ASN ~ a Cr PASE | $64 PER YEAR £ SIE OZ TSG e/a = ESSN CS) ARE pe So a eo : a KY gee 5 m ey eA Re om Mir ADAN SE G H AGA PAL as AL ZU6 5 ae y EY iS A i WHA ae Sy CEN 2A Cee OS : ae ce PUBLISHED WEEKLY Ses SE TRADESMAN COMPANY, PUBLISHERSRL=2S io NZD) C2 SSO DSS zs Life Lp FAL TS) LOPES) Mon Thirty-Third Year GRAND RAPIDS, WEDNESDAY, DECEMBER 1, 1915 Number 1680 ARO” CIO IRICIIKIOIIDICIIOIIOI III II III III III III II JO} Idd oa aaa a RRA hick irk a RAE A AREAS AEE AEREEREEAA RAR EAA EARRAR SRAWERK RRR RRR KERR RARE iii ik ik iik iia Hand in Hand With Angels 1d ACA oh hk kk kk ek gg ef gk gg ge Ahk ek Ak kk Bk eg £ Ak Bk A eee fg gg gg RK K KKK KK RR KK KKK RK KR KR KKK KKK KKK KKK KKK KR KKK KKK KKK RK KKK RK KKK KK SOOO toot btottctckktotctttctctttcckktctckk itn bb tv ASA eA AC chs. 1 dA A Hand in hand with angels, Through the world we go; Brighter eyes are on us Than we blind ones know; Tenderer voices cheer us Than we deaf will own; Never, walking heavenward, Can we walk alone. Hand in hand with angels, In the busy street, By the winter hearth-fire— Every where—we meet, Though unfledged and songless, Birds of Paradise; Heaven looks at us daily Out of human eyes. Hand in hand with angels; Oft in menial guise; By the same straight pathway Prince and beggar rise. If we drop the fingers, Toil-embrowned and worn, Then one link with heaven From our life is torn. Hand in hand with angels; Some are fallen—alas! Soiled wings trail pollution Over all they pass. Lift them into sunshine, Bid them seek the sky! Weaker is your soaring When they cease to fly. Hand in hand with angels; Some are out of sight, Leading us, unknowing, Into paths of light. Some dear hands are loosened From our earthly clasp, Soul in soul to hold us With a firmer grasp. Hand in hand with angels— ’Tis a twisted chain, Winding heavenward, earthward, Linking joy and pain. There’s a mournful jarring, There’s a clank of doubt, If a heart grows heavy, Or a hand’s left out. Hand in hand with angels Walking every day; How the chain may lengthen None of us can say. But we know it reaches From earth’s lowliest one To the shining seraph, Throned beyond the sun. Hand in hand with angels; Blessed so to be! Helped are all the helpers; Giving light, they see. He who aids another Strengthens more than one; Sinking earth he grapples To the Great White Throne. Lucy Larcom. PIII II IIAAIAAIAISIAASSAAAIAISAS SSS SISASISISSSAISISIS SASSI SISISISSS SSS SISSASACSE SI SSS SSSI SI SIS SAS AIA AS ISS AAAI ISSA AAD AAS AAA AAAI SAA AI ISD AAAA SAA A A A A AH PIA AIAAIA AD EP AAA GAA MAA MMA MEM ME MEM MT AME MN ME A EY. “A Smile Follows the Spoon When It’s Piper’s”’ PIPER ICE CREAM CO. Wholesale Manufacturer ICE CREAM AND ICES Bricks, Heart Shapes, Banquet Rolls, Individual Moulds Punches, Sherbets, Puddings, Mousses, Bisques 408-10 East South Street Kalamazoo, Michigan See quotations in Grocery Price Current. Write. phone or wire your orders. Satisfaction guaranteed “Mothers Del isht” ““Makes Bread White and Faces Bright” VOIGT MILLING CO., GRAND RAPIDS, MICH. cote |) ee Heystek & Canfield Co. _ 161-663 Commerce Avenue Is the address of the Largest Wallpaper House in Michigan, And this concern didn't “happen’’—It grew from small beginnings, through service, attention to detail and right pricing. It leads in wallpaper, paints, oils and kindred lines and sets the pace in the United States and Canada for job lots in wallpapers. Why not save time and add dollars to your income by becoming an H. & C. customer? Try it out. i HEYSTEK & CANFIELD CO. The house that has grown along with its customers San Csr Qe) WY Sunbeam Mackinaws ' SSSUN BEAM = A large assortment of attractive patterns, specially selected materials combining style, finish and quality, correct in every detail. A better idea of the line can be obtained from our winter catalogue. Send for it to-day—NOW. BROWN & SEHLER CO. ‘‘Home of Sunbeam Goods’’ Grand Rapids, Mich. “‘The End of Fire Waste’’ COMPLETE APPROVED f, Automatic Sprinkler Systems Installed by Phoenix Sprinkler & Heating Co. Grand Rapids, Mich. Detroit, Mich. 115 Campau Ave. 909 Hammond Bldg Estimates Free Economic Coupon Books They save time and expense. They prevent disputes. They put credit transactions on cash basis. Free samples on application. TRADESMAN COMPANY, Grand Rapids, Mich. Pere Marquette Railroad Co. DUDLEY E. WATERS, PAUL H. KING, Receivers F ACTORY SITES Locations for Industrial Enterprises in Michigan The Pere Marquette Railroad runs through a territory peculiarly adapted by Accessibility, excellent Shipping Facilities. Healthful Climate and Good Conditions for Hcme Life, for the LOCATION OF INDUSTRIAL ENTERPRISES. First-class Factory Sites may be had at reasonable prices. Coal in the Saginaw Valley and Electrical Development in several parts of the State insure Cheap Power. Our Industrial Department invites correspondence with manufacturers and others seeking locations All in- quiries will receive painstaking and prompt attention and will be treated as confidential. Address GEORGE C. CONN, Freight Traffic Manager, Detroit, Michigan Eat Plenty of Bread It’s Good for You The Best Bread is made with Fleischmann’s Yeast SNOW BOY FREE! Uy S Zia a4 WY wy The dollar mark is a sign of wealth, MICHIGAN TRADESMAN 3 Why the Advance In Gasoline | OFL PRODUCTION AND CONSUMPTION STATISTICS. Official figures of the United States Geological Survey, announced the week ending August 2, 1915, place the total production of petroleum in the United States in 1914 at 290,312,535 barrels. Year Production Consumption Eo S9Ocl2000 .................. 265,762,535 NOES aan 446230 ............ 248,381,744 1912 See eee | 2ee0en044 237,298,340 1914 increased production was 17 per cent. 1914 increased consumption was 7 per cent. 1913 increased production was 11.4 per cent. 1913 increased consumption was 4.6 per cent. 1915 decreased production estimated 10 per cent. 1915 increased consumption estimated 12.5 per cent. The 1914 great advance in production was due to the new pools of the midcontinent (( )klahoma) and gulf coast, which have continued active during the current year, although on a gradually declining scale since June 1, 1915. The Cushing Pool in Oklahoma, for instance, which reached its maximum output of nearly 300,000 barrels a day during the spring of 1915 is now down to approximately 100,000 barrels being pumped from the ground daily. : It is on the above margins quoted that the rise and fall of crude oil prices are predicated. Automobile and Gasoline Prices Every new automobile means an additional anntal consumption of 200 to 500 gallons. Official figures of thé number of licensed cars in the country in the last six years are as follows: ae. 525,140 cars ae. ee 1,191,864 cars a. 564,284 cars ae. 1,508,304 cars Pe 848,237 cars eo. 4... 2,075,750 cars 1916—-Estimated will be in use 2,500,000 cars. 1916—Increase in cars over 1915 about 25%. One of the larger oil companies is réported to be daily reducing its Oklahoma reserve stocks of crude oil about 40,000 barrels and has reduced its stocks since August about 5,000,000 barrels. During this summer in this field approximately 300 wells a month were being drilled by the individual operator. Now about 600 wells are being drilled. About two years ago when crude oil was sold at about prevailing values and gasoline at 15c, about 1,300 wells a month were being drilled. Hence to-day promising crude oil pro- ducing territory is not defined like it was two years ago. “Why the Advance in Gasoline” Supply and demand. Some predict 25c gasoline. We don’t. 18 to 20c for the lower grade and 24c for our 70-72 gasoline is our guess as the top of the market. Crude oil has advanced in price from 55 per cent. to 300 per cent. for some grades. We have not reduced the quality of our gasoline and auto oils. Crude oil has advanced again. We buy crude oil from the small and large well owners; thousands of them are in the game of producing oil. Better let us fill your garage tank. DOWN TOWN AUTO SERVICE STATION LOUIS STREET AND COMMERCE AVENUE Drive in. (Rear Ira M. Smith Co.) Citz. 8672. OPEN 7 A.M. TO 6:30 P. M. Use Champion 70-72 Gasoline It is the Highest Test. Save your energy cranking. Kick off starter once. Feed more air than you do with lower grade gasoline. Best also for mechanical illuminating plants. Use Half as Much Champion Motor Oil As of other oil. Carbonizes least, lubricates most. OUR BEST WINTER OIL. East End Auto Service Station—No. 1496 Lake North End Auto Service Station—(Our Main Drive, near Wealthy. Works) 1833-1857 Alpine Ave., N. W., near Open 7 a. m. to 6 p. m. Fuller Station. Open 7 a. m. to 5:30 p. m. Grand Rapids Oil Company Michigan Branch of Independent Refining Co., Ltd., Oil City, Pa. Citizens Phone 9558 J. V. THROOP, Manager Bell, Main 3093 el MICHIGAN a } Iga \ iu Ne Att (Mec av & Movements of Merchants. Greenville—E. Perks has engaged in the meat business. Copemish — Beniamir opened a meat market. Scottville—J. L. Gordon has open- ed a billiard parlor here. Grand Haven—Klocksein have opened a meat market. Luther—Chubbuck & Son have en- gaged in the garage business. lonor—George W. Nichols engaged in the hotel business. Manistee—E. G. Sorenson has en- gaged in the grocery business. Bay—Rufli Bros. succeed Rufli & Son in the meat business. Belding—Whitney & Smith suc- ceed T. W. Peck in the boot and shoe usiness. Columbiaville—Dent & Johnson succeed William Dent in the meat business, has Crow & May has Suttons Henderson—Guy Niles. of Bath. has engaged in the dry goods busi- ness here. Ypsilanti—C. B. Sanderson has opened a meat market on North Huron street. Rives Junction—E. M. Atkins & Co. have engaged in the meat and grocery business. Arenac—The Bay Shore Telephone Co. capital stock has been increased from $830 to $1,500. Belding—Harvey J. Currie has en- gaged in the meat business at 216 North Bridge street. Bay Port—The Bay Port Fish Com- pany has increased its capital stock from $50,000 to $80,000. Ishpeming—John G. Goodman has engaged in the manufacture of cigars at 812 East Michigan street. Dutton—John Roberts has purchas- ed the William Hilzey grocery stock and will continue the business. Coopersville—J. H. Noble has open- ed a furniture, undertaking, house fur- nishings and grocery store here. Woodland — David Harshbrenger has sold his clothing stock to S. C. Van Houten, who has taken posses- sion. Jackson—Allen & Dwelle succeed F. E. Greene in the grocery and meat business at 1109 South Milwaukee Sireet. Jackson—Manke Bros. succeed Henry J. Flint in the grocery and dry goods business at 1514 Francis street. Long Rapids—Jacob H. Niergarth, dealer in general merchandise, died at his home Nov. 27, following a short illness. Otsego—E, W. Eady has purchased the plant and stock of the Eady Shoe Co. and will open it for business about Dec. 1. Cassopolis—H. Lichtenwalner has taken possession of the Hopkins & Hackney drug stock which he recent- ly purchased. Coldwater—John Kerr. of Kerr Bros., hardware dealers, died im a hospital at Chicago of Bright's dis- ease Nov. 26. Ypsilanti—G. D. Renton has open- ed a confectionery and baked goods store in the Martha theater building. Jackson—A. Phillips has purchased the C. E. Pierce grocery stock, at 2100 East Main street, and will con- tinue the business. Alma—Ben Mindel has traded his bazaar stock to Dennis Welch for his farm in Seville township and immediate possession. Niles—Herman Brenner succeeds Brenner & Glick in the wood, coal and junk business Washington given having purchased the interest of his partner. Shelby—W. H. Shirts, who has conducted a grocery store here for the past thirty years, is his stock and will retire ness. Chesaning—Arthur Ward & Co., furniture and hardware dealers at Owosso, have opened a branch store here under the management of Leslie Crane. Ovid—D. K. Barrus has sold a half interest in his shoe stock to John Green and the business will be con- tinued under the style of Barrus & Green. Breckenridge—Eckert & Son. who conduct a meat market at Alma, have purchased the Mitchell store building and will open a branch meat market Dec. 4. Tecumseh—J. J. Belcher, who has conducted a shoe store here for the past eighteen years. has traded his store building and stock for a farm near Ann Arbor. Chelsea—T. Kent Walworth, of Walworth & Stricter. clothing and shoe dealers, was married to Miss Jean Grover at the home of her par- ents in Frazer Nov. 22. closing out from busi- Jackson—R. B. Ward. recently with the M: U. T. has purchased the George M. Winslow grocery and no- tion stock at 1304 Francis street and will continue the business. Reading—Mallory Bros., who have conducted a grocery store here for many years, have sold their stock to Arthur Botts, who will continue the business at the same location. W. French & Son are closing out their stock of jewelry and will devote their entire attention to their stock of musical instruments and other musical merchandise. Collins—Bugbee & Eager, hard- Ionia—G. TRADESMAN ware dealers, have dissolved partner- ship and the business will be con- tinued by Mr. Bugbee, who has taken over the interest of his partner. Kalamazoo—Brown & Frick, who recently opened a meat market on North Burdick street, have opened another on South Burdick street and expect to open a third market in the near future. Grand Haven—Fred Addison and Arthur Killean have formed a partnership and engaged in on Washington street under the style of the Addison-Killean House Fur- nishing Co. Sheridan—Harmon Taylor has sold his interest in the men’s furnishing goods and clothing stock of Lower & Taylor to his partner, R. E. Lower, who will continue the business under his own name. Jackson—M. A. McDonough, for- merly with the Howard & Solon Co, has purchased the Casey Sisters cery stock and will continue the busi- ness at the same location, 721 North Milwaukee street. Saginaw—H. W. Shirck has sever- his connection with the American Electric Auto Vehicle Co. and open- ed a factory for the manufacture of auto tops and trimmings at the cor- ner of Court and Niagara streets. Charlotte—R. Crofoot. who pur- chased the clothing and men’s fur- nishing goods stock of Crofoot & Tears and continued the business un- der the same style, will hereafter con- duct the business under his name. Battle Creek—Thomas Cahill, local grocer, is erecting a store about twen- ty feet from the sidewalk. but with rollers, by which it can be moved to the walk. It seems that Cahill pe- titioned the city a few weeks ago for permission to construct a store three feet from the sidewalk. This permission was refused. Cahill in building his grocery store on rollers, will attempt to beat the city out of an opportunity to prosecute him. While he is erecting the structure twenty feet from the sidewalk, as re. quested, he has not been notified not to roll it up to the sidewalk after its completion. co- business oro- ed own Manufacturing Matters. Detroit—The Consolidated Car Co. increased its capital $200,000 to $500,000. Detroit— The Jefferson Aluminum Works has decreased its capital stock from $10,000 to $5,000. Kalamazoo—The Gibson Mandol'n- Guitar Co. has increased its capital stock from $40,000 to $100,000. Saginaw—S. Fair & Son, steel and iron founders, have increased their capital stock from $20,000 to $75,000. Bronson—The Warne-Douglas Co.. manufacturer of sheet metal special- ties, has changed its name to Doug! & Rudd Manufacturing Co. Vassar—The Reliance Milling Co. has been incorporated with an au- thorized capital stock of $21,000, all of which has been subscribed. Detroit—The Houser-Potvin 1as stock from as Co. has engaged in business with an au- thorized capital stock of $18,000, all of which has been subscribed and pail in in property. December 1, Holland—The case of the Hol! Rusk Co. against the Michigan Rusk Co. for alleged infringemen: trade mark has been dismissed. Detroit—The Puritan Brick & Co, has been incorporated with an - thorized capital stock of $10,000 which amount $6,600 has been scribed and paid in in cash. Muskegon—The Michigan Ox-Hyd Co. has been incorporated with an thorized capital stock of $15,000. which amount $7,500 has been subscri and $1,500 paid in in cash. Greenville—Joseph Anderson }iac purchased a building on Oak st; and is equipping it with machiner: for manufacturing wicker furniture, opening for business about Dec. 1; Detroit—The Hall Gas Mixer Man ufacturing Co., of Neodesha, Kansas. with a capital stock of $300,000. will open an office at 1407 C. R. Jones has been igan agent. Kalamazoo—The Kalamazoo Match Plate & Foundry Equipment Co. has been incorporated with an authorized capitalization of $3,500, all of which amount has been subscribed and $1,050 paid in in cash. Traverse City—The Leesberg Sho Manufacturing Co. has been inco: porated with an authorized capital stock of $25,000, of which amount $15,500 has been subscribed and $2.500 paid in in cash and $5,000 paid in property. Detroit—The Michigan Rubber Co. has engaged in business to manufactur pneumatic tubes and accessories. with an authorized capital stock of $2.000. all of which amount has been subscribed and $500 paid in in cash and $1,500 paid in in property, Hancock—S. A. Michels, manuia turer of overalls, has added workin. man’s heavy trousers to his line a: will manufacture raincoats as w in the spring. Kalamazoo—The Lo-Vis Co. has « gaged in the exploitation of patent novelties and devices with an auth ized capital stock of $25,000, of whic! amount $13,750 has been subscrib $250 paid in in cash and $13,500 p in in property. Pontiac—The Republic Brass & Bro: Co. has been incorporated to manuf: ture brass, bronze, aluminum and ert iron Kresge building. appointed Mich castings, with an authoriz: capital stock of $25,000, of whi amount $14.500 has been subscrilx and $8,000 paid in in cash. DetrotThe C. & G. Electri Manufacturing Co. has engaged i business to manufacture cooking dé vices and electrical appliances wit! an authorized capital stock of $35,000 of which amount $12,500 has been subscribed and $2.500 paid in in cash Detroit—The Daly-Mohr Specialty Co. has been incorporated to manu- facture automobile parts and acces- Sories with an authorized capital stock of $4,000, of which amount $2,- 030 has been subscribed and $530 paid in in cash and $1.500 paid in in property. Jesse L. Bowers has engaged in the restaurant business at 440 Divi- sion avenue, South, succeeding Robert J. Weatherall. December 1, 1915 MICHIGAN TRADESMAN Review of the Grand Rapids Produce Market. Apples—Standard varieties, such as Baldwins, Greenings, Wagner, Twen- ty Ounce and Wolf River command $3@4 per bbl.; Northern Spys, $4@ 4.50 per bbl. Bananas—Medium, $1.50; Jumbo, $1.75; Extra Jumbo, $2; Extreme Ex- tra Jumbo, $2.25. Beans—Michigan buyers are pay- ing $3.15 for pea and $4 for Red Kidney, hand picked basis. Beets—50c per bu. Butter—The market is active, with a very good consumptive demand at prices ranging about 1@2c over a week ago. Fancy creamery is quoted at 33c in tubs and 34c in prints. Local dealers pay 23c for No. 1 dairy, 17c for packing stock. Cabbage—40c per bu. or $1 per bbl. Carrots—50c per bu. Celery—25c per bunch for home grown, Cocoanuts—$5 per sack containing 100. Cranberries—$7.25 per bbl. for Cape Cod Early Blacks; $8.50 per bbl. for Late Howes. Cucumbers — $1.50 per Southern hot house. Eggs—Receipts of fresh are more liberal, in consequence of which buy- ers have reduced their paying price from 34c to 33c. Storage are moving out freely on the basis of 23c for April candled and 27c for extra can- dled. Egg Plant—$1.50 per doz. Fresh Pork—8'%c for hogs up to 200 Ibs.; larger hogs, 8c. Grapes—California Emperor, per 4 basket crate; Spanish Malaga, $6.50@7.50 per keg. Grape Fruit—Florida has declined to $3.25@3.75 per box. Green Onions—Chalotts, doz. bunches. Honey—18c per lb. for white clov- er and 16c for dark. Lemons—California, $4.25 per box for choice, $4.75 for fancy. Lettuce—8c per lb. for hot house leaf, $2 per bu. for Southern head. Maple Sugar—14@15c per Ib. Mushrooms—40@50c per Ib. Nuts—Almonds, 18c. per Ib.; fil- berts, 15c per Ib.; pecans, 15c per Ib.; walnuts, 16c for Grenoble; 17c for California; 15c for Naples. doz. for 295 DPe.wd 85c per Onions—Home grown command 75 @90c per bu, Oranges—California Valencias are steady at $5@5.50; California Navals, $3.75@4.25; Floridas, $2.50@2.75. Oysters—Standards, $1.35; Medium Selects, $1.50; Extra Selects, $1.75, New York Counts, $1.85; Shell Oys- ters, $7.50 per bbl. Peppers —- Southern grown com- mand $2.50 per 6 basket crate. Pop Corn—$1.75 per bu. for ear, 4c per lb, for shelled. Potatoes—Home grown range from 50@60c per bu. The market is strong. Poultry—Local dealers pay as fol- lows, live weight: Fowls, 10c; cocks, 8c; chickens, 11c; turkeys, 18c; ducks, 14c; geese, lic. Dressed fowls aver- age 8c above these quotations. Quinces—$2@3 per bu. Radishes—25c for round hot house. Squash—1%4c per lb. for Hubbard. Sweet Potatoes—$4.25 per bbl. for kiln dried Jerseys. Tomatoes—$2.50 per 4 basket crate, California stock. Turnips—50c per bu. Veal—Jobbers pay 12c for No. 1. —_2+>___ The coffee roasters have been hold-_ ing a convention and, among other things, they have decided to adver- tise coffee. That is a good decision. At first it was proposed to make an attack on substitutes for coffee, but better judgment prevailed, and it was determined to advertise coffee and tell how it should be made. That will do more good than attacking any sub- stitute. Many housewives need to be told how to make coffee, for even the best coffee is spoiled if it is not made right. One paper read discussed the old method of boiling the coffee with the water, which is not supported by any one with any knowledge of coffee brewing. It was reported that the adherents of the percolator method were disappearing, and that the only way to get the best results is the fil- tration process. If that is true, a campaign to educate people how to make coffee will help coffee sales. ——_++-—___ Professor Lasson, of Berlin, recent- ly wrote in a letter to a friend: “We are morally and intellectually supe- rior to all men. We are peerless. So, too, are our organizations and our in- stitutions. The characteristics of the Germans are truthfulness, human- ity, Sweetness, conscience and Chris- tian virtue, and we are the freest people on the earth because we know how ‘to obey. And yet we have no friends.” ——>-2- The Grand Rapids Oil Co. uses nothing but Pennsylvania crude oil in the manufacture of its gasoline, which gives its product peculiar value in the estimation of its consumers. Manager Throop presents an_ inter- esting explanation of the gasoline situation on the third page of this week’s edition, which all gasoline users would do well to peruse care- fully. The Grocery Market. Sugar—The market is interesting to the point of being perplexing. Eastern refiners have advanced their prices 15 points to 6.15c. At the same time Michigan jobbers have reduced their selling prices 20 points to meet outside competition and to move their accumulated stocks. The result is a demoralization which it is dif- ficult to analyze and which the Tradesman is unable to explain to its readers on any reasonable hypoth- esis. Invisible supplies of cane re- fined in the United States are ex- tremely small and the trade are buy- ing on a strictly hand-to-mouth basis. Furthermore, the movement of do- mestic beet sugars throughout the United States has been far larger than in a similar period since the in- dustry became important, and at the wider differentials at which the beet producers are selling their product any pressure from this direction will be relieved immediately after the turn of the year. In fact, the prices obtained, while much below the par- ity of cane, are far in excess of pro- ducers’ expectations, and, since the Secretary of the Treasury of the United States has now openly an- nounced that the Administration pol- icy will be for retaining present du- ties on sugar unless very violent op- position to this policy occurs in Con- gress immediately after same meets in December, beet producers will gradually but surely narrow the dif- ferential at which they will sell their product under cane refined. Tea—The demand is of the hand- to-mouth variety. The country seems to be supplied for current require- ments and pursues a waiting policy. After the turn of the year improve- ment is expected, the holiday trad: in other staples being a retarding in- fluence on tea. While the Colombo cables have been favorable, the easier advices from London prove an offset. Coffee—The situation is still heavy and prices are rather weak than oth- erwise. Rio 7%s are about as they were a week ago. The situation is relatively stronger on those than on Santos 4s because they are scarcer. Santos 4s are about unchanged also. Mild coffees are in dull demand, but fairly well maintained, because of light supply. Mocha is, perhaps, a shade lower than it has been. The demand for that and for Java is fair. Canned Fruits—Prices are main- tained at a low basis with no quotable change having been made by the operators. Future California stocks seem to be displaying a slowly grow- ing strengthening feeling, with a steady demand for small stocks. Canned Vegetables—The tomato market is unchanged, but stronger. Corn is in good demand at full prices. Peas are selling well, especially for the lower grades. The reasonable prices have largely increased the consumption. Canned Fish—The better grades of canned salmon continue to be held with a very firm feeling and the mar- ket on Alaska reds display a strong tendency. The demand for supplies of domestic sardines appear to be falling off, according to packers. It 5 is said that this is to be expected at this time of the year and that trade will probably be dull in this line for several weeks during the holiday sea- son. Prices are, however, maintained on a firm basis, although a fairly wide range is in evidence. being Dried Fruits—Prices for spot stocks of California prunes are inclined to be held on a fairly firm basis in most quarters, although operators report that it appears to be possible to shade prices a trifle for limited quantities. The buying is maintained on a steady basis, with operators securing only sufficient supplies to satisfy their in- cidental demands. Peaches, both in the spot market and on the Coast for future delivery are held with a very strong tendency, according to well posted operators. The available stocks in the hands of operators are said to be much more liberal than for several days, but were being absorbed very rapidly by a steady demand for small quantities. Apricots are inclined to be scarce, and under a demand for light quantities are being held on a very firm basis. There is no quotable change in the general range of prices that are being offered by the Coast packers. Stocks of Malaga raisins are reported to be practically ex- hausted in the spot market, and prices are being maintained with a very firm tendency. California raisins of all varieties are being rapidly ab- sorbed, and quotations that being offered in all quarters are held with a very strong tone. Stocks, al- though apparently in fair supply, are being reduced under a steady demand. Rice—The being pointed out that the South is firm, with the mills compelled to pay full prices for rough rice or close down. The Galveston still bad, but the conditions in New Orleans are improving. were feeling is confident, it embargo is Cheese—The market is firm, with an active demand both for consump- tion and export, at prices ranging about %c over a week ago. The market is in a healthy condition, but no further advance in the near future is expected. Provisions — Everything in the smoked meat line is very firm with an active demand at prices ranging about the same as last week. The supply is reported to be short, but there is likely to be an increase in the supply in the near future, with a pos- sible declining market. Both pure and compound lard are in good de- mand at prices ranging about the same as last week. Barreled pork, dried beef and canned meats are un- changed with a moderate consump- tive demand. Salt Fish—The mackerel does not improve. There is some new Norway mackerel available on this side, on account of receipts in New York, but as the quality is not very good, prices are weaker. Prices for the spot stock still remaining in market this country continue high. Shore mackerel is offered with a fair de- gree of freedom at full prices. Cod, hake and haddock are quoted to som: extent at unchanged prices. MICHIGAN TRADESMAN December 1, 1915 UPPER PENINSULA, Recent News From the Cloverland of Michigan. Sault Ste. Marie, Nov. 29—D. H. Moloney proprietor of the Man Store here—the store with the reputation of never having had a fire. fake or closing out sale—has remodeled the interior by installing the latest style equipment in cabinets and cases to replace the shelving formerly used in caring for his men’s furnishing line. With the .new equipment the Man Store is one of the finest in the Upper Peninsula and up to the minute in every respect. Joe Oberley, formerly in the gro- cery business at DeTour, but for the past few years engaged in other occupations, died at the Soo hospital last Friday at the age oi 50 years. He is survived by four sons. The funeral was held under the auspices of the local lodge of Loyal Order of Moose, of which the deceased was a member. Mr. Oberley was well known throughout Chippe- wa county and leaves a large circle of friends to mourn his loss. Most of the mighty hunters have returned and the best of it is that most of them returned with the one deer. It seems that the deer have been kind to the hunters, and what was also very noticeable was that they were mostly all bucks which were killed, which is accounted for by the class of hunters, being the old timers who used special precaution in pick- ing out what they wanted, having only one chance. Many a smaller deer was spared on that account which heretofore had been gathered in. Ted Steffens, of the Cornwell Co.'s sales force, had only two days to spend in the woods, but it was long enough for Ted to bring back a large buck, the meat of which he is distributing around to his numer- ous friends this week. The France- Supe party, the oldest established hunting party in Cloverland, have re- turned with the usual luck, each one having his alloted deer. Even Will LaMeassure, of Detroit, a member of the party, got his first deer this year. It is customary to make a noise about it, but Mr. LaMeassure put one over on the old time hunters in that respect, as after shooting the big buck in a remote spot in the woods and knowing that there were no hunters in the immediate neigh- borhood, he proceeded to dress the deer and hang him up in a manner that would make John France en- vious. A short time later Mr. La- Meassure met Joe France and Otto Supe, veteran hunters and. incidently going by the place where the deer was hanging, Mr. LaMeassure appeared to be as much astonished as his com- panions, who all stopped to look at the prize and wondered who the luck hunter was, and only after dis- cussion was it brought about that the Detroiter was the lucky man. Every sport imagines that he can stand the pace which kills the other fellow. R. W. Cowan, manager of the Pren- zlauer Bros. department store, re- turned from New York last week. Mr. Cowan had a pleasant business trip and found the hotel still there. R. W. Pearce. popular South side druggist, has returned from a hunting trip to Tequamenon Falls and brought back a nice 200 pound buck. Bob Kerr, manager of the D. N. McLeod Lumber Co.’s general store at Garnet, was reported as being the happiest man in the village last Mon- day when a 9 pound boy arrived at his home. Bob is passing around the cigars, with that pleasant look which is conspicuous on occasions of this kind. George Stewart, of St. Ignace, left with a crew of men last Monday to construct the logging camps for the Jones-Kerry Co.. about two miles north of Nogi. The Jones-Kerry Co. expects to carry on considerable lum- bering operations this winter. S. B. Poole and family, of Mackinac Island, left for Ann Arbor last week, having closed the Hotel Iroquois for the season. State Game Warden Oates recent- ly established a patrol of the Tah- quamenon River for the purpose of preventing and detecting violations of the game laws. The deputies were furnished a fast motor boat with which to patrol the river and run down any offenders who sought to escape. It is now found necessary to mount a guard over the boat, as whenever the officers’ backs are turn- ed for a few hours they are sure to find the boat out of commission upon their return. Spark plugs and spark coils have been swiped and the gaso- line has also been disappearing at a rapid rate, so that there was no tell- ing how far the launch would go after being started. The officers are up in arms over the conduct of the unknown ones and they promise an interesting procedure if the meddlers are apprehended. We take no stock in the report that the most beautiful girl in America has just been married in New York. As yet no trace has been found of H. O. Erlacher, the Adrian hunter who was lost in the woods near Eckerman. The searching parties have about given up the search and a reward of $150 has been offered for the recovery of his body. St. Ignace is now figuring on a potato warehouse, as it offers one of the best locations for a warehouse of this kind, which would make a good market. It has been conceded that no better potatoes are raised in the State than in the sandy region about St. Ignace. This enterprising town can well stand a few more projects of this kind. : Hetty Green has had another birth- day, but there was no unusual celebra- tion commemorating the event in Cloverland. Colonel Fish, the well-known pic- colo player at DeTour, gave a mus- ical entertainment to his friends at the latter place last week, which was largely attended. James McDonald, the well-known postmaster at DeTour, was a Soo visitor last week. Judge Jos. H. Steer. of the Supreme Court, spent a week in his old home at the Soo, where he enjoyed a short vacation. Joseph Flood, p: ‘ the Booth Fisheries Co., was anothe1 one of the happy men whose family was increased last week with a dauch- ter. Joe is still on the job, although he had to buy a larger sized hat in consequence, The Raymond Furniture Co. had a consolidation in its employes last week, when the assistant manager, David R. Williams was united in marriage to Miss Blanche T. Mc- Donald, popular book-keeper at the store for the past few years. The happy couple have been very popular in Soo society and well known to 4 large circle of friends who wish the newly weds a bright and happy fu- ture. A long distance phone call from Pickford says there is great rejoic- ing there over the arrival of a twelve pound boy to Mr. and Mrs. Wm. Kirkbride. Mr. Kirkbride is one of the leading butchers at Pickford an the new arrival, being a boy. will put the finishing touches to William’s happiness. Last week being Thanksgiving week may account for the typograph- ical error in the Cloverland news re- garding the ford car being a better car than it formerly was on account of employing a pastor at the factory, as we notice that the item was chang- ed to read “a better heap of junk than before.” We did not want to give the impression that we would be guilty of calling the ford “a heap of junk,” as it is the most popular car in sular manager for these parts, notwithstanding there are many better cars built than the ford. William G. Tapert. Setting Mr. Tapert Aright. Sault Ste. Marie, Nov. 29—I see that Billy Tapert has been making some highly complimentary com- ments on the performance of my ford car on the occasion of my last trip from the Soo to DeTour. Believing that we ‘should always use the plain unvarnished truth in our communications to the Trades- man, I wish to correct one or two of his statements. My ford has no hydroplane attach- ment. I had thought of getting one, but the season being late I shall not invest until the time of the heavy spring rains. However, I keep the tires well filled with the same kind of stuff that Bill uses in his letters to the Tradesman, and this gives the car a great deal of buoyancy and i great advantage when going dc the river, crossing small lakes, et On the trip in question I did not stand on the steering gear, as stated. The wheel being under water most of the time, I got up on the top in the rain where it was dryer, laid down and reached over and caught the steer- ing wheel in my teeth. I steered more than twenty miles that way, aided by one of the traveling men with me, who hung on to my feet and acted as a rudder for the craft—l mean the ford. The’ other traveling man stayed in the back seat, and would have drown- ed if he had not had a gas mask such as they use in the trenches in Europe. It was a very fortunate thing for him. He told me afterward that he was brought up in Johnstown, Pa., and that the Johnstown flood was nothino to this trip. We sure would have been goners if we hadn't had the telephone wires to straddle and to guide us. The machine that was the hero of this trip is the same little ford that might have been seen towing Bill’s big touring car into town on a Sun- day morning. When I first bought it I found it rather fussy at times, and once it flew up a tree when I was cranking it, and it was a matter of two days before I could coax it down. But now it is becoming very much attached to me and eats out of my hand every morning. The only thing it needs now is a hypdroplane attachment, and I am going to get one soon per Bill’s suggestion. Stanley Newton. y 1 Ww a wn Q O Honest Groceryman’s Opinion of Store Loafers. Owosso, Noy. 29-We are in re- ceipt of your Thanksgiving number of the Tradesman which to us seems to be the best edition ever gotten out, and we have read it with considerable interest and also some amusement; in fact, to do without the Tradesman would seem to us like trying to run a bakery without any bread. We read the troubles of the man with - jelly fish constitution and he has our sympathy, but not our disposi- tion. We also perused carefully the communication telling how to deal with the store loafer “By One Who Has Been There.” This gentleman has gat it doped out all right, but where on earth is he going to get his help? He says, “Secure a lady who is respected, neat in appearance and nas a pleasant personality to come in and mop out the store at mioht” A lady of that particular discription wouldn’t hold a job mopping country Stores over a week before some Movie Genius would hire her to appear in the moving picture shows as a draw- ing card that would fade Charlie Chaplin to a frazzle. We also have absorbed the article by Will Darwin Fellows, which is a literary gem, and brings back to us the old adage thar “Example is better than precept;” but having been on the road for about thirty years and calling on just such t 1 stores as are described by the afore. said gentleman, we want to say to Mr. Fellows, whom we have know; and admired from his babyhood, tha: we have called on just such stores, Say at 4 p. m., when it was rainin and we had fifteen miles to driy, through the mud; waited an hour for some good old lady who was tryin to trade out six eggs and two pounds of white livered butter; had exXasper atingly asked the price of almost every article in the store that sh, didn’t want, finally run in debt cents for a package of Banner tobac-. co for the old man at home with the rheumatism; and had" lastly packed and repacked her purchases in a bas- ket five or six times over and had gone home. I then thought my time had at last arrived to get next to the dealer, when some guy who had been standing behind the stove expectotr ating in the direction of the cuspidor (regardless of the distance) began making ancient funny remarks wit] whiskers on for the amusement of those who had not listened to them for more than a quarter of a century One of those breezy cusses that would remind you of a two dollar a day hotel with paper napkins on the dining room tables, who, when | opened my sample case, became more interested than the storekeeper and proceeded to enlighten him rezarding its contents, and tell him he had bought the same thing if not bette; in Casnovia and then take entire pos session of his attention and relate a circumstance of when he almos: bought a hoss at Dave Higginses auc- tion; until I broke in and told him that if he didn’t have anything more important to talk about than a hoss that he did not own, I really would like a few minutes of the dealer time myself! Brother Fellows, there is only one way to treat that kind of a store nuisance, and I haven’t got the heart to do it besides an axe is an unhandy thing to carry anyway. This store loafer is an old-time sub- ject with the writer. Something like a year ago I called at the country store of a regular customer. His wife. a neat little old lady. was scrubbiny around the stove that morning and was not in as pleasant frame of mind as usual. She stopped her work lone enough to shake hands and tell he: troubles. She always kept an empty tobacco caddy behind the stove. new- ly filled with ashes each morning, for a cuspidor, but allowed that. she would be obliged to get somethin: larger, as saine of tie tobacco chev ers couldn’t see that one. Befor I left the store that morning I print- ed a good plain loud sign that read LOOK IN THIS ROX AND SPIT WHERE YOU LOOK Later on she told me it had proved a winner, as everyone smiled and took a tumble that it meant him. I have in mind a good old custome: who has a sign behind the stove where Stands a large spittoon that reads: Spit on the floor and I'l] mop it up. but Trade Here. This custome! told me that “that are sign” worked bully and that he hadn't been obliged to mop out in two years. I call to mind another sign in the Store of fF) G DeHart, at Vickery- ville, that reads: “If you spit on the floor at home, do so here. We want you to feel at home.” ; Gib says it works good and brings a smile, and if you can hit a fellow’: tunny bone, he is happy: and a happy. good natured chap will not do any- thing that he thinks will annoy any one. Sunshine is a pretty good cure tor all kinds of epidemics. Honest Groceryman. $ The capital stock of the Industrial Saving Bank of Flint has been in- creased from $100,000 to $250,000. fot ———— 2. Few _ self-made men live long enough to finish the job, ee nee enn rd ee ee enn eiteh asses lennate sesRStn ee an cn seehceelaie dente na nuanmuuoemgsieeementtie eeamate ete December 1, 1915 Gabby Gleanings From Grand Rapids. Grand Rapids, Nov. 29—The fourth of the series of dances given by the peddlers was held Saturday evening and a most enjoyable event was the popular verdict. A large crowd was in attendance and there didn’t seem to be a single individual, from the kiddies up, who wasn’t enjoying him- self. The committee should be given a great amount of credit for the ef- forts they are putting forth to make these dances a success, both financial- ly and socially. As a reward for their efforts, will everyone interested in Grand Rapids Council kindly lend all the aid in his power to make these parties long to be remembered among those who attend? When you're dead you're dead for a long time, so come out to the parties, turn back the clock of time and become imbued with the enthusiasm of the juveniles and shake the dust of troubles from your shoes. Through an error in the writeup of Gabby Gleanings last week, the writer wishes to apologize to Mr. and Mrs. Will Francke for not men- tioning the fact that they, too, were present at the Sunday dinner at the home of Mr. and Mrs. C. C. Perkins. The writer was so anxious to get in the item concerning the new Edison machine that he entirely forgot the fact that a good dinner was necessary for the enjoyment of good music. The Weber Chimney Co., of Chi- cago, has completed a new cement kiln stack for the Newaygo Portland Cement Co. The stack is built from the cement company’s product, rein- forced with steel. The chimney is thirteen feet in diameter at the bot- tom, nine feet at the top and 157 feet high. Joseph Haldaman, manager of the Pacific Hotel, at Baldwin, died Wed- nesday noon, Nov. 24, of tuberculosis. The body was brought to the McIn- nes undertaking rooms, where a short service was held Friday, after which the remains were shipped to White Pigeon for burial. Burt B. Gustin, of Chicago, has leased the Steel Hotel, at St. Johns, and is making extensive improve- ments. Mr. Gustin is a man of ster- ling qualities and is an able man for his undertaking. His hobby is mak- ing things agreeable and pleasant for the boys and any support given him by the traveling fraternity will be well deserved. tack can stand on its head all day and not get red in the face, but not so with the man who says he hasn’t had a puncture all season and then picks it up in his tire. We wondered why Jim Fortier was wearing a grin from ear to ear and have just learned the cause. tas a nine pound girl. J. A. Ziesse, who put in his first ap- pearance at our parties last Saturday evening, walked away with the prize in the drawing contest. Erwin Wells and family, of 639 Cass avenue, spent Thanksgiving at MICHIGAN TRADESMAN Fond du Lac, Wis. Mr. Wells rep- resents the Creamery Package Co., of Chicago. Mr. and Mrs. R. J. Ellwanger en- tertained Mr. and Mrs. E. J. Peterson and Mr. and Mrs. J. E. Westman, of Muskegon, at Thanksgiving dinner. Carl Peterson, clothing merchant of Scottville, spent the week end in our city. The Lamb & Spencer Co. and the Warren & Shaull Co. bowling teams clashed in a contest last week. The Warren & Shaull team were the ad- ministers of defeat. They are open for any team in Charlotte now. The ways and means committee will meet with the chairman, W. E. Sawyer, at the Hotel Cody next Satur- day, where they will have luncheon and discuss important business of the Bbagmen and, perhaps, hatch up some new and novel ideas for a coming Bagmen party. W. S. Lawton is finding the mason- ic fair a very profitable affair, so far as he is concerned, for we understand he is compelled to hire the services of a dray to take his plunder home. Go to it, Walt, a hard winter is ahead of us. The Bagmen hold their December meeting Saturday evening, Dec. 11. They expect a large class for initia- tion and are feeding the goat every- thing obtainable to create life in the friend of all candidates, Mr. and Mrs. Charles S. Rogers, of South Fuller avenue, entertained Mr. and Mrs. John J. Dooley at a Thanks- giving dinner and all its trimmings. Charles says business is very good and we are taking him at his word, as the National dinner bird rose pret- ty high this year, The Franklin-West Leonard cars have been routed past the Union sta- tion. This will be a great help to the boys living in these sections of the city. Thanks to the hustling U. C. T. committee appointed to better the means of transportation at the Union station! The executive committee of Grand Rapids Council met at the home of A. F. Rockwell, Nov. 28, and put in a very busy day attending to impor- tant business and calling on the sick brothers. Grand Counselor W. S. Lawton will pay an official visit to Coldwater Council Dec. 18. Don’t forget the next U. C. T. hop will be held Dec. 18—just seven days before Xmas. A quart of gasoline tossed upon the coals of the kitchen range will clean out the ashes ina jiffy; also the entire kitchen, The Government. is going to in- vestigate the armor trust. If we re- member rightly, they investigated an Armour trust once before. The ES) & M.S. is installing in- side toilet conveniences in its depot at Eaton Rapids by the order of the Board of Health. It doesn’t speak well of a corporation having to be forced to make improvements for the convenience of its patrons. The M. C. railroad is also making extensive improvements in its depot. The Dyer House, of Eaton Rapids, has been taken over by a Mr. Jones. The indifference of the old policy is being supplanted by every regard for the convenience and welfare of the traveling public. Wm. Dyer, owner of the building, is at present assisting Mr. Jones in the management of the hotel. Fred Hunt, of C. M. Hunt & Son, hardware and implement dealers of Eaton Rapids, spent Thanksgiving week in New York. Herbert H. Godfrey, representing the Brown & Sehler Co., entertained his father from Parma over Sunday. The executive committee have al- lowed a claim of William Jennings, Sr. C. W. Mills, of the Mills Paper Co. and a member of Grand Rapids Coun- cil, passed away Monday, Nov. 22, after an illness lasting three months. Grand Rapids Council loses a loyal member and his associates a com- panion of sterling quality. The sixth annual meetine of the Grand Rapids Traveling Men’s Ben- efit Association was called to order Saturday afternoon at 2 o’clock by President W. S. Lawton. After the discussion of important business, the following officers were elected for the ensuing year: President, W. S. Law- ton; Vice-President, John D. Martin; Secretary and Treasurer, A. F. Rock- well; Directors, Wm. Bousman_ suc- ceeds himself and Homer Bradfield succeeds J. Albert Keane. Four new applicants were admitted to member- ship—C, C. Perkins, Bert Bartlett, H. M. Blackburn and H. G. McWilliams. This Benefit Association is a feature inaugurated about six years ago by members of Grand Rapids Council. The membership is confined to mem- bers of Grand Rapids Council in good standing. The membership fee is $1.50 and an assessment of $1 on the death of a member of the Association. The beneficiary of a deceased mem- ber of the Association receives $1 for each and every member until the membership reaches 200, when the beneficiary shall not receive more than $200. Upon the membership passing the 200 mark, all moneys over and above $200 will go in the reserve fund and remain until this amount shall reach $200 or sufficient to pay one death benefit, at which time no assessment will be called for until the death of a second member, at which time an assessment will be called in order to pay the claim. Every member in good standine should consider this Association ser- iously, as the cost is very small, con- sidering the benefits derived from it. The Secretary reports that the membership teams are doing good work and a big class is expected for December. Don’t forget the date of next meeting, which is Dec. 4. 7 Absal Guild, A. M. O. B., is plan- ning a big ceremonial session and a large caravan will cross the plains of Suleman Dec, 11. Unusual interest is being taken in this session. Mr. and Mrs. John D. Martin and Mr. and Mrs. H. W. Harwood took Sunday dinner with Mr. and Mrs. C. C. Perkins. They report a very fine dinner. Business must be good with “Perkie,” as he has been entertaining several of his friends lately. L. V. Pilkineton. ——_>- + Discrimination in Prices. New York, Nov. 29—A bill was in- troduced into Congress last year by R, B. Stevens, which bill has now become known as the Stevens Price Maintenance bill, which has for its purpose, as stated in its title, ‘to pre- vent discrimination in prices and to provide for publicity of prices to deal- ers and to the public.” In the enact- ing clause of the bill, the following language is used: “That in any contract for the sale of articles of commerce to any dealer, wholesale or retail, by any producer, grower, manufacturer, or owner thereof, under trade-mark or special brand, hereinafter referred to as the “vendor” it shall be lawful for such vendor * * * to prescribe the sole, uniform price at which each article covered by such contract may be re- Sold.” From the above language, it is clear that the bill has been drawn in the interests of owners of trademark and special brands, and not in the inter- ests of manufacturers as a _ class. There is no reason that I can con- ceive why manufacturers as a class should not all benefit, if legislation is to be enacted covering the question of price fixing. It ts of course a question whether or not any such legislation is desirable. The United States “eaurts, in those cases where the question of price fixing has arisen, have held that he who purchases an article has a- right to dispose of it for whatever purpose and at whatever price may suit his own purpose, provided that purpose is lawful. On the other hand, manufacturers point out that dealers frequently, to induce trade, sell their products at a price below that which is warranted by a fair profit, and thus demoralize business and trade, and often destroy a business which has been built up at the expenditure of great energy, intelligence and money. It would seem clear that the best business interests of the country de- mand that manufacturers should have the right, as a matter of self-protec- tion, to fix the price at which their products shall be sold, and that such protection should extend to all classes of products, and not especially to those sold under trademarks or car- rying special brands. George Hilliard Benjamin. Look out for those who look out for themselves. GOOD GOODS WoRDEN GROCER COMPANY Grand Rapids—Kalamazoo THE PROMPT SHIPPERS Biciicanfpanesman (Unlike any other paper.) DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY, Grand Rapids, Mich. Subscription Price. One dollar per year, if paid strictly in advance; two dollars if not paid in ad- vance. Five dollars 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. December 1, 1915. a ee FFICIENT STORE HELP. One of the most difficult problems confronting the retailer is that of se- curing efficient clerks. True, there is no lack of raw material: but the com- mon complaint, that the material avail- able is “too raw” represents a frequent experience among merchants. for six years, payable in Every store finds it necessary, from time to time, to take on new helpers. go into business for themselves, or go on the road or secure employment in other establishments; and it is up to the mer- chant to fill the gaps in his selling ranks as best he may. Then, too, the growing store requires more help, even where it holds its experienced salespeople. In addition—and just now this is a pressing problem—extra help has to be taken on at holiday seasons and particularly for the purpose of handling the Christmas trade. One employer, glancing back over ten years, in the course of which he had, as a tule, three or four helpers in a cer- tain department of his business, declared that in the entire ten years he had secured only three comparitively efficient helpers out of a score or more that had been tried out; and of these three, one was developed to a good stage of ef- ficiency only by dint of arduous and patient training. Whether all merchants The experienced salesmen may have had a similar experience is a ques- tion; nevertheless, the incident il!us- trates the problem of securing help as a good many merchants see it. The help taken on in the average store may be divided into three classes. First, there are the hopeless misfits, whom no amount of training can develop. These are not so many as might be thought. Then there are the great mass of new clerks, who have a certain good degree of capacity, but seem to take not the least interest in their work or to make not the least effort to develop their earning power. And. finally, there are the occasional “finds’—clerks who with a high degree of natural ability unite enthusiasm for their work and eagerness to learn all about it. A gen- uine “find” repays a merchant for nu- merous tedious experiments. Finds, however, are in fact the mer- chants of the future—the men and wom- en who are bound to make their mark in the long run. As a rule, the mer- chant has to content himself with de- veloping the second and largest class MICHIGAN TRADESMAN of helpers, those who possess ability but at the outset lack interest in the work, and whose main object is the weekly Pay envelope. Such clerks often de- velop a marked degree of capacity; but only after they wake to their op- portunities and to the necessity of learn- ing the business thoroughly and putting all their energies into their work. In this department of his_ business, as everywhere else, it pays a merchant to be foresighted. Thus, in dealing With the problem of extra help for the holiday season, one merchant makes a Practice of getting into touch with high school pupils a considerable time before the season starts. He knows a good many young people personally and has developed the knack of sizing up raw material, just as he sizes up a customer in his store, By laying his plans early, he gets the pick of the available materi- al for extra help; and has a chance to try them out after school hours and get them acquainted with the stock. It is an easy problem for the wide-awake merchant to pick out the one or two best helpers out of the extra half dozen he takes on; and these he keeps in touch with, since they represent prospec- tive additions to his permanent staff. Similarly, the merchant who encour- ages children’s trade and sees that his salespeople are just as courteous and attentive to juvenile customers as to older folk, benefits in other ways be- sides the direct patronage secured. Such a policy brings him into direct touch with the young folks of the community. Among a host of young customers, there are sure to be at least a few who look forward to clerking as a means of live- lihood. Naturally, they will be drawn to the store where they are well treated as customers, will get a favorable im- pression of the business, and will often learn, at the most impressionable age a great deal about it. The merchant who caters to the youngsters often un- consciously prepares the minds of some of them for working in his store. This may sound theoretical, but it is a fact borne out by the practical experiences of many merchants. It will pay any merchant to keep his eyes open for likely new material. He may go all the year round without a change in his staff; yet changes are ultimately sure to come, and the mer- chant who knows where he can put his finger on a likely clerk has the advan- tage over the merchant who advertises for one at a moment’s notice and knows nothing about the abilities of the ap- plicants except what they tell him, Of course, no clerk ever comes to the merchant fully trained. The best that can be expected at the start is a mod- erate degree of capacity, plus interest in the business and an honest desire to learn things and to get ahead. Every- thing else must come as the result of training. This does not mean constant coaching, reminding and reprimanding, but it does mean taking an interest in the beginner, guiding his efforts where- ever guidance seems necessary and en- couraging him to develop his abilities to the utmost. The big thing is to get the beginners interested. Lack of interest in the business is the explanation for a lot of poor clerks who will never get ahead. The average clerk needs some out- side stimulus. Even the clerk who is intensely ambitious to learn the business and to get ahead needs guidance and occasional suggestions. It is for the merchant to furnish this stimulus. It is in his own interest to do so; the in- efficient salesman is dear at any price. There are some merchants who seem to have no difficulty in developing their salespeople. The explanation is, prob- ably, a natura! talent for organization and a natural and almost unconscious interest in helping them along. To such a merchant it is the one thing to do to stop a minute and ask the beginner how he his getting along, tell him some of his own early experience, point out things which can be said of this, that or the other line of goods, and, gener- ally, to impart encouragement and en- thusiasm, The less self-conscious the merchant is toward his helpers, the more effective his encouragement is bound to be. The merchant who is pat- ronizing or the merchant who drives will secure results far less than those secured by the merchant who is merely his natural, enthusiastic self and whose enthusiasm is contagious for the very reason that it is not forced. “Like merchant, like clerk,” has been suggested as the keynote to the success- ful training of salespeople; but this axiom is apt to be pitfall for the mer- chant. The retailer who makes a prac- tice to bear the brunt of the selling himself may develop a like enthusi- asm in his helpers; but as often as not what he develops in them is the habit - of hanging back and giving him first chance at a customer. The shrewd re- tailer is the one who with the enthusi- asm of a fighter unites the keen mind of a general and who sees that each member of his staff gets every chance to develop. This is the one fair policy to adopt; fair to the merchant, to whom efficient helpers are essential, fair to the clerk, whose future is dependent upon a steady, persistent development of his selling and earning capacity. To feel sorry for a clerk because he is new to the business and hesitates to step forward to a strange customer is natural. To crowd forward and take the clerk’s place is, however, a mistake. It isn’t treating the beginner fairly. He must get over any bashfulness in dealing with customers or any personal dislikes he may cherish; and the quicker he clears these hurdles and gets into the actual running, the better for him and the better for the business. Where the merchant can help in the most effec- tive way is by frequent little chats in regard to selling, pointing out how cus- tomers should be approached, the ad- visability of addressing the customer by name, if possible, showing the goods quickly, knowing their selling points and urging them with absolute confidence. Whether the store be large or small, it is worth while for the merchant and his salespeople to get together and talk things over. Of course, the merchant is busy and his time is worth money. Nevertheless, efficient helpers are also worth money, and fair exchange is no robbery. Any merchant can spare a little time for the specific purpose of helping his salespeople to achieve great- er efficiency. December 1, 19:5 In many business establishmen:-. store conferences have been adopt: with this end in view. At these gathe ings experiences can be exchanged, {) goods talked over, selling points eli; dated and new selling methods devis: The store conference is valuable in th it promotes a certain store spirit, spirit of loyalty to the business, and realization of the fact that the enti: staff are working together for a com mon purpose. Informal chats between Proprietor and individual clerks will accomplish much the same result; and there are a good many merchants who believe it better to deal with their helpers individually. Often the merchant can utilize trad. papers to good advantage, These fre quently contain prize offers for clerke or articles of special interest to clerks. The clerk who is interested in his bus}. ness, and genuinely anxious to advance. will find the trade papers exceedingly helpful; and the merchant is well ad vised who gives his staff every oppor tunity for perusing them. rere As a military achievement the con- quest of the greater part of Servin does not rank particularly high. What is impressive is not the speed with which the task has been performe|| or the obstacles which have been over- come, but the smoothness with which the operation has been carried out. Suppose the campaign conducted un- der Austrian instead of German lead- ership, and there would probably have been temporary setbacks, delays, mis- takes, even if the ultimate outcome were the same. It was the German machine at work. But the German machine, while working smoothly. did not perform miracles. We may compare the operations of the las: two months with the progress of events during the first Balkan war of 1912. Actually, the odds against the Servians were much greater than those faced by the Turks in 191° The Allies in Gallipoli have not en- tered into the reckoning. With 200,- 000 men at most, Servia had to face an attack on three sides carried ou: by 200,000 Austro-Germans and prob ably a quarters of a million Bulgars. Against German leadership there wa: no chance of a dramatic coup such as shattered the Austrian army of invasion last December. The Servian army had the choice of retreatin= with forces intact into Albania an by a roundabout route back into Southern Servia or thinning its lines and fighting a delaying campaign The first alternative would have given the Central Powers immediate con- trol of the road to Constantinople, while the Bulgars, facing no resist- ance in the North, would have poure:! larger forces into Macedonia than they have done, and might now have been in possession of Monastir and all of Servia. A delaying campaign meant the loss of the greater part of the Servian army, but it furnished a respite for the bringing up of Allied reinforcements which might at least safeguard a remnant of the national territory. This is what has happen- ed. The parallel with Belgium is complete. The Cerna River on which established is Monastir is Ypres. the French are the Yser of Servia. December 1, 1915 MICHIGAN TRADESMAN = =: = = = gee = 3 2 = a = 2 5.3 | FINANCIAL © ‘ — = ae . 4 a ee x = 4 Ss = = 2 c Sa = - a Z =o eee) : a 7 = ) Ge » ai : We »)» s ss « My) eee —— — NY, —— The Shadows We Cast as We Go Along.* We are often measured accurately by thé length and depth of the shadows we cast. As we go through this world, meeting all sorts of people and having all kinds of experiences, it is only natural that we shall be irritated at times, but when we let this irritation pass on to others who are innocent, we are simply opening our own lives to criticism and are measured by our own yardstick. There is a family in the South end who employ a maid who is very kindly disposed, but is somewhat lacking in her education, so far as taste is concerned. She is of a kindly nature and the other morning gathered a few flowers from the garden and placed them upon the breakfast table. The mistress of the house, coming into the breakfast room, noted that the colors in the bouquet did not match and it produced a discord in her artistic nature. She frowned and said, “Take those away. I can not bear to have a combination like that on my breakfast table.” It was but a word, still it was an unfortunate word, be- cause it cast a shadow upon a life that really tried to express itself in a kindly thought for the mistress. As I passed along the highway this morning, a man was pulling some weeds from the area between the curb and the sidewalk and was so busily engaged that he did not notice at once that a bit of a child was following after him and pick- ing up the weeds and putting them in a heap. Hearing a little noise as I passed by he turned and saw the child busily engaged in what she thought was a great assistance to the man. He simply said, “Gertrude, does your mother know you are here? You go back into the house at once, I can not have a young one bothering me when I am working.” The babe of a girl bent her head and quietly went into the house. An unnecessarily dark shadow had been thrown upon the child’s life that would take many a day to remove. Not long ago, a friend who has a little boy presented the lad with a box of building blocks, which was a great treat to him and which he enjoyed using. One evening as his father sat in his easy chair enjoying his dressing gown and slippers and the evening paper, the lad brought his blocks in and built upon the floor a castle. With great care he estab- lished the foundation and built the side walls and inserted the Partitions, finish- ing the structure to the turrets, which were mounted upon the final story. He was pleased with his work. He was proud of his construction and the mas- *Conversational address by Hon. Charles W. Garfield, before working force of Grand Rapids Savings Bank, terly way in which he had erected his structure. In strutting about and ex- pressing his own pride in his success, he happened to touch one of the blocks with his foot and the entire structurecame down with a crash. His father lowered his paper impatiently and looking over his glasses said, “George, haven’t I told you forty times never to bring your blocks into the library when I return home from work, tired and exhausted, and want a little peace with my paper?” The shadow brought tears to the eyes of the boy in place of a radiant expres- sion of joy which a moment before had lighted him up. A little while afterward his mother came in looking for the lad to take him to bed. Not finding him there, she sought him elsewhere and found he had slipped into his bed with his clothes on and had gone quietly to sleep, sobbing over the sorrow that had come into his life. An unnecessary and deep shadow had been thrown over the child’s life, Sitting in the station the other day, waiting for a friend who was to come on the train, I watched the people and there was among them a mother with an irritable baby passing to and fro and changing the child from shoulder to shoulder and hushing him as best she could, but without much success, for the little fellow cried and cried piteously. A man who was taking a drink at the fountain as the tired mother passed by with the crying child said to another who stood by, “I should think a woman who didn’t know enough to keep her baby still were there are a hundred people, better stay at home.” It was loud enough so the mother heard it and an added grief. came into her heart as she passed out of the door and walked with her child upon the open platform. A thought- less, wicked thing had been done and a shadow had entered a poor mother’s heart that would take years to remove. I came down Division avenue by the crossing on Wealthy. A man and woman in a market wagon stopped to let the car go by. A car from the other way coming at the same time frightened the horse and the man spoke harshly and profanely and raised his whip to strike, when his wife put her hand upon his shoulder and said, “John don’t do that. I can not bear it.” The whip came down and something pierced that wife’s heart which ages could not eradicate. Only yesterday I stepped quickly into the office of a business man in the city and inadvertently heard this word from him as he placed a piece of a manuscript on the stenographer’s desk, “Josephine, I have told you time and time again that a hyphen should go between the names of our .firm, .Can’t you remember anything?” Dated June 18, 1888 Ottawa and Fountain Railway Company 4/, Bonds Issue Listed on Minneapolis, St. Paul & Sault Ste. Marie First Consolidated Mortgage Due July 1, 1938 Interest guaranteed by Canadian Pacific Rail- way Company. Legal investment for Savings Banks in Mich- igan, California, New York, New Jersey, Massa- chusetts and other New England States. New York and London Exchanges Price and circular forwarded upon request [;RAND RAPiOS [RUST [-OMPANY Grand Rapids, Mich. ASSOCIATED SAVINGS GRAND RAPIDS NATIONAL CITY BANK CITY FRUST & BANK ey |B Ben iy ys BTOK Nes” i ; | Peed Combined Capital, Surplus and Undivided Profits $1,781,500 Deposits Exceeding Seven and One-half Million Dollars iii 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. 10 The girl looked up at me and flushed. Nothing was said in reply, but a shad- ow had been cast by her employer entirely uncalled for which all the kindness of years could not remove. Here we are in this world moving along among people of different tastes and methods of expression and if we desire to make ourselves of the greatest use to others and avoid any heartburnings, it becomes us to re- member that a smile is better than a frown; that a bit sunshine is mor: effective than a shadow and that a kindly expression will go farther towards rectifying a fault than an angry word. We, as a family, come very close to each other and we do not always see the best side of our companions in our work-day life, but if it is possi- ble, let us throw out a ray of sun- shine and avoid, if possible, any method or expression which will cast a shadow upon another’s life. —— +> Late News of the Michigan Banks. For the first time in the history of Lansing banks, the balanced total of as- sets and liabilities of a single institu- tion exceeds $3,000,000, while its deposits account goes over the $2,000,000 mark, also a record. The banner showing is made by the City National Bank, one of the oldest institutions in the city. In its statement of condition issued last hursday. the City National Bank’s bal- anced total is $3,066,085.50. The check- ing and other deposits total $2.667.369.20. Officers of the Bank of Saginaw an- nounce that a third branch of that in- stitution will be opened about January 1 in the Bliss block in, North Saginaw. This will give the Bank of Saginaw a banking house in each of the city’s four principal business centers. A new branch of the institution was opened only a few months ago in South Sagi- naw. The branch bank’s new quarters in the Bliss block are now being fitted up for banking uses. It is not expected, however, that the North Saginaw Bank will permanently occupy this location, a new building in that section being planned for the near future to house the new branch of the big financial house. Michigan bankers are looking with favor on short term securities as the most desirable form of investment at the present time. They feel that the present exceptionally low rates at which money is being lent will not continue and report that some stiffening in the demand for money is already being felt. They argue that bonds bought at the present time look attractive, but that with an increased demand for money bonds will be less desirable. The low rates prevailing for money have been causing the bankers to do considerable thinking for some months and in some cases it is said that extra dividends will be few in the banking world this year. The A. E, Cartier estate, in process of liquidation because of the alleged claims of the oldest son, Louis Cartier, is owner of one of the finest and most valuable tracts of hardwood timber in Michigan, according to E. F. Birdsall, of the Grand Rapids Trust Co., now managing the affairs of the estate, This trust comprises 13,200 acres of heavily timbered land in Luce county, principal- ly maple. It is estimated there are more than 100,000,000 feet in the tract. It was MICHIGAN TRADESMAN the purpose of the late A. E. Cartier to construct a short logging road to Naubinway and transport the logs to Ludington by boat for manufacture in that city. Dezera Cartier had this plan still in mind when he built a modern steel saw mill in Ludington to take the place of the old wooden mill, burned down, but the mill is idle now and all activities halted by this ligitation. Gold and Notes. Financial observers are calling atten- tion to the fact that the treasury notes of the British government which it has been found necessary to issue on account of the war amount to £82,000,000 and that, whereas the ratio of gold securing these notes was 6514 per cent. last May, it is only 35 per cent. now. In normal times it is the policy of Great Britain to have a gold fund equal to the amount of notes outstanding in excess of the £20,000,000 or thereabouts of uncovered paper that the Bank of England is al- lowed to issue. It is therefore an oddity to see so small a percentage against this large liability, but war excuses everything. When we remember the small amount of gold actually pledged against such liability in this country we may still look up to England as an ex- ample of safety and solidity in financial affairs. It is inspiring too to see the freedom with which London moves gold over to the United States. The Anglo- French loan provided nearly $500,000,000, and there are other credits of more than half that amount to the Allies, while assurance is given of further loans, yet gold continues to come. This indicates assurance on the part of British financial authorities of a continued supply of the metal and confidence in the future of their finances. The large receipts of the metal from South Africa, approximating $200,000,000 per year, are a great boon to the empire under these circumstances. It is unlikely that the flow of gold this way will continue long, for the offerings of funds by our bankers are liberal, but if necessity arises a still further movement can be made without placing the British finances in jeopardy. The Conviction of Munday. There is no new moral in the record of the La Salle Street Trust and Say- ings Bank of Chicago and its associated institutions and no new lesson in the sentence of Charles B. Munday to five years in the penitentiary for his part in wrecking these banks. It is all an old story—the organization of a bank to finance the schemes of its directors and their friends, the lending of de- positors’ money to the conspirators, the tolerance of the project by the financial community for a while and then col- lapse, followed by the slow process of bringing the schemers to justice. In this STOCKS, BONDS AND GRAIN 305 Godfrey Building Citizens 5235 Bell Main 235 New York Stock Exchange Boston Stock Exchange Chicago Stock Exchange New York Cotton F xchange 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 December 1, 1915 Oca testator who names a Trust Company as Executor under his Will secures the expert services of a number of trained men and not merely of one person at no greater expense than that of an individual Executor. We have had 25 years successful ex- perience. Send for blank form of will and booklet on descent and distribution of property. THE MICHIGAN TRUST Co. of Grand Rapids Manufacturers and Merchants Find Frequent Opportunities to Save | Money by Having on Hand | Available Cash Idle cash is loss. Cash invested is not always available. Certificates of Deposit draw interest, and the money they represent will be paid on de- mand at this bank, or at almost any other bank ‘ww in the country. The Old National Bank 177 Monroe Ave., N. W. Grand Rapids, Mich. December 1, 1915 instance the affair was complicated by political relations, and the man_ best known to the public in connection with it was expelled from the United States Senate on the ground that his election had been secured by bribery, whether he knew of that bribery or not. That gentleman and Henry W. Huttig will now be tried as soon as the courts can get to them. This verdict registers in definite form what was known in substance for a long time by persons familiar with banking affairs in that city. It is a pity that these things cannot be stopped before they begin, or at least bankers who are doing an honest business cannot take such ac- tion as will purge the community of such evils before they have gone far enough to involve the savings of poor people and demoralize the affairs of others. The clearing-house authorities did all that could be done apparently, and in- dividual banks could not take action until evidence that would satisfy legal tests was obtainable. It would seem therefore these evil things will grow up from time to time inevitably, that the banking fraternity cannot safeguard the public perfectly and that individuals must look out for themselves. ——_++-_____ Treatment of Railroads. Railroad traffic has taken so favorable a turn, and the economies of the com- panies have been so severe, that this class of property is looking up decidedly, and as long as the stimulus to our trade from the war shall last this prosperity of the companies will probably continue. Meanwhile it is assumed, although with- out any broad reason, that the attitude of the governments, National and state, is becoming more friendly. One may hope therefore that a condition of things that is set forth by Newman Erb in an address delivered at Toledo last week is passing away. Mr. Erb, however, puts the case in a form which indicates a great deal of room for improvement. He says that on more than $15,000,000, - 000 capital invested the entire income is less than $3,000,000,000. He goes on to remark: “No industry and no busi- ness has obtained or can obtain so small a percentage of gross return upon the capital employed without bankruptcy. What would you say to a business un- dertaking that had $10,000 employed and had sales of only $2,000; or an auto- mobile industry that had $100,000 in- vested, with less than $20,000 gross busi- ness per year; or a bank with $100,000 capital and doing less than $20,000 busi- ness per annum?” No other business, he says, renders so small gross returns to the amount of capital invested. Yet this industry is only second in the amount of capital invested and second in the num- ber of people employed, farming being first. More than 10 per cent, of our voting population jis directly employed in railroad transportation and another 8 per cent. are indirectly affected through their connection with tributary indus- tries. —_2-+-_ Forgan to Retire as President, The announcement of the intention of James B. Forgan to retire from the Presidency of the First National Bank and the First Trust and Savings Bank of Chicago, to take the less onerous MICHIGAN TRADESMAN position of chairman of the board of directors, is of country-wide interest, indeed will command attention in Eu- rope, for he is one of the most prom- inent figures in the banking fraternity of the United States. The National Bank holds a peculiar position as being the first organized in Chicago under the system originated by Secretary Chase, and it has maintained and enhanced the prestige that properly belongs to it. Those who have been in touch with this institution these many years recall the long line of able men who have been identified with it, including Lyman J. Gage and Samuel Nickerson, and ap- preciate the great part it has had in the business history of Chicago and the country. Always these men have held to strict banking principles, and the re- sult is a great and useful institution. The Trust and Savings Bank was or- ganized to meet the needs of many peo- ple who were constantly coming to the officials of the National Bank for var- ious functions that could not be per- formed by a National institution, and the method of combination with the National Bank was original and uniqtte. Mr. Forgan will turn over these two institutions to the new Presidents in exceptionally sound and prosperous con- dition. The two men who are to suc- ceeds Mr. Forgan, Frank O. Wetmore as President of the National Bank and Emile K. Boisot of the Trust and Sav- ings, are already Vice-Presidents and directors. They have had long exper- ience and they possess the necessary qualifications in eminent degree. —_2-+ +. Tragedy of the Hyphen. Since the war began the Germans in America have suffered acutely the pains of denationalization. Almost Overnight a butst of hate was let loose upon the Fatherland, The place where they were born was denounced as barbarous. They were practically called upon to denounce Germany or to be denounced themselves. The country to which their earliest memn- ories were attached had become a moral outlaw. Of course they couldn't believe it. It was the place of their childhood. It was the home of their parents and childish games; reason and evidence could make no impression upon what their hearts told them was fine. At the same time they had a newer at- tachment to America, the scene ol their ambitions. A more cruel choice was never offered to any body of people. The result we know— an instinc- tive German devotion to Germanv and a theoretical devotion to Ameri- ca. The hyphen was cut between their dumb but deepest affections and their conscious duties. Their spir- itual life has been a terrible torment to them, and their effort to find a decent compromise between their childhood patriotism and their ma- ture citizenship has been grotesque when it wasn’t pathetic—New Re- public. . Words resemble sunbeams—the more they are condensed the deeper they burn. _————_ 2. __.. The chap who suspects his neigh- bor is not above suspicion. 11 Kent State Bank Main Office Fountain St. Facing Monroe Grand Rapids, Mich. Capital - - - ~- $500,000 Surplus and Profits - $500,000 Resources Over 8 Million Dollars 3 hs Per Cent. Paid on Certificates Ask us about opening City Account eee rf ———— Geno pgrisS wncsP anc Coupon Certificates of Deposit pay 312% interest Coupons cashed each 6 months after one year 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. GRAND RAPIDS SAFE co. Agent for the Celebrated YORK MANGANESE BANK SAFE Taking an insurance rate of 50c per $1,000 per year. Particulars mailed. TRADESMAN BUILDING What is your rate? Safe experts. GRAND RAPIDS, MICHIGAN Fourth National Bank United States Depositary Savings Deposits Commercial Deposits 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annually I 3% Per Cent Interest Paid on Certificates of Deposit Left One Year Capital Stock and Surplus $580,000 WM. H. ANDERSON, President L. Z. CAUKIN, Cashier JOHN W. BLODGETT, Vice President J. C. BISHOP, Assistant Cashier Most business men are called upon, at sometime, to adminis- ter an estate where the situation demands the selection of conservative investments with as good yield as goes with “maximum”’ security. Municipal and first mortgage, serial, real estate bonds and certain kinds of public utility bonds are peculiarly fitted for such investments. Howe SNow CorriGAN & BERTLES A ew MICHIGAN TRUST. BLDG “GRAND RAPIDS MICHIGAN INVESTMENT BANKERS will give you the benefit of their experience and the same competent counsel that has won for them the confidence of their large clientel and many banker patrons. ‘ 12 MICHIGAN TRADESMAN December 1, 1915 ADEQUATE ACCOUNTING. System Adapted To Needs of Whole- sale Grocer.* Among the objects named by the National Wholesale Grocers’ Associa- tion with which this topic is vitally concerned are three: ' To oppose improper methods and illegimate practices inimical to the right conduct of business, that honest and open competition may prevail; To promote harmonious relations among manufacturers, wholesalers and retailers in order that food prod- ucts may be placed in the hands of consumers at the lowest possible cost; To disseminate useful information and maintain high standards of edu- cation among members with respect to the scientific and practical features of their business. Your President and Secretary re- quested that this article be prepared with these objects in mind. As related in a former sketch to you gentlemen, we were unable to find among wholesalers outside of this Association (we did not feel, at that time, free to consult our neighbors) any system of accounting that would give us an accurate monthly balance sheet showing net losses or gains (my partners being bankers were used to this and would not be satisfied with less). We found various makeshifts where costs and profits were estimat- ed, but the subsequent annual inven- tory would vary from such estimates quite largely at times, thus not af- fording an accurate or reliable basis upon which to base wise business policies. After two years spent in search we finally found an accountant who installed what has since proved a highly satisfactory system; no more expensive than our previous office outlay and by actual results discover- ing enough errors, and correctinz them, to more than pay its way. This system is based upon a per- petual stock inventory in which a ledger account is kept with each item of stock. One page is headed, “Ivory Soap,” another “Babbitt’s Lye,” an- other “One-half pound Yellow Bads,” etc., until the 2,500 to 3,500 items car- ried in stock are all listed, the same as each of your customers are in an- other ledger. When goods are pur- chased, the date, name of manufac- turer, number of units, cost per unit (freight added) and total cost are each entered. When a sale is made the selling price it entered on the sales sheet by the billing clerk and invoice mailed to customer. The cost or stock clerk then enters selling price on the ledger and puts the cost on the sales sheet. If any error has been made it is apparent at once, because cost and selling price come side by side from different sources and are arrived at by separate processes and people, increasing efficiency and re- ducing probability of error to a mini- mum. Sales sheets are totalled, both as to cost and selling price, filed in each salesman’s book of sales and recapit- ulation of sales, freight and allow- *Paper read at semi-annual meeting Michigan Wholesale Grocers’ Association by John G. Clark, of Bad Axe. ances charged against his cost and at the end of each month we have an actual basis from which to proceed. The perpetual inventory is the un- derlying principle and from it all the different phases of accounting and merchandizing processes can be ac- curately ascertained, At a previous time you were inter- ested in the relation of a few of our experiences in the operation of this system, so here are a few more: Since consenting to prepare this paper a manufacturer shipped us a car of soap after his salesman had, without consulting us in any way, canvassed the retailers and secured signed or- ders for practically all the soap. When part of the soap was shipped, we found our gross profit to have been .0686 on that which had been $28.25. A small thing. Yes, but you cannot afford even to burn your waste paper, although it costs you more to bale it, because of the ex- ample to everyone of saving. Again, the waste through swells, soaks, nail tapped tins and concealed loss in our canned goods department, not recoverable, was $84.10 in a com- paratively short time. The price we ask and get covers this additional! cost now, and our canned goods net profit is better. The end of business is net profit, honorably secured. To get volume your responsible sales manager may, at times, offer certain customers who are likely to be competitors of others less favored more _ liberal terms, either in undue extension of credit or cut prices. Every man, in- John G. Clark. billed to our customers after charging freight to cost. This led to a compar- ison of the net profits on the six leading brands of soap handled in car lots which are as follows: No. 1 .0686 No. 2 .168 No.3 .0915 No. 4 .0988 No. 5 .101 On the total value of the six brands a gross percentage of .0899 is shown. This table shows substantially the Same percentage as of all other monthly periods. Is there any use- ful information in this ilustration for the manager who is responsible to his stockholders for profit? Again, salesmen, very properly, carry from the house a good many articles as samples. How many are wasted? How much does this item cost you? It cost us in September and October stinctively, dislikes to do either. He desires to treat all alike. This Ssys- tem shows, accurately, every mistake of this character, thus hastening the day of better business. The big salesman—that is, the fel- low you are afraid will go to some one else because of the trade he con- trols—is shown to be purchasing his popularity with your net profit. In one instance, not in this State. a volume salesman sold $18,000 one month this year at a gross profit of $92. His house has an adequate system now and he will never have a showing like that again. He imagined he was helping his house materially until the acid test was applied. The adoption of adequate accounting help- ed not only his house, but all his competitors, He assumed at once his actual relation to his house and as the right stuff is in him, will be at the head in another contest where efficiency only counts. Our salesmen’s compensation js based on their net results. I made a purchase of several cars of flour which proved to be unprofit- able. At first the salesmen thought it somewhat unfair to have this go out and reduce their efficiency show- ing at the end of the month; but re- membering last year with its very large advances we all worked to- gether, took our loss and cleaned that lot out; working all the time on profitable items to balance, as much as possible, the loss item. One day one of the salesmen called me up, stating that we were 4 cents per pound too low on a certain com- modity that one of our competitors was getting 14 cents where our price was 10, and to notify the other boys. Could you do this kind of work and get enthusiastic co-operation unless your accounting methods were ac- curate?) What would your volume salesman do under like circumstances? In our experience accurate account- ing makes the first question asked by salesmen, Is it profitable? not. will it sell? Of course, you can do lots of things with accurate accounting in a larger business which would not be profitable in ours. For instance. Symons Bros. & Co. have grouped their items in departments like “Farin- aceous Good,” “Coffees,” “Dry Goods.” etc., showing the salesmanager at a glance the rise or fall in each de- partment. In falling off, he located the trouble at once. In increasing, he can provide for a stimulate healthy growth. Another great benefit from proper accounting is enforcing honesty and straightforwardness among employes. Just to illustrate: In checking over our Cigar account, after installing our system four years ago, we discovered a shortage amounting to $197, Our em- ployes were considered, one after an- other, everyone was above suspicion; but where was our $197? A new Yale lock and key was put on the cigar room and one man only had access to the room. Still the short- age grew. Fortunately, at just this time, one of our men discovered a trusted customer, who called severa! times a week with his peddling wag- on, filling his pockets from a box of cigars belonging to another customer and hiding the box. Caught in the act, this customer confessed to taking cigars in this manner for three years. Of course, customer No. 2 would be short when his order was checked out by the shipping clerk and another box from stock would be procured. Not occurring every day, this had not been noticed. Thus proper accounting safeguarded the good name of the employe and the property rights of the owner. Each was raised in the other’s estimation because your em- ploye respects you more if you know your business and the owner recog- nizes no greater factor in his success than honest and efficient employes. Proper accounting increases effic- iency of such employes. Under this system one of our men develope1 into a first-class accountant and is December 1, 1915 now chief auditor of a manufactur- ing concern employing three thou- sand men, a $10,000 position if he develops as they think he will. An- other was promoted to his place who has already developed new ideas which are valuable and eventually he will go the same way. Others are eager and competent to fill the va- cancies thus occurring. Competent men will develop under stimulus ot a career open to one possessing a thorough knowledge of accounting. Men taken from the packing room into the office have handled every item in stock and thus have accurate technical knowledge as a basis in ac- counting. Thus promotion is in sight for everyone if efficient work is done. The perpetual inventory system does away with the bug-bear of annual inventory. What use is such an in- ventory to your salesmanager? It shows, more or less accurately, of course, what you have on hand at the close of the year, but a good many items may be handled without pro- fit under this kind of accounting, while the salesmanager thinks he is making sufficient net profit. To il- lustrate, an excellent business friend of ours, not known, I believe, by any of you, asked how we cared for sugar bought by the customer on contract to be taken out as wanted. We told him that this system showed such contracts to be distinct losses and we had not any: He answered that he had always thought such contracts had not paid very well, but the sales- manager, honestly differing, contin- ued the practice. Later proper ac- counting showed the actual loss and not only this man has bettered his condition, but has helped his neighbor also. Knowledge of losses or gains must be specific to be of value to the sales- manager. The where and when net Profit or loss occurs must be accur- ately known in a business where the ordinary gross profit is as small as this. To illustrate what margin do you ask about purchase price and freight on brick and long horn cheese where less than a full box is sold? This article shrinks in weight rapidly and we have found that one and one- half cents per pound added will just about be actual cost. Each one of your many items demands the same careful study. Proper accounting does this easily, accurately, contin- ually and automatically. Should you be visited by a fire, you know your loss at once and can prove it. Our insurance agents com- mand this feature because, like all of us, they are striving hard to do the right thing and welcome information that is incontestable. Finally, efficient accounting makes you master of your business, robs competition of its terrors, eliminates unwise Practices, makes possible a more equitable division of the rewards of labor and helps your neighbor which, we believe, is the highest aim of civilized man. — ~-.__ Another disagreeable thing about the weather—people are always want- ing to talk about it. RR ys ctigna asses toe eater naan ttre tahini semis arges MICHIGAN TRADESMAN UNPROFITABLE PROFITS. Desirability of Selling Coffee on Closer Margins. I have made use of this title that I might more effectively center your thoughts on a condition existing in the retailing of medium priced coffee, which is adversely affecting the bus’- ness of the members of our organiza- tion. During the past fifteen years, there has been a tremendous increase in the consumption of coffee in this country, but the retail grocer has apparently been practically obvious to it. In 1890 the consumption of coffee in the United States was 2,672,976 bags of 130 pounds each. In 1914 it was 8,010,470 bags, practically treb- ling the consumption. (Figures are from reports of the New York Coffee Exchange.) To-day the sale of medium priced coffee by the retail grocer, instead ot being three times what it was in 1890, is probably not as much proportion- ally as it was then. I feel certain that this is so in New England, and assume that it is so in other sections. On the higher grades, he (by he, ] mean the retail grocers as a class) is yet the purveyor to the public, but he must guard his interests on the higher grades or they will follow the path of the medium and lower priced, and the profits of his coffee depart- ment will be but a memory. The consumption of coffee in this country is considered to be about one pound per family per week. There- fore, the grocer catering to 300 fami- ilies (the average family is 4.6 per- sons) should sell 300 pounds of cof- fee a week—how much does he sell? I venture the estimate that it will not average one-quarter of this amount, that is, seventy-five pounds per week. Surely, the retail grocer deserves the preference in the patronage of the public, as there is no greater public benefactor. He has fed more women and children in actual need of food than any aggregation of philanthro- pists yet listed, but the public, like Republics, is ungrateful, and the gro- cer, if he retains his business, must give as much or more for a dollar than his new class of competitors. Pertinent questions are: Why has he lost this part of his business? Where has it gone? What can he do to bring it back and retain it? One reason why he lost this part of his business is because he tried to get too much profit; also, because the roaster got too much profit. Where has it gone? It has gone to the peddler, chain line stores and cut price dealers. Why has it gone there? Because these people took advantage of the fact that the grocer’s profit was more than it should be on this commodity, and went after the business and used it for a leader. I do not question the grocer’s right to get a good profit on his teas and coffees, because there are so many articles which he handles for little or no profit, but on the medium price coffee, I think he went too far and ] know that the cut price people took advantage of it, and took this part of his business from him, to a large ex- tent. Furthermore, I feel certain that the grocer would have made more money, had he got less profit and sold more coffee. The desire to make a protit on coffee has misled and beguiled him to such an extent that his busi- ness has gradually slipped away from him, it, he from it is note must see to it that no coffee goes his place to any retailer which will not be a benefit to the retailer by bringing him return orders when I mean that he should ncourage a retailer to buy 20 cent retail priced coffee at 12'%cents; that he should not buy 20 cent coffee for 14 cents., put out. but on the contrary, should pay as much as 16 cents and the roaster should see to it that the coffee sold is of superior quality, and This Exposing a fault or showing up a_ be satisfied with a small profit. wrong condition avails but little un- same ratio of cost price and selling less a remedy is offered. The remedy price should pertain when which I offer for the bringing back of the medium and low priced coffee business to the grocer, although not the only remedy, is that he should sell a better article for the money than the cut price store. The present time is particularly opportune, as cer- tain types of these stores have in the years immediately passed, made large profits on butter and eggs and on their tea. To-day they are not making long profits on butter and egos, and they are not making a long profit on tea. and many of them are holding up their prices on coffee; but as they had in the years just past educated the public to come to them for coffee and the grocer having made no attempt to combat them, they are retaining this business. If the grocers of the country will be satisfied with a close profit and be sure to put out an ex- cellent quality of coffee for the price, price If yo this alone if we be th coffee profit excla Ww he affectionate: Unprofitable profits do not apply to the retailer—they apply to the members of this organization, and do not eliminate them, we will Therefore, I urge you to urge upon the retailer the desira- bility quality. e losers. of a closer profit and and eliminate able profits. G. B. Lehy. —_2+~+<-___ Lending a Helping Hand. hat a beautiful dog, Miss Ethel!” imed her bashful admirer. o” they will win their business back. “Is he affectionate?” she asked But the roaster must do his share, and archly. “Indeed he is. Here, Bruno! instead of selling a retailer a poor Come, good doggie, and show Charley coffee at as much as he can get for Smith how to kiss me.” In appearance it resembles a cash register. successful conduct of a retail business. No. 1, 70 account size,.No Ca No. 2, 110 account size, Metal No. 3, 170 account size, Metal No. 4, 250 account size, Metal No. 5, 390 account size, Metal No. 6, 510 account size, Metal All Styles and Kinds of Salesbooks, D Get Our Prices 405-7-9 East Main Street Exclusive Territory for Live Salesmen in Michigan The Total Account System 1—Shows at a glance what each cus- tomer owes you. 2—Shows total of outstanding ac- counts. 3—Shows cash received, what for and from whom. 4—Cash paid out, what for and to whom. d—Provides a daily statement to each customer. 6—Reduces_ the counts. 7—Collects petty accounts. 8—Prevents disputed accounts. 9—Prevents forgotten charges, 10—‘‘Balances your books” each night and saves many hours labor. 11—With one writing your accounts are posted and errors eliminated. outstanding ac- “At Prices You Can Afford The Total Account Register is an expert bookkeeper that makes no errors. Watches your business all day long and demands no salary. It debits and credits each transaction at the very time it occurs—and is ever ready to give you totals any moment required. Is made of solid bronze metal with mahogany base and top—handsomely designed and beautifully finished. An ornament to any store—a safe-guard and money-saving necessity to the binet $15.00 Cabinet 24.00 Cabinet 31.00 Cabinet 40.00 Cabinet 55.00 Cabinet 60.00 uplicate and Triplicate STAR PAPER COMPANY Salesbook and Store System Dept. Kalamazoo, Michigan the cut drive is made on 25 cent coffee. u do not work along these lines, trade will pass entirely out of the grocer’s hands, and having passed out of the grocers’ hands, it will pass out of yours. good Increased business will come to him on his medium and low priced *s, if he follows this advice and we do our part un- 14 MICHIGAN TRADESMAN AUTOMOBILES AND ACCESSORIES Batteries Call for Attention. These may be days when, for the first time, you will have to take the battery out of your car and have it recharged. All spring and summer you have not had anything to do but keep the cells properly filled with distilled water, but now the battery weakens, the electric lights are not so bright as they used to be and the generator apparently fails to deliver enough current to keep the charge standard. It is now the season of short- er days and longer nights. The work- ingman has shorter and fewer trips in the evening before sundown. Now he must light the lights before he leaves the house and they are lit until he re- turns. The car may stand all evening in front of the movie theater, at the club, the church or at the neighbor's house. The lighting load is approaching its heaviest. The motorist will be wise to have his battery inspected and start the winter right. If you need new bulbs, get them now rather than go half the winter with dull lights and get new ones when the spring arrives. Just as you get out your winter overcoat, put on winter gloves, winter shoes and winter clothes, so prepare the car properly for winter. If you are going to put the car away, then have the battery taken out and leave it at a battery station, or if there is not such, there are plenty of garages that are specializing on this battery repair and storage for the winter. You can store the battery for a very nominal sum with any of these parties. They keep them in a room of desired tem- perature and have a certain charge given periodically so that the battery does not deteriorate. If the battery is an old one and needs overhauling, then your best policy is to put it in dry storage which costs very little more and ensures you of a good battery in the spring. In dry storage the battery is all taken apart, the old separators being thrown away. New separators are installed and when you get the battery back in the spring it is ready for use. Salary or Commission. A question that is being debated by the makers of Nationally advertised commodities is whether it is more ad- visable to pay salesmen on a strict salary basis or allow him a com- mission on what he sells. Some houses have compromised by paying both salary and commission. The contention of the employers is that, where a large amount of money is expended in publicity, there is acor- responding decrease in the amount of effort required on the salesman’s part in introducing and selling his wares. The commission form of com- pensation, therefore, is either entirely eliminated, or only a small percen- tage allowed on sales. There is no gainsaying the fact, however, that a good deal rests with the salesman, even though he has the advantage of his goods being known. Because of this it would seem that, as a spur to individual effort, some commission at least should be paid him. The People Are Tired. The demagogue who was so popu- lar a few years ago has not made good. Business must always be regu- lated, but it has been regulated enough for a while, and the people of the country have come to realize it, and are now making known the fact that what we want and will have is con- structive legislation rather than des- tructive. They realize that we must have railroad expansion and develop- ment of the resources of our country, of the new wealth beneath the soil, that we must drain our swamps and irrigate our deserts, that our money must be spent for the eradication of disease in man and beast and growing things. The people are tired of politi- cal strife and of getting up each morning and looking into the paper to see what corporation the Attorney- General would attack next, as we used to do some time ago. Adjustment of Vibrators. The vibrators of coils should be ad- justed according to their individual pe- culiarities and the motor. On some en- gines a slight variation of the adjust- ment will change materially the opera- tion of the motor. The amount of cur- rent consumed by the coil depends upon the adjustment, and it can be made to take three amperes. Generally the coil should not draw over half an ampere, and increasing the consumption over that required for proper operation does not increase the efficiency of the motor. The quality of the spark and its length depends upon the number of cells em- ployed, method of wiring and connecting with the coil. The average coil will operate efficiently on half an ampere. New Companies in Field. There are several companies, prom- inent in other lines of manufacturing, who are getting ready to enter the field with motor truck models. Then there are three tractor companies who are entering. In two instances early annoucements have been made. In the pleasure car field from four to six companies with substantial capital are at work upon models, and are forming their working organiza- tions. Many of these companies have been at work for several months. It takes a long time for a big company to get started. Vibration and Radiators. It is not an uncommon occurrence af- ter taking a leaky radiator to the expert for repairs that after replacing it on the car it develops another leak. Generally the motorist comes to the conclusion that the workman was at fault. This is not always true, for it is not the repaired leaks that give trouble, but the new ones developed. Much of the reported radia- tor troubles are due to the methods of suspension. The more recent types of cars have the radiators so mounted that frame stresses are not transmitted to the radiator, and provision is also made for eliminating vibration. On old cars the road shocks are transmitted to the radiator, which with the frame stresses impair its efficiency. Before replacing an old radiator, and especially if it rests on a cross member of the frame, fit a strip of rubber or similar material to provide a cushion and to absorb shocks. Cure for Rattling Doors. Rattling doors are very annoying and this trouble is not always confined to the low-priced motor car. A simple remedy is to pad out the hinges or catches with thin rubber sheeting. If the doors jam graphite their engaging faces or file down the high spots. The cause of the doors seizing is generally due to the body settling. See the new Cadillac Eight It’s the Peer of Them All Western Michigan Cadillac Co., Ltd. OSCAR ECKBERG, Mgr. 19-33 LaGrave Ave. Grand Rapids, Mich. \ jamond TIRE SLE : | sage exe Eye ‘a Diamond Hook-On Tire Sleeve is the simplest, handiest, most reliable Tire Sleeve made. You need it when the blow-out comes. SHERWOOD HALL CO., LTD. Grand Rapids, Mich. Distributors pounds. Especially adapted to the use of grocers, dealers, ice cream manufacturers, plumbers, laundrymen, dairymen, farmers, in fact every form of busin December 1, 1915 Let us show you how the Studebaker Delivery Car will save you money Write or call for demonstration or catalog Peck Auto Sales Co. DISTRIBUTORS Ionia and Island Sts. Grand Rapids EVERFADY FLASHLIGHTS make an appeal to everyone. The motorist, the yachtman, the sports- man outdoors, the farmer around his house or grounds, the store- keeper in his stock room, the | watchman, the fireman, the rail- £7) road man, the housewife, the § children, too—all have use for an & EVEREADY. There's your opportunity. Let us give you full information about EVEREADY Flashlights, Tungsten Batteries and Mazda Lamps. C. J. LITSCHER ELECTRIC COMPANY Wholesale Distributors 41-43 S. Market St. Grand Rapids, Michigan B. & S. Famous 5c Cigar Long Filler Order direct or through Worden Grocer Company Special Holiday Packages Barrett & Scully MAKERS Ionia, Michigan Randolph Auto Trailer po | Boge A strong well built . ; trailer that can be at- “ay =.’ tached or detached in- ) stantly to any make of car that will carry 1,000 butchers, hardware dealers, piano painters, poultrymen, ess where light delivery is needed. HC. RANDOLPH, Jonesville, Michigan Conservative [nvestors Patronize Tradesman Advertisers a December 1, 1915 Commercial War Against Germany. A French industrial and commercial commission of five has arrived in this country with the avowed purpose of arranging for the purchase, at the con- clusion of the war, of $160,000,000 worth of structural iron and steel machinery and industrial supplies. Heretofore these things have been obtained in Ger- many but it is declared that hereafter commercial relations with that country will be closely restricted. Indeed, it is intimated that the resentment against the Germans is so great that the French will not trade with them at all. On the other hand the friendship of this country for France is recognized, and it is declared that the $160,000,000 is a small part of the trade value that will come to the United States from the great European republic. While of course it is gratifying to our people to get so much business from the French, one cannot help remarking that the antagonism between the French and the Germans will not long stand in the way of money-making operations between the two countries. For a time no doubt transactions will be consider- ably restricted but the economic law of purchase in the lowest market and sale in the highest will win out in the long tun. Trade between France and Ger- many was not killed by the war of 1871. Nor is it in the true spirit of com- merce to “wage a terrific commercial war against our enemies,” which Maurice Damour, head of the commission, is quoted as declaring to be the purpose of France. It is entirely right to go into the market and win what you can by legitimate means but it is not right to pursue the purpose of destroying a competitor. And in time it is to be hoped the French and the German peo- ple will look at present controversies more nearly from a common point of view. The rank and file are not ene- mies. Even soldiers of hostile armies fraternize on those few occasions when they have an opportunity. Much more should persons engaged in commerce regard each other in a friendly way ir- respective of the clash of nations. One aspect of this mission should be especially gratifying to Americans. The French commissioners declare that they must equip their factories with modern labor-saving machinery, after the war, on account of the great destruction of labor in their country, and it is to the United States that they look for the most modern and the best. Doubtless, after the war, they could obtain equip- ment largely in England but seemingly the American article appeals peculiarly to them. There have been several in- stances during the war of the engage- MICHIGAN TRADESMAN ment of Americans to equip French fac- tories and organize their forces. ———_+2>—__ Enclosed Autos Proof Against Cold and Heat. Following the tendency of the times and the public demand nearly every reliable manufacturer of automobiles is now offering enclosed body models. By the adoption of convertible bodies in sedan, coupe and other winter car types, the manufacturers are enabled to con- tinue production and sales which com- pare very favorably with their rush periods in summer months. The closed car has become a necessity. For this reason many of the manufac- turers are adopting what is known as the convertible body types, removable for summer use and thoroughly enclosed for operation during cold weather. The all-year-round car has become thorough- ly familiar to motor car enthusiasts. Fall and winter business in automo- biles promises to show more startling gains over past years than even the very successful summer records. Almost without exception factories are showing increases and with orders now in even the rosiest forecast for a big, enclosed car season will be surpassed.. The se- dan, coupe and limousine types have taken the popular fancy in every section of the country. Detroit is particularly noticeable in its demand for such cars. During the last month manufacturers report production of enclosed cars has increased, in accordance with sale de- mands, more than 300 per cent. All cal- culations for the season’s sales have been upset and the demand has forced many manufacturers to change their plans to increase the output of the year- round cars. “The entire country is enthusiastic for the winter cars,” said a Detroit manu- facturer. “It does not seem to apply to any one section, but is general. The greatest surprise is the demand for sedans in the Southwest. Of course, this type car is good for any season of the year and the Southern motorist is now using it for protection from the sun during the day and cold in bad weather, “Tt is safe to predict that the enclosed car business of all companies through- out the country will double that of last year, but only the future will tell just what the limit will be. The demand is not created by a fad, but by a new order of things. “I figure that now that the automobile is used as much for business as for pleasure that the average citizen through- out the United State needs his car as much, if not more, in the winter, and in order to get protection from the cold he is ordering his enclosed car, which he uses for business during the day and for the family pleasures in the evening.” —~++>—___ New Motors Should Not Carbonize Easily. In a new motor it should not be nec- essary to clean out the carbon more than once in 3,000 miles. As the motor be- comes older and the piston rings wear, forming an oil seal which is less tight, more oil works its way into the com- bustion chamber, with the result that carbonization is more frequent and cleaning will have to be resorted to more often. The estimate of 3,000 miles is a very liberal one, as there are many new cars which run 5,000 miles and 6,000 miles without carbon trouble sufficient to require the cylinders being scraped or burned out. ——_>+-~.______ It is announced that within the last year 35,000 names have been added to the New York City telephone di- rectory. That is fairly enough hailed as a sure sign and symptom of good times and returning prosperity. The telephone is a great convenience and ~ aes = esac « ernment Rabel roby vita anche tt a i rl ptm cn mm me meni CnrS in ws: oie ia ee = 2 15 all are glad to have it, but it can be dispensed with if finances are low and there is a real necessity to economize. When funds are flush again those who have discarded it are quick to secure its convenience, and some who were not thus accommodated before make a contract with the company. The number of telephones in use is a pretty reasonable barometer of the times. 0 It doesn’t look as if the fool killer will ever be able to take a vacation. Weed Chains All sizes for pneumatic and solid or dual truck tires in stock. Buy these through your local garage and encourage him. If he does not have them, give us his name and we will sell you direct. Sherwood Hall Co., Ltd. Wholesale Distributors Grand Rapids, Michigan the conclusion of a sale. America and Europe. re practically every community in Western .Michigan there is a place a United Motor Truck can fill better than any other. We want business in Western Michigan and are willing to pay for the service that will lead to This is an opportunity that may very well lead to a most profitable direct-with-the-factory convection. Such a connection would prove not only profitable but very satisfactory from other viewpoints, for the United Motor Truck is stand- ardized in that very component part bears an in- dividual trade marked guarantee of satisfaction. It numbers among its users the most exacting in Will you write us concerning such a possi- bility in your community? The United Motor Truck Company Grand Rapids, Michigan or carbonize. It is the best oil for the high grade car, and the best oil for the cheapest car. The Great Western Oil Co. NOKARBO MOTOR OIL It is the one oil that can be used successfully on all automobiles operated by gasoline or electricity. It will not char Grand Rapids, Michigan Write for prices and particulars. 16 GOOD SALESMANSHIP. Elements That Unconsciously Spell Sales Success. The selling of goods is the thing for which the store exists. With all your good buying, all your good sys- tem in store work in every respect, your good accounting, your advertis- ing, and your window trimming, you must still recognize, that the whole system rests on your salespeople. Salesmanship is a big subject. Most store workers are not good salespeo- ple, because they know very little about salesmanship. It requires study to make good in salesmanship. In salesmanship our problem is to get the customer to know the facts about our goods and to feel favor- ably towards them. Our problem is to get ideas about our goods into his mind and the openings through which the raw materials out of which ideas are constructed are the nerves that pass out from the brain; the principal ones being the nerves of sight, hear- ing, smell, taste and touch. In selling goods, the salesperson who understands these elementary facts attempts to give his customer ideas not only through the eye and ear but also through the sense of touch, and, if possible, through the senses of smell and taste. The salesman appeals to the eye by showing the goods and pointing out what he wants to be seen. He appeals to the ear by telling about the goods and he appeals to the sense of touch by getting the merchandise into the hand of the customer, or, as in the case of shoes or garments, by getting the customer to try them on. Every good salesman follows this principle of using several of the cus- tomer’s senses, whether he knows it or not. Every retail salesman should follow this principle, appeal to his customer’s mind by presenting ideas through as many senses as possible. Another fact of psychology is that the rate at which nerve currents en- ter the brain and from the brain into the mind is not the same in all peo- ple, nor is it the same for each per- son at different times. The sales- man must recognize that if he is pre- senting ideas about his goods fast- er than his customer can take care of them, he will not be understood and will lose interest. Nor must the salesman present ideas too slowly, or the customer’s mind will run away from him and grow interested in something else. When the nerve currents enter the brain from eye, ear or other parts of the body they travel with a con- siderable rate of speed; although this speed varies greatly among individ- uals. When the current comes to its appropriate place in the brain, it strikes a blow in its particular brain cell. The marks can be made deep- er in either of two ways—by putting more force in the nerve current that causes it, or by repetition or con- centrating the mind with all its pow- er on the one incoming idea. One other thing is necessary and that is plenty of pathways or connections to the mark or indentation that repre- sents the idea to be recalled. MICHIGAN TRADESMAN There are two more facts of psy- chology that I would like to present. One is that every idea that enters a customer’s mind is accompanied by some feeling either good or bad, pleasant or unpleasant, satisfactory or unsatisfactory to the customer. The mind never accepts an idea in a neutral way. It accepts or rejects and classifies as good or bad every impression that it receives. Every impression that your customer re- ceives of you, your goods, your store and its equipment either helps or hinders you in making sales because of this fact. The other fact is that every idea that enters the customer's mind tends to be expressed, not only by speech but also such things as_ brightness of the eyes, actions of the body, smiles, frowns, movements of the hands and of the face and head. I: is this expression that the salesman must watch to learn whether he is on the right track or not, whether he is showing the right kind of goods or offering the right kind of selling arguments. One can’t sell goods successfully without watching cus- tomers’ expressions. The customer gets ideas not only about the merchandise the retailer tries to sell to him, but also from everything about the store. The store’s advertising in some newspa- per may reach the customer before he comes to the store, and he gets ideas from that. They may be part- ly or wholly unconscious impressions but insofar as they reach the mind at all, either in definite or indefinite forms, there is certain to be an ef- fect of feeling either for or against as an accompaniment of what he saw, heard, felt, tasted or smelled. Referring to the form of the ad- vertisement in the newspaper, it may be of interest to note that oblongs are generally more attractive than squares and ovals are better than cir- cles. The oblong proportions of three in width to five in length is al- Ways attractive. Other forms may be made beautiful, and often most appropriate, but none are so gener- ally attractive as the oblong. Another detail of retailing that has its effect on the customer is the ar- chitecture of the store, particularly the store front, its construction, and its colorings. Even the color oi paint used makes a difference that is either favorable or unfavorable to the kind of business carried on. Some of the large chain store con- cerns have made a scientific study of color schemes for store fronts. A few years ago five and ten cent stores were painted all sorts of col- ors. The owner of several of them made up his mind that he would find out what color was best for a 5 and 10 cent store business. After a care- ful study he concluded that red and gold was the best. He applied these colors to all his stores with success. Now it is hard -to find a 5 and 10 store, whether owned by a syndicate or an independent, that is not paint- ed red and trimmed with gold and gold lettering. Red and gold is the scientific color scheme for the 5 and 10 cent business at the present time. Grocery chains are working with orange and gold, yellow and gold and white. Red seems to be the wrong color for food stores. The United Cigar Stores have settled upon red, black and white, with gilt lettering. Department stores are likewise working towards a more’ uniform system of architecture and coloring. They are finding that there is a har- mony of architecture of the store with the goods to be sold which when followed helps the store to succeed, and when not followed hin- ders success. Window trimming presents ideas to customers and likewise good or bad feeling. The entrance and door- way produce a favorable or unfa- vorable impression upon all who en- ter and go out. Uneven steps, slop- ing walks, slippery places, sticking doors, squeaky hinges, doors that slam with a bang, doors hard to open or close, all cause customers some irritation or bad feeling, and while these are in most cases but very small things, they hinder the successful selling of goods. The internal arrangement of the store, the layout of the counters and shelving, the location of the goods and the ways in which the goods are displayed are all important factors in building a good impression in 2 customer’s mind. If that impression is not good, it will be bad. One of the difficult matters abou: all of these details is that what gives good impressions to one customer does not necessarily appeal to an- other in the same way. The best that a retailer can do is to build and plan his store and its displays in such a way as to appeal to the largest possible number. It will be impos- sible to suit everybody perfectly. Next in order among the things likely to attract the customer’s at- tention and to produce ideas and consequently feelings is the salesman himself. The way he approaches the customer, the way he stands, walks. his looks, his interest, the way he is dressed, his voice, the way he speaks, his cleanliness of clothes and person are highly important factors in giving a good or bad impression in the customer’s mind. The salesman needs to be appro- Priately dressed for his work. Not too flashy or richly, nor too poorly. Either extreme will attract attention to itself and will detract from the purpose of the store and of the sales- man to sell goods. Jewelry and or- naments of all kinds are likely to give trouble. I once knew a traveling salesman who said that his house gave him a diamond stick pin for a Christmas present because of his excellent work. He said to me, “Do you know, that stick pin lost me more sales than any other thing I could mention? Often when I had a cus- tomer on the point of getting deeply interested in my Proposition, his eye would catch that diamond and he would look at that instead of at me, with the result that I had to go all over my selling talk again.” December 1, 191; The importance of the voice of the salesman is nowhere so evident as in the use of the telephone. Not one per son in ten knows how to use the telephone properly. Nothing foes over the wire but the sound of the voice. If the face is wreathed with smiles, if the eyes sparkle with pleas- ure, while the voice is cold and re- served, the listener at the other end of the line gets nothing but the cold, reserved voice expression and forms his impressions of the speaker ac- cordingly. Another matter of importance js the salesman’'s breath. Doctors tell us that one person out of every eight or ten has a bad breath. I need not tell you that this makes a difference in selling. The unfortunate thing about it is that the person who has a bad breath never knows about it until told. Store Managers should handle cases of bad breath in a frank manner, and _ every salesperson should make sure that his or her breath is right by getting some frank friend to say whether the breath is sweet or not. Successful retail selling rests upon a thousand and one details all per- formed well. Good retail salesman- ship consists in making all the con- ditions right for the display of our merchandise under favorable condi- tions, and then in showing the mer- chandise in detail just as the cus- tomer wants it shown. Paul H. Neystrom. —_>--___ farmers are prosperous, Kansas bankers report a good busi- ness, and one out of every four Kan- sas families owns an automobile. Yet something is wrong with Kansas. More than a million people of that state are without library privileges. Kansas _ needs public libraries, per- haps private ones, too. There are thirty-one counties that have no pub- lic library of any kind, and there are only seventy tax-supported libraries in the State and only sixty-one sub- scription or association libraries. 11 the Kansans were very poor they could go to Mr. Carnegie, state their needs and obtain help. But why boast of prosperity when more than a million Kansans are ignorant oi the best literature. Kansas should bestir itself, sell a few automobiles and buy a few libraries. —_++ > _____ A representative business man and civil engineer of China is in this country, sent by his government in the hope that he can induce Ameri- cans to make investments. He is especially interested in railroads and Says that his government is particu- larly anxious that Americans | shall take more financial] interest over there, holding out that they not only can be very helpful but as well that the undertaking will be profitable. There is undoubtedly untold opportunity for investment in transportation proposi- tions, but until China secures a more stable, permanent government, be it republic or monarchy, outsiders will be slow in investing money there, the conditions governing public utilities being uncertain. Kansas December 1, 1915 sea ehecreneinpiitetpnsi nomadic cermemeny-omenersi tr ienegeiasaromsrnons conse naryetinsminpend onesie ahasnnisrsevpatimsacinnbe pmo spt ag, compen po ego yaew ee Teron srenstronnnnessincnt ar MICHIGAN TRADESMAN Ohe Great Wet satisfactory service these Shoes will give your cus- tomers. This service makes the Dry-Sox a certain re- peater. Our salesmen are now out with the new Dry-Sox samples as well as with the new HONORBILT line. Snappy styles and quick sellers. A request for salesman does not ob- ligate you to buy but gives you an opportunity of learning much of in- terest and profit. Write us to-day. Send for our Dry-Sox Catalogue. F. Mayer Boot & Shoe Co. Milwaukee, Wisconsin For a Bigger-Better Business Sell i? would be impossible to put anything into your shoe stock that will give you the effective advertising and the prestige that the Dry-Sox line will. F'irst—If only because of its name; second—on account of its out-of-the-ordinary construction; third—because of the trade-compelling advertising we put in force for you in your locality; and fourth—because of the pleasure, comfort and Weather Shoes APONORGI(LT Full Kid Lined Solid Oak Tanned Counter Bellows Tongue Solid Oak Tanned Insole F Solid Oak Tanned Heel Red Plug Rubber Heel Extra Strong Corrugated Shank Best Quality of Upper Leather Animal Parchment (Pigs Bladder) Inside Kid Lining ae eS iSO a. Serr yissee SF Inside Cork Filling Solid Oak Tanned Outer Sole Rubber Welt sewed in with Leather Welt, makes the shoe as waterproof as it is possible to get it. oe cern reer need 18 MICHIGAN TRADESMAN — = — = = = = = sy = TIVE SOitis((@ — = om on = = = F DRY GOODS. FANCY GOOD A Few Suggestions for the Whole- sale House. Written for the Tradesman. There are many wholesalers among the readers of the Tradesman, and doubtless they are anxious to get the retailer’s point of view—to know wha: kind of wholesale house he likes to deal with and the business methods that are most acceptable to him. A few suggestions along this line will here be given. The kind of retailer we have in mind is the typical small dry goods merchant, who, owing to the limited size of his business, can buy only a few lines direct from the manufac- turers, but must depend on his whole- sale or jobbing house for the greater part of his stock. We presuppose also a square, honest wholesale firm. sin- cerely desirous of giving full value to all customers and furthering the interests of its patrons in every pos- sible way. The traveling representative is of course the connecting link between wholesaler and retailer. It is most essential that he be of the right sort. But if he is, the effect of his best efforts may be annulled by careless- ness or inefficiency at headquarters It is some of the methods and ways of doing things that constitute effic- iency or the reverse in the house. that we will here consider. Accuracy in filling orders. It seems a very trite thing to say—that every order, whether taken by the travel- ing salesman, or sent in through the mails by the customer, or made in person by selection from sample in the house, ought to be filled accurate- ly, carefully, painstakinely. It would seem that this is one of the oldest truisms of business. Yet, strange to say, the merchant, when he opens up his goods, often is annoyed and put to inconvenience and loss because there has been gross heedlessness in the filling of his order. Tan or white hose sent when black was called for, wrong sizes and kinds and colors in many lines, goods put in that were not ordered and items omitted that were in stock and could have been in- cluded—these are examples of his troubles. These blunders occur most frequently in the mixed shipment em- bracing a small amount each of a large number of different items: but even in such, nine-tenth of them are wholly inexcusable and could be avoided by proper care. To be sure the retailer is at liberty to return anything not sent as order- ed; but what he wants is the right thing, not the privilege of returning the wrong thing. From not having what he should have and what he has counted on having, he loses sales and is compelled to disappoint customers. Getting off the return shipment is an added labor imposed upon him and his helpers, often when the time it takes can not well be spared. All errors in prices and in computa- tion of invoices are irritating to the retailer and cause him needless work. They should be avoided just as far as possible. Shipping instructions should be fol- lowed to the letter. The man who is running that little store out there has it all figured out what routing is best and quickest and cheapest for him. Let the shipping clerks just pay close heed to what he says, and not deviate because they may think some other way is better, or because it may for some reason be a little handier for them. If the customer says send certain goods by express, be sure that they go that way. He is willing to pay extra for getting them quickly. Very likely the wed- ding or the funeral would be all over by the time the needed items could come dragging along by freight. On the other hand, when the directions say freight shipment, send in that way, in order that expenses may be kept down. No self-respecting retailer likes to be all the time kicking and making claims for small amounts. More often than wholesalers realize, their cus- tomers stand extra cost and say noth- ing. Minimizing “outs.” It should be the pride of every wholesale house to be able to fill orders on all items that customers have a steady trade on and wish to continue right along with, with very few “outs.” The uncer- tainties of manufacture, labor strikes, storms, war, and railway and steam- ship disasters all come in at times to prevent the wholesaler from having the goods for which he has placed orders long in advance. This is in- evitable. But still the ideal of keep- ing always in stock the goods that will be wanted should be maintained and realized just as far as is prac- ticable, On items that can not be regarded as staple, it is of course often impos- sible to supply the goods for a dupli- cate of a former order. But be sure that you have or will have the goods of which your traveling men are showing samples, so that customers may not be needlessly disappointed. The men out on the road should be kept posted as to the stock in the house, so they will not be showin samples of goods that already are all sold out. Substituting, putting in something that is almost the same, is rarely sat- isfactory to the retailer. Sometimes he may accept and keep what is sent, as a bitter necessity, but in nine cases out of ten he would find far readier sale among his customers for the ex- act article that was ordered. It is difficult to get people to change from something that has proved satisfac- tory, and their royalty and good will are likely to be lost in the process. Having the right kind of goods. Good buying, careful, discriminating selection of goods suited to the class- es of trade that are catered to, this is the corner stone of success in the wholesale business as in the retail. To be able to distinguish quickly and surely the thing that is right, that will please and be satisfactory to the ultimate consumer and trade winner—to be able to distin- something that is prove a guish this from almost the same but in some way lacks the elements of requires the invaluable instinct of the good buyer. In order to serve its customers acceptably the wholesale house must have the right kinds of goods, and of course must sell them at right prices. As to any stickers and hangers that may accumulate, it is a far sounder policy to sell these at a low figure to buyers who are in the house, than to try to work them off as substitutes in filling mail orders. Correspondence and treatment from the office. in, making an enquiry or trying to describe some article that he wants. the letter should receive careful read- success—this When a customer writes December 1, 1915 ing and intelligent, painstaking reply. Make it a point that the traveline salesman’s attempts to keep the friendship of a customer shall not be subverted by discourtesy from the office. Very often those who have to do with the correspondence have no idea of the value to the house of a good customer, nor of the constant necessity for holding patronage. Some have the mistaken idea that a letter to be businesslike must be brief to the point of curtness, and that any explanations would be a lowering of dignity. In all that relates to collections, there is need for tact and good judg- ment. easy nor extend credit without due caution. But on the other hand 4 demand A wholesale house can not be harsh, abrupt for payment may seriously offend a desirable cus- tomer. Some of the worthy dealers are sensitive about anything they regard as a dun most. trust- very Treatment when in the house. When the customer comes in to mar ket, treat him in a way to cement his friendship. Expensive entertainment now is looked upon with suspicion by shrewd, clear-headed merchants, who have come to know that in reality they pay the bills. But every dealer likes to receive from his wholesale houses the personal attention and courtesy that show that his continue] favors are warmly appreciated. Fabrix. —_++-____ Pride makes some people ridiculous and prevents others from becoming so. cotton and wool. HOSIERY For immediate delivery we are in position to fill orders for nearly all grades of men’s, women’s and child- ren’s hosiery in fleece lined, Mail orders will receive careful attention 2BUXUWwLCHKRHADB Exclusively Wholesale Grand Rapids Dry Goods Co. Grand Rapids, Michigan fossa see atcencineen eat achiev a | | q A ee, December 1, 1915 SUCCESSFUL SALESMAN, F. E. Wigen, the Well-Known Baking Powder Representative. Frederick E, Wigen was born in Gilbert, Story county, lowa, Aug. 6, 1886. He was the second in a family of eight children, four girls and four boys. His father was a native of Norway, while his mother was Amer- ican born. When Frederick was 2 years old the family moved to Glen- mont, Wis., where his father was em- Ployed as an engineer in a sawmill, At the age of 6 he entered the public school at Afton, Minn., which he at- tended until he had finished the sev- enth grade. During his vacation he was employed on a seed farm owned by ©. 1. May. & Co, of St. Paul, Minn. In 1903 he graduated from ao) Frederick E. Wigen. the eighth grade at River Falls, Wis., and the same year the family moved to Baldwin, Wis., where his father was engaged in the liquor business. He graduated from the Baldwin high school in 1907 and the following year was principal of the graded schools at Hudson, Wis. While attending high school he took a very prominent part in athletics and was: president of his class for four years. During the summer vacations, while attending high school, he assisted his father in the liquor business and up to the present time is proud to say he has never used cigarettes, chewing to- bacco or liquor in any form. While teaching at Hudson, Mr. Wigen joined Company C., Wiscon- sin National Guards, and was a mem- ber of the basket ball team and also coached both the girls’ and boys’ high school basket ball teams. After one year of teaching, he accepted a posi- tion as traveling salesman for Swift & Company, of South St. Paul, Minn, having for his territory the Western states. Two years later he accepted a position with the Cudahy Packing Co., of Sioux City, Iowa, and con- tinued in the meat line until he ac- cepted a position with the Calumet Baking Powder Co., of Chicago, for whom he is still working. His first year’s work with this company was in Minnesota and the Dakotas and in September, 1911, he was trans- ferred to Northeastern Michigan, with headquarters at Saginaw. On Jan. 29, 1914, he was married to MICHIGAN TRADESMAN Miss Olga Grasslie, of Baldwin, Wis., and they are now making their home at 1015 South Warren avenue, Sagi- naw. Mr. Wigen is a member of Saginaw Council) No. 43) UL GC. T.; Collins blue lodge at Baldwin, Wis.; St. Croix Chapter at Hudson, Wis., and St. Bernard Commandery of Saginaw. Mr. Wigen has had charge of the Northeastern territory for several years and has succeeded in building up a splendid trade. He is often spoken of as the “champion of the grocer in fighting the mail order houses.” He is very much interested in the success of his customers, real- izing that the merchants are really his best friends. Mr. Wigen is a firm believer in selling his goods solely on the serv- ice they will render. He does not try to compete with his competitors on the territory in any other way than to extend the best service he knows how to offer. An amusing story is told on Fred by one of his customers who asked him what he had to say about his competitors. Evidently Fred had waited long for this enquiry to be put to him, for he fished around his pockets for some time and finally got out a little book, the pages all blank, the outside cover bearing the inscription, “What I have to say about my competitors.” —_--.___ The Man Who Fails. 1. The man who expects to be- gin at the top, instead of slowly ris- ing to it. Begin at the bottom and make the bottom stronger because you are there, If you are the right kind of a work. er no place is too small for you. What you need is not so much el- bow room as “elbow-grease,” energy and strength. Do your work so well that you make the place bigzer by making people see in it more than they ever saw before. 2. The man who spends his eve- nings seeking amusements and doin 2 society. Every man must have re- creation. Recreation means to re- create, but you cannot come to your work re-created if you spend night after night at parties and theaters— if you do, you will come to the office in the morning weary and out of hu- mor. You can’t be in society as a night- ly occupation and be in business any more than you can drink rum and stay in business; neither body nor mind can be fresh in the morning that has been kept at a tension the night be- fore by late hours, or been befogged by indulgence in late suppers. You need more sleep at 20 than you do at 40 3. The man who never reads books along his chosen line. Few things are more beneficial than good books. both in their effect upon character and in their giving impulse and im- petus to one’s work. A high-minded author brings the reader’s mind into harmony with his hopes and_ ideas so that it is impossible afterwards to be satisfied with low or things. One reason why more rapidly in the business world than women is because the men are more likely to read books about their business, which open to them their possibilities, their tendencies and help them to find their place in life. 4. The man who won't earn more than he gets paid for. It is more important that you should make a life than make a liv- ing. Your work should be a matter of conscience, not pay. ignoble men rise Poor work for poor pay is just what keeps thousands of workers where they are. In the long run the cream will come to the surface in every establishment. Regard your opportunity as greater than your salary. Do as little as possible, and never do anything for which you are not paid or which belongs to somebody else to do, and you will never rise. Whatever you do, do it as if you were personally born for the task of doing just that thing. Do it, however humble, as though it were the grand- est thing you ever expected to do. Madison C. Peters. We are manufacturers of TRIM MED 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. 19 MICHIGAN KNITTING CO. Manufacturer of SWEATERS, SWEATER COATS HOCKEY CAPS, GLOVES, MITTENS AND KNIT GOODS SPECIALTIES LANSING, MICHIGAN At popular prices. Wholesale Dry Goods PAUL STEKETEE & SONS We still have good assortments. Such as Toy Cannons, Guns, Battleships, Wagons, Autos, Tops and many others too numerous to mention. Mail orders promptly and carefully filled. Grand Rapids, Michigan Why not a Player for Christmas? Among other things keep in mind the fact that thee PLAYER PIANO solves the prob- lem of “Why a silent piano in the home?” With a Player installed in your home you or any member of your family can sit down and play the piano like a finished artist. The Players we sell are really elegant pianos that may be played by hand like any ordinary piano, but in an instant the Player attachment may be switched on and it becomes a player ready and willing to produce the greatest music ever written as played by the greatest artists. The Player's the thing. Ask us to send you special booklets on Players. ‘‘When you think of Music— Think of Friedrich’s.’’ Friedrich Music House 206 Monroe Ave. Near Pantlind Hotel Grand Rapids, Michigan 4 20 MICHIGAN TRADESMAN December 1, 1915 THE MEAT MARKET 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 Talks by the Butcher Philosopher. The holidays are rapidly approach- ing and the present time is the time to make your plans for making the most out of that season of the year, not only to make a good profit, but to draw new trade to your market as well. IT have heard so many butchers make the complaint that the holidays only made a lot of hard work for them out of which they could make nothing at all that was worth while, and that they are glad when this ex- citing time is over and things are normal in their market once again. Asa rule such a condition of affairs, if it really exists in their markets, is their own fault. They failed to go about this problem right. They are usually the type that work them- selves up to a frenzy about the won- derful business they are going to do: as a result they buy a whole lot of poultry which is difficult to dispose of at a profit. Such a condition of affairs is, of course, unsatisfactory. More judgment is required for the Thanksgiving trade than any of the rest of the holiday trade for two rea- sons. The first of these is that tur- keys will run small and rather poor quality as well as thin at the Thanks- giving season, for they only get fat- ter when they have experienced a cer- tain period of cold weather. The second is that the weather cannot be depended upon, as at that season of the year there is always danger of a warm spell, and the keeping qualities of the poultry, and especially thin poultry, are impaired. Last Thanksgiving morning I hap- pened to go into a shop of a friend He was going around with a long face and gazing at about twenty-five or thirty rough looking thin turkeys hangings there, with no buyers to take them off his hands at any price. “You can’t sell anything on Thanks- giving morning any more,” he said. “In former years you could, but now most of the selling is done the day before. We did not sell six turkeys this morning and it is nearly time to close up. The holidays are no good to me.” I suggested to him that he ice them carefully and sell them on the follow- ing Saturday for what price they would bring. This appeared to be the only remedy to me for his posi- tion. “That ain’t all that’s bothering me,” he replied. “Look here!” And taking me into his ice box he showed me seven barrels of fairly decent turkeys that were not unpacked as yet, as he had not gauged his of mine. market correctly, and had bought too many for the demand in his market. “The only thing to do,” he went on, “is to put them in the freezer and take them out for the Christmas trade. What do you think?” When IT asked him why he had bought so much he said that he had gone to market with the intention ol} buying no more than twelve or fif- teen barrels, but before he got through he had loaded up with twenty-one barrels because the demand in_ his store had seemed unlimited. “So I pitched in and got it in the neck. Last night’s rush did not ma- terialize. I did nearly all my busi- ness in the morning and afternoon. As it is T sold a lot of turkeys at a loss trying to get from under, and now I will have a lot of punk turkeys for Christmas. Never acain. No more crazy business for me.” By this time the chances are that he has forgotten and will do the same thing all over again. It's a habit that seems to be in the blood with many butchers, and reminds me of the small boy that got away with such a large portion of turkey that he could not possibly eat the plum pudding. Many butchers buy so heavily that they have to sell with- out profit or satisfaction. There is one thing that is sure. You cannot buy a lot of poultry, have them in your shop for three or four days, repack them in the freezer and expect them to come out in first class condition. They most certainly will not. Years ago, when I was in the busi- ness, I tried that stunt, and this is how it worked out with me. One Thursday afternoon, between Thanks- giving and Christmas, I bought an entire shipment of turkeys early, all hens weighing between seven and ten pounds. The price was low and, as the weather was cold, I figured that it was a safe buy. TI also thought that if I put them in the freezer right after I purchased them they would be good stock along in February, when small hen turkeys are scarce and high. Had I done that at once I might have been all right. But I took them home, picked out the poorest for immediate sale, and re- packed them into twelve barrels of the fanciest hen turkeys that you ever saw and shipped them to freezer. Gee, but I figured that I was one clever gink. I knew that small tur- keys would be scarce and I could see profits of about 10 cents a pound. Monday morning, the first thing, one of my best customers came in under full sail, and throwing a bundle on the counter, informed me in no W. P. Granger Wholesale Fresh and Salt Meats Poultry, Eggs and Oysters Shipments of Hogs, Veal and Poultry Solicited Daily Remittances Telephone 61,073 112 Louis St. Grand Rapids Make Out Your Bills THE EASIEST WAY Save Time and Errors. Send for Samples and Circular—Free. Barlow Bros., Grand Rapids, Mich. YOUR OLD SCALE Let me overhaul and re-enamel it and make it good as new. ork guaranteed. Charges reasonable. W. E. HAZARD, 1 Ionia Ave., N. W., Grand Rapids I do all work for Toledo Scale Co. in Michigan 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. bacon and fresh eggs. those who want the best. PEACOCK BRAND Breakfast Appetites can be encouraged and well satisfied with a nice rasher of Go to your grocer’s and get some of the famous Peacock mild cured bacon and fry it, pouring off the grease as quickly as it forms. This makes it crisp. Pea- cock Hams and Bacon are cured by a special process—brine is not used—so they are not salty. They are especially pre- pared by Cudahy Brothers Co., Packers, Cudahy, Wis., for Cudahy Brothers Co. Packers Cudahy, Wisconsin Rs 35-45 Prescott Street, S. W. NOWACZYK REFRIGERATED DISPLAY CASES Write for Quotations NOWACZYK HANDCRAFT FURNITURE COMPANY Grand Rapids, Michigan Dry Milk Wm. Alden Smith Bldg. WHOLESALE Flour, Feed, Hay, Bags, Twine Bakers’ Supplies and Machinery, Waxed Paper, Bread Wrappers Powdered Egg Everything for Bakers, Flour and Feed Dealers ROY BAKER Cooking Oil Compound Grand Rapids, Michigan ee ee or Sea iat Sots aan eee December 1, 1915 uncertain tones that I could eat the contents for she wouldn’t. Inside was a beautifully roasted turkey hard- ly touched. When the men sampled it they pronounced it rotten. She never paid me for it and I never saw her again. When the route boys came back they brought a few more with them in the same condition. Several complaints over the phone helped me to feel better. I was getting it from every side. I got so crazy that I went to the cold storage house and told them to sell the remaining twelve barrels for whatever they would bring.- They did as I told them and I just about got my money back, but they got complaints galore. You can’t kick poultry around the shop for three or four days and freeze them with safety. Frozen poultry to be good must be put away very fresh. Next week I will tell you a little more about this holiday poultry trade. —Butchers’ Advocate. —_++>___ The Insufficient Lay. We love to praise The genial ways Of those who laugh at sorrow And sing a song When things go wrong And trust unto the morrow. But he who clings To hope and sings To hypnotize his grieving His woes may find Too much inclined To listen without leaving. A song may cheer The moment’s fear, With gentle recreation, But when it’s through, The thing that’s due Is grim determination. MICHIGAN TRADESMAN Means a Loss of Income and Profits. The retailer who would make a success of his business—and that is what we are all after, each in his particular line—should learn early, to sort out his ideas, and learn, and arrange them in orderly sequence. This is one of the essential features of system, without which nothing can be effected in these days, when everyone is striving his utmost to get ahead of the other fellow. Overlook nothing. And when you have a good idea—whether original or borrowed, matters not a particle— carry it out vigorously, thoroughly, and without a moment’s unnecessary delay. Now, there are lots of good ideas floating around—many of which have been fully tested, and found to pay wlhien put into practical opera- tion. Why not embody them—some of them, at least—in your own busi- ness, Mr. Retailer? The advantages of not duplicating stocks are obvious. A few of them we may here enumerate: To begin with, the merchant simplifies all along the line. The habit of not du- plicating: Simplifies ordering goods. Simplifies selling goods. Simplifies keeping goods. Let us briefly explain how these gains—and others that we have no space to enter upon here—are secur- ed. The non-duplication of stock im- plies, in the first place, that the re- tailer knows the requirements of his particular store, and has some ideas of his own as to quality, price, and demand. Need it be added that, the non-duplication here spoken of does not imply that the grocer is to limit himself to any particular grade or brand. No store can do that, for tastes and pocketbooks vary just as customers do. The customer must have what he wants—in reason, how- ever, amd not in wunreason. . The thing here intended to criticise, and correct, is not variety but that multi- plication of varieties that begins by seeking to serve everybody—and ends by confusing and displeasing everybody. The greatest offender along the line of duplication is the avaricious man. Price cutting is his chief considera- tion. With him, it is never quality. The result is unsatisfactory, no mat- ter from what viewpoint regarded. At the store of such a man the cus- tomer seldom receives value; for the term, value connotes a combination of quality and price, it is not a posi- tive, but a relative expression. But there is another angle in con- nection with duplication that many overlook. We refer to spoilage and wastage, which is a serious item in altogether too many grocery stores, as now run. When the live merchant sees stock accumulating and depre- ciating, he, having due regard for the reputation of his busi- ness, acts promptly. He announces quite openly that some of his stock has lost some of its original fresh- ness, and that he is disposing of it at bargain price. The customers of such a man thoroughly understand the situation. Those who believe in 21 occasional bargains get them, and come back again. And those who in- sist upon quality goods all the time are equally satisfied. They note that the store is living up to its reputa- tion. They, too, come back; and their confidence is greater than ever. The best way of avoiding the dis- astrous condition above outlined—a condition in the grocery trade, we regret to say—is to buy right. The man who buys right can sell right, and can al- way secure for himself a decent liv- ing. The manufacturers and jobbers who sell under brand and trade-mark have a definite policy, and there is no mystery about it. Their object is to acquire a reputation and_ se- altogether too prevalent cure for themselves the largest sales possible. This they can only do by fair dealing. And they spend tons of money to make their products Nationally know. The brand is the guarantee. All the retailer has to do is to pass the goods along by keeping his s- ck in froper shape, and giving the right display. If somewhat smaller than on bulk goods, sales are margin is larger, and there are other compen-. sations. Package goods of well-known brands have come to stay, and de- mand is daily increasing. They are safe goods to carry. They sell them- selves. They are clean and sinitary, and otherwise conform to the pure food laws. They link up the retail- er with the Nation-wide advertisers. ASK YOUR JOBBER FOR Hart Brand Canned Food HIGHEST QUALITY Our products are packed at five plants in Michigan, in the finest fruit and vegetable belts in the Union, grown on lands close to the various plants; packed fresh from the fields and orchards, under highest sanitary conditions. Flavor, Texture, Color Superior. Quality Guaranteed The HART BRANDS are Trade Winners and Trade Makers Vegetables:—Peas, Corn, Succotash, Stringless Beans, Pork and Beans, Pumpkin, Red Kidney Beans, Tomatoes, Spinach, Beets. Fruits:—Cherries, Strawberries, Red Raspberries, Black Raspberries, Plums, Pears, Peaches. W. R. ROACH & CO., HART, MICH. Factories at HART, KENT CITY, LEXINGTON, EDMORE, SCOTTVILLE. * mes 22 MICHIGAN TRADESMAN LOOKING BACKWARD SEVENTY-FIVE YEARS. Interesting Reminiscences Recounted in Graphic Style By a Former Mich- igan Merchant. One of the most interesting men the Tradesman has ever had the pleasure of meeting is Frank H. Thurston, a pioneer merchant of Northern Michigan who was for many years engaged in retail trade at Central Lake under the style of Thurston & Co. The partner was a son, George L. Thurston, who was—like the father—a man of rare literary attainments and possessed re- markable ability as a descriptive writer. Both father and son were regular contributors to the Tradesman in the early days of the publication. The son was a stockholder in the Tradesman Company for several years and would, undoubtedly, have become a regular member of the staff if he had lived. He died about twenty years ago. The senior Thurston closed out his business interests at Central Lake about a dozen years ago and removed to Tarpon Spfings, Florida, where he and his estimable wife are spending their later years in the peace and contentment which are the proper sequence of well spent lives. Mr. Thurston who is well on the road to 90, seldom wields his trenchant pen nowadays, but he has kindly consented to favor the readers of the Tradesman with a series of graphic word pictures of conditions which prevailed when he was a boy, about seventy-five years ago. The first of the series is published herewith, as follows: OLD TIMES. When the clear Eastern sky with the morning light gleams ’ And the hills of Ohio grow warm in its beams, With a hand that is strong and a heart that is true, With his plow in the furrow stands Tippecanoe. And when far in the West the warm sunlight goes down, And the hills of Ohio look dusky and brown, In his own quiet home he the past will review, And think Above is a specimen of the Whig songs of the Harrison campaign of 1840. There were many good ones and I do not remember that a cam- paign song book has ever since been published. There were lots of negro songs then. How many of you read- ers can remember the refrain, com- mon enough in the forties? Old Dan Tucker come to town, He swallowed a hogsit 0’ ‘lasses down, De ‘lasses worked, an’ de hogsit bust, And he went up ina thunder-gust. Git out de way, Git out de way, Git out de way, Old Dan Tucker, You’re too late to come to supper. Let me see: Things were different in 1840 from what we see nowadays, and | shall try to put down a few of my recollections, not necessarily of that date, but as they may happen to occur to me. This idea, I think, struck me perhaps twenty years ago, when Messrs. Chase & Sanborn pub- lished a picture of an old-fashioned country store. One of the first things I noticed in this picture was a kero- sene hand-lamp, and, I believe, some whole cod fish, and certain other mat- ters. I wrote the Tradesman about it at the time, but never finished the letter, for various Now, whole cod fish were the only kind available in the old days, but I never saw a kerosene lamp until about 1857. My father went into the business of a country merchant in 1817, and candles, sperm oil and whale oil were, I think, used to illuminate stores and houses until about 1842, when “camphene oil” was introduced. It was said to give a light equal to fifteen candles (that is, for a store lamp) and was followed by lard lamps, phosgene gas, fluid lamps, etc. About 1840, Cincinnati was known as “Porkopolis” and it was said that lard oil was cheaper than daylight in that town and that there the hogs ran about ready roasted with knives and forks stuck in their backs, cry- ing, “Come and eat me.” I never saw many hogs in Cin- reasons. of his comrades at Tippecanoe. cinnati, but things change in time. When I was young the Genesee flour of New York took the lead, but people did not buy as much flour as they do now. They used more corn meal and “rye and Indian.” My father said that they used to buy seven pounds of flour at Thanksgiving and seven at Christmas. He was born and always lived at Lancaster, about thirty miles west of Boston. He spent three years of his early life in Lexington and knew many of the Revolutionary soldiers. He was out for a short time in the war of 1812, and later was a militia officer. I have some of his old com- missions and his saber now. He was on the committee to receive General Lafayette, when he came here as the guest of the Nation, in 1825, and sat in both branches of the Legislature, besides holding various town offices. He was thoroughly familiar with the business of a coun- try merchant and had traveled both in his own country and in Europe. I have now a letter which he wrote my mother in 1836, I think from Ypsi- lanti, Michigan. He had left Chi- cago in the stage on Monday and on Thursday evening he was drying his clothes by the fire and writing home that he hoped to reach Detroit before Sunday. It was somewhere about that time that he bought a through ticket from Albany to Boston, allow- ing him four days stop-over on the route, and he put in the four days at home. We used to think, in those days, that we were doing pretty well, but when I look back, I can see that there was a good deal ahead of us of which we never dreamed. Friction matches—and there is no better gift to mankind—were just becoming common, and the flint-lock guns of the old wars were being replaced by percussion, but we had no postage stamps and it cost 25 cents fo send a letter from Boston to Chicago. Within a radius of 200 miles, it might be sent for 6% cents. This was what we called a “fourpence” in New Eng- land and was a relic of the old Span- ish currency, which was common in the United States until about 1855, when the Government called it in. The decimal system soon followed. Some of the abbreviations are, per- haps, worthy of note. For “account” we often now write “a/c.” This is really an abbreviation of the word “account” which was formerly much written “acpt.” The “O.K.” now so com- mon, is really a relic of the Whig campaign in 1840. It was a “drive” at General Jackson, who was imper- fectly educated, and who was said to have spelled “all correct” “ofl kor- tect.” However this may have been, the Whigs took it up as one of their campaign battle cries, and I remem- ber some lines of that campaign which ran as follows: What is’t that ails ‘the people, Joe? They’ in a kurious way, For everywhere I chance to £0, There’s nothing but . a. They do not use the alphabet, What e’er they wish to say, But all the letters they forget, Except the ‘O” and “K.” in use, and I have seen it To return to our past needs: we had no vulcanized rubber—only the pure juice of the rubber tree, smoked and dried and stuffed with rice hulls, or the equivalent. Goodyear’s inven- tion was brought out soon after 1850 and the price of raw rubber “went kiting.” One of the best things we now have is a currency that is good any- December 1, 1915 where, but in old times everybody that handled money had to have a “bank note detector,” and he was not always safe, even then. In New Eng- land, all the good banks redeemed their currency at the Suffolk Bank of 3oston, and when I had occasion to go West, I always took what money I might need in small bills redeemable at that bank, so that I might not be obliged to accept any “wild cat” Railroads and steamers were of an earlier date, but there were no sleeping cars and I well re- member when there was no telegraph. The telephone, I think came into gen- eral use about 1878. CULTENCY : Before 1850, envelopes were almost remember in 1847 that a boy I knew had a tin pattern for cutting them out. unknown, and [| Typewriters are modern. Tenny- son had a printing press in his house. I think that carpet sweepers were not in use until somewhere in the seventies. About fifteen years ago the Tradesman printed a_ historical article on the rise ond development of the carpet sweeper, written by Ed- ward Taggart, of Grand Rapids, who is probably the only man in the world who could handle the topic with absolute accuracy and undoubt- ed authority. Anaesthetics came into use, I think, soon after the Civil war. Baseball was unheard of, and I know little about it now, but I be- lieve that Julius Caesar, Washington and Lincoln were on that point as ignorant as I, KR : it is, IT IS. You don’t need to examine OUR FURNITUR with an X-Ray machine before you buy it. We'll tell you what it is and what we say The Largest Furniture Store in America Corner Ionia Ave. and Fountain St., Klingman’s : Grand Rapids, Michigan 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. “~ December 1, 1915 There were no belts, except for soldiers’ use, and I recall that George Washington sent to England for one, “red or black.” In 1855, I could not buy one in Chicago and had to get a harness-maker to make one to hold my hunting-knife. In the forties, men’s trousers were usually made with “whole falls,” and my father always preferred that style. “Fly-fronts’” came later. When first I visited probably about 1840, the loose in the streets. When I was young, bedcords were generally used in and were twisted with a into. place. They were soon exchanged for other devices. [think day, New York, hogs ran bels, wrench that “raised” people, before my bread with pearlash, but my mother said that she heard some other lady tell her mother (who was born the day the battle of Bunk- er’s Hill was fought) that they had at the new preparation for making bread, called “saleratus.” Store a I think that before 1850, flour was seldom sold in sacks, which then always made from cotton. were I believe that the idea of paper string, for tying up bundles, origin- ated in Japan. It was during our Civil war. often used the forties that I first saw a daguerreotype and postage stamps were introduced about the same time. Before that, the post- master used generally to make the amount of postage with a pen—dquill pen, by the bye. ; It was late in ge Kae \ aN DAA ARN ANN \\ WW We eo. NAA Co ODBINGNED MICHIGAN TRADESMAN Nickel and aluminum, now so com- mon, were almost unknown. Air-tight stoves came around in the forties, but were looked on with sus- picion, and I think that they did ex- plode sometimes, before lpeople learned how to ventilate them. Be- fore that, “foot-warmers” were often taken to church. They were made from tin and had a wooden frame. They were very common. Candles or oil were used in lan- terns, which were often made from tin, with holés punched through to let out the light. Glass lanterns were usually globular in shape. Fly screens for doors or windows were almost unknown. Hatchets and spin- ning wheels—large and small—were in many garrets. I myself have seen the large wheels used in New Hamp- shire for spinning yarn. Umbrellas were usually ribbed with whalebone. “Pickwicks” were usual- ly on the mantel, snuffers were al- ways in a handy place. Bullet- moulds were common everywhere. Circular saws were a rather new thing. So were “screw-augers,” as they were then called, but I have seen the older “pod-augers” in old tool houses. Wrought nails were made by the blacksmiths until super- seded by cut nails, to be followed about 1880, I think, by. the wire nail. Commercial chewing gum was un- known, but the schoolboys some- times used to “chaw” India-rubber, to pass away the time. Cash modern. registers are comparatively your trade. The white sugar was in large loaves, although I have seen Dutch sugar that looked light colored. Granulated sugar came later. The brown Havana sugar was the stand- by. It came about 400 pounds in a box, strapped with raw hide, and every grocer had to have a sugar mill to grind the lumps. In the old days the wheel wright made your vehicle, from the ground up, and the shoemaker did likewise with your boots, and if there was any waste when they were done, he threw it on a pile in the rear of the shop and burned it when convenient. The cigarmaker did the same. Few things of any sort were then put up in packages. The only thing that I recall is a certain sort of to- bacco in pound packages. The old style cent weighed about forty-one to the pound. The keys to my father’s safe and front door must have weighed nearly a pound each. Pictures were not there were no blotters. plentiful and Showcases were made by the vil- lage carpenter. Steel yard and balance scales were, I think, the only kinds in use. West India molasses in hogsheads and New Orleans molasses in barrels were the staples. It cost about 6% cents to have your hair cut. Ladies’ boots were usually side- laced and had no heels until about 1853. Capped toes on men’s shoes came Christmas Confections The trade will soon be thinking in terms of holiday candies and sweets. There is no article sold in the grocery store which forms the basis of so many different kinds of confections as pop corn. “LITTLE BUSTER” comes in 16 full ounce package, four ounces heavier than its nearest competitor. The grains are smaller, giving more to the package. When popped the volume is larger, thereby giving the customer the largest value obtainable. This cannot but please Induces Other Sales “LITTLE BUSTER” will not only sell himself if properly displayed, but will take from the store with him sugar, lard, butter, salt, vinegar, chocolate, flavoring and a number of other articles which are necessary in the preparation of pop corn confections. ‘Little Buster” is ideal for decorating and trimming the Xmas trees. Big flaky grains. LITTLE BUSTER pays you a handsome profit. Sold by all jobbers. Order a case to-day. The Albert Dickinson Company 23 in about 1867. Box toes, about 1870. Balmoral boots have not been long in use. They used to wear boots more than is now common. Double cased watches were com- mon long ago, and all the spectacles had hinged bows. The riding-bows were first in use, I think, about 1857. The “dollar of our daddie,” talked of, was never common. once The Spanish or Mexican dollar and the French 5 france piece were much more common. The old-fashioned hand fire engine with its painted leather would be to-day a sight. And I think that the above is quite enough for one communication. F. H. Thurston. buckets very strange Test of True Friendship. Vriendship is a much larger, much finer, much deeper thing than mere relish of good company. It is a great deal more than mere congenial com- panionship. Let true and deep af- fection once grip you; let interest and pleasure once deepen into in- sight and sympathy and a sense of vital kinship of mind and spirit, and the relationship takes on an energy and a poignancy you had not dream- ed of in your easy search for pleas- ure. Spirit leaps to spirit with a new understanding, a new eagerness, 2 new desire; and then you may make proof whether it be true friendship or not by the quick and certain test whether you love yourself or your friend more at any moment of divid- ed interest. Woodrow Wilson. Chicago, Ill. 24 MICHIGAN TRADESMAN WANs a S sx» HARDWAR — “AR ~ 7 = al - UAE VY, aad 2 A a af Zoe F a — ~ —_— — =— = 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. Making Your Store the Gift Store. Written for the Tradesman. In recent years, the hardware store has come rapidly to the front in con- nection with the handling of Christ- mas gifts. In this respect it competes with many other lines—notably -the dry goods, drug, stationery and jew- elry stores. have expanded to take in gift lines which are not, primarily, a part of their regular stock. The hardware business has undergone a similar ex- All of these businesses pansion. Hardware stores—some, not all—handle toys, glass, brass goods, cut silverware, china, souvenirs, cameras, and many other side lines admirably adapted to gift purposes. Whether or not these lines are stocked, the hardware dealer will find it advantageous to appeal strongly to the holiday trade. To win public recognition of his store as the gift headquarters of the community re- quires widespread and aggressive ad- vertising. The liberal use of news- Paper space in the holiday season, the staging of seasonable “Christmassy” window displays, the sending out of circular letters and advertising mat- ter of one sort and another by mail —these standard advertising devices will be utilized by almost every re- tailer. There are, however, special stunts which will assist materially to make the hardware store attractive to the givers of gifts at the Christmas season. Of course, the center of all giving is that old familiar figure, Santa Claus. The gift store that doesn’t link up somewhere or somehow with that expensive old reprobate may be regarded as out of the running. Santa makes a direct appeal to the young people, even to those who have ceased to regard him as a living real- ity but have come to interpret him as the personification of the spirit of giving. It is through the children in turn that the gift store makes its most effective appeal to the parents who hold the purse-strings. For this reason it will pay the hard- ware dealer, even at the cost of con- siderable money and time and thought and effort, to devise some ingenious means of “hunting in couples” with Santa Claus. The ideas adopted by other mer- chants will undoubtedly be helpful. The merchant who has watched his trade paper and clipped and filed away suggestions of a practical na- ture along this line will find a fund of helpful information at his dis- posal. The ideas of others are, how- ever, chiefly valuable when they stimulate the recipient to think up new ideas of his own. The mer- chant who has suggestions of this sort handy can use them most bene- ficially where he Originates or at least improves, with the other fel- low’s idea as a starter, To begin with, make your store Santa Claus’ headquarters. The other fellow down street will do the same thing, but that is inevitable: it is up to you to do it more convincingly. Don’t copy the other fellow’s stunts, but go him one or two better. For instance, did you ever think of this one. The week after Thanks- giving (or thereabouts) you received a telegram via wireless from Santa Claus worded about as _ follows: “North Pole, December 2. Appoint Blank’s Hardware Store my head- quarters in Carisford for Christmas 1915. Am starting with big load of gifts by aeroplane. Will telegraph immediately I start. Santa Claus.” If you ever receive that, bulletin it in your window where all the chil- dren passing from school can see. Put a big, red-lettered placard above it calling the attention of the young- sters to the telegram pasted below. In a day or two you will receive an- other, about like this: “North Pole, December 4. Left 11 a. m. to-day by aeroplane with big load of gifts for Carisford. Head- quarters for Christmas, 1915, Blank’s Hardware Store. Santa Claus.” Don’t be afraid to work in a few of those misspellings you invariably find in telegrams, as delivered, If you like, you can offer a prize to the school pupil in any class presenting the most complete list of such mis- spellings at your store on Christmas Eve. Bulletin Telegram Number Two, anyway. In a day or two have an- other from Santa’s first stopping place. Follow with another telling of a mishap that occasions delay. “Delayed fixing propellor, gifts un- damaged. Will try hard to get there on time.” Repairs, more accidents, more delay through unfamiliarity with the aeroplane, perhaps an en- counter on landing with a polar bear, perhaps a collision with a mountain peak en route, perhaps a smash up with a cloud—anyway, make it a thrilling and exciting progress with a new bulletin every day until say two weeks or thereabouts before Christmas, when Santa is scheduled to land at noon precisely, and does December 1, 1915 oa Waterproof i Horse Covers 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 ov in a material line. Correspondence solicited. Aan a a dta oS Chas A. Coye, Inc. em eT Chee die Bell Phone 860 Citz. Phone 2713 Lynch Bros. Special Sale Conductors Expert Advertising —Expert Merchandising 28 So. Ionia Ave. Grand Rapids, Mich. THE WEATHERLY Co. 218 Pearl Street Grand Rapids, Mich, REYNOLDS OFFICE OUTFITTERS { LOOSE LEAF SPECIALISTS ) i Stich Hine Co oud SiarteeamntlONAL 237-239 Pearl St. (near the bridge) Grand Rapids, Mich. ” 0, SZOTRADE MARK (H M_RD) SHINGLES Safe Expert W.L. Slocum, 1 N, Ionia, Grand Rapids, guarantees to open any safe, also change combination. Wire, phone or write when in trouble, Citizens phone 61,037. a Beautiful Durable Economical Saar “Every Square a Square Deal” Its Loose Leaf opens like a Blank Book For Sale by Write us All Lumber Dealers H. M. Reynolds Asphalt Shingle Co. “Originators of the Asphalt Shingie”’ Grand Rapids, Mich. EP: is Lis OSE FEAF G GRAND RAPIDS, MICH. | The “Dick Famous” Line HAND AND POWER FEED CUTTERS 40 Years the Standard You can’t buy anything better—and you can’t beat our service, for as Distributors for the Central Western States we always carry a full stock of machines, parts, and ac- cessories. This means instant action when you say the 7 word. Ask for Our Dealers’ Proposition Get your share of this business. Ask for our printed matter and catalogues. We have the goods and are glad to tell dealers all about them. Clemens & Gingrich Co. | Distributors for Central Western States Grand Rapids, Michigan We Stand Back of Every Order We Sell Foster, Stevens & Co. Wholesale Hardware wf 157-159 Monroe Ave. :: 15] to 161 Louis N. W. Grand Rapids, Mich. December 1, 1915 land, (although not by aeroplane) and reaches the biggest public school just as the pupils are coming out. There naturally he pats the young- sters on the head, jollies them along, hands out souvenirs, advertising Blank’s hardware store, invites them to come around and see him there, and, in short, does his best to boost holiday business. That’s a typical Santa Claus stunt. And it’s not expensive. You don’t need to buy an aeroplane. All you need is to hire a good natured, level headed man to impersonate Santa for a couple of weeks. Telegraph blanks are cheap; Santa’s suit will cost something, but will wear for season after season. Ingenuity in phrasing the bulletins is the great thing. That, and accuracy in your references to the geographical points in Santa’s progress. One contest suggestion already giv- en is a reminder that contests appeal partiularly to children. In connec- tion with this Santa stunt, a variety of contests might be involved. A small prize might be offered to the boy or girl handing in on Christmas eve the most neatly written copy of the series of bulletins, or the best composition telling, in the writer’s own words, the story of Santa’s ad- ventures. Entry may if you like be conditional on the purchase of goods to a certain amount at your store. Or, you may offer a prize for the best letter to Santa Claus, delivered at your store before, say, December 15, telling just what the writer wants Labor saved MICHIGAN TRADESMAN Santa to bring him for Christmas. (Such letters may be very helpful to young clerks when it comes to sug- gesting gifts for children). In con- nection with such a contest, stipulate that the gifts selected be from your stock, and invite the youngsters to come in and look things over. They'll probably, in the process, see a lot of things they never thought of want- ing, and proceed to want them, and let their parents know that they want them. The Santa stunt may be varied. Old Santa Claus is attractive in this, that he can be utilized in a great variety of ways. Instead of an ex- citing aeroplane trip, with bulletins en route, he can come in quietly and hold a reception for the children. Or you can fit him up in your store with a corner or nook or imitation cavern representing the polar regions, and let the youngsters come in and look at him there. Maybe a gift counter especially for youngsters, fixed up in Arctic style and with Santa in charge of the selling, wouldn’t prove a hum- mer? All this appeal is, of course, pri- marily to the children. But it gets home to the parents, just the same. To the parents, in a more practical and less symbolic way, you can talk gifts and giving, and offer the serv- ices of a well posted staff in the se- lection of gifts. Lists of suitable gitts for him, for her, for father, for mother, for this, that or the other typical individual, can be printed and distributed, by mail and from house There’s No Weak Link in the McCaskey Chain OUR HEARTIEST GOOD WISHES FOR THE SEASO to house. The reputation of being a gift store par excellence is a worth while asset to the hardware store at Christmas time. It will pay to go energetically after it. William Edward Park. —_2~--+____ What Some Michigan Cities Are Doing. Written for the Tradesman. Mt. Morris has taken first steps to- ward securing a system of works. Through efforts of the Benton Har- bor Chamber of Commerce local ship- pers have secured lower shipping rates via the Pere Marquette to points on the Michigan Central, Kalamazoo division. Shipments may now be made via the P. M. and Grand Junc- tion at the flat rate on through rout- ing. water- Grand Ledge is forming a Booster Club and hopes to complete the or- ganization Dec. 3. Bids will be opened Dec. 7 by the Board of Education at Niles for con- struction of a new high school build- ing. Climax will have electric lights having voted a franchise for ten years to a private company, paying $720 a year for twenty street lights of given watt power. The Board of Trade and the City Commission of Big Rapids are look- ing into the cost of installing boule- vard street lights. The Common Council of Alpena has voted to assist the Chamber of Commerce in its efforts to bring about the completion of the Boyne N_are extended now to the thousands of our friends in all States of the Union. More than 125,000 of them are satisfied users of M“CASKRy ,..., With Onl The ane Writing SYST E Drudgery First and Still the Best revent dis and unsatisfactory methods and start the And with the tested and true New Year right. ze how quickly we could relieve their accounting work of un- putes with customers, and keep their records up-to-date curate One Writing McCaskey System. NOW is the time for these to make the change from Our men are everywhere, glad to show M°CASKEY SAFE REGISTER all metal, insulated, you have absolutely the BEST PROTECTOR AGAINST FIRE in its line. The McCaskey Systems begin in price at $27.60. Every merchant's requirements can be met. The McCaskey Register Company Incorporated—Capital $3.000,000 Alliance, Ohio, U.S. A. Largest makers in the world of Carbon Coated Sales Books, and Account Registers, both Metal and Wood J but there are merchants who, while they know of us, do not reali necessary loss of money and time, better their collections, D by our perfectly simple, sane and ac their present cumbersome you. Dominion Register Company, Ltd., Toronto, Canada, and Manchester, SS — = England THE STRONGEST LINK = M‘CASKEY SAFEREGISTER Copyright 1915, The McCaskey Register Co. No disputes 25 City, Gaylord & Alpena Railroad to that city. Menominee offers the private wa- ter company there $200,000 for its plant and the company asks $280,000, but will arbitrate. The Owosso Improvement Associa- tion has petitioned the Michigan Rail- way Commission for an order requir- ing the Chesaning Home Telephone Co. to make physical connections with the Union Telephone Co. The Chesaning company has 500 subscrib- ers. The City Commission of Jackson has voted to purchase four acres in the old city park for abattoir pur- poses. John A. Holman, of Detroit, is the new manager of the Bell Telephone exchange at Alma. Students in the Arthur Hill trade school at Saginaw are doing practical work. An addition for the black- smithing and foundry departments is being built and installation of a com- plete wiring system is being made by boys of the electrical department. Boys in the woodworking shops are making additional work tables and at odd times they are building porch swings and other useful products. The Saginaw Board of Trade and the Automobile Club and the super- visors of Saginaw county have each contributed $500 and the money will be placed in a fund to be used in placing signs on all county roads. Almond Griffen. —_>-.____ A babe in arms is worth two armed with toy pistols. Speed 26 WARM WELCOME Extended the American Specialty Manufacturers’ Association.* The thought uppermost in mind ai the moment is one of regret that President Whitmarsh, of the Nation- al Wholesale Grocers’ Association, is prevented, by causes beyond his con- trol, from being with you to-day. | know that he regrets this as much as you do. I am sincerely sorry that you are deprived of a visit from so pleasing a personality and of hearins one so capable of entertaining and instructing us all. IT want you to know that I have a realizing sense of the honor you con- fer upon me by accepting me as a substitute for President Whitmarsh in representing the National Whole- sale Grocers’ Association on this oc- casion. I also want to say that I feel very much at home amid these associa- tions. It is my good fortune to know many of you personally and the business relations of the wholesale grocers with the members of your association are as intimate and im- portant as it is possible for them to be. Indeed, our relations are mutually so vitally important that I fail to see how we could get along without each other. My happiness in being with you on this particular occasion is greatly en- hanced by the fact that your meeting is being held in the commercial metropolis of my own State. And from the bottom of my heart I take the liberty of adding my words of welcome to those that have already been so cordially, sincerely and beau- tifully spoken, I know that in the charity of your hearts you will condone any exuber- ant pride that we Wolverines find it difficult to conceal in reference to our beautiful and beloved Detroit. Statistics reveal the fact that dur- ing the past five years Detroit has grown faster than any other city in the world. Detroit now occupies the fourth place in all America as a man- ufacturing city and ranks third in America as an exporting city. Past her water front there sweeps a com- merce that in tonnage exceeds that entering and leaving the port of New York City. Last year Detroit paid out in in- dustrial wages one hundred and twen- ty millions of dollars and led all the cities in the world in the manufacture of motor cars. This year it is con- fidently predicted that Detroit will turn out three hundred and _ ninety- five thousand motor cars, valued at four hundred millions of dollars. So recently as 1900 Detroit banks had only seventy-six million dollars in deposits, while at this time her banks have deposits in excess of two hundred and twenty-five millions of dollars. Detroit has the largest Y. M. C. A! in the world and smallest per capita debt of any city in America. But I forbear to tax your patience with a further enumeration of the many industries of impressive mag- *Address delivered by William Judson at seventh annual convention at Detroit, November 18. MICHIGAN TRADESMAN nitude and importance of which De- troit may justly boast. One of my principal reasons for alluding to these—beautiful, momen- tous and impressive as they are—is that, all combined, they are of no greater magnitude than the welcome that Michigan and Detroit extend to you. The wholesale grocers are the nat- ural channel through which your product is almost exclusively distrib- uted. interests, therefore, are mutual and vitally so. We should work together, hand-in hand, heart and mind, in our efforts to serve the public honestly, efficiently and benef- icently. I am fully conscious of the fact that the wholesale grocer exists be- cause he renders a public service and for no other reason. The idea I mean to convey is that he does not exist through whim, caprice or mere voli- tion, but because he renders a service to the public that can be rendered to better advantage through its organi- zation and equipment than through any other existing instrumentality. His success will be measured by the industry, fidelity and integrity with which he discharges the function of distributing meritorious commodities to the people at large better than can be accomplished by any other system. Qur In order to protect his own inter- ests, as well as those of his cus- tomers, he must be discriminating. In the exercise of mecessary and proper discrimination he, inevitably, although involuntarily, at times be- comes the arbiter of the fate of a manufactured article. This often proves an embarrassing and trying position in which to be placed. The buyers of a wholesale grocery house are neither infallible nor endowed with the gift of prophecy. It is often impossible for them to determine whether a new article, offered for sale to the public, has real merit or will prove popular with the consumer. A mistake made by the buyer may not only prove costly in money, but still more so to the prestige of the house. Therefore, desire to be ac- commodating to the salesman of the new commodity and also disposition to be in the lead in introducing new articles to the trade must be temper- ed by considerations of prudence as to the best interests of the house and its customers. I have stated that our interests are mutual. Indeed, I am glad to voice a sentiment that I know we all feel and that is that a genuinely fraternal feeling exists between the members of the American Specialty Manufac- turers’ Association and the members of the National Wholesale Grocers’ Association. Yet, in the prosecu- tion of a business of such magnitude as that which exists between the members of your Association and the members of ours, we would indeed be more than human if minor points of friction and misunderstanding should not develop in the course of business, Wholesale grocers appreci- ate the orders turned in to them by your specialty salesmen and the cred- it departments of wholesale grocers co-operate in a generous spirit with specialty salesmen, properly accred- ited and offering goods of merit. But the credit department of any whole- sale grocer house is in a far better position to judge the distributing ability and credit limitations of a given retailer than a specialty sales- man can possibly be. There is a natural and a perfectly human disposition on the part of specialty salesmen to overload the re- tail buyer. Then, too, specialty or- ders are often taken for more or less remote future delivery and it fre- quently happens that, on second thought, the retailer becomes doubt- ful of the wisdom of his purchase from a specialty salesman and _ re- fuses the goods on delivery by the jobber at the specified time. This is particularly true of that class of orders in which every condition is not specified in writing and signed by the buyer. Much annoyance and loss has been occasioned jobbers by failure on the part of ageressive salesmen to ob- serve proper precautions in bookinz specialty orders. Unhappily, mis- understandings, growing out of spec- ialty transactions, have at times caus- ed the permanent loss of a good cus- tomer to a jobbing house and have also strained the relations between the jobber and the manufacturer of the special article. All of which could have been avoided by proper precautions on the part of the sales- man in booking the order. The grav- ity of embarrassments of this char- acter becomes apparent when it is remembered that the jobber is per- manently located and dependent upon the trade and good will of his local- ity, while the specialty salesman has the country at large for his field and may make but few visits to any par- ticular section. In recognition of our mutual inter- ests it behooves us to work harmoni- ously, in a broad spirit of helpfulness, confidence and charity. This, I know, the wholesale grocers earnestly de- sire to do and I need no further as- surance of your disposition to meet us half way. When, therefore, a specialty order is' declined or cut down for credit or other reasons, the specialty salesman may know that the necessity for such action on the part of the credit man is no less re- gretted than are the conditions which make it imperative. The rapid evolution of trade an: industrial methods keeps us all busy in adapting ourselves to new condi- tions as they arise. In the very na- ture of the case your methods are more intensive than are those of the wholesale grocer. You have but one or at most only a few articles to handle, while we have a vast num- ber. Your original and aggressive methods of introducing and pushing the sale of your wares often challenge our admiration, even if they do some- times run counter to our methodical ways of doing business. We are all proud of the fact that legitimate business is now conducted on a higher ethical plane than ever before. We are becoming more and more conscious all the time that the moral tone of the whole business December 1, 1915 world is growing better—more sen- sitive to wrong and more zealous in adhering to the right. This tendency is now being accelerated by general recognition of the fact that it pays. It pays not only in enhanced profits, through mutual confidence, but it pays still more largely in considera- tions of self respect and in close and confiding comradeship. make mistakes and will continue to do so. Each of progressive trade Of course we new phase policy makes possible certain errors of ad- justment to the new conditions. —__ Destination Unknown. At the bier of a dear friend a Ken- tucky colonel placed one of his call- ing cards on the coffin. Of course, the other friends were shocked at what seemed to be levity on such a solemn occasion, but they had not the heart to insult the venerable colonel by removing the card. Later one of them summoned the nerve to ask him why he had placed his calling card in the coffin. “Well,” said the colonel, “I don’t know where Henry was bound for, but if he went to the place I think he did he will meet a lot of fine fellows if he presents that card.” GRAHULATED SUGAR FOR GENERAL USE A Franklin Carton Sugar for Every Purpose Franklin Fine Granulated Sugar for preserving and general use: A eee POWDERED.-OR |= DAINTY LUMPS |auzucr PJ pULVERIZED SUGAR = FOR CAKES & PASTRY FOR ICING CAKES Franklin Dainty Lumps (Small Cubes) for sweetening Tea, Coffee and Cocoa at the table; Franklin Powdered or Pulverized Sugar for dusting over Pies, Berries, etc., Franklin Confectioners’ XX XX Sugar for icing cakes—there’s a Franklin Sugar ina neat, tightly sealed, ready-to-sell carton for every want of your customers. This complete line of sugars saves vicar time be- cause there’s nothing to do but reach the carton down off the shelf and hand it to the customer as if it was a can of soup—and you can depend on it pleasing your customers because FRANKLIN CARTON SUGAR is made from SUGAR CANE, by the most modern refining process, and the FULL WEIGHT is guaranteed by us. Original containers hold 24, 48, 60 and 120 lbs. The FRANKLIN SUGAR REFINING COMPANY PHILADELPHIA 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 CO. 1542 Jefferson Ave. Grand Rapids, Michigan CHICAGO: 233 West Jackson Blvd. NEW YORK: 20 West 30th St. DES MOINES: Shops Bldg. HELENA: Horsky Blk. SAN FRANCISCO; 576 Mission St ST. LOUIS: 1118 Washington Ave. MINNEAPOLIS: 27 N. Fourth St. BOSTON: 21 Columbia St. PITTSBURG: House Bldg. MICHIGAN TRADESMAN December 1, 1915 To Mother Love Fair Mindedness Should Be Added. Written for the Tradesman. Mother love is something no one can pretend to understand. We can only say that it is a most marvelous provision of Nature. How else can we account for that strong over- powering affection that sees in the helpless new-born baby a fit object for the most utter self-abnegation and the most unremitting care and devotion? How else explain that faithfulness that endures all the naughtiness of childhood, the per- versity and waywardness of youth sometimes, alas! the neglect of ma- turity and middle-age, and never fal- ters nor weakens? We all bow to the love of the mother as the highest. holiest thing of which we mortals really know, the thing which symbolizes and brings in some degree within our comprehension the Divine love. Perhaps as an almost inevitable re- sult of her surpassing affection and tenderness, the mother is likely to be strangely blind to the faults and fail- ings of her children, and to sce all their good qualities in an exazggerat- ed light. Particularly is this true of the woman whose thoughts and feel- ings are elemental, the mother as Na- ture makes her, so to speak. In her eyes her boys and girls are wonder- fully good and smart and talented. “Every crow thinks her own young one white,” runs the old saying. This blindness has its phases in blessing. In the case where a child is horribly deformed or mentally de- fective, it seems a merciful palliation of the mother’s lot that she can not see the unfortunate little one as oth- ers see it. But with the normal, healthy child, the maternal blindness and partiality often work to the child’s detriment and defeat the ends that mother love and_ self-denial should be seeking to accomplish. Here is a typical instance. Ethei Moore, a very bright and lovable lit- tle girl of 9, is in most respects an exemplary pupil at school. Recently her teacher has been puzzled and pained to see her developing a stranze habit of untruthfulness. best “If it were only an occasional fib. under strong temptation, I should of course think it nothing unusual,” said Miss Weston when talking with a teacher associate, “and should trust that reasoning with the child and ap- pealing to her sense of honor would effect a reform. But she is getting to be thoroughly undependable in all she says, and she is not in the least abashed at being caught in a down- right lie.” “Have you talked with her parents about the matter?” asked the asso- ciate. “No, nor shall I go to them with it.” decisively replied Miss Weston, “for I happen to know Mrs. Moore. She never can see that Ethel is at fault in anything. She would be very reluctant to admit that the child has been otherwise than strictly truthful. If forced to acknowledge some lapses, she would still insist that Ethel is not a bit worse than all the other girls. Going to Mrs. Moore would simply stir up a big fuss, and would not enlist her co-operation in the cor- rection of the failing. Indeed the child would see that her mother de- fended her, and would be all the worse.” To offset that fondness that no imperfection or that finds a ready excuse for that which it may be com- pelled unwillingly to see the mother should cultivate a mental habit of looking at the other side of things. Sho often needs to be a judge and a critic as well as a mother. In the quarrels and small difficulties that all spirited children get into with their playmates, how few mothers are will- ing to hold their own little sons and daughters as even partly to blame for the friction! In case youthful depredations are committed, how often seemingly intelligent women are ready to set up the ridiculous plea that it is association with other chil- dren that has made their own young- sters lawless and bad! sees For the good of her children the mother should be critical of their ef- forts at home and at school, the word critical here being used not in the sense of carping and given to finding fault needlessly, but being able to discern merit from the lack of it. The natural tendency of the mother mind is to see exaggerated promise in whatever her children may do. Johnny is rather good at speaking pieces at school. She speedily sees him a great orator or lawyer or actor. Mary at a very early age is able to thumb out a few simple tunes on the piano, or to sing her kindergarten songs with effect. At once the hope is aroused in the mother’s heart that her tiny daughter some day will be a dis- tinguished pianist or a famous prima donna. To be able to tell the beginnings of real genius from performances that are not at all extraordinary—this re- quires a keenness of discrimination in which maternal fondness can play no part. For the ambitious man Or woman it is one of the sad experiences in life to find that a son or a daughter in whom all hopes have been centered is destined never to rise above me- diocrity. Heredity sometimes is strangely inconsistent. The energy and ability so marked in the parent often are conspicuously absent in the child. When this is so, it is vastly better that the mental caliber be cor- rectly estimated during childhood and youth, that there may be no long- continued efforts to develop talents that exist only in the parental imagi- nation. After such unfortunate at- tempts the disappointment always is more bitter than if the truth had been seen and accepted in the start. The mother’s tenderness, if balanced by sound judgment and the critical faculty, is likely to work ha- voc by its excess of solicitude. Miss Gilmore is suffering from a complica- tion of maladies. During her long illness, her mother’s entire devotion has been remarked by all. While no one questions that the girl is very seriously sick, there is a strong hy- pochondriae tendency which her own will power should be aroused to over- come. But the mother insists on humoring every whim and dwelline upon every symptom. The physician and nurse both hold that the girl’s chance of recovery would be far bet- ter if she were away from her mother. not In a thousand ways it comes up, that the mother, in order to do the best for her children, needs to have a breadth of intelligence and a fair- ness of mind that in some degree will restrain and counteract the natural maternal bias. We = see occasional praiseworthy examples where a fine sense of justice has been attained to. with no lessening of genuine mother love and tenderness. Quillo. —__+-._ After working hard to land his po- litical job a man can usually afford to take it easy. At Holiday Time There's a greater demand than ever for Mapleine the “‘mapley’’ flavor for making syrup and flavor- ing desserts and dainties, Order from Louis Hilfer Co. 1503 State Bldg. Chicago, Ill. CRESCENT MFG. CO. Seattle, Wash. The I. X. L. Upholstering & Mattress Co. Mfrs. of Driggs Mattress Protectors Pure Hair and Felt Mattresses Link and Box Springs Boat, Chair and Window Seat Cushions Write for Prices Citizens 4120 Grand Rapids The Reputation and Standing of Walter Baker & Co.’s Cocoa and Chocolate Preparations Have been built up by years of fair dealing, of honest manufacturing, an unwavering policy of maintaining the high quality of the goods and by extensive and persistent advertising. This means for the 8rocer a steady and Increasing demand from satisfied custom- ers with no risks to ~ himself on account of Registered, unsold or damaged U. 5. Pat. Off, goods; in the long run by far the most profitable trade. The genuine Baker's Cocoa and Baker's Chocolate have this trade-mark on the package, and are made only by WALTER BAKER & CO. Ltd. Established 1780 Dorchester, Mass. A Safe Match Means a Safe Home Every responsible grocer wants to sell his cus- tomers matches which are nothing short of the safest and best made. Thereby he safeguards the homes of his community. Any grocer who is not handling ‘SAFE HOME” matches, should take steps to do so at once. Ask any wholesale grocery salesman about them or drop a line to the manufacturer, who will have his salesman call and explain their superiority. Every ‘SAFE HOME” match is non-poisonous, strikes anywhere, is extra strong and sure, is chemically treated to prevent afterglow when blown out, and is inspected and labeled by The Underwriters’ Laboratories, Incorporated. Made Only by The Diamond Match Company dition. 1031-35 18th St. If they do, it is probably because their orders are mixed up in delivery, or their groceries Teach them ina damaged, unfit con- Hundreds of grocers are eliminating this trouble by adopting “Quality” Wire-Bound us figure with you on the cost of JOHN A. GRIER & CO. Quality Delivery Boxes Do Your Customers Ever Complain? Boxes for delivery service. Let using them on all your wagons. Detroit, Michigan December 1, 1915 Sea rnerte ee pevtenseennnceenti ete an eae alana ianninapesintlinletsnapitipctreniacioncnepnpuamenapere ene an. ——————————— wy ( Ed: ( A eeses meld, A OW e 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. Handling Poultry Under Adverse Weather Conditions. Poultry packers are urged by the specialists of the United States De- partment of Agriculture to give un- usual attention to preparing and pack- ing their birds for shipment, particular- ly if the mild weather, which has been widely prevalent this autumn, con- tinues. The weather conditions in many sections have been very simila~ to those which prevailed in the autumn of 1913, and which, as poultry ship- pers will remember, proved disastrous to all packers who did not dress, chill and pack properly. The specialists, therefore, recom- mend the particular observance of the following methods of handling dress- ed poultry which are essential to a perfect product at any time and are of vital importance whenever weather conditions are unfavorable. 1. Keep the holding batteries for your incoming stock clean, well aired and free from vermin, and see that the chickens have plenty of fresh wa- ter and plenty to eat. 2. Don’t kill a chicken when the crop is full of feed. Give the chicken only water for 24 hours before it is killed. Food in the crop or in the intestines of a dressed chicken causes loss of flavor and hastens decay, which more than offsets any gain from extra weight. 3. Good bleeding is absolutely es- sential to a good appearance on the market, and retards decay. Circular 61, Bureau of Chemistry, United States Department of Agriculture, explains the best methods of bleed- ing and loosening the feather muscles for dry picking. 4. Hang the chicken by both feet while picking. Hanging by one leg spoils the shape of the bird. Picking on the lap gets the skin dirty and hastens decay, 5. Dry pick if possible. Scalding is particularly undesirable because it hastens decay. 6. Chill every dressed bird until the body temperature is below 35 deg. F. Never pick or ship an imperfectly chilled bird. More decay is due to imperfect chilling than to any other single factor in dressing. Dry chill, if possible. Chickens cooled in water lose flavor, decay sooner, will not cold-store as satisfactory as dry-chill- ed, and are in every way more un- desirable on the market. Refrigerator cars will carry well chilled goods in good condition, but they cannot chill warm goods to a sufficiently low tem- perature. 7. Pack in boxes or small kegs whenever possible. A large barrel makes an undesirable package, be- cause where poultry is packed in large masses the weight of the upper layers crushes the birds at the bottom. 8. Line all packages with parch- ment paper and cover the top of the poultry before the lid is put on. 9. Wrap every head in suitable paper so that blood from one_ bird will not mar the appearance of an- other, 10. Use only good refrigerator cars, and see that they are in good order. Ice and salt the car twenty- four hours before loading. The car, at the end of twenty-four hours, should show a temperature below 40 deg. F. at a point four feet above the floor and between the doors. General Suggestions. Never handle chickens roughly, either before or after killing. Rough handling causes bruises, broken bones, scarred skins, and soft places in the flesh. Undue haste on the part of the killers and pickers results in low- ered keeping quality and poor ap- pearance of the product. Piece work which leads to quanti- ty rather than quality makes for lower prices on the market. Those who pay by the piece should remember that they sell by the quality of the piece. These directions will apply with equal force to turkeys intended for the holiday market. ——_+-+—__ Cold Storage Eggs in Minnesota. Commissioner J. J. Farrell of Minne- sota in a recent bulletin defines a cold storage egg and the conditions under which it can be sold in that State as follows: “Cold storage eggs are eggs that have been held in a room or warehouse for a period of thirty days or more. When such eggs are offered for sale to the consumer they shall be free from white rots, black rots, black spots, blood rings and yolks stuck to shells. Such storage eggs when offered for sale shall not be in a partially hatched, musty, moldy, putrid, rotten or otherwise decomposed condition, “All eggs or containers from which such cold storage eggs are sold in Min- nesota, whether at wholesale or retail, shall be plainly labeled in English with the words ‘cold storage’ eggs in such manner as to be easily seen and read by the purchased.” —_>--._____ The average man is an economist when he has to buy things for his wife, MICHIGAN TRADESMAN Spendthrift. “The manager of my store,” declar- ed the merchant to a little coterie of friends, “is a peculiar genius. Why would you believe it, when he draws his weekly salary he keeps out only $1 for spending money and sends the rest to his wife in Indianapolis!’ His listeners—with one exception, who sat silent and reflective—eave vent to loud murmurs of wonder and admiration. “Now, it may sound thin,’ added the speaker, “but it is true, neverthe- less.” “Oh, I don’t doubt it at all!” quick- ly rejoined the quiet one: “I was only wondering what he does with the dollar!” —_++>___ Fined $2,000 for Bad Eggs. Interstate trade in rotten eggs in- tended for human consumption cost Henry Sloan of Kansas City $2,000 in the Federal Court at Buffalo last week. Judge Hazel said the defend- ant’s promise to quit the business saved him from prison. Watson-Higgins Milling Co. Merchant Millers Grand Rapids te! Michigan 31 Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color and one that complies with the pure food laws of every State and of the United States. Manufactured by Wells & Richardson Co. Burlington, Vt. Nuts, 1915 Crop Black Walnuts, $1 per bu.; Shellbark Hickory Nuts, $1.60 per bu.; Fancy Extracted Wyoming Honey, 60 Ib. cans, 10c per Ib. Cash with order. E. Wood Co., Moulton, Iowa. Mr. Flour Merchant: You can own and control your flour trade. Make each clerk a “salesman’”’ instead of an “order taker.”’ Write us to-day for exclusive sale proposition covering your market for Purity Patent Flour We mill strictly choice Michigan wheat, properly blended, to producea satisfactory all purpose family flour. GRAND RAPIDS GRAIN & MILLING CO., Grand Rapids, Michigan Wm. Alden Smith Bldg. E P. MILLER, President F.H. HALLOCK, Vice Pres. Miller Michigan Potato Co. WHOLESALE PRODUCE SHIPPERS Potatoes, Apples, Onions Correspondence solicited Let us hear from you if you can load good potatoes The H. E. Moseley Co. is associated with us in this business FRANK T. MILLER, Sec&Treas Grand Rapids, Mich. The Vinkemulder Company Jobbers and Shippers of Everything in Fruits and Produce Grand Rapids, Mich. to sell. Both Phones 1217 Mail us samples BROWN SWEDISH, RED KIDNEY, MARROWFAT or WHITE PEA BEANS you may wish MOSELEY BROTHERS Grand Rapids, Mich. oe - or ee =e arene — — a 32 AMERICA’S OPPORTUNITY. Trade That Germany and Austria Have Lost. It is over a year since the foreign trade of the world was shaken to its foundations by the outbreak of war between the greatest commercial na- tions of Europe. Prior to that time the position of the central powers, Germany and Austria-Hungary, was a leading one in the world of trade. In twelve months it has become al- most negligible. Only those who have traveled to the Far East as well as across the Atlantic can appreciate the great strides which Germany was making in foreign trade up to the outbreak of the war. Twenty-five years ago the ports of China and the East were practically monopolized by ships fly- ing the British flag. British merchants everywhere predominated and British goods held highest favor in all mar- kets. British enterprise and British capital led the van in the vast expan- sion of foreign commerce which char- acterized the nineteenth century. Rapid Rise of German Trade. The beginning of the present cen- tury, however, saw the arrival of the German. German patience, ingenuity and thoroughness had seized upon foreign trade as an essential element of national prosperity. With charac- teristic efficiency the problem was studied as a commercial campaign. The avowed intention to become a great naval power has already been accompanied by the upbuilding of a German merchant marine. By 1900 the North German Lloyd and Ham- burg American lines, with the steam- ers Deutschland and Kaiser Wilhelm der Grosse, had not only wrested the prize of speed from the trans-Atlantic trade of the British, but had extended their service to other fields of rivalry. The free port of Hambure had also been developed to a degree which made it the European rival of Hong Kong. It soon included in its area not only elaborate docking facilities and warehouses, but about seventy industrial plants, with over 10,000 em- ployes, for converting and manufac- turing the cargoes landed there. Thus the transportation and hand- ling facilities for a growing foreign commerce were rapidly established. But the Hansa towns of Germany, the well-known ports in the North Sea and the Baltic—Hamburg, Bremen, Lubeck, Danzig—already had long experience and prestige in foreign trade, originating in the middle ages. Foreign exchange and banking busi- ness in foreign trade thus had an established basis of banking exper- ience. The German consular service was also brought to bear on the prob- lem. Systematic information on com- mercial subjects was compiled with great thoroughness and sent home by consular representatives, to be digest- ed and effectively distributed to Ger- man manufacturers and exporters. What German Salesmanship Achieved The next step was perfection of salesmanship. Here, too, a practical system was built up. Scientific study was made not only of markets but of credits. Attention was given not only to the particular kind, style and quality of goods demanded in foreign market, any but equal study was given to business conditions which controlled terms of payment. The facts having been ascertained, an ef- fort was made not only to introduce German manufactures and products, but to supplant those of other coun- tries by superior accommodation to local demands governing design, qual- ity and price in each market. The commercial results have proved the efficacy of the methods employ- ed. Asa matter of fact, foreign trade must depend to an important extent on powers of adaption and accom- modation. These the Germans have been careful to cultivate. A rapidly expanding merchant marine and ex- tensive banking establishments abroad completed and rounded out the facil- ities for one of the most impressive commercial successes of modern times. The growth of Austro-Hun- garian trade was not developed on such an extensive plan of operation as that of Germany, but it was neverthe- less, accompanied by _ assistance through foreign banking connections and a subsidized merchant marine. The progressive results of such a policy are shown even in very recent figures. In 1909, Germany’s aggre- gate exports were roughly $1,700,000,- 000; in 1913, they had risen to $2,500,- 000,000. In the latter year, Austria’s exports aggregated $562,000,000. The effect of the war is partly illustrated by the figures for exports to the Unit- ed States. For the month of May, 1914, Germany exported to this coun- try over $14,500,000 worth of goods: in May, 1915, the amount had been reduced to $3,172,000. The figures for Austria-Hungary are equally signifi- cant. In May, 1914, these exports to the United States were $1,659,000: in May, 1915 the figures had fallen to $449,000. The Drop Since the War Began. The figures for the United States alone are given for two reasons. The first is that neither of the central powers has published any complete trade returns since the beginning of the war; the second is that their trade with some countries has been com- pletely eliminated. Therefore, the fact that Germany’s exports to the United States last May were less than a fourth of what they were before the war, and Austria-Hungary’s trade reduced nearly in equal ratio, by no means tells the whole story, although it is sufficiently impressive as it stands. Of Germany’s $2,500,000,000 export trade of 1913, over $1,000,000,000 has been absolutely wiped out, possibly not to return for years to come. Her exports to Great Britian in that year were nearly $360,000,000; to France, $146,000,000; to Russia, $356,000,000; to Italy, $98,000,000; to Japan, $14,- 150,000; to Australia, $74,000,000; Can- ada, $52,000,000; New Zealand, $2,- 500,000; Serbia, $2,500,000. All of this is completely lost. Doubtless the growing animosity and hatred which has characterized the progress of this war must lessen in intensity with the restoration of peace. But indications from Italy are to the effect that Ital- ian merchants are in such a frame of MICHIGAN TRADESMAN mind that they are talking about never having any further trade rela- tions with the central powers. This is no doubt an exaggeration. Trade relations between the civilized coun- tries of the world are a necessity. It does not need British proclamations preventing trade with the enemy nor the French rumor that France man- aged to get picric acid and other ex- plosive components from Germany via Switzerland as late as last Jan- uary, to show that international com- mercial intercourse has a momentum of its own and constitutes a natural junction of trading The fact, nevertheless, remains that Germany, at least, has definitely lost something approaching half her ex- port trade, and that her enemies are sparing no effort to make the bulk of this loss as permanent as practic- able. This is a formidable future for any nation to have in prospect. Ger- many has, indeed, possessed herself of the greater and richest part of Bel- gium and of one.of the principal in- dustrial regions of France. The mines around Mons and Lille and the resources of that strip of France stretching from Nancy through Reims and Compiegne to Arras, are proving immeasurably valuable for the time. But there is no conclusive evidence that Germany will be able to hold parmanently and Germanize those por- tions of Belgium and France which she holds for the moment. More- over, the vase wealth which flows in normal times in and out through the great port of Antwerp is tightly seal- ed; Germany’s temporary prizes are bottled exclusively for home con- sumption. For the present, this is not such a hardship as it would be or- dinarily. But even so, it cannot offset the devastation of her foreign com- merce and the elimination of the German flag from all the five oceans of the world. Austria-Hungaria has never played the part in foreign trade attained by that of her powerful ally. But the situation in the modern heir of the Holy Roman Empire is not any more encouraging for the future. What of the Future? And the future is what is to play a great part. The wastage from war is one of the terrible prices which all of the belligerent countries are paying for their struggle to survive as great powers. Each of them is, therefore, concerned that it may snatch whatever coals it can from th2 blazing fire. But Germany and Aus- tria-Hungary are in a position to do nothing. It is true that they still have some outlet through Holland and the Scandinavian kingdoms; pos- sibly, also, to an extent which can- not be important, through Greece or Bulgaria. For practical purposes, however, German and Austrian out- lets to over-sea commerce are stop- ped with a cork whose leaks are being steadily reduced through the pressure of the sea power of the enemies, Even the submarine successes of Admiral von Tirpitz’s fleet, however much they may be a menace for the future, have not succeeded in relieving the pressure of the blockade, which has been increased by the closing of the Adriatic by Italy. Germany and Aus- nations. December 1, 1915 tria have no unoccupied foreign mar- kets to exploit and are even prevent- ed from any effective efforts to main- tain on a large scale those which they possessed before the war. How the Allies are Profiting. The case of the Allies is just the op- posite. The $1,000,000,000 of export trade in the allied markets now closed to Germany and Austria represent only a part of the field of exploitation which lies before them, the successful working of which may enable them to recoup many of their appalling losses. The efforts made by Great Britian to establish a dyestuff indus- try which will replace the supplies she formerly got from Germany, is only one phase of the problems and Oppor- tunities which are being studied by the Allies. For example, the British Board of Trade is publishing exhaust- ive and systematic studies of Ger- many’s exports, analyzing the mar- kets where they have been sold. Un- der the title of “Competition with Germany and Austria in Neutral Markets,” pamphlets are issued, each covering a special line of manufac- ture and conditions governing the market in each neutral country where Germany and Austria had est: ablished a footing. Particulars are given re- garding prices, design, amount of de- mand and the previous supply fur- nished by the central powers. Aj}- ready these studies have covered an extraordinarily wide and varied field of manufacture. The Britich mer- chant is having more definite and elaborate assistance in entering for- eign markets to- day than he has ever had from his government in times of peace. In normal times (1913) German ex- ports to the republics of South Amer- ica have been $165,000.000 a year; to the United States, $178,000,000. Applied to the figures given above the export trade of the central powers for 1915 should be only somewhere about one-fifth what it has been nor- mally, taking as a basis the official returns for 1913—the latest available. It may prove somewhat greater ow- ing to the difficulty of fixing at this time just what is going out through the Scandinavian kingdoms; on the other hand, it may also be less. This loss of trade will carry with it the whole establishment of German and Austrian credit in foreign countries. These two countries have thus far proved more self-sufficient than was calculated by their opponents. But the war is not over and each day is seeing the peril of their future com- merce with other nations made more and more positive. Whereas the Al- lies may have an opportunity to re- coup some of their losses by possess- ing German and Austrian markets, the latter will have the temporary, and possibly to some extent permanent, loss of these markets as an additional burden to carry through the strugele. —Nation’s Business. ——_t3 > __ Siamese Thimble. The most costly thimble in the world is owned by the Queen of Siam. It is shaped like a lotus bud and is made of gold, thickly studded with diamonds, December 1, 1915 SUCCESSFUL SALESMEN., L, M. Steward, Representing the Pos- tum Cereal Co. Lewis M. Steward, Eastern Michigan representative for the Postum Cereal Co., was born Jan. 20, 1884, at Lan- caster, Fairfield county, Ohio. His par- ents were Scotch Irish and Pennsylvania Dutch. At the age of 4 years his parents moved to a farm. His father was a breeder of fancy cattle and hogs and was twice sent to the Legislature of Ohio from Fairfield county on the Dem- ocratic ticket. Lewis received his edu- cation in a country school and at the age of 16 entered Capitol University Lutheran College and Seminary, at Columbus, Ohio. On account of poor health at the end of two years he was Lewis M. forced to give up his studies. He later received a business course at the Colum- bus Business College, Columbus, Ohio. After finishing same, he was connected with said school as its special representa- tive in Central Ohio. Feb. 28, 1907, he was married to Miss Od Perry, of Columbus, Ohio. Two boys have been -born, aged 5 and 7%. Exceptionally proud of family and lover of home life, he has registered a solemn vow that neither of his boys shall ever walk in the footsteps of the father as a traveling salesman, Mr. Steward belongs to the English Lutheran church of Saginaw. He is a member of the Saginaw Chamber of Commerce, an ardent supporter and booster for the U. C. T., holding mem- bership in the Mother Council of the United States—No. 1, Columbus, Ohio. He believes that every traveling man eligible should belong to this, the great- est and only secret order of traveling MICHIGAN TRADESMAN men in existence, an organization which has done wonders toward benefiting the life of every traveling man on the road. In the fall of 1908 Mr. Steward went to the mountains of Colorado to regain his health. He traveled out of Denver three years as special representative for the International Text Book Co. In 1911 he returned to Ohio and opened up offices for the R. C. Cole Co., of Pitts- burg, in Columbus. In 1913 he accepted a position with the Postum Cereal Co., with headquarters in Detroit. Later on he was given charge of the Eastern half of Michigan, covering nineteen counties, with headquarters at Saginaw. One of his greatest pleasures in life is meeting his customers. He has always endeavored to be a man among men, believing that one of the greatest priv- Steward. ileges a man has in this day and age is to gain the confidence of his fellow man and to endeavor, to the best of his ability, to hold and never bestray. The day was when a smooth story and a bottle of booze were chief business getters, but, thanks to humanity, this has been changed. To-day personality is the biggest and most profitable busi- ness getter. “It never costs a man any- thing at any time to be a gentleman.” This last sentence is the one that caused him to be brutally assaulted by Thomas Walsh, of Bay City about a year ago, and on account of which there is pend- ing a $25,000 damage suit in the Bay Circuit Court. 2-2 Wafted Down From Grand Traverse Bay. Traverse City, Nov. 29—B. V. Funk, the live merchant of Grawn, has re- turned from a hunting trip in Upper Michigan. Mr, Funk reports a good time and one deer. Joe Haldaman, the genial proprie- tor of the Pacific Hotel, at Baldwin, died at his residence Wednesday night. Mr. Haldaman had 2 wide acquaintance with the trav eling pub- lic and will be missed by all w ho knew him. The convention committee have been hard at work for some time making arrangements for the meeting of the Grand Council next June, and have things well under way. The making of the souvenir book has been let to C. P. Woodward and the printing to the Record-Eagle. The committee certainly have the con- vention fever and from the interest being shown by the members at large, it is a safe bet that there will ‘be something doing in Traverse City next June. We are informed that the Bellaire House, at Bellaire, has changed man- agers, and all the boys will ask is that it be put on the same plane as it was under the management of that good fellow with the glad hand—and a real friend of the boys—Ira D. Adams. Ask Ira how? Go to it and luck to you. One of the liveliest sessions of Traverse City Council for some time was held Saturday night. Prof. Tyler, C. P. Zapf and the Wagner brothers were present in the interest of the newly-organized Chamber of Com- merce and a very lively discussion took place. It was shown that some of the industries which had received the least encouragement were really of the most benefit to the a Like a good many other cities, Traverse City will spend a lot of "money to get a factory which employs 100 men at an average wage of $2 per day and, when landed, will boast that it is a great asset to the city. About 200 traveling men live in Traverse City and their average wage is better than $100 per month or a total pay- roll of $240,000 per year. We all know that most of it is spent in our 33 own home town. We believe the merchant loses sight of this fact and does not give the traveling men of his home town the consideration he should. After the discussion was end- ed, there was a better feeling all round and the majority of the U. C. T.s will become members of the Chamber of Commerce. F. W. Wil- son was appointed representative of the Traverse City Council to the Chamber of Commerce and R. W. Lyons alternate. A good many of the travelers are reporting very poor collections. While the conditions are such that we can- not expect the best of collections, yet there are a lot of farmers who are holding up the merchant with past due accounts, claiming they do not want to sell their produce now, because they think beans and pota- toes will be higher. We believe that if the merchant would put it up to the farmers in the right light, they would make arrangements to tire care of their accounts. When a man has an account past due, he has no right to hold up the sale of market- able goods for speculation, especially when the price is as good as it is this fall. The merchant has an in- terest in this crop. He has furnished the groceries, the dry goods, ma- chinery to harvest the crop and the poison to save the potatoes, and the farmer has no right to withhold his crops from market purely for specu- lation purposes. If the price goes up, he will not give the merchant his share of the raise, and if the price goes flat, he will give the merchant his note for another yeaar. The writer has had several years’ experi- ence in the collection business and finds when you put the proposition up to the farmer in the right light, he will promptly come across. F. W. Wilson. ————_.>---->—____ Opportunities you expect usually miss the last boat, aa RYT“ T (he SY GO. tolled anne, It’s the height of} the coffee season, and every day must be made to count, if you would show that your coffee department is really a feature in your business as it may be if you will handle ‘‘White House’’ and haadle it RIGHT. Distributed at Wholesale by Judson Grocer Co., Grand Rapids, Mich. MICHIGAN TRADESMAN au “S a >) val) CK, Jong, oe Ws Mi; y" 11] $50,000 Clothing Business in a Town of Four Thousand. Chariton is located in Southern Iowa, about half-way across the State. It has a population of 4,000, with no large industries. Until a large coal field was developed last year fully nine-tenths of the business originated on the farms. This part of Iowa is rolling land, rich and productive. Any crop that can be raised within the corn belt of the United States can be grown profitably. Beef cattle, dairy cows, hogs and fine draft horses are the source of wealth. Butter, eggs and poultry are shipped in large quantities. Corn is king and the old hen is queen. This explanation fits the many county-seat towns in Iowa. The farms are well kept, the big white houses, large red barns, implements, sheds, windmills, well-made fences and gates, neat, well-trimmed lawns and shrubbery all indicate a remark- able degree of prosperity, discerning judgment and good taste. In the homes of many of the farm- ers you find hardwood floors, pianos, furnace, bath and some have house and barn lighted with electricity. Boys and girls when old enough are off to _ high school and college. Latin and higher mathematics are taught in a few of the rural schools. My first knowledge of advertising to these people was a number of years ago, when as a clerk I could hear the proprietor of the store and the pub- lisher of the local weekly paper bar- tering for so much space in the paper for a season of six months, and the deal hinged on how many changes, if any, were to be made in the adver- tisement, and how much would be traded out in the store. The publish- er would wait about a year before he mustered courage enough to pre- sent his bill, for it was an invitation for a row, and a discourse on how and why advertising did not pay. It usually ended by their getting to- gether on the one idea that the pa- per must be supported for political reasons and the grand old party kept in power. My employers thought the trade we must go after was that of the young fellows about the town, that they were the liberal spenders, and bought cloth- ing and furnishings whether they needed them or not. They believed the farmer would only purchase when dire necessity forced him to do so, and along this line the efforts to get business were made. Going After the Farmers’ Trade. When I became a member of the firm, and had taken survey of the con- ditions of trade and stock, this ap- pealed to me: that any large business must have the farmers’ trade; that we must have a different system of buy- ing and advertising. We had on hand a fine assortment of freak wearing apparel bought to cater to the de- mands of the youth of the place. It would have been a good stock for the costumer, catering to a trade desir- ing garments for a masquerade party. I determined to advertise, not as we had been, but to go into it in a whole-hearted manner and to get the farmers’ trade. Of this art I knew but little. I had one idea—to tell the people what I had for sale, and the price I asked for it. To tell everybody, and keep on telling them. It should be courteous, lucid and con- cise. Everyone answering must find in my store the article advertised, and, if possible, better quality than expect- ed. I shall not forget my experience with the publisher of one of the local weekly papers. I went to his office and asked for a price on a page each issue for one year, copy to be chang- ed each issue, and asked that he buy some more type with figures and dol- lar marks. He looked me over with an expression akin to pity and slow- ly shaking his head, said: “Do you know what you are asking?” I told him I thought I did and he replied, “Your business cannot afford such a layout as that.” I tried to explain that was just the reason I wanted the space; I needed more business, and to make more money, but he could not see it. As a boy I had sold newspa- pers, and [I still retained enough of the language of the street to forcibly express my feelings in terms. that would not be appropriate in adver- tising, We now have two live, wide-awake weekly papers with a circulation of about 3,500 each. I made it a point to connect up with the manufacturer of the leading best-known makes of merchandise. Opening the Advertising Campaign. Then I opened up the campaign of advertising, using a large space in the local papers, and in the small town papers around. I had_= cirdculars printed from the advertising, using a fair grade of book paper instead of news stock. This made a cleaner- looking sheet, and I had them placed in each home in my own town, and in the homes in the smaller villages in the county. I also placed them in the farmers’ wagons and buggies. I put up fence signs, used the mails, sent out personal letters, divided my mailing lists into a list for young men, one for older men, one for slim men, one for fat men and one to fam- ilies having boys to clothe. 1 sent Three Retail Sales for One ABOUT a million people ) will get a certain gift this Christmas largely. because persistent advertising has taught the givers to select it. That same influence, bigger and_ stronger than ever is now working over- time to persuade those buyers that the only better gift than one pair of Shirley President Sus- penders is a pair for every suit. Shirley President Suspenders in the beautiful Holiday Boxes— nine different designs—will sell bet- ‘ter than ever for you this season if -you repeat the suggestion which runs throughout our big, nation- wide campaign and suggest to your trade that every man will welcome the time-saving luxury of a pair for every suit. By emphasizing this suggestion you can often sell three or four pairs to the buyer who will otherwise stop at one. Try this plan of increasing profits and see how easily it works. Shirley Presidents are the one sus- pender which the public knows by name: they sell easily, steadily, profitably, the year round, but the Holiday Season gives you a chance to multiply your reg- ular sales by this simple means. The name Shirley President protects you and your trade; it means 100% sales at the full price, without mark-down clean-ups to waste your profits because more than three million people know, trust, want and buy Presidents. Tresident< ur? SHIRLEY, MASS. Now $4.00 per dozen December 1, 1915 ence an RR Se eee December 1, 1915 advertising to appeal to each class. I never used a premium scheme of any kind. I never permitted a _profes- sional sales manager to put on a sale for me. The people began to talk. Some said they would give this young up-start just one year to be in the hands of the sheriff, and that this high-pressure way of doing business would soon explode with a report that would be heard in many a wholesale house. Business began coming; my advertising was pulling. The people, however, were suspicious. They were reluctant in admitting they had call- ed because they had received our ad- vertising, but new faces each day con- vinced me that something was arous- ing their curiosity. Many of them said they never read my advertise- ments, and wouldn’t believe any ad- vertisement they ever saw. Customers told me that the best advertisement I could have was to sell the best grade of goods, and give the greatest values. I told them that we agreed, and that was just the reason I was telling everybody I had the largest assortment for their selection and the best values to be found. About this time the Australian bal- lot system of voting was introduced in Iowa, and the papers were full of instructions how to mark a cross in the little square in front of the name of each candidate you wanted to vote for. I placed large advertisements in the paper, and in front of each de- scription of an article, I placed a square just like you see on the ballot. I asked them to place a cross in the square before each item they were in- terested in, bring it with them, that it would aid them in shopping, and would prove to any who doubted that we had the goods just as advertised. It was gratifying, indeed, to see them coming with those advertisements all marked up, and sometimes with a challenge to show them the goods. We lived up to those advertisements. If I had any doubts as to the well- paying results of good advertising they were all removed. Drawing Customers From a Distance. I then laid my plans to get more business, to bring them a greater dis- tance to my store to trade. The coun- ty I am in is twenty-four miles east and west and eighteen miles north and south. The county line is about the dividing point where the people be- gan going to the other county seats to trade. They are interested in the other county, reading its paper, paying taxes and having a personal acquaint- ance with the people. I thought be- yond that line, over in the other fel- low’s territory, was fighting ground for business, and I would endeavor to get it. I selected the row of town- ships in each county bordering on my own county. I was astonished to find there were more square miles of ter- ritory in this huge circle than was in my own county. After securing a mailing list with the name of the head of each family, I was again sur- prised to find there were more people there than in my own county out- side of the city of Chariton. I made a lone fight among the business men MICHIGAN TRADESMAN of my town to get this trade coming, but the better roads, the automobile, parcel post, better values and liberal advertising produced wonderful re- sults. We have secured thousands of dollars from this outside territory. I doubt if any plan or method I used in advertising is in any way dif- ferent than that of any live merchant. I simply saw this trade going else- where, and figured it was fighting ground. The proof of my getting it is in the volume of our sales and the results as shown by each day’s com- plete record of every business trans- action that takes place in the store. Circulars and Personal Letters. The best-paying, pulling advertis- ing I did was to have the advertise- ments I used in the local papers run off on good paper, and mailed direct to the people. This was also sup- plemented by personal letters, well followed up. This proved expensive, but T figured that this was about all I had to charge from the profits of this extra trade we were getting. The farmer wants high-grade goods. We sell them just as good quality, only for a less price, than the big city stores catering to an exclus- ive trade. He is deeply interested in knowing who makes the wares he buys. When once he finds in them true merit he is loya: and it is hard to switch him to another brand. It has been a serious mistake that many have made in advertising only their cheaper goods to the farmers. Ten years ago a friend of mine went to a leading manufacturer of au- tomobiles and asked him to advertise to the farmer, and was told the farm- er would never buy automobiles. That maker is now selling more of those $1,985 cars to farmers than to any other class of people. If the manufacturer who sells his product through the retailer had ad- vertised to the farmer, many of them would have never formed the habit of ordering from a mail order house. T have recently made an extensive investigation into what the farmers read, the papers, periodicals, and jour- nals, influencing and molding their opinions. I find they read the coun- try weekly paper thoroughly for local news; the great daily papers for mar- ket reports, foreign and _ political news. Standard periodicals, maga- zines, etc. are found in most of their homes. The great daily newspaper is becoming a stronger factor in adver- tising to the farmer. Nearest the heart of a thrifty farmer is a good farm journal. To this he turns, for it talks his language; it is close to him. Hog cholera, chinch bugs, fine cattle, what the farmer is doing in other states and countries, letters published from farmers like himself, pictures of fine farms, how to frame a barn, build a culvert, make a water tank and a multitude of things he wants to know. He is loath to part with it, and you can find it carefully filed away for reference. Here and there in its leaves is a slip of paper protruding marking something he is going to refer to later. The retailer has not been’ friendly to the farm journal because of some of its adverse criticisms. Some have told the farm- ers that the merchant was the middle man, exacting an unfair tribute. This statement is absolutely false, and will not bear a searching analysis. They have carried the advertising of the great mail order houses and it is cer- tainly a blind merchant, indeed, who fails to see their power and influence. Must Render Service. The solution of many of the prob- lems of the manufacturer and retailer will be found when they go direct as possible to the farmer with their ad- vertising, truthfully educating them in the merits of their products. The manufacturer who needs or wants more business should give this his attention, and the retail merchant must realize his mission is to render service. As a retail merchant I only ask that the manufacturer advertise his wares to my customers to the extent that they are in a receptive mood; that they know there is a well-organized factory and force that is putting out a product they are not ashamed to have their name connected with; that their name and mine offer a double guarantee, an additional safeguard that will assure them full value and entire satisfaction. As a more potent instrumtnt in keeping open the channels of trade, and as an efficient servant to the con- sumer, the retail forces need among ae ren ae een eT na I 35 of merchandise and a_ thorough schooling in advertising. They also need a National labeling act compelling a label to be placed on every fabric, stating just what it is composed of, to the end that they may advertise truthfully, giving great- er confidence and value to their ad- vertising, and that the buying pub- lic may know exactly what it is get- ting. I know of no greater step forward in the progress of business morals, no advancement so helpful to the clean, conscientious business man, anxious for success without the yellow streak, than this great movement to nate falsehood, exaggeration, elimi- graft, deceit and fraud from advertising. It will remove the premium some have placed on dishonesty. It will prove the invincible armor in that coming battle to gain the markets of the world. H. G. Larimer. ——___~>-2 Not In the Ranks. An exhorter in a negro camp meet- ing in Alabama had just made a great speech. When he got through he went down among the congregation ‘and asked each one to join the army of the Lord. One of the congregation, when this question was put to him, replied: “V’se done j’ined.” “Whar’d yo’ j’ine?” asked the ex- horter. “In de Baptist Church.” the many things just what the ‘Asso- “Why, chile,” said the exhorter, ciated Advertisement Clubs of Ameri- “yo’ ain’t in de army; yo’s in de ca are doing, and a better knowledge navy.” ae a of Knitted Caps is complete. these caps are. especially good. women’s wear. shades. trated. No. 1001 our Ha-Ka-Rac line, ROM the ‘‘grown-ups”’ down to the little toddlers the ‘‘Ha-Ka-Rac’’ line Skating, sleighing, hunting, walking—all the out-door sports of winter—call for a good warm head covering such as Each one is made from pure selected worsted yarns that fit closely and have the necessary elasticity to permanently keep their shape. In all of the good plain shades and combinations. that sells with no trouble at all, and keeps selling: the margin of profit is No 1001—A heavy, warm Hockey Cap of extra good grade worsted yarn, for boys’, girls’, men’s and In all the best Very low at The dozen, $4.50 No. 3019—Women’'s Knit Caps of high grade worsted yarn the very best to be had. shades—a good selection. pearl buttons on side as _ illus- Made in plain The dozen, $6.00 Send for illustrated catalogue or, better yet, write us to send you a sample assortment so that you may see for yourself the superior quality of The Perry Glove & Mitten Co. A most desirable line Three No. 3019 Perry, Michigan co o> MICHIGAN TRADESMAN P) d/ tral yy NAA yy V5 (Y V AN HE SHO \ = Ran it f\ a En a \ iy)! aod) a Wynne cere Rey YL LWW sul E MARKET rf Ng ee mn in your folder. Then follow with smaller advertisements featuring only two or three styles of slippers, or shoes, as other gift articles. A week before Christmas use an- other large advertisement listing all the gift articles once more. “Shop Early” slogan is a thing every shoeman should begin to emphasize in his advertising right now. Even be- December i, 1915 Credit To England. The method of furnishing Ameri- can money to the British now under consideration has decided advantages over the floating of another public loan, for while the Anglo-French loan of $500,000,000 recently floated was reasonably successful it is doubt- ful whether a similar one would go well, and moreover it is desirable to fore Thanksgiving is not a bit too early to urge people to begin their keep these arrangements in the hands 5 2am x i . ek oS >. =~) % Preparation for the Greatest Shoe Selling Season. “It’s all right for the jewelry stores to rejoice in the Christmas season, but where do we shoemen come in? We haven’t very many gift articles to offer.” This is the way some shoe- men put it when you mention holiday advertising. The first thing is for every shoe retailer to realize the large number of gift articles in his stock, or that should be in his stock if he is a live, 1915 shoe merchant. Let us see how large a list we can make, beginning with shoes: there are full dress shoes for men, a type of footwear a man often needs but will not, as a rule, buy himself. It js often “up to” his wife to buy him a pair of dress shoes for Christmas. The same holds true of comfort shoes for a great many old people. The dance craze has led to the creation of all sorts of dance foot- wear. This, together with plain dan- cing pumps and evening slippers of every variety, offers a wide field for Christmas-giving. House slippers, for both men and women, from the humble carpet slip- per to the frilliest “Comfy,” have al- ways been popular gifts at Yuletide Downy wool in-soles for crochet slip- pers are a small article, but they ought to be selling in quantities right now. Buckles and ornaments for women’s slippers are big sellers in jewelry stores when the shoe store should really be making these sales. Men’s spats are a gift article over- looked by many shoe stores. Shoe trees are another likely gift article. So far we have not yet mentioned the children, and Christmas has al- ways been, primarily, the child’s holi- day. Every boy and girl looks for new shoes at Christmas time. But this is only the beginning. There must be rubbers to go with the shoes; the boy wants high top boots and the girl wants bedroom slippers. They both expect leggins, and yet some shoe stores don’t carry them. Doll shoes are often overlooked be- cause each sale represents only a small amount, but doll shoes bring in more girls and mothers of girls to the children’s department than any article that can be featured at this season. Children’s party slippers, too, are in big demand at this time of the year. The shoe retailer who is not yet carrying hosiery will find Christ- mas season a good time in which to begin making his a complete footwear store by adding a hosiery department. Silk hose for women are one of the most widely purchased gift ar- ticles. Men’s silk socks run a close second. Children’s stockings are bought in great quantities for gift purposes. This list of possibilities is not by any means complete. It is only by way of showing how many appro- priate gift articles the average shoe merchant can offer. Right now the proprietor of every shoe store should have such a list made up from his own stock. If some of the articles suggested here are not carried, he may find it wise to add them. A complete list of the store’s gift articles will serve a number of pur- poses. First, it should be used as the basis of a gift suggestion booklet, or folder, to be distributed to all customers im- mediately after Thanksgiving. Wheth- er you get up an elaborate booklet in colors’ and illustrated with cuts, or whether you merely use a simple gift list printed on one or two pages de- pends entirely upon the size of your Store and the amount of money you can afford to spend for advertising. Booklets or folders should prefer- ably be printed in holiday colors—red and holly green on a white, buff, or light green stock, Whatever you prepare of this na- ture, see that it is gotten out at once. Distribute it, first of all, to your sales- men, and insist that each one of them become fully acquainted with every article on the list, so that they can intelligently make Christmas gift suggestions to all customers. Besides having one copy placed in each customer’s package, the folders or booklets should be mailed to a list of past or prospective customers. Now, as to the plans for newspaper advertising. Don’t let the prepara- tion of your newspaper Christmas gift advertisements wait until two weeks before Christmas. By that time you will be so busy that the advertising will be sure to be neglected. It is not possible to have every advertisement you intend to use writ- ten up in detail three weeks before Christmas. But you can plan, in a general way, just how large your ad- vertisements will be, what you are going to advertise, what cuts you will use, and the general display ideas. You have your complete gift list, posting you on all the articles you can appropriately advertise between now and Christmas. In the opening gun of your Christmas advertising campaign—the first big advertisement—use most of the items Christmas shopping. Devote a cor- ner of your regular advertisements to this purpose. Most retailers are familiar with the gift certificate idea. In the matter of footwear gifts, it is particularly appropriate because the person buy- ing is often in doubt about the size shoes or slippers worn by the re- cipient. The gift certificate offers a happy solution of allowing the re- cipient to visit the store and be Properly fitted. If you have not used gift certificates in previous years, it may be wise to try them this season. Don’t overlook the importance of having the salesmen suggest Christ- mas gift purchases to every man or woman to whom you sell a pair of shoes. Make sure that every salesman is familiar with your gift list and that he makes use of this knowledge.— Shoe Retailer. oe Uncle Sam is in duty bound to take care of his trade relations. ee It is useless to be good unless you are good for something. of the strongest financial concerns of this country and also to grant the credits as needed from time to time instead of placing them in one lump. The plan calls for a union of sey- eral London banks so as to form practically one borrower and a union of New York banks that would con- stitute practically one lender, the transaction to be in the hands of committees representing each group. The operation would thus be central- ized in the hands of skilled men and at the same time the money would be furnished by the public, for the deposits of the public would be the funds thus transferred. The loans will be protected by collateral, con- sisting of consols and other British issues with also some American se- curities. It is presumed that these collaterals will be deposited in the Bank of England. Loans have been made to American banks by the British in substantially the same Way. Sometimes the collateral has been held in the vaults of the borrowing banks, segregated from other securi- ties, and sometimes placed in the keeping of the lender. How is Your Rubber Stock? Are you prepared for the business that is sure to come with the first stormy weather? ‘n) MARK ) Remember, we carry Hub Mark Rubbers in stock ready to ship the day your order is received Write for our catalog showing all Styles in both light and heavy rubbers. Rindge, Kalmbach, Logie Company “Makers of Shoes that Wear” Grand Rapids, Mich December 1, 1915 Bought a Home With Drinks He Didn’t Drink. The “bunch” was gathered around “Milt” Kientz) “Male? is the day clerk at the Union Hotel, Burlington, Towa. He has been day clerk for thirty-one years and many of the salesmen who “make” Burlington are inconsiderate enough to the hotel owner’s feelings to say that when “Milt” quits the Union Hotel will be no more. He has more original “good stuff” than a regular vaudeville star, and he “pulls” it like a professional. “You fellows,” said he, “are not the only ones that get the worst of it; some times the hotel gets taken in and is thereby led to think that all traveling men are not pure gold and twelve inches to the foot. “Just the other day a young fellow came in with an umbrella strapped to his suit case. He checked it and, of course, the porter, instead of turning it lengthwise in gong through the door, turned it sideways and broke the handle square off. Well, we just paid him what he said the ‘stick’ was worth and let it go at that. He left early the next morning and the maid. in making up his room, found he had let the wash pitcher drop into the wash bowl and had broken both. He said not a word about the damage and we stood to lose just one caser, wholesale price. Now, do you think that was square?” Everybody said “No.” “But the best one,” said Milt, with a little corner wise grin, “was the loss of the vest.” "Well, come on,” said a U. €. T.. “Tet’s have it.” “Milt ‘came on.’ “This happened about a year ago. Some fellow came from down South. took a room with a bath. Early: in the morning he came down stairs in a terrible sweat. ‘Say,’ yelled he: ‘some thief has stolen my vest!’ Weil, every one got busy instanter. We searched high and low, and crosswise, in the man’s room, in the garret and in the basement. No vest was to be found. Finally the thing came to a show down and we had to cough. The gentleman said the vest was worth ten dollars, and we had no reason to doubt it and so settled on the gold basis. “Six weeks passed and the man was forgotten. Then one day came a let- ter. ‘Twas from the man who had MICHIGAN TRADESMAN lost the vest and it was an appeal for forgiveness, and contained a check for 10 bones. The letter ran: “*On taking another bath I found my vest. I remember now that while taking my bath at your place that I took my vest into the bathroom. I had to get out hurriedly and slipped into the bathrobe. When I went back into the bathroom I looked at my watch and found that I had a very short time to make my train. I slam- med on my union suit and the rest of my clothes, but could not find my vest. I found it later under the union suit, where I had put it in hurrying from the bathroom,’ “Now,” said Milt, “the one who can guess when the second bath was taken gets the prize.” “We all vote you the prize,” said the CF “Alcoa 1 shalt buy a drink.” All but Milt accepted. He demurred. “No,” said he, “lL am much obliged, but I never drink. -A good many think I do, but there is a good reason for that. “Before the one entrance law went into effect in Iowa that door oposite, of course, stood open. As you know, it lead to the bar. There used to be an average of eighty men stop here a day. All of them were friends of mine and over 50 per cent. of them drank. "Well, I always tried to be nice to them and most of them appreciat- ed it. Invariably before the day was over forty drinkers would invite me to have a drink. I never refused. TI always told them that I would be in in a minute and they would go in and order their poison. Then they would wait awhile for me and, look- ing in, would see that I was still busy and they would leave the price of the drink for me with the bartender, thinking I would get it later. I al- ways did—that is; get the money. They would always leave 15 cents. Figure it up. Forty offers at 15 cents apiece for thirty years. “With that money I bought a sixty- five hundred dollar home on the bluff and here is the deed.” And he really had the deed.—Orville Romig in Shoe Retailer. ——_+~-<-__ When a man becomes contented he has outlived his usefulness, —_——--_-scoa A lawsuit is apt to wear out at the pockets first. Government Convicts Coffee Men of Misbranding. It is somewhat significant that at about the time the coffee interests are begging Uncle Sam to suppress the makers of coffee substitutes on the ground that they are guilty of false claims in their advertising and sales, the Department of Agriculture makes public the facts and findings in a case brought several months ago against a well known St. Louis coffee house for misbranding, in which erroneous claims appear to be far more serious than those of the sub- stitute makers. To quote the story as it appears in the Government publication —characteristically belated: On April 16, 1915, the United States attorney for the Eastern District of Missouri, acting upon a report by the Secretary of Agriculture, filed in the District Court of the United States for said district an information against the C. F. Blanke Tea & Cof- fee Co., a corporation, St. Louis, Mo., alleging shipment by said company, in violation of the Food and Drugs Act, on or about May 22, 1913, from the State of Missouri into the State of New York, of a quantity of so- called soluble coffee which was mis- branded. Analysis of a sample of the product by the Bureau of Chemistry of this Department showed the following re- sults: Caffein, per cent. 4.48: Caffe- tannic acid, per cent. 45.48. By the term “Caffetannic acid, as used above, is meant the tannic acid yeferred to on the label of this product. Little or none of the caf- fein or caffetannic acid has been dis- carded in this product. Misbranding of the product was alleged in the information for the Teason that the statement, to wit, “In our process of manufacturing soluble coffee, nearly all the caffein and tannic acid is discarded, conse- quently taking out the sting and making it more wholesome and harm- less for people who are distressed when drinking regular made coffee,” was false and misleading in that it represented that in the process of manufacture of said article nearly all the caffein and tannic acid had been discarded, thereby rendering the same more wholesome and_ harmless for people who are distressed when drinking regular made coffee; whereas, in truth and in fact, little or none of 37 the caffein or tannac acid had been dis- carded in the process of manufacture of said article, and said article was not rendered by any process of manufacture more wholesome and harmless for peo- ple who are distressed when drinking regular made coffee. Misbranding was alleged for the further reason that the article was label- ed, “In our process of manufacturing soluble coffee, nearly all the caffein and tannic acid is discarded, consequent- ly taking out the sting and making it more wholesome and harmless for peo- ple who are distressed when drinking a regular made coffee,” so as to deceive and mislead the purchaser into the be- lief that in the process of manufacture of the said article nearly all the caffein and tannic acid had been discarded, thereby rendering the same more whole- some and harmless for people who are distressed when drinking regular made coffee; whereas, in truth and in fact, little or none of the caffein or tannic acid had been discarded in the process of manufacture of said article, and said article was not rendered by any process of manufacture more wholesome and harmless for people who are distressed when drinking regular made coffee. On April 20, 1915, the defendant com- pany pleaded guilty to the information, and the court imposed a fine of $10 and COSES. WANTED From 100 pairs to 20.000 pairs of shoes for spot cash from any retailer, jobber or manu- facturer. Will pay fairest kind of a price. Wire or write and we'll come. CENTRAL MERCANTILE CO, Tel 6893 Wabash 22 Quincy St., Chicago Grand Rapids Jobbers Like to sell you the ai a ms ir a l0* CIGAR as well as they like to smoke it, because it's ALL THERE allthe time. Try it. H. Schneider Co. 132 Monroe Grand Rapids GLOVE BRAND RUBBERS The Rubber That Satisfies Where Service is Demanded HIGH HEELS LOW HEELS BROAD HEELS NARROW HEELS NARROW TOES WIDE TOES STRAIGHT LASTS FREAK LASTS A style to fit every shoe that is made and for every service for which a rubber is required HIRTH-KRAUSE COMPANY Grand Rapids, Michigan 38 How to Secure Results in the Shoe Store. No business man to-day, or any other day for that matter, believes that a lot of theory about this and that is going to get results, and with- out results no business can be suc- cessful. As the business nearest to the minds of our readers is the retailing of shoes the questions we must answer are: What kind of trade shall we play for, and how can we get the results we want from this trade? I would class retail shoe store cus- tomers in two divisions, permanent customers and transient customers. Permanent customers are those wh» return season after season, the cus- tomers whom you can figure will buy in the same quantities season in and season out. This class of customers can be depended upon to bring their friends to your store, not so much on account of the shoes they purchased, as because the salesman made a friend for himself as well as for the house by selling them the sort of shoes they ought to wear. The transient business gives no feel- ing that he will return another season. No one can bank on him. The great bulk of transient business is in novelty footwear much of which is bought wherever the window display catches the buyer’s eye, regardless of the particular store, or make of shoe. A certain percentage of this trade may be turned into permanent customers, as instances quoted in previous articles There is, to be sure, some tran- sient trade that purchases at your store because they know something of the shoes sold, but the fact remains true that the bulk of this business is drawn to the store by the window displays, the show- ing of novelty shoes, and the inviting way -in which the window dresser has displayed them. I shall have more to say about the window dresser at some future date. This much now, he certainly deserves all credit and recognition that can be given him. It is the window display man who determines whether his store gets its share of transient business or whether the store is passed up, as not being up-to-date. His business it is to get the people into the store, when the salesmen must follow up his lead and turn them into permanent customers. show. To do this the salesmen must make themselves familiar with what the win- dow dresser has featured in the display and where each style is displayed in the window. Don’t place the responsiblity for this knowledge on the shoulders of the window dresser! He has enough on his mind. The salesman must obtain this information by a study of the win- dows as they are dressed. Do you realize that a large percentage of human beings is subject to foot trou- ble of some form or other, and that the salesman who relieves this trouble has made a permanent customer? Even Le by chance, some other modern salesman gets the opportunity and handles them right they will always remember the man who first gave them relief by correctly fitting their shoes. Foot trouble and its cure is the best working basis for a com- A cure brings per- petent salesman. MICHIGAN TRADESMAN December 1, 1915 manent results for the store besides the personal advertising the customer will give it. The satisfied customer is al- ways a booster. A few years ago I had the opportuni- ty of waiting on a woman of middle age who had picked a sensible shoe in the window display because, as she ex- pressed it, “her feet hurt”’ After meas- uring her feet I got the shoe she called for and fitted her properly. At this time I told her that she had a quite severe case of arch trouble and that if she stood very much on her feet she ought to wear a pair of our prescription shoes until the muscles and ligaments of her feet had got strong again. I told her she did not need arch sup- ports at that time, but that unless she wore the right shoe she would feel the need of them in the near future. I did not at this time know what her vocation was, but had judged from her manner of authority and her choice of language that teaching would be a good guess. That was why I spoke of her being on her feet for long periods. “IT am a school teacher,” she informed me, “and am constantly standing while at work. Will you let me see the shoe you recommend? I am willing to try any shoe you think I ought to wear, for you are the first salesman that ever told me I had arch trouble. How can you tell? You'll Need a Lot of Bear Brand Rubbers WALES GOODYEAR SHOECO. That stock in the basement is dwindling and many sizes are broken. comes there is going to be something doing. The Wales Goodyear Bear Brand Rubbers always leaders, are better this year. You are going to have a lot more people after the BEAR BRAND quality than you expected. The sales you lose by running short of sizes will pay the freight many times over. Send us that order now. When the next storm “That is part of our business,” I said. “Taken in time, before the bones of the arches have separated too much, the right shoe, properly fitted, will cure nearly any case of arch trouble without the neces- sity of wearing plates. Short shoes Herold-Bertsch Shoe Co. Flanufacturers Serviceable Footwear cause most of this trouble because when one stands, one’s foot lenghtens.” I fitted her and advised her to wear the shoe all the time. She wore them home. In about three months she came back, asked for me and inquired what she could wear for a dress shoe, as the shape of the prescription shoe did not suit her ideas for wear with silk gowns. After looking at the shoes and her feet I told her I could give her a modified foot-shape for dress occasions, and that she could gradually work into a dressier looking shoe. At the same time I ad- vised her to continue wearing the pre- scription shoe for ordinary occasions for a while longer. “Just as you say,” she replied. “I better have another pair like the first, as the old ones are getting shabby.” A few years later she came into the store with a friend who was Wearing a pair of up-to-the-minute shoes in keep- ing with the rest of her costume. This is part of the conversation I listened to while I fitted the teacher: “How do you like them?” my customer asked. “I don’t,” her friend said, “they look too long and clumsy.” “Well, I don’t care. They feel good. This salesman cured my feet with these shoes. You know what a time I used to have. He told me I had been wear- ing shoes that were fitted too short. I couldn’t walk and I was in misery with my feet. He told me that I ought to wear these shoes. If you will allow him to fit you in a longer shoe he will cure those joints that are bothering you. He says that short shoes cause nearly all our foot troubles. He cured mine.” colors. This Should Interest You, MR. LIVE-WIRE Right Now—THIS MOMENT—we have on the floor the Largest Stock of Rubber Foot- wear in Michigan Service Counts The Great Demand for Hood Rubbers makes this necessary You can have HOOD RUBBERS and make money on your rubber business Get our catalogues. See our Salesmen. Nearly everybody wears HOOD RUBB ERS. Made in black, or red or white or in combinations of these Grand RapidsShoe @Rubber( The Michigan People AS A ae Ae ea ot GRAND RAPIDS, MICH. Grand Rapids 15 December 1, 1915 This and a lot more, for I had an- other customer at the same time who also overheard the woman’s little lec- ture and who was influenced by it to buy the right shoe. A short time later the joints of the feet of the friend of my customer got in such a condition that she also joined the ranks and I suppose now she is out somewhere at the front boosting for longer shoes. Speaking of school teachers, I may as well tell you another school teacher story. This was a bad case of fallen arches that had to carry about 200 pounds weight. The woman came in to get a pair of shoes made to order like the ones she was wearing. These shoes happened to be out of her line, but as they were the most comfortable of all her shoes, she had come back to duplicate them. She was under the impression that they would have to be made up. She was wearing low shoes and wanted boots on the same last. In combination with fallen arches she had a very small ankle, and I found that while we were still carrying the last in question, a special pattern was needed to get the ankle fit, and besides she was wearing plates that were bought by guess and were all wrong. I suggested that she allow us to build the arches into the shoes as this would, in her case, give better results. She told me to go ahead and make the shoes as I thought best. After two years and a half, during which time I sold her on an average of five pair a year in different leathers, she, too, came to me with the dress Shoe question, which I answered in the same way as I did on the former oc- casion, also recommending that she should wear the dress shoe without plates, as I believed she could do so and gradually work away from the arch support shoe. Several months later she informed me_ that she was wearing them all the time, and while they ran over pretty badly, they didn’t hurt, were very comfortable and ever so much cooler. She bought an- other pair without plates. Within a year from the time she bought the pair of dress shoes the muscles and ligaments of her foot, through exercise, had forced the arches of her feet back until they were almost normal, and this woman, at 40, was walking as spry as a “two-year-old.” In this case the problem was to relieve the strain and allow as much toe room and movement as possible with a snug ankle fit until all soreness and swelling had left the foot. Owing to the con- stant strain of standing it took some time to accomplish this result. Without question, this woman is and will be a permanent customer, as well as a booster for me and the store. If space per- mitted, I could tell you of different cus- tomers that she is constantly sending to me. It pays to know your business, to take interest in each customer and to have a personal interest in their welfare. A complete knowledge of your business, backed up by a stock complete enough to allow you to use this knowledge to advantage in fitting customers, should enable you to build up a strong con- sistent following, In my estimation MICHIGAN TRADESMAN these assets are sure business builders, not only in the shoe trade but in all other lines of retailing —Correspondence to Shoe Retailer. ——_++._____. Has Got Down to Fundamentals. Grand Rapids, Nov. 29—It js re- freshing, when the country is being deluged with such a mass of unin- formed, superficial, illy digested and illogical writing on the subject of the great world war, to turn to the pages of the Tradesman and find an editor who has got down to fundamentals and who knows that this gigantic struggle is one to the death between the forces of aristocracy and privilege on one hand and democracy and equal opportunity on the other. The article taken from the New York Times, entitled, “What Is He Fighting For?” which appeared in your issue of Nov. 17, is most en- lightening and what you have to say in the same paper on “The Note to England” rings true. __In the current issue your editorial “Time for Action,” expresses, I am sure, the opinion of every red-blooded American who loves his kind and who knows that mere righteous indigna- tion against wrong, unless it resolves itself into action, weakens the moral and physical fiber of nations, as well as individuals. As a slight token of my apprecia- tion of your valiant stand for democ- racy against Kaiserism and militar- ism, I beg leave to hand you herewith a handkerchief which I lately receiv- ed from Belfast, Ireland, which has printed on it the flags of the Allies, together with the words and music of their national anthems and which I trust you will accept with my com- pliments. More power to your elbow. John I. Gibson. —_++>___ The Boss. The Boss never resigns, and in the darkest hour that can come has only one thought, and that is to stay with the ship. The Boss is he who is big enough to say, “The mistake is mine; I am wrong: I will make this right;” and does. The Boss is he who is big enough to take any criticism, and takes the criticism that he dees not deserve with as good grace as he does the criticism which is deserved. The Boss is he who is willing to start things, stand by them through their entire making, finish and com- plete them. The Boss is he who is capable of saying, as did Napoleon, “the finances—I will arrange them.” The Boss is he who is willing to pay the price of success, no matter what it is. The Boss is he who finds his com- pletest joy in playing the game, seeing the finish, and being ready for a new job, The Boss is he who demands of himself more than he demands of all the rest of his people. The Boss is the one who makes good. Elbert Hubbard. —_~+~--___ Even the thirsty chap tries to dodge the bar of justice. 139-141 Monroe St. sd Cy GRAND RAPIDS, MICH. Malek School of Music Grand Rapids, Mich. } Artist Teachers Ottokar Malek, Pianist Founder and Director The permanent Xmas gift to your children is A Thorough Musical Education Under . Capable Teachers For Catalogue address 234 East Fulton St., Grand Rapids, Mich. 39 WE BUY RAW FURS And pay highest market prices DAVID GREEN, Furrier 303 Division Avenue, S. Grand Rapids, Michigan Diamonds As an Investment We can convince readers of this paper that quality considered, our prices on Diamonds make them a paying investment. The scarcity of fine gems and conditions abroad is bound to cause an advance in price within a year. When in the city visit our store and let us show you through our diamond stock. It will pay you to see us before purchasing. J. C. Herkner Jewelry Co. Grand Rapids, Mich. Our Directory Goes to Press Dec. | , 1915 Cad INDEPENDENT Additions, Corrections or Changes of Address Must be Received on or before Above Date. 14,265 Telephones in the Grand Rapids Exchange. Call Contract Dept. 4416. Telephone Company THE FIRST AND FOREMOST BUILDERS OF COMPUTING SCALES GENERAL SALES OFFICE 326 W. MADISON ST. CHICAGO ALWAYS OPEN TERRITORY TO FIRST CLASS SALESMEN SSeS eae renee a a a 40 MICHIGAN TRADESMAN December 1, 1915 And he gets it, too, Truly Feminine. Ba EE The salesman who expects trade to “Ladies,” announced the President €@§& XS ~ ee = ~ A be dull, and is willing it should be of an afternoon bridge club, “ladies, it \é = = eS = = =e dull, will have it dull. has been moved and seconded that z= FHE COMMERCIAL VE r B . Likewise the salesman who expects there shall be no conversation at the Z = WIT, i s his customers to have no more con- card tables. What shall we do with ; = e were. == fidence in him than in the ordinary the motion?” s Mh 7: = salesman will find just what he ex- “I suggest,” said a sprightly little =o a) Siiocaa blonde, “I suggest that we discuss it WW) wes Q SZ a The salesman who lags back on the whi <. ie ¢ a3 a straight and narrow path of rectitude, a (Soi we oN: and says, “I’ve got my customers just rune —J where I want them now, and I’ll take Grand Councll 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. Grand Sentinel—C. Cc. Starkweather, Detroit. Grand Chaplain—A. wW. Stevenson, Muskegon. Grand Executive Committee—E. A. Dibble, Hillsdale; Angus G. McEachron, Detroit; James E. Burtless, Marquette; L. N. Thompkins, Jackson. Next Grand Council Meeting—Traverse City, June 2 and 3, 1916. Michigan Division T. P. A. President—D. G. MacLaren. First Vice-President—F. H. Mathison. Second Vice-President—W. J. Manning, Detroit. Secretary and Treasurer—Clyde E. Brown. State Board of Directors—Walter H. Brooks, Chairman; Fred H. Locke, J. W. Putnam, J. E. Cronin, W. A. Hatcher, C. E. York, W. E. Crowell, C. H. Gall- meyer, Frank W. Clarke, Detroit. : State Membership Committee—Frank H. Mathison, Chairman. Heuman, The Big Prizes in the Business Game. One of the most successful sales- men of my acquaintance employed the quality of self-restraint in his work on the road to a marked deeree. At the time of my first meeting with him he was very much cast down because his house had intimated 4 desire to let him go, for the reason that his sales did not seem large enough for the territory he was cov- ering—mostly in large cities. He related his experience to me. and his plan was one of the most logical I have ever known; but during the two years he had been represent- ing that house he had not been able to secure their confidence to the ex- tent that he could frankly confide in them his plans for ultimate success. We talked things over, and I en- couraged him to persist in his meth- ods, maintaining that they were bound to win, because, whether he knew it or not, he was working along highly scientific lines. I urged him to take his managers more fully into his con- fidence, which he was shortly after- wards able to do through a fortunate combination of circumstances. And then I watched him advance, which he did by leaps and bounds. To-day he enjoys an enviable reputation for high-grade salesmanship in that very house that wanted to let him out + few years since. On first entering his territory, his plan was to look the ground over carefully. He then commenced to build, always with an eye to the fu- ture. The prospect of immediate sales failed to dazzle him, unless they were of the sort that would ‘make good timber for erecting his super- structure as a whole. When calling on the trade in a large city, it was entirely foreign to his policy to jump right in and sell to every dealer that had a Bradstreet or Dun rating that would pass muster in the credit department. Instead, he cautiously laid his acquaintance among a limited number of the very best merchants, and began by trying to secure théir confidence, and thus draw their sympathy largely to him- self and his house. He believed that the best way to do that was not by selling them the largest possible bill every time he had a chance, but by often selling them the smallest. bill possible. Frequently on his return Visits, if conditions were not just right, he would not attempt a sale at all, pre- ferring to cement his relations by helpful suggestions, and otherwise strengthen his position in their con- fidence. In starting a new customer, he highly favored the plan of selling merely a sample or “sorting up” order. From the small vantage-point gained, step by step he followed up his work, never permitting himself to betray a confidence once reposed in him by overloading a customer. He was clear-headed, patient, hon- est, logical, courteous, always on his guard, and extremely tactful. Finally, when his preliminary work was com- plete, he moved in and took posses- sion of his own. He sells the very best accounts in his territory, and no competitor can either undermine or wrench away from him the confidence his customers repose in him. To sum up his work from start to finish, he succeeded because he was not over-anxious, and knew the value of making his work fit a set plan. It is a great thing to be able to play, not a dull game, but a waiting game in salesmanship. The salesman gets what he goes after, provided only he is not afraid to work and sweat. But he must not forget that it is a good thing to sweat mentally once in a while, as well as physically. There are no dull months for the intelligent salesman. Dull months are for dull salesmen, not for live ones. If you were a carpenter and your saw was dull, would you Say, “I can’t work this month: my saw is dull?’ No. You would get up early in the morning and file that saw before breakfast. You would make it eat its way through an oak board like a 10-year-old boy through a piece of pumpkin pie. The live salesman does exactly the same thing. At the first sign of ap- proaching dullness he sharpens up his business tools and goes after business, pretty good care that they get enough of my goods to keep them from buy- ing elsewhere,” just because he has succeeded in winning their confidence for the time being, will get just what he is looking for—lost prestige, by the shortest possible route. You can have lost prestige, like dull months, if you want it. But you'll be out of date if you get either, because con- fidence is the basis of all right trade. The right kind of salesman believes in doing his duty every day, and in doing each duty faithfully. President Roosevelt tells a good story to urge duty and emphasize his oft-repeated declarations that oppor- tunities are often overlooked. “I remember down in the village where I lived there was a decent but dreamy young fellow, a little apt to spend his time thinking how well he could have led his life under other conditions. His mother was a hard- working woman. One day he was reading in the paper an account of a fire in New York and the heroic deeds of a fireman in rescuing people from the burning building. His mother was busy around the room. Soon he put down the paper and said, with a sigh, ‘Oh, how I would like to rescue somebody from a burning building!’ “His mother answered, ‘Well, Tl tell you. This building is not on fire, but if you will get in the kindling wood, I'll be obliged to you.’” There is a good moral lesson in that for all salesmen. The way to be a good salesman is to be a good neighbor to your cus- tomers, then a good neighbor to your fellow-salesmen in your own estab- lishment, and to act toward your firm so that you become the kind of man they are glad to have work for them, or for whom they are glad to work. The business life of the employer and that of the employe should go hand in hand, supporting one another. Make your house feel glad to have you in their business family; feel that you are a good man to do business for them, and a good man for them to do business with. That’s what the right kind of salesman does. Walter D. Moody. Copyrighted 1907. It is a poor elevator that won't work both ways. Management Frank W. Brandt Joseph E. Bureau A hotel with cafe in connection conducted on a first class basis providing for the out-of- town visitor excellent hotel accommodations and “big city’’ cafe service. Your patronage and assistance in maintaining the standard of excellence set will be appre- ciated. Snyder’s Restaurant 41 North Ionia Ave. 4 Doors North of Tradesman Special Dinners and Suppers 25c HOTEL CODY EUROPEAN GRAND RAPIDS, MICH. Rates $1 and up. $1.50 and up bath. Bryant Hotel Flint, Mich. $2.50 AND $3.00 PER DAY Hot and Cold Running Water in All Rooms Rooms with Bath C. H. BLISS, Proprietor EVERY SALESMAN has use for a Corona Fold- ing Typewriter. It enables him to type his letters and reports while traveling from place to place. The Corona weighs 6 Ibs. and is as durable as the large office machine. Drop a postal for Corona booklet A-1. Corona Sales Office 333 Michigan Trust Bldg. Grand Rapids Michigan a ~ et ea ' ee Pe ae 4 DIAMONDS $10.00 to $1,000.00 $1.00 a Week CHRISTMAS DIAMONDS, WATCHES, LA VALLIERS Make your selection now. Be ready when Christmas comes. J. J. THOMSON JEWELRY Co. _ 327 Monroe Ave., Grand Rapids, Mich. O. W. Stark, Mgr. (SS SS eS SS Se December 1, 1915 Sagacious Suggestions From Saginaw Salesmen. Saginaw, Nov. 29—Saginaw is to hold a special election next Saturday to vote on the water question. We love our town and we love our peo- ple, but we must confess the water is almost unbearable. It is the hope of every live citizen that the voters will give us a water filtration plant. There are few races of people of more sterling quality than the Ger- mans, but their one great fault lies in this fact—they do not appreciate good water. One of the greatest scenes of ac- tivity was pulled off in this town Thanksgiving day, when the sturdy warriors of Arthur Hill high school foot ball team met and humbled the Saginaw high school foot ball squad. There were 6,000 in attendance to witness the big game of the season. We feel this is a very good way to prove Saginaw is still on the map. Fred C. Neal, for the past four years a representative of the H. ip Heinz Co., with headquarters at Flint, resigned his position last week and is now selling Black Cross tea and coffee for the Widlar Co., of Cleve- land. Fred is one of those boys who is known as everybody’s friend. He is well acquainted with the Valley and Thumb trade and has always worked for the interest of the gro- cer, as well as for that of his house and himself. He has greatly benefited himself in this change and has a lot of admirers who wish him well. He lives at 720 East Third street, Flint. Dame Rumor has it that a large automobile corporation has _ taken over the old Marquette motor shops, of this city, and expects to. start operations Jan. 1. While the above has not been officially confirmed, the advance notice came from very good authority. Marwinski & Loebrich, the popular Genesee avenue druggists, are hav- ing their store remodeled inside and are putting in a new front. When completed it will be one of the finest stores in Northern Michigan. J. Eaton, of Eaton & Son, of Perry, is confined to his home with ap- pendicitis, G. Huggins has sold his gro- Cery store at 1343 Glenwood avenue, Flint, to M, Sholey. We understand the postoffice at Flint has been receiving mail ad- dressed to Jitney, Mich. It is not to be wondered at, as there are 268 li- censed jitney buses in operation there HOw, the DO UR in Detroit or any other town must take a back seat when it comes to giving service, as compared to the jitney fords. E. G. Haymond, Stocer at Flint, has put in a new store front. The inside is also being redecorated and, when finished, will be a model store. Mr. Haymond is one of Flint’s live wires and as a business getter can be ranked among one of the best. J. Beaubiean, who has been run- ning the Ithaca Hotel for the past year and a half, has leased the Allen- dorf, at Holly. A mention was made some time ago about this hotel clos- ing when Oakland county was voted dry and the Proprietor, Mr. Allen, thought he could no longer conduct a hotel without a booze joint in con- nection and closed the hotel to spite the people of Holly. We are mighty glad to see Mr. Beaubiean take this Place. With his experience and the assistance of his wife and two daugh- ters, we know he will be able to show the former proprietor that an honest living can be made in this hotel with- out catering to John Barleycorn, The building is new and equipped up-to- date and when first opened was con- sidered one of the best hotels in this Part of the State. It will be thrown open to the public Dec. 1. The Donovan House, at Mt. Pleas- ant, changed hands recently, the new Proprietor being A. W. Creed, for- merly connected with the old Ban- MICHIGAN TRADESMAN croft House. The hotel accommoda- tions in Mt. Pleasant are considered about the poorest in the State and it is the hope of every commercial traveler that Mr. Creed will give them a good hotel. Ve Saginawians must admit we are a bit jealous of Sister Flint, but we cannot help but give her the boost when so deserving. Never in the history of the State has such progress been made in an industrial way as is now going on there, not even except- ing Detroit in proportion to its size. There are right now 1,200 homes un- der construction and only last week Mr. Nash, head of the General Motors Co., issued a statement that the Buick plant would be equipped to double its capacity within a very short time and also sent out a call asking for 3,000 more homes.. A number of the other manufacturing plants are build- ing additions and it is stated that the Chevrolet Co. is spending $1,000,000 on its new plant, now under construc- tion. Hundreds of people are work- ing in the Flint shops from other towns who are unable to get homes to live in. Schools are being over a May Flint live long and pros- per! We note in Editor Stowe’s columns of last week this question, Where does the U. C. T. stand on Greeniem and Pufferism? I believe I can safe- ly voice the sentiment of not only Ul @) @7s) but every traveling man on the road by saying, Down with both! If Mr. Puffer expects us to patronize him, he must come across and it is the hope of all Knights of the Grip that after hearing such men as Brothers Lawton and Stowe on Michigan hotels at the convention this week, he can see his way clear to change his old tactics. As the Say- ing goes, an honest confession is good for the soul and if Mr. Puffer will stand up and confess his wrong doing, we will be more than glad to show him our hand. It is the duty of every American citizen to stand up for the right, al- low no one to slander or defame Uncle Sam or any port of his domain, and right here is where I start. Brother Ballamy, of Bay City, in his 3oomlets of last week, speaks of Sag- inaw Council serving a Dutch lunch in the evening. I am free to admit I did not see everything, nor did [I sit near our Worthy Grand Page, but I do know that at our table we had nothing to drink but coffee. I am very fond of luxuries myself and at our next banquet, I'll arrange to see that we are all treated alike. At any rate three cheers for Bay Council and may it continue to increase! Mark Brown, the Czar of Michigan and a drug peddler of the first class, has packed vuns, blankets and frying pans and left for the Northern woods. Mark is a man of goodly size, his style of hunting, ’tis said queer, three weeks he trodded ‘neath heavy skies, his reward a fine young deer. “A dittle more information relative to the above piece of poetry (?). While we all admire Mr. Brown for what he has done and is doing, we must not overlook his bodyguard and sharp- shooting friend, Bert Rutherford. We do not know definitely who shot the deer, but at any rate I was instructed to say that the donation came from Brown & Rutherford. I endeavored to get a little information regarding their trip, but Bert said he wouldn’t dare tell a thing on Brown. At any rate they got what they went after, so what’s the use? Invitations have gone out to all the members of the Sagi- naw Council to be on hand at Forester’s hall next Saturday evening at 6 o’clock sharp. Bring your wives and sweethearts. Leave your ham- mers at home and fill your joy pots before you come, as this will be one of the biggest social functions held during the winter season. The ban- quet will be served by the ladies auxil- iary. Music will be furnished through- out the evening by the Rosso orches- tra. Speeches will follow the ban- quet. Dancing from 8 to 12. Re- ae the time, the place and the girl, The real important question now confronting you is not, Are you a reader of the Tradesman, but are you a subscriber? L. M. Steward. ———_>++___ Sparks From the Electric City. Muskegon, Nov. 29—Our past Counselor, E. P, Monroe, is traveling through Illinois at the present writ- ing and it is reported that he is booking some nice business for his house. Peter Phernambucq, who conduct- ed a meat market at Macatawa Pagk is traveling Western Michigan in the interest of Sulberger & Sons Co., packers of Chicago. Mr. Phernam. bueq is well liked and very popular with the trade. At our last meeting a committee of three were appointed to hear all grievances against the railroads. This committee will investigate any com- plaint made and will endeavor to get the best relief possible under the cir- cumstances. The following members are on this committee: A. W_. Stev- enson, Jay Lyons and Milton Steind- ler. It was decided to start a fund which will be used to carry delinquent members over one assessment before action be taken toward suspending the delinquent. There will be a fine of 25 cents added to the assessment of all those who use this fund. Under these circumstances it will be better to pay your assessment when due. Then you will have more money to purchase Christmas gifts with. A sign in one of the local stores reads, “Get your chicken here for Sanday dinner.” We wonder what kind they mean? Quite a few of the members prom- ise to be on hand next meeting, as it is expected that Grand Counselor W. S. Lawton will pay us a visit. Get all the applications you can, as Wel- ton wants to end the year with a good showing. By the way, did you ever see a Senior Counselor who was ever any more popular with the boys than Ernie Welton? J. Van Deusen is opening a first- class grocery store at 126 West West- ern avenue. Mr. Van has equipped his store with glass show cases, oak fixtures, electric coffee mill and, in fact, every necessary fixture needed to make his store an attractive place to trade in. Mr. Van Deusen has had experience in the grocery business, having conducted a general store in North Dakota a few years ago. Mr. Van is very aggressive and has the ear marks of a successful merchant. A committee will be appointed next meeting to arrange for the accom- modation of the boys and their fam- ilies at Traverse City next June, when the U. C. T. convention will be held. This committee will also have charge of the A. W. Stevenson campaign and it will be their duty to use all honor- able means to elect A. W. Stevenson Grand Sentinel. We hear one of the boys in the Upper Peninsula has as- Pirations to hold the Grand Sentinel job. Welcome, brother, as it is only by good competition that we expect to attain what we are after. We are prepared to work hard to see A. W. Stevenson elected. Ernest Hentschel, proprietor of the Hentschel Hotel and member of 404, has taken a trip up North with a few of his friends in quest of par- tridges. Ernie is quite a shot and, no doubt, will bag some game. Any one knowing of a position va- cant for one of our brothers who is well acquainted with the retail trade in Western Michigan, kindly com- municate with the writer. Traverse City Council, attention! Take advantage of the Michigan Tradesman and advertise your com- 41 ing convention in a paper that is read all over the State. The Enterprise Brass Works are erecting a new plant next to their present location which is estimated to cost about $15,000, This additional space is badly needed by this con- cern, which sometime ago purchased the old Wright Hood & Cooler plant, at Eighth and Clay streets, intending to use this plant as a finishing room for their products. They find that too much time is consumed in hauling between the two plants and hence de- cided to build this welcomed addi- tion. | The Continental Motor Company is building a tunnel which will con- nect all its factories under ground. It was necessary at one place to go under the Pere Marquette tracks and the motor people had to drive in spiles to re-enforce their tunnel walls. Another victory has been claimed by the Muskegon football team when they scored 13 against Grand Rapids central high. The trains and inter- urbans were crowded to their capac- ity in carrying the crowds between the two cities on turkey day. A good deal of the credit of winning the game belongs to Louis Gudelsky, the Muskegon coach, who took a bunch of boys who knew nothing of the inner workings of the game and whip- ped them into the most formidable team in Western Michigan. Three peddlers, Harry McCall (Musselman Grocer €o.). 3ert Waalkes (Walker Candy Co.) and i Hart, who peddles Sunset milk, were stalled at Weidman for thirty-six hours. Quite a lone time in one town. The crank shaft broke about two miles out of Weidman and Hart walked to. Weidman to obtain a new one when, lo and behold! none was to be found in town. He then tele- phoned to Mt. Pleasant. which sent one by the next train. In the mean- time Bert Waalkes and McCall hired two mules and drove the car into Weidman. All the folks on the road wanted to know if this was some new farm wagon and Bert and Harry had an awiul time convincing the folks it was a broken down ford. Mc- Call thought he could fix the motor without any other assistance and took the moter out of the car. After 4 thorough inspection of the motor, Harry replaced same in the car and tried to connect the crank shaft, but the shaft would not connect with the motor. Bert was called for He is an old machine hand, having worked in the machine shop of Britain & Stevan when they were in Muskegon. After looking over Harry’s work, he said, “Why, boy, you have the motor in upside down.” And the laugh was on. If some of the boys could con- tribute their mites to these columns, the writer would be glad to pat 2 few items in every issue. It was with sorrow that we heard the sad news of the death of Clark W. Mills, of Grand Rapids. Mr. Mills was the founder of the whole- sale paper and woodenware concern of Grand Rapids which bears his name. In fact. a sood deal of the success of the house can be attribut- ed to the solid foundation that was started by Mr. Mills. As a competi- tor he was honored. respected and liked and his views were alwavs val- ued by those who knew him. Tt may be truly said that we have lost a friend whom we will lone remember for his deeds while on earth. The Tradesman unites with the Ue F in extending our deepest sympathy to the members of the firm and also to his family. Milton Steindler. A. L. Barendsen has opened a ga- rage and auto sales and supply store at 221 Ottawa avenue. ———_2~-~~-___ Henry Geerdenk succeeds Walter Post in the grocery business at 864 Second street, 42 MICHIGAN TRADESMAN = a ee > 7 G es. < BE rr Z a 7 ww 4 } J is } Y ” ») me wy) SIL, DRUGS” DRUGGISTS SUNDRIES | 7 PL Ce tee, dis, ye Michigan State Pharmaceutical Asgo- clation. President-—-C Hi Jongejan, Grand Rapids secretary—-D. D. Alton, Fremont John G. Steketee, Grand Treasurer vext Annual Meeting—-Detroit, June 26 21 and 22, 1916. Michigan Pharmaceutical Travelers’ As- sociation. President—-W. H. Martin, 165 Rhode Island avenue, Detroit Hecretary and Treasurer—W. S. Law- ton, Grand Rapids Some Holiday Suggestions. lover Y CiIASS of bu ineéss from under- takers to insurance men are soliciting holiday business. As a usual thing the druggist put im an extra stock of stationery, perfumes, and_ toilet voods and lets it go at that. Hie argues that what doesn’t sell will do for regular stock and that’s all right, but why not see to it that it does sell? The department store and the nov- city bazaar and the eift shop sell] their wares but they go right after trade with a club, if necessary Of course, the club is wreathed with evergrecn and decorated with paper bells but it shoos people in all right. These stores just radiate a Christ- masy atmosphere. The very Salva- tion Army Santa Claus on the walk in front proclaims it. The windows and the store are redolent of it and the very help are busily expectant. Now if you watch the method of these wholesale trade getters—bar ring specialty and one line stores you will have it borne in upon your business consciousness that they pro vide something for every body from baby to baby’s respected grand par- ents, and moreover they provide these at prices to suit full and only moderately full pocket-books. ven the drug store that does not carry side lines of books, china, cut- vlass, jewelry, cut-flowers, etc., can make out a very creditable list. lor Baby—Teething rings, brushes, combs, tiny hand mirrors, bath and talcum powders, baby hot water bot- tles of fine rubber, nail scissors, rub- ber sheeting and = protectors, wash cloths and cases, toilet water, teeth- ing necklaces, chamois, sponges, powder puffs and boxes, fine soaps, absorbent towels, and gauze, paper toweling, alcohol stoves, or special milk heating apparatus, insulated bot- tles for keeping milk on a journey, etc. lor Brother and Sister—Manicure S alps vp on natin i 9 an « of fine spices, plies for pets 90d, vanity 1 € 1 ket co ind mirr J 473}GQ mirT r ¢ fot er— ssor { q rter a GOZen mal te « umes onery, r ot wat tie in fanc wders, creams sponges, shampoos, soaps, toilet wat- cr, medicine case, traveler’s medicine 1 1 : Case, i€ather goods, etc. lor Father—Shaving cream. pow- pay 'o as . Lrnif der, SOap, razor, corn Kntie, toot powder, library paste, desk supplies, Cic. Any number of other divisions may be made such as the athlete, the so- ciety belle, grandmother, grandfather, etc,, etc, Advertise the articles, dwell on the present day idea of utility, display the goods attractively and give prices. ‘or the price does mean a lot to the majority of people. If there are any institutions near whose patronage would be valued or which you desire to remember, it is a good time to do it, either with a cash donation or a supply of some worthy goods of your own make. It is a good idea to remember that if is impossible to catch all the time. Sometimes it is up to us to throw. Play ball! Russell Wilmot. Disappearing Turpentine. It looks as though, if strenuous Measures are not adopted in Florida, the turpentine pine in that State would be entirely extinct within an- other ten years, says the Spatula. It is difficult to conceive what business the arts will do without turpentine if the day ever comes when it is no longer obtainable. There has never been made a_ turpentine substitute. Some years ago an attempt was made to extend turpentine by distillation with petroleum oil, but it was a fail- ure. The product was a vile concoc- tion which ruined all work in which it was used. Wood turpentine is a low grade turpentine distilled from pine wood, but it in no sense takes the place of the spirit. It is hoped that important steps will be taken at once by the different states, for it can not be done by the Federal Gov- ernment, to conserve the source of the turpentine supply. ” “Cocoa or Cacao. plies the form coco to cacao-beans. noted, too, that Bailey, ded Johnson as a lexicog- who DIECc rapher, gives the name cocoa to the nalm alth ' gh J palm, althoug am not he does so in the earlier itior By some of our early voy- agers the word is spelled cocoe. and De ia Val says the native name in the Maldives was Koul.—Chemist and Druggist Number of Drug Addicts Exagger- ated. The question of drug addicts has veen the subject of much discussion since the Harrison Law went into effect, and many exaggerated and misleading statements in regard to it December 1, 1915 ave been published. It wa that the result of the of the Harrison anti- r¢ would be the besieging Oo by drug addicts and a rime wave of country wide extent, accompanied by a trail of suicides. Nevertheless, although hospital re- orts demonstrate plainly the effect : eniorcement of the law, these istic predictions have by no neans been fulfilled. After a careful review of various evidence, includ- ing particularly statistics as to the tal amount of narcotic drugs avail- , legitimate or otherwise, an expert figures that the estimate made by the committee of he American Pharmaceutical Asso- able for all purpos ciation some time ago, that drug ad- dicts in this country do not number more than 200,000 is approximately correct even at the present time. ——~+--___ Every time you avoid doing wrong you increase your inclination to do right. 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 UNIVERSAL CLEANER Great for the pots—great for the pans Great for the woodwork—great for the hands. ORDER FROM YOUR JOBBER satisfaction. date as possible. near future? Druggists’ Sundries and Holiday Goods On account of very much improved con- ditions in general business throughout the country, the orders placed with us this season for holiday goods have been beyond our ex- pectations. We have urged all of our cus- tomers and friends to look over our line early so that we can give them the best possible Appreciating the increase in business we have enlarged our orders and can say that goods from foreign countries and from Amer- ican manufacturers have come to us more promptly and more completely than we could at first expect. We are yet in a Position to accommodate customers in the holiday line as well as the staple line, but ask for as early a May we have the pleasure of a visit in the Yours respectfully, Hazeltine & Perkins Drug Co. A December 1, 1915 - MICH I GAN TRADESMAN The I mpendin i g Fiasc o of O W ur Civili io zation, aes eo: Haven, Conn. N gering my he ee eg Nov. 07 | 5 Hig ¢ yrea eS retreat age ago, in Seg ae a nd i ie 3 oo : 2 : 3 a + fic : | oe retreat a “bethiehem, o s spas effort or spares Tt Ne are we HOLE i thes " ee t, Jerome eae sums vo ae oe SALE DRUG P 43 ing the Et : sigoths w ) i: ee coi ue , F - (te a ar . Are us . go tl 2 ; a , ‘ : . ; ne | aul oudae vere besies Itali: ne Canadi Gi in a th cS quot CU this?” |} y. 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[to ee it SA ae: for ue Poly oe ae : ae : : ‘ ae 3 : aT ren imte nor di ain a laroe ary for We @6 00 ‘T: ee 2 75@3 00 % enet'n’ bb L1"@ So fe ) yr did Le ge standi eo 7 Pansy, occtees 007 a ee : “e a am : x 7 oe intereésts° ane armty, nb Berrles 5@1 00 oe veep esaicee = 4 aan Vermillion, jae 2 g 1% Antoni 1 could boas —a Civiliza- nd now ensurable wi € a navy aubeb ... Turpentine, bbls 300 40. CY rmillion, mer. 139 onines, of JOaSt, un Za : IW We z with Enel: Bish ae - a Turpenti e, bbls. @ 5 vans, 2 org Oe SG : ider est i are uroed f “neland’s iper 1... s 3 crit 3 a on ah Ane , of one lancuas the quarters t ged fro s. Juniper fees 5 ¢ Wintereree1 ess 68@ ne hiting : 1 » 20 Le. ine guage, one I: anes: rs to abanc ym the his Prickley “Ash gE ie a ae . to the Bl , om the Fi ’ 1e law policy, tc abandor Hae lai . 3 oe that a : | fas : : ete ae re 15 bi een, SW @5 25 P. Prepd 2@ = ae one Ta 7 7 ay ee settled @ birth eet pd. 1 35 bie 1 the Firth’ 9 : O tax i ay our adv: I BO Wititesersen cc 4 50¢ o@1 45 a. : o the Ticri e Pillars = order ourselve advantage : a ate ors alive io as Moms if Gibl Ot ne . sacrifice ¥es outrageoushy eae in owes! : : : Ss aS Still Suber -day, would he on cee repared » triumphe Sly in sa SBLe (ordinary 3rmwood ..., 4 5u@4 UU Blue Vitrol,”” long of his opini le not feel fOG this aredness, they ant Mol- me tae be fs “a ea 2 Cane of ee .¢ toil; S specious ) they call at. < Elm (po gon) 65@ 75 P @4% foc Vitrol, Obl. @ 816 ae peace was at that Mime far S progra , and Sassafr wd. 30c) 28@ 75 otassium ordeaux }V less 9%@ 8% , 1ich the | as the happi lal armer programme, ever Ss Sut (pow 38 = an ha ace was the iinet ‘aborer, mus | every) har o ery Soap Cut . 30c) @ 2 Bichr nate =a al bore, Whi St 3@ 1 century ven at the end Pace has ever some educz st deprive his dworking 35c sale sii foo a. 20 60 hee ee <2 oa lan rao before a i (oon «reese a Soe Seu ° ones EHH on es : = =e : : d still A iatic raid. Cz ly q r they ne spiritual < E @nlorate Sar ae p24 75 ane Gos ae a @ 5 to Ron pen thos , Claud- y €O pay y go first) | bn saat sn ag ion ; ia si : a ae cc ay the taxes st), not mere 4icorice ... _, Powdere and Soluti Sulphur @ 16 the pacifier _imistress, the le lines mpensate fc xes needed, | oo ae ae * tee : : a c ms | Si , of all the w e civilizer New exXtravy. yr «6the: new a ut. to ered 35@ 40 Cyanide granular 62@ a ce gts i mh sa the ee : agance. waste, the Arnica Flowers babs Sie 40@ Bo 20@25 eSternm Wor ¥y, paint iC all for w = Ghagamne 4G ermanacanata | 4 320 : : ) Bes ully tr or what? : amomi ---- 886 Ss naganate W001 Tt 7 “ ee ane se bate | Am Gua : tee (Ger.) 5@ 45 Prussiate, ate 1 70@1 75 A cellaneous a st i_onepmebant ran oe ee of mile (Rom) 58@ 60 Prussiate, os & . aw 3 ee | ae ? ce : aes ~ 5 DL Le ay ae = é or by the aa were aiden after es es or ae : ‘a ee. : ' : : =: re anists cc discovere ce Nae ak st Europe: Sout ee ms : ) So Alum, powdered | 4 by the ete e 5 erel apanese agg opean exp: Ut Acacia um, powder @ ili e : oe . uid one aia many, porn aoe ee Acacia, dnd ce ceee 50@ 60 All Roots aoe ne and : ba) oh anc fF Eno struceole she wi : As if Ger Wesdela ora 0: 45« _ Alkanet trate et i a i ee Ho or Eno ugele + win the E rer- Nese i; ord. @ 50 Blo See aie “A, tr: 1, Subni @ 2 a Citi y compare ee or , could co a eae Si ug tie - : and ji | Zen Of 1 Dare him- 2 the financi -Ount on 5 opean Gna. rts Se on Calamus ered 2uy NM bee 2 eK), ie still ee Rome; for ee cages Ble ee eee ee A : Sa a Se 9 i any mod questio : : con stupend Ss necessary Aloes (C . Pow) 22 entian a te ww ara whether a ol . nable ipetent tupendous task! ssary Al (Cape Po 25 Ginger, powd iow 20 anthar: 6¥ : ak a "tapes sa scar Depot w) 20 5 ger, Atrice . 238@ 25 Cal arades ' aq 12 freedo itury, enj ein the ority rez ¥ Or eé What Asaf Soc. Pow @ 2 powde ican, 25 uomel a 8 oa ‘dom and , enjoyed s chi eally beliey _ €conomic ¢z ee 2 og 2 - = a cna rae : ate th es lieves in any i au- Asa te 60 F ringer, Je ties 15¢« 2 Car lum | 1 94q@i1 § sd nad sch imple a ous has jem ee of these haa Powd. @ 7 aa ho 300 a Neeeeiap a | suWw i. J e im Aurelius as frothing: een launc oreposter (ure ..... a. Goldensea : a aaa Ameri ore rez Ss. Othine. ata aunched i as siphor : z - ; . ; 3 ae cus Ay ins. g: it is as hed tm all : Ca - &. Powd. D1 00 videnseal pow. | 20@ 35 Chalk ss 6s a. 1, for rac s as base a _ Camphor . as EY sooo talk Prepared 3 ce : :: sa : : an ie is as haseless ey iret pss Goa | Cea. 56O 7 Va ae aa a dUWT 00 Gheik 1 ered | a 38 a Ha V Bae Ss 7 a re eels oO res Guais sisaisis oe D i ice, pe a : a 3 eG ete ee ioaaas . eee ea lurk ceo Does ma powdered Boe 45 oe pa a | Chloroform: pitated 7@ 8% eS Oratic em and tl s He *xTS scheme yehind tl fe jay 7 78 i Bees Be = ee oP bloody ci ration. Eve the Get- Ics and 1e compo d these Myrr powdered . @ 7 Foke ered 40 20 -ocaine ate 2 ww2 ts a civil w _Hven a lone we | perverted tnd of ¢ Myrrh 75@ 80 Rhub: powdered au oe oe ets : 3 a oe he Get oe d econ e pol- Myrrh Secuaece ibarb Zug zo Corks Butter 60@4 | : r our idez to shak and n r money omy: Ar Gany powder @ 40 Hhuvarb, ‘powd! ie o Cobia ‘s : ae oe oa are oe Are pium ed @ 5 Ros » powd 7o@1 00 Copperas, * less 70% @ 66 } eir Sw ; our soldie sums acturers ‘cep banke Opium, powd. 183 25@13 9 osinweed \ ee a C rs tesa y oo oe ake our | ao oe S €atnine { CfS Opi m, powd. 1 25@13 45 parsaparill: powd. 25( 25 Copperas, 1 Se ) i war wi : their musk to 4urope is e fabulous pium : - 14 15@14 95 i parilla, Ho ag Cael pom | io i ane quskets: pay ort ope is ne ous Sy » gran. 15 00@15 95 ground ond. peras, Pee. 20 4 om ott , : pay aa » longer z Snellac oo 5 00@15 2 Cee ae ee G Corrosiyv bowd, ma 3 militari y both to our fr as eloquent No, fell ontract for ger able Sibilac “Bisdence 28@ an usaparilla Me 7 & Crean “t rar Bae zs ah ma a “n , i yey munitions? Tr , leached 30@ 35 ee” . xican, Cuttlel Tartar 1 89@1 96 devotion to 1e deptl f story and Gans; St Sf ragacanth | * Sti bowed a eS . - Cube ee the chivz DU Of: Ol a prof ¥Y and Our isolati iperb i No Squills, powdered ae 33 vee wodae q : a Libre.” chivalrous ir otound d isolation, w 1 pee: oe. ry Ss, powdere 400 60 Emery: = ‘S28 Now ec: S (cry of remain s uty before , we hav ragacanth pow 1 @2 5 ana, kg | - ee = : ea : olation, 2 ae nth pow 1 ~@e 20 Valerian. powd. : 60 umery, < er , lu 73 1 ee : 1 pent 25. 5 eriatr 7 a ; : | powdsrea E looked on, : Over a year w hold true to om cataclysm ; Tl eu ' ; = = tk 2 ote rover xe cee finve unshaken srs noble id EG must | io s 5U Epsom sip ee 5@ 10 ts ns at pone as edulous, pro- real stre aith which : dealism and ; Leaves Anise eeds ma Salts, 2 @ 44 acy ae advisedly ol Europe. ! curb brag ofa een 7 mo Se ial ag os a df S = i 2, St ¢ : = for - 4 a private ation. a : ace .. 55@ 60 Hird ic. pai oe a which f epart fro suprem- travaganc ate and c ¢ muce Beehu, powa. 1 %@is © oF ou ae ae ne ir ‘ur private se ee Sa. » powd. d@1 aq Canary ...:.... ‘ o Forme bite . o@3 U0 st : an eee rela orm 1G ex ge, bulk ; £ So@2 0 Oar: Yo <2..; @ 12 G& aldehyd —. Ing | ae ir “any : y, as well OUF ari Sage, Bode 53@ 0 araway ........ 8@ 12 Gambie © ib. 1 20 col cetnane _coumtty more 5 1 need be; my and & ge, %s loose . @q@ 55 Cardamon ..... 1 mM Gee CT - 10@ 16 ee nema ni oi ; but f Senna, Alex 58@ 60 Cel mon . , WwW. 20 GG atine see. 16@ war will 1 al even more , but moral ranco-P fer the Cri Ow no Senna, Ti Mm... 30@ 35 ~e1ery aac nar 00@2 25 Glassware. full 2: 15@ 30 i eave. | re—whicl : j -O-F russian WwW Timean © . | Dian os ae af = oe ‘ progress j . Intelle ch this nto this rz War ] tr the enna, Tin fea = i ae a a cea ‘ ore hi : i Spec of , rush heg Uva Ursi n powd 45@ 46 ee ae 0@ Glaub » less 70 To : Eu ce anc yee ar fi ead ee Bo ee ee ek : ee blocked pss is far ort a. the curse a we a . ' ney a gE - : : i eonic wars lan afte se- uin, of E oe is now Nas MR sons 25s e-s o @i2aa G Ste =i ms ce Boned ie ta i Enrope. lip OW proving Olis La ground .... 5%@ 10 Glue, iowa sess ug 5 ia : after the On primacy we ab; 5 Alm : “oenugreek - 518 Glue, whi n grd 15 Invention 900k, what or Olar finds zation is in then mod : a ee wits 7 S : ie a : : twenties po ete the ea idea ae O hope ae a fiasco, ou ae eaedea ae oe e e eS . : : tury? oe lirties IDE OF . . ee ere is arti , er, Mustard, seeciees 40( 5 HOPS wes seeeeeeee os a ae a 1 « th Charles Up s sian eos 5 75@6 00 eo foe” 200 25 fae ritteeeeeees 150 0 a , Cannot , Switze : aes son Clark true : : Mustard, pow oe a ators cat : ae eet, wi verland Experimental Ch ark. Almouds, "Sweet 1 25@1 50 ace oe . ao 30 es oo 6 685 e furope as th gnbdors TE 2 tol- sill, in sez emist imitatio : Po oe se a s : . Ee ; seare r A ... : Rape ane £ OG fc r 3.2 ing bef the world’ ine day of Poured irch of so j : Amber, i 88 rs i ie i é ore Ss guide i , I 3 1 a pin mething VS > rude RAG 75 Sabadille ee 5 Mac aS : hav our ey guide is clos m bis fath t of hy g new mber, rectifi 7301 00 t ie ds i iy noe oo tayo i ra pinto Salone 2 Rnise | ectified 75q 75 Sabadilla, powd. @ Meee es @1 70 And i an forever. may already As eee Pee ce Bean 2 oe - Sunflower Hs 0g i ee a Beloi ye, the ge But th ch work it uld do Gajspae 1 50@4 75 form a ng 2 ees Fi a teh wo eo ce ena an 1 35 75 Worm Lev rican 20@ 25 Nee Won 6 30G 75 : ae cf. De volt ad Ssia l. ; 35@1 61 evant 26 oN omica 80@6 55 belt ihe generous pi < foe Tonnnie @ gh on Dad. Go Wane 1 sa: 10 .. 1 00@1 Nie Vacs ee 5 as 1e : easoners : unie in hi ad. or, bbls 75@2 00 10° Pp omica - @ ib man intrepi ers wi Mixe his ca a sla a = : aE the shes a ames of ao When eo Tok cries me Bee i = ‘ | : now, d Europe i 1e idealists wh Johnnie hit i was dry a Gee oc ae - = = so : = a <: : ene - ae nett eae ao ou oe bee e Attics |. 2 76 Gane oe y 4 @ 15 Infinit and to who : pe At leas in heav ok; ocoanut ...-... 00 2 oe a fe hs han € succ m she look st, he sv aven, they Ce 0@ 0 Asafoetida 6 @ 1% Ricnelc sun ae @1 50 ae oe Freps | a y say ‘ Liver - 20@ 25 Belle ese eS Ss e Salts ms @1 50 pia hy ; arms : Li ont that way Cott ee BO. 9 : i 4 oe : on en " eo ttle Jane was hap at way. Grater Seed ..... - a Beeanin vee oi ae Salt 7a 12 He aa crnmental and e are paola are “Pa oe lump of meen oes as : 00@2 26 non Compo'd gi ee Soap, Sissi : eyond : munici ee In gov- So she s of sweet,” N; Migeron ....... 75@4 0 : adies ” ie Se 3 a must j belief—a pal extravagance (Strange put it in Mag said she Eucalyptus se 1 75@2 00 Cae - gi a tis a oetee™ ots 82 Ice Rhyme how jaca , “emlock, pu 1 00@1 20 ecu ee @1 80 Soap, Sia an 12@ 15 ‘ ‘ew a , Pon 3 which so well with nd ‘‘suicide’’ Juniper Bertie -. @1 60 aoe eres @ 9 gs case .... castile ened Rome’s ethan all Deh ee James put AgNO cyanide.’’) Juniper a ee ea Comp 2; . white’ castite @* our citi atic. A weak- mn his : 3 rd, extr ca C0@. 90 7 ; ; at A : , 2 les a . lread a aes Ma's Lard te aoa ¢ Cinchon Boe g Soda Bi = | ot ou : re bank y some of aving, ‘She’ perfumer nder EE ce: i ‘ | t railr rupt, lik e of With She'll be pl Ys Lavender Flowers Oe the eo gi She Me oads; and oth ke a sixth But ee fine ee I hope bgeeace Beene @6 00 Digitale“. ; : a es ft er cities (and She aa used it aaa dope.”’ ss uy xar'n 1 25@1 40 cone were gis su a ‘' eel a bit ge to ea Nenad 2 00@2 25 ee 8 ae : hs that wa say, Li , boiled, b 225 Gin ae ma = ! y. uinseed, bld | bbl @ 69 G nger ..... o @ Sulphur Sub ce | E. Roe. Linseed, raw less 74@ 78 owe abe: a ot Tartar i oo : Linseed, raw, oo @ 68 Sele Ammon. a Turper ne Veni wg : ’ ss 73 dine , a ‘anita | 1 : @ 78 Iodine, Colorless @2 a0 Vantlia Bx pure t 8 : ess @2 00 ie | Hazel "Fa 00 Sulphate . a 12 @12 44 These quotations are careful and are intended to be correct liable to change at any time. and at market prices at date of purchase. MICHIGAN TRADESMAN GROCERY PRICE CURRENT ly corrected weekly. within six hours of mailing, at time of going to press. Prices, however, are country merchants will have their orders filled ADVANCED Ground Pepper Whole Pepper Mushrooms DECLINED Some Flour index to Markets By Columns B Baked Beans Bath Brick Bluing Breakfast Food Brooms Brushes Da bd pak tek ad fee fet 1 peo se 1-2 Candles Canned Goods Carbon Oils Catsup Cheese Chewing Gum Chicory Chocolate Clothes Lines Cocoa Cocoanut Coffee Confections Cracked Wheat Crackers Cream Tartar ee ceecee pee eee esene eee eee se eeess see eeee cee reece ws csecee Cece ee eeeereas +O Ol Cl eB OO WOR ED EO hO RO RD D Dried Praits .......... a E Evaporated Milk ..... F Farinaceous Goods Fishing Tackle Flavoring Extracts ... Flour and Feed Fruit Jars eeeeee ANAM H eee erececee G Cet Grain Bogs .......... Herbs — Hides and Pelts ....... Horse Radish Oe. ageg [ce Cream Jelly Jelly Glasses © 60 Macaroni Mapleine Meats, Canned Mince Meat Molasses Mustard eee emer wee es eeeecee 8 0 G® © @0 eo oo Products .. Petroleum Pickles Pipes Playing Cards POMBE coke Provisions ..........,. R ACR eco oe Rolled Oats .......... GO 0 60 OO a oo s Salad Dressing ...... Saleratus Steerer ereseee Tee ewer eresces tee ee eee eceionce Vv eee hes cesec ee. 13 Ww Wicking ;.......... 13 Woodenware ......._. 13 Wrapping Paper .... 14 v Yeast Cake .......... 14 AMMONIA Doz. 12 oz. ovals, 2 doz. box 75 AXLE GREASE Frazer’s, 1Ib. wood boxes, 4 doz. 3 1Ib. tin boxes, 3 doz. 2 34h. tin boxes, 2 dz. 4 25 101. pails, per doz. 6 15Ib. pails, per doz. q 25tb. pails, per doz. oa BAKED BEANS No. 1, per doz. .. 45@ 90 No. 2, per doz. . 75@1 40 No. 3, per doz. .. 85@1 75 BATH BRICK Hmeiish 00 Be 95 BLUING Jennings’. Condensed Pearl Bluing Small C P Bluing, doz. 45 Large C P Bluing, doz. 75 Folger’s. Summer Sky, 3 dz. es. 1 20 Summer Sky, 10 dz bbl 4 00 BREAKFAST FOODS Apetizo, Biscuits .... 3 00 Bear Food, Pettijohns 2 13 Cracked Wheat, 24-2 2 80 Cream of Rye, 24-2 .. 3 00 Quaker Puffed Rice .. 4 25 Quaker Puffed Wheat 3 45 Quaker Brkfst Biscuit 1 90 Quaker Corn Flakes 1 75 Victor Corn Flakes -. 2 20 1 Washington Crisps _. 85 Wheat Hearts (7... 2 05 Wieatens . 0 | 4 50 Evapor’ed Sugar Corn 90 Grapes Nuts |...) |. 2 70 Grape Sugar Flakes . 2 Sugar Corn Flakes oe a Hardy Wheat Food .. 2 25 Bolland Rusk |... 3 Krinkle Corn Flakes 1 Mapl-Flake, Whole Wheat 2.0 3 60 Minn. Wheat Cereal 3 75 Ralston Wheat Food diaree 188 26 2 25 Ralston Wht Food 18s 1 45 Ross’s Whole Wheat Since oo 6 2 80 Saxon Wheat Food .. 2 80 Shred Wheat Biscuit 3 60 Triscuit, 18 1 80 o Pillsbury’s Best Cer'l 4 25 POst Moasties, 1-2 9 2 5p Post Toasties, T-3 .. 2 70 Post Tavern Porridge 2 80 BROOMS Fancy Parlor, 25 tb. 4 25 Parlor, 5 String, 25 th. 4 00 Standard Parlor, 23 tb. 3 50 Common, 23 Ih. ...... 3 25 PpeCial 23 a 2 75 Warehouse, 23 Ib. 4 25 Common, Whisk 1 00 Fancy, Whisk |. 1 25 BRUSHES Scrub Solid Back, 8 in. ...... 75 Solid Back, 11 in. .... 95 Pointed Ends ........ 85 Stove NG 8 coc 90 No. 2 . No. 1 No. No. 7 No. 4 No 3 2... Benes sce 1 90 BUTTER COLOR Dandelion, 25¢ size .. 2 00 CANDLES Paraffine, 68 ......... Paratine, 225 |... 7% Wicking ............ - 20 CANNED GOODS A Pples 3 Ib. Standards .. @ 90 Ne. 40 25.20. 2 75 Blackberries 2 See ee 1 1 90 Standard No. 10 @5 25 eans Baked ........... 85@1 30 Red Kidney .... 75@ 95 Strne ... 0 3. 1 00@1 75 Wax 75@1 25 Blueberries Standerd ........._.. 1 40 No, 1 ..... see ea lc - 6 50 2 oo Little Neck, itp. oe 1 25 Clam_ Boulllon Burnham’s % pt. 1... 2 95 Burnham’s pts. ... 3 75 Burnham’s qts. .. 7 50 Corn Bair 5@ 90 Sood... 1 00@1 10 ARC) 8 @1 30 French Peas Monbadon (Natural) per doz. ... 0.1. AG 75 Gooseberrles No 2, Maire: 1 35 Oo 2, Maney 66.35. 2 50 Hominy Standara §2057) |. 85 Lobster 4 2D on see 1 45 2D) eee 2 25 Picnic Plat (23110117) 2 80 Mackerel Mustard, 1 ib. 1 80 Mustard, 2 ip |i: 2 80 Soused, 16 36) 1 60 Soused, 29) oi | 2 75 Lomato 4am 7 1 50 Tomato, 2 ih. 3). 2 80 Mushrooms Buttons, %s .,., @ 17 Buttons, is ... || @ 33 t0teis, 16.17) | @ 25 Oysters Cove, 1 bes @ 7 Cove; 2m. .7) @1 40 lums Pumas .....5 7. 90@1 35 Pears In Syrup No. 3 cans, per doz. ..1 50 Peas Marrowfat ...... 90@1 00 Early June .... 1 10@1 25 Karly June siftd 1 45@1 55 Peaches fa8 1 00@1 25 No. 10 size can ple 3 265 Pineapple Grated ..... 73. 1 75@2 10 Sliced .... 95@2 60 Pumpkin BAI 80 Coed 90 Haney 1 00 Neo10 2, 2 40 Raspberries Standard ....., Salmon Warrens, 1 Ib. Tall oo Warrens, 1 Ib. Flat -- 2 45 Red Alaska .... 1 80@1 90 Med. Red Alaska 1 40@1 45 Pink Alaska ||| @1 20 Sardines Domestic a 0) 3 30 Domestic, 4% Mustard 2 85 Domestic, % Mustard 3 25 Hrench 4s. 12) 7@14 Hrencn, 2s 2.00) 13@23 Sauer Kraut No. 3, cans pvcac sec 90 No. 10, cans .. 5. 2 40 Shrimps Dunbar, 1s dos, coos 1 45 Dunbar, 1s doz. woes 2 40 Succotash alr Bak 90 Good: . 20). oe 1 20 Maney =... 1 25@1 40 Strawberries Standard 2.02.10). 95 SeAMCY . og 2 25 Tomatoes Good 2.00 1 00 Mancy |0 3. 1 40 No. 10.2.0 3 50 Tuna Case %S, 4 doz. in case ..2 60 Ys, 4 doz. in case -.3 60 Is, 4 doz. in case ....5 60 CATSUP Snider’s pints ..... . 2 35 Snider's % pints .... 1 35 CHEESE ACme oo... @17 Carson City .... @17 Pik @18% beiden ......... @15 Limburger ...... @18 Pineapple ...... 40 @60 Pam @85 Sap Sago ....... @22 Swiss, domestic @20 3 CHEWING GUM Adams Black Jack .... 62 Adams Sappota ....... 65 Beeman’s Pepsin ...... 62 Beechnut ..0.)00. 6.0.0) 9g Chiclets ..... weenie ose 1 Be Colgan Violet Chips .. 65 Colgan Mint Chips .... 66 Dentyne 62 eeece eeescccoce a ee cis sees sees. oH Flag Spruce ......... 8 Juicy Fruit ..... beeccce OD Red Robin ......... «es OS Sterling Gum Pep. .. 62 Sterling 7-Point ...... 62 Spearmint, Wrigleys .. 64 Spearmint, 5 box jars 3 20 Spearmint, 3 box jars 1 92 Drunk Spruce |.) 7. 59 Nucaten 6). 62 MO0G8 64 CHOCOLATE Walter Baker & Co. German’s Sweet 23 Premium ........: 35 Caracas ...5.. 3... 28 Walter M. Lowney Co. Bremilm, tg 6.2) 35 Premium, ts (|... 35 CLOTHES LINE Per ; No. 40 Twisted Cotton 95 No. 50 Twisted Cotton 1 30 No. 60 Twisted Cotton 1 70 No. 80 Twisted Cotton 2 00 No. 50 Braided Cotton 1 00 No. 60 Braided Cotton 1 25 No. 60 Braided Cotton 1 85 No. 80 Braided Cotton 2 25 No. 50 Sash Cord .... 1 No. 60 Sash Cord .... 2 No: 60 Tute 2.05.00, No. 72 Jute ... aoe 8 No. 60 Sisal ........ 1 Galvanized Wire No. 20, each 100ft. long 1 90 No. 19, each 100ft. long 2 10 No. 20, each 100ft. long 1 00 No. 19, each 100ft. long 2 10 COCOA Bakers 39 Cleveland oo... 41 Colonial, Ks Colonial, Ys .......... 38 DBpe ee es 42 Hershey’s, \%s eecccesee 30 Hershey’s, %s cc cccece Hayler oo. ge SsS3a cecccseeee 86 Lowney, %s .......... 38 Lowney, Xs ........ ae OW Lowney, %s ........ 37 Lowney, 5tb. cans .... 37 Van Houten, %s ...... 12 Van Houten, Ms. -. 18 Van Houten, %s -. 86 Van Houten, 1s Wan-Eta .. Webb. |)... elcsiseces. BR Welber, 5 006s 33 Wilber, 46 0 32 4s 15 Ib. seine %s, 15 tb. case ...... 1s, 15tb. case ........ 27 %3 & Ys 16tD. case 38 Scalloped Gems sesss 10 Ys & ps pails ...... 16 Bulk, pailg ...... sone os Bulk, barrels ........ 12 Baker’s — Soncces 10 5c p +» Per case 26 10c pkgs., per case 2 60 16 10c and 33 5c pkgs., per case .......... 2 60 COFFEES ROASTED lo Common ... 0-3... a9 PANE es 19% Chole oo. 3k 8p Haney oo05 cc ee ag Peaberry Pere cercccce Maney | ooo) 28 Peaberry cee ce ae Maracalbo OT ay Choles .0. 002005006). 8B Mexican Cholce 2.0.00 062 i |e Fancy ee emdtiieesciecec Guatemala Mair 3. ae Fancy Mandling .......... 31 Aukola ...00.5..... 30 Mocha Short Bean ........ 25@27 Lo Bean ........ 24@25 HL. O. G. ...... 26@28 Bogota NT oe Haney ...... eosscccse 26 Exchange Market, Steady Spot Market, Strong Package New York Basis Arbuckle . Java Private Growth .... sige 16 50 i 4 McLaughlin’s XXXX McLaughlin’s xxxXxX package coffee is sold to retailers only. Mail all or- ders direct to W. F. Mc- Laughlin & Co., Chicago, tl. Extracts Holland, % gro. bxs. 95 Felix, % gross ...... 1 16 Hummel’s foil, % gro. 85 Hummel’s tin, % gro. 1 43 CONFECTIONERY Stick Candy Pails Horehound =. 92... iD etandand — 00. o Standard, small .... 91% Twist, small .. 10 Jumbo 26 Jumbo, small Big Stick ......, cosee 9% Boston Sugar Stick .. 14 Mixed Candy Pails Broken 8% Cut Moat 10 French Cream ...... 10 Haney .... 2, sseebes Grocers, 20... 7 Kindergarten ....... 12 decadent el 9 wee lg Monarch ....., 10 Novelty ...... sas ak Paris Creams ....... 11 Premio Creams ...... 14 Royal ..... Deen e eae 5 oe. 8% Special 2 -. 10 Valley Creams ,..... 13 x LO 7% Speciaities Pails Auto Kisseg (baskets) 13 Autumn Leaves seeoce 18 Bonnie Butter Bites .. 17 Butter Cream Corn .. 15 Caramel Dice ....,... 13 Cocoanut Kraut , : Cocoanut Waffles .... 14 Coffy Toffy ...... sees 14 Dainty Mints 7 tp. tin 16 Empire Fudge ...... - 14 Fudge, Pineapple .... 14 Fudge, Walnut ...... 14 Fudge, Filbert A 14 Fudge, Choco. Peanut 13 Fudge, Honey Moon . 14 Fudge, Toasted Cocoa- MUL cesses ae Fudge, Cherry ...... 14 Fudge, Cocoanut .... 14 Honeycomb Candy .. 16 Iced Maroons cocccee At fced Gems ........ .| eo8b Iced Orange Jellies .. 13 Italian Bon Bons ose 13 Lozenges, Pep. ...... 11 Lozenges, Pink .. Manchus ............ 14 Molasses Kisses, 10 ib, box, fo, -- 1 Nut Butter Pufts sees 14 Pecans, Ex. Large .. 14 Chocolates Pails Assorted Choc. ....., 16 Amazon Caramels .. 16 Champion .........:° 12 Choc. Chips, Eureka 19 Climax io 4 a. aes fl Eclipse, Assorted pecs 18 Ideal Chocolates sooo 14 Klondike Chocolates 18 Nabobs ...., see tce Nibble Stickg ., a) Nut Wafers ........ - 2s Ocoro Choc. Caramels 17 Peanut Clusters ..... 20 Quintette Regina a. Star Chocolates scons a8 Superior Choc, (light) 19 Pop Corn Goods Without prizes. Cracker Jack with Coupon ............ 8 25 Pop Corn Goods with Prizes Oh My 100s ......, ees 60 Cracker Jack, with Prize Hurrah, 100s oo5 50 Hurrah, 50s Hurrah, 24s Cough Drops xes Putnam Menthol ... 1 00 Smith Bros. ..... coos 1 26 NUTS—Whole Tbs. Almonds, Tarragona 20 Almonds, California soft shell Drake 18 Braziig (oo 14@16 Milberts <1... 0550). @14 Cal. No.18.8 ..., @17 Walnuts, Naples sigs Walnuts, Grenoble .: Table nuts, fancy 13@14 Pecans, Large .... 14 Pecans, Ex. Large @16 Shelled No. 1 Spanish Shelled Peanuts 6%lb 7 E Shellea Peanuts . 0.5)” 10@10% Pecan Halves ..... 160 Walnut Halves |. @36 Filbert Meats ..., oz te Almonds 60 Al Jordan Almonds ... December 1, 1915 D ee Peanuts Fancy H P Suns RAW oe 6@ 6% Roasted ........ 7@ 7% H. P. Jumbo Raw 22.0... 1%@8 Roasted ....,. 8%@ 9 CRACKERS National iscuit Company rands In-er-Seal Trade Mark Package Goods Baronet Biscuit lake Wafers Sele cles . Cameo Biscuit seooee 1 50 Cheese Sandwich see. 100 Chocolate Wafers ,,.. Fig Newton ...... ceo Five O’Clock Tea Bet 1 Ginger Snaps NBC .: i 00 1 Peeee Graham Crackers Lemon Snaps ....,.. bo M. M. Dainties ’"” 1 00 Oysterettes ..... 7777, 50 Pretzeenos ., eee. 6 ou Royal Toast seeesees 1 OG Social Tea Biscuit -- 1 00 Saltine Biscuit eoee 100 Saratoga Flakes eee. 1 50 Soda Crackers, N.B.C. 1 00 Soda Crackers Prem. i 00 Uneeda Biscuit ....,. 50 Uneeda Ginger Wafer 1 00 Vanilla Wafers cess. 1 00 Water Thin Biscuit .. 1 09 Zu Zu Ginger Snaps 50 Zwieback ., Other Package Goods Barnum’s Animals ., 50 Soda Crackers N BC 250 Fruit Cake See oees ces Bulk Goods : Cans and boxes Animalg Ceccccccccscs 12 Atlantics, Asstd. ecce IZ Avena Fruit Cakes e. 12 Bonnie Doon Cookies 10 Bonnie Lassies scecee 10 Bouquet Wafers Cameo Biscuit cass Cecelia Biscuit cooee 16 Cheese Tid Bits ...", 20 Chocolate Bar (cans) 20 Chocolate Drop Center 18 Chocolate Drops eose 18 Chocolate Putt Cake 138 Choc. Honey Fingers 16 ° ° . : . ~ > o Circle Cookies ... 12 Cracknels ...... - 20 Cream Fingers ...... 14 Cocoanut Taffy Bar .. 15 Cocoanut Drops ...... Cocoanut Macaroons 18 Cocoanut Molas. Bar 16 Cocont Honey Fingers 12 Cocont Honey Jumbles 12 Cotfee Cakes Iced see 22 Crumpets ......... Soe be Dinner Pail Mixed ~. 10 Extra Wine Biscuit s. Lb Family Cookies ecccee 10 Fig Cakes Asstd. cose Le Fireside Peanut Jumb 10 Fluted Cocoanut Bar 12 Frosted Creams coors 10 Frosted Ginger Cook. 10 frosted Raisin Sqs. .. 10 Full Moon ........... 10 Ginger Drops ........ 13 Ginger Gems Plain .. 10 Ginger Gems, Iced .. 11 Graham Crackers ... 9 Ginger Snapg Family 9% Ginger Snaps Round 9 Hippodrome Bar .... 12 Honey Fingers Ass’t 12 Honey Jumbles ...... 12 Household Cookies .. 10 Household Cooks. Iced 11 Imperials ecb see ences Jubilee Mixed Sales Kaiser Jumbles .. sare Lady Fingers Sponge 30 PD Year Jumbies .. 20 Lemon Biscuit Square 10 Lemon Cakes Mace Cakes ......... 10 Macaroon Jumbles «- 18 Mary Ann Manlalay ............ 10 Marshmallow Pecans 20 Mol. Frt. Cookie, Iced 11 NBC Honey Cakes .. 12 Oatmeal Crackers ... 9 Orange Gems seccece 10 Oreo Biscuit ......5, 36 Othelig es 16 Penny Assorted . cece 40 Picnic Mixed ........ 12 Priscilla Cake 7.7: 8 Raisin Cookies cenece isin Gems saeveece Reveres Asstd. ...... 17 Rittenhouse Biscuit -. 14 Snaparoons .......... 6 Spiced Cookie ........ 10 Spiced Jumbles, Iced 12 Sugar Fingers ....., 12 Sugar Crimp ........ 0 Sultana Fruit Biscuit 18 Sweethearts ........ 25 Vanilla Wafers eoveee 0 tocccccees 10 sg pn bad sao Nha Wem et pee Sree Oe C2A gvesvyyuszzs December 1, 1915 rere etree evitereiennaeaien gee raul asicbiialaanih suena nee MICHIGAN TRADESMAN 6 45 Butter Poles Tall : Boxes Bamboo, 14 ft., per doz. No _— Mackerel N BC Square ....... q Bamboo, 16 ft., per doz. 5 No. ’ ee a : fe Smoked Meats Mess, 100 Ibs. 5.1... 15 50 Formosa, Medina 25 ae a4 Bamboo, 18 ft. per doz. $0 Gian ila ae Le a @15% rt 40 IDs, 8366... . 6 75 Formosa, Choice |. aes NB © Sodas... 7 mn EXTRACTS Unwashed, med. @24 Hams, 18-20 ty. i4eOis Mess, She oe 175 Formosa, Fancy .. 50@60 NB 6 Pienle Guster 7 meee ee meee oe Ham, ‘dried beet No. 1,-100 tbs. »....1"14 80 Coneenalish Breakfast : Sets 0, a No. ( 7 3 ou, = code Bcrsct Yanlla SEEtiae” ver GIORSE RADISH GH iawn BOQw, Nod Ame ce Sango Meat Sepae Premium Sodas ...... 8 No 1} = mee gps price. Jelly Picnic Boiled Lake Herring 5 Congou, Fancy 7 10.080 Select Sodas ........ 10 No f fue Hoes = Sib. pails, per dos. ..2 30 amas 000 1914@20 100 Ibs) 20... 3 39 Congou, Ex. Fancy 6)@80 Saratoga Flakes .... 13 No. # F pox’ af 0% 120 15m: pails, per pall ©. 65 Bolled Hams’. 25° @25% 40 ths. 222220100 2 05 Ceylon a Saltines ..:2:-..,..5... 18 No. 3, 2% oz. Taper 2 00 30%. pails, per pail ..1 25 eat Ham .. 12 @12% ae Bg Phebe 58 Ende. Medium .... 28@309 Oyster No. 2, 1% oz. flat .... 1 75 ICE CREAM an oo * SEDs " Pouce G Choice .. 30@35 ; : yO. P. Fane ats N B C Picnic Oysters 7 FLOUR A Piper Ice Cream Co. Brands Sausages Anise ..... Seca cy 40@50 eee i Grand bane. Gee? A Bulk, any flavor : 60 ee ceeaics ie oe Soa Smyrna .... 18 me 0 Milling Co. uxtra Fancy, any flavor 65 wrankrye ARAWAY 220.000, 16 B u Shell ................. 8% Winter Wh Brick, Plain |) 0) 1 00 ao seeee 12 @12% Cardomon, Malabar 1 20 Hite ag ttasor9-es--- 1 45 Sugar Wafer Speciaitl Purity Patent... 6 00 Hate, Faney ones. 120 Veal si Se CORY an ans - nn ees _ & Bugle, 10 (in citsecss Be 3 g pecia . Woney see 0 8 UGELY eLacec. Mae _ Hemp, Russian Le 5 Dan Patch 8 and i¢’ He Naniehs 4 o Wizard Graham ..... 560 / Pt. in bblis., per doz. 15 Headcheese .......... 10 Mustard we ee. 9 Dan Patch, 4 om 1° 0%, 32 Nabisco 175 Le Guan. Meal . 4 80 ae in ee nee doz. 16 Poni » White ...... = ues Patch, 26s | 11 . izar , . cappe oe Beet h.ttititiCiCi‘(#CL EOPRDY . -cnececcs sas... > " M eee @ Meshing 150 Ryo ee . cus a2 ee a. rel ese 1g Boneless ..... . 200020 59 Rape ..... sis ee cease 10 Eiarn i O%. .... 7 & HMesting| 2042.02.00... 2 50 Valley City Milling Cc MAP Rump, new .. 24 50@25 00 SHOE BLACKING Hiawatha, OZ. .... 66 Lorna Doone ........ 100 Lily White g - ie hate oe ta Pig’s Feet Bandy Box, large 3 dz.3 50 May Wan - sees. 5 40 @eeeeeeeesrereoe i oT cess 2 ¢ . oe OZ. a er, One wee ae Light Loat «22... 575 1.02. bottles, per doz. 1 75 BH PDIS. seen eeneeseee 1 00 Hoe, ae | o Limit, 'o 6 ox. “938 Above quotations of Na- Granena Heaith’...... 279 32 oz bottles, per da 2009 @,DbIS. .....-ceccllt 4 ay Miller's Crown Polish 85 Ojtpwar'§ abq°%q‘c2* 3 60 tional Biscuit Co., subject Gran. Meal : ; : 1 bbl SNUFF Ojibwa, and 16 oz 40 fo claucs cribond uae’. Ee 2 09 . MINCE MEAT — . ss teak wee- 8 50 on es “11. 30 Often’ a Poeun - 6 co 290 er Case... sieleiclc cies r : i; in dare)... Glace reraer Le CREAM TARTAR Votre elias Co. MOLASSES Mic ioe go French Rapple in jars .. 43 peroskey Chit, "7" ox, 2 90 Barrels or Drums .... 41 Voices Res eee 6 15 New Orleans % bbls., 40 Ibs. ...... 1 60 SoD Pace Chief, 14 oz. 4 99 uke ig . Voiet’s ei 6 8S Bay Open Kettle ... 42 % bbls., 80 ths. ...... 3 00 Boxes A A Red Bein goney: 5e 5 76 Squar AOS) . 6.6)... 7 40 1st -¢ 5 Ce 8... tees, 30 fase Pioich oo" oR 2 oz. .. ; Voigt’s H i Casings Kegs, Emelish ...... 4u Red coon 8 98 Fancy Caddies ........ 50 gl oo Sa Gon ean : 2 Hoge, per 2. Oo 35 SPICES 4% Sterner Poel ‘“ 2 h ipecesess, OF 1:00) HAI oe sig ce , rou ; Tae oo mins Milling Co. Half barrels 2c extra Beef, middles eo a 35090 Bien eee set ae Cuba, canister 9 18 un : [ a é sssseeeeeee 605 Red Hen, No. 2% 175 Sheep . mF 2 Meeiis Te ee ee ect Cuba, Ge |. § oe noone Choice bes 09 ae Top |Wlour | )6.)) 660 Raa Hen, No. 5 its es re eee? 50 a ae Garden @11 aneet Cuba, 10c : a ivapor’e ancy S- olden She: . trees e utterine Cloves, Zanzibar @22 Sw : oes ‘ ‘ cnet teens St Year “ 8 00 Red Hen, No. 10 ....165 Solid Dairy .... 12%@16% Cassia, Canton ais Sweet a 1 tb. tin 4 59 California : 91%4@10% Marshalls Best Flour 5 90 MUSTARD Country Rolls .. 18 @i9% Cassia, 5c pkg. dz. @25 Sweet Hasioy tinge ne a fm Worden Grocer Co. % Ib: 6 Ib box’...).. 16 Canned Meats Ginger, African @ 9% Sweet Burley, ee & 76 Corsican, 2000.71. 16% Quaker, paper ...... 5 75 OLIVES Corned Beef, 2 th. .. 47 eo a @14% eet Burley, er is seeseseeeee 16% Quaker, cloth ....” - 585 Bulk, 1 gal. kegs 1 10@1 20 Corned Beef, 1 tb. |. 250 Mined. Noone tt Gr Sweet Mist, % sro... 5 79 Currants 5 Kansas Hard Wheat Bulk, 2 gal. kegs 1 05@1 15 Roast Beef, 2 th. 4 70 vee pg 1 Decca. @17 Sweet Mist, $ os 7" 5 70 L buig) oun, m@ Calla Tiny We i 6 a5 ere oy oo a raed Meas, Ham Nutmegs, 70-180... @30 Teer 2c cane iit 8 00 Peaches Worden Grocer Co. oe fe - 1 25 ee On)) 78S) noc... 48 Nutmegs, 105-110 @25 me 25c cans ..... 2 40 Muirs—Choice, 25tb. .. 6 Ameri E 5 a , OZ. ...... 225 Potted Meat, Ham Peppe slack @ie nele Dantel, 1 ; - 6% ican Eagle, %s 610 Pitted ‘(not poer, Black —.. |. @16 U » 1... 69 Muirs—Fancy, 25%. |. 7% American Hagle, %s 6 00 oo . not stuffed) Hlavor, %48 _..... 90 Pepper, White . @25 Incle Dantel, 4 oz. 5 22 Fancy, Peeled, 25D. ..12 American Eagle, igs § 90 Mea sak seers : a Tee ee Ham Pepper, Cayenne .. @22 Plug ” el ee ee >. tle : 7 Peel Spring Wheat Eonek Woe "sae pas ele me 48 rape. Hungarian a Navy. if om. |... 32 Lemon American 12% Roy Baker Lonch, 16 oz, ... ._ . 225 — Flavor, %s' ata a Sue Bele ee cs Orange American 12% eee ee) -s+s+. 5 60 Queen, Mammoth, 19 Potted Tongue, 4s". 48 gt. sane ip aia se Nat. Leaf, 2 Cluster ons i Weis ae a Gc ca 25 Potted Tongue, %s .. 90 Cassia, Canton .... @22 Drummond Nat. Leaf,’ . Cc : - ua a : , Ginger, African .... @18 per doz ie Loose Muscatels, 4 Cr. Bohemian Rye ...... 6 05 Of a ICE i pee 7 oe ES cedacce. 1. Loose Muscatels, 3 Cr. Be ___ Judson Grocer Co. Olive Chow, 2 doz. cs. : Fancy ...... cress T @7T% Mica. is a ae hil rs ae earn 32 L. M. Seeded, 1 tb. 8% @9 Ceresota, ae 6 50 ge elie a uielers 25 ies Style ..... - 5 @5% Pepper, Black oa: a 19 Big Baie ~ 7 by -. 86 Callfornia Prunes pining YS vieeees 6 40 Seen ae eo TOE eae cine 3% @4% nepesy, White .... @32 Boot Jack, 2 . 2 30-100 25%. boxes ..@ 7 Maaco ete ee aa 4 f on ROLLED OATS sepper, Cayenne .. @25 Boot Jack, per doz.’ ”: 30. 80 26h. hoxce “@ aa Ga Milling Co. as u - aa ee 09% Rolled Avenna, bbls. 5 49 Paprika Hungarian @45 Bulan, 16 eg wenn, = a se a boxes -@ 9% Worden ‘Grocer ‘Co. 23 oz. jars, 1 doz. ..2 25 ee HEL. Ib. sks. 2 90 STARCH no Golden Twins 48 50- 60 25Ib. boxes oi Wingold, is cloth .. 6 50 fl oe ae go Monarch, 90 tb. sks. 3 £2 Mice ao Gin fo 44 . ee T : Via ia » . Jars, : ‘ ’ as . t s A ae pete ise @ a agie 10-50 25tb. boxes .|.@11 ea 2 bees - a . 2 oz. 1 80 Quaker, 18 Regular .. 145 Muzzy, 20 1Ib. eae is Day's Work, 7 & 14 th aa eupceas Gee | Weed fs caver cas TROLEUM Por oats Vo ae ee Kingery = = ina = & Witecid. ics paper |” & 00 i ron Barrels SALAD DRESSING Silver Gloss, 40 1th. .. 7% erby, 5 I. boxes _... 99 Red Band Brand at Rerfection | |. 0.00000) 8 x Muz 4 se & Bros. 4 Baby 0 eas Meal Red Cro ine 15. ‘Oolumbia, % pint .... 225 “uzzy, 40 1tb. pkgs. .. 6 F ; ts: 66 ee ee HOMed 3 4 Gee Mecha Colic, Go Colmbia I pint .... 4 00 ‘“ ne raee Git Raden gC -- eee 90 5 case lots, 5c less; 19 G0lden Granulated .. 480 vy M& P Napntha .. 135 Durkee’s, large, 1 doz. 4 50 rgo, 24 5c pkgs. .... 90 Gold Rope, ¢ oe. 50 case lots, 10c less. Wheat Capitol Cylinder . 29.9 aes s small, 2 doz. 5 25 at Ce a Gold ia 4 ar FARINACEOUS GOODS Red ..-.:+cs+----ere+ 107 Atlantic Red Engine’ 134 Snider’s large, 1 doz. 235 “llver Gloss, 12 6Ihs. 8% Go p 19 and 8 tT. 58 Bian. White Vitgeeesesee 105 Summer Black 7.2 Snider's, small, 2 doz. 135 ,, is uzay Granger Twist 6 ip 40 ats = wore eee . « pac ages ewes 5 "ist, see 46 Glioma Bares 4 iniemcan cote. ag TOTES eee SALERATUS 16 3tb. packages... 4% GT. W., 10 and 21 tb. 36 ed. Hand Picked .. 375 Tess fhan carlots 40 PICKLES Packed 60 Tbs. in box. 12 6Ib. packages 6 Horse Shoe, 6 and 12 th. 43 Brown Holland ..... 3 20 : SC Rae Medium Arm and Hammer .. 300 50tb. boxes ......../. 3% Honey Dip Twist, 5 — ee pares @ariote 72 fee .. 759 Wyandotte, 100 %s .. 3 00 SYRUPS tone a wo. . 45 2 . packages ....1 60 PT aaingg 8 a S., count 4 25 SAL SODA Corn ' ar, 5 and 8 fh. Bulk, per 100 tb. .... 4.50 ‘085 than oy ss1¢ 10 5 gallon kegs ...... «, $96 Gvamiigted Bhe@ ...... so Harrels ............... ag J;.T., 5% and 11m. .; 10 rer Foland HUSK == Carlots ........5.-.. 1600 acre} Granulated, 100 tbs. cs. 90 Half barrels ..... ba gkas 30 ay Navy, 12 th. 32 io oo Less than carlois .. 18 00 a ; as Granulated, 36 pkgs. .. 1 25 bey eral No. 1%, a Pea « a 6 YD. . Feed Gaetan eee 2 2 SALT VZin aoc eecenecee 5 Maple Dt ay eases Hominy Street Car Feed .... 3000 ° ® re aa Blue Karo, No. 2, 2 dz. 1 95 i. Ss Pearl, 100 th. sack .. 250 No. 1 Corn & Oat Fa 30 00 parrels oherkins We ee agp Dine, Karo, No. 2% 4 hone en 2 Maccaronl and Vermicelll Cracked Corn ...... 29 00 enc 13 00 70 4 Yb. anne 3 40 €0Z 0... 2 35 Pace 7 Roll 6 & 3 58 ae 10 Th. box .. Coarse Corn Meal .. 29 00 5 gallon Tees Es oo: g an 60 5 th. sacks 2 40 a eo No. 5, 1 dz. 2 30 Patterson’s 4 leat = mported, 25 tb. box _.3 50 FRUIT JARS te ca 28 10 tb. sacks ...... 25 7. oe Te Peachey, 6, 12 © 24m i Pearl Barley Mason, pts., per gro. 465 Barrels ............ 1600 236 Ib. sacks ........ MS fed Kars Ne was | OMene eet ow Cg Chester BS 40 fsa gts., per gro. 600 Half barrels ........ 850 °° '- Sacks ........ te 3 Piper Heldsteck, 4 & 7 1.69 Be: sce. 2 00 eel % gal. per gro.7 40 5 gallon kegs ....... 8 20 Warsaw Red Karo, No. 2 ,2 dz. 2 30 Piper Heldsteck, per dz. 96 4 Peas : ason, Gee oe a 2 25 a . PIPES - Ee Open eee 26 Red Karo, No. 2%, 2dz. 2 75 ie : doz., per doz. 48 reen Wisconsin bu. 325 ._, ay, No. 216, per box 1 75 . dairy in drill bags 20 Red Karo, No. 5, - : eclcul, EM 0% ...). : Spit mee 43, Cox's, 1 doz. large .. 145 (Clay, T. D. full count 60 Solar Rock Red Karo, No. 0. a" 270 ‘Scrapple, 2'and 4 doz. ia Sago ont Gee Bie 5. 80 | Cob asks 90 56 tb. saekm ...0........ oa ” 260 Sherry Cobbler, 8 oz. 32 Hest India... 5 fete cee ul ae on SEAMING CARDS Common Pure Cane aot pee eo - a ’ . o. 90, St b ace i spear Head, 14 See ee 9 Rowe Aciaw'a dos, 3 45, No. in. Rival asarted 2 S6 ro eee fs 1 18 oa st 1S, Spear Head, ton... 4 Tasloca ee 2 oo oe No. 20, Rover, enam’d 1 50 ol ikesnbal sata hae 2. Deal, 7, 14 & 28 th. 20 d , ” : 0. 572, Special ...... 1 75 Folger’s Grape P aeons and 24 tbh. 43 mene Be 2 feng 2 elon sae a 50 No. 98 ‘Gott, Satia fin’ 2 00 SAET Stet Gee aa toe as 00 Btaeanrd Navy, 7%, 15 ’ . ete COORPORO ie. gs co elc's is oO. A ees ee ee le ne, 6d ll AEE SAtteec OU ID. once steak c. Pec @6 olce te fies book pees 1g NC SS Beeecte 200 Jarge, whole.... @ 7% TABLE SAUCES Vin Peay 6a as Minute 36 pkgs 275 Plymouth Rock, Plain 90 N° °? Sogumeywnist 225 small, whole .-. . wee oe ee ee ee eee oe ie ane ie” alford, small ...... 5 : oe La BISHING TACKLE | ing GRAIN BAGS -Babbitt’s, 2 doz. .....175 Pollock ss nen. °@ Bi TEA 225 Yankee Giri, 12 & 24 th. 31 % to 2 in ee 7 Amoskeag 5c ele 19 PROVISIONS _ Smoked Salmon Uncolored Japan All Red or 5 AM te 2 in, .2e 9 Herbs Barreled Pork Strips .10.00..- Weeds. Medium .......... 20@25 Am. Union Scrap oe 5 2 I to 2 im oe at Sage ...............-. 16 Clear Back ..22 00@23 00 Halibut Choice ............ 28@33 Bag Pipe, 5c es Sip ag FLOPS ......-seeeeeeee. 15 Short Cut Clr 20 00@21 00 Strips ................. 18 Famey ............. 36@45 Cutlas 6 : a 9 cnecenercenes-. 20 Pavel Feaves ....-.. = ee Ge fee a, Chumke .....-...0...... 19 Basket-fired Med’m 28930 Globe ‘Scrap, 2 oz. ... 30 enna MOS coc ce cc risket, Clear 2 @25 asket-fired Choice 35@37 Ha } on. . yore, vies HIDES AND PELTS Mie... cs ey ene Hewes Basket-fired Fancy 38045 Honey Guest tetas Be 5 78 Ro 2 ie oe Hides Clear Family ...... 2600 > ar wh hoae bi Ne. i Nite ........ 36688 Honest Seren fe és Me a ae et Green, No. 1 ..... to Dry Salt Meats 2 ee Siftings, bulk ..... 9@10 Mail Pouch, 4 doz. Sc 2 00 Nod 16 fect Green, No. 3 soeesas, - SP es 14% @15 ra ay hoa. Seicheen Siftings, 1 ™. pkgs. 12@14 Old Songs, 5c se 5 76 : cee tons sured; (Noid)... .. 7 ar 1 ae ‘ Gunpowde [2 en ey My 7 so Cured NO: 2 2205... 16 Pure in tierces 11 @11% @ a ao ehis a8 Moyune, Mediumn . 28@33 Yume Boon a os 7 Naf to ee: Calfskin, green, No. 1 15 Compound Lard 10 @10% Te aaiea. aot Moyune, Choice .. 35@40 Red Band, 5c ¥, a 5 76 eo < e Calfskin, green, No. 2 18% 80 Ib. tubs ....advance..% ‘Standard, % bbls. Moyune, Fancy .... 50@60 Red Man S ae 0. 8, 15 feet Calfskin; cured, No. 117. 80 Tb. tub d Standard, Kegs 95 4 m 254 cu: Se No. 9, 15 feet : in, » No. 60 Tb. tubs ....advance % Ping Suey, Medium 25@30 Scrapple, 5c pkgs. 48 , “a Calfskin, cured, No. 2 15% 50 Ib. tubs ....advance \% Trout Ping Suey, Choice 35@40 Sure Shot, be % gro. 5 76 nen Lines el 20 Tb. pails ...advance % No. 1, 100 ths. ...... 750 Ping Suey, Fancy .. 45@50 Yankee Girl § 2 Se es . 20 Old Wool ........ 60@1 25 10 tb. pails /!.advance % No. 1, 40 tbs 2 25 Young H P a oo a oe Medium (oe ee 26 Lambs ..... ves. 50@1 00 5 th. pails ...advance 1 No. 1, 10 IDs. 1.1... 90 Choice ....0....-. 28@30 Temebey teen Ls 5 78 BO sereceeeeeseeees 34 Shearlings ...... 30@ 75 8 Ib pails ...advance 1 No. 1, 2 Ibs. ........ 75 Fancy .........11) 45@55 Union Workman, 3% 6 60 SPECIAL PRICE 12 Smoking All Leaf, 24% & 7 oz. ors, Bie O%. ...-055- -. 6 Bagdad, 10c tins .... 11 Bagger, 3 OF. ........ 5 04 Pceer, | OF. ........ ad manner GC .......... 5 Banner, 206 ..,.....-. i Banner, 40c .......... 3 Belwood, Mixture, 10c ime Chief, 2% ox. .. 6 Big Chief, 16 oz : Buil Durham, ic .. 6 Bull Durham, 10c .. Bt Bull Durham, l15c .. 17 Bull Durham, 8 oz. .. 3 Bull Durham, 16 oz. .. 6 Buck Horn, 6c ...... 5 Buck Horn, 10c .... 11 6 Brar Fine, 6c ...... Briar Pipe, 10c Black Swan, 14 oz. .. Bob White, ic ...... Brotherhood, Bc ...... Brotherhood, 10c .... 11 Brotherhood, 16 oz. 5 Carnival, bc ........ 5 Carnival, % oz. ...... Carnival, 16 oz. .... Cigar Clip’g, Johnson Cigar Clip’'g, Seymour Identity, 3 and 16 oz. Darby Cigar Cuttings 4 Continental Cubes, iUc 5 11 Black Swan, Sc .... 5 7 6 6 Corn Cake, 14 oz. .... 2 5 Corn Cake, 7 oz. .... 1 Corn Cake, oc ...--..- 5 Cream, 50c pails ..... 4 Cuban Star, dc foil . 4 7 Cuban Star, 16 oz. cae Crins: S00 ui. 6c. ee. bills Best, 15g oz. Dills Best, 3% oz. Dills Best, 16 oz. Dixie Kid: be ........ Duke’s Mixture, 5c 8 Duke’s Mixture, 10c ..11 5: > Duke’s Cameo, 5c .... 9 erin: BC 26 5 FE. FE. A, 4 oz... 5 05 EF. A ft oz. ........ i ¢ Mabhion oC .......... 6 Mashion, 16 oz. ...... 5 Pive Bros., Sc ....... 5 Five Bros., 10c ..... 10 Five cent cut Phig .. Mi Bo We cciccs ce. 11 Four Roses, 10c .... Full Dress, 13% oz. Giad: Hand, 6c ....... Gold Bieck, 10c ...... 12 Gold Star, 50c pail .. 4 Gail & Ax Navy, 5c 5 : Growier, OC .......... Growler, 100 ......-.. Growier, Z0c ....... . Giant, OC... pecs esee Giant, 400 .....-.... Hand Meade, 2% oz. . Hazel Nut, 5c ...... 5 Honey Dew, 10c ....12 Hamting, 6C .......... ck tbe... ....- 6 i X 1, in pails ...... 3 Just Suits, oc ...-..-.. 6 Just Suits, 10c ...... 12 Kiln Dried, 25c ..... 2 King Bird, 7 oz. .... 2 ¢ Ming Bird, 10c ...... 11 = Binge Gird, 6c ........ ia Turke, Ge ....... tAtGle Giant, 1 Ib. .... Lucky Strike, luc ; isn Redo, 3 oz. ...... 10 Le Redo, 8 & 16 oz. Myrtle Navy, 10c ....11 52 Myrtle Navy, 5c ..... 5 Maryland Club, 5c ... Mayflower, 5c ....... a a Mayflower, 10c ...... Mayflower, 20c ...... 1 v2 Nigger Hair, 5c ..... 6 00 Nigger Hair, 10c ....10 Nigger Head, 5c .... 5 Nigger Head, 10c ... 10 Noon Hour, 6c ...... Old Colony, 1-12 gro. il Qld Hnglish Crve 1140z Old Crop; be ........ f Ola Crop, 25e ....... P S., 8 oz. 30 tb. cs. P S., 3 oz., per ero. 5 Pet Hani, 1 oz. ...... Patterson Seal, 1% oz. Patterson Seal, 3 oz. Patterson Seal, 16 oz. Peerless, be ........ Peerless, 10¢ cloth 1 Peerless, 10c paper ..1 Peerless, 20c ........ 2 Peerless, 40c Plaza, 2 gro. case 5 Plow Boy, 5c ....... 5 Plow Boy, 10c ...... 11 4 1 Om Mil, oe... 57 5 Plow Boy, 14 oz. Pedro, 100... 1 Pride of Virginia, 1% RelOt, BC) oc: 5 Pilot, 14 oz. doz. ..... 2 Prince Albert, 5c .... Prince Albert, 10c .... Prince Albert, 8 oz. .. 3 Prince Albert, 16 oz. .. 7 13 Queen Quality, 5e Rob Roy, 5c foil Rob Roy, 25¢ doz. .... Rob Roy, 50c doz. S. & M., 5¢ eross .. S. & M., 14 oz., doz. . Soldier Boy, 5c gross Put, ¢ ov. Gan. |. Soldier Boy, 1 th. .... 4 Sweet Caporal, 1 oz. Sweet Lotus, 5c --- 5 sweet Lotus, 10c ...11 Sweet Lotus, per doz. 4 60 Sweet Rose, 2% oz. Sweet Tip Top, 5c ... Sweet Tip Top, 10c .. Sweet Tips, % gro...1 Sim Cured. We 6.0... Summer Time, 7 oz... Summer Time, 14 oz. Standard, 5c toll .... § 1 0 Summer Time, 5c ... : 3 oO Standard, 10c paper 8 Seal N. C. 1% cut plug Seal N. C. 13% Gran. .. Three Feathers, 1 oz. Three Feathers, 10c 1 Three Feathers and Pipe combination Tom & Jerry, 14 oz. Tom & Jerry, 7 oz Tom & Jerry, 3 oz. Trout Line be ..... 5 “rout Line, i0¢ ..... il 5 Yurkish, Patrol, 2-9 Tuxedo, 1 oz. hags Tuxedo, 2 oz. tins Tuxedo, 20c wee tee eee 1 90 Tuxedo, 80c tins .... d Wer Path Ge ...... 6 Wer Cath, 2c ...... 1 Wave Line, 3 oz. : Wave Line, 16 oz. Way wo, 2% om .... 6 Way up, 16 oz. pails .. Wild Froit Se ...... 5 Wild Birnit, 10ec ...... di 52 Wai Vem, be |... so. 2 1 Zam Yum, 10c ...... 11 ¢ Yum Yum, 1 i. doz. 4 TWINE Cotton 3 ply .......... Cotten 2 ply 2... ite, 2 INS ee Hemp. 8 oly .... 2... Riax, medium ....... Wool 1. bales ....: 101 VINEGAR White Wine, 40 grain 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 2ross ...... 35 No. 1, per Bross .... 45 No: 2, per 2ross .... (5k No. 6, per Gross .... 8&0 WOODENWARE Baskets Busheis .... 1... 1 Bushels, wide band .. 1 Markee .. Splint, jlarge ....:.., 4 Splint, medium ..... _3 Splint, small ..0 3 00 Willow, Clothes, large 8 Willow, Clothes, small 6 Willow, Clothes, me’m 7 Butter Plates Ovals % 1b., 250 in crate % h., 250 in crate 1 i>, 260 in crate ...... 2 ib., 250 in crate ..... 3 i. 250 im erate | bi). 250 in crate ... Wire End ib., 250 in erate ..._.. CIO bo ib., 20: in crate .,.. |: Churns Barrel, 5 gal., each .. 2 Barrel, 10 gal., each ..2 Clothes Pins Round Head 4% inch, 5 gross ..... Cartons, 20 2% doz. bxs Egg Crates and Fillers Humpty Dumpty, 12 dz. 20 No. 1 complete - No. 2, complete ....__. Case No. 2, fillers, 15 ” BPIB ine eee 1 Case, medium, 12 sets 1 Faucets Cork lined, 3 in. ..._.. Cork lined, 9 in. ..., Cork lined, 10 in. ...... 5 7 Rob Roy, 10c gross ..10 53 > 4 5 3 5 Soldier Boy, 10c .... 10 i ACO DS et 1 1D.. 250 in crate ...... 5 D:, 200 in erate | 3. - 55 14 Mop Sticks Trojan spring Ideal No. 12%. cotton mop heads 1 Palls 10 qt. Galvanized 12 qt. Galvanized 14 qt. Galvanized Mibre es Toothpicks Birch, 100 packages .. ideal) Traps Mouse, wood, 2 holes : Mouse, wood 4 holes 10 qt. Galvanized ee 12 qt. Galvanized poe 14 qt. Galvanized Mouse, wood, § holes .. Mouse, tin, 5 holes Rat, wood Rat, spring Se Tubs No: 1 Wibrae .. |. 16 No 2 Whre |. Li 15 No. 3 Mibre 7 || Large Galvanized . pee Medium Galvanized |! Small Galvanized Washboards Banner, Globe ........ 3 grass, Single (IBSs, Singio ..)/ | Single Acme ....... | Double Peerless ,.... Single Peerless ...... Northern Queen Double Duplex Good Enough Universal Wood Bowis 13 in. Butter ....... | ] io in. Butter 3. | iin. Butter 2. 19 im. Butter |... WRAPPING PAPER Common Straw Fibre Manila, white Fibre Manila, colored No. 1 Maniin: = 4 Cream Manila .... Butchers’ Manila Wax Butter, short e’nt 1 Wax Butter, full e’nt 15 Wax Butter, rolls YEAST CAKE Magic, 3 doz. Sunlight, 3 goz | 1 Sunlight, 1% doz. Yeast Foam, 3 doz. Yeast Foam, 1% doz. AXLE GREASE 1 Tb. boxes, per gross 8 70 3 Tb. boxes, per gross 23 10 TELFER’S te COFFEE DETROIT USA JAm0, 1 ib. tin. ....., ween, 1 1b Gn) 3elle Isle, 1 tb. pkg. Bismarck, 1 tbh. pkg. Vera, 1 1. pike (55. Koran, 1 ib. pike |... Telfer’s Quality 25 Mosan 220.0507. 01. : Quality, 20... 5. 23. AY. J. G. Tea Cherry Blossom ‘Tea : Telfer’s Ceylon ... Eclipse patent spring No. 1 common (1) | & No. 2, pat. brush holder 8 é Do born bt bed peo to a ie CO te te O09 Co < t orslon~) onan MICHIGAN TRADESMAN CURRENT 15 BAKING POWDER K. ©; Doz. 10 oz., 4 doz. in case 18 oz. 4 doz. in case 1 20 oz., 3 doz. in case 1 60 25 oz., 4 doz. in case 2 50 oz., 2 doz. Plain top 4 50 oz. 2 doz screw top 4 80 oz., 1 doz. plain top 6 80 oz., 1 doz. screw top 6 75 Barrel Deal No. 2 8 doz. each 10, 15 and 2b OZ) 32 80 With 4 dozen 10 oz. free Barrel Deal No. 2 6 doz. each, 10, 18 and 20°02, -.0.. oe 24 60 With 3 dozen 10 oz. free Half-Barrel Deal No. 3 4 doz. each, 10, 15 ana 2b 02.) fo --..16 40 With 2 doz. 10 oz. free All cases sold F. O. B. jobbing point. barrels and _half- barrels sold F. O. B. Chi- cago. Royal 10c size .. 90 %Yb cans 1 85 6 0z cans 1 90 %Ib cans 2 50 %Ib cans 3 75 1lb cans 4 80 3tb cans 13 00 5Ib cans 21 50 CIGARS Johnson Cigar Co.'s Brand Dutch Masters Club 70 99 Dutch Masters, Inv. 70 00 Dutch Masters, Pan. 70 00 Dutch Master Grande 68 00 Little Dutch Masters (300 lots) 9) 0)... 10 00 Gee Jay (300 lots) ..10 00 Hi Portana _.... o.-2-05 00 Sc Ww. Worden Grocer Co. Brands Canadian Club Londres, 50s, wood os Londres, 25s tins ...... 35 Londres, 300 lots ...... 10 COFFEE OLD MASTER COFFEE Old Master Coffee .... 31 San Marto Coffee ..... White House, 1 tb White House, 2 tb. Excelsior, Blend, 1 th. Excelsior, Blend, 2 th. Tip Top Bland, 1 th. Royal Blend ....... s Royal High Grade ..._: Superior Blend Boston Combination Grocer Co., Lee & Cady & Cady, tle Creek; Toledo. Cream Bora 16 * Roasted Dwinnell-Wright Brands Distributed Jackson; Royal Garden Tea, pkgs. 40 THE BOUR GCoO.. TOLEDO, GHioO. SOAP Lautz Bros.’ & Co Acme, 70 bars ...... 3 05 Acme, 100 cakes, 5c sz 3 75 Acorn, 120 cakes .... 2 40 Cotton Ofl, 100 cakes 6 00 x, 100 cks 3 90 Circus, 100 cakes 5c sz 3 75 Climax, 100 oval cakeg 3 05 Gloss, 100 cakes, 5¢ sz 3 75 Big Master, 100 blocks 3 90 Naphtha, 100 cakes Saratoga, 120 cakes .. e eee rees seensee eeee sees by Judson Grand Rapids; » Detroit; Lee & Cady, Kalamazoo: Lee Seginaw; Bay City Grocer Company, City; Brown, Warner, mark, Durand & Co., Bat- Fielbach Co., Bay Davis & Gods- -- 3 90 2 40 December 1, 1915 17 Proctor & Gamble Co. MONON 3 20 Ivory, 6107) 10005 be: 4 00 Ivory, 10 67.05... .5. 0: 6 75 DUAN 3 35 Swift & Compa ny SMWIttS Pride |... |. 2 85 White Laundry ...,., 3 50 Wool, 6 oz. bars 3 85 Wool, 10 oz. bars ..’" 6 50 Tradesman Co.’s Brand Black Hawk, one box 2 50 Black Hawk, five bxs 2 40 Black Hawk, ten bxs 2 25 A. B. Wrisley Good Cheer ..... “4 00 Old Country ....... 2 40 Scouring Sapolio, gross lots i 9 30 Sapolio, half gro. lots 4 ao Sapolio, single boxes 2 40 Sapolio, hand ........ Scourine, 50 cakes is Scourine, 100 cakes ._ 3 50 mens 0 S Soap Compounds Johnson’s Fine, 48 2 3 25 Johnson’s XXX 100 5c 4 00 Rub-No-More Nine O’Clock Washing Powders Armoums (000... 3 70 Babbitt's 1776 2... | 3 To Gold Dust, 24 large .. 4 30 Gold Dust, 100 small 3 $d Kirkoline, 24 4m. ... 2 80 Lautz Naphtha, 60s .. 2 40 Lautz Naphtha, 100s 3 Pearline Roseine (001: i. 3 Snow Boy, 60 5e .... 2 Snow Boy, 100 5¢ .... 3 Snow Boy, 24 pkgs., Family Size ........ 3 75 Snow Boy, 20 pkgs., Laundry Size ..... of Swift’s Pride, 24s .... 3 Swift’s Pride, 100s 3 Wisdom 22.20)... | - 38 5c Cleanser Guaranteed to sor 16c 7. 80 - CANS - $2.90 FITZPATRICK BROTHERS’ SOAP CHIPS BBLS. White City (Dish Washing) ....... tecteeeseceeceeeee210 Ibs......3¢ per Ib. Tip Top (Canatic) ......5../..... treeeseeseeeee..250 Ibs......4¢ per Ib MO ito Or... teeereeees 225 Ibs......5Mc per Ib. Palm Puro Geap Dry................... |. soeceessse.+.300 Ibs... ...6&c per Ib FOOTE & JENKS’ Killarney (reézin? GISTERED (CONTAINS NO CAPSICUM) ) Ginger Ale An Agreeable Beverage of the CORRECT Belfast Type. Supplied to Dealers, Hotels, Clubs and Families in Bottles Having Registered Trade-Mark Crowns A Partial List of Authorized Bottlers: A. L. JOYCE & SON, Grand Rapids and Traverse City, Mich.; KALAMAZOO BOTTLING Co., Kalamazoo, Mich.; KILLARNEY BOTTLING Co., Jackson, Mich. | SOMETHING MORE and when you want it. The chances are that you want something more than printing when you want a job of printing —ideas, possibly, or Suggestions for them; a plan as likely as possible to be the best, because compris- ing the latest and the best; an execution of the plan as you want it This is the service that we talk about but little, but invariably give. Tradesman Company :: Grand Rapids me Lenco ilon eet IRN ip - >> ee a s « = 15 5 v 5 0 ~~ ~S = f h ; $ ‘ SO 0 “SERN ND continuous insertion. o cents a word the first No charge less than 25 cents. December 1, 1915 MICHIGAN TRADESMAN 47 BUSINESS-WANTS Advertisements inserted under this head for tw DEPARTMENT insertion and one cent a word for each subsequent a Cash must accompany all orders. BUSINESS CHANCES, ee a a For Sale—Good profitable harness and leather goods business located in a live country town of 2,000. Stock consists of harness, horse collars, strap work, sad- dlery, hardware, trunks, bags, suit- cases, ete. Good repair shop, well equipped with electric motor, harness stitching machines, shoe finishing ma- chine, tools, ete. Will inventory about $2,200. if you want 4a money-maker write at once, as this must be sold quick on aecount of ill-health. Address owner, K. W. A., 1104 Jefferson avenue, Grand Rapids, Michigan. 647 For Sale—Combination ice cream par- lor, confectionery, restaurant and transit rooms. One of the finest places in Cen- tral Michigan. Only real place in city. Will sell cheap. Address, Lock Box 508, Ovid, Michigan. 645 For Sale—Live srocery and crockery business in Southern Michigan. Leading store over 30 years. $4,000 stock with $55,000 sales. Splendid opportunity. Ad- dress No. 644, care Tradesman. 644 For Sale—Up-to-date stock of men’s and boys’ clothing, furnishing and shoes, suits made to measure. Also branch office for dry cleaning. Best location and established trade in best farming town in State. Other business interests reason for selling. Must be cash sale, and at once. Address No. 643, care Tradesman. 643 To Exchange—I have farm lands in the Northwest, first mortgage farm loans, notes secured by chattel mortgage and real estate to exchange for merchandise, hardware or farm machinery and. will consider deal from merchants who want to dispose of part of their stock. Can handle any deal from $1,000 to $15,000. Merchant, 530 Security Bldg., Minneap- olis, Minnesota. 642 For Sale—Grocery and meat market in town about 1,000. Am doing about $18,- 000 annually. Best location in the town. Reason for selling I am_ going away. Price $2,000 cash. C. W. Freer, Box 11, Galesburg, Michigan 616 To Exchange—160 acres heavy virgin timber, birch, maple, hemlock, ash, elm, ete., near railroad in Northern Wiscon- sin, for good stock, hardware preferred. Address No. 618, care Michigan Trades- man. For Rent—Building at 949 Cherry St. A-1 place for meat market. Next to Maloney’s grocery. Enquire G. Heyt, 949 Cherry St., Grand Rapids, Michigan. 599 For Sale—Or might exchange for real estate in city if location suited, $9,000 stock of clothing, shoes and furnishings; old established business clean and up- to-date, in one of Michigan’s best towns of about 1,500. Easy terms or can re- duce stock to accommodate purchaser. Address No. ¢**, care Michigan Trades- man. 601 Wanted—To hear from owner of good mercantile stock for sale. Box 1735, Houston, Texas. 608 For Sale—Two meat markets located at 112 Michigan street and one at the corner of Walker and Garfield avenues. Good locations and doing fine business. I have three markets and since the death of my brother have not been able to take care of all. One requires all my time. Address Walter Thomasma, 400 Leonard St., Grand Rapids, Mich. 560 I pay cash for stocks or part stocks of merchandise. Must be cheap. H. Buyer, Milwaukee, Wisconsin. 925 Safes Opened—W. L. Slocum, safe ex- pert and locksmith. 1 Ionia Ave. N. W., Grand Rapids, Michigan. 104 For Sale or Trade—Chalmers six tour- ing car for stock of merchandise. Ad- dress D. C. Levinson, Petoskey, Michi- gan. 641 For Rent—Building equipped for gen- eral store purposes at Delton, Barry county; good railroad town. Address G. W. Kern, Onondaga, Michigan. 640 Must Sell At Once—Only bakery, con- fectionery and ice cream parlor in town of 1,500. Come and look it over and make me an offer. Did nearly $10,000 worth of business this season. Will sell either with or without the bake-shop. Lock Box 554, Ovid, Michigan. 639 We Buy—Bankrupt drug stocks, also solicit listings of those who desire to sell or trade their business. N. J. Weeks, Kalamazoo, Michigan. 633 For Sale—Clean stock general mer- chandise, established business in town 800 population. Address E. & J., care Tradesman. 635 For Sale—Good bakers’ oven, mixer, gasoline engine. Also soda fountain and ice cream fixtures. Enquire H. v Coombs, Box 325, Edmore, ee , 632 For Sale—General stock inventorying about $11,000, located in strong business center surrounded by well-to-do Danish people. Reason for selling, owner has other business which demands his atten- tion. Rent low. No trades. Terms reasonable. Two bright young men can make a fortune in ten years. Address No. 631, care Michigan Tradesman. 631 For Sale—Clean stock merchandise con- sisting of dry goods and groceries. Stock about $4,500. Twenty-five miles from Grand Rapids. No better farming land in the State. Apply to Worden Grocer Co., Grand Rapids. 636 Splendid Store Rooms—For rent, 30 x 80, good cellar, in brick building. Building wired, central location. W. C. Amerman, Secretary Building Company, scosh- konong, Missouri. 637 For Sale—Grocery store in live town about 40 miles southeast of Grand Rap- ids in rich farming country. Doing $19,000 yearly. Expense light. Address No. 688, care Tradesman. 638 Wanted—Any good manufacturer's line to sell in Western Montana, Idaho and Washington or in British Columbia and Alberta. Must be the right goods and at bottom price. References given. W. F. Paxton, Lethbridge, Alberta, Canada. 628 For Sale—Clean stock general mer- chandise in one of best towns 800 popu- lation Central Michigan; finest country around. Will reduce stock to $2,000 or $2,500, and sell stock and fixtures at in- ventory, One-half down, balance on con- tract. Address No. 583, care vee 83 Move your dead stock. For closing out or reducing stocks, get in touch with us. Merchant’s Auction Co., Reedsburg, Wisconsin. 963 Auctioneer: Merchandise and real es- tate auctioneering is my specialty. Mag- nus Wangen, Hartland, Minn. 453 Business Opportunity—Wanted, a re- sponsible firm or individual, experienced in the grain business to establish and operate a second elevator in a live town in the center of the best agricultural district in this State. Located on the T. S. & M. Branch of the Grand Trunk Railway. No better opening in the State for a responsible dealer with available capital. Local capital can be secured if desired. For particulars call on or ad- dress the Farmers & Merchants State 3ank, Carson City, Michigan. 572 Merchandise Sales Conductor. For clos- ing out entirely or reducing stocks, get Flood, Dexter, Michigan. 18 Shoes—-We are stock buyers of all kinds of shoes, large or small, parts of or any kind of merchandise. Largest prices paid. Write at once. Perry Mercantile Co., 524 Gratiot avenue, Detroit, wens cae 51 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. Al®%) 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 Stocks Wanted—If you are desirous of selling your stock, tell me about it. 1 may be able to dispose of it quickly. My service free to both buyer and seller. Kruisenga, 44-54 Ellsworth Ave., Grand Rapids, Michigan. 870 For Sale—House and lot. Also candy and cigar store doing good business; will sacrifice same .on account of health; worth while investigating. Ed. C. Lem- erand, Monroe, Michigan. 516 For Sale—Clean stock merchandise about $3,000. Groceries, shoes, staple dry goods, in said country town. Sacrifice for quick sale. No sales people need answer. Would take good residence prop- erty up to $1,800 to $2,000. Address Owner, care Michigan Tradesman. 629 HELP WANTED. Wanted—A clerk for general store in country town, 25 to 30 years of age, (married preferred), with at least two years’ experience. Must be bright and industrious. Wages according to ability. Reference required. Address No. 648, care Michigan Tradesman. 648 POSITION WANTED. ~ Position Wanted—As traveling sales- man by man of 42 years. Have haa experience and can furnish good _ refer- ences. If you need a man, let me talk with you. Address No. 646, care Trades- man. 546 Wanted—Manufacturers’ agent, wishes to represent a manufacturer at Atlanta, Ga. all or part time. Capable of han- dling salesmen. Commission only. Ad- dress Agent Fairview and Oakland, De- catur, Georgia. 63 anted a Position—As clerk, any kind. Three years experience in candy and tobacco store, or would like to learn good trade. Can give best of references. Lee J. Lemerand, Monroe, Michigan. 630 Position Wanted—Middle aged man with many years of mercantile experi- ence desires a position as manager of general store. Capable of handling every detail of business. Address No. 373, care Michigan Tradesman. 373 Conservative Investors Patronize Tradesman Advertisers Invoices $8,000. for this store won't go begging. FOR SALE Best Paying Exclusive Shoe Store in Cadillac, Michigan Old Established. All Cash Trade. Best Reasons for Selling If you have the money and mean business better come and see us at once RICE & CASSLER, Cadillac stration. Citz. 31883. Bell 3655 Main The Auto Trailer Has Arrived Lowers the cost of your hauling. Let us prove it. Built to meet your requirements with capacities from 1,000 to 2,500 Ibs. and can be properly attached to any car. THWING & CO. DISTRIBUTOR FOR SCRIPPS BOOTH Storage, Repairs and Auto Supplies. New and Second Hand Cars. Two Doors West of Division Avenue, South 15-17 Graham Street, S. W. Write, phone or call for demon- Grand Rapids, Michigan house for residence. Wanted Immediately to buy beans, potatoes, seeds, grain, fruit, farm produce and sell feeds, coal, cement to farmers. Strong, able bodied, willing to work and do the work. References needed as to character and ability. We own a good MOSELEY BROS., Grand Rapids, Mich. Experienced, capable man and wife at Moseley Station More business for you means more business for us. No flies, no dust, no pilfering and no waste. Quick and easy service. Far ahead of globes and jars. We are special agents for this new showcase and to possible time we are offering it for a limited period with an as candy. We want you to have one of these cases because it will more than double your candy business. get them placed with our trade in the shortest an assortment of ten pails of our best selling Ask our salesman about the proposition or write us for particulars. PUTNAM FACTORY, Candy Manufacturers Bulk Candy Showcase HANDSOME PRACTICAL AND SANITARY SIZE 32 inches long 14% inches wide 8% inches high Grand Rapids, Mich. 48 MICHIGAN TRADESMAN December 1, 1915 BANKRUPTCY MATTERS, Proceedings in the Western District of Michigan. Grand Rapids, Nov. 15—In the matter of Constantine Golembiewski, bankrupt, Grand Rapids, a special meeting of cred- itors was held this date. The first re- port and account of the trustee, showing total receipts to date of $300, disburse- ments for administration expenses of $6 and a balance on hand of $294, was con- sidered and the same appearing proper for allowance and _ there being no ob- jection thereto was approved and al- lowed.