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Thirty-Third Year
GRAND RAPIDS, WEDNESDAY, DECEMBER 1, 1915 Number 1680
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Hand in Hand With Angels
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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!
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For a limited time and subject to withdrawal without advance notice, we offer
SNOW BOY WASHING POWDER 24s FAMILY SIZE
through the jobber—to Retail Grocers
25 boxes @ $3.60—5 boxes t REE
10 boxes @ 3.60—2 boxes FREE
5 boxes @ 3.65—1 box FREE
2% boxes @ 3.75—% box FREE
F. 0. B. Buffalo: Freight prepaid to your R. R. station in lots not less than 5 boxes.
All Orders at above prices must be for immediate delivery.
This inducement is for NEW ORDERS ONLY—subject to withdrawal without notice.
; Order from your Jobber at once or send your order to us giving name of Jobber through
EGON HS whom order is to be filled.
Yours very truly,
BUFFALO, N.Y., January 1, 1915.
DEAL NO. 1500.
Lautz Bros. & Co.
PORSae
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Thirty-Third Year
SPECIAL FEATURES.
Detroit Detonations.
News of the Business World.
Grocery and Produce Market
Upper Peninsula.
Editorial.
Financial.
Adequate Accounting.
Automobiles and Accessories.
Good Salesmanship.
Dry Goods.
The Meat Market.
Looking Backward
Years.
Hardware.
Warm Welcome.
Woman’s World.
Butter, Eggs and Provisions.
America’s Opportunity.
Clothing.
Shoes.
The Commercial Traveler.
Drugs.
Drug Price Current.
Grocery Price Current.
Special Price Current.
Business Wants.
Seventy-five
ENDURANCE AND EFFICIENCY
The Germans are not alone in their
anxieties over the national food sup-
ply. High prices obtain in England
and One of the problems
Paris press has been dis-
cussing is the same that
fronts
France.
which the
now con-
the Kaiser, namely the pre-
vention of speculation in food. This
is the plain meaning of the Kaiser’s
official announcement that there is
enough food for the people, but that
prices must be regulated so as to
ameliorate the hardships of the poor.
Speculation in food is openly charged
in the Paris newspapers. We are
witnessing one of the inevitable ef-
fects of a long war in the wearing
the
and
interests.
first fine instincts of
patriotism the reassertion§ of
selfish The tone of the
German press is bitter in its implica-
tion that because of private selfish-
ness and government incapacity the
down of
burdens of the war have fallen with
special weight on the lower classes.
The Kaiser is apparently on the de-
fensive when he goes to the pains of
declarina@ im an ofmcial mote that a
large portion of the Socialist party
agrees that the new food regulations
are sufficient for the needs of “the
mation Tt may be that the
problem is just as acute in France,
and that our impressions of German
conditions are partly shaped by the
the Berlin
whole
very foresightedness of
authorities. Germany is in the habit
of taking drastic measures for the
purpose of warding off a situation
other deal with
oughly only when it arises.
There significance in
the fact that the problem of a food
supply manipulated to the disadvan-
tage of the poor should ever arise
in Germany. It compels people to
revise fairly established notions about
which nations thor-
is, however,
the extraordinary discipline, resource-
fulness, patriotism and unity of the
German people. We now begin to
the
manity under which the less efficient
and disciplined nations labor, The
discern same limitations of hu-
GRAND RAPIDS, WEDNESDAY, DECEMBER 1, 1915
man who would make an extra profit
out of the starvation of the poor is
apparently not unknown in Germany.
The selfish rich who find
evading the regulations for
cards and meatless days have to be
dealt with. The control of the
supply has been taken over from the
provincial authorities by the
thus arguing that not every German
ways of
bread
food
Ka‘ser
official, wherever found, is by defini-
tion a model of the highest conceiv-
able efficiency. But above all the
fact stands out that Germany is not
only plainly facing a shortage of food,
but is actually suffering from the
effect of a famine which is
untold suffering among non-combat-
ants and is seriously impairing the
efficiency of the Kaiser's soldiers. It
is all very well to throw the blame
on the speculator, but food is usually
causing
not cornered when it exists in abun-
The Frankfurter Zeitung
speaks of sinister conditions brought
on by the blockade.
dance.
Maximilian Har-
den says the German people are in
A South paper
whispers the dread “famine.”
Official Berlin, in defending Zeppelin
raids, speaks of “millions
suffering not
9
distress. German
word
who are
inconsiderable sacri-
fices.
This is a situation which will come
as a surprise to those who have been
persuaded of Germany’s limitless ca-
pacities in rallying to the needs of a
crisis. Last winter Germany’s food
anxieties were supposed to terminate
automatically with the harvest of
1915. It was assumed that this har-
vest would be sufficient for a year.
because it simply had to suffice, be-
cause the Kaiser willed The
mere fact that four million men were
it So.
away from the farms was no handi-
cap. German ingenuity would utilize
woman’s labor, would utilize the Rus-
sian prisoners, would
fertilizers by which the earth would
give forth in
That was course. For
one thing, the rains could not be
mobilized at the behest of the Kaiser
and the crop of 1915 has suffered
The story of extraor-
devise magic
increased abundance.
nonsense, of
from. drought.
dinary substitutes devised under
war pressure—substitutes for nitrate,
for copper, for cotton, for wool, for
foods—has accepted seriously
by a good many people because the
The leg-
end of a Germany that has replaced
everything with
been
story came from Germany,
something ist as
good has been incornorated into ser-
economic studies of the
But now we are beginning to see that
there are limits even to what Ger-
many and her people can do. We are
brought back to the thought that per-
haps democracy and individual liberty
are not always synonymous” with
muddle, but may give rise to an ef-
ious war.
ficiency of their own which we
been too ready to discard without
waiting for definite results of the war
and for knowledge of the price that
the different nations are paying for
the results so far obtained.
And these doubts of the perfect
German efficiency are not confined to
the outside world. The German
press, in commenting on the Kaiser’s
handling of the food problem, speaks
”
have
of “abuses,” “insufficient measures.”
and “dismal and unholy”
is the
months of the war precipitated by the
Kaiser, carried on with
efforts and cost, and no end in sight
The Frankfurter Zeitung only
recommend drawing one’s belt tight-
er and hacking a way through. But
hacking through to what? The Wes?
is out of the question. The hacking
Process in Russia has come to an
end, and the conquest of the Czar’s
grain lands has not relieved the situa-
When the
way to Constantinople he has come
no nearer to a source of food supply
policies. It
inevitable outcome of fifteen
prodigious
can
tion. Kaiser opens the
for the beleaguered German people.
Asiatic Turkey is hardly in a position
to feed the German empire. Hence
that very grim jest by the Frank-
furter Zeitung, when it foresees the
necessity of the German people “nour-
ishing” itself on hate.
What Henry Ford and others cannot
get out of that 20,000
soldiers are being killed or wounded
their heads is
every day on various fronts; that the
conflagration is
and that new countries are being steadi-
They decline to be-
lieve that this should be permitted to
go on unchallenged, particularly as the
original aspect of the has
changed since the beginning, even in
constantly spreading,
ly drawn into it.
struggle
England, where the shrill demands for
the “crushing” of Germany have long
since died out. Now every country at
heart is eager for peace, but no country
will take the lead in beginning negoti-
force it has
been urged, notably by the able and high-
ations. Hence, with much
minded delegates from the Hague Peace
Conference, and by some of the strong-
est American journals that there should
be an official or unofficial neutral con-
ference in session at The Hague or else-
where, to act as a clearing-house of in-
formation about the real feelings of the
people of the belligerents, and to pro-
vide, if possible, a machinery which may
help to bring about mediation. Of
course, this suggestion will not appeal
to those who believe that there should
be no talk of peace until Germany and
humbled; it
will appeal to those who are ready to
any end a conflict
planned and precipitated by the Kaiser
which is an indictment of humanity and
of Christianity itself,
her allies are completely
grasp at straw to
Number 1680
BROTHERS-IN-MURDER.
When the enters
tinople, to greet his exalted brother-
Sultan, he will
pains to forget what
Kaiser Constan-
in-arms, the have to
take Germans
For
which
Empero:
Turks.
letter
wrote to the old
On Atoust 11, 1877.
time of the first
the war with Turkey, and
associated
about the
there is the
written
example,
have
Bismarck
Tt was at the
Russian reverses in
Bismarck
Wilhelm |
He did
not think that Germany would need
to face a
himself with
nisfortune.
in regretting the
change of policy, but he
went on to Say:
It is impossible without deep sym-
pathy to read of the misfortunes ot
these brave and friendly soldiers, or
without indignation to learn of the
shameless outrages committed by the
Turks upon the wounded and help.
less. With such barbarians it is dif-
ficult to be on good terms diplomatic-
ally, and I think that all Christian
Powers must be indignant. For the
Russians, there lies in these events
evidence that they are the champions
of Christian civilization against heath-
enish barbarism.
This letter was first printed in the
“Anhane’ to
Bismarck’s “Erinnerun-
gen,’ and may be found at
of Vol L
water
page 273
1
Tt shows what a lot ai
has flowed under the bridge
since the great Chancellor made
Ce
friendship with Russia a_ cardinal
point in the true policy of Germany
But, of course, when he said that it
was difficult to keep up even diplo-
matic relations with Turkey, he did
not that a
would one day be in
Sultan,
dream German Kaiser
alliance with a
entirely
Turkish
humane
blood-stained and
ready to overlook those
against which
the
Germany, are crying out as Bismarck
out against Ger-
many of 1877.
Greuelthaten
men all over world, except in
cried them in the
Perhaps it was only brag and bra-
vado, but undoubtedly the wish was
father of the thought when the sailor
from. the
that
munition
interned German cruiser
within six months
plant in the
will be destroved.
said every
States
Buelow
what he is talkinz about
foolish to say it. What
these
plants were all accidental no one be-
Under
neutral country has the right to make
sell both
to belligerents,
of local
stroy
United
The man
may know
even if he is
the fires, explosiens, etc., in
lieves. international law a
and arms and ammunition
violation
to de-
and i 15 2
statutes for anyone
property and put lives in jeop-
ardy. Owners of these factories
must,
and and
punish the offenders who are financed
by the Teutonic allies.
of course, increase their guards,
greater vigilance must find
DETROIT DETONATIONS.
Cogent Criticisms From Michigan’s
Metropolis.
Detroit, Nov. 29—Learn one thing
each week about Detroit: In
one factory are made each
year, 75,000 lavatory seats and
25,000 gas hot water heaters. The
heaters require 500,000 feet of copper
tubing and over 18,000,000 pounds of
cast iron pipe and fittings are used.
George Ingram, representative for
A. Kuhlman & Co., dealer in surgical
instruments and supplies, 203 Jeffer-
son avenue, has been confined to his
home with a sprained ankle.
The Industrial Fair to be held un-
der the auspices of the Traveling
Men’s Fair Association will be held
at the Detroit armory Dec. 28, 29
and 30.
From up state we learn that our
old friend and fellow sufferer, Charles
Perkins, is still living and among
the optimistic and hustling coterie of
Grand Rapids traveling men. Op-
timism in Charlie’s case really bor-
ders on heroism, for he represents a
wholesale liquor house and, repre-
senting a wholesale liquor house in
these days of reformation, vice cru-
sades and woman’s entrance into the
maelstrom of politics, is not exactly
a bed of Burbank thornless roses.
Last week, so we are informed, Chub-
by Charley was in one of the few
towns in Western Michigan that has
not been Sahara-ized and while there
had the pleasure of meeting the vil-
lage philosopher. It was the philos-
opher who informed him that “ad-
versity is a bottomless lake, surround-
ed by near sighted friends.” Charles
repeated this bit of philosophy to a
friend, who, in turn relayed it to De-
troit. That’s how we found out our
friend is still on the job and serving
D. Amberg & Bro., as of yore.
Jack Blitz, representative for John-
son & Johnson, New Brunswic, N. J.,
left for a two weeks’ trip through the
South, where he will visit many of the
larger cities in the interest of his
firm.
George Nunn, manufacturer of
builders supplies, corner Third and
3altimore avenues, will build a three-
story brick and steel factory building
near his present location.
E. A. Zimmerman, a veteran auto-
mobile salesman in the retail field,
has been appointed sales manager
of the MckKenney-Devlin Co., 700
Woodward avenue, and has reorgan-
ized the sales force.
C. H. Haberkorn & Co. have ap-
proved contracts for the erection of
an addition to their furniture factory
on Brooklyn avenue.
Henry Ford sails this week on a
peace mission to Europe. Other
American who have attempted to sail
to Europe on peaceful missions found
their peace in the bottom of the
ocean.
It is not difficult to pay high wages
to labor when products of that labor
will bring several hundred per cent.
profit.
Cadillac Council U. C Tf. was
again signally honored when one of
its members, M. G. Howarn, was ap-
pointed one of three delegates to rep-
resent the United Commercial Trav-
elers at the Rivers and Harbors
Congress in Washington, D. C.. Dec.
7, 8 and 8, by the Supreme Council.
Mr. Howarn is a charter member and
Past Counselor of Cadillac Council
and Past Grand Counselor of Michi-
gan. He has always taken great in-
terest in the work of the order and
is well equipped to represent it on
any mission. “Mike,” characteristic
of his race, will never give up with-
out letting the opposition know they
have been in a fight. Besides repre-
senting the Howarn Cigar Co. on
the road a portion of the time, he
acts as general manager of the com-
pany. The two other U. C. T. dele-
gates to the Congress are C. W. Hod-
son, Past Counselor of Portland, Ore-
MICHIGAN TRADESMAN
gon, and R. S. Tucker, Past Coun-
selor of New York. The Congress,
which is held every year in Wash-
ington, is attended by governors of
the various states and representatives
of prominent civic and social organi-
zations from all parts of the country.
We might revise the title of one
of our popular songs to read: “Every
Little Explosion Has An Accusation
of Its Own.”
Alec Steinberg, formerly of Stein-
berg Bros., of Traverse City, has
been in the city for a few weeks and
has concluded to locate here per-
manently and engage in the mercan-
tile business. He has in view differ-
ent locations at present and will un-
doubtedly reach a decision in a few
days as to which one he will accept.
G. Young (A. Krolik & Co.) sub-
mits the usual meritorious “filler” as
follows: “After years of research
and study J have settled on the prop-
er definition of the word discount,
a word much used by live merchants,
but obsolete so far as dead ones are
concerned. Discount is something that
is sold in place of goods.”
George W. Franklin, former sales
manager of the King-Dort Sales Co.,
has been appointed general manager
of the corporation. Mr. Franklin is
one of the best known automobile
men in the city and his former work
has brought him in contact with the
trade in all parts of the State where
he has become well and favorably
known.
Building permits for Detroit last
week aggregated $817,505. An alibi
for the city. It is not asleep.
P. E. Richter has.moved his drug
store from 952 Mack avenue to the
corner of Mack and St. James
avenues. Fred Kirchner has opened
a bazaar store in Mr. Richter’s former
location.
ee tae NSS NIone easy
W. F. LINNEMAN
Mr. Linneman is chairman of the
committee on exhibits of the Indus-
trial Fair to be held in Detroit Dec.
28, 29 and 30. He is Michigan rep-
resentative for the Deinzer Manufac-
turing Co., of Detroit.
J. H. Schlict, general merchant of
Denton, was a Detroit business vis-
itor last week
G. B. Stein, with the Morrison-
Ricker Manufacturing Co., glove
manufacturer of Grinnell, Towa, is
now covering Michigan with his line
and is so well impressed with the
State that he has decided to locate
here, making his headquarters in
Grand Rapids, where he will. no
doubt, receive a hearty welcome from
the travelers of that city. He is mak-
ing his home for the present at the
Hotel Cody.
The basement in the Friedberg
building, 250 Woodward avenue, is
being altered for Fred St. John, who
will open a restaurant there.
One is inclined at times to believe
that there is something in a name.
For instance, the Allies have found
Greece a slippery customer.
The country store promises to be
one of the points of interest at the
Industrial Fatr. There will be no
competition when it comes to low
prices and we are assured that not
only will they be ridiculously low,
but many articles will be given away
absolutely free. The ladies auxiliary
of the Traveling Men’s Fair Associa-
tion deserves great praise for its
share of the work in promoting the
enterprise.
William Pohlman, Upper Peninsula
representative of Cohen Bros & Co.,
of Milwaukee, and native of Detroit,
is in the city visiting friends and
relatives for a few days. William
brought with him the carcass of a
large deer as a trophy of his prowess
as a hunter.
The Merchants and Manufacturers
Auditorium Co. has exercised its op-
tion on the property at Woodward
avenue and Antoinette street, valued
at about $250,000. Thus Detroit is
practically assured of a much-needed
auditorium,
Goldman Bros. will
and up-to-date drug
Hastings street soon.
Apparently there are a few people
in this country not members of a
trust who are working hard to make
ammunition go up.
Following the promise of the new
management of the Hotel Phelps, at
Greenville, made through the columns
of the Tradesman, the hotel is being
thoroughly renovated and S. W. Al-
bertson, the manager, is working hard
to make things as homelike as pos-
sible for the boys. Good hotels in
Greenville will mean much to the
town. Conditions under the last
management of the Phelps were such
that many give it the go by entirely.
J. W. Baldwin, formerly with the
Dime Savings Bank, and W. D. Elder.
formerly with the Michigan State
Telephone Co., have formed a co-
partnership for placing the product
of the Fire Protection Co. on the
market. The firm will have offices at
608 Ford building.
open a
store at
new
1069
M. F. REED
That the Traveling Men’s Fair As-
sociation is in such a healthy condi-
tion as regards membership is in no
small manner attributable to the
chairman of the committee on mem-
bership, M. F. Reed. The Associa-
tion has been extremely fortunate in
the caliber of its membership in gen-
eral, as the results being obtained by
them show. Mr. Reed has been a
member of the U. C. T. for a number
of years, joining in Yonkers, N. Y.
When he came to this city, about
three years ago, he transferred to
Cadillac Council and Cadillac Coun-
cil has never had occasion to regret
his acquisition; in fact, he has been
of great assistance in its remarkable
growth since he became a member.
He has been with the American To-
bacco Co, for twenty years and at
the present time is division manager
December 1, 1915
of Eastern Michigan. During his as-
sociation with the American Tobacco
Co., he has traveled in many states.
Eighteen years ago he married Miss
Gertrude Mason, of Soo Falls, S. D.
The marriage, an unusually happy
one, has been blessed wth two chil-
dren Marion, 16, and Paul, 12. Be-
sides being chairman of the above
named committee, Mr. Reed is a
member of the publicity committee,
of which A. G, MacEachron is at
the head.
The city is raising the safety zones
for the protection of pedestrians,
What the joy riders are raising
wouldn't look pretty in print.
William Caplis, dry goods and fur-
nishinge goods, 1705 Charlevoix, will
move into the new building nearing
completion, a few doors from the
present location, in a short time.
Perhaps the name of Uncle Sam
will have to be superseded by that
of Uncle Henry; then, again, perhaps
it will not.
J. H. Sticker, of Applegate, was in
Detroit this week on a business trip
in the interest of his department
store.
I. T. Kohn, of San Francisco, was
in Lakeview last week on a business
trip. His business consisted of look-
ing over a large turkey purchased by
his brother-in-law. The appetite, we
are pleased to state, was accumulated
in Michigan; likewise the chills.
The name of the A, A. Crumley Co.
998 Woodward avenue, has been
changed to the King-Dort Sales Co.
Burglars broke into the music
store at 336 Gratiot avenue, conduct-
ed by J. E. Schmidt, but were fright-
ened away. In their haste the thieves
overlooked a violin valued at $1,000
and $25 in cash which were in the
drawers of a desk they had broken
into.
Complaints are being filed with the
State Hotel Inspector relative to the
hotels which are still furnishing the
antiquated roller towel in lieu of the
individual textile towels. As the
travelers were instrumental in having
the Henry law passed, why not be
instrumental in having the law en-
forced?
The Grand Trunk system won a
prize at the Panama exposition for its
exhibit. The G. T. would, undoubt-
edly, capture a prize for exhibiting
their local depot just to show how
depots looked some hundred years
ago—or more.
The Kimball-Eisenberg Co., 216-
218 Jefferson avenue, plumbers and
steamfitters supplies, will occupy a
new five-story building to be built for
them at 219 and 221 Jefferson avenue.
The site was recently purchased and
work of razing the old building,
known before the war as the Young
Men’s Hall, will begin at once.
The governors of Ohio and Michi-
ban shook hands with each other
across the border last week and it
wasn't so many years ago that the
governors of the two states did the
same thing, only the hands were
doubled up at the time.
L. L. Steinberg held the forn:al
opening of his beautiful new store at
2036 West Jefferson avenue, Nov. 23
and 24. Mr, Steinberg is one of Jef-
ferson avenue’s’ most progressive
merchants and the new building re-
cently completed by him is the cul-
mination of several years of success-
ful merchandising. He will carry a
complete line of dry goods, furnish-
ing goods and ladies’ ready-to-wear.
The location and appointments of the
store are among the best in that sec-
tion of the city.
Someone dropped us a line to ad-
vise us that Gus Lang, city salesman
for A. Krolik & Co., despite several
years’ practice, has as yet been un-
able to master the art of bowling.
Luckily, we are acquainted with Gus,
so that we understand what kind of
bowling the writer referred to—
heaving a large wooden ball of con-
siderable weight at a number of ten
'
E
B
December 1, 1915
pins located what sometimes appears
to be several miles away. Mr. Lane,
therefore, has our profound sym-
pathy, as it brings to mind the
ignoble humiliation we are so often
compelled to heap upon Louie Grom-
bacher, of Grand Rapids. We do not
care to talk about ourself, owing to
our retiring disposition, but we can
not help feel naught but pity for
those who can not call a strike as
often as we do in a bowling match.
B. E. McDermid, Columbiaville
general merchant, was in the city on
business last week.
The Crittall Casement Co., 685 At-
water street, west, has changed its
name to the Crittal Casement Win-
dow Co. The company manufactures
metal window casements.
Announcement has been made that
a new building will be erected on
Woodward avenue, near Alexandrine,
for the Wetmore-Quinn Co., to be
used as a branch salesroom. The
company deals in Paige and Saxon
cars and the main offices and dis-
play rooms are at 279-281 Jefferson
avenue.
The hotel men will meet in Grand
Rapids this week. If the traveling
men could only take charge of the
hotels during the convention, some
of the hotel men would be charged
the same—but them the traveling
men are too tender hearted.
A fraudulent check for $79.29 was
passed on Himmelhoch Bros. & Co.,
180 Woodward avenue, last week by
a woman who got away with mer-
chandise to the full value of the
check.
William Goga wil open a confec-
tionery store at 2004 Gratot avenue
avenue within a few days.
It is estimated by the financial
editor of a Detroit paper that new
stores are being erected in the city
at the rate of 150 a month.
The Wolverine Drug Co., which
was placed in involuntary bank-
ruptcy Nov. 20, has been re-organ-
ized and the assets transferred to the
Mutual Drug Co., of Cleveland.
The Morgan Storage Co. has. pur-
chased the property at 55-57-59
Wayne street and will use it for
storage purposes.
M. Ratigan, for a number of years
with the Best Stove Co., has resigned
and has accepted a position with the
National Life Insurance Co., of Ver-
mont, with offices at 313 Majestic
building.
Andrew Carnegie’s pile has dwin-
dled to a paltry $20,000,000. And
porterhouse still advancing!
Charles Kirsten, for a number of
years with Burnham Stoepel & Co.,
has been promoted to manager of the
men’s furnishing goods department
to succeed Horace Leick who has
resigned,
I, Carroll, general handy official
for Edson, Moore & Co., has returned
to work after after a two weeks’
illness.
Our wife has gone to the country—
Detonations is our alibi.
James M. Goldstein.
———_-~-___
Butter, Eggs, Poultry, Beans and
Potatoes.
Buffalo, Dec. 1—Creamery butter,
extras, 32@33c; first, 30@31c: com-
mon, 26@27c; dairy, common. to
good, 22@28c: all kinds, 18@22c.
Cheese—Fancy, new, 16c:; choice,
15@15%4c.
Eggs—Choice new. laid, 36@28c:
storage, 22@25c.
Poultry (live)—Chicks, per lb. 13@
16c; cox, lic; fowls, 12@16c: ducks,
14@16c: geese 14c; turkeys, 19@20c:
(dressed), chicks, 14@17c: fowls. 15
@17c; cox, 12@13c; ducks. 18@19¢:
geese, 16@17c; turkeys. 22@25c.
Beans—Medium, $4@4.10: nea. $3.90
@4: Red Kidney, $4.50@4.75: White
Kidney, $4.50@4.75; Marrow, $4.50@
4.75,
Potatoes—65@75c per bu.
Rea & Witzig.
2. +>
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
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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-
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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 &
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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.
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OLD LINE INSURANCE AT LOWEST NET COST
What are you worth to your family? Let us protect you for that sum.
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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
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Howe SNow CorriGAN & BERTLES
A ew
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INVESTMENT BANKERS
will give you the benefit of their experience and the same
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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
—
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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
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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
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or
Sea
iat Sots aan
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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
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ARN ANN
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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
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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
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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
=
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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
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Ed: (
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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
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val)
CK,
Jong, oe
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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
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MICHIGAN TRADESMAN
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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
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x
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%
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
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DRUGS” DRUGGISTS SUNDRIES |
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PL
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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. Wh esieg- alian oe anadian R oe ae =
\ SH i os ; : Q% ‘ 2 < SKIES ) es :
sho | he writes: “ O will ba. pile; arden, ¢ : eee 7 zi
dior fs ee de ile; and if by oe luxurious aute an aoa a Acids y ,» based on ma
10t for 3 : 2 1 her yme are bey y reason of ier a rots ooo. ‘ ae rk
whe glory, but f own home nevertl ond our mez oe ae : oe oe =
— a! yi or tie? ea cot rtheless our aoe we contril a woo cece 2 25@2 a ook 12 ioe 50 Ipecac ssue,
: es had beet at the barba; ( lars a da uota yute ome tt G gee ae 18 Bo
9 Ald ee : De a i a dav rak \ to . ae Muriatic . GS Ive, aes @ § or aes
ee fs that ban nae ee raked in by ms million Nitric Ce 36 " Olive Mala Boe 2 Boos 50 Kino clo, ...... @ 15
ne assic lx , he Pate Ee aLely. nl ss vhat is i e- ea UG ive, Malaga, > oe a §
can a ek e cessful, he bursts ora convenient in exciting ve is in Sole eu. co 12 a 8 Se 1 55¢ ao es @ a
| est, that a ore te us feat \ picture show pastime—the imulant Tartaric. ’ io a ian 29 GT Oo Gia a @. 70
vought her ci ome wa ' om the come is e : Brother a meee | Anas 7 Once Guly 1 BOC . Get ‘Capm i. ris
bowale he citizens Ue blockaded, less Poe a es in- Water ao 60 Guede ut 3 a : 60 Optant Capmh. 75
Jace ’ espoile s ith gol > A INiona , s none WwW: * eg. Orig: , mG <: ce ae
at : én cn ves vith gold But at least ard, re the Wale ages ae a @2 50 ubarb ..... =o oF bo
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sobs choke . My voice | and ge burd S pension iy e ae ae siti = fe
sos a oy ae oreaks and We lens of mili _ System) tl OG weeeee 10 16 Rosemar e 10 50@12 25 Lead, ree
ay 7 : ce sion : . @ 25 8&8: : ary Flow 50@12 00 bheaa red dry *
ie oe y ntterance ‘1 dictate ene el oe os ea, a “ naval Copathe Balsams 5 asidalwoad, x 1 50@1 75 fag hte ene fs 8
before s ad, Nay ok the in i streng ¥ €O tMe pres Sie (Oaneia 75@ ) Sassafras," tri 7 a za fa .
‘ . worlds more she ee. ao last ae (lee such A a ie (Oreces) see 1 Bol “ a true cm @8 25 Gene’ yellow ‘bbl V4 @ 2
re more, sh : te i alysis). tts, Pe eee a e wens s, artifi’ @i i , yell i
captivity are found to be oe hard. [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"@
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“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
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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@
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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
°
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.
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.
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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
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December 1, 1915
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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.