= 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