arrangement, but these organizations, according to my experience, consist of mighty few women and are mostly noise into the bargain. No, I wouldn’t advise you to put any such system into your market. The only way you can save in ser- vice or in the credit department is to eliminate them entirely, and knowing what I know of your locality, you can’t do that. Partial elimination won't save you a cent, and if you are going to pay to attain that partial elimination you are going to lose money. Neither will this arrange- ment swing your customers around for the sake of getting the discount; it’s a good deal more likely to make them transfer their trade to another butcher who is charging one price to all. That’s my opinion of this new system.—Butchers’ Advocate. — > Head Cheese Without Pig Skins. It will not be necessary to use pig skins or rinds if you follow the fol- lowing formula: To 12 salted pig heads use 10 pounds of beef cheek, meat hearts or neck trimmings; in fact, any meats may be used that can- not be worked up into other sausage. When cooked cut into dice or narrow strips, adding a few pig tongues cook- ed and cut into strips. For 100 pounds of meat use 8 ounces of pep- per, 3 ounces of coriander, 2 ounces whole mustard seed, 1 ounce cloves, 1 ounce cinnamon; mix well and add some of the broth in which the meat has been cooked, stuff into beef bungs, drop in the kettle for fifteen minutes, then into cold water for fif- teen minutes, press tightly between boards. Frankfort Sausage. Take 25 pounds of pork from young, light and well-fattened pigs. * Flesh containing a good deal of jelly is the best for this purpose. The meat may be taken from the hind or the fore legs, the neck or the breast. It should be freed from all bones and outside skin before weighing and then hung up in a clean, cool place to chill and dry. The proportion should be about two parts of lean to one of fat. Mince the pork into small dice, add three-quarters of a pound of salt, three-quarters of an ounce of white pepper, one-half ounce of nutmeg, and mince the whole steadily, turning it often and continually clean- ing the knives, adding a small amount of water during the operation if too stiff. When the pork has been minc- ed very fine divide it all into masses about the size of each sausage, and throw these from hand to hand a few times without kneading. Put the meat into narrow pig casings, filling them very full; then tie the ends up and tie them into pairs weighing four or five to each pound. Hang the meat on clean smoking sticks and let it dry for four or five hours; then hang up pretty high in the smoking room - across the entire width. The smok- ing should be accomplished with the fresh air coming in. Smoke should be of fresh beech or oak sawdust, with an equal temperature of 72 to 78 de- grees F., the sausages hanging until they have a red-yellow color, which will take from eight to ten hours. If they are smoked faster they will lose color more quickly and will not keep as long. ——+->___ Mutton Fat. The fat derived from the killing of sheep is often used to good advan- tage in making mutton oleo oil. There are times when there is a ready sale for this oil, in which event it is run in the oil house by precisely the same rules as those in use in the melting of beef tallow. The yields on mut- ton fat are considerably less than on beef fat. When it is not advisable to put it into mutton oleo, it is nearly always advisable to make a mutton tallow, providing there is a sufficient amount of the raw stock on hand to warrant it, as mutton tallow invari- ably brings a better price than ordi- nary commercial tallow. It is also much whiter and is often used in the August 4, 1915 manufacture of cosmetics, etc. When made of the oleo oil, it should be made separate from beef fat, as the lasting qualities of mutton oleo and stearine are much less than they are in these products in beef, both hav- ing the tendency to become rancid if held for any length of time. Cleaning Refrigerators. Use plenty of hot water, washing soda, with a little ammonia in the water. Apply vigorously with a stiff brush and rinse with plenty of clean water. Wipe dry and the job is done. Take pains to wash out thoroughly all corners and other places where the dirt is liable to accumulate. Lye, borax and many other preparations can be used, although the former is not to be recommended in that it is liable to rot the woodwork and cor- rode the metal. The latter, however, is very good. ee Wienerwurst. There are several recipes for mak- ing wienerwurst. A good one is as follows: Take 18 pounds of veal, 22 pounds of lean pork and 10 pounds of fat pork. Chop fine and mix well, adding two pounds of salt, 10 ounces of ground white pepper, 1% pints of water. Stuff and tie into sausages and smoke forty-eight hours. If black pepper is used instead of white, in- crease the quantity one-third. A small quantity of garlic may be used if desired, but it is not essential. It is difficult to account for the bright remarks of some children after hearing the parents talk. 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 & Richerdson Co. Burlington, Vt. G. B.-READER Successor to MAAS BROS. Wholesale Fish Dealer SEA FOODS AND LAKE FISH OF ALL KINDS Citizens Phone 2124 Bell Phone M. 1378 1052 Ottawa Ave., N. W. Grand Rapids, Mich shipment to our customers. PEACOCK BRAND On Ham, Bacon or Lard is the guarantee of Cudahy Brothers Co., Cudahy, Wis. that the dairy fed pig was especially sorted out from the drove to bear this brand—particular attention was paid to it in all the departments through which it passed—the kill- ing, cutting, curing, smoking, packing and shipping depart- _ ments until delivered to the transportation company for If you are not handling this brand mail us a trial order. CUDAHY BROTHERS CO., Cudahy, Wis. I SNOT i MUNN S ewan anes ae eS oo August 4, 1915 OTHER MEN’S BRAINS. Policy Likely to Lead to Success. The business manager of the Weav- ertown Electric Lighting Company sat in his office trying to reason out why it was that he could get only about half the business in his town that the lighting company in a neigh- boring town of half the size was car- rying. As he turned the matter over in his mind the door opened and Hub Gordon, a local coal dealer and a per- sonal friend, stuck in his head. “Going to the Prosperity League meeting?” he asked. Charlie Brown, the electriciaa, shook his head. ‘What would I go there for?” he enquired. “I’m not a merchant.” “Neither am I, when it comes to that,” said Gordon. “But I saw a no- tice in the paper that the Merchants’ Prosperity League invites all the local business men to come to the next meeting and join, so I thought [’d drop in and see what they’re doing.” “Well, run along, and if you find any signs of prosperity there let me know. Prosperity in this town is represented by the letter ‘x.’” Gordon went to the meeting, and he found that while the merchants of Weaverton had succeeded in get- ting together an organization quite representative in numbers it did not seem to know what to do. The meet- ing was an appeal for ideas. The President stated the object of the league, the promotion of pros- perity in Weaverton, and then he asked for suggestions as to how pros- perity might be developed. There was no Niagara of ideas as a result. In fact, only two men had the cour- age to say anything, and they merely said that they thought something ought to be done, because the towns around were all getting after their business, and Weaverton was begin- ning to feel it. The meeting broke up without the appearance of any Moses, and Gor- don came back to Browne’s office and sat down without a word. “IT don’t see any large prosperity protruding anywhere,” Browne rather sarcastically. “Charley,” said the other, “I be- lieve the fact that there was nothing done at that meeting has impressed me more than it would have if the occasion had been a great success. Here we are, a full-grown city with reasonable opportunities, and we have no big retail stores, no big manufac- turing businesses, no big workshops, no big coal dealers, no big produc- ers of electricity, not a sign of a big anything. Why is it? Haven’t the people of Weaverton as much brains as the people in other towns? Why can’t we grow? If we can’t grow as a city, why can’t some of us grow as individuals?” “Search me,” responded Browne. “T know why I can’t grow. I can't sell juice enouhg, but I don’t know why you can’t or why Joe Dippel can’t or why Tim Tripp or any one of a hundred more can’t.” Gordon sat in thought a few min- utes and then said: lumps of said “Say, Charley, I know I’m not 4 big dealer, but I’ll be darned if I think much ,of being classed along with Joe Dippel and his one-horse eating house, or Tim Tripp and his little cigar store.” “Well, you don’t grow; they don’t grow. It’s merely a difference in relative size. When a man reaches a point where business shows that he can’t make it grow into a big one there isn’t much difference in my mind between him and the other fel- low who stopped a little farther down the ladder. A difference of a round or two when one of you are in sight of the top isn’t very material.” Gordon lit a cigar and thought some more, while Browne put his books into the safe. He wasted no time ac- cusing the electric light man of nor growing because he was too much in- terested in the situation to be consid- ering repartee. At last he spoke, as if thinking aloud: “Well, I don’t know as I’m to blame for what I don’t know, but other men keep their business growing, and if they do why can’t I?” “You can’t because you haven't those other fellows’ brains,’ said Browne, with a laugh. “Give it up, Hub, and let’s go over to the club and have a game of pool.” They went and they played the game of pool, but Gordon’s mind kept reverting to that last taunt, “You haven't those other fellows’ brains.” He went home with this running in his mind, and he woke up the next morning to ask himself at once, “Why can’t I get those other fellows’ brains? Why can’t I buy their ideas? There must be some way of getting other men’s ideas to work for me.” Gordon’s mind worked slowly, but it worked logically, and once started it usually worked on a problem until it solved it. “T can’t hire other and more suc- cessful coal dealers to work for me any more than any of our other busi- ness men can step right out and hire more successful men in their line to come and show them how it is done. Anyway, I don’t need the men. All 1 need is their ideas.” That morning a prosperous farmer drove up and loaded on a couple cf tons of chestnut coal; as he was pay- ing for it Gordon noticed a large bun- dle of papers on the wagon seat. “You get a lot of mail,” said he, by way of conversation. “That’s how I got my start,” said the farmer. “Say, Gordon,” he said, “you remember when I never bought more than a barrel of coal at a time, and had hard work to pay for that. Now I’ve got a furnace and I keep warm and use all the coal I want to, and have the money to pay for it, and that bundle of mail might explain the reason if you could look into it. I used to read nothing but the county papers and the almanacs, and I was an alamanac farmer. Now I read the farm papers. I’ll bet I don’t pay a cent less than $10 a year for them, and if I knew another good one right now I’d add it to’ the list. That’s where I got hold of the ideas of the fellows who knew how to farm it MICHIGAN TRADESMAN right, and now I calculate I farm it about right myself. Git-up!” Gordon pricked up his ears. went into the office the rang. “Hello!” he said in reply. “Hello! Is this Gordon’s coal yard? Well send me six tons of stove coal to 447 Main. This is Tim Tripp.” “Haven’t you moved?” asked Gor- don. “Your number was 427?” “Yes, I’m moving into that new store in the Prudential building. I’ve got my business growing so fast I can’t handle it in the old joint. 1 just’ took a tumble to the fact that I’ve been asleep all these years. I’ve come to life now all right.” As he telephone “Give me the secret,” said Gordon. “No secret about it,” said Tripp. “1 just found I didn’t know it all, and so I’ve got to using other men’s brains. It costs me mebby $10 a year to get ’em, but, by George, they brought me $1,000 last year! As long as I can get plenty of good tobacco trade papers and other business maga- zines I ain’t afraid I can’t get ahead now. Good-bye.” “Ten dollars’ worth of other men’s brains!” thought Gordon. “Two of them have tried that investment and made good. Humph! Here I’ve been kicking every year over paying for that one little coal trade paper that I get—and never look at it, either. Well, I needn’t complain at being classed with Tim Tripp if he doesn’t kick. “T wish I’d known about this $10 a year when I went to that Prosperity League meeting and I would have told them all how to start something and how to start the town, too, be- cause one thing I do know, and that is if we can get the business men of this town under way as individuals the town itself will be sure to move.” By the time the Prosperity League met again Gordon had received the first issues of trade and business jour- nals, the subscription prices of which figured up to some $10. And when he walked into the meeting and joined the League and Charlie Browne with him, it was with an eye that bespoke the man sure of his position. “Gentlemen,” he said, when he had a chance to get the floor, “I want to say that I have found the way to boom Weavertown. We have all been trying to lift ourselves by our bootr- straps, trying to improve our business with the same old ideas our gran‘1- fathers handed down to us. Outside in the big business world there are new ideas, boodles and slathers of them. I have ‘spent $10 this month getting a few of them and I already see where my ten is coming back to me and 500 tens with it this year. Ten dollars a year for trade papers spent by every man in this room, printer, carpenter, blacksmith, contractor and all kinds of business men and work- men as well as you merchants, will in five years make Weavertown the greatest little city of its size this side of the Mississippi. Ten dollars looks big to some of you. It looked big to me, but when I found what it would do for me, found out in the very first issues of the journals I got, I wished I had spent that ten twenty : 23 years ago. How many of you will put ten into the. same kind of an in- vestment this week?” Scarcely aman failed to raise his hand, and to-day if you will ask Char- lie Browne where is the best light- ing business he knows he will tell you Weavertown without stopping to think an instant. Frank Farrington. [OFFICE OUTFITTERS LOOSE LEAF SPECIALISTS 237-239 Pearl St. ‘near the bridge) Grand Rapids, Mich Diamond Tires are made to serve—the service is built right into them, and you get security and more service from the Squeegee Tread. Get Squeegee Tires from our distributors SHERWOOD HALL CO., LTD. Grand Rapids, Mich. Mr. Squeegee. EVERY MERCHANT NEEDS THIS CANVAS PURSE al It has separate compart- f ments for pennies, nick- # els, dimes, quarters, halves, dollars and bills. When You Count @ your money to take it out g of the cash drawer or reg- Mister, drop it into its proper compartments, turning in the inside flaps, on the outside flap over a 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 x 7 in., 75c Prepaid 9 x 64 in., 6c Prepaid Your Money Back if Not Satisfied The Fortuna Company 8 Exchange St. Rochester, N, Y. SAFETY oud BY THE NATIONAy » 2 ESTABLISHED 1868 ° a5 “FIRE UNDERWRITE™ FIRST Do not decide on a material for your roofing just be- cause it loeks all right. Appearances are sometimes de- ceptive There is much to commend as well as condemn in the imitator. Reynolds shingles are not an experiment. They have been time tried and element tested. They have with- stood the test of more than a dozen years and show no signs of weakening. This is fully three or four times as long as any other asphalt shingle has been on the market. Protect yourself by buying the original proven “‘quality’’ shingle, and fo get about repairs—there will be none needed for many years. Write for free booklet. For sale by all Lumber and Building Supply Dealers. H. M. Reynolds Asphalt Shingle Co. “Originators of the Asphalt Shingle’ Grand Rapids, Mich. i % i i ia eR i i ik i } * THE IMPASSABLE CHASM. Plain Words for Our Citizens of Ger- man Birth. It is with the greatest reluctance that I find myself obliged, at my pres- ent age and with the health which is its accompaniment, compelled by a sense of public duty, to take part once more in any controversy, and espe- cially in one which has aroused so much bitterness of feeling and has led so many persons to transgress in my judgment the proper limits of loyal American’ citizenship. I had persuaded myself some time ago that I was released from offering further advice to others and justified in de- voting the days remaining to me to securing, as far as possible, a con- science void of deliberate offense both to my fellow-men and to God for the change now so near me and which I await with cheerfulness and _ hope. When, however, I passed in review the innumerable kindnesses, so far beyond my deserts, which I had re- ceived during my long life from my ‘fellow-citizens, I have felt consirain- ed to make some further small return, however inadequate, by endeavoring to point out what seemed to me the plain line of duty of all living under the Stars and Stripes in the present appalling conditions which the Kaiser and the German rage for conquest have precipitated upon the world. Most assuredly I have no desire to impute evil motives to anybody, how- ever mistaken I may think them, or to deny them the same charity of judg- ment I ask for myself. Doubtless Count Bernstorff, Captain Boy-Ed, about whose name cluster so ‘many unpleasant insinuations, Mr. Herman ‘Ridder, Mr. Bartholdt, Professor Minsterberg, the editors of German newspapers and many others’ have persuaded themselves that their anti- American declarations and activities are permissible and that their first duty is to the Kaiser. That is true within certain limits of Count Bern- storff and Captain Boy-Ed, but it is wholly untrue as to the others and nothing but the mistaken leniency of President Wilson could have harbor- ed in them such a delusion. As I write Dr. Dernberg is happily sailing away, but he ought to have been de- ported the moment he attempted to interfere in our domestic affairs; and the author of the impudent warning to the American people as to the ships on which they could safely travel, as if our Government was either too ig- nortant or too weak to do its duty, ought to have been sent out of the country without an hour’s delay. The first consideration which caus- ed me. pain was that so many of our fellow-citizens of German birth or de- scent have ignored the fact that there is an impassable chasm between the status of a citizen of our beloved Re- public and that of a subject of the German Emperor. I took it for grant- ed that those Germans who came here in these later years came with the same spirit of devotion to human lib- erty as those I had known in my early life, and that they came not at all to play the double part of avail- MICHIGAN TRADESMAN ing themselves of the privileges of American citizenship while really championing the cause of a military monarchy, all of whose aims and methods of government were abso- lutely hostile to those of the country whose protection they had sought. I assumed they recognized that this irreconcilable antagonism had pervaded every day of American his- tory. When the youthful Lafayette was shedding his blood in his first battle by the side of Washington, at Brandywine, German mercenaries only a mile away were aiding George the Third to drive the few American patriots fighting for their liberties back to the inhospitable and snowy hills of Valley Forge. Much clamor has been raised recently about the sale of munitions of war by our manufac- turers and merchants to whoever would buy them—a right as old as the Law of Nations. But it seems to be forgotten that during all that long struggle of our fathers for human freedom Germany cheerfully sold not only munitions but men to our ene- my and sent skilled generals to direct their efforts to prevent us from at- taining our independence. But for such sales by Germany to our oppres- sors the Revolutionary War would have terminated much sooner, and but for the chivalrous and splendid as- sistance France rendered us in the darkest hours of that unequal strug- gle, it is now entirely clear our in- dependence could not have been se- cured. And I must pause here to salute with reverence our sister Republic of France. In all history I know noth- ing more sublime than the devotion to liberty with which her sons have defended their country and the world against the overwhelming hosts of Attila and his Huns. “Frightful- ness” has not discouraged them; say- agery, using poison as a new weapon in war, has not frightened them. They have stood in their splendid courage against all odds—God grant they may so stand to the end!—for they are fighting for our Republic as. well as their own. There is no doubt that all the strong nations of the world, including our own, have been guilty of fearful and inexcusable crimes against our weak- er peoples, so that there seems to have been a common consent that the Eighth Commandment should be ignored as if never proclaimed, and that it should read as if it had been written, “Any strong nation shall be at‘liberty to conquer any weaker nation and to reduce the inhabitants of it to such subjection as’ seems to the strong nation desirable.” And from this sweeping condemnation our own Republic is unhappily not free. While however, this is true, it is also true that the Christian religion has been gradually extending its influence in international relations and has been mollifying the temper and influenc- ing the action in these latter years of almost every country making even a weak pretense of being subject to the teachings of Christ. President Wilson declared not long ago that he believed the United States would — teense Scena. August 4, 1915 never again acquire a foot of terri- tory by conquest, lifting us as far as he could out of the category of preaa- tory peoples. And the same spirit seemed slowly asserting its accenden- cy among the nations of Europe with the single exception of Germany. All lovers of peace were at once surpris- ed and delighted when the Czar of Russia appealed to the world in the noblest language of human brother- hood to meet in Conference at The Hague and strive to lessen by peace- ful agreement the frightful burdens of armaments then resting on the whole world, and to prevent any pos- sible increase of them by establishing a tribunal to hear and decide whatever international disputes might arise. Then, alas, the same spirit which ac- tuated Germany to sell her generals and her soldiers to Great Britain to destroy American democracy at its birth, actuated the present Kaiser and those counsellors who surround him and who, like him, believe themselves to be superhuman, to impose an ab- solute veto upon the aspirations which induced the Czar to call the confer- ence. When another conference was called the same obstacle was met in the unyielding determination of Ger- many that the limitation of arma- ments should not even be discussed. She had already robbed Den- mark of a portion of her domain. She had treated Austria with the ut- most brutality after a brief but ter- rible war, and her greatest statesman and two of her greatest soldiers had deliberately perverted a telegram of their king and published it to the world in such insulting language as required France to appear as the ag- gtessor in a war of Germany’s own seeking, a war in which, owing to her preparation and the unpreparedness of France, she was enabled to march to Paris, to consolidate the German Empire at Versailles, and to crown the King of Prussia as Emperor. Ger- many tore two great provinces from her, exacted an indemnity of five mil- liards of francs, and quartered her vic- torious armies upon that devastated and impoverished land until the in- demnity was paid. Then Germany began her long pe- riod of preparedness to treat all the nations which withstood her will in the same manner, and to reduce them to the same state of subjection. It is needless to quote the numberless ex- pressions of the Kaiser himself and of all his satellites—in the army, in the universities and throughout the whole German Empire all treating the _army as sacrosanct, the first ob ject of German patriotism, and of worship- . ping Krupp’s as the highest exempli- fication of the genius of the German people of to-day. Being supreme on land, they resolved to be supreme also on the sea, and then commenced their mad and wasteful race for naval su- premacy with Great Britain. To Ger- many, possessing a vast territory, fruitful in all the necessities of life, in the heart of Europe, and with all the rest of the world open to her citi- zens either for trade or settlement, a great fleet could be desired only for UN (I) vn Tudo Tun ae att ex ee - ~~" SUN-KIST Seeded Raisins are NOT PACKED by any association or combi- nation of growers or packers like thousands of other brands are. They ARE PACKED by the owners of the SUN-KIST Brand, who have absolute control of the quality and who cater to the desires of particular people. SUN-KIST Seeded Raisins have an individual- ity of their own—not only in the WAY THEY SELL but in the satisfaction they give. Your # customers will use more raisins if you give them | SUN-KIST because that is the kind they want. | NATIONAL GROCER CO .’S Houses om NNN)! —_ 3 = = = — ‘ shone THEM pa a GRU RaRR eH Raa eae seas pep anatcasseaeg me Some ages August 4, 1915 purposes of conquest, as she showed in the Kaiser’s benediction to his sailors, sailing for conquest in the peaceful waters of peace-loving China. To Great Britain, to whose faults I certainly have never been blind, the command of the seas is a neces- sity of national existence, for she cannot longer provide the necessaries of life for her people and is depend- ent for them upon the free access of the world’s commerce to her har- bors. Soon thereafter was seen the strange spectacle of Great Britain be- seeching Germany, in almost abject terms, to agree upon some _ basis where Germany would remain all powerful on land while Great Britain retained her measurable advantage on the sea. Indeed, it seems almost in- credable that a proud and powerful nation should so far humble herself as Great Britain did in her appeals to Germany to cease her preparations for war on the ocean; but to all such appeals Germany replied in the haughty language of a superior that there should be no cessation whatever in her preparation for the struggle for naval supremacy on which she had set her heart. One of the most distressing fea- tures of the present war is the shame- less and persistent use of sheer false- hoods by the apologists for Germany. They have not scrupled to declare that Mr. Roosevelt when President concluded secret alliances with Great Britain, France and Russia, forgetting that no President of this free coun- try possesses any such power. They also declare, knowing it to be utter- ly false, that Sir Edward Grey had “in his pocket” all kinds of “military agreements’—antedating the war— for the conquest of Germany, and that the Allies drove the Kaiser into war while in truth they were begging him in abject terms for a conference in the hope of averting it. And now the proof comes over his own signa- ture that Mr. Bryan has joined the pro-German propaganda and is receiv- ing a warm welcome from his fellow- workers. I do not for a moment be- lieve that any of these deluded men are in the pay of Germany, but I do assert that they could not be more useful agents of German militarism nor more bitter enemies of American Democracy if they were. ' Now it must be remembered that this attitude was maintained by Ger- many for “war at any price” just at the time when the lovers of peace were most hopeful that a new era of Christian brotherhood was dawn- ing for the world. Not only had the Czar of Russia issued the noble and stirring appeal already mentioned, but his government had so far departed from their ancient system as to sum- mon an assembly which, with all its faults—and they were many—was a great step forward toward popular government in that great kingdom. Austria had given her people man- hood suffrage. France, against the bitter hostility of Germany, had main- tained her republican institutions for more than forty years. Even little Portugal had escaped from _ her wretched monarch and was hoping for MICHIGAN TRADESMAN some form of popular government. Italy was substantially free and even Great Britain, perhaps after Spain the earliest and worst offender in the list of predatory nations, had made great concessions to the spirit of free- dom. Her own people were free. Canada was as free as the United State, and all the great and wide spaces of Australasia were in the same happy condition. She had initiated the first steps toward giving the peo- ples of India a voice in their own government, and it was hoped she would soon start upon the same for- ward movement in Egypt. Upon South Africa she had conferred the priceless boon of free institutions, and General Botha, only the other day her most vigorous opponent in war, had been called to be the pre- mier in the peaceful government she had established. Even the too long delayed home rule for Ireland was on the very verge of accomplish- ment in those peaceful July days of last year, when the sun was shining upon the happy homes and the fertile fields and the priceless treasures of literature and art in the cities of beautiful Belgium. The spirit of pop- ular government seemed to be abroad in the whole earth except in Ger- many, and there the baneful spirit of conquest seemed to be more deep- ly ingrained throughout the empire than ever before. To righteousness they opposed “frightfulness,” to free citizenship they opposed life in the shadow of the helmet, and while all the rest of the world was moving forward, however slowly and with whatever imperfections, toward great- er freedom, they were steadily mov- ing backward to a greater and ever greater subjection to the military caste which had become their rulers, until a young officer was acclaimed with honor for having slashed with his sword an unarmed and lame shoe- maker in the streets of Zabern. Dur- ing all this time Germany therefore had drifted further away from the ideals on which America was found- ed, and in defense of which her sons have always been ready to die, as they are to-day. To any traveler in Germany, or to any student of her history since 1860, the signs of this evil transformation of her national character were only too apparent, so that those who loved the Germany of Goethe and Schiller, of Kant and Heine, of Mozart and Beethoven, could not fail to recognize the great change which had come over the nation and to note that she was drifting out of the sisterhood of civilized countries and into a barbar- ism and a savagery which never could have been foretold and which even the wisest and best of our citi- zens did not appreciate and could not believe. Such was the state of mind of President Wilson, not then knowing the relations between Mr. Bryan and Count Bernstorff, when he made the mistake of proclaiming not only a legal but a moral neutrality, demand- ing that American citizens like my- self, who had suffered this change in ‘the attitude of Germany toward civ- Shirley ete Suspenders Guarantee on each pair The Name the Customer Knows For many years all the power of nation-wide, contin- uous, effective advertising has been teaching the American public the meaning of the word Shzr/ey, Three or four million men have learned that they can be absolutely sure of suspender satisfaction by re- membering the /z// name of SHIRLEY President Suspenders Beginning this fall, wider, bigger adver- tising than ever will place even stronger emphasis on the word SHIRLEY: more men than ever will expect to find it on buckles, boxes, bands and labels, and will miss it if it is not there. To the dealer the word SHIRLEY iden- tifies the suspender which sells most steadily, easily, profitably, and always seils out clean—at the full price. To the consumer the word SHIRLEY identifies the suspender which gives him shoulder- freedom, solid comfort, honest service under a money-back guarantee. It is more important than ever to stock the suspender whose name the customer knows and trusts; it pays better than ever to supply him with the original, genuine article which for seventeen years has earned his confidence by deserving it. There is safety, satisfaction and profit for the dealer who can satisfy the ever- growing class of suspender-wearers who Remember SHIRLEY Tresident< «Suspender CD SHIRLEY, MASS. i j | { ; i ¥ MICHIGAN TRADESMAN August 4, 1915 ilization and American democracy, should preserve a moral neutrality, professing what was impossible, that we did not care whether the “fright- fulness” and savagery of the military despotism of Germany should tri- umph over the French Republic, or whether the French Republic should continue to live. No country in the world was threatening Germany. No foot of her territory was in danger of invasion. No one of her citizens, by land or sea, was denied the amplest measure of equality with all other citi- zens of the world, when suddenly she announced that her solemn covenant to respect and maintain the independence of Belgium was a “scrap of paper” and that she intended, in violation of all treaties and obligations, political and moral, “to hack her way through” that unoffending and peaceful country in order to ,reach Paris by the shortest line, leaving behind her the smoking ruins of Liege and Louvain and reduc- ing the Cathedral of Rheims from its elevating influence upon the human spir- it to an everlasting monument of the wickedness and deviltry of the Huns who destroyed it. It was very natural for President Wilson, being then in ignorance of what had been happening for at least a quarter of a century in Germany, to adopt “the line of least resistance’' and appeal to America to forget that she had been saved from destruction by France, that France was a republic while Germany was a military despotism, to even control our sym- pathies, and to pretend that we did not care whether these brutal aggressors or their helpless victims should win in the struggle which had commenced. Indeed I have always thought that unwise declaration of neutrality, without a heartfelt expression of sympathy with popular government, was responsible for very much of the mistaken conduct of our fellow-citizens of German birth or descent, who, it seems to me, have acted so unworthily of the country to which they at least profess allegiance. Per- haps also that inadvertent action of our Government has led the stibjects of the Kaiser domiciled in this country, from the Ambassador and his staff up or down, to display such unexpected ac- tivities as have marred thier enjoyment of our hospitality; and the same blind- ness which led to the proclamation of moral neutrality and the amazingly in- ept lecture Senator Stone was directed to address to his fellow Senators on this subject, persuaded the President to treat with unwise indulgence so much forget- fulness, alike by our citizens of German birth or descent and by the subjects of the Kaiser who are enjoying our hos- pitality, that they are living in the freest and greatest of republics. For there is hardly a single obligation of proper conduct which it is alleged, let us hope mistakenly, has not been flagrantly and frequently and offensively violated alike by the official representa- tives or the unofficial agents of Germany who have swarmed hither, or by our own citizens who have persuaded them- selves that their first allegiance is not to the free country of which they ought to be proud, but to the military caste which regards them with the contempt they seem to have earned. It is only necessary to contrast the conduct of the German Embassy with that of the em- bassies of the three other countries at war. The French Ambassador isthe doyen of the Diplomatic Corps, and rep- resenting a republic, it might naturally be supposed, he would have felt at liberty to adopt a freer line of action in this country than the representatives of a military caste and a military empire. On the contrary, not a_ single word which, by the severest criticism, could be called improper, has escaped from him or any member of his staff or any Frenchman, naturalized or not, who is enjoying our hospitality; and precisely the same statement is true of the Am- bassadors of Great Britain and of Rus- sia, and since Italy has entered the war I am sure it will be equally true of the Ambassador of that country. On the other hand, the German Em- bassy is accused of being the center of offensive activity. Every day some new form of illegal action is alleged to emanate from it. One day they are charged with forging passports. An- other day one of their agents is charged with blowing up a bridge connecting the United States with Canada. Another day they are said to have furnished false affidavits as to the character of the cargo of the Lusitania, and in Berlin they have even descended to the lowest depths of ignominy, for they have por- trayed the President of the United States as bribed by British gold, while in truth no more long-suffering Execu- tive, no more indulgent and peace-loving President ever filled his great office. In pursuit of peace and of good rela- tions with Germany, he has, quite un- wittingly, no doubt, subjected our own country to such indignities as no free and high-spirited people ought to have endured: The simple truth, which he has been so unwilling to recognize, is that there exists an impassable chasm between a citizen of the United States and a subject of the German Emperor, and there is no possible political alchemy whereby the political standards of the one can be transmuted into the political standards of the other. No _ matter where a man is born or how he is reared, when he comes to manhood he instinctively prefers to be a citizen or a subject. Our fathers preferred, and we ourselves and our children all prefer, to be free citizens, but we do not for that. reason deny to anybody else the privilege of preferring to be the obed- ient subject of a Kaiser and a Military Caste. We only ask them in all fairness to themselves and to us to make their choice—to be loyal either to the fun- damental principles of our Government or those of the government of the Kai- ser, and to believe that they cannot be half loyal to the one and half loyal to the other They must be wholly American, or wholly German, and if they really prefer the German system of government, they should return thith- er and enjoy it; but if they propose to continue to live here, then they must be loyal to the American system, and there is no possibility for them of mis- taking what that system is. Thomas Jefferson declared it to the whole world when he said the just rights of all gov- ernments depend upon the consent of the governed, and Abraham Lincoln at Gettysburg, in a few simple words, stamped it forever upon the history of mankind, in his immortal aspiration, that government of the people, by the peo- ple and for the people should never perish from the earth Whoever accepts without reservation those two principles of government is a loyal American. Whoever pretends to accept them and is at heart disloyal to them is unworthy of American citizenship and ought to be deprived of it, for it is an impassable chasm which those honestly on one side can never pass over to the other. Trade Stimulators For Price Advertising Our monthly cata- logue of General Mer- chandise abounds with these. I can only repeat that it is with the greatest regret I have felt impelled to utter these words; but from the begin- ning of my long life until its close I have been treated with so much undeserved kindness by my countrymen of all races that I could no longer feel happy not to make this friendly appeal to those of German birth or descent who seem to me to have wandered from the true standards of American citizenship and clouded their conception of it with at least a quasi-allegiance to a military monarchy. And it will add to the peace of the closing days of a long and happy ‘ life to know that this last duty as God B | h has given me to see it has been dis- ul er Brot ers charged, however imperfectly, and that Exclosive Wholesalers of General Merchandise Get acquainted with the Yellow Page Specials { in each issue of “Our Drummer.” They will help you pull trade to your store. I close what I felt obliged to say with- out a trace of ill-feeling towards a single one of my fellow-men—but with the conviction of all my life unimpaired that “government by the people” is the best form of government yet vouchsafed to the children of men—Wayne Mac- Veagh in North American Review. New York Chicago St. Louis Minneapolis Dallas What is the Biggest Asset of YOUR Store? Your service? Your stock? Your advertising? Your location? Your store fixtures and front? Here is the plain statement of a merchant handling ready-to-wear apparel and furnishing goods in a city of 25,000 (name and address on file at our office): “In 1913 we invested $3,500 in new Wilmarth fixtures The next year we curtailed our advertising and clerk hire just the amount we had spent for the new fixtures. 1914 was not a very good year in our town, yet we netted 20% more profit in 1914 than in 1913. ’’ Which goes to prove that every dollar spent for Wilmarth equipment was worth a dollar and a half spent in advertising or in extra stock. > Our Designing Department will give you the benefit of the cumulative experience of hundreds of stores in your class, and without obligations on your part. The time to plan for summer and fall installation is now. WILMARTH SHOWCASE CoO. 1542 Jefferson Ave. Grand Rapids, Michigan CHICAGO: 233 West Jackson Blvd. NEW YORK: 20 West 30th St. DES MOINES: Shops Bldg. ST. LOUIS: 1118 Washington Ave. BOSTON: 21 Columbia St. HELENA: Horsky Blk. MINNEAPOLIS: 27 N. Fourth St. PITTSBURG: House Bldg. SAN FRANCISCO; 576 Mission St PW Made [In Grand Rapids} August 4, 1915 MICHIGAN TRADESMAN Sen ag Sa oe X = ee, w~ SR ee ae ee A —_ a = ~ ~- —_— =~ — 2 = > = ae = = = eae er = : = — - Poy - SS | AND W = aoe . aS ee at ee aa _— PBT a x 2% =. 2 4.2.5 i A —_ ca 4 oe | = = a oT Ss —_——— =~ Pa hon ze == F I i) ” i = te DOK | a = 2 (SSNS ** k >} a “ wet > a IN Michigan Retail Hardware Association. President—Frank E. Strong, Battle Creek. _ Vice-President—Fred F. Ireland, Beld- ing. Secretary—Arthur J. Scott, Marine City. Treasurer—William Moore, Detroit. Clearing Out the Summer Stock of Hardware. Written for the Tradesman. There can hardly be any question as to the wisdom of clearing out odds and ends of summer stock, instead of carrying them over to another sum- mer. The midsummer clearing sale in the hardware store will give the merchant more ready cash for his fall buying and more floor space and stor- age room for his fall stock. Further, he will save—as a set off against his sacrifice of immediate profits—the in- evitable loss on held-over stock, com- ing under such heads as interest on investment, depreciation, extra insur- ance and the like. Right now, when good manage- ment is essential to the success of any business, the shrewd merchant will exert himself to a greater de- gree than in former years to keej his stock clean. A quick turnover, even at the cost of reduced profits, is very desirable. | The outstanding question is: will this money earn me more left in held- over summer stock than it will if I am able to put it into new fall stock? The answer is obvious. A good many merchants, on ac- count of the slowness of the season and unfavorable weather conditions, foresightedly started their midsum- mer clearing sales before the end of July. It should be borne in mind, always, that the special sale is not the most desirable method of selling; that, wherever that course is humanly possible, goods should be sold on their merits at standard prices. Price should never be the prime induce- ment, particularly when goods are eminently seasonable. But the spe- cial sale has its legitimate place in merchandising as an alternative to carrying over goods which may be damaged, decreased in value or out of fashion by the time another year rolls round. To put the matter on a business basis, the hardware dealer in his mid- summer sale allows the purchaser a certain price concession equjva‘ent to what it would cost to carry the goods over for another year. Normally, in early August the sum- mer season has still from four to six weeks to run. There is use for a re- frigerator or a hammock for a con- siderable time to come. But the mer- chant who proposes to hold a mid- summer sale can’t afford to wait un- til the very end of the season. Peo- ple as a rule won’t buy goods mere- ly to store away until another year. They are apt to reflect, “By next year we will be able to buy entirely new goods at the very beginning of sum- mer.” The merchant must be in a position to urge, as a selling argu- ment, that the customer will still get a lot of use of the article before the season actually ends. To this end, the midsummer sale should be staged early in August, at the latest. It will pay to make the sale a fea- ture. To do this, liberal advertising is necessary. Newspaper advertis- ing, supplemented perhaps by circu- lar letters; and, concurrently, strik- ing window and interior display. The sale itself, if properly boomed, has a distinct advertising value for the store generally. It comes as a definite link between the summer and the fall trade. The merchant can use it to lead up to his fall business. While the entire staff should be push- ing out the late summer stuff, it is worth while to give a little hint oi the fall goods—to demonstrate ar- ticles which will be seasonable in a few weeks more, to get a line on stove prospects, hand out advance literature regarding fall features, and, generally, to lay lines for fall trade. So, while the midsummer sale is primarily designed to clear out odd lots and broken lines, the crowd it brings should be introduced to new goods which, if not now, in any event a few weeks hence will sell at stand- ard prices. What price reduction should be al- lowed in the midsummer sale? This is a point on which there is much variation of opinion among. mer- chants. One hardware store, which, by the way, has made a distinct success of its mid-summer sales, advertises a “Discount Sale.’ The sale runs the entire month of August; and the store offers a discount of 20 per cent. on hammocks, ice cream freezers, lawn mowers and similar eminently season- able lines. A 10 per cent. reduction is offered on table and kitchen cut- lery and silverware and similar lines which, while not essentially summer goods, may be lagging at the time. These discount sales are reported to have been quite successful. At the same time, it is a safe rule that, in advertising special sales, gen- eral discounts are less effective in point of pulling power than specific prices. To the average mind, the dis- count is a vague, uncertain thing; the price, with a neatly rounded “9” at the end, is definite, clear cut and concrete. “Quote prices” is good ad- vice to the man who plans his first midsummer clearing sale. And, in writing your advertisements, tell what you have—giving, not merely the name of the article, but a few words of attractive and catchy de- scription and, as a clincher, quote the special price. A good combination is that of ad- vertising a, say, 20 per cent. discount as a leader, and going on to give sample prices, showing what the dis- count means in actual figures. Above all things, however, quote prices. The old, familiar, $5, marked down to $3.98—or the card with the $5 crossed through and the $3.89 sub- stituted in red ink—such price mark- ing devices will probably never lose their effectiveness; although the in- genious merchant can think out catchy variations. For instance, a red letter sale, or a blue tag sale, may, in your particular town, spell novelty. Novelty, plus merit, will al- ways furnish good advertising. It is not necessary, in holding a clearing sale, to cut prices to the bone, or to entirely eliminate profits. It is for this reason that an offer of a straight discount is often inadvis- able. Some lines offer wider mar- gins of profit than others, and can, consequently, be trimmed a great deal more; but a straight discount of 20 or 30 per cent. might necessitate the selling of a good many lines at an absolute loss. As a general rule, every article should pay for the cost of selling. For special sale purposes, a small reduction is often as effective as a big cut, and is, in the long run, less demoralizing to business. Incidentally, for sale purposes, the special lines may be brought prom- inently to the front. They should, in 27 ” fact, be given prominence in the early part of the season. Refrigerators, lawn mowers, hammocks, garden hose, screen doors and similar lines may be displayed in the front of the store; smaller articles can be shown in the windows. As soon as the sum- mer goods are pretty well cleared out, the space they have occupied can be given to fall leaders—prefer- ably stoves. Another point is worth remember- ing. Customers have pretty well had their fill of “Slaughter” sales. Ex- travagafit statements regarding ‘“‘sell- ing at less than cost,” “$50,000 worth of goods for next to nothing,” and the like, are no longer convincing. It is better, even in the special sale advertising, to talk quality— to de- scribe each individual article in at- tractive but not extravagant terms, and to let the description and the price speak for themselves. With a backing of good personal salesman- ship, this moderate and cool-headed method of advertising will prove more effective than any amount of extravagant statements. William Edward Park. ——— trouble he doesn’t have to pay it back—but he When a man borrows pays a lot of interest. 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 CoO. 218 Pearl Street Grand Rapids, Mich. Foster, Stevens & Co. Wholesale Hardware wt 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 tmerican Seating Company General Offices: 14 E. Jackson St., Chicago; Broadway and Ninth St., Grand Rapids, Mich ASK FOR LITERATURE Sa eS aa MICHIGAN TRADESMAN August 4, 1915 Sa / SAIS SFB ee ee rep 4 \}} — The Heroism Possible for the Con- firmed Invalid. Written for the Tradesman. Often I like to do honor to the heroes of obscurity—the noble souls who toil and suffer and deny them- selves, not in the lime light and un- der the stimulus of public approval and praise, but unseen and unknown except by immediate friends and ac- quaintances. Among these names that should be written high are many invalids and “shut-ins,” whose heroism consists in bearing bravely and patiently and even cheerfully their unfortunate lot. If one were asked to name the very hardest task that can be placed before a mortal man or woman, it would be, not some all but impossible labor or achievement, but instead, the bearing through almost interminable years of the pain and suffering occas- ioned by tedious and perhaps incur- able maladies. To be out of the great race of life, to be obliged to take when one so gladly would give and give largely, to feel oneself a burden and a drag on those who stand nearest—there is nothing in all the hardships of ac- tive struggle that can compare with this. And the person who can keep his or her head and poise and sense of justice and fairness, when living under the handicap of long-continued physical weakness and illness, de- serves the biggest and fairest laurel that can be plucked for human brow. Not all invalids attain to this high state. In the same way that many who are well fail in sympathy for those who are ill, so some invalids allow themselves to become _ need- lessly selfish and whimsical and blind to the trials and burdens of those who are strong and healthy. We have all of us in our composi- tion much of the child and of the savage. We like what is bold and spectacular and reaches consumma- tion rapidly. When we do a noble deed—and most of us are very desir- ous of doing noble deeds if only we can do them quickly and without any serious inconvenience to ourselves— when we do a noble and generous act we want to be decorated without delay with all the shoulder straps and badges and medals that are awarded doers of valiant deeds. And if we would look down into our hearts and frankly tell what we saw there, when we are sick we really would prefer to be dreadfully sick. To have two or three nurses and a consultation of doctors and keep our friends in suspense for several days—that is our idea of what a spell of sickness properly should be like. There is something dramatic about it, and for a little time we would occupy a ped- estal of distinction. Perhaps our names might get.into the newspapers, with a brief comment as to our pre- carious condition. Of course we should want to get all over it and be about our usual occupations again, in three weeks at the outside. This sort of an attack, at least as we picture it in our minds when we never have experienced anything of the kind, wouldn’t be altogether un- pleasant. But as to those long- drawn-out illnesses where the patient never is dangerously sick, about which nobody ever really is frighten- ed, which are a bore to the doctor and apt to become a weariness to one’s friends—there is no one who would not pray to escape such afflic- tion. When we see a paralytic, help- less, perhaps bedridden for years; or a victim of chronic rheumatism whose poor body is never free from pain, we can not but ask, “Why must these things be?” Disease manifests ent ways. Sometimes it prostrates the strength. Almost as often it weakens and debilitates but still al- lows its victim to remain at his post for months or maybe years, making that pathetic spectacle of a really sick man or woman keeping on at daily toil by sheer will force, never ex- periencing for a moment the joy and buoyancy of health. Many of my readers consider all illness’ unnecessary and in a sense imaginary—merely an error of the mortal mind, to quote a phrase which antly summarizes a view of disease that contains much of truth. Those of us who are not fully converted to these optimistic tenets have to ad- mit that there issomething in them. The advocacy of these beliefs has performed an important service by convincing even the most skeptical that many of the lesser ailments and some of the greater maladies can be overcome by religious faith or by will power. A _ larger knowledge may multiply many fold the efficacy of these agencies, and in time even ban- ish disease entirely. itself in differ- Thank! heaven it no longer is fash- ionable to be sick. The beliefs iust alluded to, the craze for outdoor sports and physical culture, the wide- spread teaching of the laws of health —these have abolished that morbid and mistaken attitude of mind that two generations ago considered ro- bust strength a little vulgar, and an anaemic or a tubercular tendency a mark of refinement and superiority. The folly of dwelling upon small aches and pains is now universally known and recognized. Persons of delicate physique are no longer cod- dled as once they were, nor made to believe that they always must be a little ailing. Our ideals and stand- ards have become saner. All sensible people now practice a great deal of Christian Science and New Thought, even though not pro- fessed adherents of either of these faiths. The person of insight and judgment does not pour out sympathy for the victim of “nerves” as if the latter were suffering from an incur- able disease, but instead seeks to di- vert the sufferer’s mind into healthier channels, and to rouse her to the pos- sibility of shaking off her difficulties. But after all is said and done, there still are many who are as yet unable to free themselves from the shackles of disease. Such have a claim for constant consideration and tender- ness. The place of the one who stands nearest the invalid is scarcely less hard than the invalid’s own. To see and feel what the sufferer is under- going, to soothe the pain and cheer the gloom—this is the part of the comforter, without whom the lot of the invalid would be intolerable. It is one of the finest spiritual achieve- ments when the poor victim of pain and diséase keeps sweet-tempered and broad-minded and unselfish, does not become a parasite on the strength of they are. snaps——by name. easier and quicker. business good. Telling it to Your Customers It is the purpose of National Biscuit Company advertising to iell your cus- tomers, wherever you are, just what N. B. C. products are and how. good This creates a demand for N. B. C. crackers, cookies, wafers and But it does more. just what they want —no time wasted “wondering” what to buy. Have National Biscuit Company prod- ucts in sight—they help to make others, and has ever a sympathetic ear for the trials and difficulties of those who labor in the outer world. It is scarcely less admirable when a perscn who is well and strong is, through a long term of years, unfail- ingly tender and kind te an invalid. Doubtless some of us need ihe sight and presence of suffering to sofier our natures. This then is the hard-bought com- pensation for pain and sickness—the heroism that is evoked and developed in the sick ones themselves and in those who comfort them in their sufferings. Is, as seems not impossible we shall in the future be able to Overcome and outgrow and abolish all disease, it will be well if by that time we shall have attained to the moral growth that shall make the discipline of physical suffering need- less. Quillo. —_++ > Appraised. Callers were at the door and Bob- bie was told to show them into the parlor. He did so, and while his mother was fixing herself up, he sat there rather embarrassed. Present- ly, seeing the visitors glancing around the room, he said: “Well, what do you think of our stuff, anyway?” — It makes selling Customers know Baronet Biscuit— par- ticularly good with beverages, iced or hot. Retail at 10c a package. NATIONAL BISCUIT COM PANY August 4, 1915 Advertising Words, Phrases and Com- binations. Vi. Written for the Tradesman. Sale. Bargain Sale Sale Bargains _ Topsy Turvy Sale Under Price Sale Our Keep-busy Sale Our Clear-away Sale Clean-up Sale Mid-Season Sale Clearing-out Sale End-of-the-Season Sale Cut-Price Sale Blue Tag Sale Red Tag Sale Season-End Sale Reduced-Price Sale Stock-Reduction Sale Another Notable Sweep Sale A Sale That’s Different Biggest Bargain Sale Ever Save-Saving. Saving Items Saving Values Saving Chances Saving Offerings Saving Opportunities Saving Possibilties Echoes of Saving Save the Difference We Help You Save Wireless Whispers for Saving Shop- pers. Saving Chances for Thrifty People Occasion of Saving for Frugal Folks It’s Our Place to Save Our Custom- ers Money Our Merchantdising Means Your Saving Experience MICHIGAN TRADESMAN Our Purchasing Power Saves Our Patrons Money Sell-Selling Quick-Selling Bargains Quick-Selling Snaps Quick-Selling Specials The House of Quick Sellers The Home of Quick Sellers The Place of Quick Sellers We Sell It for Less Close Marking Makes Quick Selling If We Sell It, It’s Got to Be Right When We Advertise Bargains We Sell Bargains Quick Sales—Less Asking and More Business—That’s Our Aim Sellers of Distinctive— Merchandise Clothes Furniture Clothing Footwear Sellers of Invitingly-priced— Merchandise Clothes Furniture Clothing Footwear Sellers of Economically-marked— Merchandise Clothes Furniture Clothing Footwear Satisfy-Satisfied-Satisfaction Satisfaction First Our Quality Benefits Satisfy We Do Satisfy Particular People Discriminating People Satisfied Little Asking, Big Satisfaction Cautious Buyers Always Satisfied We Can Satisfy Discriminating Folks Try Us, and See if We Can’t Satisfy You Satisfaction is the Keynote of Our Service - The Path of Satisfaction Leads to Our Doors Satisfied Customers vertising Medium If You are Satisfied, Tell Others; If Not Tell Us If We Can’t Satisfy You, We Don’t Want Your Trade We Don’t Regard the Sale as Fin- ished Until You Are Satisfied Price Concessions Plus Intrinsic Val- ues Equals Satisfaction We Lose Money on Many Sales to Make the Selling Satisfactory Our Incomparable Values Pave the Way for Satisfactory Business Relations It’s Poor Business to Make a Single Sale That Doesn’t Satisfy Nothing But the Satisfies Some; Nothing but Giving Sat- isfaction Satisfies Us Serve-Service Words with which your _ service may be described: prompt, accurate, courteous, efficient, capable, depend- able, reliable, trained, specialized, in- telligent, enthusiastic, alert, satisfac- tory, etc, etc. Peerless Service Error-proof Service Unmatched Service Business is Service Command Our Services Mobilized for Service Our Store Service Complete © Our Store Service Wanting in Noth- ing Our Chief Ad- Best . 29 A Flawless Service Our Long Suit Our Business is to Serve Our Pa- trons Efficiency is the Keynote of Our Ser- vice Our Aim: A Flawless, Perfect Ser- vice Style-Stlyish The Style Center The Stylish Shop The Home— of Stylish Things of Style of Stylish Effects The Shop— of Stylish Things of Style of Stylish Effects The Store— of Stylish Things of Style of Stylish Effects The Emporium— of Stylish Things of Stylish Effects of Style The Place— of Stylish ,Things of Style of Stylish Effects Stylish Goods Stylish Wares Stylish Clothes Stylish Footwear Stylish Wearables Style-departures Style-tendencies Style-innovations Style-arbiters Style-authorities Fresh from the Makers of Modes Frank L. Fenwick. ASK YOUR JOBBER FOR Hart Brand Canned Foods HIGHEST QUALITY Our products are packed at five plants in Michigan, in the finest fruit and vegetable belts in the Union, grown on lands close to the various plants; packed fresh from the fields and orchards, under highest sanitary conditions. Quality Guaranteed The HART BRANDS are Trade Winners and Trade Makers Vegetables:—Peas, Corn, Succotash, Stringless Beans, Pork and Beans, Pumpkin, Red Kidney Beans, Tomatoes, Spinach, Beets. Fruits:—Cherries, Strawberries, Red Raspberries, Black Raspberries, Plums, Pears, Peaches. Flavor, Texture, Color Superior. W. R. ROACH & CO., HART, MICH. Factories at HART, KENT CITY, LEXINGTON, EDMORE, SCOTTVILLE. ee ee eons — aaa - ea Baas ee etn Cea og aks re Ta ' se eam omc on gp MICHIGAN TRADESMAN =< = a = > Se. 0 a BUTTER, EGGS 4xp PROVIS! Michigan Poultry, Butter and Egg Asso- clation. President—H. L. Williams, Howell. Vice-President—J. W. Lyons, Jackson. Secretary and Treasurer—D. A. Bent- ley, Saginaw. Executive Committee—F. A. Johnson, Detroit; Frank P. Van Buren, Williams- ton; C. J. Chandler, Detroit. Forbidding Re-billing to Evade th: Freight Charges. The question whether a shipper has a legal right to evade the lawfully published through rate on a_ ship- ment moving between points in ad- joining states by arranging to bill the shipment on local rates to and from an intermediate point instead of using through billing to ultimate destina- tion, has heen beiore the Interstate Commerce Commission in various forms and the Commission in a re- cent decision (34 I. C. C. 271) an- nounced the following opinion: “The lawfully established interstate rate applies on shipments first billed to an intermediate point within the state of origin and then rebilled to the intended destination in an adjoin- ing state, this plan having been de- vised for the sole purpose of getting the traffic through to the interstate destination at the rates applicable to and from the intermediate point, the sum of which was materially less than the through rate for the through service.” This particular case involved the movement of oil from the refinery lo- cated in the State of Kansas intended for one of its distributing stations lo- cated in the State of Oklahoma. The joint through interstate rate being materially in excess of the combina- tion of the rates applicable on state traffic to the border station in Kan- sas and the interstate rate beyond, the refinery, in order to secure the benefit of the lower cambination had the shipment billed to the border sta- tion and thence rebilled to the inal destination. The Commission held it was the duty of the carrier under the law to preserve the integrity of the through rate and to demand the payment of undercharges based on the through interstate rate. The Commission also said in its opinion: “To hold otherwise would seriously impair, if not altogether de- stroy, the effectiveness of the inter- state rate structure of the country and make it impossible for this Com- mission to administer that Act to Regulate Commerce and its var lous amendments.” As bearing upon the general ques- tion as to the lawfulness of using such combinations, the Commission, in its opinion, said: “This Commission, as hereinbefore stated, has steadfastly adhered to the proposition that on any through car- riage of traffic between interstate points the lawfully published inter- state rate must be applied by the carrier and paid by the shipper, and that where the through interstate rate in effect between two points is higher than the aggregate of the in- termediate rates, any plan of first billing to an intermediate point a shipment that is really intended to reach a destination beyond is simply a device for defeating the lawful through rate, and is unlawful. This view is entirely consistent with and is strongly supported by the rulings of the court of last resort.” It is to be borne in mind that this opinion is made with particular ref- erence to cases which arise where the shippers intend the shipment to move from point of origin to a known in- terstate destination, as distinguished ed from those cases arising where a shipment is billed to the intercepted or reshipping point with no previous knowledge on the part of the shipper that the goods are for a point be- yond such intercepted or reshipping station, where the consignee at the first billed destination takes delivery of the property, pays the freight, as- sumes full control and the subsequent movement is entirely one of contract relation between the final purchaser of the goods and the original con- signee. —_ soe “Shipper’s Load and Count.” The Interstate Commerce Com- mission has rendered an opinion (34 I. C. C. 511) with reference to the so-called “shipper’s load and count” provision indorsed on bills of lading covering shipments loaded by the shipper and not checked by the car- rier. The rule under consideration by the Commission reads as follows: “Freight loaded by the shipper and not checked by carrier must he re- ceipted for shipper’s load and count.” The Commission held that the rule was not unreasonable or otherwise in violation of existing law. In its opin- ion is expressed the followings views: (1) The shipper is not denied his right to an unqualified receipt in any case in which delivery is tendered to the carrier at any of its public sta- tions where it provides facilities for the receipt and delivery of freight. (2) The rule does not limit the lia- bility of the carrier for the full value of the property shipped, but in its application to a claim for loss, has the effect of placing the burden upon the shipper who loads on his private sidetrack to prove that the amount specified was loaded and that a less amount was taken out of the car by the consignee. (3) That in the case of areceipt not so qualified, the burden is upon the carrier to prove that the amount spe- cified in the bill of lading was either not in fact loaded or was delivered or otherwise settled for the full value thereof. Watson-Higgins Milling Co. Merchant Millers Grand Rapids tt Michigan AS SURE AS THE SUN RISES atte OTT) meee Makes Best Bread and Pastry August 4, 1915 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, flou bags, etc. Quick shipments our pride. ROY BAKER Wm. Alden Smith Bldg. Grand Rapids, Mich. “FOLGER’S” SOFT DRINKS Are known everywhere for their high quality and flavor. Our “Graino” is the best imitation beer on the market today. Write us. Sa a iB KB BD “49 YEARS ON BROADWAY” ‘Folger’s”’ Grand Rapids Mail us sample any Beans you may wish to sell. Send us orders for FIELD SEEDS. MOSELEY BROTHERS Both Phones 1217 Grand Rapids, Mich. The Vinkemulder Company Jobbers and Shippers of Everything in Fruits and Produce Grand Rapids, Mich. August 4, 1915 TREND OF TRADE. Are Wholesale Grocers and Retailers" Growing Together? A strange complication is involved in some of the recent happenings of the grocery trade, which make an observant student of the trade very uncertain as to what is a jobber, what is a retailer, what is a manufacturer, -what is classification and what is a strict quantity price? Looked at in some lights, all phases of the ques- tion seem to merge into an evolution- ary trend which leaves almost unsolv- able what shall be the true type of wholesaler and retailer to-morrow. On the one side, for instance, note Austin, Nichols & Co. branching out with a chain of wholesale grocery stores, admittedly buying on an in- side quotation because they are so much greater an outlet than jobbing houses of the average size. Note the growth of chains of retail grocery stores, based on exactly the same principle and demanding the right to buy on a jobbing basis if they can buy in jobbing quantities. Again one finds the buying exchanges—notably the Philadelphia Association merging its affairs with those of the Girard Grocery Company, of which it has not wholly been a part heretofore. And still further, observe the merging of chains in the case of the Riker- Hegeman-United Cigar Stores com- bine and the recent absorption of one chain in Philadelphia by two others. All in all it leaves a sharp observer wondering what the future may be— whether the jobber is merely going to be the protecting wing for the flock of retailers for whom he buys; whether the buying exchanges and chains are going to become jobbers; or whether both extremes are drift- ing toward a common ultimate new type of the future. Nor does all this mean that either the jobber or the retailer is unnec- essary or uneconomical, or truly in- dependent of one another. That the jobber—operating as an assembler of many products into a depot conven- ient to the retailer, subdividing orig- inal packages into multiples of such sizes as will meet the prudence, con- venience and needs of the retailer, extending credit and dispensing ad- vice—is worth all he costs is not ser- iously denied. The ultimate evolution of the common center of the buying exchange and the chain of stores is, in all essentials, nothing but a whole- sale house, owned by the retailers. Austin, Nichols & Co. claim that their advantage through being buyers for 75,000 retailers is much the same in benefit to their customers as the central office of the buying exchange; better, perhaps, by reason. of being so large a buyer. In fact, it is com- monly understood that one or two of the local buying exchanges have about decided to° quit operating and leave their buying to the big house in Brooklyn. Down in Philadelphia, the Girard Grocery Company which has been the buying power for its stockhold- ers, who formed a large part of the old Philadelphia Retail Grocers’ As- MICHIGAN TRADESMAN sociation, has decided to extend its operations, take over the remnant of the old buying exchange, and sell not only its stockholders but other mem- bers of the Association as well. And that makes it in all essentials identi- al with a wholesale house, so long as it does not confine its service too sharply to a few favorites. The comparison of the two seems to prove conclusively that function- ally there is an essential place for a jobber, whatever one may call him. Apparently some one must do the joint buying and delivering. Austin, Nichols & Co. have sought to make it worth while for the individual gro- cer to perform his own carting and buy for cash, compensating him by a rebate. Which brings it one step nearer the co-operative buying ex- change, in operation. It is an open secret that the ma- jority of retailers are so deeply in the debt of the wholesalers, who have been extending them credit, as to be irrevocably tied to them as sources of supply. So much for the retailer who doesn’t or cannot pay his bills. On the other hand, Austin, Nichols & Co. have sought to tie the cash buyers up to them as a nucleus of an- other combine, and the comparable result is an exact parallel—on each side, a big jobber with a lot of retail- ers dependent upon him or subject to his domination. And what’s the next step? Logically might not one more step be taken, and either the jobber absorb, rather than sustain by credit, the retailers of his train or else the associated retailers, on whom the jobber must depend for this outlet, absorb that iobber? A large jobber was asked a few weeks ago if he thought the jobber was destined to remain permanently. He pondered a while, and then re- plied that he had no doubt about it, although he was confident that the jobber would gradually change his type. On the one side he would be more and more a manufacturer, and on the other more and more either a retailer or an integral link among the retailers of his flock. “It is absurd,’ he said, “to refuse to recognize the trend of things and fail to change with the changing times. I don’t know that it will be any more economical or efficient in the long run, because certain func- tions must be performed and they all cost something. An _ individual manager may be able to find ways to do it rather more cheaply than another, and in that way gradually force himself to the front, defeat his fellow competitors or gradually ab- sorb them. . Perhaps jobber and wholesaler may become two halves of a whole, but they will always remain. “And in the drift of things there is something for thoughtful grocers and manufacturers of all types to note in the underlying motive of events and to seek to discover just what is going on.” —_>-+>—____ Revenge is sweet only to the very small individual. —o-- 2 Microbes in ice have a gay old time these torrid days. Government Wins Butter Case. The Montesano Creamery Co. of Montesano, Wash., was charged by the Government with making butter with excess moisture and fined $500. The fine was paid under protest in 1912 and suit commenced against Da- vid J. Williams, Collector of Internal Revenue in Tacoma to recover the amount paid. The case came up late last month in the United States Dis- trict Court before Justice E. E. Cush- man and after two days was decid- ed in favor of the Government. —_>++—____ Bad habits, like weeds, grow with- out cultivation and are some trouble to get rid of. HARNESS Our own make out of No. 1 Leather Hand or Machine Made We guarantee them absolutely SHERWOOD HALL CO., Ltd. Ionia Ave. and Louis St. Grand Rapids, Mich. Exquisitely Delicious For cold desserts, pudding, sauces, icings, confections. Mapleine The Master Flavor Rich and Mellow Order from Louis Hilfer Co. 1503 State Bldg. Chicago, Ill. ; » CRESCENT MFG. CO. ma Seattle, Wash. “ 31 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 U VAN Ah. oJ 3 SY ‘ ry a aes a HI BOATS Graham & Morton Line Every Night (Small MADE FROM SUGAR-CANE x SAS A. *s AS SAN et 2231330 1v8 S/N FRANKLIN DAINTY LUMPS Cubes of Sugar) The Franklin Sugar Refining Co. These dainty little lumps of sugar, which are just the right size for sweetening Tea, Coffee, etc., without waste, are great favorites with con- sumers. It will pay you to feature them as an added at- traction to your stock, be- cause of their superiority over old style lump sugar in both convenience of size and dainty appearance. 1-lb. and 2-lb. Cartons, 48 lbs. to the Container. Made from Sugar Cane. Full Weight Guaranteed. Philadelphia ; | 4 | 5 | i "| a] cote to men a nnn eyeing Sa SLEEPING CITIES. Methods by Which They Can Be Re- vived, Written for the Tradesman. Cities sometimes get into a rut. Of course it’s easy enough to say they ought not to do it, but it’s a fact that they do it just the same. Now and again a real city gets into a rut. Cities, mind you, not drowsy ham- lets and provincial burgs, but big and important centers of population—. cities strategically located and fa- a Standing, left to right—E. A. Welch, M. G. Howarn, M. S. Brown, J. Q. Adams. mous for commercial priority and prestige in former times—big cities sometimes get into a rut, The day of big and daring enter- ‘prises are then forgotten, and a sort of drowsiness analogous to sleep settles upon the entire community. The mil- dew and blight of deadly conservatism thereupon gets busy, and the wheels of progress drag heavily, if at all. Everywhere one may see mute but elo- quent tokens of stagnation and decay. False prophets usurp the place of real seers, and the people are lulled to MICHIGAN TRADESMAN sleep by the monotonous repetition of calamity talk and depressing jere- miads. A calm like unto that of a tranquil Sabbath settles upon a populous com- munity, and a spirt of dejection and desuetude broods over the place once prolific of life, abounding industry and commercial aggressiveness. Con- sciously or unconsciously, almost everybody slows up a bit—for what’s the use of hurrying when nearly everybody else is taking his time? And the people generally acquire the the contemptible habit of taking a shot at the man who dares to disturb the customary calm by suggesting a more excellent way. Sporadic agita- tors of municipal awakening get it speedily and emphatically impressed upon them that the public is perfectly satisfied with the conditions as they are. Parents teach their children to lisp; “It can’t be done!” And con- servatism, like a thick fog, hangs over the city. That is what it means for a city to get into a rut. The community goes to sleep. Progress ceases. Siveness dies out. Perennial hope de- cays. All that remains to be done is the formal pronouncement of the last solemn words: “Earth to earth, ashes to ashes, dust to dust.” But big dead cities don’t always stay dead. Sometimes they awake, and, like sleeping giants, yawn and stretch themselves, and look about to see how it fares with the world. Some- times cities get their second wind. They come back. They are born anew. They that were dead come again Aggres- to life. They oxygenate their blood with fresh and tonicful breaths of ozone. They are thrilled afresh by the joy and gladness of youth renew- ed. They brush away the cobwebs, get their bearings and make a fresh start. The night of past inactivity dawns into a day of new achievement. Somewhat dimly at first, afterwards with increasing clarity, it begins to appear to everybody that things can really be done in the old town. There is a new spirit abroad. A sense of municipal pride is astir. The people August 4, 1915 have a mind to attempt big things. Hope—valid, substantial, cheer-bring- ing confidence in the everlasting do- ability of things—puts pep, zip, and snap into the hearts of the people. Therefore the populace rises up, fig- uratively speaking, and chokes those evil prophets who taught the people ‘to err by saying, “What’s the use?” The anvil chorus is drowned by the swelling volume of throaty, full-chest- ed boosters. And all the country round about sits up and observes that a vacant place on the map is now Sitting, left to right—Fred C. Richter, Frank §. Ganiard, John D. Martin. occupied by a city—a live, modern metropolitan burg. Now it’s a whole lot better for everybody concerned for the city to keep wide awake and not incur the handicap of sticking fast in a rut while competitive municipalities forge ahead. But when a city does get into such a predicament, the thing to do, of course, is to wake up and get back into the running with as little delay as possible. By all means let the sleeping city be aroused. Chas. L. Garrison. 1915 ngs. ing- do- and ple. 10Se ople se?” the est- atry that 10W mn or ta 1e - le re tO Ly Le August 4, 1915 VALUE OF ORGANIZATION. Asset Worth More Than the Stock of: Goods. Written for the Tradesman When the average small merchant thinks of “organization,” he thinks of million dollar corporations and im- mense armies of employes. Conse- quently, he usualiy supposes that sug- gestions along the line of building up a store organization cannot pos- sibly be meant for him, because his is an enterprise of comparatively small magnitude. This is far from being the case, however. The successful merchant, with only two.or three helpers, or even doing most of the selling work himself, should be thinking about the organization of his store all the time, and about making it a better store by means of organization. The proposition naturally divides itself into two phases. One has to do with the personnel and the other with the stock. The latter should be studied from the standpoint of mak- ing it most effective and compre- hensive at minimum expense and in- vestment. The metchant with limited capital, in other words, should so dispose his forces that he will have all the strategic points covered, to drop into military, phraseology. He should have studied the wants of his particular lot of customers— which may be entirely different from those of any other lot—so carefully that his stock is peculiarly fitted ‘to their requirements. In this way he will have a stock that is properly organized and really efficient. But considering the question of the personnel of the store, and the or- ganization as composed of individuals, there is much to be said. Proper organization means success, and in- adequate attention to the personnel of the store means failure, or at best mediocre results. Many a store is kept on its feet, in spite of poor lo- cation, insufficient capital and ordi- nary stocks, by unusually aggressive or attractive salespeople. They win and hold trade, and are assets of the greatest possible value. The aim of every merchant should be to build up a selling organization composed of live wires of this character. Some storekeepers seem to feel that it is not good policy to have salesmen who are too likely to make a favorable impression on customers, seeming to think that in a way this is competition with themselves. They are like the department stores in some of the large cities which frown on what is known as “call trade,” v here the customer calls for a par- ticular salesman. by name, and wants to be waited on only by him. The objection may be well found- ed in the case of the salesman who makes his personal following a lever which he uses to get advantages to which he is not entitled, or who tries to “peddle” this ‘personal business among competing stores, putting it up for sale to the highest bidder. That is poor policy from every standpoint, and is open to legitimate criticism. But the salesman who is working for the store as hard as he can must MICHIGAN TRADESMAN necessarily do it through the only medium that he possesses—his per- sonality. The best thing he can do is to make such a favorable impres- sion on a customer that the latter will want to come back to that store, and be waited on by that salesman. That is the sort of thing that dem- onstrates that the employe has made good, and that he is part of a real selling organization. The merchant who thinks of the possible results of such work, in terms of higher salaries and increas- ed running expenses, is looking at a star with the telescope turned the wrong way. He should think in- stead of the amount of business which the salesman can do, and of the ways in which he can make the latter’s ef- forts profitable to himself as well as the store. The most successful retail estab- lishments are those which hold their salesforces together. In other words, the merchant who gradually builds up a good organization, and then holds it together, is practically cer- tain to succeed. The concern which discourages initiative on the part of it employes, and which seeks to hold everybody at a dead level of medi- ocrity, and to pay everybody medi- ocre salaries, is following a course which makes for the poorest possible results. The laborer is worthy of his hire, and the successful salesman is too scarce an article to be allowed to get away. When the merchant finds that he has captured this rara avis, he should do everything in his power to hold him, and that means making it to his interest in a substantial way to stay with the store and be a per- manent unit in the organization. Permanence of this kind gives the impression of success, and nothing succeeds like success. The — store which is always breaking in new help is bound to suggest to customers that it is not prosperous enough to afford experienced, capable salespeople. And nothing gives a store a black eye with its trade quicker than the suggestion that it has “hit the toboggan.” It is mighty hard to overcome an im- pression of that kind. Labor, including that offered by store employes, is a commodity, and merchants are competing for it, whether they realize it or not. Just as goods seek the best and highest markets, so labor goes in those direc- tions where conditions are most fay- orable. That means that the service which commands poor pay and in- volves long hours and few holidays is going to draw the left-overs and rejects from other lines. Salesmen who are experienced and capable are wanted in your store; but do you feel that if you had your choice of employments, your estab- lishment would be the most satisfac- tory place for you to begin your busi- ness career, or to spend a good many years of your business life? The more pleasant the surround- ings, the better the pay and the more thoughtful the employer of the com- fort and success of his men, the greater is the certainty that he will get good men and that they will stay with him. And getting and keeping good men is the only sure road to profitable merchandising. Everybody in a store, if he has friends, and has rendered good service to customers, has contributed to the store’s prestige and good will. For anybody in the organization to leave it, therefore, would be to sacrifice a certain amount of good will. Te keep the organization intact, and to keep on keeping it, is to ensure the permanent prosperity of the estab- lishment. Building up a real organization is not an easy mark, but one calling for care in selection and discrimination in the training of employes. But when a salesforce which is worthy 33 of the name has finally been assem- bled, the store has an asset which is worth more than its stock of goods, location or any other single attribute. The organization should be formed with the same idea that should gov- ern the selection of stock; not how cheap, but how good. G@ BD. Crain, Jr. —_—_+-.—__— Success never comes to the man who sits on a dry goods box and whistles for it. UNIVERSAL CLEANER Great for the pots—great for the pans Great for the woodwork—great for the hands. ORDER FROM YOUR JOBBER MACAULEY SAID Those inventions which have abridged distance have done the most for civilization. USE THE BELL And patronize the service that has done most to abridge distance. AT ONCE Your personality is miles away. Every Bell Telephone is a long distance station. habitable globe. Come and See Us VERY detail in the process of making Shredded Wheat Biscuit and Triscuit is open to visitors. The Home of Shredded Wheat is visited every year by over one hun- dred thousand persons from all parts of the Remember that Shredded Wheat is ready-cooked and ready-to-serve. No free deals—no premiums—just a good, steady profit and a firm, steady demand which we create through continuous, per- sistent educational advertising. 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. { q ie a . : f ee SSeS EN ORE ONIONS ’ FRIENDS IN BUSINESS. They Are a Valuable Asset for the Merchant. Written for the Tradesman. “There is no friendship in bus- iness,” is another one of the old say- ings that has lost its force because it is recognized to be founded on a wrong premise and does not correct- ly express what the statement orig- inally meant. At the time, when this declaration was in frequent use, and passed as correct business ethics busi- ness men and traders considered that they were engaged in commercial en- terprise solely for the money there was in it and had little thought of serving their associates and their community as well as themselves in a transaction. 5 Even then, however, the real mean- ing of the phrase was recognized to be that because one might have friendly relations with another, when it came to business affairs, the man who called himself friend to the prin- cipal on the opposite negotiating side was entitled to no more favorable terms than the one who was a stran- ger in a social sense. Considering the matter in this fundamental as- pect it is as true now as ever that friendship, merely, should not carry with it special advantages in trade over any other individuals. The man who tries to conduct a merchandising business or engage in any other sort of commercial en- deavor without any weight of senti- ment is attempting a virtually im- possible task. Whether one wills or no, sentiment or friendship— which is founded on _ sentiment — is bound to become an element of suc- cess or failure and a wise man will not close his eyes to this fact. That man who both diffuses and inspires friendship has a big advantage over a competitor of the old school who considers the purchasing public his legitimate prey and conducts his busi- ness without any regard whatever for the welfare of those who favor him with their trade. One of our dictionaries gives as a definition for a friend, “One who en- tertains for another sentiments which lead him to seek his company and to study to promote his welfare.” A printer recently sent to a large business concern a printed reminder card which expressed the modern at- titude toward this business and friendship matter very cleverly. The card read: “No friendship in busi- ness? What rot! Business is noth- ing but friendship. It has to be. Our enemies will have nothing to do with us.” Accepting this statement as true, then it is imperative for every busi- ness man to make as many friends as he possibly can, and the best way ats correct market value. to do so is “to study to promote the welfare” of the people in the com- munity. That means give your cus- tomers the advantage of your su- perior knowledge of merchandise val- ues and never charge a price for an article in advance of its real worth because they may not happen to know Sooner or MICHIGAN TRADESMAN later that kind of pricing method will be discovered and, in place of friend- ship, you will have antagonism to overcome. Sooner or later the acid test of in- tegrity will be the measure by which friendship toward a business man and his establishment is given. As one writer says: “There will be men who will prosper greatly for a_ time through sharp practice. They may be able to defraud some individuals in the delivery of one kind of merchan- dise when another is ordered. They: may be able to persuade people into buying something at an exorbitant price. They may dessiminate mis- leading information for the purpose of making the most possible out of customers who have relied upon them without suspicion in the past. For a time they may prosper, but human history has been read disadvantage- ously if they do not conclude that prosperity of that kind is not lasting, either on this side of the grave or the other.” No merchant who honestly studies to promote the welfare of his cus- tomers who feels true friendship to- ward those who deal with him and wins the friendship of his customers will be in danger of betraying that friendship. The merchant who rec- ognizes the value of friendship in business will discover that he can hold his trade against disastrous price cutting competition and other un- scrupulous trade getting methods. The value of friends in business can hardly be denied, but the perplex- ing thing is to know how to establish the friendly relationship among sev- eral hundred people in your home town and the surrounding country. One of. the ways is to keep in touch with them by sending out letters and announcements, which will show that you consider them among your cus- tomers and take an interest in them. Every progressive merchant should maintain a comprehensive list of the people of his trade community, in- cludint those who trade with him regularly, those who come to the store occasionally and the newcomers or individuals who seldom visit the store. These names can be kept classi- fied and letters sent out to suit the condition. Comparatively few people not in business take into consideration that hundreds or perhaps thousands of letters with the same identical word- ing have been sent out to others, but if their name is on the letter it comes to them as a personal message. If there is one thing, more than another, which the great majority of people enjoy it is getting letters. It is one of the most common characteristics we have and is a legitimate feature for merchants to play upon in win- ning trade. A certain merchant was in the habit of sending out letters once a month to his trade and found that it soon became aa regularly expected event in many homes. He had sent them each month on the first day, as a rule, but one month was so busy that there was a delay of a week in mailing them. The number of people who came in and mentioned that they did not get their usual letter, which was always accompanied with a bar- gain circular, proved to this merchant that it would not pay him to let that piece of advertising work be delayed again, and also gave him new enthus- iasm in making up the letter and cir- cular. He knew that if it was miss- ed by the recipients it was well worth while. Impressing a person with the fact that you remember him is the first step toward making a friendship valuable in business. John H. Brown. Cardinal Principles to Be Considered by Advertisers. Written for the Tradesman. Type, used alone, is cold. It lacks eye compelling force unless the ty- pography is unique in the extreme. We learn in school, from actual objects placed before us. Our minds act by forming mental images, as it were, of the objects dealt with. The great popularity of the moving pictures is due to the fact that the human family like to “look at pic- tures.” Here, then, is a vital lesson for the advertiser, a lesson well worth heeding. We may use word pictures to the limit. Five hundred or a thou- sand words may graphically describe and tell in detail of some object. On the other hand, one-half the space used in descriptive matter will have thrice the pulling power if an illus- tration is used. The above facts are applicable to all copy, whether in the newspaper, the magazine or catalogue. Illustra- tions are always worth every cent ex- pended upon them. Advertising is a science which has been studied and analyzed for years past and still it offers unanswered problems daily. The prime object of the advertise- ment is to attract attention. This being true, let us use the illustration as the direct and simple way to ac- complish the purpose. With the illustration used, we can then look to the typographical ar- rangement and as a picture is used, less need be written. A few brief words and the price will suffice to complete what may be considered a complete advertisement. A point to remember in advertis- ing is to get copy in early. This means better position and, as a rule, better display. The late advertise- ment of necessity receives less atten- tion than the one coming in in plen- ty of time. In advertising “change copy often” is an old and a wise rule, too often overlooked. The timely, seasonable advertisement must be thought out— planned in advance. It does no good to wait until the last moment and then “rush in any old thing” to fill space or carry out a contract. It is even poorer policy to use out-of- season copy in your advertisements than to leave your windows unchang- ed, a thing you certainly will not do in these days of strenuous competi- tion. Advertising should be looked upon as an investment, not an expense. It should not only pay for itself, but give a decided profit over and above August 4, 1915 the amount spent for the space itself. It therefore behooves us to make all effort to prepare such copy as will do its duty. Give the matter of copy the attention it rightly deserves and there will be no cause for kicking and complaining about results. Hugh King Harris. When you think your views of life are just right about religion, politics and all the great world’s problems which are being worked out about you, take a “Dutch Master” cigar and light it, lay back in your chair, open your mind, think that there are about eighteen hundred million of human beings on earth to-day, no two persons thinking exactly alike, wouldn’t it be too bad if just you were right?—Adv. —— >>> When | relatives do a favor they never allow the recipient to forget it. Nature never discounts the debt we owe. Make Out Your Bills THE EASIEST WAY Save Time and Errors. Send for Samples and Circular—Free. Barlow Bros., Grand Rapids, Mich. SHELDON AND OAKES GRAND RAPIDS, MICHIGAN. AND ALL Send for Cancer and Eczema Booklet im afl SKIN AND SCALP DISEASES SUCCESSFULLY TRBATED Puritan Plaster Method for External CANCER REMOVAL 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, JESSE J. FOX, Superintendent “MRS. MAE HAUCK, Supt. Ladies Dept. lIN il 6 99 ‘*‘ Sunbeam — SS me AND BAGS RIGHT NOW is the time to stock up on these excellent values, with the spring and summer tarvel just ahead of you. 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 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 Interested persons are invited to investigate our methods President Secretary | TRUNKS, SUIT CASES “Sunbeam” Luggage will withstand will find the goods just as represented. haven't a copy, send for it to-day—NOW. Brown & Sehler Co. Home of Sunbeam Goods Grand Rapids, Michigan = ey it. bt August 4, 1915 Four Questions and the Tradesman’s Reply Thereto. Question: I am troubled with lit-" tle matters coming up which take time and energy to adjust. Buyers are constantly bringing up something about which they are dissatisfied and seem to expect me to adjust it. Please advise me as to a satisfactory way to care for these little differences, which will satisfy the complaining customers and yet protect the house. R. S. McD. The average dealer does not fully realize that his supplier maintains a complaint department through which it prefers to adjust complaints by correspondence. Therefore he ill-ad- visedly decides to wait until the sales- man calls and then take the matter up with him. Here is the way to counteract such a tendency: Suppose when you call the buyer claims that a previous shipment was not satisfactory. Get all the facts of the case before you, then, keeping in mind where the fault lies and the peculiarity of the buyer, write to the house on the spot, in the presence of the buyer, putting the letter in his out-going mail. You have then made a satisfactory adjustment for the buy- er, and educated him in the best way of conducting such matters for him- self. Impress upon him that in the future he can get just as satisfactory an adjustment through the house and avoid delays by so doing. Show him that perhaps a better—certainly a quicker adjustment—will be forth- coming, if he takes up such matters with the house. Next write the house giving all the details of your adjustment, and the matter is closed. Question: I handle a line in which all my dealings are with purchasing agents. I meet a number of men whom I think do not have the inter- est of the firm at heart, or they would buy from me. As it is, they seem to be losing money and not protecting the interests of their employers by not giving me a chance. How can | reach the purchasing agent, so as to get him to take more interest in my product to the consequent benefit of his firm? TF RR Granted that your methods of salesmanship, particularly in ap- proaching and interesting the buyer, are up to the mark, what you and your house should do now is to enter upon an educational campaign direct- ed against the particular purchasing agents of those firms you wish to sell. The advertising department of your house can reach the firms you have in mind with a convincing state- ment to every director, officer and many of the stockholders of these concerns, regarding benefits that ac- crue from handling your line. Make the arguments specific—have them apply to the particular firm to which the advertising matter is sent. Focus the entire selling ability: of the ad- vertising department, the correspond- ence department and the sales depart- ment upon these firms, and the pur- chasing agent will be brought to time sooner or later. Question: I have been working in partnership with a man who is con- siderably older than myself and_ of wide and diversified experience. Our plan is that of selling advertising specialties to men in all lines of busi- ness in one of the large cities. In MICHIGAN TRADESMAN the two weeks we have been trying this, I have only succeeded in plac- ing six contracts—my partner has placed over seventy-five. This would not seem strange on the score of his greater experience, if it were not for the fact that he wastes a great deal of time and hardly works more than two or three hours a day, while I am continually at it, from 7 in the morning until 6 at night. Moreover, he is a man of rough manner, while I am told that I have an agreeable address and a persuasive way of put- ting things. I can’t see where my method is at fault in any particular. How does my partner get such re- sults? The fact that your partner is a man of “wide and diversified experience,” while you admit that you are imma- ture in salesmanship, accounts for the difference in the results you get. Undoubtedly he is a man who knows the world, and is able to adapt his sell- ing talk to the business habits of the men he approaches—in other words, he meets all his prospects on their own level. From your statement of the conditions, one must draw the conclusion that your failure results from want of tact, and tact is acquir- ed by experience in dealing with men. When you enter the establishment of a banker, a grocer or a hardware merchant with your proposition, which is uppermost in your mind— the impression which your prospect is making on you or an intelligent de- termination to make the right impres- sion on him? You have to appeal to your man through the perceptions first and through the reason after- ward. When you enter a store it may be that the prospect thinks: “Here is a young fellow who hasn’t anything in common with me; doesn’t know anything about my business, but is engrossed with the idea of making me buy something which I don’t want.” When he sees your friend ap- proaching, however, he gets a differ- ent idea. Some subtle thing informs him that here is a man of his own stamp, a business-getter. He is un- consciously attracted by the feeling that your partner and he have allus- ions and habits in common, and that feeling commands his attention and interest. It appears that your partner is neither energetic nor of good address Because he has a gift for business getting is no reason why he should not work as many hours as you do, and take pains to make himself agree- abl eto customers. The difference be- tween what he actually accomplishes and what he might accomplish if he exerted himself is probably vastly greater than the difference between the results he has secured in the two weeks’ work, and yours. Keep up your hard work—learn something about men and business from each day’s experience and in the end your record will outstrip your easy-going partner’s. Question: ‘What troubles me most in my work is the matter of return- ed goods. Many of my best custoim- ers will find something in a large shipment not satisfactory and bundle it up and ship it back. This is very annoying to all parties concerned, but I can see no way to remedy it. How shall I deal with this annoying question? M. S. S. Take a number of typical cases where you have had goods returned. _ Determine by an analysis of the con- ditions whete the fault lies. This will show you what conditions bring about the return of goods sold that ought to stay sold. The chances are that you will discover some startling things—that there is. a vital fault in a department of the house for in- stance. Suppose this to be in the shipping department, or caused by carelessness in filling orders, then it is the business of the house to cor-. rect that weak spot in their organiza- tion. If you call the right man’s at- tention to it, it will be remedied. If you find that the fault is that of a customer, start immediately to educate the offender. Get him into the habit of holding the goods and corresponding with the firm before returning them. Usually the house can better afford to make a discount 35 . than have the goods sent back. -You will have two or three chronic of- fenders among your customers. Have their orders made out, checked, and rechecked with particular care. Have the correspondence department look after each shipment carefully. One enterprising salesman, having a small territory, telephones his “kickers” when an order is due and heads off a great many “returns” over the wire. If you discover the fault to have been yours, be careful in the future about persuading a man to overbuy. eee If some great power would only take the ruling class from the war- ring countries of the world by the nape of the neck, bump their heads until they see a light, set them down together, place a “Dutch Master” cigar between their teeth, they might then see themselves as others see them.—Adv. SPECIAL SALES 28 So. Ionia Ave. We conduct special sales for the better class of merchants in all parts of the United States, and sell their surplus stock at a profit. Our service costs you nothing until we sell your merchan- dise. Write for free information. Lynch Bros. Gonpuctors GRAND RAPIDS YOU Booming ‘‘White House” Coffee? Never was a coffee ever came over the pike half so friendly, or a quarter so satisfactory to customers you are bound to please—if you are out for REAL business....-.------:: ceeiak: Distributed at Wholesale by Judson Grocer Co., Grand Rapids, Mich. 36 MICHIGAN TRADESMAN August 4, 1915 = aa A Problem in Store Service. stores for solution. One of the most C SSS AAS A am days ago a member of the practical ways of meeting the situa- e ye ~ > ~ Lr \ Retailer S organization inspected a tion is the plan followed by the Wan- ; as. Z a = = c = S store in a large and prosperous city. amaker store’ in Philadelphia. In és = = = ae = S - While there the proprietor asked the some of the departments in this great PREVIEW * OF THE : SHOF MARKET : Retailer man what he could do to- store a certain number of clerks vol- S is = a= = 5 ward attracting more trade to his untarily agree to come to work say, = = > 2 x store during the hours between open- at 10.30 in the morning and work LZ pds BO SIP OD. — iiss ing time and 11 a. m. continuously until 4 or 4.30 o’clock Ae This is a condition true of almost without any time off for lunch. 2 e AN every retail establishment that han- Under this plan the clerks work a FA dles wearing apparel, and may be true shorter day for the same pay, which of other lines of retailing. The de- they consider a good one for them. What’s What in Current Footwear eral classes of indigent Gubeisatal partment stores feel the effect of slow ie pied ca gees naa cia Fashions. Written for the Tradesman. In discussing footwear fashions it is logical as well as chivalric to be- gin with women’s footwear modes and tendencies, for it is in this large and important class of footwear that the style-element is most prominent and essential. The style-element is, indeed, prom- inent in juvenile footwear, and not by any means negligible in masculine footwear productions; at the same time it does not play anything like as prominent a part herein as it does in the production of women’s foot- wear. In a general way it may be said that the prevailing vogue in footwear styles for smartly-dressed women leads decidedly towards the chic and conspicuous, especially in respect of the shades and tones of color in top- pings and combinations of colors and materials. Gone—relegated, in sooth, to the limbo of time avowedly past—are the days when milady’s shoes for street wear were commonly, if not neces- sarily, prosaic, inconspicuous and drab in tone, although essentially worthy in workmanship and material. All that modish footery for women’s wear was not then in the matter of smartness and conspicuity, women’s nifty and stylish footery now is. In saying it I trust I wiil not be misunderstood and wrongly suspect- ed of ungallantry; but anyhow it’s a fact that the approach of a woman on the street is now acclaimed by her shoes. There is a distinctly mod- ern note in present day footwear for women, if I can make myself clear by so phrasing it—a new element—shall we say of verve, snap or jauntiness? I do not mean anything in the least represenible. Decidedly not. This new and distinctive feature of the prevailing vogue in women’s foot- wear creations is smart and fetching without being unduly obtrusive. There is a sort of winning dainti- ness and inoffensive sauciness about it that appeals—thanks to the style committee’s decree as to the contin- uance of abbreviated skirts. A Wide Variety of Styles. With all the daintiness and self- evidencing smartness characteristic of footwear now being worn by the women, there is also the widest va- _Yiety. of styles, so that we cannot say of any one, or even two or three kinds, this, or these have the vogue. Oxfords and pumps and shoes; low- cuts and summer boots—all are worn with equal propriety, seemingly; and in each and every one of these sev- ‘terprising tanners and tokens of smartness and good taste may be discerned. Pumps there are galore—Colonials with broad tongues, elongated tongues, and tongues of peculiar, spe- cial, and, apparently, individual de- sign. And there are buckles. and footwear jewels to suit all manner of requirements, or fancies. Side lace, ties, buttons and what not. And there are leathers and fabrics, and combinations of same—all of which combine to produce a situation in current footwear modes that is extremely difficult to analyze, de- scribe or forecast. For one thing it may be said that the woman who is a bit fussy in her dress—and most normal, healthy women are—especially if they belong to the younger set—certainly has a wide variety of styles to select from; and as long as her selection happens to embody the aforesaid elements of attractiveness and smartness, she can’t miss it. And for another thing it may also be remarked that this kind of a situation is also trying on the nerves of the shoe dealer who wants to select quick sellers. The question is, What especially is what, when so many styles lay claim—and with equal authority—to priority, smartness and vogue. Colors and Fabrics. The chief ingredients of all this dainty, smart and picturesque effect in women’s footwear are colors, fab- rics and combinations of same. Tan, cream, straw color, dead grass bronze, dove, browns and grays, and a whole galaxy of lighter shades and tones in tops and quarters, in becom- ing contrast with darker materials— leather for the most part—in the vamps, together with white-and-black effects without end! Attractive? Well, why not? Given a plethora of materials of such sprightly quality—thanks to our en- manufactur- ers of shoe fabrics—it is small won- der the shoe manufacturers have brought out so many attractive and smart shoes for the beguilement of the eternally feminine. Cid McKay. Don’t Like New Wood. Martins, bluebirds, and wrens do not take kindly to houses made of new, bight wood. Their instincts lead them to prefer the places which more nearly resemble the insides of decayed trees, in which their ances- tors have’ nested from time imme- morial. Build your birdhouses to suit the birds rather than to please your own tastes. trade during the morning hours more than most specialty shops. It is a very expensive item for them and one that adds considerably to their over- head cost of doing business, because a larger number of clerks are requir- ed to serve the trade during the rush hours after 11 o’clock and before 4 o’clock than would be needed if the volume of business transacted during those hours was spread over the en- tire period when the store is open for business. Even under this condition, there often is a shortage of salespeople dur- ing at least two hours of the rush per- iod because of clerks absent on their lunch hour at a time when business usually is brisk. This condition spells slow service to the customer, involv- ing a longer time to make sales sat- isfactorily, and the possibility of sales lost because the clerks on duty are unable to handle all of the rush that comes at this time. This situation is one that constant- ly is before the owners of the big averages well with those turned in by clerks who work all through the day. The plan benefits the store because there always is a larger number of clerks to serve the trade in these de- partments when the rush period is on, thereby making surer of serving cus- tomers who may leave the store and transfer their patronage elsewhere because of an insufficient number of clerks to serve them quickly. Perhaps there may be something in this plan of the Wanamaker store that may suggest a way for shoe dealers who employ a large number of clerks to meet a situation in their business which arises from the desire of cus- tomers to do their shopping between 11 o’clock and 4 or 5 o'clock in the afternoon.—Shoe Retailer. —___ 2-2. _____ Were it not for wine and passion, some men would never speak the truth. ——_.2—->———— Many gems of thought turn out to be paste. The Michigan People It is imperative that you have these THREE MOST POPULAR TENNIS STYLES \ ALL WHITE ‘ Men's Lenox Bals............. $1.10 1 Men's Lefiox Oxfords ......... 1.00 Boys’ Lenox Bals.............. 1.08 Women’s Lenox Bals....:..... 1.05 Women’s Lenox Oxfords...... .95 ALL WHITE Hood Tennis and our large stocks and service have made us the LARGEST RUBBER HOUSE IN MICHIGAN Grand RapidsShoe & Rubber(. The HOOD Pump Perfect fitting Pneumatic heel Soft kid sock lining Loose lining $1.10 ALL WHITE The Mary Jane Women s....-555 002 $0.90 WOSSES eo 2a. ee sees 80 Childe. ie 75 Grand Rapids a igaaiaaanenie tales re CRETE IT at Ms a ah ‘ 4 Pe + August 4, 1915 Summer Comfort for Little Feet. Written for the Tradesman. Whittier, the poet, called children’s shoes “prison cells of pride.” And in Whittier’s day the juvenile foot- wear inflicted upon poor little rich people doubtless deserved censure. In the summer time particularly they must have been hot and stuffy and torturous to little tots not permitted to go barefoot. Many adults of to-day—people who have not as yet passed the meridian of life—look back to boyhood and girlhood days and recall with many joyful recollections that glorious day in May, when they were permitted to “take off their shoes and stockings and go barefooted.” What a relief it was to get out of our hot shoes and feel the grateful earth beneath our feet! Soft, yielding grass—hot in the sun, cool in the deep shady places, and perfectly splendid after a shower; and those wonderful little winding paths across the fields and meadows, through woodland pastures, and the rank undergrowth of the woods—how good it was to little feet to patter along these paths! And the indescrib- able pleasure of wading in the cool, shallow spring-branch! Ah, me, no wonder little folks like to go bare- foot! A And yet those halcon days of bare- foot luxury were not without their incidental troubles, mishaps and les- ser perils. Little keen-edged grass- blades used to make deep cuts under our toes, and there were rusty nails and broken glass in alleys and vacant lots of the town, and thorns and briars and sharp-edged rocks in the country-side. A bandaged toe was a common sight in those days, and if a fellow got through the summer with- out a stone-bruise he was lucky. I recall having lost the nail of one great toe and acquiring an extremely deep, ugly cut onthe instep of the same foot in a single summer. My mind isn’t clear on the details of the lost toe nail, but I remember very dis- tinctly about the cut. It was from a sharp-edged rock upon which 1 land- ed in side-jumping the flanking move- ment of a large and ageressive snake. I’ve the battle-scar to this day. Comfort ‘Plus Protection. Hot weather comfort and coolness for little feet, together with an ade- quate measure of foot-protection, is an ideal easily attainable to-day, thanks to the ingenuity of our shoe manufacturers. Nowadays summer footwear for lit- tle people is built on sensible, cor- rect lines. Even the little patent pumps for dressed-up occasions com- bine coolness with prettiness and style; while barefoot sandals, skuf- fers, kicks, scout shoes, etc., are con- fessedly strong in the matter of com- fort. And yet they all provide a suf- ficient amount of actual foot-protec- tion, which is one of the principal objects in footwear of all kinds. They safeguard the most vulnerable parts of the little foot: the toes and the soles of the feet. In a pair of barefoot sandals the child can get practically all the bene- fits of being actually barefooted, and MICHIGAN TRADESMAN at the same time escape a lot of trou- ble and disability that might easily be acquired without such protection. Play days are sandal days, and both are eagerly welcomed by the little folks of to-day. Sandals of the bet- ter sort—those of soft, tough tan wil- low calf, with “guaranteed-not-to-rip” merits—are becoming increasingly popular; and deservedly so. Cid McKay. —__+2+___ The Lure of the City. Written for the Tradesman. There is a large element of latent error in the oft-quoted statement that “God made the country, but man made the city.” The two-fold implication in that old saw is this: first, the city is univer- sally and necessarily bad; second, the city is always bad because man made it. The first proposition is an unwar- ranted assumption—a statement at variance with facts, and the second is false reasoning. Fully expanded the argument would run somewhat as follows: All that man makes is bad. Man made the city. Therefore the city is bad. The general application of that sort of logic would plunge the individual into hopeless pessimism and arrogant worthlessness. It is sufficiently accurate for prac- tical purposes to say that God made the country—and people of a religious temperament frankly acknowledge Him as the Creator of all things; but to assume that the man-made city is always (and unavoidably) an unholy achievement, is an unwarranted con- clusion, From the very beginning men be- gan to build and live in cities. Man’s city-building impules are to deep- seated and ancient we must assume that they are normal. It’s just as natural for man to build cities as it is for the beaver to build his dam. If a creature’s instincts and inclina- tions are wrong and hurtful even when legitimately and naturally ex- pressed, then is the responsibility up- on the Creator, not the creature—fo1 there is no getting away from ele- mental (or biological) impulses. The story of civilization is the story of cities, mainly. Babylon, Alexandria, Carthage, Rome, Paris! What volumes of human history such names suggest! How eloquent in as- sociations to all those who are, to any appreciable degree, familiar with the currents of human affairs in the days agone! Try to eliminate the dominating cities from ancient and medieval states, and think of such countries apart from the power and influence centered in their principal cities, and you'll realize how greatly indebted = PZ ay a . Backed by Quality ‘whey NORB (LT b Ota clttens SAOES dvertising the people of these countries must have been to their metropolitan cities. What is true of remote history as respects the profound, country-wide influence of cities, is also true of more recent history. Always and _ every- where the city looms large in human affairs, and out of it issue influences that dominate. The history of American progress during the last half a century—more particularly during the last ten or a dozen years—is largely the story ol municipal development in a score of. cities scattered over our country. From great, sprawling towns—uely and unkempt and insanitary, with boss-ridden politics and cut-throat business policies—have developed real cities with clean streets, clean alleys and clean water; cities with beautiful parks and playgrounds, cred- itable schoolhouses and splendid pub- lic buildings. Where there was once unquestion- ed submission to public exploitation and spoilation, there is now a uni- versal desire for better city govern- ment; and back of all, giving coher- ency and force to every municipal awakening, there is a growing spirit of co-operation among the business men of every city of metropolitan di- mensions or metropolitan aspirations. The lure of the city is not, by any means, a new social phenomenon. It’s as old as the race. We are instinc- tively and incurably gregarious. And the city draws the multitudes. But the city isn’t bad because it is populous; for it may, conceivably, be 37 “ce one of those commendable cities “set upon a hill, whose light cannot be hidden.” Chas. I. Garrison. : ——_~+-.__ _ Humanity Even in War. One great purpose of international law has been to lessen the horrors of war, to bring its conduct into closer relationship with the principles of civilization. medieval war- fare there was a certain instinct of chivalry. Henry V of England laid down the rule that churches, women and children and tillers of the soil were immune. Cruelcies remained too common, but the whole tendency. of the Renaissance was toward a greater humanity. The Thirty Years’ War, it is true, marked a reversion to bar- barism, but this was in sharp con- trast to the contemporary Civil War in England. It was the evil of the former conflict which impelled Gro- tius and Suarez to define the doc- trine of the society of nations, with its insistence upon the equal rights of every member of that society. There have been lapses into brutality, even in modern times; but the great sol- diers of the last two centuries, how- ever practice might differ from the- ory, refrained from outrages such as have disgraced the present conflict. The German Emperor would find no warrant from Frederick the Great for the destruction of defenseless towns or the murder of non-combatants.— Philadelphia Public Ledger. ———> 2 Fame never blows her trumpet for a man who is too lazy to raise the wind. Even in Increase Your Fall Sales WITH THIS SHOE ae athe GRAND RAPIDS Baa Stock No. 8339%4 Made from the best grade of chrome leather, tanned by a special process which makes it as near water proof as leather can be made. This shoe sells particularly well during the fall months. Rindge, Kalmbach, Logie Company “Makers of Shoes that Wear” Grand Rapids, Mich. CUT TO THE QUICK. How Prices Were Demoralized a Parkerville. Written for the Tradesman. Hans Schmidt stood in his store, with a dark frown on his face. In other words he had a full grown grouch on. “And an Irishman, too, beat by an Irishman, vell I guess not,” he sput- tered. Hans had come to Parkerville a few weeks before and purchased a grocery stock, and thinking to build up a trade, started in to cut prices. He was going to show the people of this berg how they do business in the city. The people said Hans was fair, fat and 40, which was’ two-thirds true, only the latter was slander. Hans was only 30. Across the street and a few doors farther down was the Murphy gro- cery store. It had always enjoyed a good trade. The building was old and needed painting and the front was out of date, but Mike Murphy, as the sign appeared above the door, had dealt fair with people and now the people were standing by the store. When Hans opened the store. his . first move was to come out with a half page advertisement in the Park- erville Herald, the local semi-weekly, offering some rare bargains, a long list including flour, $4.90 per bbl.; sugar $4.69 per cwt.; three cans peas, beans or corn, 17c, etc. He grinned as he handed his copy in. “I guess that will bring the busi- ness,” he said. That night when the paper came out Murphy had a half page also and had gone him ,one better, offering flour at $4.80, sugar $4.59 and canned goods three for 14c. When Hans got his paper he could hardly believe his eyes. “That—that Irishman,” he muttered, “Vait until Friday. I fix him. I vill give stuff away. I vill make him close up sure. But how did he know? How did he find out?” And the people smiled and profited by the bargains, trading generally where they had been in the habit of trading. When the paper came out on Fri- ?y Hans tried to make his threat good, tried to close the M. Murphy store by cutting prices still farther. He was not giving stuff away but some of his prices amounted to al- most that. Hans opened his paper, hastily scanning his well prepared advertise- ment while a broad grin spread over his face. Then turning over to the Murphy advertisement his face sud- denly fell and he stammered so he could scarcely speak. They had beat him again. On every article that he had cut, the Murphy store had gone a little better. Hans fairly danced. “That pirate, that Irishman,” he sputtered. “How does he find out what my prices are to be? I vill fix him next week sure.” Hans had the largest stock and the best location, still the business did not seem to come as fast as he thought it should. MICHIGAN TRADESMAN The next week he cut prices even more than ever, hoping to get the trade coming his way. When he open- ed his paper this time it was not with so sure a feeling. He didn’t even wait to read his own advertisement, but turned to the Murphy advertise- ment and, sure enough, they had him beaten again. “Vell, vell, I can’t find words to express my disgust.” “Why don’t you send it by parcel post, Dutchy?” someone broke in. “Don’t do it,” said another. “Safety first, It is illegal to send poison through the mails.” Thus they jollied him. While they were still talking, Mrs. Carney came in. Hans hurried over to wait on her. Mrs. Carney was not a customer at the Schmidt store. “Oh, I don’t want to buy anything,’ was her reply to Hans’ greeting. “I just want to tell you what I think of a man who will try to rob a poor de- fenseless girl,” and she proceeded to do so in good strong language. “Defenseless girl,” =stammered Hans. “What do you mean?” “You know well enough what I mean. Coming here to run Ellen Murphy out of business because you think you have the most money; but the people won’t stand for it,” and she flounced out of the store, leav- ing Hans stunned and speechless. “What did she mean by saying I was trying to rob a defenseless girl?” he asked. Then they explained to him that Mike Murphy had been dead more than a year and that the Mur- phy store was _ conducted by his daughter, Ellen. If Hans had been speechless un- der Mrs. Carney’s tirade, he was even more agitated now. “Me, Hans Schmidt, fighting mit a defenseless girl!” he moaned. “Well, never mind, Dutchy, maybe you can marry the girl,” suggested someone. “Yes, marry her by all means. Then you can bring the store over here and you won’t have any more com- petition,’ put in another. “You talk mit foolishness, all of you. I don’t know the lady,” he re- plied, “and I didn’t know a girl was running that store.” “Well, its easy to get acquainted in Parkerville. You better go and call on the lady, Dutchy. Maybe something will come of it.” put in another. “Schmidt & Murphy would read good on a sign,” said another. Poor Hans was not in any mood to be jollied by these fellows and made his escape to the back room, leaving the store in charge of his clerk. The next day he commenced to plan some means of patching up the cut-rate war between himself and his competitor. He called up the Mur- phy store and, getting Miss Ellen, tried to apologize but did not make things any better by ending up with “Ve are fools to be fighting this vay.” “T think you are,” is what he heard in reply, and immediately the receiv- er was hung up. Hans then tried writing to Miss Murphy, but his letters were only re- turned unopened. It looked as if the feud would continue for some time. Six months had gone by without any material change. The Murphy store seemed to be in the lead, so far as price cutting went, and Schmidt was compelled to meet them or quit. The war would probably have con- tinued indefinitely, or until one side or the other became exhausted, but for this last incident. There had been a Sunday picnic at Round Lake and Ellen Murphy’s little sister, Mar- garet, had been rescued from drown- ing by Hans Schmidt, who was a fitie swimmer. This had been the turning point which had brought the combatants together. Gradually the cut-rate war ceased, and the old. conditions re- sumed. Now the Murphy store is closed; moved over to the Schmidt store, and Miss Murphy is now Mrs. Schmidt. When we joked Hans about it, he replied smilingly, “Oh, I closed that store all right. We asked him if he ever found out how Miss Murphy knew in advance what his price would be, thereby en- abling her to make a better one. “Sure,” he said. “Her little broth- er, Jimmie, worked on the Parker- ville Herald. W. B. Minthorn. 2. a—____ We used to say that the “Dutch Master” cigar was good enough for the crowned heads of Europe, but we now wish to say that the crown- ed heads of Europe are not good enough for the “Dutch Master” cigar. —Adv. August 4, 1915 Booming Mail Order Houses Edi- torially, Marshall, Aug. 1—We desire to call your attention to an item on pag 29 of the August Delineator. In the lower part of the first column under the title of “Men Folks and a Pump,” the editor, by letting all of the con- tribution pass with his O. K., gives the casual reader the idea that the mail order house is the proper place to buy supplies, although practically all of the Delineator’s advertising is of the retail type; that is, by manu- facturers who sell through the re- tailer. We believe that the advertis- ers who use the Delineator should notice this kind of treatment of their customers (the retailers), and en- deavor to have it remedied. S. E. Cronin Co. The item complained of is as fol- lows: The diagram showing pump, barrel and spring illustrates a cheap means of running _water to the house in Southern latitudes. An obvious ad- vantage of it is that the day’s water- supply may be pumped by the “men- folks” each morning. The materials can be bought of any mail order house, and with well not over one hundred feet from kitchen, outside cost is $14. Labor is not included, because any man can install it in a day. i ; For many years the Butterick Pub- lishing Co., which has made a for- tune in selling patterns to retail mer- chants, has stood by its regular cus- tomers and refused to bow to the bandishments of the mail houses. order It is exceedingly unfortu- nate that the house should change front at a critical period in the con- troversy between regular and irregu- lar merchandising. 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 be in style. 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. August 4, 1915 The Possibilities of Territory Analy- sis. Written for the Tradesman. There’s business around every cor- ner, but there are a lot of salesmen who stop before they get to the cor- ner, turn back and report that Doe is “stocked,” Roe is “loaded” and that Moe “will buy next trip’—and get away with it. They don’t mean to deceive. They have confidence in a duty performed and feel that their place in the world’s business fabric could not be easily filled. One of our boys put it splendidly the other day when he said to me: “There’s business everywhere but you’ve got to dig for it and some- times dig deep.” This man must carry a well digging outfit for he rakes up good accounts from the most unexpected places. He has a strain of tactful persistence through his character which carries him through to results whch have seem- ingly been unattainable by several predecessors in the same territory. This man adopts in his selling work the same persistence he displayed in getting a place in our organization. I remember very distinctly the regu- larity with which he called on me for over a year trying to convince me that he was old enough and sufficient- ly capable to become a salesman. In our organization there is a certain part of the work which enables us to use very green material, We catch “em young and thus have the oppor- tunity to train them our way in- stead of taking older men who have been taught under different condi- tions. This youngster has succeeded by that same application of-zeal in getting an order which he used in selling his services to me. A sales manager is expected to analyze the territory assigned to the salesman both for the benefit of the house and for the salesman too. The extent to which a salesman shows initiative in doing analyzing of his own usually measures the real abili- ty of the man. The man in charge of the sales department of any busi- ness can hardly have the opportuni- ty to study the territory at such close range as can the man on the ground. The man at headquarters must the- orize. The man on the firing line can get the facts. If he’s a good man his work will be in the way of find- ing new customers instead of sitting back comfortably waiting for the boss to make suggestions and root out new trade. There should be a source of pride on the part of the salesman to beat the man at the helm in finding the real sales possibilties of a territory. He should not have to wait for the letter from headquar- ters which says: “The latest auto- mobile census of Minnesota indicates that the towns named below are in a splendid business condition. You had better make them on your next trip to the North.” The salesman him- self should have that information. The man with initiative can get the needed data. There should be fittle need for a letter from the house advising a stop at some new town on the territory. MICHIGAN TRADESMAN What counts with the man at the center of things is the business which the salesman himself locates without suggestions or assistance. Every or- der of that sort shows that man out in the field is doing his own think- ing and the more of his own think- ing a man does the more he’s worth to his house. The measure of sup- ervision a man requires is usually in due proportion to what he’s paid. The man I referred to in the first few paragraphs has taken his terri- tory and spread it out map-like be- fore him. He _ evidently has gone over it with a fine tooth comb with the avowed purpose of corralling every channel which may lead _ to business. He seems to have analyzed the sales possibilties from half a doz- en different angles. Usually he has a plan ready laid before I mention some field where business probably can be found. He has told me that his territory is all he has to make good with and therefore it must produce the busi- ness. Lots of other men have the same conditions to face but there seems to be missing that “pep” which makes the difference between success and failure. The analysis of a territory is really an interesting process. I’m sure lots of salesmen would do it for themselves if they appreciated the vista of new busi- ness which such work would disclose to their eyes. There are different methods of making a territory analysis, each de- pendent upon the line, the type of trade and many other results. When I had a job in the field there was not a prospect in my territory about which I did not have some knowl- edge—provided there was any way to get the information. The telephone books, the city directory, other sales- men, customers, the newspapers and any place I could get a line on a buy- er were all worked into use. Dis- tricting the territory, and classifying the prospects by street and section made for economy in time and made certain that no worth-while oppor- tunity to do business was overlooked. I do not say this with any thought of self-praise. I merely cite my own individual experience and the method I pursued and would again follow if the necessity should arise. The cer- tainty of getting business in paying volume if systematic management of territory becomes a part of the sales- man’s own thinking and planning should be obvious. “There’s business everywhere but you’ve got to dig for it and some times dig deep.” The temptation to stick to the beat- en track is very strong with -some men. They like to stick to the towns where the hotels are good and other things equally desirable. Many times a city raised salesman will fail in a country territory because he has not been accustomed to taking a bath in a wash-bowl and having a candle to retire by. I know of a very re- cent instance of this sort. For sev- eral years a large dry goods house had had in its employ a capable young man who had _ expressed a desire to become a salesman. A vacancy devel- oped down in Arkansas and_ while there are plenty of good hotels in that State there are also a few that have guests who are not registered, while poreclain bath tubs and elec- tric lights are still dreams of the fu- ture. They sent this man down and about four days of it brought home a wire that he’d had enough. Urged, he tried it two days more and came home. “A quitter” you say. Yes, but they had faith in him and gave him a job in the city with the result that he immediately made good with a capital G. But the business is lots of times in those towns of poor ho- tels, etc. Intensive cultivation of ter- ritory means that the low places as well as the high places must be plow- ed and plowed deep. Earl D. Eddy. Copyright, 1915. —~>-.—___. Eighteen Hundred Pies an Hour. The fastest machine devised for making pies is operated by a fore- man and six assistants, and will turn out 1,800 pies an hour. The ma- chine is provided with eighteen re- volving pie holders which move around an oblong table or platform; two crust rollers, one for the lower and the other for the upper crust; a set of four automatic moistening brushes; and a pie-trimming wheel. The six operators of the machine place the crusts, fill the pies, and re- move them from the table when the operation of moistening and trim- ming has been automatically complet- ed. . 39 Published Without Charge. Hillman, Aug. 2—At our recent fire, April 29, we had the misfortune to lose our large department store, owned and conducted by Louis Da- vidson. As Mr. Davidson is pretty well along in years and has accumu- lated a snug little fortune, he does not care to start all over again, hence the location is now vacant. It is one of the best locations for a good big department store in Northern Michi- gan or, we dare say, any place in Michigan. The town demands just the kind of a store Mr. Davidson had here and the townspeople would wel- come some good enterprising man who would come here and locate. No one need take our word for it, be- cause we will show figures as to the business done by Mr. Davidson. If you care to make a news item of the fact that Hillman has a good open- ing for a good big department store. we would appreciate it. Of course, if you do not care to make a news item of it, what would you charge us for a little space to see if we can get some one interested? Hillman Business Men’s Ass'n. —_> >> The man who shouts “My Coun- try” the loudest, generally does not own a foot of land and is usually be- hind in his rent. He deserts his fam- ily to give his life for something he never owned. If he had only smoked the “Dutch Master” cigar he might have had a vision strong enough to look around the world and see that the present so-called owners of the oil, coal, land and all other natural resources call him a patriot, future generations may call him a fool.— Adv. —~+.___ Occasionally a little sin grows up, weds and raises a big family. half double hemlock sole. No. 449—Price $2.50 This is a shoe that has stood the test of service. It is made of our chocolate colored re-tanned stock; full vamp, making two thicknesses of leather at the tip: A shoe especially adapted to farm service. Order a case and watch the wear. HIRTH-KRAUSE COMPANY Hide to Shoe Tanners and Shoe Manufacturers Grand Rapids, Mich. | | i ee PORTANT SOON TRUSTY ERIN aes SERSCasar on ll ay te aR td Sse hla SAAN NOC el ly bean peer SE EA Te STs See, MERRY NE SE ME ad ON Ng MICHIGAN TRADESMAN es eg (ue i Asaseucenay ALAA SUV — = — — > VE secelll WW WU MAA 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, Marauette;: L. N. Thompkins, Jackson. Next Grand Council Meeting—Traverse City, June 2 and 3, 1916. Michigan Division T. P. A. President—D. G. MacLaren. First Vice-President—F. H. Mathison. Second Vice-President—W. J. Manning, Detroit. Secretary Brown. State Board of Directors—Walter H. Brooks, Chairman; Fred H. Locke, J. W. Putnam, J. E. Cronin, W. -A. C. E. York, W. E. Crowell, C. H. Gall- meyer, Frank W. Clarke, Detroit. State Membership Committee—Frank H. Mathison, Chairman. = Letter From the Old Man to the and ‘Treasurer—Clyde E. Boys. You know’ what cancellations mean. They mean that a lot of our boys on the road hustled so fast last month that they overlooked the ne- cessity of hustling consistently. They swept the net around for a tremend- ous haul of fish; but the home office finds on attempting to land the haul, that the net was full of torn meshes and that a good sized part of the catch is going. to get away. You did a lot of work last month that won’t cash in, because it wasn’t thorough. The only kind of order that has any value is the order that sticks. The house can’t make any money by car- rying on mere flirtations with busi- ness. When an order comes in to us, we want it to be married to us so hard and fast that as soon as it hits the factory it will know it is at home and hang up its hat behind the door and settle down and stay with us— not merely drop in to look us over and then duck out and elope with one of the neighbors. The only way to make an order want to stay by you is to take pains in the courtship. The only way to make any kind of success permanent is to take pains in attaining it. There’s a lot of careless work of one kind and another going on in our organization, and a great deal of it is due to our very strength—the speed and energy we are so proud of. These cancellations ought to be a lesson to us, coming as they did in the month of our greatest triumph. We are going so fast that we are begin- ning to slip a cog now and then. It is up to us to put a stop to this tend- -ency before it becomes a habit, or sooner or later there will be a mix- up in the machinery of our organiza- tion that will fill the air with flying fragments. There’s no man and no business that can afford to overlook the im- portance of thoroughness. Many a doer of big things can lay his final failure to his lack of this quality; many a big business has had the bot- tom fall out of it because it wasn’t put together with sufficient painstak- ing in all its parts. There’s another note of warning that has been distinctly sounded in connection with that record- breaking month. You boys bit off some tremendous mouthfuls in the way of sales. But we know now there were a lot of ’em that you didn’t chew fine enough. Don’t forget that every mouthful of business has got to be digested be- fore it can do the house any good, and that the digestive process is up to the old man and his assistants at the factory. Try to send us food not junk. If the selling force bolts down orders with such indiscriminate haste there’s bound to be a fit of indiges- tion at the home office afterwards that will put the business in a hos- pital. You did a lot of this indiscriminate and hasty swallowing in the final week of that record-breaking month. Some of the orders you sent in were so impossible that they had to be turned down by the company. Anda number more were accepted with an uncomfortable degree of doubt on the part of the credit manager. Part of the business you took was for deliv- ery to concerns which turned out to have no more legitimate claim to a line of credit than Captain Kidd would have to a front seat in a con- vention of philanthropists. Of course, when our salesmen call- ed on these concerns and urged them to install our line, waiving all such sordid matters as ratings and credits, they laid hold of the opportunity to stock up with our goods in the same spirit with which a hungry tramp would accept a chance to wrap him- self around the entire layout of food on a free lunch counter, Now I know that you rounded up these orders in good faith, and with every intention to do the right thing by the house. But if you had taken more pains to investigate the stand- ing of these concerns you wouldn’t have gone after their business so big hard. You were in such an everlast- ing hurry to clean up their trade and move on that you didn’t stop to be thorough in sizing them up. One of our best men lost the house a big sale and cheated himself out of a fat commission by taking a heavy order for a line on which he ought to have known that we were oversold and couldn’t make prompt delivery. If he had taken pains to keep posted on conditions at the fac- tory, he would have known enough to push his prospect for lines we were long on, and the house would not have had to pass up that big bunch of business, which, of course, was afterward just naturally turned over to our nearest competitor. The very salesmanship of our man was against us; he had_ created so keen a desire for the line we were out of that the customer wouldn’t be contented with any other, and when he found that we couldn’t sup- ply it he went over to our competi- tor without so much as stopping to say “so long” to us. This is just another case of “more haste, less speed.” There’s one chap in our force who carries the habit of carelessness to an extreme that would kill the use- fulness of a less able man. Our mail regularly brings a raft of enquiries and complaints from this salesman’s new customers—all growling like a cage of bears because they have been promised this attention or that and no effort has been made to back up the promises with performances. I hate to see a star man so handi- capping his splendid abilities. This salesman has a way of mak- ing himself as welcome in the busi- office as'a minister at a Sunday school. He no sooner gets inside the door than everybody in the place be- gins to experience a desire to give him the glad hand, from the boss down to the elevator boy, and the temperature of the office immediately rises to the exact point where it is easiest to do business. All the pre- judices and objections or contrary plans which the prospect may have happened to entertain melt away like snow before the sun under the in- fluence of this salesman’s magnetic personality. He makes every pros- pect feel that our house is in business solely for the pleasure and excite- ment of catering to his individual needs. If the prospect doesn’t hap- pen to think of any special extra courtesies which he would like to have us extend to him, the salesman will take the trouble of thinking them up for him and persuade him to ex- pect us to throw them in as a matter of course. He takes infinite pains in landing a sale. But when the order is signed our magnetic representative will just as like as not forget to send it in promptly; or when he does send it in he will neglect to make any men- tion of the special attention he has promised the customer. As a conse- quence this salesman’s customers sub- ject the house to a stream of remarks more unpleasant than the shower of hoots and calls customarily bestowed August 4, 1915 by a Bowery audience upon an‘ up- popular actor. This salesman certainly is a busi- ness-getter—there’s no denying that; but unless he changes his ways he will prove in the long run to be a business-loser—and we will have to let him go. If carelessness can so handicap a brilliant salesman, how much more will it curtail the chances for success of the average man in the field? Take the matter of cleaning up territories. We have some salesmen in our force who display about as much thoroughness in this work 'as a Chicago policeman shows: in making inspections along his beat. A map of their territories showing the places where they had put in hard licks would look as uneven as if it had broken out with the measles. These men call only on the prospects they think they have the greatest chance of landing, and let all of those be- tween slide. Now it is all right for a chamois to cover distance by plunges and jumps, hitting only the high places. Nature made the chamois that way, and since he’s not on the old man’s pay roll I can’t reasonably object. But a good salesman has no business going through the work laid out for him in the same hop-skip-and-jump style that distinguishes the playful Alpine goat. Don’t carom over your territory like a jumping billiard ball, hitting only the most elevated protuberances, dodging from one big prospect to an- other main chance, and neglecting to call on the less promising dealers between. You can’t tell the size of a business man’s bank account by the looks of the sign over his door. And the goddess on the silver dol- lars of these less important tcoking dealers smiles just as cheerily as she does on the dollars of their big-three ring competitors. Don’t forget that a goodly num- ber of mavericks in your corral are worth more than half a dozen lone- some steers. Take pains to brand the calves as well as the senior mem- bers of the family, because nobody knows how big a calf may grow. The same is true of the little dealers and their dollars. You want to brand them while they’re young and give them a chance to grow up for you. They’re to be respected in the aggre- HOTEL CODY EUROPEAN GRAND RAPIDS, MICH. Rates $1 and up. $1.50 and up bath. 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. August 4, 1915 gate, even if as individuals they don’t stock up for so much as some of the big fellows. Quit thinking merely of the main chance. Keep an eye on every issue and work every lead for all it is worth. Take pains with each 6ne. Remember that the pick and shovel in steady unceasing pound and swing are as necessary in the extraction of gold from ground as blasting, even if they don’t tear up as big chunks of rock at one time or make as much noise in the process. It is better to have your’ record uniformly up to standard than lum- inous only in spots. The way to make it uniform is to take pains with it— to be as thorough in the performance of the least of its parts as you are in the largest. That doesn’t mean that you have to spend as much time on a small matter as on a big one; you don’t. But give the small matter as much time as it deserves. Don’t ignore it altogether. [Concluded next week.] —_2-—___ Grand Rapids Council to Picnic at Saugatuck. Grand Rapids, Aug. 3—Grand Rap- ids Council, U. C. T., will hold its an- nual picnic and outing at Saugatuck August 21. Arrangements have been made with the Crosby Transportation Co. and the Muskegon Interurban for a delightful trip via special trains to Grand Haven and a twenty-five mile sail on Lake Michigan to Saugatuck, returning by same route in the even- ing. At Saugatuck, in addition to bathing, fishing, etc., a special pro- gramme of sports—something differ- ent—will be staged and prizes offer- ed in each event. The taking of lunch baskets will be optional as spe- cial lunch will be obtainable at the grounds. The following committee will be in charge: H. W. Harwood H. D. Hydorn Fred May A. N. Borden J. L. Shoemaker. M. J. Rogan, the livest Irishman out- side of Ireland, will be at the Morton House with his clothing lines Monday and Tuesday of next week. Mr. Ro- gan’s lines are top notchers and those who buy of him once immediately be- come life customers. Mr. Rogan usually spends his summers in England and Ire- land, but the Emerald Isle has little attraction for him this year and will have even less as long as the war in- creases in intensity. Mr. Rogan had worked up a considerable trade on American-made clothing in Great Bri- tain which will probably slip away from him until such time as he is able to resume his annual trips across the At- lantic. —__2->—__ Frank Hengsbach and John Tazelaar have succeeded to the business of the Veit Manufacturing Co., 18 Coldbrook street. Mir. Hengsbach has been with the business under the management of Frank Veit for fifteen years and was employed as foreman and also as trav- eling salesman. Tazelaar had been with the old concern ten years and was em- ployed as superintendent and assistant manager. Both have had considerable experience in this line, _—_—_——_o-_2-—>— Clemens & Brakesma succeed A. F. Vollette in the plumbing business on Robinson Road. MICHIGAN TRADESMAN First Annual Outing of Absal Guild. Grand Rapids, Aug. 2.—The first annual outing of Absal Guild, An- cient Mystic Order Bagmen of Bag- dad, was held Saturday, July 31. Was it a success? Just ask any one of the bunch who went on the trip down Grand River. Every detail of the ar- rangements outlined by the commit- tee, Chas. C. Perkins, Ernest Stott and H. W. Harwood, was carried out perfectly, with one exception—the boat was due to start at 10:30, but one thing not gounted on made the start one hour late. The frost and ice on the new interurban bridge had not yet thawed out this season, and when the steamer May Graham whistled for the draw to open, it failed to do so, and it required some time with the electric thawing machinery to get that swing open. That difficulty over- come, all the balance of the trip and festivities went as smooth and hap- py as a wedding in the “dark town district.” Weather Director Schneider furnished an ideal day for the outing and when the boat was sighted at Lamont, an immense crowd gathered to greet the party, waving their greet- ing with salutes of the American flag, which was answered from the boat: also with the stars and stripes that was taken on the trip by John D. Martin to ensure safety from any submarines, river pirates or any other non-neutral conditions. The dinner at the Evergreen Inn, with five large tables spread under the trees, all load- ed with quantities of everything good to eat, served by young ladies all in white, was a sight to awaken a migh- ty good appetite, even in a wooden man, so you can imagine what it was to a bunch of hungry traveling men, their wives and kidlets. Bill Bosman had to be forcibly removed from the tables and Charlie Lee just cleaned up all the pie within reaching distance but really Fred DeGraff made the biggest stir, calling for more cheese, and right here we regret very much to scatter broadcast one “near dis- graceful” act on the part of Homer Bradfield dragging the American flag down from where it had been placed above the tables to make a cushion to sit on at the table. A near riot was prevented by some of the older heads and the dinner continued peace- fully on, until all were fully satisfied, some even having large regrets for eating so plentifully. Viceroy Martin, amid loud and continuous cheering, introduced Great Ruler Lawton, who gave very earnest thanks to the com- mittee for the good work done and presented each with a very useful re- membrance. After dinner the official photographers, Shoemaker and Van- derVeen, made some pictures of the entire party, except E. J. MacMillan. If you want to know why Mac was not in the pictures taken at the tables, just ask him for we cannot tell you in print. Dinner finished, baseball was in order. Ye gods, what line ups of the fats and slims and what a walloping the slims did give the fats, but there were good reasons, for every one of those doggoned slims had their shoes fitted up with sticky fly paper, so they stuck where they lit, but not so with the fats. Bill Wilson said he never, never again would play ball without shock ab- sorbers on and Fred Beardslee says never again for mine without I wear non-skid tires. “Rasty”’ Stark and “Pale Face’ Stott proved some base runners, but “Rasty” took the honors because he touched all the bases, and “Pale Face” ran around second, so umpire John J. Dooley counted him out, and gee how they did try to jump on that umpire, but Martin was right at his side protecting him with the American flag. It certainly was Dooley’s life saver on several of his very close decisions. Many seemed to think John’s eye were not work- ing right, but his decisions all went and he had able assistance from Miss Caroline Martin, who was the official score keeper. Had it not been for John’s able support and protection, Mrs. Dooley would certainly now be feeding John warm milk and _ por- ridge. The ball game over, it was then all aboard for Grand Haven, on down the river, and the trip can be better understood by taking it than to try to give a description. All the time everyone was having all kinds of enjoyment on the boat. The piano on the lower forward deck was very ably presided over by Miss Florence Barton, relieved at intervals by Miss Brown and Mrs. John D. Martin, and dancing and singing were continuous all during the trip, the waltz, two- step, and quadrille being the favorites. Many of the boys gave excellent exhi- bitions of buck and wing dancing, the honor in this being about even be- tween Alvah Brown and Homer Brad- field. On the lower deck aft, port side, was being worked a new order, and many of the princes were giving three degrees. Chief Potentate Per- kins claimed that was really too many to give at one time yet most seemed to survive all right. The boat dock- ed at Grand Haven at 7:45 and an hour was given to take in the town. Some took in the eating places, others took in other parts of the town and all reported back to board the cars for home, the run being made in record time, with just one stop at the switch near the high bridge, and the trip was pronounced by all as the very best every taken by any bunch of traveling men out of Grand Rapids, for it was one good day’s outing for the ladies and children, and no lunch baskets or luggage of any kind to look after. Notes Picked Up on the Trip. Prince Mellenger with his sporty shirt was certainly some good rooter at the ball game. John Shoemaker proved himself an expert at two things, taking pictures of the crowd both on and off the boat and tending baby when baby needed something to eat. Harvey Mann was in a happy mood, as is usual with him, and again prov- ed all his assertions by reference to the “Alibi.” “Little Nemo” was a good captain, but, like himself his fat men were a’l to the bad with fat. Champions of the trip: “Rasty” Stark, running bases; Charlie Lee, eating pie; Fred Beardslee’s left hand pitching; Walter Lawton in the In- dian dance; H. W. Harwood making grape smash. Right here we must of- fer some thanks to the different dona- tions: Grape smash to drink all the time on the boat; cracker jack and peanuts for the kidlets and grown ups to eat, and lots of good smokes, but ye scribe not’ being informed from whence each item came, cannot give the names, but gives the thanks just the same, so accept it—thank you, gentlemen, you were welcome. John D. Martin. —_2->___ Timely Suggestion From an Absent Brother. Toronto, Ont., Aug. 2—Last week’s number of the Tradesman reached us here in due time to consume and ab- sorb during a hot and lonesome Sun- day, hundreds of miles from the Fur- niture City and home. You may be sure that we thoroughly enjoy every word, phrase and article which the Tradesman contains and look forward each week-end to its arrival with eager, hungry hopes that we will see a favorable account of some friend’s success in the business world and are happy to remark that we do see many friendly nameg and their connection in the busy Michigan world, which are enioyed by us even though they may be mere acquaintances or popu- lar persons often given a “reader,” as it were. There are dynamics in the Detonation de Detroit; there is bellicose in the Boomlets from Bay 41 City; there is colloquy colossal in the Chirpings from Battle Creek Crickets; there are economical -ef- fects in the Electric Sparks from Muskegon; there is music in the Honks from the § Auto City and there is interest in the news from the Upper Peninsula—but listen, travelers who are readers of the Michigan Tradesman, there is not enough of anything in the Gabby Gleanings from Grand Rapids. And it is your fault. Mr. Pilkington does his best, but he must be assisted by you traveling salesmen who have the dope and forget to hand it to him. A-reporter, as we must call him, in this, as in other instances, cannot create news for publication, and if he is a successful man in his line on the road—and one would judge that he is from the length of his weekly writ- ings—he does not have the spare time to gather news to any great extent. But there are hundreds, we'll say over 400, that I know of in good standing in the U. C. T. right there within talking distance of Mr. Pilk- ington. You are as close to him as your phone, and suppose one-half of you would give him one article each week? The results would be wonder- ful, I tell you. It would put Grand Rapids in that especial light before all Michigan people who would watch for the Gleanings each week, because you great big good hearted fellows had loosened up with a little help that never occurred to you was valu- able before. So now I say again, be a booster. Phone a word or two over to L. V. Pilkington’s home. If he isn’t there, tell whoever answers to get a tab and pencil—then pour the news into their ears, so that it may be transmitted weekly to we poor news starved “folks from home.” There are hundred of people, the same as ourselves, who can not get a daily Grand Rapids paper and it would be old if we did, but in the con- centrated contents of the Michigaa Tradesman and Gabby Gleanings from Grand Rapids one could gather con- siderable at the week-end and know what is going on in the best town on the map. So in behalf of the Mich- igan people who are interested in Grand Rapids travelers, their wel- fare, their movements and_ their knowledge of daily occurrences which would be of interest to know—I say come on across with an item. Let us make Detonations from Detroit look like whispers to a deaf and dumb man alongside of the Gabby Gleanings from Old Grand Rapids. Remember Grand Rapids is the second city to Michigan and the first to us, as well as the first to the rest of you broth- ers of No. 131, U. C. T., and by this you are reminded that it is not di- plomacy to submit anything to the Michigan Tradesman each week, but a news article just as important as Grand Rapids really is, and let this bunch of news have length, breadth and substance. Make work for our correspondent just like the Detroit Council does for Goldstein. Our writer is just as good a man at the job as the man who signs his name after the longest list of news each week, but what we must do is to help him show his ability by slipping him the articles to arrange in his way. Here’s one for him to start on: : Past. John D. had curls in his mustache and wore a sweet carnation—unfail- ingly with pride he bore these two things with relation. Present. Since last we met, for curls and flowers he must have spent a dollar— what worries me the most is this: Has Martin changed his collar? Dr. G. W. Ferguson. Michael Storher, recently of Allegan, has purchased the Virgil P. Van Keuren grocery stock at 151 Griggs street, and will continue the business, est comune mn wn goo = ee ha a tt Srntencunece, wi ene eae Se ee ao ee eee S MICHIGAN TRADESMAN AN ee i fy t b Zev ~ HY DRUGS “’ DRUGGISTS SUNDRIES: 5 2 fF ep 8 MS DE pay! = 2 ZI Sea pied Manica i es 2 yeqpee ae Se * 34, Michigan Board of Pharmacy. President—E. E. Faulkner, Delton. Secretary—Charles S. Koon, Muskegon. . Treasurer—George F. Snyder, Grand Rapids. Other Members—Leonard A. Seltzer, Detroit; Edwin T. Boden, Bay City. Next Meeting—Houghton,. August 26, 27 and 28. Michigan State Pharmaceutical Asso- ciation. President—C. H. Jongejan, Grand Rapids. Secretary—D. D. Alton, Fremont. Treasurer—John G. Steketee, Rapids. Next Annual Meeting—Detroit, June 20, 21 and 22, 1916. Grand 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. Secretary and Treasurer—Wm. H. Tibbs. Executive Committee—Wm. Quigley, Chairman; Henry Riechel, Theron Forbes. Salt and Its Relation to Nutrition. Common. salt is a commodity the annual production of which is known to exceed 12,000,000 tons. Of this huge total a large share is used as a preservative or otherwise employed in industry, yet an immense quanti- ty is deliberately added to the diet of mankind. It is said that an indi- vidual consumption of 20 grammes a day is not unusual. This average, sus- - tained for a year, would amount to about 17 pounds. The ration appears surprisingly large when we observe that it may be as much as one-quar- ter of the total weight of protein tak- en and equal to one-twelfth of the combined starch and sugar which constitute our main dependence for running the human engine. It is agreed by all writers on the subject of nutrition that only a small part of this salt consumption is nec- essary. The rest is dictated by appe- tite; it is due to the common liking for the salty flavor. Individuals are found who do not care for this and who are said to eat no. salt. This means that they use none voluntarily at table and perhaps direct that none be used in the “kitchen. Yet they continue to receive a small salt ra- tion because some is present in most foods and there is reason to believe that this minimal supply cannot be dispensed with. Sodium chloride is the chief salt in the blood and in the other fluids of the body. It is ac- cordingly plain that growth cannot be continued unless this compound is furnished along with the other necessary nutrients. When full stature is reached the need for salt is doubtless diminish- ed. It might cease entirely if it were possible to avoid all loss of salt in the excretions. This possibility is nearly but not quite realized. When a man fasts for several days the es- cape of sodium chloride from his system sinks to a low level but re- mains appreciable. It may be in the vicinity of 0.6 gramme in the twenty- four hours. In complete starvation this gradual loss is probably not out of proportion to the general reduc- tion of weight. Hence it does not lead to an actual lowering of the per- centage of salt in the body. A diet sufficient in all other respects, but lacking salt, might bring to pass such a lowering. One interesting result of using the salt-free diet has been observed in the failure of the glands of the stom- ach to produce hydrochloric acid. This valuable aid to digestion and antagonist of putrefaction must be evolved from the chlorides of the blood. Apparently it is not secreted when the concentration of these sub- stances in the blood is at all below the normal, and this in spite of the fact that the chlorine ions of the gas- tric juice can probably be recover- ed quite successfully. The sugges- tion has been made that rigid restric- tion of salt should be beneficial in cases where the gastric acidity is ex- cessive. Bunge, an Austrian physiologist, has collected a great volume of data concerning the habits of different races as to the use of salt. It is evi- dent that some people set a high value upon it, while others do not care for it at all. Where it is prized it has often figured in maxims and meta- phors. “To earn one’s salt” is a fa- miliar phrase which gains point from the common origin of the words “salt” and “salary.” Bunge learned that a certain East Indian tribe used as the most solemn oath in their court procedure the formula, “May 1] never taste salt again if I speak not the truth.” A little investigation shows that the desire to add salt to the food is ex- perienced most by those who are vegetarians or nearly so. Men who are strictly carnivorous abhor salt. Thus it was found by the agents of the Russian government that the na- tives of Kamchatka could not be pre- vailed upon to salt the fish which formed their entire diet. The supply of fish was uncertain and that which was saved to eat in the long intervals between catches decomposed in shal- low pits. Still it was preferred to salt fish, We .notice the same de- testation of salt among carnivorous animals. They present a marked con- trast to many of the herbivora, like cattle, sheep and deer, which are very fond of salt. The Arctic explorer Stefanson has recently reported a striking instance of the objection to salt which accom- panies the use of a flesh diet. The Esquimaux, whom he knows so well, have little vegetable food. When he settled among them he was embar- rassed by their demands’ upon his hospitality. Policy dictated that he offer them food on all occasions, but there was every prospect that his stores would be rapidly depleted. The situation was relieved by a simple de- vice. It was only necessary to salt the food moderately—merely to his own liking—to deter his visitors from making inroads upon it. The require- ments of courtesy were satisfied and the provisions were conserved. When a sample of food is burned as completely as possible the mineral constituents remain as ash. Chem- ical analysis of t':is ash leads to very different findings in the case of dif- ferent foods. Several acids and bases will always be found. We will con- sider only the occurrence of sodium and potassium. The ratio between the quantities of these two bases is widely varied, although in the great majority of instances potassium is the more abundant. In animal foods the disparity is not marked, but in most vegetable substances it is strik- ing. For example, the proportion of potassium to sodium in meat (veal) is 4 to 1, while in potato it is more than 8 to 1. Can we recognize a causal connec- tion between the excess of potassium in a veegtable diet and the craving for sodium chloride which is attend- ant on the use of such a diet? Bunge maintains that we can. - His explana- tion has been criticized in detail, but is probably valid in its main thesis. The absorption into the blood of a quantity of salt, unlike those normally present there, imposes upon the kid- neys the duty of restoring standard conditions. If the chief demand is for the removal of potassium compounds the task will soon be accomplished. But this will not be done without a considerable loss of sodium chloride. It would be remarkable indeed if the kidney cells could select all the for- eign ions and not occasionally let slip some of the much more numerous native ones. Bunge was able to demonstrate up- on himself the fact that an exces- “sodium is unusually high. August. 4,- 1915 - sive intake of potassium salts does lead to a loss of sodium chloride. He swallowed as much _ potassium phosphate and citrate as he could tol- erate and subsequently excreted all the potassium — equivalent to 18 grammes K2O — but simultaneously eliminated 6 grammes of sodium chloride. Such a draft upon the tis- sues could not be continued indefi- nitely unless salt were supplied in corresponding amount. Bunge’s per- sonal experiment was not an unrea- sonable one, for it is calculated that when potatoes form the bulk of a man’s ration twice as much potassium may be ingested as in this trial. There is, therefore, no doubt that salt is a necessary addition to diets in which the ratio of potassium to The in- stinctive craving for it is a marvel- ous instance of the almost infallible correctness of such impulses. Bunge has recorded the use by an African tribe of the ash of a certain tree as a seasoning for their food. Most kinds of wood reduced to ashes would yield a mixture of over-rich potas- sium, which would be a most unde- sirable adjunct to other articles of vegetable origin. But the tree in favor with these people was the rare exception; its ash contained a most unusual proportion of sodium com- pounds. It is rather painful to fancy the tedious succession of experiments by which the ancestors of this tribe eliminated kinds of wood, and pleasant to imagine the satisfac- tion realized when the choice was finally made. Percy G. Stiles. oo We have our own opinion as to the It is the punk cigars they give them to smoke. If they had the “Dutch Master” cigar all the soldiers of the warring na- tions would get out of their trenches, shake hands and tell their so-called superiors to take a jump in the lake. —Adv._ various fortunate cause of the European war. THE GRAND RAPIDS VETERINARY COLLEGE Offers a Three Years’ Course in Veterinary Science Complying with all the requirements of the U. S. Bureau of Animal Industry. Established 1897. Incorporated under State law. Governed by Board of Trustees. Write,for Free Catalogue. 200 Louis St. Grand Rapids, Michigan Announcement to the Drug Trade orders for same. E have purchased the Peck-Johnson Company busi- ness of Grand Rapids, Michigan, and will manu- facture their line of Specialties—and we solicit your valued A postal card will bring our complete catalogue explaining the “Schmid” selling plan which we are sure will be of interest to you. Sees O. F. Schmid Chemical Company Jackson, Michigan August 4, 1915 MICHIGAN TRADESMAN . 43 Committees Named by _ President the steamer Sau i W 3 E gatuck was gaily ar- Jongejan. raved in banners and flags awaiting HOLESALE DRUG PRICE CURRENT President Jongeian of the Michi. ‘hit. advent. Shrotly after 9 o’clock eae Stas as my a foe : it slowly cleared port and the gay Prices quoted are nominal, based on market the day of issue. gs — ica : ssocia- crowd was off to its destination. Acids Mustard, true ..9 00@9 50 Ipecac ....... @ 7% tion, announces the following stand- About 12 o’clock they arrived safe noe erates cee @ 8 Mustard, artifil 5 00@5 25 Iron, clo. ......, @ 60 ing committees to serve for the en- and sound at Fayette. A programme Garbolie 21.777. 127391 42 Gaia, Wes Lo . 2 s008 50 Myrrh eae oi suing year: was arranged and every feature plan- Citric ........7., 68@ 75 Olive, Malaga, Nux Vaniax ¢* e ; : : ned was carried out without a hitch. Muriatic 1%@ 5 yellow ..... + 155@165 Opium ...... @2 75 Trade’ Interests—W. FH. Pox, Cold- Phe concerts sendered by the band )ittic “Re 12 Olive, Malaga, Opium, Capmh. @ 90 water; Lee E. Chandler, Charlotte; were excellent and the high standard Sulphuric’... 2 @ 5 Giaune Sweet ..3 bbe = fei ee as = Herbert Baker, Allegan; H. D. All- oo selections attracted the favor- Tartaric ......... 55@ 60 Organum, pure aul ee . ae : g . 2 A ige . *] geo, Wayland; F. G. Lauster, Ionia. . Ne aac “ a : Water, 26 — 6%@ 10 Pena yroval TC 2 2502 50 _— Nominating—Henry Riechel, Grand by Mr Seyerd Hoe eee Water, 18 deg. .. 4%@ 8 Peppermint .... 2 50@2 75 Lead, red dry .. s@ 8% : x dy r. Seward, the well-known Water, 14 deg. .. 3%4@ 6 Rose, pure ... 14 50@16 00 lead, white dry s@ 8i% Rapids; Grant Stevens, Detroit; A. grange organizer of the Upper Penin- Carbonate ...... 13 @ 16 Rosemary Flows 1 50@1 7 oan a oil .. 8@ 8% B. Robertson, Lansing; J. A. Skin- roe to which Herman Salinsky re- —* a Soa = a 7 25@7 50 Ochre, yellow ions 2." ner: Cedar Springs: C A. W ‘ plied. c b ' Sassafras, true @110 Putty ........... 2%@ 5 Beco Pring caNets At 7:30 o'clock all gathered to re- ie coaneany 1 ot aa Sassafras, artifi'l @ 60 Rea Venet'n bbl. 1 @ 1% etroit. : turn home and a farewell address Fir (Oregon) 40@ 50 oe Veriditien, Se ak ; Membership—F. J. Wheaton, Jack- was delivered by the silver tongued Peru ........-. 4 75@5 00 ees oe Vermillion, Amer. 18@ 20 son; F. J. Boden, Bay City; J. H oe of the North, Hon. John Cuddy, Tolu ............. wet 0 Tar, Oar... 0@ Wane: bbl. .. 11-10@1% : ; > hi ‘ : : urpentine, bbls. 48 ANG wee ee eee 2@ 5 Weisel, Monroe; A. M. Morrow, i 1s address he did not fail to com- Berries Turpentine, less sie 60 -. H. P. Prepd. 1 3591 45 i : pliment Mr. Salinsky for his philanth- Cubeb @ 90 Wintergreen, true @5 00 Kalamazoo; A. F. Knowles, Saginaw. ic idea < : , Pieearean, ¥ ! i 2 oe ; g oe oe and eloquently handed him ras . - Wintergreen, sweet 4 nsecticides Hyenas—E. D, DeLaMater, Grand the credit due him for the occasion. JUmiPer “adhe tg ply At te tapi dk - 10@ 15 Rapids; Leo Caro, Grand Rapids; W. In conclusion, he proposed three oe oe .* we 3 5004 00 Blue vitret ee 99 a G. Leacock, Detroit; A. P. Hill, De- De@tty, cheers for the man of the. ope Wermawood ..-. ©0GS a Fordcoux Mix Fat s@ 16 a. eu hour, Mr. Salinsky, which were given Cassia (ordinary) 25@ 30 Halebore, Witite troit; Harry C. Kirliskowski; St. Jos- with a will that demonstrated the Ga@ssia (Saigon) 65@ 75 Potassium hoe tee stteee 1s@ 20 : n 204 eph; Herbert Baker, Allegan; Walter Pleasure that had been enjoyed by fae toon ter 6 ec laste 0 40: isan Acasa “s suo a Lawton, Grand Rapids; R. L. Shan- a : : ON: 5 eOmite .-..... tet is Gaia aes : a oe Ge eens. ae cs ; Sal, .. 16 non, Detroit; E. G. Hamel, Detroit; aL uo en ous was . ° a sia and ie ee Siner poi George H. Halpin, Detroit; Con De- appreciated | “tl a ae Bittacte Pe anak a P ac oy the employes of the Licorice ......... 27@ 30 Chlorate, granular 47@ 50 Miscellaneous ree, Holland. a oe. Bank for they are every Licorice powdered 30@ 35 pyanie seeeeeees ee . 8 SL ECS ay grateful to him and in return ean ‘ oa 1 10@2 2% Annual Outing of Escanaba Clerks, hold him in the highest esteem as qa Arnica Coane 0@ 40 Pe ce or iD eraeiaed tug senses 6@ § Escanaba, Aug. 1.—The Fair Sav- business man and employer. cuamonile Soe. a) e Prussiate, red 1 65@1 75 Abn, powdered and ings Bank department store outing at M. B. Maumbach. ro ee @ Sulphate ........ ag * oo a 1@ Fayette will go down in history as As Gums Roots MIA iss 2 7@3 10 the most enjoyable event of its kind “Mia? said little T on Aeaeia, ist .....: 50@ 60 Alkanet .......... 30@ 35 Borax xtal or for the season. The ideal weather’ «at. ¢ tommy Slathers, Acacia, 2nd ..... 5@ 50 Blood, powdered 20@ 25 cla naraae: ae eume ue conditions, combined with the excel. | - Wish my pa amounted to something Acacia, 3rd ...... 40@ 45 Calamus ......... Me & Gia tier e lent plans f he affai 1 ; in th td? “ Acacia, Sorts 20@ 25 Wlecampane, pwd. 15@ 20 (a Omel .eseee 1 78@1 82 i. a or the : air, all tended to a world. Acacia, powdered 30@ 40 Gentian, powd. 15@ 25 Ppa So 25004 zo make it one grand success. “Why, Tommy, yo : Aloes (Barb. Pow) 22@ 25 Ginger, African, awa ee = v At 8 o'clock in the morning the em- se : y, your father is a apes > hala oo ae = powdered ..... 15@ 20 cae Buds. .... son s ployes gathered at the store and. “That , . oe Toe ee - Gune a 25@ 30 Chalk Prepared’ “6@ 8% headed by the Escanaba military _, jos ) nothing, ma. Henry Asafoetida, Powd powdered ...... 26@_ 30 Chior an ae 3 band, marched four abreast down [enkel's pa is a bandmaster and leads Pate .2...:... " @1 00 Goldenseal pow. 6 50@7 00 Ghineai’ tavas: nbn 1 7@ % Luding stree : He : ” U. & P. Powd 95 Ipecac, powd. .. 4 25@450 Go yarate 1 2o@1 45 -udington street to the dock, where all the parades ined Gi tihees GI Vicari w wz Locaine 4 60@4 , f Camphor ........ <6 howd... GQ 13 Cocoa Butter "| 55@ 83 ~ . ; ce, o oe Wis cubis on oe . ae Guaiac, “powdered g0@ sf Orris, powdered 30@ 35 COFKS, list, less 70% Mee as ., 10@ 75 Poke, powdered 20w 25 Sopperas’ wes’. 22 of ie eaweeted a @ 80 Ls aetondig tusesi aa = Copperas, powd... 4@ 6 Myrrh, powdered @ 50 Rosinweed, powd. 25@ sv Corrosive Sublm 1 73@1 80 yrrh, p BS Eur eee Cream Tartar .... 40@ 45 Opium ....... 8 30@ 8 50 — Hond. g5 Cuttlebone ...... 45@ 50 Cnn pote 10 do@i0 25 Sarsaparilia Mexican, Horare pani’ ‘S, = Shellac. ..... wees 28@ 35 | Sround ........ 33 ff _ Ci 5c. s oss: 20@ 35 fmery, all Nos. 6@ 10 Walr e Shellac, Bleached 30@ 35 squills, powdered 40@ 60 Rimeey, powdered 5@ 8 US 8O a oun ains Tragacanth : ‘Tumeric, powd. 12@ 15 Epsom Salts, bbls. @ 4 Ne: fl aictcees i Be: Ge Valerian, powd. 25@ 30 cect Salts, — ans a e ragacan pow AVEO peewee eee ee Ergot, powdered 2 75@3 QU Electric Carbonators ee kiake White... 18@ 29 Leaves AMSG 226. ...6..5- 20@ 25 Formaldehyde tb. 10@ 15 C | . ce 1 éei we See nanan @ = Gambier .......;.. ow 15 MCRU onsets ane, $6 . .2..5.. @ 32. Gelatine .......:. 60 75 yc one Mixers er ne 1 = . or Mega ame os ne Z Se full Cueae “See Sage, bulk ..... sis DEEEWEY once cee 5 slassware, less 70 & 10 Sage, %s loose ..@ 45 Cardamon ..... 2 00@2 20 Glauber Salts bbl. @ iy, Sage, powdered .. @ 50 Celery (powd. 40) 30@ 35 Glauber Salts less 2@ 65 — __ weece aoe S Coriander ...... ae 18 ans Sows «secs LI@ 16 enna, MM. i secs Be cee cee @ 25 Glue, brown grd. 10@ 15 Glasses Cups Holders Senna Tinn powd 35@ 40 Fennell .-..0...0, 40@ 45 Glue, white ...... 15@ 2 : va Ursi ........ MAX pe ccececceees @ Glue, white grd. 15 20 Spoons Dishers P S d Cc Flax, ground ..... 5@ 10 Glycerine ....... ‘ 260 35 aper oda Cups Olls Foenugreek, pow. 8@ 10 Hops cad ceaceeas 5@ 60 EMP .eecececcaes NGiZO ....00.. 1 25@1 50 Squeezers Shakers, Etc. ee ONRTO awa pace um Meteo 5 2005 80 peccesves : WA . Almonds, Bitter, Mustard, black 16@ 20 Lead Acetate .... 15@ 20 artificial ..... 5@5 00 Mustard, powd. 22@ 30 Lycopdium .... 1 35@1 50 bie oa Sweet, 5@1 50 ests ees eet ase ue = ace aie eadaces a 85@ r ec ccccce MIBEGG 20.5. 06- ace, powdere Almouds, Sweet, RRApO c.) cossens, @ 15 Menthol ........ 3 50 Coca Cola, Cherry Smash imitation ...... 50@ 60 Sabadilla 1...” . @.35 Menthol Amber, crude .. 25@ 30 Gabadilla, powd. @ 40 Morphine Root Beer, Grapefruitola Amber, rectified 40@ 50 Sunflower ....... 12@ 15 Nux Vomica ...... 15 mareci - Sceee Te Wore inmant 16002 10 Parnes tke, © oe eeee vant .. ’ . Syrups and Flavors Cajeput 0202. inane 0° ye ann ee ASSIS cae es 1 75@2 00 Tinctures Pitch, Burgundy .. @ 15 Castor, bbls. and : Quassia ........ - 10@ 15 CA shane cas 15@17% Aconite ....... . @ 7% Quinine, all brds 35@ 45 Cedar Leaf ..... 90@1 00 Aloes @ 6 Rochelle Salts 34@_ 40 : Citronella resets 15@3 00 ede g, By Saccharine "7 00@7 2 oves ......... 175@2 00 Asafoetida ...... @135 Sait Peter ...... ; Chairs Stools and Tables Cocoanut ...... 20g. 26 Belladonna @1 65 Seldlite * Mtstare 300 36 ’ Cod Liver ..... 275@3 00 Benzoin ....... 2 @100 Soap, green .... 15@ 20 Cotton Seed .... 85@1 00 Benzoin Compo’d @1 00 Soap, mott castile 12@ 15 Croton ........ 2 00@2 25 Buchu .......... @150 Soap, white castile Cupbebs ....... 3 75@4 00 Cantharadies ... @180 case ..... aiken 6 75 Higeron seeks 1 ge 00 Soe seeeeee 1 - Soap, white castile arrels ..... : 56 MEI oF 40 doz ro, No. 14% 4 eache s Nat. Leaf 8 . Si . 290 Mz , pts. ARS gallon Se - 16 00 tb. ars ee: 2 R ee . 1% 20 Pic vo @ t . Leaf 2 East Ind Sa eocee §66% Seg qts., gro. 4 65 Cla: eas oe 8 50 28 Tb. a — 0 no Bare, No’ ee j Piente “iwist, a2 tb. * German fae Mason, te gal. nee eo 5 00 Clay No. 216 ES - 3 20 5 s y in drill bag 26 Red Kare’ No. ne qe. : - Piper Heidsieck, d a ae German, sacks -.....-. 5 can tops, gro. 2 35 oo pee 1 hth, ence ags 20 qt ne ae 2 7 pees a 1s , ey ake 5 Cox’ GELA Poa ei ount we oz. , No. 10 Zz. 27 s feut, 13%" ner a z. 96 Flake. Tapioc ee Co s, 1 doz TINE N PLAVING Cac 60 Gra ae % 0 crap Ve % oz oz. 4 , i . 0. IN : nul mm -. 26 Bure’ Gar S ple, Pe 8 Pi 108 etc Ss 1S 2S xe ss Beer cn Oe “aue'saas 2° Be todand gia’ 8 o nox’ arkli Re 0. 20, ival cose e.. 1 do, s ea , : Minute 6 pkgs. ne oe iG nace eee don 1 90 No. 20, Rover assorted 15 SALT FISH” bi GOOd oe eeeeeeeeeee eee. 16 spear ar 12 Ps 32 ee 386 pkgs. whee S220 Mince aaa a gr. 14 , No. 67, Special»... : a Laree., awh God H 5 onclger’s ea 20 su. D Head 14% Gn ae nat 3 72 Minute, cee ee AG No. 98 Golf, Satin fir 4 oan wees art dos cae sons aa. Peal, & at ot +e 4A 1 in. TACKL Nel e, Z qt : doz. 5 N 8, Bi tin fi 75 Strips ole ° @ TA Z. Ca unch Ss Tr, 6, 12° 4&2 ee 47 tee E son’ 8., 3 --1 10 0. 632 cycle ni 209 Fo On Beaka. 8 Half BLE se tand and 8 Ib ese es Oxfor a, doz. 3 Poca sick 2 ilock ricks @ 7 H. ord, 1 SAUC 6 < ard Na 4 tb. 30 6 Plymouth’ Be ee 1 a an 2 . Strip Y acliig Saas, opis” alford, ninat —— 37 Ten Penny, vy, Uh 15 s ymouth nee Phos 75 PF 2 doz. S ..... Salmon cairns 2 Hs ee Tai 6 ent ie a 34 B pe eet Plain 1 a5 cl PROVISIONS | 1 75 eyape Halibut” PE eral 0 5 ankee Giri Ef oz. 2 Th. 35 road N B ear B ed P a hoic cies pan & 24 th. 31 Woot 1 bet Amoskeag +. iti oon Back 22 b0@28 ¥ nifoliand Her Baste 18 Fancy cette 20@25 am. oni co ee No. 2, 15 feet .. . Sa Serge .. 1g Brisket, Cie 20 00@21 00 Y.M. wh. Herring. 19 Basket-fire Jeciaces - 28@33 Bag ian mae * 5 a 3, 15 pe mngee AB one sere erbs 2. 19 Ble et, Clear - oo@i7 - v a. wh. hoe Ebi Basket-fred Med’m eo fallen tat Be rap —— : 18 8, 15 feet sees... OS Clear’ Fami 0@2 7 ee % bbl ee hoi 39 Globe ca : No. 4, 15 feet «1.00... 9 OPS aeaeeuceteeeeees ees 2 00 YM iwh. hae Cte ce 35@37 @ Scrap, 2 ¢ oo No. 6, 15 feet... Laurel Leaves ....... 15 D iy meee egs Sifti ibs ney 3 q appy ap, 2 oz. .. 26 . 6 et . -. 20 Lav et a SP ry Ss sie s's s gs. p Mil iftings sess 8@45 Ho Thou 0z. No. 7, 15 feet ........ 11 Coes. 15 Foiies Meat 26 00 | Standard, bis.” chers Seite oe Less 30@ Honey Com ont 3 Ga 30 ae 8. a feet “ ee 12 bes ae eee 25 Pure ae i @1s Standard, : eceee _ 8 oe th. pikes aot on joa be 6 30 A oo ae 18 Green mr —o Co eo ndard, ‘Kegs. 248 Mosaic. Menten -2@14 6h4 akg S ae Gd is a eee fom on ae 80 nd ‘ % N ey 3 ne, um ld s, 5 . 5c small So Cured, RE ae oie Lard 840 9 oe — 30 Ping Sa holes .- seen Polar Bear ae 3 76 edium os ed, N ae ae 3 50 tb. ee ance No. 1. Che Pi suey a 0 ead B r, 5¢ eR fae: eae Cured, No. 2... A 20. _.— hee Bo tence oe Pee er aiata tees a P gro.'5 78 © ences Gheneseens 28 Calfskin, green, wey BS Ib. tubes cadvanes c tee El Suey, Choice 25@30 aonoee cae ae Con, ae 34 oes, a No. 2 i3 5 I. pails i eavenee - i Mackersi | << = Ceate Young Hyson 15050 ours ena ois) Bamboo, 5 a per do fskin, usd. ae 1 1% 8 Ib poe ee % Mess, - Tbs, rel 75 ance HOSE yson 50 nee ea % gro. § 48 boo, 18 oe pet ane 55 Old ’ 0. 2.14% H Smok apy leony 1 eee 10 tbs. gi ot Goes ae 28@30 Des Handle a 202. 76 t. Z. 60 Wo ams ed M el ess Ibs <=. @ orm Ool -- 45@5 chey crp 5 76 ' Der dom, 80 Sheari eee 60@ Hams, iets tp oe gas cy meee 17 Formosa, Mediun -— coe Kar 5 76 THD tbs. D1 25 ams, 18- 8 Ib. @15% No. 1, be oot For , Cho m .. 25 ce ae 5 76 eee 5@ 2 Ham, 18-20 tb. 144%@1 No. 1. ‘hs. 50 mosa, Fa ice @28 A s , 2% 6 seeee 10@ 5 oe dried . 14% 5 . 1, 10 Ss. oo 14 60 Engil ney «. 32@35 ll Lea mokin 00 SS cdifnis tian 2 8 wake Harting ¢80 Consou, lah Brealact BB, on a7 on. 30 40 snes n Cc me a. : co fee Tee eg Consou. oe 25920 BB, 14 02 ae 0 Ms. eee. wen oe was e ae. Deas. ras 2 00 F trtecesece . 210 P . Fane 0@60 adger, 3 tie 4.00 SEE DEB one Badger, 7 o7. es eee 4 ‘ ek m. nner, le neces Oe Flowery © Choice . 28@30 aan: i sas rb = . S wendy Ineen ao a 5 76 y 40@50 Belwood ao. a 60 Big Ch , Miture, "10 3 20 ief, 2 » 10c % oz .. 6 2 a ROE piano reece Baden ticcokgeretan cieaabrucemean Seer eens : : i i Se eee eee _Rob Roy, 50c doz. ... MICHIGAN TRADESMAN SPECIAL PRICE CURRENT 12 Smoking Big Chief, 16 oz. .... 30 Bull Durham, Sc .... 5 85 Bull Durham, 10c .. 11 52 Bull Durham, lic .. 17 28 Bull Durham, 8 oz. .. 3 60 Bull Durham, 16 oz. .. 6 72 Buck Horn, 5c ...... 5 76 Buck Horn, 10c .... 11 52 Briar Pipe, 5c ...... 5 76 Briar Pipe, 10c .... 11 52 Black Swan, 5c .... 5 76 Black Swan, a OZ. .. : 50 Bob White sevese 6 OD Brotherhood, So 8 oe Brotherhood, 10c .... 11 10 Brotherhood, 16 oz. 5 905 Carnival, 5c ........ 5 70 Carnival, % oz. ...... 39 Carnival, 16 oz. .... 40 Cigar Clip’s, Johnson 30 Cigar Clip’g, Seymour 30 Identity, 3 and 16 oz. 30 Darby Cigar Cuttings 4 50 Continental Cubes, 10c 90 Corn Cake, 14 oz. .... 2 55 Corn Cake, 7 oz. ..-. 1 Corn Cake, bc ....... 5 76 Cream, 50c pails 4 Cuban Star, 5c foil .. 5 uban Star, 16 oz. pls ; nips, 10c ......-..-- 10 39 Dills Best, 134 oz. .... 79 Dilis Best, 8% oz. .... 77 Dills Best, 16 oz. .... 13 Dixie Kid, 5c ........ 48 Duke's Mixture, 5c ..5 76 Duke's Mixture, 10¢ ..11 02. Duke’s Cameo, bc ....5 76 TwrumM, GC... - eee: & 78 we F A. 4°02. ...+-- 5 04 fF. F. A., 7 0% ....2- -11 52 ‘Fashion 5C ....cseeee 6 00 Fashion, 16 oz. ...... 5 28 Five Bros., 5c ...... . 5 76 Five Bros., 10c_..... 10 53 Five cent cut Plug .. 29 F OB 10c ..........11 52 Four Roses, 10c .... 96 Full Dress, 1% 0Z. .. 12 Glad Hand, bc ....... 48 Gold Block, 10c ......12 00 Gold Star, 50c pail .. 4 60 Gail & Ax Navy, 5c 5 Growler, 5c ...-...++- 42 Growler, 10c ......... 94 Growler, 20c ..... oa. 2 8D Giant, 5c ..........-- 5 76 Giant, 40c .......... 3 72 _tiund Made, ze ‘oz. -. 50 Hazel Nut, Sc ...... 5 76 Honey Dew, 10c ....12 00 rene SC see. sis 88 RO La OE aac wees cess 6 10 ixiin pails . Secee 8 90 Just Suits, 5c ........ 6 00 Just Suits, 10c ......12 00 Kiln Dried, 25¢c ..... 2 45 King Bird, 7 oz. .... 2 16 King Bird, = ais ‘: 4 King Bird, 5c ........ La ‘vurka, BO eek eck 5 76 Little Giant, 1 tb. .... 28 Lucky ogg lwe .... 96 Le Redo, 3 oz. ...... 10 80 Le Redo, 8 a 16 oz. 38 Myrtle Navy, 10c ....11 52 Myrtle Navy, 5c ..... 5 76 Maryland Club, 5c ... 50 Mayflower, Bc ....... 5 76 Mayflower, 10c ...... 96 Mayflower, 20c ...... 1 92 Nigger Hair, 5c ..... 6 00 Nigger Hair. 10c ....10 70 Nigger Head, = ores O80 Nigger Head, 10c ... 10 56 Noon Hour, be. 48 vid oor, i- 1z “gro. “ 52 Old Mill, 5c ala ‘nglish Crve oe 96 Oid Crop, Sc ........ 5 76 Old Crop, 25c...... 20 P. S., 8 oz. 30 Ib. cs. 19 vv. 8, 8 ot — gro. 5 70 Pat Hand, Patterson Shen ‘1% oz. 48 Patterson Seal, 3 oz. .. 96 Patterson zoek. 16 oz. ; 00 Peerless, Peerless, ide cloth “i 52 Peerless, oc paper ae 80 Peerless, Peerless, Plaza, 2 Ped: 11 Pride’ or “Virginia, 1% ‘ 77 Pitot, BC va ccacccsses 76 Pilot, 14 oz. doz. cena 10 Prince Albert, 5c .... 48 Prince Albert, 0c .... 96 Prince Albert, § oz. ..3 84 Prince Albert, 16 oz. 7 44 Queen Quality, 5c .. 48 Rob Roy, 6&c foil .... 5 76 Rob Roy, 10c gross ..10 52 Rob Roy, 25c doz. .... 2 10 8. M. REG §. & M., 14 0z., doz. Soldier Boy, 5c gross 5 : ‘Soldier Boy, 10c ... 10 13 Pilot, 7 oz. doz. ..... 1 05 Soldier Boy, 1 tb. .... 4 75 Sweet Caporal, 1 oz. 60 Sweet Lotus, 5c .... 5 76 Sweet Lotus, 10c ...11 Sweet Lotus, per doz. 4 Sweet Rose, 2% oz. .. 30 Sweet Tip Top, 5e .. 50 Sweet Tip Top, 10c .. 1 00 Sweet Tips, % gro...10 08 Sun Cured, 10c ....... 98 Summer Time, 5c ... 5 76 Summer Time, 7 oz... 1 65 Summer Time, 14 oz. 3 50 Standard, 5c fotl .... 5 76 Standard, 10c paper 8 64 Seal N. C. 1% cut olug 70 Seal N. C. 1% Gran. &3 Three Feathers, 1 oz. 48 Three Feathers, 10c 11 52 Three Feathers and Pipe combination .. 2 25 Tom & Jerry, 14 oz. 3 60 Tom & Jerry, 7 oz. ..1 80 Tom & Jerry, 3 oz. a 76 Trout Line, Se ..... $0 Trout Line, 10c ..... 11 00 Yurkish, Patrol. 2-9 5 76 Tuxedo, 1 oz. bags .. 48 Tuxedo, 2.0z. tins ... 96 Tuxedo, 20c .......... 1 90 1 Tuxedo, 80c tins .... 7 Twin Oaks. 10c .. .. Union Leader, 50c ... 5 10 Union Leader, 25c 2 Union Leader, 10c aay Tinion Leader, 5c .... Union Workman, 1% 5 76 Uncle Sam, 10c ..... 10 98 Uncle Sam, 8 oz. .... 2 25 U.S. Marine, 5c ... 5 76 Van Bibber, 2 oz. tin 88 Velvet, 5c pouch .... 48 Velvet, 10c tin Velvet, 8 oz. tin .... 3 84 Velvet. 16 oz. can ... 7 68 Velvet, combination cs 5 75 War Path, 5c 6 0 War Path, 20c ...... 1 60 Wave Tine, 8 oz. .... 40 Wave Line. 16 oz. Way up, 2% oz. . 5 75 Way up, 16 oz. pails” a 31 eeccce Wild Fruit, 5c ......- 76 Wild Fruit. 10¢ ..11 BP Yum Yum, 5c ....... 5 76 Yum Yum, 10c ..... 52 Yum Yum, 1 th. doz. 4 60 TWINE Cotton, 3 ply ........ 20 Cotton. 4 ply ..... aoe Jute, 2 ply. .<.+---<--s 14 Hemp, 6 ply .....+-+- 12 Flax. medium ....... 24 Wool, 1 th. 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. 3, per gross ..... 15 WOODENWARE Baskets BUBNCIB oe es. 00 1 Bushels, wide band 5 ke Market Splint, large Splint, medium ...... 3 59 Splint, small ........ 3 00 Willow, Clothes, large 8 00 Willow, Clothes, small 6 25 Willow, Clothes, me’m 7 25 Butter Piates Ovals 4 7 250 in crate .... 35 % Th., 250 in crate .... 35 1 Tb., 250 in crate .. 2 Tbh., 250 in crate .. 3 Tb., 250 in crate .. 5 Tb., 250 in crate .. Wire End 1 Th., 250 in crate ..... - 36 2 Tb., 250 in crate ...... 45 3 Tb., 250 in crate ...... 55 5 Tb., 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 .... 75 Cartons, 20 2% doz. bxs 80 gg Crates and Fillers Humpty Dumpty, 12 dz. 20 No. 1 complete ....... 40 No. 2. complete ....... 28 Case No. 2, fillers, 15 Be oe te ot cat 1 35 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 8&5 No. 1 common ........ 80 No. 2 pat. brush holder 85 Ideal No. 7 12%. cotton mop heads 1 30 Palis 10 qt. Galvanized .... 12 qt. Galvanized .... 14 qt. Galvanized . EADY ooo see oe Toethpicks Birch, 100 packages .. 2 00 MOOR og. cee ccs ce 85 Traps Mouse, wood, 2 holes .. 22 Mouse, wood, 4 holes .. 45 10 qt. Galvanized cece 12 qt. Galvanized .... 1 70 1 bobo pep «a oO 14 qt. Galvanized .... Mouse, wood, 6 holes . Mouse, tin, 5 holes .... 65 Rat, Wood ......222 55. 80 Rat,; spring... 3.3... 3: 15 Tubs 20-in. Standard, No. 1 8 00 18-in. Standard, No. 2 7 00 16-in. Standard, No. 3 6 00 20-in. Cable, No. 1 .. 8 00 18-in. Cable, No. 2 .. 7 00 16-in. Cable, No. 3 .. 6 00 No. 1 Fibre ......4:2 ‘16 50 No. 2 Fibre ......... 15 00 No: 3 Ritre 2.2... 13 50 Large Galvanized .... 8 25 Medium Galvanized .. 7 25 Small Galvanized .... 6 25 Washboards Banner, Globe ........ Brass, Single ........ Glass, Single ........ Single Acme ..... nie Double Peerless ..... Single Peerless ...... Northern Queen ..... Double Duplex ...... Good Enough OS 69 09 mm 09 C109 Co 09 098 ne a Universal ......esce0. 80 Window Cleaners Ae occu Hsbc a ee cs 1 65 dam: ees piace es 1 85 MB ANS. 2 30 Wood Bowls 13 in. Butter ......... 1 75 15 in. Butter ........ 2 50 17 in. Butter ........ 4 75 19 in. Butter ......... 7 50 WRAPPING PAPER Common Straw ...... 2 Fibre Manila, white .. 3 Fibre Manila, colored 4 No. 1 Manila ........ 4 Cream Manila ........ 3 Butchers’ Manila .... 2% Wax Butter, short e’nt 10 Wax Butter, full e’nt 15 Wax Butter, rolls ... 12 YEAST CAKE Magic, 3 doz. ....... 115 Sunlight, 3 doz. ...... 1 00 Sunlight, 1% doz. .... 50 Yeast Foam, 3 doz. ..1 15 Yeast Foam, 1% doz. 85 YOURS TRULY LINES Pork and Beans 2 70@3 60 Condensed Soup 3 25@8 60 Salad Dressing 3 80@4 50 Apple Butter .... @3 80 Catsup ........ 2 70@6 75 Macaroni ..... 1 70@2 35 Siices. .....25, 40@ 85 PPOroe 3 ee. @ 7 1 Ib. boxes, per gross 8 70 3 Tb. boxes, per gross 22 70 CHARCOAL Car fots or local shipments, VL MOlany Te Crem Mey Vil Tame ae Ce Poultry and stock charcoal. M.O. DEWEY CO., Jackson. Mich 15 BAKING POWDER K. C. 10 oz., 4 doz. 15 oz. 4 doz. 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. een 10, 15 and DOM, oy os 32 80 With 7. dozen 10 oz. free Barrel Deal No. 6 aaa each, 10, 15 and | eo veeerccccrcoces Doz. in case 85 in case 1 25 Half-Barrel Deal No. 3 4 sa = 10, 15 and ible Gia plete aslo. « 16 40 with ° doz. 10 oz. free All cages sold F. O. B. jobbing point. All. barrels and half- barrels sold F. O. B. Chi- cago. Royal 10c size .. 90 Y% cans 1 35 6 oz cans 1 90 %lb cans 2 50 %Ib cans 3 75 1b cans 4 80 3Ib 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 El Portana 2. cece 33 00 Se Co OW ne. e..55 3.88 00 Worden Grocer Co. Brands Canadian Club Londres, 50s, wood ....35 Londres, 25s tins ......35 Londres, 300 lots ...... 10 COFFEE OLD MASTER COFFEE Old Master Coffee .... 31 San Marto Coffee ..... 16 Roastea Dwinnell-Wright Brands White House, 1 tb. White House, 2 tbh. ....... Excelsior, Blend, 1 th. .... Excelsior, Blend, 2 th. .... Tip Top Bland, 1 th. ..... Royal Blend ............. Royal High Grade ....... Superior Blend ........... Boston Combination .:... Distributed by Judson Grocer Co., Grand Rapids; ge & 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. : Royal Garden Tea, pkgs. 40 THE BOUR CO., TOLEDO, OHIO. SOAP Lautz Bros.’ 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 cakes 8 05 Gloss, 100 cakes, 5¢ sz 3 75 Big Master, 100 blocks 3 90 Naphtha, 100 cakes .. 3 90 Saratoga, 120 cakes .. 2 40 August 4, 1915 17 Proctor & Gamble Co. Venox ee ck, RO Evory,: 6 0%; 3.002205 ‘2 fvory, 10° 02. oo osc. 6? Star os ; 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 26 A. B. Wrisley Good Cheer .......... 4 0® Old Country ......... 2 40 Scouring Sapolio, gross lots .. 9 50 Sapolio, half gro. lotg : 85 Sapolio, single boxes 2 40 Sapolio, hand ....... - 240 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 Armour’s ...... acemes Babbitt’s 1776 .. eeccee Gold Dust, 24 large Gold Dust, 100 small Kirkoline, 24 4M. .... Lautz Naphtha, 60s .. Lautz Naphtha, 100s Pearline .o.00. 0. oe. Roseine Spe else alee ps Snow Boy, 60 5c .... Snow Boy, 100 6c .... Snow Boy, 24 pkgs., Family Size ........ Snow Boy, 20 pkgs., Laundry Size ..... - 4 Swift’s Pride, 24s .... 3 Swift’s Pride, 100s .. 3 65 Wisdom ... 3 oo © bo 09 68 Co bs DD 6&9 me ES a o esereeece Guaranteed to equal the best 10c kinds 80 - CANS - $2.90 FITZPATRICK BROTHERS’ SOAP CHIPS BBLS. White City (Dish Washing).......... Bebe ga ee sic. .c. 220 Ibe. c. 3c per Ib. Tip Top ate? Se ace eee tee ee +o. 2200 IDS....:. 4c per lb. No. 1 Laundry Dry.......... ee Heed oe tee ee, oes ea0 IDB...» 5c per lb. Palm Pure Soap Dry...... ee i er ee) eeeeesee o.....-300 Ibs... --6%c per Ib An Agreeable Beverage of the CORRECT Belfast Type. and Families in Bottles oe Registered Trade-Mark Crowns L. JOYCE & SON, Grand Rapids and Traverse male Mich. ; Mich; KILLARNEY BOTTLING co., h. " A Partial List of Authorized Boftlers: KALAMAZOO BOTTLING CO., Kalamazoo, FOOTE &JENKS’ Killarney ( eedisTERED (CONTAINS MO CAPSICUM) Supplied to Dealers, Hotels, Clubs ) Ginger Ale Jackson, Mic 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 SEE NSA SSA INE PUI SAIC REIN OLAS rename trite tees ier eos trometer ates Nt Pen aa August 4, 1915 7 MICHIGAN TRADESMAN continuous insertion, Cash must accompany all orders. USINESS-WANTS DEPARTMENT Advertisements inserted under this head for two cents a word the first insertion and one cent a word for each SOPOT ree een No charge less than 25 cents. BUSINESS CHANCES. For Sale—Prosperous dry goods busi- ness in best manufacturing town of 3,000 population in Michigan in center of ex- cellent farming section. Factories busy, despite depression elsewhere. This is a rare opportunity to get into a well es- tablished business. Stock about $7,000. Big discount for quick sale. Address No. 325, care Michigan Tradesman. 325 Wanted—Ten to fifteen second-hand clothing’ cabinets. Must be cheap for cash.. Address Shafer & Schult, Elkhart, Indiana. 327 For Sale—Stock and fixtures. Grocery and meat market. Annual business $30,000. Building can be bought or rent- ed. Judson Grocer Co., 18 ea For Sale or Exchange—Double brick store and stock general merchandise, situated in good town. Want good farm, 80 to 100 acres. H. C. Herkimer, May- bee, Michigan. 329. For Sale—Clean grocery stock doing good business. Fine location. Cheap if taken at_ once. Good reason for selling. Address No. 330, care Michigan Trades- man, 330 Finest location in best little city in Northern Michigan for merchandise busi- ness. Solid brick building on paved Street. Will sell on terms, or trade. W. A. Loveday, Lansing, Mich. 331 Wanted—Small mercantile stock, or late model car, for $1,000 equity in Sag- inaw dwelling. W. A. Loveday, Lansing, Michigan. 332 For Sale—Small bakery in good city of 2,000 population. Only bakery in town. Can ‘get big shipping business. Address No. 333, care Michigan Trades- man. 333 Partner to back drama; big money, sure winner. I furnish star and leading man. Booked for California. W. E. Harvey, Fruitport, Michigan. 334 Plumbing and sheet metal business for sale. An exceptionally good opportunity. Address Stenger & Behrend, Herington, Kansas. 335 For Sale—Variety stock and store; or will rent store. Will exchange for small farm. F. E. Warren, Colon, Mich. 336 Missouri blue grass farm to exchange for hardware or combination hardware; close town. W. A. McDavitt, Pe ee For Sale fixtures. Stock of new hardware and Inventory at $1,800, for 85 cents on the dollar. Place has paid well on the investment. Parties interested call or write. Edwin F. Garvey, 526 Allegan street, Lansing, Michigan. 338 Location wanted for harness shop— Have good stock and money to run the business and am a first-class all around harness maker; want location in good farming community. Will pay for any information that is to my interest. Ad- dress Harnessman, care of Tradesman. We raise money for you Mr. Merchant at our expense. We pay half the ad- vertising. Let us conduct a sale for you 7 to 20 days and turn 4% to % your stock into cash. We take all the chance so write us to-day. U. S. Sales Corpora- tion, Advertising Building, ube For Sale—General merchandise stock invoicing $7,000 at 50 cents on the dollar. Address No. 341, care Michigan ee man. 3 For Sale—314 acres good ground; fine buildings, fruit trees, grapes loaded with fruit. Also ice cream parlor. F. E Clayton, Chase, Michigan. 3 For Sale—Stock of shoes and rubbers. Inventories about $3,000. 0. Robin- son, Portland, Michigan. 343 Wanted—To buy building material and fuel business good Michigan town. Ad- dress No. 323, care Tradesman 323 Drug store wanted in good live town of 2,000 to 10,000 population in Michigan. Address 324, care Tradesman. 324 Wanted to Buy—Merchandise _ stock. Am financially able to handle deal up to $30,000. Prefer to deal with owner. Address No. 318, care Michigan Trades- man. . 318 Good paying mercantile business. Real money maker; stands close investigation. $2,500 will take it for quick sale. Write for particulars. Address No. 320, care Tradesman. , 320 Here is a chance for someone. Clean department store stock for sale in live manufacturing town, surrounded by rich farming country. Sttock consists of no- tions, dry goods, china, etc. Good rea- sons for selling. C. J. Tucker, Grand Ledge, Michigan. 321 For Sale—Furniture and undertaking business. Town of 1,300. Reason, death of owner. Only store in county. L. C. Dawes, Rapid City, Michigan. 319 For Sale—In prosperous farming com- munity, a modern equipped elevator with storage sufficient for handling hay, po- tatoes, apples and other produce. For information write D. M. Sherman, Alle- gan, Michigan. 322 Live, up-to-date grocery stock and fix- tures for sale. Inventory about $2,000; cheap rent; good location. Apply prompt- ly to box 221, Birmingham, eee 0 For Sale—Drug store, first-class, good location, business steadily growing; ill- health compels sale, Drug 24, care Tradesman. 310 Business For Sale—With profit of over $32,000 in the last 9 years. Address W. xX. Y. Z.. Janesville, Wis. 313 MR. MERCHANT is your store over- stocked? If so, it is the biggest drain and parasite in your business. To-day if you are a thinker you can no longer be willing to admit that being over- stocked is a necessary evil because my personal services are a remedy for this great economic waste. Hundreds of merchants have employed me to their satisfaction; my methods are endorsed by leading wholesale houses; also, if you wish to dispose of your business, remove, reorganize, etc., write mé for my serv- ices contain I believe the most inex- pensive, practical proven and permanent solution of these great problems. W. G. Montgomery, Hotel Charlevoix, Detroit, Michigan. 315 Restaurant Fixtures—Good restaurant fixtures, 12-chair counter, showcases, etc., cheap; have poor health. Address Box 148, Lander, Wyoming. 303 For Sale—One of best stocks of gen- eral merchandise in Michigan. Estab- lished in same place 43 years. Stock always kept clean; very little old goods. Invoice $15,000; always money maker. Will reduce to suit purchaser. Located in hustling town of 800 population in best farming and dairying section of State. We own the two-story brick, steam heated, electric lighted corner building which will lease or sell. Never offered for sale before. Might consider good improved Michigan farm part pay- ment. Old age and poor health reasons for selling. If you want good business opportunity here is your chance. Address No. 295, care Tradesman. 295 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. 296 For Sale—Clean stock of men’s fur- nishings, shoes and clothing in live town of 5,000 in Central Michigan. Stock and fixtures invoice about $3,000. Low rent and long lease, if desired. On ac- count of poor health, will sell for 65 cents on the dollar. Address No. 307, care Michigan Tradesman. 307 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, 546 House- man Bldg., Grand Rapids, Mich. 859 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 Five drawer National cash register for sale cheap. >> _ Willis C. Munro and family, of Cin- cinnati, are spending their vacation in Grand Rapids. Mr. Munro was a resi- dent of Grand Rapids’ from 1870 to 1876, working as a compositor in the office o the Daily Democrat. He learned stenography and later obtained employ- ment in the main office of the American Cotton Seed Oil Co., of Cincinnati. He now holds a responsible position in that company. Mr. Munro has witnessed a wonderful development of the cotton seed industry and states that fully 50 per cent. of the refined oil is used for culinary purposes. Compounded butter and lard, including Cottoline and Crispo, contain a large percentage of the oil, and it is used quite generally as a sub- stitute for pure olive oil. A great many - bottlers combine the oil of the cotton seed and the olive in equal proportions in the preparation of salad dressings. Nothing is wasted in the cotton seed trade. The thin fuzzy cotton which the gin fails to remove from the seed is gathered by a machine constructed es- pecially for that purpose. It brings from 6 to 7 cents per pound. The shell of the seed is fed to cattle and the meats taken therefrom by the use of machin- ery are ground and mixed with other ma- terials, producing food that is used in fattening sheep, hogs and other animals. August 4, 1915 Mr. Munro says the business of the company has not been seriously affected by the war now in progress in Europe. Its export trade is very heavy, especially in South America. From ten to thirty car loads of refined oil are shipped from the works in.Cincinnati every day, either in tanks, barrels or packages. Formerly the shells were burned. The Bel-Car-Mo Nut Butter Co., which was referred to in the Trades- man last week as being in the bank- ruptcy court, is the company which went out of existence three years ago. It has no connection with the pres- ent company of the same name which purchased the assets of the old com- pany and is continuing the business under new management and ample capital. Cornelius DeBode, formerly a member of the firm of Stehouwer & DeBode in the bakery business on Alpine avenue, has severed his connections with that business, and is now erecting a concrete bakery in the rear of his residence, 1107 Eleventh street, and will hereafter oper- ate individually at this address. ~~~. Owosso—W. L. and E. M. Lloyd has leased the Matthews building at the corner of Main and Water streets and will occupy it October 1 with a plant for manufacturing all kinds of leather goods, including harness and novelties, under the style of Lloyd & Son. > The Rental Clock Co., a million dollar Arizonia corporation, has recently been organized. Walter Ioor, of this city, is one of the principal stockholders, The McDowell Machinery Co., in the Mtitray building, is agent for the clock in this district. Allen J. Buxton, who was for a num- ber of years employed by the Grand Rapids Gas Light Co., has started in the gas fittigg and lighting fixture business at 554 Eastern avenue. His father is associated with him in the business. Solomon Jacobs, formerly in the res- taurant business at 11 Division avenue, South, has succeeded C. Frey in the grocery business at 363 Grandville avenue. Mr, Jacobs came to this city from Chicago about two years ago. Vanderbilt—S. Jackson has remov- ed his stock of dry goods, clothing and shoes to his store at Croswell and will devote his entire attention to the business there. Bay City—M. L. Wilcox, of Sagi- naw, has purchased the assets of the Wilcox-McKim Co. and will reor- ganize the company and continue the business. ——_---2 Holland—The French Cloak Co. is building an addition to its store build- ing and will add a line of millinery goods to its stock. —_»- Few men are able to appreciate getting the short end of a joke. BUSINESS CHANCES, For Rent—One of the best buildings in the best location in Cedar Rapids, Iowa; two floors and basement; suitable for clothing, dry goods or ladies’ ready- to-wear, and a good opening here for any of these lines. Address W. H. Burrows, Cedar Rapids, Iowa. 344 Manufactured “Ina a Te Class by : i yoo _ ' : mi | ; ] 7 | : : _ F at Conditions oO eaadrne numtinntninmmaae ek so K C BAKING K C BAKING back of him. recommendation. now G. ts es) a top SHC AGO gsc ARK pec aioe e = ly uF ACTUREO ONLY who sells can thy of h CER wor has this guarantee GRO POWDER its GROCER EVERY POWDER EVERY | Sut © & o ae 3 (3) Zz ‘ Sut Lx. 3 + = i © = | Pr , 4 £5 = oo 32Z © w) nS & £6 ss £56 . e es 06 Eng Ok iw