oe ae ae Thirty-Third Year GRAND RAPIDS, WEDNESDAY, JANUARY 5, 1916 Number 1685 SPECIAL FEATURES. Page 2. Men of Mark. 4. News of the Business World. 5. Grocery and Produce Market. 6. Detroit Detonations. 8. Editorial. - Financial. Men of Mark. - Slow Pay Customers. Upper Peninsula. - Make It Pay Dividends. Representative Retailers. Colthing. Store Advertising. 24. Hardware. 26. The Meat Market. 28. Woman’s World. 30. Butter, Eggs and Provisions. 31. Michigan State Brand. 32. The Mail Order Trade. 34. Shoes. 36. Dry Goods. 38. Automobiles and Accessories. 40. The Commercial Traveler. 42. Drugs. 43. Drug Price Current. 44. Grocery Price Current. 46. Special Price Current. 47. Business Wants, Oh o24 a4 4 NSOBNEBNO MERICA. Sugar refiners the past year made a record in export business for wh’ch war conditions can be held responsi- ble, since not only has the normal production in Europe been sharply curtailed, but even the sugar manu- factured there could not pass in the usual routes of distribution. It is not far from the mark to, es- timate the shipments of granulated from the United States at 400,000 tons, valued at $40,000,000, in round figures. The full gate is only realized when comparison signilicance of this agere- is made with former years—1914 (also under the influence of the world con- flict) accounted for only 174,000 tons exports and 1913 only 23,000 tons. The | United COUTSE, Kinedom has, of been the biggest customer; for its refining capacity is materially below the consumption of the British Isles, the deficiency previous to the war being filled by imports of cheap beet sugars from Germany and other Continental nations. Of course pur- chases from enemy countries are out of the question, and although friend- ly Russia has a surplus that it would like to send out, limited transporta- tion facilities prevent such a move- ment | Uhe Dardanelles, contrary to expectation, has not been forced, so that sugar cannot come out by that route. In view of the fact that many of the factories are in Poland, now occupied by the armies of the Central Powers, the Russian production will show a sharp falling off. France, however, has been a goo eranulated, although itself a producer of beets. purchaser of American German occupation of its best beet territory has cut down the available yield for the French 50 per cent. and the remainder of the consumption must be made up by imports c7 raws Other felt the pinch as well, and. refined. countries have Switzerland, Greece and Latin-American nations buying steadily in the United States for their requirements. Much of the new business will be naturally lost 9 after the war, but there is a good chance of holding that eained in South America. It should be borne in mind also that high been paid owing tu the streneth of Taw. prices have The eventual reaction in the latter will bring down the quotation of granulated commensurately. Cuba, although making a crop of 2,600,000 tons, was able to eet full prices for its raw sugar, American re- liners being compelled to “pay the piper,” owing to competition from the United Kingdom and other European countries, which bought 350,000 tons on the island. probably Planters have reaped a large profit, as the bie dividends paid by the various com- panies indicate, the installation of new machinery and increased acreage concomitant. The abnormal conditions mean easily $75,- 000,000 extra to the island, for it was called upon to fill part of the defic- being a natural iency in the world production. High prices stimulate output and the next crop will be over 3,100,000 tons. The American consumer has been forced to foot the bill to a large ex- tent. Hle eats 3,800,000 tons of sugar annually, and an average advance of 1'4c per pound would mean an extra cost of over $1,000,000. It should be remembered that the domestic beet producer and the grower of cane in Louisiana, Hawaii and Porto Rico get the full pay, as in the case of Cuba. benefit, having no duty to Beet interests were particularly, fortunate, for their crop was a record breaker —750,000 tons—which they marketed at a cent higher than the previous year. In contrast with former years, they did not force sugars on the country, realizing that, with refiners sold up for export, the situation was controlled by the domestic producer of beets. The confidence of the beet interests may be explained in part by the change of heart in Washineton re- garding free sugar. The Underwood tariff called for the elimination of all duties in May of next year but, be- cause of the prospective loss of $44,- 000,000 plans to retain the tax. revenue, the Administration The fear of competition from free Cuban sugar is therefore removed and the beet manufacturer feels confident that he need not sacrifice his product. Those who are opposed to the change in the tariff point out that a better plan would be to place a consumption tax on all sugar, which, by reachine beet and domestic cane interests, as well as importers, would produce revenue of $84,000,000 annually. The actual consumer, it is would not suffer, impost would be home producer. When business is good, competition pointed out, for the additional absorbed by the a ar OO ae is less keen and harmony not difficult to secure. Refiners have been work ing together of late months without any agreement—written at least—to the end that trade abuses be elimin- inated as much as possible. No fix- ing of prices was evolved, so the mov does not come under any ban of the law. The old farce of raising quota- tions and letting customers take con- tracts at the previous level has been abolished as one effect of this aerce ment. The sugar trade is now ona sound basis, the old euaranteeine 1 policy having shown the folly of stim- ulating speculation at the refiners’ ex pense, Jtiis no lome@er a case. oi “heads I win, tails you lose” with the latter. They are out to make a rea- sonable profit and, provided dull busi ness conditions do not force cutting tactics, the outlook is considered bright for attaining that end. SPIRIT OF DEMOCRACY. 1916, what is for democracy on both Atlantic: [lt may be summed up in a few words: [n Eu- At the beginning of the outlook sides of the rope, democracy, under fire, is cour ageous and_ self-confident. In this country democracy is being urged to 70 Out Of business. Eneland, after seventeen months of war and facing a struggle of indefinite duration, of enormous. strain, of uncertain out- look, is still debating “compulsory service, of a modified and limited Why? ing for her empire, for the splendid SOrt. Because England, ficht- history of a thousand years, for sur- Vival it may be, still refuses t » SUI render her democratic creed. The great majority of Englishmen feel that if this) is a war tor democracy, England for compulsory service. It that. Enoland have to surrender her ancient creed Germany will have won if eoes in may come to may to save herself from destruction, but she is determined to hold fast to the faith until there is no other way out In other words, democracy in Ene land is still cousaseous. It is the Same way in Hrance. Upon her the bitterness of war has broken in full measure. On her the Strain is be- vond calculation, Yet Frenchmen have not huddled together and cried Instead, through their they are reasserting a stronger democratic fon a dictator, representatives in Parliament control over the conduct of the war, plainly determined that liberty must not be sacrificed to panic, plainly con- fident that democracy can yet win the war. Such is the spirit of democracy on the battle-line. ee It is to be regretted that a good many of the published comments regardiny Henry Ford are unkindly and some of the criticism designed to ridicule the promoter and financier for his undertaking Chere is really no oc casion for that, since it frequentls happens that some one with the best possible intentions and seekine th greatest good makes som Dlunde of tactics or procedure renderine th undertaking futile. Mr. Ford is pri marily an expert and ingenious mx chanic, who, because he made some- thing which filled a want at a price within the reach of people who thought they were getting something beside a heap o unk mrad 1 WoOr aerml suceess af fh USINESS lt cidentally he made a ereat deal of money, with which» he has a com mendable ambition to do as much good ZS possible loll WING t udden 1m pulse, he thought he saw a way to dy» something which all the world wish tO see accomplished, but he did not possess the necessary mentality to vive the matter in all details the at tention it deserved. No thi reat can be achieved along such lines with out a very carefully mapped out plan calculated to FICE lI the requit ments and complications of the situa- tion. Ford unquestionably is honest and sincere and that is worth every thine. That he failed is unfortunate. and there is no occasion to speak otherwise than kindly of his attempt i St. Louis hotel men are gvoing to make all the money they can during the ec the Democratic National convention will he in session. in their City Not atis hed with doubling the price of rooms they announce that they will not reserve rooms unless certified checks covering half the cost of reservations accompany the orders. They vive as their reason that heretofore, when conventions were to be he'd there rooms have been ordet ed and held, and the partic ordering did not appear, thus making the hotel men lose. They don’t propose to lose this’ year, but many { not feel like putting up payment. for rooms five months in advance ee The torpedoing of the Persia by fiendis! the Austrians was 4 most crime and the moral opinion of the world will not hesitate to so declare. To send women and children to the bottom without warning would have been an unthinkable barbarism two years ago. In the interval, unfor- tunately, we have had too much proof that war can turn men who were | supposed to be civilized into beasts more brutal and ferocious than the denizens of the junele. eee ee Never has it been discovered how a liar may gain and retain the con- fidence of his fellows: how a cowar1 may win any struggle worth winning; or how the impure, slothful, idle per son may enjoy the glow of satisfac- tion which comes only at end of labo- faithfully performed, MICHIGAN TRADESMAN January 5, 1916 MEN OF MARK. George C. Hollister, Manager Wind- sor Upholstering Co. George C. Grand Rapids, July 16, 1882, his an- cestors on both sides having been natives of New England. He attend- ed the public schools here until he Hollister was born in completed the eighth grade, when he entered the employ of Geo. F. Cook. general dealer at Grove, with whom he remained eighteen months. He speaks very highly of the valuable instruction he received under the tutelage of Mr. Cook, whom he re- gards as an ideal merchant. He then entered the employ of the Grand Rapids Veneer Co., with whom he remained two years, during which time he learned the trade of veneer making. In the meantime he took up the study of advertising and per- fected himself in the work to such an extent that he was able to obtain employment with the Morse Dry Goods Co., the National Clothing Co. and Pierce & Co., of Battle Creek. He continued doing work for these houses for four years, when he was called upon to prepare a booklet for the Hot Blast Feather Co. now known as the Grand Rapids Bedding Co. The results of this booklet were so apparent that Manager Kennedy offered him a position as salesman and advertiser for the house, which offer he accepted. Three years later he was elected Secretary and Sales Manager, when he relinquished the smaller towns he had covered with marked regularity up to that time and devoted his entire attention to the trade of the large cities of the Middle West. He continued — this work until about a month ago when he retired from the Grand Rapids 3edding Co. to become General Man- ager of the Windsor Upholstering Co., also of Grand Rapids—an estab- lishment organized a year ago by Everill S. Brower, eldest son of the late John Brower, and a member of the sales force of the Michigan Seat- ing Co., Walter E. Miles and others. Mr. Hollister has acquired the inter- est of other Windsor stockholders. save the two named with whom he will be associated in Grand Rapids’ youngest upholstering organization. Although Mr. Hollister has _ for- saken the grip in his executive con- nection with the Windsor Upholster- ing Co., of both manufacturing and sales departments of which he will be in charge, those of the trade who will much regret his periodical visitation may renew former associations on the seventh floor of the Furniture Tem- ple during the January market season. There Mr. Hollister will be in charge of the Windsor exhibition samples, which are to include in 1916 a larger assortment than heretofore. Of par- ticular interest in connection with the new line are a number of popular priced offerings in five piece suites, including, in addition to the upholster- ed patterns, a library case and table— which would indicate that Mr. Hollis- ter’s salesmanship—whatever his new title—is still much in evidence. Mr. Hollister was married April 5, 1905, to Miss Mary Rowland. They have one child, a boy, now 9 years of age. They reside in their own home at 337 Eastern avenue. Mr. Hollister is a member of St. Paul’s Episcopal church and is also a Blue Lodge Mason and an Elk. He has but three hobbies—fishing, hunt- ing and a disposition to plug for Grand Rapids, which he confidently expects to live to see the biggest com- mercial center in Michigan. Mr. Hollister attributes his success to the fact that he has always en- deavored to treat his trade right. He which will be held in the auditorium. Among the important speakers will be Mr McClintock, of Pittsburg, one of the greatest workers on conservation of wild game in America. State War- den Wm. R. Oates, Chief Deputy John Baird and J. H. McGillivary, of Oscoda, will be the other speakers. Connected with this convention will be a large ex- hibit of wild animal and bird life. More than one million dollars was spent in new buildings in Saginaw dur- ing 1915. Fred J. Wolf, of the firm of Popp & Wolf, hardware dealers, died here at his home last week. He had been sick for the past six weeks. He was but George C. has kept his word good and never knowingly failed to keep an engage- ment. lle has always acted on the theory that a salesman’s list of cus- tomers is his biggest asset and he has aimed to so conduct himself at all times and under all circumstances as to merit the commendation of his trade, the co-operation of his house and his own self respect. —_»+2++> Sagacious Suggestions From Saginaw Salesmen. Saginaw, Jan. 3—Dear readers, may 1916 be a most prosperous year to you and your business and to your loved ones. Yep, Ma and I were both laid up Christmas week with la grippe, but, thanks to our doctor, the colored pills saved our lives. The editor of the Tradesman over- looked a serious typographical error in one of the late issues. This seldom happens with him and let us hope we will not have occasion to censure him again on the same mistake. He spelled ford with a capital letter. Crampton Bros., cash grocers at Alma, are forced to vacate their build- ing, as it was sold to a foreigner to be used as a wholesale fruit house. Saginaw is the home of some great hunters of wild game and, no doubt, they had much to do with bringing to Saginaw the convention of the Michigan Wild Life Conservation Association, Hollister. 36 years old and very prominent in busi- ness and social circles. The firm with which he was connected is located on Genessee avenue, East. A. T. Ferrell & Co., manufacturers of seed-cleaning and canning mechinery, have increased the capitalization of their concern to a half million dollars, in order to take care of their increased business. There will be no change in the management. The chief stockhold- ers are A. T. Ferrell, F. M. Marks and S. E. Nimmons. W. S. Linton, President of the local Chamber of Commerce, has been ap- pointed National Counselor by C. H. Goodwin, Secretary United States Chamber of Commerce of Washington, D. C. The fourth annual convention will be held at Washington, Feb. 8, 9 and 10 As a special warning to all traveling men, keep well shaved between now and March 1. There has been a quarantine placed on all dogs. Some one might make a mistake. Who can tell? Commissioner Helme says he will start his crew of hotel and restaurant kitchen inspectors at work in Flint soon. Please, Mr. Helme, when through there, come North and please don’t send word ahead. I can feel it coming and had I the power I would declare Thursday, Jan. 6, a legal holiday. Why? Why, to read all about the U. C. T. fair held at Detroit last week. Pardon me Mr. Gold- stein but sickness kept me from attend- ing and I am anxious for a big report. It is too bad that we do not have a few more like John A. Hach, Jr., on the road and in our council chambers. If you overlooked his article on the “Origin and enactment of the Henry law” in last week’s issue, please look it up and read it and profit by it. Have read all the lost, strayed or stolen advertisements the past few months to find out if possible what has become of Guy Pfander, the Battle Creek candy man, and one-time Trades- man correspondent, If it is real good news and helpful hints you want, there’s only one answer, read the Tradesman. Well can it be said that Saginaw Council, No 43, started the new year aright, when it gave its annual Christ- mas tree party for the children of the members Saturday night at Forester’s temple. It proved to be the biggest event of its kind ever held. There were 120 small children in attendance and one hundred light hearted commercial men with their wives and many visitors also on hand for the evening of all evening’s entertainment, The programme started at 7:30 with the marching of the children in the main hall. The large Christmas tree was lighted and with its tinsel and many ornaments it was a great sight to behold for the kiddies, as well as the grownups. An excellent programme was furnished, composed of recitations, songs and instrumental music, all being carried out by the children. Those par- ticipating were Bruce Bentley, Evelyn McArthur, Dorothy Fox, Margaret Pin- key, Earl Lyman, Hazel Ross, Adele McArthur, Harry, Harold and Mabel Dorr. After the regular programme was disposed of there came the thing which caused many little eyes to bright- en up. It was the appearance of Santa Claus in the person of O. J. Lynch. His many friends will call to mind that he is built on about the same lines as old Santa. Upon his arrival he begun dis- tributing pop corn, candy, nuts and toys. The early part of the evening the young folks danced and were joined by the older ones later and continued until 12 o'clock, The music was furnished by the Third Regiment orchestra, The dance hall was decorated to the king’s taste and absolutely nothing was left undone. The color scheme was red, white and green. Great streamers poured forth from every part of the hall to the center, thus forming a canopy. Vacant spots about the hall and the balcony were decorated with evergreen. In behalf of the children and members of Saginaw Council, I want to voice special thanks to the many firms of the city who donated the many gifts which were presented to the children. The doners were Phipps, Penoyer & Co., Lee & Cady, Symons Bros & Co. G. A. Alderton & Co., Morley Bros., Black- ney Cigar Co, Cornwell Co,, Saginaw Hardware Co., Valley Sweets Co. and the M. W. Tanner Co. The Franklin Hotel furnished cigars for the men. The Garber-Buick Co, furnished the auto for gathering in the presents. To the above firms I again Say thanks and may you be blessed abundantly this 1916 Why such a big affair you ask? Just take a peek at the entertainment committee——Ed. Knoop, G. L. Grant, and M. Conaton, Jr.—the latter being chairman. They are at it again. Word comes from headquarters that there will be a class of twenty sample case manipula- tors to be given what’s coming to them at the next regular meeting to be held Jan. 15. Will it be necessary to send you a special invitation to get you to come? Let’s hope not. Big annual winter dance will be given Feb. 5. This is also in the hands of that real entertainment committee. Don’t forget the date and have your shoes _half-soled. No_ apologies to offer. Best I can do. I'ma sick man. L. M. Steward. —__++>____ The capital stock of the Auto Tire & Vulcanizing Co., has been increased from $3,000 to $8,000. January 5, 1916 MICHIGAN TRADESMAN 3 Signs of Prosperity An evening’s stroll along the beautiful White- Ways of our cities will show you many signs of prosperity—FElectric Signs. And if you will take pains to notice, you soon will see that the prosper- ous concerns are those whose brilliant white electric signs are the most conspicuous objects on the dark background of the evening sky. It Pays to Attract the Evening Crowds Many of the people who crowd the streets in the evening are out to make purchases for which they have no time during the day. Dark show win- dows and poorly lighted store interiors fail to attract attention, much less trade. The crowd seeks the well lighted streets, likewise the brilliantly lighted show windows. A good Electric Sign and a well lighted store is ‘“‘A Profitable Investment ’”’ We are at your service. Consumers Power Co. Grand Rapids, Mich. MICHIGAN TRADESMAN January 5, 1916 nti STA Movements of Merchants. Otsego—Clyde Scott succeeds Frank S. Tucker in the grocery business. Hartwick—Mears & Mapes succeed Freeman Mapes in general trade. Alpena—Arthur Nelson has closed his produce market for the winter, re-open- ing it April 1. Hillsdale—Pinkham & Wright suc- ceed Lewis & Stone in the garage and automobile supply Otsego — George David, have engaged in the restaurant business on East Allegan street. Wilhamsburg—Hugo Will has sold his genera] stock to W. was formerly engaged in trade at Well- ston. Holland—The De Pree Chemical Co. will build an addition to its plant, 36x 84 feet in dimensions and four stories high. Saginaw—Fred J. W. Wolf, business. Ttacy and son, E. Roudabush, who of Popp & Wolf, hardware dealers, died at his home Dec. 29 as the result of intestinal trouble. Negaunee—Winter & Suess have tak- en possession of the brick and concrete warehoue and colds storage plant they recently erected. Potterville—H. H. recently of Durand, has purchased the general stock of the late F. C. Cobb & Co. and has taken possession. Fulton—E. E. Mosgrove lost his brick store building and stock of hardware by fire Dec. 27. The loss was partially covered by insurance. Shepherd—Jesse Smalley, Davie, recently en- gaged in the clothing and women’s fur- nishing goods business at Evart, has opened a similar store here. Edmore—J. L. Thomas has sold a half interest in his grain elevator and heanery to W. M. Johnston, who also conducts an elevator at Elwell. Saginaw—The Wolverine Dry Clean- ing Co. has opened a branch establish- ment at 520 Genesee avenue under the management of John H. Cosendai, Jackson—F. C. Weber has sold_ his interest in the Peninsular meat market to W. F. Bossong and the business will be continued under the same style. Neggaunee—Robert G. sold his confectionery sock and store fixtures to Guy Katus, who will con- tinue the business at the same location. Miason—John Haight, of Eaton Rap- ids, has leased the building formerly occupied by the Mason creamery and Jackson has will use it as a cannery for meats and vegetables, i‘lint—The Genesee Jewelry Co. has heen incorporated with an authorized capital stock of $1,000, of which amount $1,000 has been subscribed and paid in in property. Houghton—W. R. Richards has sold his stock of clothing and men’s fur- nishing goods to Miller’s Department Store Co., which will close it out at special sale, Ypsilanti— F. P. interest in the stock of the Grocery Co. to W. W. Vernon, The business will be continued same style. Marquette—Victor PRODUCE MARKET a > Review of the Grand Rapids Produce Market. Apples—Standard varieties, such as Baldwins, Greenings, Wagner and Twenty Ounce command $3@4_ per bbl.; Northern Spys, $5@6 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—60c per bu. Butter—There has been an active demand for all grades of butter. The market is steady at 1c decline in New York and 2@3c in Elgin. Strictly fancy butter continues to be very scarce. Medium grades are in ample supply. The consumption of butter has been very good and we do not look for any change in the present conditions in the immediate future. Local dealers quote fancy creamery at 32c in tubs and 33c in prints. Local dealers pay 25c for No. 1 dairy and 16c for packing stock. Cabbage—40c per bu. or $1 per bbl. Carrots—60c per bu. Celery—25c per bunch for home grown. Cocoanuts—$5 per sack containing 100, Cranberries—Late Howes have ad- vanced to $10 per bbl. Cucumbers—$1.50 per Southern hot house. Eggs—There is a dozen for good consump- tive demand for all grades. Fresh eggs are cleaning up on arrival. The market to-day is 1 cent lower than a week ago. There is some increase in the receipts. The quality is running good. We look for an increase in re- ceipts as the season advances, which will no doubt be followed by a marked We are, however, going into a season when the weath- er is very uncertain and prices are likely to fluctuate. Local dealers pay 28@R29c for strictly fresh. are held at 22c for April candled and 25c for extra candled. Ege Plant—$1.50 per doz. Fresh Pork—S8c for hogs up to 200 Ibs.; larger hogs, 7%c. Grapes—California Emperor, $4.50 per 40 lb. keg; Spanish Malaga, $7.50 @8 per keg. Grape Fruit—Florida is steady at $3@3.75 per box. Green Onions—Shalotts, 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—12c per lb. for hot house leaf, $2.25 per bu. for Southern head Maple Sugar—14@15c per Ib. Mushrooms—40@50c per 1b. decline. Storage 65c per Nuts—Almonds, 18c per Ib.; fil- berts, 15c per 1b.; pecans, 15c per ib.; walnuts, 16c for Grenoble; 16%c for California; 15¢ for Naples; $2 per bu. for Shellbark hickory nuts and $1.75 for large. Onions—The market is stronger and higher, having been advanced to $1.75@2 per 100 Ib. sack. Oranges—California Navals, $3@ 3.50; 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 mand $2.50 per 6 basket crate. Pop Corn—$1.75 per bu. for ear, 4c per lb, for shelled. Potatoes—The market has taken a strong upward turn, in consequence of an active demand from Eastern points; country buyers have advanced their paying prices to 75@80c. The seeding demand from the South has not yet put in an appearance. Poultry—Local dealers pay as fol- lows, live weight: Fowls, 10c; cocks, 8c; chickens, 11c; turkeys, 20c; ducks, 14c; geese, lic. Dressed fowls aver- age 3c above these quotations. The quotation on turkeys is there being no turkeys to be had in any quantity. The supply for Christ- mas was not nearly equal to the de- mand. Radishes—25c for round hot house. Squash—1%c per lb. for Hubbard. Sweet Potatoes—$1.10 per hamper for kiln dried Jerseys; $3.25 for kiln dried Illinois, Tomatoes—$2 for 4 California stock. Turnips—60c per bu. Veal—Jobbers pay 12c for No. 1 and 10c for No. 2. —_~+--~> On another page will be found the annual statement ,of the Valley City Building and Loan Association, the old- est organization of the kind in the city. Grand Rapids is fully justified in feel- ing jubilant over the fact that the in- fluence of this and other associations of similiar character in home buying has given Grand Rapids second place in percentage of home ownership in cities of over 100,000 in this country. —_+2>—___ Otto A. Ohland has retired from the Grand Rapids Store Fixture Co., 7 Ionia avenue, North. The business will be continued by Frederick D. Vos, the partner, under the same com- basket crate, remaining style. —_>-. The Ukrainian Market has been or- ganized with an authorized capital stock of $2,000, of which amount $1,000 has been subscribed and paid in in cash. The market will handle groceries and meats, nominal, The Grocery Market. Sugar—Refined is unchanged, The demand for granulated is light and will not be active, probably, until refiners make a readjustment in prices to the basis of the new crop raws. The coun- try, however, has no stock of conse- quence and once it resumes contracting, movement should result. At the 5.95¢ basis, naturally little business a good in granulated is transacted. Export en- quiry is less of a factor, but later in the month it is believed that Europe will develop more interest in granulated, especially at a lower level of quotations, 30th France and the United Kingdom will need supplies later on, as the home output is less than the consumption, Tea—Sentiment is cheerful regard- ing the prospects for the coming year. More interest is shown in black teas as a ments, being a point. Sales of 10,000 packages are reported. It is pointed out that these are the teas, few Congous and little to secure Foochows for months to come. The imports of tea during the month of October are given by the Department of Commerce as 14,474,- 790 pounds as_ follows: United 803,230 Canada, 264,244 pounds; China, 3,489,- 024 pounds; Indies, 2,373,676 pounds; Japan, 7,507,039 pounds. Of result of recent develop- lFormosas case in cheapest there being opportunity ‘rom the Kingdom, pounds; East the total, 3,959,421 pounds came through the port of New York. The exports aggregated only 80,942 pounds, of which 45,564 went to Eng- land. Coffee—The market has shown no change for the although the speculative market has slightly. Coffee, however, has ruled rather heavy and the undertone, par- ticularly in Santos grades, is_ still heavy. Mild coffees are also dull and heavy, with the future rather weak. Java and Mocha changed. week, advanced grades are un- Canned [ruits—A moderate demand for stocks to satisfy immediate require- ments is in progress in a few quarters, but otherwise the market is very dull. The Coast market for future shipment continues to be dominated by a very firm tendency, with available stocks in light quantity. Canned Vegetables—The market on tomatoes is unchanged, with every in- dication of a steady advance. Peas are in good demand at unchanged prices. Corn is strong, but with no advance. Jaltimore canned goods are without particular feature, although many pack- ers have advanced their prices on string beans and spinach, Canned Fish—Brokers announced that prices will be advanced on quarter-oil keyless sardines some time this week, and that advances will probably follow within a short time on other grades of domestic sardines. The general tone of the market for. stocks of salmon is being maintained on a fairly firm basis. Dried Fruits—The California Asso- ciated Raisin Co. has guaranteed its prices until July, 1916, which would in- dicate a possibility of an advance on spot stock before very long. Peaches, while not active, are firmly held at the advance of several weeks ago, Apri- cots are in very light supply and are 5 selling at full prices. Prunes are slight- ly easier on spot, as the supply is slight- ly in excess of demand, The market on the coast has receded about a 4c a pound. Cheese—The consumptive demand is light, which is characteristic of this season of the year. The stocks are about normal and the price ranging about the same as it has for the past few weeks and compares about the same as about a year ago. Matches—Under date of Jan. 3 the Diamond Match Co. advanced the prices of its matches 20c@$1.00 per The free deal still remains in force—one case free with ten. Salt Fish—Mackerel light price. case, continues in supply and steady to firm in Eastern Scotch cured herring are in demand and steady to firm in Cod, about in normal demand, at unchang- price, hake and haddock are ed prices. Provisions — Everything in the smoked meat line is steady, with a normal consumptive demand, with prices ranging about the same as a week ago. Pure and compound lard are steady, with a light consumptive de- mand, with prices ranging same as last week. and canned light consumptive not show any change in price. sarreled pork, dried beef meats are dull, with a demand, but do +--+ It is indeed a happy New Year for Manistique and a prosperous outlook in the information given out that the Consolidated Lumber Co. has closed negotiations with parties for a site to erect a chemical plant in connec- tion with its sawmill. The plant which is to be erected is known as a destructive distillation plant, manu- facturing charcoal, wood alcohol and acetate of lime from maple and beach wood. The supply of raw material will be obtained from the mill wood of the company and also from the timber that is left be- hind in its logging operations, here- tofore products. The plant will require from fifty to eighty men on the works and approximately Consolidated being waste the same number in the woods. 2+. B. R. Barber, who has been man- ager of the Kalamazoo branch of the National Grocer Co. ever since the house was established, has resigned on account of ill health. He is suc- ceeded by Will Cooke, who has been city salesman for the house for many years. The vacancy caused by Mr. Cooke’s promotion will be filled by Frank Seville, who has been Mr. Bar- ber’s assistant in the store. The va- cancy caused by Mr. Seville’s promo- tion will be filled by G. R. Clark, late of Omaha. —_———— <> S——— The Kimmel Millinery Co, succeeds the Kimmel-Rogers Millinery Co. at 26-32 Division. Mrs. J. C. Kimmel has been elected President of the new cor- poration and John C. Kimmel will act as Secretary, Treasurer and General Manager. a About the time the stars come out a man begins to realize the importance of making hay while the sun shines. Time softens all things—except 4 railway restaurant sandwich. DETROIT DETONATIONS. Cogent Cy iiciees ee Michigan’s Metropolis, Detroit, Jan. 3—The traveling men’s fair has passed into history and there is now several thousand dollars avail- able for the widows and orphans’ fund of the United Commercial Trav- elers. To no particular member can credit be given for the success of the undertaking, as each worked like units of a large machine. An active campaign for new members will fol- low the recent publicity given Cadil- lac Council. The Council apa ing without a doubt its standing as the liveliest organization of traveling men to be found anywhere. from the news reports of the past week. “Nine ne groes and two whites slain in race war in the South.” My, how uncivilized they are in Europe. dhe Victor Manufacturing Co., general wood workers, corner. of Copeland and M. C., are having an addition built to their factory. Last Saturday, while clerks were waiting on customers, thieves broke into the rear of the Robinson phar- macy and stole several dollars’ worth of drugs. As the drugs stolen were the kind used by drug fiends, it is supposed they were responsible for the theft. The Mutual Drug Co., of Cleveland, has leased the first two floors and basement of the new building at the corner of Randolph and Larned streets for a term of ten years and have taken possession. N. Schweinturth, of Jackson, de- partment manager of the Cook & Keldher department store, was in De- troit on a_ business trip last week Mr. Schweinfurth is the discoverer of a substitute for cotton that is now being tried out by the German gov- ernment, which is sorely in need of cotton, now on the contraband list. The substitute is the whiskers of the Russian prisoners. The new automobile law may not be classed as a blue sky law, but it has made auto owners say things that made the air blue. Charles F. McClure has been ap- pointed Secretary of the Lumber Board of Trade, with offices at Clark avenue and the M, C. railroad. W. M. Finck & Co., overall manu- facturers, 1150 Gratiot avenue, gave a reception and dance to all employes on the pay roll, New Year’s eve. A dinner of chicken and turkey was served. William, better known as “Bill” Foley, will represent Burnham, Stoe- pel & Co. as general salesman on the territory formerly covered by George Potts, who retired from the road Jan. 1. Mr. Foley is well known to the trade having carried special lines on the road for the firm for a number of years. At the Veteran Traveling Men’s annual reunion and banquet, held at the Wayne last Thursday, the follow- ing officers were elected: President, MICHIGAN TRADESMAN Manley Jones, Grand Rapids; First Vice-President, John C. Root, Sagi- naw; Second Vice-President, L. D. Johnson, Adrian; Third Vice-Presi- dent, H. L. White, Mt. Clemens; Fourth Vice-President, W. J. Deve- reaux, Port Huron; Secretary-Treas- urer, Samuel Rindskoff (re-elected) Detroit; Chaplain, W. S. Sayres, De- or Executive Committee, George L. Sampson, M. G. Howarn, John P. Hemmeter, John A. Murray and John C. Pontius. Nearly every year the Veteran Travelers’ reunion is held on the same date as the Salesman’s banquet at the Board of Commerce. A much larger attendance would doubtless result if the dates were arranged so as not to conflict. - 1916 will have to go some to get the same recognition in history that its predecessor. 1915 did. Lockhart & Keeler, jewelers, have leased a store in the Majestic theater building, 774 Woodward avenue. P. George, grocer, 286 Beaubien street, had a narrow escape from suf- focation when fire damaged his stock last Thursday. Mr. George’s apart- ments are over the store and the family was asleep when the fire broke out. A citizen discovered the fire and awakened them in time to escape from the burning building. William Fielding, for fifteen years « salesman for Lee & Cady, has re- signed and will engage in the real estate business. I. C, Richter, former Grand Sec- retary of the U. C. T. and author of “Wafted Down From Grand Trav- erse Bay,” was one of the spectators at the fair last week. Fred is very enthusiastic over the prospects of the Grand Lodge meeting, to be held in his home town, Traverse City, next June. He stated that every effort is being put forth to entertain the travelers and their families in a man- ner they will always remember. Aside from the entertainment, the natural advantages of scenery in and about Traverse are such that it alone would repay a trip there. Automobile and boat trips are planned to show off the natural landscape beauties to the vis- itors. Hadley Smythe, special tea sales- man for Lee & Cady for a number of years, has resigned to accept a posi- tion with F. C. Smith, owner of a chain of stores located in every part of the city. Mr. Smythe is an expert in the tea and coffee business and he will act as buyer for Smith, who maintains his own warehouse and handles as many goods as some job- bers. Harry G. Ruth, representing the Detroit branch of the Standard Oil Co., was attacked by a hold up man in Flint last week and severely beaten before an appeal for help frightened the stranger away. Mr. Ruth was carrying a large amount of money on his person which may have been an incentive for the attack. Detroit is so persistent that it can’t even release its grip on the grippe. The Detroit Battery Co., 607-609 Fort street, West, has approved con- tracts for the construction of a three- story re-inforced concrete factory building on High street. Work has already begun on the building. L. M, Goldman, proprietor of the Bee Hive department store, at 257 Michigan avenue, is having ‘the store remodeled and a new front installed. According to Guy Caverly, local representative for the G. J. Johnson Cigar Co., manufacturer of the Dutch Master cigars, Grand Rapids, busi- ness drops off markedly following the bountiful New Year’s resolutions and sometimes it is a whole week be- fore it resumes its normal condition again. Christianity in this country is rap- idly developing. Jersey City is going to spend a million dollars for a new jail. The Art Floral Co., of Chicago, has leased the store at 774 Woodward avenue and will take possession at once. William F. Sexton, who has con- ducted a wholesale notion business at 303 Meldrum avenue for the past nine years, has formed a partnership with J, R. and C. R. Bradley and will conduct a wholesale notion and hosiery business. All of the partners are well known to the trade in De- troit. The Bradley brothers have each conducted a wholesale business and have called on the local trade for January 5, 1916 the past twenty years. Mr. Sexton, previous to engaging in business nine years ago, was employed by a whole- sale notion firm in this city. With the consolidation of the three con- cerns, the new firm will be in a bet- ter position to cater to larger busi- ness, the facilities for handling the business being greatly enhanced and the buying power increased. - A store has been leased at 115 Jefferson avenue in the heart of the wholesale district. Mr. Sexton and J. D. Brad- ley will continue to call on the trade in the city and C. R. Bradley will look after the management of the store and offices. The name of the new firm will be the Bradley-Sexton Co. and will be ready for business in the new location about Jan. 20. Frank C. Burghardt, member of the firm of Burghardt & Diehl, furni- ture dealers at 928 Grand _ River avenue, died suddenly Dec. 28. He was well known in this city, having lived here all his life. Mr. Burg- hardt was 38 years old and is surviv- ed by his mother, a brother and two sisters. Frank Whitton, manager of the Saginaw office, Fred Larrett, mana- ger of the Grand Rapids office, and Edward Derby, manager of the Trav- erse City office for Burnham, Stoepel & Co., were in Detroit last week. The peace expedition has evidently gone to pieces. Roy Collins, formerly head book- keeper for Lee & Cady, received a GUARANTEED PURE BRAND a oeeN as 10 ee iene ors MANUFACTL REO BY c {] 5 a Le 72 on FS the he rag. 0 1 This illustration is the exact size of our 10 cent pack- age, and is as large as the nationally advertised brands which are sold for 15 cents. Nice profit for dealer. Order a case from your jobber. Packers of Thomas Canning Co. Fancy Quality Pork and Beans —> Red Kidney Beans Sauer Kraut Fruits and Berries Cider and Cider Vinegar Grand Rapids ition 4% TF ates ATI EI becca IE 4: anno rerneonie soabnescsbiaett January 5, 1916 New Year’s present in the shape of a promotion, being made chief auditor of the house, which places the com- pany’s offices in his charge. P. H. Aber, dry goods and furnish- ing goods, Ford City, demonstrated beyond a reasonable doubt that his idea of giving Christmas gifts is not limited or miserly. He presented his son, Leo, with a “toy” in the form of an Oakland six and, rather than take his chances with our own hard pressed Santa, presented himself with a Studebaker car. Last week two bandits entered the store of Jake Smolensky, 2481 Jeffer- son avenue, and in the guise of cus- tomers requested to be shown some goods, which brought the merchant to the rear of the store. When he turned he faced two revolvers and the desperadoes, after relieving him of the cash he carried in his clothes, robbed the cash register and before leaving beat Mr. Smolensky into unconscious- ness. His wounds were so serious that he was obliged to receive care at the hospital. He conducts a men’s furnishing goods store. Eight states went dry with the ad- vent of new year. Eight states will now have the liquor business on the hip. Joe Kain, former representative for Burnham, Stoepel & Co., covering the main line of the Michigan Central, has been made assistant manager of the wash goods department and his traveling will be confined to special trips made occasionally in the inter- est of his department. He has been succeeded on the territory by Edward Lawton, formerly with an Eastern concern. “Treat your purse correctly,” says Harry Lauder. The aim of the aver- age American, these days of speed and hilarity, seems to be to treat with their purse recklessly. Walter Ryder, well known traveling man from Grand Rapids, was a De- troit visitor last week, improving the opportunity while here to visit the traveling men’s fair at the Armory. Walter, who is of considerable avoir- dupois and likewise dimensions, was greatly relieved before he left the large hall. Several kindly and elo- quent travelers assisted in the re- lieving. A very scrappy New Year was spent by the majority of citizens across the seas. Cadillac Council, U. C. T., holds its regular monthly meeting Saturday night, Jan. 8, in its hall in Elks Tem- ple. As this is the first meeting since the fair, it is expected that a large crowd will be in attendance. A great deal of important business will be transacted. John MacManamy, with the Gor- don-Pagel Baking Co. and President of the Everclean Manufacturing Co., spent the holidays with friends and relatives in Bison Corners, Okla. The news of the death last week of Charles F. Smith will be received MICHIGAN TRADESMAN the country. Mr. Smith was a veter- an of the road and was known to many merchants long since retired, as well as many of the younger ones of to-day. For years he represented jewelry firms in Michigan, Ohio and Indiana and was one of the best known salesmen on the road. Born in Ogdensburg, N. Y., he came to Detroit in the early 70s. Surviving is one daughter, Mrs. H. S. Evans, 50 Lothrop avenue, with whom he lived for a number of years. I’. H. Heinz has moved his meat market from 802 Seneca avenue to a new store at 1570 Gratiot avenue. The Atlantic & Pacific Tea Co., with stores in all parts of the country, have opened stores in Detroit at 1512 Kercheval and 3185 Jefferson avenues and will carry a full line of groceries in each. We are obliged to take our brother scribe, W. T. Ballamy of Bay City, to task for a statement in his columns of last week in which he referred to EK. B. Braddock, veteran traveler re- cently retired after fifty years of ser- vice on the road: “Mr. and Mrs. Braddock’s friends are too numerous to mention, not only in this city but throughout Northern Michigan, etc.” Socially speaking, E. B. Braddock’s friends are not confined to any one or two parts of Michigan, but all over the State. Right in this little village of Detroit are many who are proud of the distinction of being called friends of the venerable E. B. and his good wife. Mrs. F. Bateman has moved her stock from Oakwood and has opened a drug store at 403 Dubois street. Thanks are extended to H. D. Bul- len for his kindly remarks about our fair city and we can with all sincerity say the same about Lansing. Its down town district has been staging some busy scenes for some time past. It is all very well for a person to get full after New Year’s, if it is full of optimism. The man that breaks his New Year’s pledge is very apt to do the same thing to his purse before the year ends. Ray T. Middleton, former Western states representative for the Steel Products Co., has been appointed manager of the local branch at 1515 Ford building, to succeed Frank De Witt. Resume of conditions in Detroit for the past year— Prosperous. James M. Goldstein. > Bankruptcy Proceedings in South- western Michigan. St. Joseph, Dec. 27—John Floodas, do- ing business as the Kalamazoo Candy Co., filed a voluntary petition and was ad- judged bankrupt, the matter being re- ferred to Referee Banyon, who was also appointed receiver. The schedules of the bankrupt disclose no assets above the exemptions. The following are listed as creditors: Preferred Claims. Secured Claims. Mary Floodas, chattel mortgage ..600.00 Unsecured Claims. Wilfrid ©. Booth, Bimira, N. Y. ..$ 15.31 Tablet & Ticket Co., Chicago 2.05 John A. Alban, New York ........ 23.18 White-Stokes Co., Chicago ....... 48.86 Goshen Milk Co., Goshen ........ 5.80 Frederick Stearns & Co., Detroit 19.64 A. W. Walsh, Kalamazoo ...... 55.00 Mareus Ruben, Chicago ........... 18.60 Prank Bilaitz, Kalamazoo ........ 141.60 Specialty Case Co., Kendallville 8.00 Perfection Biscuit Co., Jackson .. 4.23 Manufactures Sales Co., Flint .... 33.63 Sethness Company, Chicago ...... 18.00 Oriental Candy Co., Chicago ..... 10.98 Malick & Askoul, Grand Rapids 7.65 Dairymen’s Milk Co., Kalamazoo 76.29 Davidson Bros. Co., Des Moines 328.25 C. A. Kerr & Co., Chicheo ....... 48.24 Dr. D. J. Scholten, Kalamazoo .... 40.00 Limpert Bros., Inc., New York .. 93.63 Geo. S. Salter, Kalamazoo ....... 12.00 French Dragee Specialty Co., N. Y. 5.00 City Bottling Work, Kalamazoo .. 109.00 Celery City Creamery Co., Kala- pitts vate ee 70.00 Metropolitan Importing & Mfg. Co. 46.20 Ad. Seidel & Sons, Chicago ...... 25.00 Autosales Gum and Chocolate Co., New VYOme .....-5....0........ 75.00 Cincinnati Ixtract Works, Cin- GUMINAGE 00. ci ce ae 29.42 Charles I. Dibble, Kalamazoo .. 15.00 S & BP. I Manicas, Maverill .... 6.00 G. H. Lowell & Co., New York .. 38.13 J. 3. Weber, South Bend ........ 6.40 John Procos & Co., Chicago -..... 52.85 Ideal Plumbing Co., Kalamazoo 10.02 Liguid Carbonic Co., Chicago .... 42.81 Kakarakis Bros,, Chicago ........ 18.41 Greek-Arabian Coffee Co., N. Y. 10.80 Luek-ola '€o., Memphis ........... 35.20 Dewing & Sons, Kalamazoo ...... 10.00 Paw Paw Grape Juice Co., Rew aw ee ol 80.50 Mahar-Zentner Co., Milwaukee .. 10.40 Sulzberger & Sons Co., Chicago .. 28.00 Bil Panas, Kalamazoo ............ 35.00 Harry Lewis, Kalamazoo 20.00 Dec. 28—In the matter of William J. Smith and Jay V. Smith and New .ork tacket Store, a copartnership, bankrupt of Paw Paw, the trustee filed his final report showing no assets above the se- cured claims and exemptions of the bankrupts. There will be no dividends to creditors and the estate will be closed at once. Dee. 29—Jane Goozen, engaged in busi- ness as a milliner at Dowagiac, filed a voluntary petition and was adjudged bankrupt and the matter was referred to Referee Banyon, who was appointed re- ‘ceiver. The referee made an order ap- pointing Carl Mosier, custodian. The following are listed as creditors: Secured Creditors. Frances Onen, Dowagiac .........$125.00 Unsecured Creditors. Kimmel Millinery Co., Grand RADI oe ee $ 48.25 Kaufman Auerback & Co., Cleve- Le Ol ee 228.90 Hart & Co., Cleveland ........... 36.00 A. B®. Wood & Co. Detroit ...... 30.26 Hasson, Keith & Co., Chicago .... 13.70 Ladies’ Library Assn., Dowagiac 30.00 Jonn N. Goozen, Newaygo ........ 500.00 $887.11 Assets. Cash on hand ....................$ 6.00 Stock in trade .:...........-:..... ) Machinery, tools, ete, ........... Debts due on open accounts ...... Money in) BANK! 00... .0.10 0.65.6... $963.35 Dec. 30-—-In the matter of Spencer & Barnes Co., bankrupt, Benton Harbor, the inventory and report of appraisers were led, showing total assets of the ap- praised value of $37,791.38, divided as follows: real estate, plant, machinery and equipment, $22,000; personal property, 7 Fargo, bankrupt, Kalamazoo, the trus- tee’s report of exempted property was confirmed by the referee, who directed the trustee to file his final report and account for the purpose of closing the estate. No dividends will be declared to creditors for the reason that there are not sufficient funds in the estate to pay the actual administration expenses. Jan. 1—Samuel Polakow, of the town- ship of Paw Paw, Van Buren county, filed a voluntary petition and was ad- judged bankrupt. The schedules of the bankrupt disclose no assets above his ex- emptions. The following are listed as creditors: ME. Ud. Kerwer, Chicago ........... $208.00 Columbia Wire & Iron Co., Chicago 115.00 Carson, Pirie, Scott Co., Chicago 80.00 Nathan Rosenzweig, Chicago .00 C. J. MeGurrin, Chicago 2 00 Frederick Wilde, Chicago ....... 1,000.00 W. W. Kimball, Chicago ........ 1,300.00 Geo. Cassidy, Chicago ............3,606.00 Virginia & Camilio Volini, Chicago 5,000.00 Benjamin Bush, Chicago ..:..... 200.00 Abe Seaman, Chicago ............. 800.00 Max M. Grossman, Chicago ..... 1 500.00 Elmer M. Watson, Chicago ....... 275.00 Fred Barnard and John Miller, Chicse@o 2. ce 8 ce. 191.30 University of Notre Dame ........ 183.94 Sentinel Publishing Co., Chicago 185.00 Kobert Baurle, Chicago ............ 122.00 Chicago Car Advertising Co., OCHIGARO cde. el el. 4. 626.26 Western Railway Advg. Co., CMICHEO 2... 66.04... e i esa 85 g0nn W. Collins, Chicago .......-. 00 Mandel Bros, Chicago .......... 2, 00 Am I, Siitun, Chicago .......... Fo enoer, OMOAEO |........2,. 2. .4 ‘ Westinghouse Lamp Co., Chicago Becker Bros. Co.. Chicago ...... H. & E. N. Schumann, Chicago American Bonding Co., Chicago So. Halsted St. Iron Works ...... Harry Greenbaum, Chicago ...... S$. Deschanuer'Co., Chicago ...... International Theatrical Co., CHICRHO . oo. 6 eee. 350.00 Illinois Metal Sealing & Supply Co. 100.00 Michigan Stove Co., Chicago 278.99 Ralph CC. Kent, Chicago .......... 350.00 Hyman J. Rosenberg, Chicago .. 993.00 American Stove Co., Chicago .... 336.79 Consumers Co. Chicago ........ 4727.12 Cosmopolitan Electrie Co., Chicago 47.43 State Bank of Italy, Chicago .. 258.25 American Sand & Gravel Co., COIGAZO i cece, 1,971.68 TOUS is cess cece etc eee $30,232.14 Jan. 3—In the matter of John D. War- ren, bankrupt, Kalamazoo, the trustee filed his supplemental final report and vouchers, whereupon an order was en- tered by the referee closing the estate and recommending the discharge of the bankrupt. An order was also entered discharging the trustee and cancelling his bond. The record boek and _ files were returned to the clerk's office. ———_—_—_?> > Officers of the Valley City. At the annual meeting of the di- rectors of the Valley City Building and Loan Association, Monday even- ing, the old officers were re-elected as follows: President—Warren N. Fuller. Vice-President—H. Van Aalderen. Secretary—O. E. Treasurer—A. D. Rathbone. Attorney—J. L. McKee. a Selden. There is a limit to human endurance. The friend who stands up for you may tire in the course of time and proceed City of Kalamazoo, taxes ........ $ 41.66 $15,791.38. Peter Katrowz, labor ............. 25.00 Dec. 31—In_ the GOOD GOODS WorRDEN GROCER COMPANY Grand Rapids—Kalamazoo with regret by many in all parts of matter of Adelbert 0 sit down on you. THE PROMPT SHIPPERS DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY, Grand Rapids, Mich. Subscription Price. One dollar per year, !f paid strictly in advance; two dollars if not paid in ad- vance. Five dollarg for six years, payable in vance. 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. January 5, 1916. SCOTCH THE SERPENT. The Tradesman desires to add its protest to those of others against the hypocrisy cof our maintaining “friend- with the Teuton mur- derers of American citizens abroad ly relations” and violators of American rights at home. While these “friendly rela- tions” are official only and do not represent the sentiment of the Nation, the world judges the Nation by its official actions and classes us all as cowards, too weak and too commer- cial to protect our own citizens. Before August, 1914, many Ameri- cans thought well of German indus- try, organization, and character, and the first shock came when the German nation embarked unitedly on a de- The rav- nameless murders of non-com- batant men, women and children, and the pitiless policy of frightfulness fol- lowed, with its revelation of ferocity and barbarity. The evil result of years of trained obedience to autoc- racy and military despotism was here shown in its work of widespread desolation. Although the chief re- sponsibility for these atrocities rests upon the Kaiser and his General Staff, the German nation which approved of them and carried them out must also share in liberate war of aggression. ishing of Belgium, the cruelties, the the heavy burden of re- sponsibility. : President Wilson did not suggest that we should protest against the rape of Belgium, but, on the contrary, urged that all Americans When we con- sider that the issues of this war are largely moral, it becomes continually clearer that it is the duty of Ameri- cans not to be neutral, but to enlist their hearts, minds and resources on the side of the Entente Allies who are fighting the battle of civilization. On May 7, 1915, the Lusitania was sunk by a German torpedo, drowning over a thousand innocent men, wom- strongly should be neutral. en, and children, including more than one hundred American citizens. The American people, thrilled with horror at this devilish crime, awaited from the President the word of a moral leader which would set them free from fear and selfishness and should crystallize this deep indignation into action at any hazard in defence of human rights and of American lives But we only received and honor. MICHIGAN TRADESMAN from him the enunciation of a strange and hitherto unheard-of doctrine— that Americans were “too proud to fight.” This pusillanimous and_ in- dividual view is fundamentally false, both to the Americans of to-day and to the Americans of the past who fought and died in 1776, in 1812, in 1846, in 1861 and in 1898. The Presi- dent lulled and dissipated the bitter American resentment over the Lusi- tania by a series of many _ notes, strong at first, gradually growing weaker, and finally fading away, until now no one knows whether America or Germany wrote last on the sub- ject. The Lusitania remains unaton- ed for and unavenged, but let neither President Wilson nor any German think that it is forgotten. The re- joicing in Germany over this whole- sale assassination makes the German nation a full partner in the crime and casts a murder stain on Germany that will require many generations to live down. The Ancona and other ships bearing American citizens have since been torpedoed, followed in each case with the usual milk-and-water note- sending process. The inevitable result of such cow- ardice in dealing with a nation like Germany, which flings every moral restraint to the winds and fears only force, appears in what is virtually a declaration of war by Germany against American interests at home. For many years past, with character- istic thoroughness, energy and ef- fectiveness, Germany has carried on a system of espionage in the United States as to our military and naval affairs, which has been an affront to this Nation. Expanding this spy service and furnishing it millions of bribe money, Germany and Austria co-operating have promoted here a most active campaign, directed from its embassy and consulates, seeking to prevent munitions and_ supplies from reaching the Allies, and to this end forging passports and ship’s bills of lading, fomenting strikes in fac- tories and on docks, blowing up fac- tories, burning down towns, placing bombs on ships, all of which has in- volved the destruction of American lives and property. Of course, the German government has officially re- pudiated the plotters following. the rules of their Book of Military In- struction, but the tens of millions of dollars which the United States Se- cret Service report to be at the dis- posal of German intriguers and the dozen or more books written by mem- bers of the German General Staff prior to the war describing how Ger- many proposed to “subjugate Ameri- ca,’ proves the statement of the Ger- man government to be a lie. When we realize that only a few days ago the confidential report on the actual condition of the United States navy and its munitions reached the Ger- man attache, Boy-Ed, before it reach- ed President Wilson, the breaking- point has certainly arrived. President Wilson has started legal authorities in pursuit of some of the plotters, but his chief complaint is that the laws are not adequate to punish these criminals. Why does he not exhibit the backbone of a Harrison or a Cleveland and strike at the root of this infamous conspiracy against a heretofore friendly Nation by handing passports to Bernstorff and his entire crew of forgers, in- cendiaries and assassins and recall our ambassadors and consuls from Germany, Austria and Turkey? Let all who are ashamed of the temporiz- ing straddling policy of the President organize and demand that he break off diplomatic relations at once. Then let the American Nation notify the Teution nations that we are utterly opposed to their autocratic and despotic militarism, to their war of aggression, to their atrocities, their barbarism and their crimes in Eu- rope and in America, and that we propose to use all the forces at our command—and they are ample—first, to stamp out the treacherous war which the Teutons are conducting against us in the United States; sec- ond, to protect to the uttermost American lives and honor abroad; third, to repudiate and cast out all attempts at the Germanizing in any form of these United States, and fourth, to reiterate our unalterable stand for liberty, democracy and human rights. It is clearly our moral duty to throw the weight of our powerful, wealthy, and idealistic Nation against the Teutons with the avowed object of destroying German militarism. If by any chance there should be a Ger- man victory or even an indecisive result, it is certain that the United States, as the representative of democracy, would have a life-and- death struggle within a few years against Germany, as the representa- tive of autocracy. More alarming in some ways than the actual barbarities because deeper seated, is the absence of shame or moral feeling in the Ger- man nation. Their philosophers and professors unite with their militarists and chancellors in praising the rule of might and proclaim that they in- tend to dominate the world by force. Even so easy going and pacific a na- tion as the United States is here put upon notice that sooner or later she will have to fight for her life. The aspect of the world has changed since August, 1914, by the revelation of the infamous Teuton aims, and this gen- eration of Americans, which grew up with the idea that war was a by- gone matter, will have to readjust their ideas to meet the German men- ace. Washington’s principle of keep- ing out of entangling alliances was wise in his time, but we cannot now avoid commercial, financial and other close alliances with civilized nations, and the sound policy for defence as well as offence is to form a close al- liance with the nations of conscience and honor, England, France and their allies. After the war this may entail responsibility and expense in doing our share in policing the world, but in such a “League to Enforce Peace,” formed of nations which are control- led by moral ideas, lies the hope of the world’s safety and peace. Let us act with courage born of the deepest convictions and accept the sacrifices that war would entail if war should come. ‘Only by so acting can we hope to win back the respect of January 5, 1916 the world and, what is more vital, our self-respect. In any National crisis there has never been any lack of American men who for their coun- try are more than willing to “pledge their lives, their fortunes and their sacred honor.” ce Some of the German newspapers which reach the Tradesman are just filled with disparaging refer- ences to our achievements in the realm of art, as compared with the achievements of Germany in_ that direction. The editors insist that we have as yet contributed nothing that is deserving of the name or is charac- teristically American, unless the sky- scraper might be regarded as an in- dication of the direction in which the art of architecture is tending. Mommsen said, in his history of Rome, that it belonged to a petty mind to belittle the Athenians be- cause they could not organize their communities like the Fabii and the Valerii or to find fault with the Ro- mans because they could not carve in marble like Phidias and write poetry like Aristophanes. Whether it be given to us, in the plan of the universe, to rival or outrival the older nations of Europe in the realm of art and literature, no man can say, but surely at this stage of our National development no fair-minded critic will. apply to us the standards of ex- cellence which are applicable to the Old World. Our special endowment, and hence our contribution to the work of humanity, may lie in an al- together different field. sub, at all events, let us wait to judge until the many foreign elements which are gathered here have been fused into one strong National character, under the beneficent sway of freedom and the genius of our form of govern- ment. now A plea is made in beha!f of the babies in Germany that American manufac- turers be permitted to send milk, either condensed or powdered, or put up in some way, to make it available to sus- tain infant life in that country. That is an appeal which ought to be and will be very persuasive in this country, and already the State Department has in- stituted enquiry as to whether or not the British, French, Italian and Russian governments will consent. Of course, Germany has not been thoughtful of her own women and children—the male German has no more respect for a wom- an than a hottentot—and has treated the women and children of other nations with beastly brutality, but that is no reason for denying this request. If it is granted, the strictest and most rigid regulations must be made and enforced, that the distribution shall be under the direct supervision of the Red Cross, and the greatest care taken to see to it that the milk reaches the babies and is not confiscated for the use of German soldiers, as was the cheese not long ago sent to the sufferers in Belgium. It’s a poor brand of religion that makes a man pray for his neighbor one day in the week and try to sell him gold bricks the other six days. The pleasure is all yours when the other fellow hands you real money. January 5, 1916 MICHIGAN TRADESMAN aa\ (Ue yreespsdAhd Aim To Develop a Gracious Spirit.” This morning I took my dictionary and looked for the definition of grace and I was perfectly surprised to find how many kinds of grace were defined in my lexicon, covering such a very wide range of life. A colored man once said in answer to the ques- tion as to what he thought grace meant, “Grace is what I should call giving something for nothing.” Jon- athan Edwards, the eminent divine, said, “Grace is but glory begun and glory is but grace perfected.” The attainment of grace comes through using what we have and in this way grace comes into the soul as the morning sun into the day, as we have the dawn, then the light followed by the effulgence. We get a number of interesting words having various ap- plications with grace as the root. We speak of a speech as being gracefully done, of a graceful gait, and then we speak of an atmosphere of gracious- ness as pervading a home. In our every day life there is the constant opportunity to develop a _ gracious spirit and carry into the hearts of others something of our own sweet thought by a graceful method. You know the little story of the young girl who was told to. call grandma to breakfast. As grandma was asleep in her rocking chair she disliked to waken her suddenly, so she went quietly and kissed her on the cheek and then quickly slipped back behind the door and watched. Grandma quietly opened her eyes and did not know what it was that awakened her, and_ after around the little girl said: “Grandma, breakfast is ready, come now.” The exhibit of gracious thoughtfulness on the part of the child is a sweet reminder of what our attitude should be toward the aged. looking One of my progenitors was a very religious man and to him religion meant form rather than substance and, because he was a deacon in the church and expected to set a worthy example, he never failed to ask grace before each meal, following which he brought to the surface other elements in his character not so attractive, for he was prone to find fault with what was given him to eat and his atti- tude following the blessing was any- thing but sympathetic with the thought of grace in connection with the provision for bodily needs. Grace, to be of real value, must be more than a surface indication. It must he rooted in the attitude of life. One of the things we are too apt to forget is the word of appreciation *Conversational address by Hon. Charles W. Garfield, before working force of Grand Rapids Savings Bank. when one has done a kindness or ex- pressed in some word or act a beauti- ful purpose or helpful suggestion. This word which we ought not to neglect expresses my thought with regard to the word “graciousness.” We are so apt to say a pleasant word and then add the word “but” and take away all the sweetness of our ex- pression by a criticism. For instance, I have heard the remark, “He is a mighty nice fellow, but I wish he would once in a while put on a new nektie,” or “She is a dear girl, but I wish she had not such an awkward gait.” The true spirit of graciousness should lead us to leave many of these things unsaid. The kindly word is helpful. Criticism, if it must be giv- en, should have in its method of expression kindly thoughtfulness and graciousness. The other day I received a beauti- ful pocketbook, with my name stamp- ed upon it, from a corporation to which I had been able to render serv- ice from time to time, accompanied by a pleasant word of appreciation. It warmed the recessess of my heart to have this outward expression that evidently had been in mind but un- expressed before. When I entered college I was a stranger to everybody and when | was met by the president with a warm grasp of the hand and the word, after learning my name, that he knew about me and had heard of my com- ing and was glad to see me and had provided a fine roommate for me, it made the entrance into a_ strange group under strange conditions pe- culiarly sweet and congenial. It was a gracious word, spoken at the right time, and gave me a little sweetness all through college. When I was a little boy attending my first term at school, one of the older girls helped me put on my coat and saw that I had my mittens on before I started home from school and gave me a pleasant word. It was very little to do and might easily have been left undone, but that little act of graciousness has followed me through all my life and I have the most kindly remembrance of this young woman’s sympathy with a lit- tle child. We sometimes err in thinking that mere politeness is graciousness. Politeness must have in it the essence of gentility to conform to the defini- tion of graciousness. I have known men to have the reputation of being exceedingly polite, who could not be even gracious to a dog, because they lacked the essence upon which true politeness should be based. A lot of boys a day or two before GRAND RAPIDS NATIONAL CITY BANK CITY TRUST & SAVINGS BANK ASSOCIATED Combined Capital, Surplus and Undivided Profits $1,781,500 Deposits Exceeding Seven and One-half Milllon Dollars Business firms, corporations or individuals requiring reliable financial information relative to Grand Rapids businesses or business opportunities are invited to correspond with the investment departments of either the Grand Rapids National City Bank or City Trust & Savings Bank, which have at their imme- diate disposal a large volume of industrial and commercial facts. Shouldering Responsibilities Our training, experience, assured existence and ample resources justify you in committing to our care the various responsibilities which always accompany the administration of an estate. [RAND RAPIDS TRUST [\OMPANY Robert D. Graham President Hugh E. Wilson Secretary 10 Halloween,:as boys are wont to do, came together and discussed what they could do to enliven the neigh- borhood on Halloween eve. All sorts of suggestions were made that had in them the element of fun and some of them were flavored with unkind motives as applied to some neighbor who had aroused antagonisms. One of the boys said in the midst of the conference, ‘Fellows, I have thought of something that we can do Hal- loween that will make a_ sensation. Are you in it with me?” Expectiny something attractive, they all agreed. “You know, boys,” he said, “there is Auntie Havens who just got a load of wood and it is thrown over her fence in her yard and I think there are great possiblities in that wood- pile.’ Several of the boys enquired, “What would you do with it?” “What fun could you get out of that?’ and he said “It just seemed to me that we could have a better Halloween. by hiding the pile of wood, for you know she is lame and can not get in the wood herself and has so little would feel a great deal better than ir we might get one of our mothers tuo invite her to spend the eveing and then we would go and split that wood up and pile it nicely in her woodshed. Don’t you think the next morning we would feel a great lot better than if we had taken somebody’s gates from the hinges or turned over the horse blocks or soaped the windows?” The speech was received in the spirit it was given and the deed was done and it was the beginning, in that neigh- borhood, of putting graciousness in- to the Hailoween spirit and, while wholesome fun was not neglected. there was for many years a spirit of kindness that modified the rough methods of the usual celebration of Halloween. In our treatment of foreigners we are open to the serverest criticism, be- cause we are apt to be mirthful rath- er than gracious and our mirthful- ness is very liable to be misinter- preted as making fun of people who are not used to our ways. We may not intend anything unkind, but we certainly lack the spirit of gracious- ness as exhibited to us in- most foreign countries when we make our blunders because of the lack of ac- quaimtance with the speech and man- ners of the people. I recall many ridiculous errors that | made in a trip through Holland some years ago and not once did any of the boys and girls even crack a smile at my unusual manners and methods of ex- pression, it. was treated with the utmost graciousness and when I com- pared that treatment with that so often accorded in our country to peo- ple fresh from over the sea, I was ashamed of our lack of graciousness. Going home on the street car last night, the seats were all occupied and the aisle was crowded. A young woman, who I think had_ possibly been standing in a store all day and to whom the seat seemed grateful after the day's work, noticed among those standing in the aisle an elderly gentleman, somewhat stooped and not very well clad. She touched him and said, “Take my seat, sir.” He pro- MICHIGAN TRADESMAN tested that she should not give up her seat to him, to which she replied, “IT am glad to do it and hope that when I have gray hairs and a bent body that some one will be thought- ful for me.” I was touched by the gracious spirit and the sweet speech that brought a tear to the old man’s eye. In our relationship to each other here in the bank there is the constant opportunity to express in all sorts of ways the gracious spirit and we can in no better way exhibit our gentleness than in passing on to our fellow-workers gracefully and thought- fully a spirit of kindness which I had in my mind when I selected for my informal talk to-day the word “oraciousness.” ——-> +. Gabby Gleanings From Grand Rapids. Grand Rapids, Jan. 3—That the older heads at times are more alive than the younger set is proven in the few items of New Year's social gath- ering among members of the Grand Rapids Council. W. S. Lawton and wife, G, W. Ferguson and_ wife, William Francke and wife and John J. Dooley and wife—all in regulation dinner attire—gathered at the Pant- lind Hotel Friday evening at 8 o'clock and joined one another in a splendid dinner with all the trimmings. After the birth of the New Year, taxies were called into service and the mer- ry bunch was conveyed to the home of Mr. and Mrs. William Francke, which was beautifully decorated and arranged for the occasion. Music, mirth and laughter reigned supreme until 3 a. m., when the large doors leading to the dining room were opened to another splendid feed—a Dutch lunch in every way worthy of the name. And how sorry were the guests that they couldn't do justice to the layout. Certain it is that the host and hostess outdid themselves on this occasion, which was their thir- tieth wedding anniversary. G. W Ferguson the kid of the party, gave a New Year’s toast which we would like to have the Tradesman publish. jSorry, brother, but traveling men’s poetry doesn’t “go” this year, any more than it did last year.—Ed. Tradesman. | After a flash light picture had been taken of the jolly party at 4 a. m. taxies were called and, amid the strains of Auld Lang Syne, the jolly party d'spersed for their various homes with a New Year’s wish and ereetings for all their friends. The following jolly peddlers and their wives comprised a full dress hox seat theater party at the Empress Friday evening: Mr. and Mrs. John D. Martin, Mr. and Mrs. H. W. Harwood, Mr. and Mrs. C. M. Lee, Mr. and Mrs. W. E. Sawyer, Mr. and Mrs. E. Stott and Mr. and Mrs. Tally Stott. After the show the merry makers hied themselves to the home of Mr .and Mrs, John D. Martin, where an elaborate midnight luncheon was served. John says every one had a dandy time and, outside of a broken davenport, a couple of broken chairs and maybe his contract of peace with his neighbors, everything LOGAN & BRYAN 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 Exchange New York Coffee Exchange New York Produce Exchange New Orleans Cotton Exchange Chicago Board of Trade Minneapolis Chamber of Commerce Winnipeg Grain Exchange Kansas City Board of Trade Private wires coast to coast Correspondence solicited January 5, 1916 TAX EXEMPT IN MICHIGAN We have Underwritten and Offer For Sale— $150,000 Seven Per Cent Cumulative Preferred Stock of W. R. Roach & Company of Hart, Michigan Dividend payable quarterly beginning April 1st PAYMENT AT MATURITY GUARANTEED BY MR. W. R. ROACH Capitalization: : : No Bonded Indebtedness Preferred Stock ........ $200,000 Common Stock ......... $300,000 Maturities are as follows: , $20,000..Jan. 1, 1921 Series No. 5, $25,000. . Jan. 1, 1925 , $25,000.. Jan. 1, 1922 Series No. 6, $25,000..Jan. 1, 1926 » $25,000..Jan. 1, 1923 Series No. 7, $25,000..Jan. 1, 1927 , $25,000.. Jan. 1, 1924 Series No. 8, $30,000.. Jan. 1, 1928 This company has been for many years one of the largest and most successful packers of canned food in the world. Its products include those widely known as “Hart Brand.” The company has no mortgage or bonded debt and cannot create one without the consent of three-quarters of the preferred stock. Total assets over $800,000. Net earnings have averaged for the past ten years over four times the preferred stock dividend. Quick assets will be maintained for the full amount of preferred stock and debts outstanding. Plants of the company are located at Hart, Scottville, Kent City, Edmore and Lexington, Michigan. We recommend this stock for safe investment. Circular giving full description of issue on request. Price, Par and Accrued Dividend to Net 7% Kusterer, Hilliker & Perkins Investment Bankers and Brokers Second Floor, Michigan Trust Building Telephones: GRAND RAPIDS, MICH. Citizens 2435, Citizens 1127, Bell Main 2435 Series No. Series No. Series No. Series No. PR 02 dD HIS Company gives the same careful attention to a small estate as it does to a large one. It renders regular reports of all trusts to beneficiaries and to the court. Our system of accounting is simple, accurate, complete and easily understood and our sole desire is to give the best of service at the minimum cost. Send for blank form of will and booklet on Descent and Distribution of Property. THE MICHIGAN TRUST Go. of Grand Rapids Safe Deposit Boxes to rent $3 to $5 per year KCl. ek ee cae $s Sea bead ©S on th ee eh ee iA PR eet Th en ee ee, PO el oe 2 ee ee el om mes EA MED 4 = AD et Fh OQ Rm ot et January 5, 1916 was lovely. After wishing each other many happy returns of the day (?), the party dispersed homeward and, as we since learned, arrived home the same week. Mr. and Mrs. E. A. Snow, of 1249 Hope avenue, entertained Mr. and Mrs. Charles Aupperlee and Mr. and Mrs. Fred Richards at dinner and afterwards at a theater party at the Empress. It was here that they wel- comed in the year 1916. Dec. 30 J. Harvey Mann and wife celebrated the thirtieth year of their life sentence. A fine feed was spread for immediate relatives, among whom was a nephew, Harry Morris, of Leth- bridge, Alberta, Canada, Harvey says if the next thirty years passes as smoothly as the first thirty, he can count the silvery threads on two hands. Our sincere wish is that the next thirty will be naught but a flow- ery bed of happiness and the fullest enjoyment of life. According to reports, A. F. Rock- well took his annual bath at 7:15 Jan. 1. Perhaps fuller details of the happening will follow later. There isn’t any doubt left in the mind of any one present at Soe sixth of the parties given by the U. C. T.’s Saturday evening but that a woman can get money where a man cant. In other words, her skill in extracting the long green from its hidden sources 1s far superior to that of man’s. Saturday evening saw the largest gathering that Grand Rapids Council ever entertained and we gladly concede the honor to the hust- ling committee of ladies who con- ducted this particular party. We realize how much work was connect- ed with the undertaking and were more than pleased to see the efforts of the ladies crowned with success. More than 140 gathered to trip the light fantastic to the strains of Tuller’s orchestra. There will be six more dances before the season closes and it is with hopes that all will be equal- ly as well attended as the last one. The next party will be given Jan. 15. C. C. Perkins has connected him- self with the largest distillers in the United States annah & Hogg, of Chicago. They are considered one of the finest firms in the country to work for and clean and above board in all their dealings. Charles will have the entire State of Michigan as his territory. The Council unites in extending its heartiest congratula- tions in your landing such a_ berth, Charles, and our sincere hope is that you will live up to your record with the house you just left. W. P. Drake says he was sure some lonesome boy on the North trip last week, as he was the only one who seemed to be on the job. Fred Metzler, formerly district manager in the State of Michigan for the American Tobacco Co., now hav ing charge of the states of Delaware and New Jersey, with headquarters at Philadelphia, is in the city for a short visit. H. B. Wilcox and wife arrived home from Detroit Saturday night and re- port having had a fine time. Harry says every one knows when the New Year comes in in Detroit, as the noise is so noisy that its noisiness annoys an oyster. His firm tendered the salesforce and their wives a banquet, held in the Detroit Athletic Club, one of the finest if not the finest of its kind in the world. H. B. came back with a 1916 contract, so there is noth- ing to the story of a jinx attached to a black cat. Jess L. Martin and wife left for their home in Elgin, Ill, Monday. Sam Evans left for his Western trip Sunday evening. He expects to be gone about six weeks. W. S. Lawton is in Detroit this week to start the grind for 1916. If present plans do not miscarry, the next meeting of the Bagmen Sat- urday will be some occasion. It was the intention of the committee to entertain the members of the Guild at Paulo club house, which certainly MICHIGAN TRADESMAN 11 is a beautiful place to pull off such a party, but at this season of the year, should it be a stormy night, the con- veniences for getting to ‘the club house would very likely prevent some from attending, so it was decided to have it down town. The meeting wi!) be called at 2:30 in the afternoon, for there will be some candidates for initiation. After the meeting is over at the hall the members will go in a body to the hotel, and in the even- ing there will be one continuous round of pleasure, eats, music, smokes and talks It a Bagman, don’t miss this good time and don’t forget your fez. Ray Thacker, of the Brown & Seh- ler Co, and a resident of Traverse City and formerly Secretary of Trav- erse City Council, is in the city get- ting his spring samples. Ray says the boys at raverse are exerting every effort within their power to make the Grand Council convention, to be held at that place June 2 and 3, the most successtul one ever held and will guarantee that any one at- tending will long remember the occa- sion. We have no reason to doubt Ray’s assertions, as Traverse City has one of the liveliest councils in the State. L. J. Beardsley, successful mer- chant of Sturgis, visited in the city last week. The meeting of Jackson Council for Jan. 8 has been postponed until Feb. 12. It might be weli for the Grand Trunk to wake up to the fact that the traveling public would like a little courtesy shown them. It is bad enough to be headed through one vestibule door, let alone that of rid- ing in stuffy, unventilated cars. The Hotel Geib, of Eaton Rapids, has been remodeled and is now one of the leading hostelries of that sec- tion of the State. Every Tuesday members of the Board of Trade are served to dinner and a specialty is also made of Sunday dinners and luncheons for parties. Grand Rapids Council has suffered the loss of another of our old and beloved members in the death of Harry L. Gregory. He leaves behind many old friends in the traveling fraternity who will miss his sunny and jovial disposition on their trips over their various territories. Harry was a charter member of Grand Rap- ids Council, and his services were always at its disposal, in advancing its social functions or anything that stood for the betterment of the Coun- cil. Mr. Gregory was for a matter of twenty-two years with the Putnam Candy Co., now the National Candy Co., of this city, and for the past five year with the Quaker City Chocolate & Confectionery Co., of Philadelphia, covering several states including Michigan, calling on the jobbing trade mostly. Mr, Gregory is survived by a widow. Theresa M. Gregory; one daughter, Mrs. Harry Morgan, of Cad- illac; his mother, Mrs. Christina Gregory, of Grand Rapids, and a brother, William Gregory. The P. M. is erecting a new depot at Muskegon Heights, just west of the First State Bank. This is an improvement, as well as a necessity, for the Heights. W. H. Shirts, of Shelby, after thir- ty-five years in the grocery business, has sold out to Warren Wilson and Edgar Johnson, Fr. E. Beardslee has been confined to his home the past week with a third attack of la grippe. Make your. Christmas early. Don’t forget to make your pennies pile up for the fom 15 dance. . V. Pilkington. aise Richard E. Carpenter, formerly President of the defunct Carpenter- Udell Chemical Co., is in Lansing for the purpose of organizing a corpora- tion to manufacture picric acid. changes PROSPERITY HAS OPENED THE YEAR 1916 Steel and iron mills are working to full capacity and are sold months ahead—Railroads have all the traffic they can handle—This is reflected in larger earnings--1915 crops were largest in history aggregating, exclusive of live stock, more than Six Billions of Dollars Wholesale trade is healthy, collections are good, public utility corporation earnings show large gains and unusually large interest and dividend payments are now being made. This Means a strong market for securities. Good Securities should be bought NOW Full particulars as to attractive issues and prompt service cheerfully furnished. Allen G. Thurman & Co. 136 Michigan Trust Bldg. GRAND RAPIDS, MICH. Phones: Citizens 2239, Bell, Main 241 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 in the country. The Old National Bank 177 Monroe Ave., N. W. Grand Rapids, Mich. 12 MICHIGAN TRADESMAN January 5, 1916 MEN OF MARK. W. B. Dudley the Well-Known Drug Sundry Salesman. Walter B. Dudley was born at Moore’s Forks, Clinton county, New York, April 12, 1871. His ancestors were natives of Vermont. When he was 3 years old his family removed to Lamont, Mich., where they re- mained about a year. They then moved on a farm in Tallmadge town- ship, Ottawa county, where Walter remained until he was 14 years of age, when he came to Grand Rapids and found employment as errand boy for Eaton, Lyon & Allen, wholesale and retail book and stationery dealers on Campau Square. He was pro- moted from time to time and after he had been with the house five years Walter B. Dudley. he was sent out on the road. He continued to travel for this house for ten years, covering all of the available towns in Western Michigan. Fifteen years ago he changed to the Hazeltine & Perkins Drug Co., whose sundry department he has represent- ed regularly on the road until Jan. 1, when he resigned to take the manaze- ment of the sundry department of the Yohr & Lange Drug Co., of Milwau- kee. This house was established forty-five years ag and has always stood well with the trade. It now aims to rejuvenate its sundry depart- ment and has secured the services of Mr. Dudley to manage that depart- ment of the business. He will not travel, but will devote his entire time to buying and pricing the goods and directing the work of the salesmen in that department. He has already assumed the duties of his new posi- tion and will probably remove his family to Milwaukee at the end of the present school year. Mr. Dudley was married Dec. 10, 1901, to Miss Leila G. Smith, of Grand Rapids. They have a daugh- ter, Ida May, 13 years of age, who is in the seventh grade of the public schools. They reside in their own home at 301 College avenue, corner of Crescent street. Mr. Dudley is a member of Doric Lodge, F. & A. M., but has no other fraternal relations. He says he has always been too busy to have a hobby. He attributes his success to hard work on his part and very good co-opera- tion on the part of the people with renee tan TENTETS TER enDNNNe=—arnerrennesnenrtinay whom he has been so fortunate as to be associated. In his twenty-five years’ experience on the road, he has aimed to give his customers good service and honest treatment and to these facts he attributes the large and increasing trade he has been able to command and the important man- agerial position he is now able to assume. —_—_2 2 2__—_ Official Call for the Battle Creek Convention. Battle Creek, Jan. 3.—Please ex- tend this invitation to every grocer, butcher and general merchant in your city or town, as it is so intended, in order that we will not miss any of our fellow merchants. The eighteenth annual convention of the Retail Grocers and General Merchants’ Association of Michigan will be held in Battle Creek, Febru- ary 22, 23 and 24, 1916. The officers of this Association ex- tend a cordial and earnest invitation to you to attend this convention, be- lieving you will be a better merchant after attending this College of Mer- chants, for Merchants and by Mer- chants, all so closely bound together by the limits of the borders of our dear old Michigan. By making this one your conven- tion, you will assist the others in making the conditions for all much better than can be done without Co- operation by all interested parties and also help to perpetuate the Associa- tion which was founded by Fred Mason, who is now the Vice-Presi- dent and General Manager of the Shredded Wheat Co., Niagara Falls, N. Y. It will be the best investment you will be able to make this year, if you will take into consideration the re- sults to be obtained. You will hear Fred Mason tell us “How to succeed in a greater degree than has been your good fortune so far.” F. B. Connolly, President of the National Retail Grocers’ Association, will de- livery a message that will make you all better boosters for your State and National associations, thereby im- proving your own conditions locally. You will hear the reports of the various committees and officers and also given a lecture on how to collect those heavy losses in the shape of bad debts. Aside from the profitable business of the convention, you will be most royally entertained as the guests of the Kellogg’s Toasted Corn Flakes Co. and The Postum Cereal Co., Ltd., besides the real reception which the Battle Creek local association will accord you. Now you can see why we want you to “bring the ladies.” The ladies of Battle Creek want to add the names of all the fair visitors to their list of friends from out of town. Battle Creek is alive and well and is a real convention city, able to care for over five thousand visitors and do it right. Come whether or not you are a member of the State Association. In order to obtain the greatest amount of good out of the time spent there, we would request that all reports be written this year, so we can devote more time to practical trade ques- tions. We all want a business ses- sion, so as to compensate us for the time spent; therefore, contribute by complying with the above request, when success will then attend our efforts. Remember and prepare. Wm. McMorris, Pres. F. D. Miller, Sec’y. ——— 22. ____ People seldom try to sit down on the man who stands up for his rights. Kent State Bank Main Office Fountain St. Facing Monroe Grand Rapids, Mich. Capital - - - ~- $500,000 | - Ask us about opening City Account Surplus and Profits - $500,000 Resources Over 8 Million Dollars 3 Ms Per Cent. Paid on Certificates pay 34% interest after one year Largest State and Savings Bank in Western Michigan Gime jemsG amesp anc, Coupon Certificates of Deposit Coupons cashed each 6 months THE PREFERRED LIFE INSURANCE CO. Of America offers OLD LINE INSURANCE AT LOWEST NET COST Wh tf are you worth to your family? Let us protect you for that sum. THE PREFERRED LIFE INSURANCE CO. of America, Grand Rapids, Mich. GRAND RAPIDS SAFE CO. Agent for the Celebrated YORK MANGANESE BANK SAFE Taking an insurance rate of 50c per $1,000 per year. What is your rate? Particulars mailed. Safe experts. TRADESMAN BUILDING GRAND RAPIDS, MICHIGAN Most business men are called upon, at sometime, to adminis- ter an estate where the situation demands the selection of conservative investments with as good yield as goes with “maximum” security. Municipal and first mortgage, serial, real estate bonds and certain kinds of public utility bonds are peculiarly fitted for such investments. = te FH ie ZA Howe SNow CorricAN & BERTLES ZAI MICHIGAN TRUST BLDG Q/'GRAND RAPIDS MICHIGAN INVESTMENT BANKERS will give you the benefit of their experience and the same competent counsel that has won for them the confidence of their large clientel and many banker patrons, 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 J. C. BISHOP, Assistant Cashier JOHN W. BLODGETT, Vice President ge January 5, 1916 SLOW PAY CUSTOMERS. Different Ways of Inducing Them To Liquidate. No task in the retailing of mer- chandise is quite so annoying or dis- agreeable as the converting of long standing accounts into cash. To ex- tend credit to a customer of doubt- ful integrity is a comparatively easy matter—much easier than turning him down. But when the account is overdue, and he fails to come across —then what? If every dealer would make it an invariable rule to “play safe,” giving himself the benefit of the doubt ac all times, the number of bad accounts on his books would be much smaller. However, there is no chance to get away from them entirely, unless op- erating on a strictly cash basis. When a man applies for credit, his past record is practically the only thing the merchant has to go by. And it frequently happens that a man whose credit has always been above re- proach, for some reason falls into the “slow pay” class, which is the first step toward making him a doubt- ful risk. Comparatively few retailers have gone into the collection problem deep enough to discover the most effective means of getting the money. Or- dinarily they send out statements once or twice, and to those who fail to respond they then can make per- functory appeals through letters. It is wanton waste of time and la- bor to send out collection letters that are gotten up in a haphazard, loose-jointed manner. Simply calling the matter to the debtor’s attention is not sufficient when it has reached the point where a letter is necessary. Considerable thought must be given to construction. The whole thing must be worked out the same as an effective advertisement, or selling talk. The viewpoint of the debtor must be considered—the possible reasons why he doesn’t pay antici- pated, and argument produced that will offset all opposition. A surprisingly large number of al- most any dealer’s bad accounts can be collected without even antagoniz- ing the debtor if the proper method of approach. is used. The average slow-payer is not entirely devoid of honor, and it has been proved thai many who are absolutely bluff-proof and execution-proof will come across with the money when appealed to in the right manner. That a man’s credit standing is of inestimable value to him is a well established fact. The slow-payer either doesn’t fully realize that in permitting accounts to run long over- _ due he is jeopardizing his credit, or else he doesn’t thoroughly appreciate the real worth of having a good standing with the business men of his community. Bringing the debtor to understand that withholding payment of his obligations really works a seri- ous injury to himself is a potent fac- tor in making collections. The following is one of a chain of letters used by a Western dealer: Your past record does not indicate that you are the sort of man who MICHIGAN TRADESMAN would wilfully sidestep a just obli- gation, and we don’t believe you are. However, your action in permitting this account to run so long is cre- ating a decidedly unfavorable impres- sion—an impression that is seriously injuring your standing with this firm. The letter containing this paragraph thas been very effective in collecting long standing accounts. The says it has brought settlement in some of the most hopeless cases. Debtors who. successfully withstood the at- tacks of other merchants, assisted by collection agencies and _ attorneys, have responded to this appeal. There iS No question but that it strikes the spot in the majority of cases. It leads the debtor to believe that the creditor still has confidence in his ability and willingness to pay, but warning him ‘that this confidence is being shaken by his delay in settling. dealer Here’s a paragraph from another (good collection letter: The margin on which we do busi- ness demands a strict credit policy. ‘Were we to allow you unlimited time in which to pay this account, we (would be obliged to grant others the Same courtesy; and although you would not abuse the privilege, there fare some who would. For this rea- son, we must ask that you settle at fonce. The dealer in this letter presents fa very logical. reason why he must insist on immediate payment, at the (same time flattering the debtor by causing him to believe that he ‘s (considered absolutely good. Either of the two appeals mentioned are ‘specially designed to get the money ‘without giving offense; and this is always the better plan to pursue wherever possible. The following is taken from a let- ter written to a debtor who ignored ‘the first request for settlement: Had we not considered you thor- oughly honest, we certainly would not have granted you this extension of credit. Your failure to pay at the time agreed, together with your ig- noring of our first letter, is a sur- prise and disappointment to us. How- ever, it has not shaken our faith in your integrity. We still think you”ll pay this account and not force us to sue for settlement. The following is from a final ap- peal before suit: We assure you we have no desire to in any way injure your credit stand- ing in this community. We much prefer to protect it, and keep you on our list of “desirable customers.” A first-class credit is a most val- uable asset to you —its real worth cannot be measured in_ dollars and __ cents. Therefore, we ask you, in all sincerity, to think twice before compelling us to take legal action in forcing payment of this ac- count, thereby making public a mat- ter that will seriously impair your standing with all business men of this town. We are going to give you ten days more in which to pay this account and save your credit. Suit will be brought immediately if set- tlement is not made by the end of this period. Of course, no dealer can well af- ford to become extensively involved in lawsuits, nor should this be neces- sary. However, it is advisable to oc- casionally make examples of certain hard-shelled debtors for the effect it will have on others. Once you win a reputation for doing as you say you will, money should come in with lit- tle dithculty; know will don't for delinquents what to expect if they pay.—I*. L, Edman in Shoe Retailer. —_——_.-- > ___ Misery is the only real pleasure a pessimist has. 13 Good Lumber All the o Z a AG Var ve ae 2 ee ae 3 V/ r 4 f 'GRARD <_ Oo MaPAR YW Putnam’s Menthol Cough Drops Packed 40 five cent packages in carton Price $1.15 Each carton contains a certificate, ten of which entitle the dealer to ONE FULL SIZE CARTON FREE when returned to us or your jobber properly endorsed PUTNAM FACTORY, National Candy Co. MAKERS GRAND RAPIDS, MICH. Bedding Concern Has Fine Exhibit SC Er ETRE Thdadaiid. Je Mk Shree vc RR Le eeeee Ngee ~ Plant of the Grand Rapids Bedding Co. Located at Summer Avenue and G. R. & I. Railroad At their regular location in the [ur- niture Temple is the display of the Grand Rapids Bedding Company, with Mr. Brummelers in charge. There are many new and different features in the line, one of the most notable being the mattress, contain- fitted with They are also show- new spring center ing 247 coil springs, and side ventilators, ing a combination felt and cotton mat- tress so built to combat the recent ad- vance in the price of cotton. It is said to be a most satisfactory mattress and is expected to receive much atten- tion and comment. Another new fea- ture is the Empress Helical-top Spring now being constructed in both single and double-deck types. Another very good piece is the Diamond-link Strap- center Spring, so constructed that it is practically sagless. This is particularly buoyant and one designed to keep its shape. The Grand Rapids Bedding Company are probably the largest producers of exclusive bedding in the middle-west, and it may be said that no finer prod- ucts than theirs can be found any- where. lor some time a great deal of effort has been directed toward the hotel and institution work and_ they now furnish some of the finest hospi- tals and hotels in the country. In Grand Rapids the company furnished the bed- ding for both the new Crathmore and Pantlind hotels. Also the fine sanitary cots in the Y. M. C. A. Their line of pillows for this purpose is complete. The plant of the Grand Rapids Bed- ding Company is a five-story structure with basement and 100,000 square feet of flour located on the main line of the Pere Marquette and Grand Rapids and Indiana Railway and the company have their own side space. Jt is track for loading purposes. The officers of the concern report a splendid present eclipse it. Mr. William J. Kennedy is president of the concern, Mr. A. T. Kennedy, vice president and Mr. T. E. Fox, treasurer. business and from 1916 year of indications will even ana erate Se reine 14 UPPER PENINSULA. Recent News From the Cloverland of Michigan. Sault Ste. Marie, Jan. 3—C. W. Bryns one of Cloverland’s foremost chicken fanciers, has been receiving the congratulations of his numerous friends over his good fortune in se- curing ten prizes out of the eleven offered from Petoskey on the birds exhibited at the Petoskey show. They were in competition with the Grand Rapids birds and birds from various poultry raisers and much favorable comment is being heard upon Clover- land’s success in the fair. Manistique is very proud over its new bank which opened its doors to the public in its new quarters Mon- day, Dec, 27, when the public was in- vited to call and personally inspect the new and handsome building. The improvements included an entire new banking room with vestibule opening on Cedar street, rearrangement of its vault system with the addition of a back vault besides an extension of about twenty-eight feet and two stories high on their old building. The ground floor of this space is divided into a customers’ room, wom- an’s room, committee rooms and a safety deposit department for the ex- clusive use of the customers patron- izing that department. The lighting and heating system are excellent and the new structure is a credit to the town. The many friends of George Say- ers, who has been the popular clerk of the justice court here for a num- ber of years, are sorry to learn that he is about to leave for Detroit, where he has accepted a position in the law office of Alex J. Groesbeck. George has been one of the faithful clerks of the municipal court for over five years and is considered one of the most proficient employes the office has ever employed. Mr. and Mrs. D. H. Moloney left last week for Detroit on a brief visit, whence they will proceed to Dade City, Plot, to remain for the re- mainder of the winter. This has been Mr. Moloney’s custom for the past number of years. He is the proprietor of the Mans’ Store here and always escapes the dull season and quarter- off sales by enjoying life in the Sun- ny South, but gets back in time for the opening of the spring business. The many friends of William C. Everett, of Detroit, were pleased to see him back to the Soo spending the holidays. Will has been taking in all of the social functions, losing no time and making the best of every minute spent among his friends here. Robert Winkler, of Manistique, is spending the holidays with his tamily and friends at the Soo. Our popular City Recorder, A. J. Eaton, is spending the holidays with relatives in Grand Rapids. Mr. and Mrs. Vern Lipsett, of Pick- ford, started the New Year right with an increase in their family in the ar- rival of a young son, who brought much happiness to the proud parents. Mr. Lipsett is the well known imple- ment dealer and ford representative of Pickford. B. C. Campbell, our City Treasurer, spent the holidays with relatives in Ottawa, Ont. Isaac Sandleman, who formerly conducted a department store at Pick- ford, has moved his family to Detroit, where they will make their home in the future, The Scandia Co-Operative Co. store, at North Escanaba, received a surprise when it opened up a box containing bananas and found coiled about the stem of a bunch of bananas an immense banana snake which meas- ured three feet in length. The chilly air of Cloverland caused the snake to be dormant, so that it was easily taken from the bananas withottt dan- eer to those handling it. Victor Johnston, proprietor of the North Escanaba menagerie, placed the snake MICHIGAN TRADESMAN in a large glass case, where it soon regained" normal activity and was the object of much interest throughout the day. The New Year has brought about some changes among the boys on the road. A. G. Frey, who has been with the Cornwell Company on the Cana- dian division, has resigned and the territory is now being covered by Delamore J. Houde. A few resolu- tions have also been made by the boys. G. Hauptili is going to cut out auto riding during 1916. Frank Allison has bought a new auto and is figuring on cutting out riding on trains in making his territory this summer. Charley Hass, the well- known Uneeda biscuit man, says the only change he would recommend would be to have you need more bis- cuit. William Herbst, representing the Soo Hardware Co., says that he is going to cut out writing 1915, as he has cut out everything else that was cutable. S. D. Newton is cutting out the hydroplane attachment to his ford. Ted Steffens says he is going to cut out being last on the job at night and be first on the job in the morning. The wholesale houses are going to cut out giving credit on accounts past due. J. Barnheisel, one of the Soo’s best known business men and manager of the Port Royal Dock Co., died of heart failure New Year’s morning. Mr. Barnheisel attended the Soo Club party, dancing the old year out, and was apparently in the best of health and enjoying himself to the limit. To all appearances he went home in the best of spirits and the news that reached his many friends the next morning was a severe blow. Mr. Barnheisel was one of the Soo’s social leaders, as well as a foremost business man, and one of the Soo Gun Club’s crack shots and an all around good fellow. The bereaved family have the sympathy of the com- munity. From a report received from Col. C. W. Mott, manager of the U. P. Development Bureau, a list of over 700 individuals and companies who have made enquiries concerning lands in Cloverland has been mailed. The enquiries are from residents of Penn- sylvania, New York, Iowa, Wiscon- sin, Indiana and cities and towns in Lower Michigan, The issuing of the list of enquiries concerning lands in the Upper Peninsula is an innovation in the work being accomplished by the bureau and will be the means of bringing new settlers to this terri- tory. How few sunrises the majority of us see—and yet a sunrise is one of nature’s prettiest pictures. The mill at Gilchrist has started up for the winter. The camps are all busy. Logs and all kinds of forest products are being hauled out and business is in full blast. The work of raising the hotel of Capt. W. P. Robertson, at Mackinac City, was completed last week. The entire building was raised ten feet, so as to permit another floor being built which will make it a three-story ho- tel. It is expected that it will be ready for the summer season and will cater to the tourist trade and also take care of the auto trade going through Mackinac City as the result of the auto road around the boundary of the Lower Peninsula. The holiday travel over the Straits has been very heavy this year. The D., S. S. & A. made every effort to encourage the people to travel via the Straits instead of going by Chi- cago. Through sleepers were operat- ed to give the people the best of service. The number of passengers carried was larger in number than every in history. N_ LaPine ended the last week of 1915 in bed, but was out again New Year’s day. Poly needed the rest, as it was the first opportunity he had during the year but enjoyed getting out again on that account. William G. Tapert. January 5, 1916 Twenty-Seventh Annual Statement The Valley City Building & Loan Association of Grand Rapids, Michigan | For year ending Nov. 1, 1915. | RECEIPTS DISBURSEMENTS Cash on hand Nov. 1, 1914 $ 5,555.66 Stock Withdrawn ..........$ 24,634.42 Dues paid See eee eee 31,584.90 IMGCTOSE ee eee 6,370.18 Interest paid .............. 11,545.62 Contmacr Goo. ee 1,925.00 Contmacts |.....,50..... 45. 1,665.14 EQAMs 65,615.00 Loans repaid ............-.. 52,170.00 Advance Stock ............. 21,629.75 Adwance Paia Stock |. 96.553.00 Expense baie eae aa 2,680.45 Sandie Dae ia Taxes and Insurance ...... 1,340.62 Sunc ies oa. e le. 327.99 Real Wstate |... 1,300.25 Taxes and Insurance ....... 997-18 Prost and loss ...... 2 “Anas Heal Meigte 1,240.45 Cash on hand .:............ 6,128.82 $131,639.94 $13 1,639.94 ASSETS LIABILITIES TiOamsS foo es $157,565.00 Due Stockholders ........ $ 90,016.85 Stock oams (0... 2,240.00 Due on Advance Stock ..... 69,997.00 Contracis Piette isle oiste cuelecs acs 11,350.00 Interest on Advance Stock 1,025.00 oe oe bee ee ee cll 2,062.19 Reserve | Mund) (eye 5,500.00 Taxes and Insurance ....... 755.53 SUPDIUS 602225 ,05.,.05055. 2. 6,846.8 Interest Unpaid —........... 8,284.15 i ae an Cash on hand Nov. 1, 1915 6,128.82 $183,385.69 $183,385.69 We certify that rne above statement is correct. A. C. BODELACK, O. E. BELDEN, Secretary. GLENN C. MASON, A. D. RATHBONE, Treasurer. Auditors. A. J. LANE, The South Grand Rapids State Bank Ten years at the corner of Burton and Division ‘*Burton Heights’ Own Bank’’ Capital : ; : $25,000.00 Surplus and Profits : $23,000.00 Assets ; : : $700,874.57 President, Wilmarth T. Shafer Wm. H. Richardson Cashier, Benjamin C. Porter Vice-Pres., Hong Far Lo Co.--Hong Ying Lo Co. CHAN HOY, Manager American and Chinese Cafes Extraordinary Across from the Pantlind Hotel 188 Monroe Avenue | Over Idlehour Campau Square The Old Familiar Place Special American Style Rare Dishes of the Orient Luncheon Served Daily Banquets and Mandarinic from 11 a. m. to 8 p. m. Dinners given Special Attention Chop Suey and American Short Order Service any time American Style Short Order Service Featured from 11 a. m. to 2 a. m. | 11 a. m. to 2 a. m. < ¥ January 5, 1916 MICHIGAN TRADESMAN 15 American Public Utilities Company MANAGEMENT KELSEY, BREWER CO. BANKERS ENGINEERS - OPERATORS GRAND RAPIDS, MICHIGAN N organization, originally of Grand Rapids and Western Michigan Capital, created for the ownership, A improvement, extension and operation of Public Utilities in Progresstve American Communities, the field of which has steadily become larger by the taking on of new responsibilities and the necessity of meeting the growing demands of increasing numbers of patrons; these enforcing, in turn, the engage- ment and use of large bodies of additional capital, supplied by an ever-increasing list of investors in its enterprises. N organization of financing, engineering, and operating facilities which enables every demand A made upon its subsidiary companies by the growth of the communities which they serve, to be met with promptness, and the necessary facilities to be supplied with an intelligent appreciation of the advances in the respective arts involved, and of the continuously growing demand upon the various forms of Public Service. N organization whose subsidiary companies furnish either Electric Light and Power, Loca{ Street A Railway Service, Steam and Hot Water Heat, Interurban Railway Service, Domestic and Industrial Gas Supply and Municipal Water Service—in many cases several of these services-to more than Thirty American Cities and Villages, and to a constantly increasing number of Communities which are being reached by the extension of facilities already constructed and operated. A N organization whose various forms of Public Service provide necessities and comforts to over Seven Hundred Thousand People now directly served; and whose proposals of extension and de- velopment now being actually carried out, will, within the next eighteen months, provide the same facilities to Communities whose aggregate population is a Million and a Half of People. A N organization which, as an example of its immediate activities, is now engaged, among its other enterprises, in the development of the waterpower of the Chippewa River, in Wisconsin, into a Hydro-Electric Service; the unit that is being presently constructed being planned for a capacity of Forty-Five Thousand Horse Power, and involving an expenditure of Two and One-Half Millions of Dollars. A N organization whose headquarters are in Grand Rapids, while its activities are country-wide, extending into the States of Michigan, Indiana, Wisconsin, Minnesota, Idaho, Utah and Mississippi, in each of which its subsidiary companies are rendering extensive and varied forms of Public Service to many thousands of satisfied patrons. All these subsidiary companies are controlled by AMER- _ICAN PUBLIC UTILITIES COMPANY by the ownership of the stock issues of each of them. 16 Self-Starters Need Attention. The development of the self-start- ing device and its general adoption by auto-makers and drivers have brought a new source of trouble to garage and repair men. A self-starter that will not start either itself or car is a vexation, and the coming of the short days with cool mornings has produced many. Of course the great- er part is due to misuse, carelessness or ignorance, and a lot of drivers are learning how to start their self- starters when they will start them- selves. Some of the trouble, it is true, is due to the fact that many thousands of the earlier types of self-starter have been in use long enough to need repair parts and a general over- hauling, but so much has come from simple “don’t know” that the auto- mobile school at the West Side Y. M. C. A. of New York City has put in a course on “self-starters,’ which is being patronized by garage and re- pair men, as well as individual drivers. “The self-starter is responsible for a lot of other troubles,” said H. C. Brokaw, director of the school. “lor instance, a car may be running along smoothly when the lights flash up and then go out ‘Mr. I don’t know’ starts in at the generator or the bat- tery to trace, each wire to locate the trouble. The trouble was that the lights had burned out There was a loose connection at the bat- tery, or between the battery and gen- erator, and the entire current gen- erated was sent over the light cir- cuit, which quickly burned out the lamp filaments ‘Mr. Know It’ looks for the loose wire, puts in new bulbs, and goes on without fear of the traf- fic cop. “You see cars running every night with only part of the lights in order. Some have one headlight, some none, and others have not even the tail light. The average owner knows mightly little about his car and its mechanism. He listens to the sales- man of a self-starter and lighting system or of the car having it and absorbs just enough of it to rise up later and trouble him. “Many think the storage battery, for instance, is big enough to stand up under any conditions. They do a lot of starting and little runnine— which is when the battery is charged —and they do their running all at night, when all the lighting circuit is drawing upon the battery, and then wonder why the battery falls down. The conditions noted prevent the generator from recharging, and soon- er or later there is a discharged bat- tery. “Troubles of self-starter systems. which suggest the remedy needed, may be summed up as: First, neg- lect of ordinary care—it isn’t kept clear; second, short circuit or open circuit; and lastly, worn, broken or burned-out parts which would be discovered by a general overhauling at intervals.” —__++>—__ Keeping Tab on Idleness. The proprietor of a small general store in North Carolina made an ad- vance estimate of the annual sales he ought to attain in each of the principal MICHIGAN lines of goods he handled. ures he These fig- called his “Minimum Prospec- tive Sales Schedule.” He arranged the itemized estimates on a_ specially ruled blank, each month’s figures by themselves. Then, as the months elaps- ed, he set down the actual sales oppo- site, so that comparisons could be made readily. If he exceeded his estimates, he put down the percentage of excess and he did like- wise with deficiency percentages This scheme enabled him to keep a sort of charge and credit account with in a column by itself, TRADESMAN Idle Capacity, so that if he fell short in any line of goods in some given peri- od he put extraordinary selling effort into the following period. On the other hand if his actual sales ran over the amount he had estimated, he was able to set a higher goal for the same period the next year, 2-2-2 All Alike. Frank B. Kellogg tells the story ot a forlorn man who was brought be- fore a Western magistrate charged with drunkenness and disorderly con- January 5, 1916 duct. When asked what he had to say for himself he gazed pensively at the judge and launched forth: “Your honor, ‘man’s inhumanity to man makes countless thousands mourn. I’m not-so debased as Swift, as profligate as Bryon, as dissipated as Poe, or so debauched as’”—— “That will do,” gistrate. thundered the ma- “Thirty days, and, officer, take a list of those names and run ‘em in. They’re as bad a lot as he elas 1s. line. It carbonizes less. ing, and your temper. Grand Citizens Phone 9558 Another Advance in Gasoline Thursday, December 30th, we announced another cent a gallon advance, making our selling prices 17¢ for the lower grade, and 24c for Champion 70-72 High Test Gasoline, at Grand Rapids, our basing point. price of Gasoline in many states for ordinary Gasoline was 21 to 28¢c a gallon. Champion 70-72 High Test Gasoline Vaporizes far more readily ; Motors start more easily ; feed more air with our High Test Gaso- Save your Starter; save your Batteries; use it and save your energy crank- Best also for Mechanical Illuminating Plants Champion Motor Oil Use half as much as of other Oil. Costs less than Kerosene. induce other business we will in 50 or 100 gallon lots make you the full tank wagon load price of 6'4¢ a gallon on this Oil. that two to three gallons of this Oil are all that is required to be burned during twenty-hours. Perkins & Co., 564 Front Ave., N J. V. THROOP, Manager Carbonizes least, lubricates most. Our Best Winter Oil Many predict a 20c market on the low test Gasoline in Grand Rapids during the next 60 days. = G Hyd b = Groco Hydrocarbon e Fuel Oil More heat units than in Kerosene. To . W., Grand Rapids, Mich. are the manufacturers and distributors of ‘“The Wickless’ Safety Garage Oil Heater. The reproduction shown on the left is their No. 3 Stove. Our Groco Hydrocarbon Fuel Oil is especially recommended for use in this Stove. Rapids Oil Company Michigan Branch of Independent Refining Co., Ltd., Oil City, Pa. Prior to Christmas, the We understand Bell Main 3093 January 5, 1916 MICHIGAN TRADESMAN 17 MAKE IT PAY DIVIDENDS. never arrive either in fact or for you the future lies in the present attitude and manufacturing concern as well ——- individually. Why waste time and of not a few people in this country as that of the individuals who work What To-day Holds for the Sales- thought on the sales of to-morrow of ours. To-day business is on a for and in these concerns, and the man. when you may not have the chance comparatively sound basis. It is ad- state and Nation at large. The keep Written for the Tradesman. to make them. The future is a crutch mitted that abnormal conditions pre- ing of our heads and our close atten- We all draw drafts on the future. You remember that something about “hope spring eternal in the human breast.” If privilege of looking into the future for better things was de- nied us it would be an existence with- out much incentive. The hope that just around the corner lies the pot of gold or that as a reward for hard work and loyal service the future will pay us dividends, acts as a sort of motive power which carries us through from one day to another. The danger lies in relying on that fu- ture period too strongly, not only as a time of compensation but of ac- complishment. We forget that to- day is the reality of the future of yes- terday. Yesterday or last last year we week or to to- of those periods in the times would be better either for us individually or for busi- ness in general. I have salesmen working for me who are always. telling me splendid business they are going to get next month or next year. Their business for the current period may be fair but the future is going to bust all the records. Now of like to these optimistic fore- casts. Unfortunately they do not make to-day’s business any bigger or our profits any larger. Yet sales- men come in asking for a better con- tract expecting you to cash _ their draft on the future before the secur- ities or collateral been written. The collateral in such cases can be nothing else but the orders. 1 am reminded of one of our men in particular. looked forward day as one future when what course we have have even He is the best promiser I have ever met. And I'll say for him that he’s thoroughly sincere. When he tells me that next month or next year is going to show splen- did business he believes it. In fact so far as the future can be visualized he actually sees the orders in his books. Strong vision perhaps but he’s that enthusiastic. But to-day is the development of the future of yesterday. Success in selling is a tangible fact and not a future development. “Futures” are sold in many lines but salesmanship is the exercise of the faculty to per- suade one individual to purchase something from another — individual and hence should not be regarded as a commodity to be sold as are ordinarily sold. The time to achieve success in sell- ing is to-day. To-morrow is quite intangible. There are so many pos- sible interruptions between to-day and to-morrow. Mortgaging the fu- ture is something we all like to do but foreclosure proceedings develop with startling suddenness. Success “futures” ‘in selling is something which should be achieved every day. If a sales- man has been successful each day and forgets that success is away oft in the distance he will be successful all the time. To-day is the problem to be solv- ed. To-morrow is not here and may upon which no man can definitely re- ly. If you are always that to-morrow will be a better day or that next year will be a better you're lame. use crutches heuring year, You and rely upon them for support when you should be standine up firm and free upon your two per- fectly sound legs. Old salesmen who possess a world of experience and who have thought on the subject of how to attain suc- cess in selling have years of You're a cripple. after that the success been forced, analysis, to factors that consist in the work the ting the state real make for doing of each dav’s and _let- itself. down to-night to-day is gone for good. best we can future take care of When the sun goes very It can never be called back. When the hour which finds you reading lines has passed there can be no more used out of that Old Father Time has gathered it into his store- house. these minutes hour. There are 365 precious days in a year and 8,760 hours: the days and hours in a salesman’s life and none of them can be coaxed back. Each day and each waking business hour should pay you toll be- fore it passes grasp. But if looking best forever from you. are over the your constantly fence into the fas cinations of the future the present op- portunity will pass you before you can realize what has happened. If to-morrow is always the day you are going to make good, you'll never make good. But if you make good to-day you’re bound to make good to-morrow. The instead of foundation is solid You remember the Bible story of the man who built his house on the sand and what hap- pened to him. The fellow his house on the through the Let to-day be your foundation, belongs to the the sand. If you are getting the volume you know should, make note of it to-day. grab the crutches and limp away from to-day’s defeat consoling your- self with the thought that to-morrow will be another day. When I say that you should make note of defeat it is with the idea that you will study that defeat make it pay dividend to-morrow. combination by rying dreamy. who. built rock was. sate storm. rock ‘To-morrow chap who builds on losing business or not you Don’t and you a Change the working more, and. think how to systematize your work so as to make it what you want it to be—a real success. The daily success is the thing. You can not have a daily success unless you set to-day as the day to succeed instead of relying on the to-morrows. The salesmen of large experience will tell you that the secret of selling suc- cess lies in making a daily success. With this condition existing the weeks and months and years will take care of themselves. Perhaps one of the greatest’ exam- ples of the unwisdom of relying on WoOrT- less more on vail in some a well quarters. It is however known that such conditions do prevail fact whenever there are a who take a lot of times lot of people it to voice talk, many advantage of indiscriminating simply repeating a-la-parrot what others have said in their presence. combat such talk. Supposing you When anyone commences to. talk “hard times” to you polish up first class arguments to meet it. The daily papers and trade journals are full of ’em. If every salesman in this country would meet “hard times” talk with the same ability they dis play when countering the objections that customers put up as reasons for not buying their goods and overcome it in exactly the same way they would be rendering a patriotic service that would be quite the equivalent of any (The likewise which could be rendered. retail merchant can do with his trade.) To-day does not call for more “hard times” talk but for more thought and strict attention to businesss. In busi- ness lies the welfare of every jobbine tion to business is worthy of our own interests and those of all cerned. All Help it best con- Wuproving back of it and giving it a boost. telling the about to next next business is along by getting yourself Quit morrow, house week or year. you're living. Make Earl D. Eddy. To-day’s the day it pay dividends. Hard on the Dog Ilere is another way of wheedling a too tender-hearted public out of the living you are too lazy to work for This is the trick: A shabbily dressed man, with a clever doe as a con- federate, strolls along a crowded street and tosses into the eutter a Dread, The next min- both the in the dirt piece of stale ute you see man and the dog rolling and apparently lighting savagely for possession of the bread. The crowd that assembles coins showers. small upon the sup- posed starving man, who sheds copious tears of gratitude. The dog gets lost in the. shuffle, but soon re- joins his owner and the two repeat the performance as often as may be necessary. it was years ago. will be well marked. Consumer Confidence an Asset Cc. is a far greater issue today than One dissatisfied customer is a menace to success. knows this and therefore endeavors, by fair dealing and selling quality goods, to cultivate a spirit of confidence in every one of his customers. National Biscuit Company goods enjoy the full confidence of American housewives. make this confidence one of your assets by keeping N. B. C. products well to the fore. Display them in your windows, on your counters and shelves—and their influence upon your sales Uneeda Biscuit—the world’s best soda cracker. eae a i) By The successful grocer She € You can NATIONAL BISCUIT COM PANY 18 MICHIGAN TRADESMAN January 5, 1916 REPRESENTATIVE RETAILERS. J. Frank Gaskill, President Local Grocers’ Association. J. Frank Gaskill was born on a farm in Niagara county, New York, May 29, 1863. Both _ par- ents were of English decent. The family subsequently removed to this city and at the age of 17 years Mr. Gaskill entered the em- ploy of A. B. Knowlson, who was then employed in the grocery busi- ness at the corner of Michigan street and Barclay avenue. He continued this connection for six years, when he formed a_ copartnership with the late Frank T. Lawrence under the style of Gaskill & Lawrence and purchased the Knowlson stock, con- tinuing the business at the same lo- cation. Two years later he sold his interest in the business to his part- ner and removed to Norton county, Kansas, where he lived on a ranch for four years. He returned to Grand Rapids in 1889 and contracted a co- partnership with John H. Goss under the style of Gaskill & Goss. The firm engaged in the grocery business on the south side of Michigan street, subsequently removing to the oppo- site side of the street. Three years later he sold his interest to Mr. Goss and re-engaged in business on_ his own account on the south side of the street, He remained in this location six years, when he again retired from retail trade and pursued various oc- cupations for six years. Part of the time he was employed as a traveling salesman and one winter he spent in California. Four years ago he pur- chased the grocery stock of Ed. Win- chester, 259 Michigan street, where he is still engaged in business. Mr. Gaskill was married August 30, 1887, to Miss Minnie M. Wheeler. They have three children, two boys and a girl, and reside in their own home at 513 Crescent avenue. Mr. Gaskill attends the Baptist church. He has no fraternal asso- ciations whatever except the Grand Rapids Retail Grocers’ Association, which he has always supported with vigor and enthusiasm. Four years ago he was elected Vice-President and at the last annual meeting he was elected to the office of President Front Window Which Brought Mr. Gaskill a $15 Prize. for the ensuing year. He has never held any public office and does not aspire to political preferment of any kind. Mr. Gaskill has always been noted for the excellence of his front win- dows. During the past year he has won $50 cash prizes as_ follows: $5 on Hawatian pineapple; $10 on Shaker salt; $5 on Karo corn syrup; $5 on Dromedary dates; $10 on Postum Cereal and $15 on a com- bination of eleven different foods represented by the Westfield propa- ganda. He also won $60 cash from Hunt Bros., which he expended in taking a trip to California. The com- bination window is illustrated in con- nection with this biography. Aside from his ability as a window ~ oi Sy FT att ak Novel Store Arrangement by Means of Which Customers Can Select Their Own Purchases. ADHERE RRR ror I SNe January 5, 1916 decorator, Mr. Gaskill has two other hobbies. He believes in having every article in the store, so far as possible, plainly marked with the selling price, so that customers or prospective cus- tomers can walk along in front of the shelves and see for themselves the price at which every article in the store is sold. Instead of putting his J. Frank Gaskill. counters in front of the shelving, he groups them in the center of the store so that customers can walk between the shelves and the counters mak- ing their own selections to a grear extent, This enables him to con- duct his business at a minimum ex- pense, so far as clerk hire is concern- ed because the patrons of his store MICHIGAN TRADESMAN very generally make their own selec- tions and all the clerk has to do is to wrap up the goods and make a memorandum of same for the cash- ier or book-keeper. Mr. Gaskill has tried several methods of store ar- rangement and finds this plan pre- ferable in every respect. In order that the reader may understand ex- actly how the store is arranged, the Tradesman reproduces the interior of his store so that the casual reader may obtain at a glance an idea of how effective this method is. —_>2++—____ Bank Credit a Local Issue. This journal has repeatedly called attention to the fact that bank credit it to a large degree a personal mat- ter, and that a man or a _ neighbor- hood gets bank credit accommoda- tion quickly enough whenever the paying quality of the business is de- termined, and the moral risk is gilt edged. It follows that as the use of credit is a merchantable thing, when- ever money becomes “tight” the more speculative risks are first withdrawn. Or stated another way, when two men in the same neighborhood go into a bank to get their notes renew- ed, their personal ability and char- acter will determine the treatment accorded them by the bank. Similarly, between two communi- ties, that one will fare best which conducts its affairs with the best showing of profit. It is difficult to imagine how, for example, a_ rural credit law could achieve all the poli- ticians promise for a high interest section, and at the same time prove workable in low interest areas. Na- turally it is the farmer paying 10 per cent. we should first consider. Will a law fixing the rate at 5 per cent. help him? Hardly. If the risk is too great capital simply will not invest at the lower rate. And if cap- ital takes the risk borrowing will go on at a faster rate than ever, and a period of speculation will follow. In the end things have got to come down to a paying level. As before pointed out, the conditions upon which the loan is made are more im- portant than the interest rate. It is not bank credit, but land-speculation credig, store credit and machinery credit that is at fault. When a man has exhausted all his other ways of going into debt and then tries to tap the bank for a loan, he cannot expect, on his impaired securities, to get fa- vorable terms. Unfortunately, many farmers in the Northwest are in exactly this situa- tion to-day. The political shysters come along and tell them how hard up they are, and point an easy way out by merely passing a law! If real prosperity could be obtained that easily we would all be millionaires. The slower, the surer, the only road to financial stability offers nothing in a remtunerative way to the shy- sters. So they fail to point ont the fact that adversity, hard work, close living are but temporary conditions incident to the growth of the busi- ness of each man and each neighbor- hood. Paying debts, especially when they are heavy and the family de- mands great, is a slow, heart-break- 19 ing process. But making the busi- ness pay alittle more than the outgo each year is the only way so far dis- covered to bring one to the goal of competence, The reader should re- member when he hears the political shyster bewail the poverty of the farmer, that the farmers of the Northwest, in the aggregate, have arrived at a degree of prosperity far beyond that of the average city man. He should observe the fact that what has been said about the local and personal features of credit extend to his own neighbors and neighborhood. If he is one of those whom the sym- pathy-for-an-office credit reformers point out to as “down-trodden”’ let him observe that the way out of debt is not to wait for somebody to pass a law, but to improve his stock, his home surroundings, his methods of business, and finally his neighbor- hood. The very general prosperity of the Northwest has been built up by attention to these details. To succeed, study the successful man and in a genral broad way adopt his methods. This nine-tenths of the rural credits prob- Northwest, and judi- cious modifications of our laws will account for the remainder. course will solve lems of the Of course such methods get the shyster poli- tician neither publicity nor office, but what if they do not, so long as the people move forward?—Farm, Stock and Home. a When a man’s education is finished he helps to swell the undertaker’s fortune. ASK YOUR JOBBER FOR Hart Brand Canned Food HIGHEST QUALITY Our products are packed at five plants in Michigan, in the finest fruit and vegetable belts in the Union, grown on lands close to the various plants; packed fresh from the fields and orchards, under highest sanitary conditions. Quality Guaranteed The HART BRANDS are Trade Winners and Trade Makers Vegetables:—Peas, Corn, Succotash, Stringless Beans, Pork and Beans, Pumpkin, Red Kidney Beans, Tomatoes, Spinach, Beets. Fruits:—Cherries, Strawberries, Red Raspberries, Black Raspberries, Plums, Pears, Peaches. Flavor, Texture, Color Superior. W. R. ROACH & CO., HART, MICH. Factories at HART, KENT CITY, LEXINGTON, EDMORE, SCOTTVILLE. MICHIGAN TRADESMAN January 5, 1916 a KG ’ ty _CLOTHING : Y A = Se SS oe : . | — ~ | i. it aa 4 | . vy ¥ : ie | > L8 How to Properly and Promptly Fit Clothing. The efficient clothing salesman studies his stocks, his methods of selling and his customer. If he is an exceptional clerk, he studies himse!f and pays strict attention to the methods of the best of his kind. He begins with the phy- sical study of customers. Consciously, or otherwise, if he is a careful student, it dawns upon him that in a week’s sell- ing he deals with many physical types. \nd he finds that he has to pay atten- tion to the physical characteristics of these types. Otherwise, fitting and final- } ly selling would be a simple matter easily and quickly carried out. In other words, a store that sold nothing but size “38, normal figure, would have little dif- ficulty in serving its customers, provided it had made known through proper chan- nels that it specialized in size 38 for the normal figure and nothing else. The specification would eliminate everything but suiting the customer’s taste in style, pattern and color, The salesforce would have a comparatively simple, 1f not high- ly lucrative, job. But who comes into the clothing de- partment every day? The normal figure, the stout figure, the spare figure and all their variations. The classification here is not arbitrary; it 1s merely adopted hecause it is sensible and usable for argument. View yourself as the clerk during a busy week. Think of the suits you have sold. Recall the stream of customers that have marched toward you, bought suits and filed out again. At the head of the column. perhaps. was the average figure, with normal shoulders, legs, arms and waist. Quickly you eliminated the question of size. He was easy to fit. Behind him, with head erect, marched in the slender man, not thin or otherwise short of flesh, just slender. Third in the column and _ trip- ping along on stumpy legs came. the stout figure with stocky trunk thickened shoulders, short neck, plump thighs. And behind him, with quick, nervous stride came the spare figure, not slender in the sense of delicate bones and care- flesh, but spare in the sense of lack of proper flesh. These are only fully balanced muscles and Badly nourished, if you will. four of the column. ‘hey have their variations influenced by age and other natural causes. Types are Subdivided. There may be in the procession three tvpes of the normal figure—the youth- ful, undeveloped: normal figure, the mid- dle-aged and the elderly, with attendant variations of contour. Mr. Slender may be tall or willowy or statuesque. Still he is slender. Mr. Stout may be chubby, globular or just plain fat. Yet he is stout, after all is said And Mr. Spare! It would seem that one classification were pain enough, but he may be slight, thin, angular, or all three. Still he 1s spare and you must fit him satisfactorily—out of stock as you did all his brothers, the normal, the slender and the stout. Where Incompetency Begins. If vou are the incompetent salesman, you began with the second, third and fourth type as you did with the leader of the Normal \nd you had your troubles and so did column, Mr. Figure. they! You opened up with that string of “What like? time immemorial platitudes: price? See anything here you Just take off your coat.” All this and worse! Then you reach- ed into the case, clasped a coat by the collar at random and said blithely, “Just slip this on.” Then the battle started, lasting anywhere from twenty minutes to two hours, depending upon the cus- tomer’s determination to suit his head and fit his back. And ending, finally, well or ill, just as fickle Fate chose to decree. If you finally sold a suit, quite likely a goodly percentage of the actual profit went into alterations. You “husheled” to beat the band! Adjusted the collar, shortened the sleeves. let out the vest, cut out two inches of waist! You did started in wrong. most of this because you You got your cus- tomer to liking something before you got a line on his physical make-up, his He was Mr. mistook him for the stature, height and so on. Spare and you youthful Mr. Normal. You found, in- stead of a smoothly rounded-out figure, normal in every dimension, a long, thin neck, flat chest, sunken shoulders, short thin waist, long legs and a normal mind, one that demanded a correct. fit. But you may be the clothing salesman with thi modern point of view. You took a good look at your new customer as he approached, escorted by the floor- man, who, by the way, probably gleaned a point or two regarding just what the This will 1 value when you take the customer in hand. customer came in to look at. he of great You sized him up, the customer, not to ascertain how much money he repre- sents, but to get him partially, if not wholly, classified physically. You see a tall man, rather broad of shoulder, full, even chest, well-developed neck. You note narrowly, but unobstrusively, the fit of his clothes, their general char- acter. And you decided that he is care- ful of the important mechanical points. lis coat “sets” well on the shoulders. it hanes’ or ‘ ‘drapes” correctly in the waist and the back: the sleeves are cor- Absolutely Certain Sales + eee don’t risk the loss of one penny of your profit when you order Shirley President Sus- penders---vou know in advance that every pair will sell at the full price or be returned at what you paid for it. Seep e Suspenders (eee O02 See oe OE SHIRLEY PRESIDENT Suspenders are the only suspender that the American public knows by name, the only suspender that is steadily, persistently advertised to the wearer, the only suspender that sells out clean without any mark-downs. Seventeen years of satisfaction to trade and public, seventeen years of nation-wide advertising, of scrupulous fulfilment of a sweeping guarantee have earned for Shirley Presidents the name of the surest, safest, steadiest seller in the line—the suspender that you are safe in stocking and your customer is safe in buying. Remember SHIRLEY PRESIDENT —the public does! SHIRLEY, MASS. a January 5, 1916 MICHIGAN TRADESMAN 21 The trousers tell their story too, as does the waistcoat. rect in length. They tell it to the practical eve. You have the practical eye if you are a thorough-going salesman, one who admits that there are rules for correct fitting. Your first conclusion is that since the suit your man is wearing fits him, he places some value on correct fit. You suit your next step to the in- dividual instance. You either let the customer begin and tell what he is look ing for, or you resort to simple sales- manship to find out. There are a hun- dred ways to open the sale. You can easily find one. You are a real sales- man up to this point. Real, because you have done the first thing first—tried to apply what you have learned about physical types. Every suit of clothes ought to fit some one. You have your customer in hand and the stocks of clothing at your dis- You have a slender man of the tall type to fit. posal. Begin to pick out suits that will fit a tall, slender man with a thirty-eight-chest measure, if you know that is the measure, and normal arms and legs fora tall man. When you have found what he likes in style, pattern and color, ask him to try the suit on, The second article of this series will deal with practical rules that govern the salesman’s procedure after the customer is ready to try on his selection——Haber- dasher. ——_—_> +. The Other Side of the Counter. The son of one of my friends grad- uated recently from a prep school in Connecticut and | accompanied his father to the exercises. Some years have gone since I visited a college town and since these, as well as all other things and places, must change with the times I found many little differences of habit and custom as these were in vogue during my own undergraduate years. Among the numerous and decided innovations, | discovered that several prominent outfitters were sending representa- tives regularly to these institutions with samples of their wares to sell the students. A novel idea and good one on the face of it; I recalled my own rather unhappy experiences with unskilled tailors and = small town haberdashers when my wardrobe had to come out of a very small allowance and the trip to a large city was made three times a year. And now we have the great stores sending their right to the youngsters, dormitories of them the opportunity to select as they and order as dictates, | finest these giving please their fancy or purse could not -help see the advantage all around and while I feel a little sorry for the small dealers with their limited stocks characteris- tic of even college town stores, it is all in the way of modern merchandis- ing and mighty good buisness. Now, I have made a little enquiry as to the route pursued and IT find that many of the smaller but none the less exclusive prep. schools and colleges are being skipped. Why cannot even a small merchant get in on this? You hire a show-room at a hotel near the School for al day or two ata very modest price; your salesman takes a couple of sample trunks with him and books his orders on the spot. His coming has been announced around the town for a few days in advance, arrangements for which can be made at a small cost: his results depend upon your wares and his abil ity, Certainly the boys are always ready to buy if the display is offered them in such a form as to attract—the young idea. The young idea! Why not catch one of these striplings at high school, make him see the value of your goods, keep his trade through his later col- lege years and—why should he be lost when he takes his place in the world? [f his orders taken at school serve him well, he'll visit your store when he gods to the city; and these things once begun auspiciously, must con- tinue in the natural way. On such a built by large retail concerns that fill orders basis 1S this distant trade out of the states. The man who writes for his things from Havana, makes when he Why shouldn't her And this business, so a bee line to your shop is actually in town himself. much closer at hand, so wonderfully adapted to nourishment and develop- ment, should mean many added cus- tomers for the dealer who is big enough to see the possibility of reach- ing out. Select from your staff a man whose personality is fitted to handle this young idea; let him be clean cut, of good bearing and pleasing to the class of boys he will meet; let his clothing be such as they would wear them- selves. His samples should be, of course, of variety, quality and choice to hold the attention of the prospec- tive trade, and the newest you have in stock will be none too new for these fledglings—they look for the Stui that isnt owt yet, so keen are Send him along with a couple of trunks filled they for what's what. and let him meet the boys in an easy, natural and friendly manner- the rest should be simple and froin what | hear, it is. Phere is plenty of money and more than enough desire what combine both and find the to buy; merchant could not picking eood? There is a large and profitable lield open throughout the Southern states where many of the schools and col- leges are located at considerable dis- tances from large cities and there is no appreciable reason why a success- ful pursuit of the scheme might not be effected in any part of the country. The same general market is open everywhere and the point lies in find- covered—to ing spots not already discover a town where the novelty of the idea is still to be experienced by the student body and your success follows in consequence. A little word here as to the man who handles your situation on the held, town the In this small Connecticut prep. representative sent by a large shoe concern every month has earned the reputation of being a smart sort of rounder from Gotham—his habits have given him a very bad name, infrequent though his visits aye: That sort death of trade in such a peculiar mar- ket. Your man should be steady, Of a thine is the level-headed, a good hand at cuttine expenses in the way of local adver tising, scarting, porter’s help and the other little items that figure in the general Outlay. The rixht man can shave cost right and left if he knows how and make his expense account hotel bills total: above railroad tare and a comparatively small eiven carte blanche, however, he can run Follow his outlay up to any limit ing is a table of what his expense should be and this will vary but slightly Railroad fare wherever he may go Excess baggage Carting _ $2.00 Rental of show-room $3.00 to 5.00 Porter's help ee ; 1.00 Hotel bil 2... 1.00 NOEVGREISING |) 02. 5.00 A Inerchant who can aflord thi experiment will find this an oppor tunity to branch out far beyond any other method in point of, result. It looks good to a layman and seems to be worth a fair trial—Stroller in Haberdasher. Safety First in Clothing. Dr. Charles FE. lyn Hospital, advises extending the Pabst, of the Brook- “safety first’ principle to children’s play clothes by soaking them in a solution of ammonium phosphate, which renders them non-inthammable. Dr Pabst déclares that this safety hrst’ idea could ihe apphed also in the treatment of lace curtains, inflam mable materials on Christmas trees, the costumes of actors on the stag and everything else that is subjected to the danger of catching fire. The following directions were given by Dr. Pabst at the Nationa! Council in Philadelphia: Safety Firsi “Dissolve one pound of ammonium phosphate in one. gallon of coll water, thus forming a clear solution in Which the garment should be soak minutes,’ he said. ‘The | varment can then be taken out and ed for five allowed to dry after which it may be worn with perfect satety in the neigh horhood of dives. VME harm to the material than would the solution produces no more same quantity of water. It will keep non-poisonous and can \imet t ican Society for Fire Prevention and indefinitely, 1s be used for several suits. The several public safety committees have approved, this practical method ol reproofing, and are even urging its adoption throughout the country. “In order to give this solution a severe test | experimented with some which ordin strips of flimsy gauze, arily takes fire and burns up com pletely in a few seconds One of these strips | placed in the solution and then allowed it to dry Tle flame of a Wax taper was applied to the gauze for a minute. At the end ot that time the gauze was blackened at the edee but remained whole in ubstance.” ‘If cowboy suits and other clothes vorn by children while at play were treated with this solution,” Dr. Pabst said, “ there would not be the slizht est possibility of their catching fire It would mean the savine of many lives of children each year.” No. 1, 49 5-7-9 East ain Street Start the New Year in Right with a Total Account Register _ Shows at a glance what each cus- tomer owes you. 2-Shows total of outstanding ac- counts. 3—Shews cash received, what for and from whom. 4--Cash paid out, what for and to whom. 5—Provides a daily statement to each customer, 6—Reduces the outstanding ac- counts. —Collects petty accounts. 8—Prevents disputed accounts. 9 Prevents forgotten charges, 10—*‘ Balances your books” each night and saves many hours labor. 1i—With one writing your accounts are posted and errors eliminated. 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. In appearance it resembles a cash register. with mahogany base and top—handsomely designed and beautifully finished. An ornament to any store—a safe-guard and money-saving necessity to the successful conduct of a retail business. 70 account size,‘No Cabinet No. 2, 110 account size, Metal Cabinet No. 3, 170 account size, Metal Cabinet No. 4, 250 account size, Metal Cabinet No. 5, 390 account size, Metal Cabinet No. 6, 510 account size, Metal Cabinet All Styles and Kinds of Salesbooks, Duplicate and Triplicate. Is made of solid bronze metal $15.00 24.00 31.00 40.00 39.00 60.00 Get Our Prices. STAR PAPER COMPANY Salesbook and Store System Dept. Kalamazoo, Michigan Exclusive Territory for Live Salesmen in Michigan 22 STORE ADVERTISING. Most of It Lacks Power and Force- fulness. We all see that most of the store advertising of to-day lacks power and forcefulness. There are various rea- sons for this condition—and many causes for this hectic state: The continuous demand for increas- ed sales has created advertising hys- teria. Competition has developed a fright- ful intensity during the last ten years. The pressure on the advertising writ- er has become an _ overwhelming weight. Dictionaries have become ex- hausted of their adjectives, and price- comparisons have become a matter of ridicule. Bargain screams have become a daily habit in sensational stores; and bargain offerings, in more conven- tional words, have been the persist- ent recourse of the most dignified stores in the land. But, whether written in conven- tional icicles, or in the steaming slang of the street, from Cape Cod to the Golden Gate, in every store, of every class and grade, the advertising pol- icy seems to be based on the assump- tion that there is no advertising news interesting to the public that does not bear the bargain allurement as _ its chief attraction. I hope I shall never underrate the value of the bargain in advertising. It has a mightly important function; but I do want to state with all the emphasis that I can use, that in at least half of the advertising of a store, price should be the last thing consid- ered. Continuous “rooting” for the bar- gain is bad store-keeping policy. It creates a bad condition of the public mind. It leads public attention in the wrong direction. To be continuously “boosting” re- duced goods is like running a “sec- ond-hand goods” store. The flaunting of continuous bar- gains is an insult to a store’s nice cus- tomers. It carries the daily insinua- tion that all your goods are slightly passe—not quite up to the standard —hence they can not be sold at the prices they were made to bring. Then the policy of continuous price comparison leads the most careful and zealous advertiser into printing fre- quent falsehoods. It is like the deadly P. M. system of paying a premium to salespeople who sell your bad stock. When they get the fever effectually they feel as though they had lost some money every time they sell good merchan- dise—and they never show new things to customers, for fear they will buy them, and they won’t get their prem- ium. So the advertising man who is al- ways boosting bargains gets so he won't say a word about new goods— and he starves his store, and keeps away the store’s best customers. “Turn the Old Boat Around.” We’ve been going the wrong way. It is the way of increased adver- tising expenditure, with ever dimin- ishing sales-making power. MICHIGAN TRADESMAN It is the way of driving manufac- turers to cheapen their products, when we should be creating a market for better goods every year. I wish I could impress you men your tremendous responsibility. The words you write every day are molding the habits of the Nation. If you expend all your enthusiasm and advertising appropriations to train people to want nothing but cheap goods and bargains—that will be all that our manufacturers dare make. The debasing of the quality of our National products is largely to be blamed upon store advertising. If, on the other hand, you devote your advertising skill and your mil- lions of pages of space to making people desire and demand better and finer goods, you will make bigger sales, larger profits, better satisfied customers for your store, and become a mighty factor in improving the qual- ity of American manufactured prod- ucts. In twenty years of department store advertising I have never been so com- pletely convinced as I am to-day that more business can be created for a store by exploiting the desirability of the goods than by the lowness of the price. Particularly in the big buying sea- son, most people want new things of good quality. Desirability at a fair price is vastly more alluring to millions of people than undesirable, second quality, passe goods at a reduced price. Within the past few months I have had a most valuable and illuminating experience with the advertising of a client—a retail store, The result proves to me most com- pletely that there is something infi- nitely more powerful than the bar- gain appeal in winning the attention of women, and making large sales of apparel. A series of advertisements of wom- en's ready-to-wear garments was pre- pared for the store, based entirely on exploiting the style, quality and gen- eral points of desirability of the gar- ments. The price was’ subordinate and there was no suggestion of bar- gain value at all. This series of advertisements was criticised by the buyer and the firm. It was contended that there should be more direct selling punch put into the copy; more to hurry people to come into the store on that particular day to buy. Finally, with a great deal of reluc- tance the advertising was allowed to be run in the newspapers, with a feel- ing on the part of the merchant and the buyer that it would bring small returns. The results were rather amazing. During a period of six weeks, while this advertising was run, the busi- ness more than doubled the _ sales records of the previous year, when the other sort of advertising had been more strenuously carried out. While the hurry-up feature was not used in this advertising, and while the bargain suggestion was entirely - absent, there were put into the copy the strongest possible statements about the character, the quality, the good style, the becomingness, and the excellence of construction of the gar- ments. And this sort of advertising was practically unknown in that city. It was the first time that any store had set itself out to make women’s garments alluring for their real vir- tues as women’s apparel. Competi- tors were talking price-comparisons and thereby discrediting their mer- chandise, suggesting that it could not be first-class, or it would not be sac- rificed. Strong Appeal of New Merchandise. I believe the time has come for the better stores to stop. insinuating to their customers that they want some- thing that is slightly “off” in style, in order to save a few dollars. I be- lieve that it can be easily demonstrat- ed that the largest and most profit- able part of the shopping community is interested vastly more in getting the new and correct style and the most desirable merchandise than in saving a few dollars. Of course, I recognize the necessity of the bargain in the conduct of any big business. Merchandise that will not sell at its anticipated price must be reduced and the story must be told, and the bargain part of the com- munity must be appealed to to clear up that stock. Moreover, it is important that a store, to do the largest volume of business, should appeal to all classes of the community; but the bargain advertising I believe should be sec- ondary to the real advertising. I believe that it is tremendously wasteful for a merchant to have his store filled with thousands, or hun- dreds of thousands of dollars’ worth of fine, new merchandise,’ which never gets a word told about it in the news- papers. Very few stores give much space, or enthusiasm, in the newspapers to ad- vertising their fine, new merchandise. Bargain merchandise, or alleged bar- January 5, 1916 gain merchandise, gets all the space in the newspapers, and most of the space on the special counters. Merchants and advertising manag- ers must change their attitude of mind. They must themselves respect their public more. They must stop assuming that all the desirable trade are bargain-hunters. They must be- gin to appreciate the fact that a vast majority of people are really inter- ested in style and quality. Human Interest in Good Goods. I wish I could take you all through a hundred different factories that are producing merchandise for you to sell. : I would like to introduce you to the artists and designers, who have dreamed over their patterns, and who have created wonderful pictures and poems in merchandise. The commodity which you look at in a matter-of-fact way on the coun- ters may be admired by you in a mo- ment’s glance; but you can get no conception of the glow of pride that went through the heart of the de- signer when he finished the model or the pattern. If you could get something of this enthusiasm into your system—if you could get part of the artist’s dream— if you could feel the manufacturer’s satisfaction when he had made it a commercially priced product, you would be so full of enthusiasm that your advertising columns would over- flow to the readers of your city, and your salespeople would be busy sell- ing the merchandise to delighted cus- tomers at the regular prices bearing the full profits. And you would not only be making sales of your merchandise. Adver- tising so full of enthusiasm would create prestige for your store that would make it stand out in your com- munity as the one place where peo- ple wanted to go to see the newest, best and finest merchandise. In Wilmarth show cases and store fixtures in West Michigan's biggest store Show Cases and Store Fixtures Wilmarth is the best buy—bar none Catalog—to merchants 1542 Jefferson Avenue Wilmarth Show Case Company { Made In Grand Rapids] Grand Rapids, Mich. @ we sreorceyron catenin ey @ January 5, 1916 MICHIGAN TRADESMAN 23 This is the real, advertising. When I look at most department store advertising, and at the same time recall what splendid merchan- dise is to be found in every good store all over the continent, it makes me think of the miner who is digging copper and other inferior metals out of the ground, while just a little deep- er is a rich vein of pure gold that he is ignoring, or about which he does not know. Bargain advertising is wasteful of space. It has lost most of its force because most of it is deceptive, or creates an impression that is decep- tive. Let us decide to stop boosting shoddy and start in to support the finer industries of our country. Let us devote our genius and skill and our advertising appropriations to the boosting of fine merchandise—to the exploiting of the art, skill and efficiency of American artists and manufacturers. Patriotic and Profitable Policy. In this way we will not only be benefiting the great industries of the country, but I am very sure that each store will be building up a larger, more profitable and certainly more enduring business for itself. It is not a work of philanthropy that I am inviting you to undertake. I am pointing out sheer self-interest, larger sales and larger profits; greater prestige for your store, and gather- ing into it the best customers in your city. Such advertising as this will create new business that no bargain com- petition can take away from you. The bargain hunters simply drift from store to store. They never be- come a constituency. They are not an asset, but a continuous liability. They are parasites eating up your profits, and the merchant that continuously exploits bargains, draws only these parasites—the unprofitable clientele, and at the same time drives away from his store the desirable custom- ers and the most profitable business. In the writing of this creative ad- vertising, real salesmanship must be put into the copy. the vital kind, of No writer should ever put pen to paper until he knows all the merits of the merchandise he is going to adver- tise. He should get it from the man- ufacturer and from his artists, if that were possible. He will mostly get it from the buyer to whom the goods have first been sold; but he must pump the buyer until he gets every- thing out of him that he knows; and unless the buyer can sell the mer- chandise to the advertising man, he should never write a word about it. Be Enthusiastic or Don’t Advertise. Perfunctory advertising is simply a waste of newspaper space. It may let people know you have a store and sell dry goods; but the one thing that it definitely proves is that yours is a very “dry” store. First get filled with enthusiasm about your merchandise; then pour out that pulsing enthusiasm into the advertising. Have in yourself the feeling that people just must come and buy it, and you may be able to create copy that will make people just crazy to see what you have for sale. That is real advertising. Don’t ex- pect the public to get enthusiastic about your goods, if you can not be enthusiastic yourself. Never fill up an advertisement with copy that lacks enthusiasm. Tear up the copy and throw it away. When you have a bargain to ex- ploit, be certain that it is a sure- enough, cross-your-heart bargain. If it isn’t don’t give your reputation a smash in the face by printing it. If it is a bargain, don’t keep it a secret; don’t be lukewarm; don’t damn it with faint praise. Fill your adver- tising story with so much enthusiasm that the readers of the paper will for- get the second cup of coffee and rush down to the store to get the goods. W. R. Hotchkin. —_++ > Len Brayton Would Let the Women Vote. Written for the Tradesman. “No, I can’t say that I think women are entitled to the ballot,’ said Gene Hodgkins, as he spat a big wad of peerless into the cuspidor. “Yeh see, men’n’ my woman always agree, so what would her votin’ amount to? Two votes to count instead o’ one; make more work all for the same result.” Here was an argument from one of the floating citizens. Len Brayton, a graybeard from Connelsville, and one of the leading citizens of his town, glanced pityingly at the speaker. He smiled a little, bit his lip, then spoke: “T’ve noticed one thing, the smarter a wife a man has the better are his chances of getting on in the world. You know the good book says woman was made a helpmeet for man, and that is God’s truth as I can testify.” “Hello, Len, that you?” greeted the groceryman. “I didn’t imagine for a minute that you was a suffragist. See how they got left in Jersey, with the President’s indorsement at that.” “Oh, well,” sneered Hodgkins, “the old man’s love sick after that Wash- ington widow; he’d do anything to please her, but his example didn’t make any votes for women after all.” “I grant you that, Mr. Hodgkins.” from Brayton, “but that is no argu- ment. When you come right down to brass nails the argument is all on the side of the women the same as it is on the side of the anti-saloon people. Nobody can name a good thing in favor of saloons. Now, as to women voting. I was pretty strong- ly against that once myself, back you know in the days of Susan B. An- thony. Just a little experience of my Own converted me to the truth some time ago. “Forty years ago I was doing busi- ness in one of the new towns on the Muskegon River. That was in the days of the great lumber industry. The pine interests dominated every- thing else, and I as a young man, was into it all over. Fact is I got in deep- er than I could swing; got deeply in debt, a panic came on and I saw my- self about to fail. “T was running a big store at the time, owed for some of the goods, but my principle embarrassment was in trying to meet payments on a big tract of pine I had lately bought. It was then that a little black-eyed woman came to the rescue. Hadn't been married long, so was quite will- ing to take counsel of my wife. “*VYou simply can’t swing both propositions,’ said the woman. ‘Now, Len, which do you like the best, mer- chandising or pine?’ It didn’t take me long to think that out. I was never cut out for a woodsman, fact is depended for my pine land specu- lations almost wholly on the say so of others. No doubt that was how I got in wrong on some of my timber deals. “T like the store best of course,’ I said to wife. “Then drop the other and stick to merchandising. I know you can make good at that, Len; and I'll help you until we pull out of this little unexpected quagmire.’ She did it, too, boys. That woman was a diamond of the first water, and the best wife I ever had. “Whew!” = ejaculated Hodgkins. “Hlow many wives have you had, old man?” “Just an even dozen, Gene,” and the speaker’s eyes twinkled. ‘Joking aside though, Nellie set my feet on the solid rock that time, up there in the North woods, and they have been there ever since. I am conviced that had I not listened to her advice | would have gone broke that time, and like as anyway remained a poor man always. “A good many of the lumbermen failed; I pulled out by selling the pine at a loss; | sold it, however, and turn- ed all my energies toward building the store. The town grew, my busi- ness grew, and Nellie and | have been on easy street for a goodly number of years now.” “All very nice,” said Hodgkins, fill- ing his pipe, “but how do you know you wouldn’t have done better to have held onto the pine, selling the store instead? That would have been my way. Look at the millionaires the pine timber made on the Muske- gon; I could name a dozen or more. Now, if it hadn’t been for the wom- an’s advice you might be a million- aire to-day instead of half a one.” Half a one is enough for me,” answered Brayton with his easy smile. “T could not have kept the pine with- out sacrificing the store. Nellie knew I was no good as a timber dealer; as a store manager I could not be beat. I knew that myself. against the world from behind the counter had always suited me; I liked it; I hated the woods with its lone- some aisles. I did not like to tramp about estimating timber. In fact my mind was set on being a successful Rubbing up merchant. I went over all this with the little Yankee girl I married from a farm home on the Penobscot. She said no one could succeed who hated the work they were in. ‘If you are not in love with your work you are out of your element, Len, and will fail. The pine timber makes some men, breaks others. Which shall it be, a broken down lumberman or a successful merchant?’ “That decided me and I have never been sorry that I acepted the advice of that litthke woman. She has been a great help to me throughout our married life. We've had two chil- dren, both doing well in lines marked for them by Jim, the elder, is a merchant in Seat- tle while Ned is a successful lawyer in Portland. We visit them every year, and they come to see us quite as often. their own inclination. “Take it from me, boys, the women are the equals of men in whatever spot or place you put them, that is why I say, let them vote.” Old Timer. Grand Rapids Jebbers Like to sell you the emma. Se MUL righ. Viton 10¢ 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 WATATATOT OTTO F; hie Furniture alone cannot make a home but it The Largest Furniture Store in America Entrance Opposite Morton House helps a great deal Klingman’s Corner Ionia Ave. and Fountain St., Grand —— Michigan | 24 MICHIGAN — — a. — = — = = (CU Aiyqas AWAY ne STOVES «»» HARDWARE — — ~ = = —- — = So — = ~~ oS = — = — * — NN mt = Aa = Michigan Retail Hardware Association. President—Frank FE. Strong, Battle Creek. Vice-President—Fred F. Ireland, Beld- ng. Scott, Marine Secretary—Arthur J. Cit y. Treasurer—William Moore, Detroit. When You Take Stock This Month. Written for the Tradesman. The advent of the New Year is a signal for stock taking in the hard- ware hardware deal store. Among ers, there is quite a_ difference of opinion as to the exact time best suited to stock taking. There are some who plunge into the task immediately after New Years, rea- soning that the quicker the tedious task is commenced, the sooner it is with. Others second week of over and done defer until the January. Still others wait untill February; the date placed late in order to stock holding of pre-inventory sales. being permit of reduction by the But in any event, early in the New Year is the ideal time for stock tak- ine. The merchant is not too busv by any means, so that the time can be spared better than at any other season of the year. A further ad- vantage is that, following immediately the close of the old year, stock taking just stands and enables him at one and estimate the re- sults of the past year’s business an to lay plans to better them durin» The close of the shows the merchant where he the same time to the coming year. old business year should coincide as nearly as possible with the taking of stock. It is good policy to make the stoc’: taking it 46 a “short, sharp and decisive.” tedious, harassing process, hard on the salespeople, and indis- posing them to make extra efforts behind the counter. The quicker it is over—consistent, of course, with accuracy and thoroughness— the bet- ter for the staff, and for the business, and the less it will interfere with reg- ular trade. The same reasons which render it advisable for the merchant to hold his stock taking when trade is light render it advisable also for him to hustle it through. The ten- dency should be guarded against to along with the job on the that of time, and that it is just as well to dawdle theory there is an abundance take things easy. Speeding up the stock taking is, therefore, in order. But the stock taking should, never- theless. not be allowed to become mechanical, It is apt to reveal weak- nesses in both the buying and the selling end of the business; and from past the these weaknesses of the alert hardware dealer should aim to draw prolit for the future, Thus, held-over stock—slow sellers lingering on the shelvyes—represent poor judgment at the buying end of the business, or lack of energy at the selling end. Stock taking will dis- close lines that need to be pushed: and a little thought at the time may evolve new schemes for pushing them. So, all along the line, the careful, thoughtful stock-taking will be fuil of lessons for the dealer wide-awake to hardware who is. sufficiently discern them. 3ut the January stock taking, for the merchant who is sincerely anxious to get ahead, should be more than a mere taking of stock of the actual goods in the store. That represents stock-taking in its most limited form. Nor should the merchant be content to discover his actual cash protit— past These are merely incidentals, although very or loss—for the year. important incidentals, to the success- ful conduct of business. Stock include the selling force. It will pay the mer- chant to little purpose of sizing them up. taking. should take a time for the Uncon- sciously he is carrying on the sizing up process every working day of thc year, but normally he does not look deeply superticial enough; he may _ discern weaknesses in his_ sales- people, but he hasn’t the time to look deeper into their possibilities of de- In January he has time for this purpose. individual velopment. To know where any clerk is weak—whether it is in knowledge of the goods, or en- thusiasm, or his manner of approach- what not—is the first requisite to finding and apply- ing a customer, or ing a remedy. So, the merchant, pausing a moment _to size up his helpers, should follow that sizing up. by “jacking up” his store “Jacking up” isn’t a scolding, nagging, fault finding organization, process; but it is putting each man where he can do the most effective work, and pointing out in a friendly, sympathetic and considerate way just where he is strong and where he is lacking, and what he should and could do to make himself a thoroughly ef- The American readily to friendly interest of this sort, and can be counted on to do his best for the employer who is honestly anxious to help him along. fective unit in the organization. normal, healthy salesman will young respond It is worth while to take stock of credits, also. Retail merchants are often slack in collecting; and general financial conditions make little dif- The mer- ference in this respect. TRADESMAN chant in good times gives as his ex-, cuse for failing to push collections that he doesn’t need the money. In hard times he urges, weakly, that he doesn’t want to be hard on a poor The trouble is in both instances that he is timid about rightfully his fellow who is down in his luck. demanding what is due, the prompt and regular settlement of credit accounts. The man who can’t pay and won't pay cannot be found out too soon. The man who can pay and won't pay should be made to pay promptly. And the man who can't pay—who has an honest, worthwhile excuse of gen- uine misfortune for his failure to set- rely on the American business men, who are too wholesouled a lot of fellows to kick a really deserving man down. tle—can generosity of when he is The policy of long credits is as in- jurious and unfair to the customer as it is to the merchant; it stimulates the incurring of debt, which millstone to the man who is really honest and well intentioned at heart. For the sake of his customers, if he own. sake, the merchant should take stock of his cred- it accounts, and, if he has not done it is 4 wont do it for his before, should put-his collections on a systematic basis. This involves the securing of credit information before taking on new customers: the render- ing of bills regularly at the end of month; arranging beforehand for systematic settlements; and push- ing the collection of all accounts out- standing, The retail merchant is not a banker; he cannot normally collect every January 5, 1916 YOUR OLD SCALE _, Let me overhaul and re-enamel it and make it good as new. Work guaranteed. Charges reasonable. W.E. HAZARD, 1 Ionia Ave., N. W., Grand Rapids I do all work for Toledo Scale Co. in Michigan Make Out Your Bills THE EASIEST WAY Save Time and Errors. Send for Samples and Circular—Free. Barlow Bros., Grand Rapids, Mich. REYNOLDS > ESTABLISHED 1868 ie a> FIRE UNDERWRIC SHINGLES Reduces Fire Insurance Rates Will Not Ignite from Flying Sparks or Brands Sold by All Lumber Dealers H. M. Reynolds Asphalt Shingle Co. “Originators of the Asphalt Shingle” 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 This means instant action when you say the word. Clemens & Gingrich Co. Distributors for Central Western States Grand Rapids, Michigan We Stand Back of Every Order We Sell we always carry a full stock of machines, parts, and ac- cessories. Ask for Our Dealers’ Proposition Get your share of this business. catalogues. We have the goods and are glad to tell dealers all about them. Ask for our printed matter and Foster, Stevens & Co. Wholesale Hardware wt 157-159 Monroe Ave. = .:: Grand Rapids, Mich. 151 to 161 Louis N. W. ee Sl 6 a, ¢ January 5, 1916 interest on overdue accounts; and as a result he cannot afford to carry his customers interminably. Outstanding accounts should be Polite letters to every delinquent—letters more stringent an:l less polite to the very delinquent— should bring results. Where the cus- tomer is good for the amount and has certain peculiarities of taken in hand. temper, be diplomatic, and adapt your collection methods to the individual case. But, in any event, get after the credit cus- tomers systematically. Finally, the merchant should take stock of himself. He is the most important factor in the conduct of his business, and upon his persona! capability and efficiency depends the success of the entire enterprise. His stock-taking should include a _ care- ful survey of his store organization and store methods. that could be done by cheaper help and at the same time neglecting the pressing managerial duties that ur- Is he doing work gently demand his personal atten- tion? Is he physically and mentally keeping himself in first class fighting trim? Is he ever on the alert for new methods to push the goods he handles, and new opportunities for developing profitable side-lines? Does he keep sufficiently in touch with his Is he a better and more efficient merchant than he was a year community ? ago? These are questions every merchant should put when he takes stock of himself; and his answers to them will suggest the way to greater busi- ness efficiency. Here as elsewhere, 11 is not sufficient to find out weak- nesses; once they are found out the duty is immediate to discover and apply the logical remedy. William Edward Park. —_—_+2+2.__ How the Grocer Lost a Good Cus- tomer. Mrs. Bucklein came into my store one morning expressly to see me. She passed her favorite clerk with simply a nod. This was so unusual for her that I looked hard to see what was the matter. Then | saw clearly something was wrong. tler eyes showed it. She sallied right down to my desk. She had a grievance, was sore about our service, | thought. Now, Mrs. Bucklein was one of my good customers. Her monthly bills often ran above one hundred. She was easy-going and, like credit cus- tomers in general, never questioned my prices. But she always wanted the best of everything. Quite natural, I thought, since she paid the bills. And the checks came promptly after the first of the month. So, you see, I was somewhat set back to note she was dissatished with us. “Look here, Mr. Mann,” she began, “what do you mean by this?” She pulled from her handbag an unre- ceipted bill. “This account has been paid; I know I paid it a long time ago. It was paid before I went away. I don’t like this at all.” “Well, Mrs. Bucklein,”’ I said, “I am sorry if we have made a mistake. I will look into this right now, if you will wait a few minutes.” You may well believe I did look MICHIGAN TRADESMAN 25 into it, and quickly, too. | had visions of a loophole in my office methods, something loose in handling cash re- ceived. Yet I had thought my book- keeping absolutely water-tight, and had prided myself on having up-to- date methods of doing everything. When I found the ledger account showed the account unpaid, [ was, indeed, anxious. Search as far as we might, there was nothing to show that a check or money had come to pay it. My book-keeper was positive — that payment had not been made. She pointed out that the cash ac- count had been in along. been received and not credited, the difference would have shown up and balance right Had such an amount as this it would have been searched out at once. I was thoroughly convinced that we had not had payment, and that my good customer was mistaken in her belief that we had. How to handle the delicate situation was a puzzler at first. In telling the lady that her account did not show a credit for the amount, | asked her to look up the receipt. “This is to enable us.’ I said ‘to tell who re- ceived the check or money, and to know who is responsible for the mis- take.” She replied that she had been un- able to find the receipt, but thought that, in the confusion of getting ready to go away, she had mislaid it. “If I had paid it in the usual way by check I could easily produce the used check, but I paid this amount with currency | had drawn from the bank that day. You see | drew more found and as [ didn’t want to carry so much money, than needed, as I with me in traveling, I used some of it to’ pay your account.” : ‘Do you remember, Mrs. Bucklein,” I asked, “to whom you paid the money?” replied. “As I remember it, | stayed outside in my limousine, and sent in my maid to make the payment. +. Mortadella Sausage. Take 135 pounds of absolutely fresh, clean, trimmings, fifteen pounds fresh lean beef chucks, ten pounds shoulder fat, five pounds salt, one and one-half ounces saltpeter, two and one-half ounces white pepper. Ad- ditional wet seasoning is used for this sausage and it is therefore ad- visable to chop it six blocks at a time and mix it by hand in a large truck constructed for this purpose, as the seasoning must be added inmediately after the meat is chopped. For six blocks use the following wet seasoning: Three and one-half quarts strong imported French wine; one-quarter pound package pure white gelatine, eight nutmegs, one ounce whole olives, three ounces stick cinnamon, four and _ one-half ounces bay leaves, two and one-half ounces split coriander. Put the gela- tine and spices in a thin bag and cook with wine for ten or fifteen minutes just below the boiling point. Strain the wine through a cloth to remove all particles of spice. Mix the wet seasoning with the meat in the truck. Scatter through it twelve ounces of whole white pep- per and two ounces of coriander. Grind the beef and chop on the blocix with the dry seasoning for from seven to ten minutes, when the pork trim- mings are added and the whole chop- ped for from thirty to thirty-five min- utes. This is a very fine sausage. After the meat has been chopped mix in the shoulder fat after it has been cut in small cubes. Remove to a cooler and allow to stand for from twelve to twenty-four hours, then stuff into medium-sized beef bladders, which must be soaked in luke warm water a few moments before they are stuffed, in order to to make them pliable, and care must be taken to stuff them as tightly as possible. Skewer, as well as_ tie, them, and also wrap immediately with heavy coarse flax twine, making about two wraps about the long way of the bladder and one wrap around the center, the twine terminating at MICHIGAN TRADESMAN the hanger. This sausage must not be hung at the tie end or by the same string that the bladder is tied up with, for in such case they will fall in the smoke house or when dry- ing This sausage should be hung for twelve hours after stuffing in a hot smokehouse with more heat than smoke, at a temperature of about 90 degress F.; then cook in clear water for four hours at a temperature of 150 degrees F.; wash off thoroughly with boiling water when taken from the cooking vat and hang them in a moderately cool place or dry room, where the temperature is about 48 to 50 degrees F. They will be ready to ship in about four or five days. ——_~> ++ Mess Pork. Mess pork is a standard Board ot Trade cut, and although there is comparatively little of it made, it is always quoted. According to the Board of Trade’s rules and regula- tions mess pork packed during the season from Oct. 1 to March 31 is known as “new pork” until the first of January the following year. After that date such pork is sold as old mess pork. Mess pork is made from sides of very fat hogs, usually the heaviest and roughest animals being used for the purpose, The hog is split from the center of the back-bone and after the shoulders and hams are removed, the sides are cut into strips cross- ways of the backbone, about six inch- es wide, and are packed 190 pounds to the barrel, but it is supposed to weigh 200 pounds when sold, the gain in the pickle making up the weight. When the number of pieces is not specified, mess pork is packed from eleven to fifteen pieces to the barrel. Short cut mess pork is made from sides of hogs split through the back- bone, the bellies having been remov- ed. This pork consists of the loin and back fat and is generally sold for family use. —»++>—__ Holding Smoked Hams and Bacon. We do not believe that you can hold smoked hams and bacon for six months without them becoming moldy, If you have a large quantity of these meats on hand, more than you can dispose of at the present time, we would advise you to hold them in sweet pickle and smoke them as the demand calls for them. This can be done by packing them in brine in tierces and holding them at 4a temperature of 28 degrees F. The meat, after it is cured, will not freeze at this temperature. When the meat is taken out of this storage to be smoked it should first be soaked three to four hours in fresh water and then washed in the same manner as fresh cured meats. You will find that this method will yield you good results. Changed. “On her last birthday, before their marriage he gave her a beautiful book entitled ‘A Perfect Lady’” “Well?” “This birthday he intends giving her a book entitled ‘Wild Animals I Have Met.” 27 You Have Seen Them go up and then go down—here to-day, gone to- morrow. Breakfast cereals may come and go, but hredded Wheat In the is known, like Niagara Falls, goes on forever. home, where its nutritive value nothing can take its place. itself. It is in a class by There is no substitute. Delicious for breakfast, or for any meal, with sliced bananas, or other fruits. The Biscuit is packed in odorless spruce wood cases which may be easily sold for 10 or 15 cents, thereby adding to the grocer’s profits Made only by The Shredded Wheat Co. Niagara Falls, N. Y. 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 confec- tion as pop corn. “LITTLE BUSTER” comes in 16 full ounce package, four ounces heavier than its nearest competitor. The grains are smaller, giving moreto the package. When popped the volume is larger, thereby giving the customer the largest value obtain- able. This cannot but please your trade. 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 num- ber of other articles which are necessary in the preparation of popcornconfections. “Lit- tle Buster’ is ideal for decorating and trim- ming the Xmastrees. Big flaky grains. NN BicKinson TN SAAN a i \ NN at ss ae ie \ Si n aN Q a} ae TEEN AAs ‘OR THE ALBERT DICKINSON COMPANY Chicago, III. LITTLE BUSTER pays you a hand- some profit. Sold by all jobbers. Order a case today. 28 MICHIGA — — — = ' WOMANS WORLD Suggestions About Keeping House- hold Accounts. Written for the Tradesman. Keeping an account of livine ex- penses is one of the things that not al? of us do, but which if neglected we all know down in our hearts we ought to do. True, “keeping accounts doesn't bring the money back after it is spent,” to the showing in_ black nor does it add one penny that a white of ex resources. True also and penditures overlarge in proportion to receipts is far from pleasant read ng. \ young lady of my acquaintance whose father is tinding his present revenues rather too small, wittily de- dad hold o a lead pencil, we should be in clares—— If couldn't get vers comtortable circumstances!” She for vets for the time being that it is dad’s facility with a lead pencil, backed by his excellent management, that al- ways has ensured a plenty of the necessaries of life and many of the luxuries for the members of his fam- ily. that some who keep very careful accounts lurther it must be conceded do not get rich, and that others: who never set down an item are wonder fully successful in accumulating this world’s goods. The latter class is not large in number, and is mostly made up of persons so parsimonious as to spend only what necessity com- pels, so that the most thorough hook- keeping would hardly tend to reduce their disbursements. l'reely admitting that there are per sons who need no such check upon extravagance, and others with whom it does not have quite all the effec: that might be desired, the indisputa- ble facts remain that in the families where accounts are kept, gross ex- travagance and wastefulness are sel- dom seen; and that in the vast num ber of homes where a very fair-sized income is wholly spent and without securing what seems a proper equiva- lent in comfortable living, it is rare made of the intelligent that any record is the first accurate outgoes, Further, one of steps toward more and satisfactory expenditure and lay- ing up something for the future, is to know exactly where and for what the money all goes. father conducts a small the the family has free access Where the retail business, it often is that to everything in the store, even in- very Case cluding the contents of the cash draw- er, no attempt being made to know the amount of goods and money thus diverted to the household exchequer This slipshod method of doing is not only very unfair to the business, which under such conditions never can make a definite and. satisfactory showing of the proceeds it yields, but is also as effectuala schoolin lavish using and spending as can well be imagined. In deciding upon a system of house- hold accounts, choose, or devise for yourself, one which is simple and will take little time to keep up properly. \n elaborate set of books, besides being altogether unnecessary for the purpose, would be almost sure to be abandoned within a few weeks. No one who has had even a com- mon-school education need hesitate about the sort of book-keeping that is required. undertaking elementary \ woman who can balance her cash after a shopping expedition has all the knowledge neccessary. Being prompt to set down each receipt and each expenditure as it occurs is the prime essential to success. The system chosen should be not only simple but fairly concise. It may not always be necessary to make a separate entry of every five or ten- cent when for outlay, particularly groceries and the like. Keep a sep- and the arate purse for “Table Money,” when you put in $2 or $5, enter amount in your account. the expenditures. It is Be sure to arrange for eas) classification of important to know how much goes for the table, how much for clothing, how large the fuel bills are, how many dollars are used for the up-keep o! the auto if this luxury has been in- dulged in, ete, Of families that spend too freels for their means, no two are extrava- gant in just the same way. Some, while dressing plainly, even shabhily, and their overload their tables with rich tempting food; others “rob stomachs to their backs.” Many nearly broke’ put on excellent people are kept all the time by pay- bills. The casioned by severe illness is of cours= ing doctor expense oc- unavoidable. Nor should the cost deter any one from securing needed medical aid in the early stages of disease or in a preventive way. But some form a habit of running to the doctor with every trifling ailment when outdoor exercise and whole- some diet are needed far more than While some conscientious an‘ the physician's remedies. doctors are very sternly principled against causing their patients needless expense, there are others who are entirely without scruple in running up big bills for notional semi-invalids who are good pay. Spending too freely in social ways keeps many families from ever having a bank while with who always are “short up” the cause account, others N TRADESMAN January 5, 1916 = =_—— RBA : Bes Bigger and bigger sales for you ei ' GOLD DUST Grocers who have displays of Gold Dust in their windows and on their shelves find that they are selling many extra packages. Put a Gold Dust displayin your store now. y co Every woman who enters yourstore knows Gold Dust—the chances are, has tried it. Our extensive, continuous advertising actually works for you. It explains how Gold Dust saves work—how it can be used for cleaning everything. Gold Dust has made good with women because it saves them work—and it has ¢ made good with merchants because it makes satisfied customers—the biggest asset any store can have. THE WK: FAIRBANK company. MAKERS “Let the GOLD DUST TWINS do your work’ ‘ ae MR Tt ea heetshAcA mi cAalicranee On the Top Wave of Prosperity Thanks to YOU—to its QUALITY —to its FRIENDS | ( Distributed at Wholesale by | a ‘ | Judson Grocer Co., Grand Rapids, Mich. 3 i : ‘ i January 5, 1916 may be traced to too constant patron- age of the movies, or to an unrestrain- ed consumption of ice cream and sodas. In classifyine the expenditures, let each division show up exactly as it is. Ifa few dollars occasionally are diverted from the table money for theater tickets or to aid in the pur- chase of a new hat, and other such falsifications, perhaps seemingly harm- less, are permitted, the accounts soon will be a joke. Let the same seriousness and ac curacy be observed that are consider ed necessary in all business matters. Then a proper dignity will attach to the book-keeping, and also it. will constitute a valid and dependable basis for deductions of interest and value. Does it need to be said that there should be no flinching from the les sons to be drawn from the house hold accounts? Suppose it is evident that altogether too much its being Spent Oni the Pears Then without delay there should be a thorough investigation of the provisioning. It may be best for a time to keep a strict itemization of every expendi- ture in this line. By more judicious buying it may be possible to lessen the cost materially, while still pro- curing an ample supply of nourish- ing and palatable food. Possibly the trouble may be not so much in buy- ino as in using, There may be waste in the kitchen. If money is being needlessly frit- tered away in any manner, the classi- fication of expenditures will make it possible to locate the difficulty; while there is nothing like a faithfully kept account to make plain how even a trifline@ outlay, often repeated, counts up. Not the least of the benefits to be derived frem household accounts ts the training which consciously ot unconsciously, is thereby given the boys and girls who are coming up i the home Hor where such ac counts are kept there is almost sure thrift and daugh to be an atmosphere of economy. Perhaps a son or fer Of 1) On 15 Or upwards can be interested in doing the family book-keeping. It So, the practice will prove valuable in more ways than one. Whether or not just this is prac ticable, where there is a careful stud: of proportioning of income and out- OO: the boys and eirls inbibe much fiat will be of use to) them, later. They are not like those unfortunate young people who grow up, perhaps marry and take upon themselves the heavy responsibilities of life, with no definite ideas of what it costs to main- tain even two persons in a given style of living. Quillo. ——_—_——_+ + If Wheat Exports Had Kept Up. It all the early in the season had been shipped wheat sold for export in the past two months, instead of be- ing cancelled, home supplies would have decreased 30,000,009 to 50,000.- 900 bushels more than has actually happened. Where all this wheat would have been obtained without excessive bidding up of prices is an interesting question, Most exporters have found it hard enough to get wheat to fill orders which they could not cancel. MICHIGAN TRADESMAN What Boys Should Do to Succeed. Initiative, industry, self-control and } self-reliance, when added to good health, good habits and reasonable intelligence, are the most important factors for success in the young man. I know of no elements of char acter more susceptible of growth o- depending retrogression-— usually on the conduct of parents—than the four I have iust named. Therefore they should be cultivated and the cultiva tion should commence at an early acc. Little duties and responsiblit’es Should be cast upon the child for Management in his own way, in or der that he may have the stimulus of Suiceess. it that iS the result. and be tauoht the lesson of failure if that 1: the outcome. For instance, when a child goes to school there.are various small expenditures for paper, pencils, luncheons, etc., that must be made Give him an allowance slightly great er than these necessities and advise him that he must so manage his tinan Cal afiairs as to take care of them, \llow an inordinate experience to teach him that expenditure for soda water or candy on one day will de prive him ofthe ability to get new lead pencils or luncheon on another. Thus a sense of management wili be inculcated. [It seems to me that there should rules for 4 be few boy's guidance. ‘hose should be rules of principle rather than details, and should “be founded on the highest ethical basis His punishments, as well as his tri- umphs, should come as a natural con- sequence of his own acts rather be- stowed by his parents. Every time a boy does a thing or refrains from dome a thine because he decides for himselt that. as a mai fer of right or wrong, he ought to GO: OF ought not do if. the hoy makes Character, Every, time le does a thing or refrains from doing a thing merely because he is compelled to act Or retrain from actine by reason of the dictum of parents, he loses some character. mean. that [| do. not boys should not have the benetit of the expert- ence and intelligence of parents. They most certainly should. But it shoul: be an. influence appealing to their reason rather than an injunction ap- pealing to their comprehension ot} punishment if disobeyed. Every boy should have an allow ance from the earliest time that fic spends money, and no gifts of money should be made him. The allowance should always be sufficient to cover the expense of some necessity or rc: cessities committed to his care ani be enough more than that to cover the expense of his reasonable pleas tires SO that the boy may be con strained to use discretion as between his pleasures and his necessities. \s he ment Of all his erows older the manage personal expenses should be applied with respect to the other affairs of his life, remember ine always that he should never be left without the fullest counsel and the best influence in respect to all If he and does not come up to expectations, these matters. makes failure as will be the case from time to time, allow the full consequences to be visited upon him. In short, let him,as rapidly as pos sible, be in the same position that the parent is. himself: that is to say under the necessity of so conduct ing himself that he shall make prog ress in his affairs, have the respect of his neighbors, friends and tamily, and have a sense of reponsibility -no only to himself but to society bern with this wisdom and adults frequently do not Childrén are not attain it, but these things must come more or less by practice and experi ence, Theretore the commencement Of such practice atid experience as soon as the circumstances permit and the accumulation Of it as rapidly as | a Hee! may De will make the boy Mian than if these faculties are not practiced until he is ready to go out in the world. [t is true that many boys may |e found who are less trustworthy than other boys, and in such cases disere tion must, of course, be used But whatever the character of the boy may be, he is bound to be 1 oe : he would be if exercise in these es sentials were not given Joseph H. > A Left-Handed Watch. \ jeweler has devised a Wetrees watch 1 runs backward, the figures on wal being arranged in opposite direction to the us | kind ihe watch was invented at the suggestion of a left-handed person who complain ed that it was always hard for her to tell tiie on the average clock, he cause = sire thought ‘left-handed.’ With the new type ol dial the process of reading the hands was. easier. Other left-handed persons seeing the could faciiity than the agreed that they read it with more other type —_—_» — > -— Vimbition seldom vets CV OLE thre “Ad of indiscretion, proving that this iS a Sad world — Never despise littl thie Phe biggest man that ever lived was once an iwdant, For Sale by Ali Wholesale Druggists at those should take whom insomnia keeps awake “WL D> ’ (hii Hheft ry, BrREWINGCo. | 30 MICHIGAN TRADESMAN January 5, 1916 = WS ( F< TONS y ‘ : WA ae ( aS 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. Fooling the Consumer and Them- selves. Commissioner Dillon’s avowal in New York City that he expects the seller of eggs—wholesaler, jobber and retailer—to comply with the law to the letter and conspicuously announce that he is selling cold storage eges when he is doing so meets with gen- eral approval. The facts are that this should always be the case. Eggs, and all other commodities, should be sold for exactly what they are as to grade. There are two difficult things in this connection. The first is that the distribution of eggs, from the time of their receipt in New York City, for instance, to their delivery to the ultimate consumer, involves such an enormous number of distributing agencies that, at first thought, it would require an army of Govern- ment employes to be sure that the law is being complied with to any appreciable extent. Of course, it could be done. But is the present machinery sufficient for the purpose? And would the expense of the effort, even if successful, be warranted? The second is the real difficulty the laity —and many in the trade—will have in actually distinguishing between a fresh and a storage egg. To-day, ii a housewife finds an egg in her pur- chases that’s not exactly to her lik- ing, she sputters about “cold stor- age” eggs. The daily papers are so full of slush about eggs a year old being dumped on the market and all that kind of rot that you can’t very well blame the housewife. She can’t be expected to know that an April egg—good to begin with—properly packed and shipped, put into cold storage and taken out in November and December—would, if she wasn’t aware of the facts, pass as a fresh egg with her and would, indeed, carry more quality and flavor and general evidence of freshness than she finds in the eggs she buys and condemns as cold storage eggs but that actually are not—have never seen a cold stor- age; and perhaps that’s just what’s the matter with them. Here comes your educational movement again. While we believe the time is coming when eggs as a food will be nationally ad- vertised in an effective way, that the time will sometime come when this prejudice against cold storage will have vanished like the mist of the morning, it’s too big a task to jump at just now. We're not ready. And, besides, this matter of education should begin nearer the source of supply. We venture to say that it ought to start with the retailer. The storekeeper who sells a woman cold storage eggs as fresh may think he’s slipping over something cute. He is really injuring himself. He has charged the customer a big price for a quality she did not get, and that will react every time on him. In- stead, if he would sell a good cold storage egg for what it is, sell it at a price commensurate with its vatue, letting the customer know just what she’s getting, it would be better for both parties and much better for the egg industry as a whole. This ought to be universal practice. It is pretty generally conceded that the commis- sion merchant cannot fool the jobber by substituting storage for fresh, nor is the jobber apt to fool many of the retailers. But it does happen that the retailers are fooling the consumer —and at the same time fooling them- selves. What shall we do to educate the retailer? Isn’t that the place to begin? —_22>—____ Large Demand for California Foods. Not in the history of the canned fruit industry has there been such a demand in California for fruits and vegetables, causing canners to reduce their discount rates, according to ad- vices from the Coast. While the de- mand has been exceptionally good, yet it is expected there will be a good demand next spring for stock. A packer says that buyers through- out the country are not awake to the situation on California canned fruits. The 1915 pack, taking all fruits to- gether, was considerably smaller than in any recent year. The small pack is due to the fact that buyers did not book orders for future delivery to any extent, owing to the weak market rul- ing on 1914 pack, and the surplus supposed to exist in all lines. As a result canners cut down the 1915 volume, and in some cases packers filled only the orders they had on hand. Much fruit that would have gone to the canners in normal seasons was allowed to rot on the trees. Grow- ers refused to save it. 2.2. Novel Egg Ordinance. The City Council at Peoria, Ill., are putting over a new one in the shape of an “egg ordinance.” This new ordinance provides regulation for the handling and labeling of eggs and imposes a fine of from $5 to $50 for violation thereof. The chief provi- sions of the bill are that all egg can- dlers shall be licensed to candle eggs; that no eggs shall be exposed or of- fered for sale that have not been candled and labelled properly within four days previous to the time of sale; that storage eggs must be label- led as such; that no vendor of eggs shall be permitted to sell and keep eggs in the container or box bearing the name of another firm, unless he is the lawful agent of that firm; and that the jurisdiction under this or- dinance shall lie in the hands of the health commissioner. —_>>2—____ The Iowa State College, Ames, Iowa, is conducting a series of ex- periments having to do with vaccina- tion of poultry to prevent cholera. As yet these experiments are not far enough along to warrant any definite statement, but full information will be given to the poultry trade when the experimenters feel that they have gone far enough to warrant them in making definite statements. —_»>+>—___ The Almighty never recognizes a minister's worth by the salary he gets. Mapleine is a steady seller—there’s no other “‘Mapley”’ flavor just as good—that is a point worth remembering. Order from Louis Hilfer Co. 1503 State Bldg. Chicago, Ill. CRESCENT MFG. CO. Seattle, Wash. Watson-Higgins Milling Co. Merchant Millers Grand Rapids se Michigan 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 Hachmuth’s FAMOUS HOME MADE Sauerkraut CLEAN PURE Made at Hachmuth Farm Better not Cheaper We have made Sauerkraut for forty years and have tried to make it a little better each year. Nineteen out of every twenty dealers in Grand Rapids sell our Kraut. You know the reason. With our large, new sanitary factory we are in a position to extend our field of opera- tions. Most all grocers have empty pickle kegs and barrels which, if relined, would make good kraut containers. Send them to us and save price of cooperage. H C. Hachmuth Grand Rapids, Michigan 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. The Vinkemulder Company Jobbers and Shippers of Everything in Fruits and Produce Grand Rapids, Mich. Our Entire Line of GROCERY BAGS BEAR THIS Our Improved Square, self-opening, Grocery and Sugar Bags are the standards of quality. MARK OF QUALITY Every bag full size and uniform strength. Write for jobbing price list. THE CLEVELAND-AKRON BAG CO., CLEVELAND inne atcha } January’ 5, 1916 MICHIGAN STATE BRAND. Rules and Regulations to Govern Its Use. Following are the rules, regulations and specifications governing the use of the Michigan State Quality Butter Brand, as issued by H. D. Wendt, Secretary of the Michigan State Brand Sutter Commission: As provided for in Act. 53, P. A., 1915, the Michigan State Brand But- ter Commission have adopted the following rules, regulations and speci- fications for Michigan State Brand Butter, effective January 1st, 1916, to-wit: Section 1. Applications—Any per- son, firm or corporation desiring to use the brand or label provided for in the above named act, in the manu- facture or sale of butter, shall make written application on blanks to be furnished by the Dairy and Food De- partment, for a license therefore to the Dairy and Food Commissioner at Lansing, which application shall des- cribe by location and name the cream- ery or factory in which such butter is to be manufactured, and give such other information as may be required. A license shall be granted to such person, firm or corporation to use such brand or label at the factory described in the application, if on in- vestigation, by the Dairy and Food Commissioner, his deputy or duly au- thorized assistants, it appears that all the provisions of Act No. 53, P. A., 1915, and the rules and regulations and specifications of the Commission have been complied with. Such li- cense so granted may be revoked by the said Commissioner if any of the provis‘ons of the above named act, or of the rules, regulations and spec- ifications of the Commission have not been complied with. Such license so granted shall not be transferable. Section 2. Labels—As provided in Section 4 of the above named Act, the Dairy and Food Commissioner will furnish to those entitled to the use of the brand or label such labels or stamps or other means of im- printing such trade-mark or brand upon the manufactured product or the receptacles containing the same. Section 8. Samples—Any person, firm, or corporation to whom the use of the brand or trade-mark has been granted shall whenever called upon submit a sample or samples of the butter manufactured by any such person, firm or corporation for scor- ing, grading or examination to the Dairy and Food Department. Section 4. License—The license re- ferred to in the first section of these rules, regulations and_ specifications will be and is issued on the express condition that the person, firm or corporation to whom such license has been granted shall comply with the following: (a) Sanitation—Maintain proper and satisfactory sanitary conditions in the plant in which the butter is made, and proper and _ satisfactory sanitary surroundings. (b) Ray Material—That no milk or cream be received which is to be made, or is made in butter, upon which the Michigan brand or trade- MICHIGAN TRADESMAN mark is to be used, that will not com- ply with the provisions of Act. No. 223 P. AL, 1913. (c) Pasteurization—That the but- ter shall be made from milk or cream that has been pasteurized at a tem- perature not less than 140 deg. F. and shall be held at that temperature for twenty minutes, or to a tempera- ture not less than 180 deg. F. if not held. (d) Grade of Butter—That the butter shall be of the grade of “com- mercial extra” (92-93) score, or high- er, for not less than 75 per cent. of the scorings on samples collected by the Dairy and Food Department, and while the butter is fresh. “Fresh” butter being here defined as butter less than thirty days old from the date made, and providing same shall have been held at a tem- perature lower than 55 deg. F. after being made. In no instance shall the butter score less than 91 points—100 being perfect—while “Fresh,” accord- ing to the above definition. (e) Composition—All butter upon which the State trade-mark is to be used shall contain not less than 80 per cent. fat, and shall contain less than 16 per cent. water, the butter shall have a uniform salt content ranging from not less than 2% per cent. or more than 3% per cent. (f) Color—The color shall be of the highest June shade, uniform, and of the same shade at all seasons. (g) Adulterants—No preservatives (except pure common butter salt), neutralizers or adulterants shall be added to the milk or cream from which such butter is made and which is to be sold under the Michigan State trade-mark. (h) Creamery Plant Score—The creamery or plant in which the butter is made shall receive a minimum score of 85 points—100 being perfect—em- bodying the following: (1) General appearance of premises, (2) Floors, (3) Drainage, (4) Refrigeration, (5) Machinery, (6) Water, (7) Raw ma- terial. (4) Reports—Make a monthly re- port to the Dairy and Food Depart- ment on blanks to be furnished by said Department, not later than the last day of the month following. (j) Labeling—Label and mark all receptacles containing butter upon which the State trade-mark is to be used in accordance with the special instruct‘ons that will be issued to every creamery to whom a license has been granted with such labels, stamps or other means of imprinting the trade-mark, or such other information as may be required by the Dairy and Food Department, (k) Thermostat—Install in con- nection with all pasteurizing machin- ery a thermostat, or recording ther- mometer and file all charts for in- spection, or submit same if requested to the Dairy and Food Department. (1) To Whom Shipped—When- ever a creamery that has been grant- ed a license to use the State trade- mark changes its market or outlet for its product it shall properly ad- vise the Dairy and Food Department of such change, and otherwise keep the department fully informed with regard to whom their butter is ship- ped or sold. (m) Change of Butter Makers-~ Whenever a change of butter makers is contemplated at any creamery us- ing the Michigan State Butter Brand Trade-mark, and before such change is made, the Dairy and Food Depart- ment shall first be advised. If a change is made without the consent of the department, the right to use the brand or trade-mark shall and will at once be revoked, until such time as it takes for the new butter maker to demonstrate that he is com- petent to make the grade of butter re- quired under these rules, regulations and specifications. —————— |. Success comes to some men in spite of themselves. 31 A Ready Solution. One day a well-to-do farmer in need of legal advice sought a struggling at- torney with reference to a suit he de- sired to bring against a neighbor. The lawyer looked up the statutes and ad- vised his client what course to pursue. As the latter rose to leave the office, he asked: What’s your fee?” "Oh, say $3," attorney. carelessly responded the Whereupon the client proffered a $5 bill. The lawyer seemed embarrassed. He carefully searched his pockets and the drawers of his desk without finding the necessary change. Finally he met the exigency by pocketing the bill and observing as he reached for a digest : “Tt would seem, sir, that I shall have to give you $2 worth more of advice.” Start the New Year Right a INDEPENDENT % Install a Citizens Telephone in your residence or place of business. Connection with 200,000 telephones in Michigan; 14,570 telephones in Grand Rapids; 95,000 telephones in Detroit. CITIZENS TELEPHONE CoO. in Ceresota. - Ceresota Is the Prize Bread Flour of the World The millions who now use Ceresota Flour once used other kinds, and were induced to try this famous flour and continue using it Because they like it better, Because it makes better bread, Because it makes more loaves Housekeepers are never disappointed JUDSON GROCER CO. The Pure Foods House Wholesale Distributors GRAND RAPIDS, MICHIGAN 32 MICHIGAN TRADESMAN January 5, 1916 THE MAIL ORDER TRADE. How the Regular Merchant Can Cap- ture It. Written for the Tradesman. Volumes have been written on why the trade that has gone to the big mail order house has not remained with the small town merchant. City orators have told commerical organizations just how this trade could be kept at home—and still the mail order houses are growing, reaping the harvest that rightfully be- longs to the local merchant. Having been in the newspaper bust- ness all my life and coming face to face with the problems of the retail dealers in the smaller towns, I have formed many plans through which | believed that the evil—for mail order trading is really an evil—could be over- come. At first all these plans included the formation of a store keepers’ or eanization, working together against the farmer and small town buyer who sending his money to the Later | decided that the solution of the problem has been Chicago mail order houses. does not lie in such an organization. Not but what an organization of this kind helps in a way by educating the buyer in what the sending away of his money really means to the community and what it would mean to each indi- person in the com- widual it every munity should trade entirely in_ the larger cities. Too many times this is the keynote of the professional com- mercial club speaker, “Education and Co-operation,” between the dealer and his customer. But in these addresses the customer is always the one who needs the education—never the dealer and the actual facts are that it is. the dealer who has not kept up to the times rather than his customer. Let us for a moment look the matter What is the cause of the mail order house success? The squarely in the face. mail order houses have no better goods than the local merchants and a great many of their “special” bargains are on culls and seconds and yet they se- cure as good prices as the local dealers and get cash with the order. Havine a keen interest in this sub- ject I once interviewed an employe in the accounting department in one of the large mail order houses. I was interested in finding when the greatest proportion of the orders were received and was not at all surprised to learn that during the winter months the trade was much larger that at any other sea- son and that just before the opening of farm operations in the spring the business was also very heavy. This is, of course, accounted for by the cata- logue, containing illustrations and prices of most of the goods used in the aver- age home. There is something attrac- tive about a catalogue of this kind and the comparison of prices of the various srades that are offered for sale. To the customer who is interested, the location of the store from which the catalogue is issued has no bearing— and it is in this that the local dealer can if he will, secure the trade that be- longs to him, that of the present mail order buyer. But the average store keeper com- plains that he cannot issue such cata- logue as this—that there is not enough profit in his business to justify this ex- penditure. the statement that advertising is a waste of money and that the customer really has to pay for this advertising either in quality or in price. Those who feel There are others who make this way need read no farther in this article unless they are willing to be con- vinced that they must meet the mail order house as an advanced method of salesmanship and marketing goods. Getting the goods to the final con- sumer is as much a part of the cost of an article as the actual making of the article and if advertising makes the goods reach the consumer quicker than the old methods did it is reducing cost, an advantage both to the consumer and to the dealer. We cannot but accept as a fact that the success of the mail order house is through the catalogue they issue. These concerns have no other salesmen and no other way of selling and so there is no chance for debate or argument on this fact. And another undebatable fact is that their through customers are secured advertising—there being no other way for these distant houses to secure the names of prospective cus- tomers, Based on the acceptance of these two facts | am presenting a plan that I have seen followed with very satisfactory results, in one case the merchant being in a location where all of the other business men in the town laughed at him. But, as he said to me one day, “Tf people will send three hundred miles to Chicago for goods why won't they come three blocks from the main street of this town to me, if I go after their trade the same as the mail order houses do?” And he proved that they would, with the result that where his was the only business house on his street seven years ago there are now a dozen or more, located there so as to catch some of the trade that is going to his store. This merchant's plan was very simple. Whenever he bought a bill of goods, especially from the manufacturer, he secured, if it was possible, an ap- propriation for advertising and also illustrat- several electrotype cuts ime the article or articles he had purchased, no matter how small or how large these articles might be. He was a regular advertiser with the newspapers of his county but he worked to a plan in this as well as in everything else he did and he was not afraid to leave one of the newspapers out of the list if the rate was too high for the circulation of the paper or the class of its sub- scribers. A rainy or a dry season made little difference to him because he work- ed months ahead in his plans and he put his main efforts on the goods his customers needed rather on those they could, if the season was bad, get along without. His planning began with the buyin: of his goods. If he could: not get a price that would meet competition he did not buy but tried another facturer or manu- wholesaler. He used a want list and while he was buying he did little else, believing that a man can do only one thing well at a time. His buying completed, he devoted his time to the preparation of a catalogue, using the cuts and advertising matter that had been sent on by the manufacturers “oeneral in advance of the goods. He put the prices in plain figures and sold only for one price, except that he sometimes sold on time but always on a note at the current rate of interest. His cata- logue, of course, did not compare in size to the mail order catalogue and he used the smallest cuts he could get, many of the articles not being illus- trated at all. Al! of the goods quoted in his catalogue he kept in stock in his store so there were no long waits, so common with the “stock catalogues” one sees sometimes. The copy for his catalogue complete, the dealer called in the printers and asked for bids, explaining that if he could not get satisfactory prices he would do as the farmers were doing, seek elsewhere. The result was a sat- isfactory price and the first order for 5,000 thirty-two page catalogues was given, the printer heing instructed to hold the page forms, or in the parlance of the printer, “keep the forms stand- ing,” this being done so that more cata- logues could be printed if desired and also to save cost of composition on the next catalogue issued. The next step in his plan was the preparation of copy There were two daily papers in his county seat town but his advertisement appear- ed only in the Thursday issues, except during holiday seasons when he made special sales of seasonable goods. No advertisements” ever ap- peared over his signature plate. Each for his newspaper advertising. advertisement described ticular article salable at that par- instance, just season some par- ticular season. For before the fruit his advertisements told of the con- venience of having plenty of utensils of the proper kind on hand and_fol- lowed with the description, size and price of each article, also always re- ferring to his catalogue and the page on which other articles in this class canning appeared. “But,” you will say, “I cannot do this because my competitors would take advantage of the prices I quoted and quote a lower price.” Not if you have bought right and planned right. Some of the down town merchants tried this with my friend Brown but the only satisfaction they got out of it was to see the farmers, and townspeople as well, go past their stores and make their purchases at Brown’s—and then they sat back and said that it didn’t pay to advertise, when the facts were that by copying Brown’s advertising in the papers they were advertising Brown and not themselves. Brown is to-day doing more business on his out of the way street than half of the other merchants in his town put together and dozens of his customers have told him that they sent away for most of their goods until he began to issue his catalogue. And yet among the merchants he is the most unpopular man in town and recently when a meet- ing was called to discuss ways and means for keeping the farm trade at home he was not invited in the town who had solved the prob- lem. The solution of the mail order prob- lem is with the merchant individually and he can secure for himself the trade that is going out of his county if he the only man will go after it in the right way. It is not an easy task and unless you feel that you can go all the way with it do not undertake it. There are few mer- chants I have come in contact with who could not duplicate Brown's ef- forts if they will put the time to it. Make every part of your plans first, before you tackle the job. Read your trade papers carefully and watch for ideas that will help your plans. every advertisement in them so_ that Read you will be posted on prices and quali-* ties, keeping in mind that your buying is really more important to you than your selling for if you have bought right the selling will be easy. You are on the ground floor and you know your customers and their needs so you should be able to give them what they want better than some concern several hundred miles away. You make the traveling salesman convince you; why should you expect your customer to put such an unlimited faith in you? Meet business conditions as they are and trade that is now going to the mail order house will remain with the coun- try merchant, to be used in bettering the community in which you and your cus- tomer live. Wilbur E. Warr. ———_.-2-. “Flesh Reducer” Fails to Convict Food Specialist. Dr. Wiley has won a distinct victory over the “patent medicine fakirs” in the Supreme Court of New York. It ap- pears that the doctor was sued by Mrs. Jean Downs Abernethy Bishop, a “flesh reduction specialist,” for damages of $50,000 because the doctor had claimed that her “get slim’ specialty was not only worthless for the purpose named, but dangerous to health. The doctor had made this statement in the columns of Good Houekeeping, of which he is an editor. The doctor said that the compound contained citric acid, sugar and color- ing matter. Mrs. Bishop sued, claim- ing that it was tartaric acid and not citric, that she had used the compound without dangerous results and had _ re- duced her flesh. But in the testimony at the trial the doctor insisted that the only way it would reduce flesh was through digestive derangement and un- healthful emaciation. el A Daring Feat. Snooks was one of those conceited, make-believe, bold hunters, and was always spinning his yarns about his experiences in Africa, and he general- ly wound up by saying he never yet saw a lion he feared. One night, after he had finished yarning, he was a little taken aback by one of his audience, who said: “That’s nothing. JI have lain down and actually slept among lions in their wild, natural state.” “T don’t believe that. said the bold hunter. “Tt’s the truth, though.” “You slept among lions in their wild, natural state?” “Yes, I certainly did.” “Can you prove it? African?” “Well, not exactly African lions. They were dandelions.” ———————— Many a good story has been spoiled by sticking to facts. I’m no fool,” Were they ' January 5, 1916 MICHIGAN TRADESMAN United Light & Railways Company CHICAGO GRAND RAPIDS DAVENPORT Operating and Financial Management of Public Utilities Companies Supplying, Without Competition of Similar Service Gas Service to a Population Aggregating . ‘ . 332,000 Electric Light and Power Service to ‘ ; ‘ 199,200 Street Railway Transportation Service to . ' . 219,429 Interurban Railway Transportation to . ‘ ; 455,653 Steam or Hot Water Heating Service to . ' . 80,630 The total combined population served by the Subsidiary Operating Companies was 350,272 in 1900 The population of these communities increased to 466,441 at the Federal Census of 1910, or over 33 per cent. Official State or City enumeration of the population in 1915 shows a total population at date of 038,117, or an increase in the five years since the 1910 census of over 15 per cent. The growth of the business of the Subsidiary Companies has been at a more rapid rate than the growth of population in the communities served, due to progressive business methods, and to constant improvement in, and extension of, the services rendered. Gas for Cooking, Heating and Lighting Electricity for Power, for Light, and for Cooking and Heating Transportation to and from Home and Work, and for Pleasure T rips Central Heating for Business Buildings These are all necessities of modern business life For this reason the earnings of the companies supplying such service are but little affected in times when ordinary business and industry are slack. It is the better understanding of these facts which is attracting the attention of Prudent Investors to the securities of stable Public Utilities Companies, such as United Light & Railways Company The First and Refunding 5% Gold Bonds of this Company are exceptionally well secured. The First Preferred Cumulative Stock, on which dividends have been paid at the rate of 6% per annum since the organization of the Company, will repay the careful investigation of the investor who desires a larger yield than can be obtained from First Mortgage Bonds. We have detailed information concerning the Operation and Earnings of this Company, which we are pleased to place at the disposal of inquiring investors. HOWE, SNOW, CORRIGAN & BERTLES KUSTERER, HILLIKER & PERKINS 535-537 Michigan Trust Bldg. 205-207 Michigan Trust Bldg. Grand Rapids, Mich. Grand Rapids, Mich. ALLEN G. THURMAN & COMPANY 137 Michigan Trust Bldg. Grand Rapids, Mich. 34 MICHIGAN TRADESMAN — Style the Stumbling Stone of the Salesman. A short time ago | overheard a prom- inent traveling shoe salesman say that style is the only thing that sells shoes I agreed perfectly with this statement, and yet in my mind and his nowadays. were two distinctly different ideas on the same subject. It struck me_ then that the average retail shoe salesman, as well as many buyers, have the same idea in their minds as had this travel- ing man, on account of the great de- mand from our fashionable American public for the latest novelty footwear. The salesman believes in novelty foot- wear to get business, to hold business, to build business, to make money. This thought occurred to me. Is style the stumbling stone of the retail shoe salesman? Is style the reason he shows so little interest, that he becomes just a money taker for the house de- pending on style to sell the shoes re- gardless of fit? We know that the salesman who fails to collect or make his sale, must answer disagreeable ques- tions that, in his own language, make him sore, so if a customer is willing to buy a shoe that does not fit, he is prone to follow the line of least resistance, and take the customer’s money. Is style responsible for the prevailing lack of knowledge of the make-up of the human foot, and how it should be fitted? To my mind, right is right; wrong is wrong. It is right to sell a customer the right shoe for his feet, it is wrong to sell him the wrong shoe without telling him the truth. The retail shoe salesman will say he is looking for something better but few wake up to the fact that they are simply money takers and not salesmen because they do not know how to fit feet cor- rectly. They sell shoes because they are the latest thing out, but they lack the knowledge that would convince the average customer that fit and comfort are paramount to mere noveity. A sales- man who possesses this knowledge, and is backed by his house with a complete line of bread and butter, staple all-the- year-round styles, will make his sale and a satisfied customer, to the mutual advantage of the house, the customer and the salesman. If he lacks either the knowledge or the co-operation on the part of the house, or both, the cus- tomer goes to the next store probably. Fit, not style, builds the firmer founda- tion for a_ retail Snappy. stylish, latest fashion shoes make a nice business. ‘window display, and draw many cus- tomers into the store. That is good business. Knowledge of the human foot sells the vast majority of such cus- tomers, regardless of style, if the sales- man knows how to fit feet. After al: every shoe in the store is a style, get the point, and the “best style for each individual foot’ should be the real sell- ing talk. Some of you doubtless differ with me on this point, but have you doubters considered that a vast number of shoe wearers have passed through the hands of ‘‘money-takers,’ and have While the sufferers perhaps do not realize it, and suffered in consequence? are still apparently hunting style, when in the hands of a capable know-how salesman they will sacrifice a certain amount of style for comfort and after a trial will come back for comfort, time and time again. So you see from my point of view a real salesman can also be a real money taker if he possesses Style will not force him to lose his sale if he can fit the foot and convince the customer of the real foot knowledge. service he has done him when he has given him a proper fitting shoe. Almost everyone who has not found the know-how salesman suffers from some foot ailment. A knowledge of the human foot is essential if a salesman is to find this trouble and make it a founda- tion for his selling talk. Let a salesman tell a customer that his feet hurt him, and go into detail of the various stages of suffering he endures in the course of the day, he has both practically and theoretically speaking touched a “sore spot” and one that the customer will appreciate having healed. Then, if the house carries the bread and butter styles in all sizes, the salesman can make good. Style brought the customer in. Applied knowledge sold him and made him, very likely, a permanent customer. This is human interest, education, store service and efficiency, the foundation stones of good business, combined to make har- mony. To illustrate that this kind of sales- manship exists, although in its infancy, let me cite a case. A girl, about 17 years of age, who had a strong desire to be well-shod, came into the store one day and asked for a pair of the snappiest shoes we had on display in one of the windows. I was out of the size and could not fit her. No other style would do—prospect, no sale. After a careful examination of her feet I came out with the flat statement, “You have fallen arches and joints that are enlarg- ing. You are too young to take any chances with your feet by wearing the shoe you asked me for. I can give you a shoe now that will cure this trouble. A few years from now, if you continue SAOES THE LINE OF EASY SALES The Ideal Shoe From a Dealer’s Standpoint H. B. HARD PAN SERVICE SHOE There are also thousands of wearers who consider them ideal. They are the most satisfactory service shoes to wear and sell. If you want to swell the “Net Profit’? column and the “Satisfied Customer’’ list during 1916 sell H. B. Hard Pan Service Shoes. Every retailer knows that the more “steady customers” he can obtain the more solid his business will become. There is no shoe to-day whose construction requires such high grade material and such infinite care in the making as the H. B. HARD PAN Shoe. All this care in the selection of material and in building the shoe is taken to the end that the finished product will give the utmost satisfaction to the wearer, and make him a “steady customer’ for the retailer furnishing him the shoe. Think what an agency for this line means to you in protection and profit. THEY WEAR LIKE IRON Herold-Bertsch Shoe Co. Manufacturers of Serviceable Footwear Grand Rapids, Michigan An advancing leather market con- fronts every Michigan shoe dealer. Purchases made some time ago will enable us to continue recent quo- tations for a short time. This means that it will pay you to get in touch with our lines im- mediately for shoes you will need this spring. We propose to make advances only as our supplies at old prices are consumed. Better write for salesman. Grand RapidsShoe ® Rubber The Michigan People Grand Rapids January 5, 1916 January 5, 1916 to wear the shoe you are wearing, you will have to wear plates and a footshape shoe the rest of your life. The right shoe worn for a few months now and you can go back to a better looking shoe without danger. You get up in the morn- ing and your feet feel fairly good, about noon you are tired and your feet ache, by night you have lost interest in every- thing and feel like crying, your feet ache so.” She and the older girl with her exchanged glances. I got the right shoe and fitted her, both feet, without further talk. Then I said, “Now stand on them and see how they feel.” “They feel good! Such a relief!” she exclaimed, “I’m going to wear them home.” I told-her to wear them all the time except when dressed for dancing or a party. She declared she didn’t want any more foot trouble, and intended to do as I advised. After a few months she came in again and said, “I’ve worn them all the time. Now what do you say? I’m going to take the shoe you want me to wear.” After an examination of her feet | found that nature and the right shoe had done their duty, and told the young lady she could have a pretty good looking shoe this time. She looked hap- py, and the girl friends she has sent to me from time to time prove that she is still happy and satisfied. I took this method of making a sale. It was a sad fact—a young girl with the best part of her life before her being crippled for the sole purpose of making a sale. Good business demanded a sale; my interest in humanity demanded that it be the right kind of a sale; education, with ap- plied knowledge, came to the rescue, and made the sale harmonious. Style faded into the distance to hide behind applied knowledge. Fit became the para- mount issue. Result a service to human- ity. Many volumes have been written on how to fit feet. I cannot tell you how to fit feet. Every customer places a different pair of feet on the fitting stool. Knowledge of the bones, muscles and ligaments, taken in conjunction with the weight, nerves and temperament of the customer, will give you an idea of the displacement of the bones in the in- dividual cases, and point to the shoe necessary to remedy the trouble. “Great oaks from little acorns grow.” From a small beginning you can build, stone by stone, a great store of knowledge of feet, of your business and of yourself, thereby attaining the confidence requir- ed to perfect yourself in your calling. You cannot expect to be able to con- vince others if you yourself are not sure of the ground you stand on. When I first became interested enough to study the formation of the foot I had an experience that nearly took me off my own feet. I had reached the point where I knew, or thought I knew, that there are twenty-six bones and joints in the human foot, and that when any one of these bones and joints were cramped or hindered in any way trouble was sure to follow. About this time a customer came in wearing a pair of foot-shape shoes that we had sold him. They appeared to fit perfectly. Without any talk about style I proceeded to duplicate the shoe he was wearing. The customer, however, suprised me by ask- ing for the last shoe in the world he MICHIGAN TRADESMAN 35 should wear. He had a short, thick, flat foot and wished to try the latest pointed toe. I got it, fitted him as well as I could, and then told him it was not adapted to his foot and it doubled the two little toes under, I then start- ed to parade my knowledge, telling him that there were twenty-six bones and joints in the human foot and that when you retard any one——. At this point he sat straight up and said, “I’ve got you there. I’m a physician.” Well, if some one had hit me with a brick when I was not looking I couldn’t have been more taken back. I was sure of all of my statements as far as I had gone. 3ut to go farther was beyond me. How- ever, I came back at him like a flash. I had had an inspiration. “Am I right or wrong?” TI asked. For answer he said, “I'll take the foot-shape shoes.” Believe me, I’d had my lesson. I swore off until I was sure of my ground. When I became sure of myself it was fun to start something for the sake of getting points, and they are all around you if you are gunning for them. Once again it was style that brought the customer in, and a slight knowledge of feet that won the day for comfort— H. E. Currier in Shoe Retailer. —_~+~-.__ Boomlets From Bay City. Bay City, Jan. 3—The large general store of Everett E. Dougherty, AuGres, was totally destroyed by fire Thursday night. The loss on stock is $7,000, with a loss of $2,000 on the building. There is only a small insurance. lhe North American Chemical Co. is rushing work on its large new fire room. Seven large new steel boilers will also soon be installed. E K. Shoukwiler, of Terre Haute Council, No. 188, succeeds Joe Jenkin- son, who has been covering the territory on the Mackinaw division of the M. C. Railroad, north of Bay City, for Armor & Co. He expects to make Bay City his headquarters. If so, he will move his family here _ J H. McRae, Boyne City, succeeds Ora Lynch, who represented the Alert Pipe & Supply Co., Bay City, for the past two years in Northern Michigan. _C. E. Gould, formerly with the Gustin, Cook & Buckley branch of the National Grocery Company, this city, and for the Past year representing the Sommers 3ros, Mitch Co., of Saginaw. in the West, spent the holiday season visiting with Harry Zirwes, of Saginaw, and Fred G. McClay, of Bay City. He left Sunday night for Denver, Colo. Mrs. Gould will remain in the city for an ex- tended visit Dan McCuaig who succeeded Maurice Quinlan,, formerly with Symons Bros. & Co., Saginaw, has moved his family from Oscoda to Saginaw for the winter. Walter Jones, who for the past ten years has worked the territory north of Bay City for John Carroll & Co., has taken a position in the office and is suc- ceeded by Fred Noel Walter, it is said, will be greatly missed by his friends on certain parts of his territory on the D.& M. W. T. Ballamy. ——~--.—___. Not in the Army. “An exhorter at a Negro revival went from pew to pew saying: “‘Jine de army! Yo’ must jine de army of the Lawd? “One man, however, replied to the exhorter: ““Ah has jined de army, pawson.’ “Whar’d yo’ jine?’ said the ex- horter. “‘Ah done jined de Baptists.’ ““Huh,’ said the exhorter, ‘yo’ hain’t in de army, den—yo’s in de navy.’”’ What Can I Do to Make 1916 A Banner Year in My Business? Every dealer—progressive and wide- awake—is asking himself this question now at the dawning of a new year. Here is a hunch: Line up with the Hirth-Krause organ- ization. We are centrally located, making pos- sible quick deliveries when goods are wanted with a rush. We are not only manufacturers of shoes, but tanners as well, and can furnish values in our shoes that you will appreciate, and that will win you business against keen competition. We want a dealer in every town. Drop us a card and our salesman will call with samples. Hirth-Krause Company Hide to Shoe Tanners and Shoe Manufacturers Grand Rapids, Mich. = R.K.L.“Foot Ease Shoes” The Comfortable Kind Made Expressly For Tender Feet No. 8271—Men’s Vici Kid Bal, Best Quality; Flexible Oak Sole. Goodyear Welt. SOFT TIP. Let us send you a sample case of these shoes You will find them quick sellers Rindge, Kalmbach, Logie Company “Makers of Shoes that Wear” Grand Rapids, Mich. 36 ~~ = =A WVR ernie é; — — = —_ = 5: — = Importations Almost Suspended in All Pile Fabrics. The shortage in all pile fabrics is so widespread that it affects velvet, corduroy, velveteen and plush, par- ticularly the first two named. If buy- ers had not given such carefully par- ed-down and late orders at the com- mencement of the season expecting the manufacturer to stock up, this condition of shortage could have been somewhat ameliorated. It is esti- mated that a large proportion of pile fabrics ordered last fall have not yet been delivered. This has been the result, in a great measure, of the dif- ficulty with dyestuffs and tussah silk On spring orders, many mills are cut- ting down allowances; others demand that half of the order shall be in white goods, corduroy. ___ Simple Subtraction. Elsie Janis, in a discussion of stage life, said at a supper at Sherry’s, in New York: “A school teacher was once ex- plaining an arithmetic lesson to a class of little girls. ““In subtraction,” he explained, ‘everything must be of the same de- nomination. For example, you could- n't take two oranges from three ap- ples, nor five sheep from seven cows, nor—’ “But here a little girl interrupted the teacher solemnly. ““My sister, what’s a chorus girl,’ she said, ‘took a diamond from a lob- ster once.’” 37 EVEREADY FLASHLIGHTS are quality goods made for ser- vice and guaranteed to give it by the largest manufacturers of flash- lights in the world. The dealer who sells EVER- EADY'S is helping to build up confidence in his store through the satisfaction which these goods give. We can make immediate deliv- eries of EVEREADY Flashlights, Batteries and Lamps; write us to- day for full information. 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 Our salesmen are out with complete sample lines of spring merchandise and will soon call on you. Paul Steketee & Sons Wholesale Dry Goods Grand Rapids Michigan Franklin Carton Sugar Is Made From Sugar Cane ‘ Don’t forget to tell your customers that FRANKLIN CARTON SUGAR is made from SUGAR CANE, because there is a decided preference for cane sugar on the part of the consumers and that makes it easier to sell. It is also true that FRANKLIN CARTON SUGAR is refined by the most modern processes, and then packed in the substantial cartons with the head of Franklin printed in blue on them, and sealed against dust, dampness and insects. It therefore comes to you as the sweetest, cleanest, daintiest sugar you can offer your customers, and the ready-to-sell cartons save you time and prevent loss by overweight. Original containers hold 24, 48, 60 and 120 Ibs. FULL WEIGHT of all CARTONS and CONTAINERS guaranteed by us THE FRANKLIN SUGAR REFINING COMPANY Philadelphia 38 MICHIGAN TRADESMAN AUTOMOBILES AND ACCESSORIES True Meaning of Service. Too frequently it has been declared that the word service with some busi- ness is just so much The word has carried so many riders that it is all run down at the heels. Its trousers are frayed. Service, as it has been applied to the automobile industry, is something definite. It has been genuinely estab- lished and is given in genuine, def- inite quantities to the motoring pub- lic. The automobile industry—reck- oning the costs of service depart- ments at the factories and the nation- wide maintenance—now invests sev- eral millions of dollars every year in this good will quantity. The manufacturer and the retailer of the American automobile do wish the motor car owner to have the ut- most pleasure, utility and satisfaction has invested. In conversation. for the money he no other world industry is the manu- facturers concern with the ultimate owner of the product of such conse- quence. The automobile industry is more and more inclined, now that perfection of motor, of design an:l of refinement have about been attain- ed, to rest its future on service given to the car owner. A better and better performance, a still greater durability, a more team- like power, a more luxurious degree of comfort and delight for the motor car enthusiast—these, the manufac- turer seeks constantly to gain and his avenue of attainment is the road of service. Service efforts are far reaching. They take various forms. The point has been attained where the average man wishing to buy an automobile learns that no matter what part of the Nation he may find himself in, he will be close to an automobile station with free service extending the hand of help at the end of an arm that reaches out in all directions. In fact, this service arm reaches into every civilized country in the world. Service formerly was more or less an indefinite quantity. This was so because the manufacturer and _ his hundreds of dealers had not as yet been able to work out a _ practical method of applying equal service gen- erally. Some of the service plans now in effect required years of painstaking investigations and analyses’ before they became concrete and workable. The plans now are definite, as anyone seeking the purchase of a motor car will readily learn, —_—_ 22> _ Chirpings of the Crickets. Battle Creek, Jan. 3—My letters have been conspicious by their ab- sence. As our worthy nationally ad- vertised lamented citizen used to say, “There’s a reason.” I have been prompted by my wife, scolded by my brother Adams, enquired after by Brother Lewis Steward and asked to “please remit” by E. A, Stowe. I have not been putting on a modern version of Rip Van Winkle and feat- uring as Rip, neither have I been laid up from an auto racer mishap at Palm Beach. Neither am I naturally lazy or indifferent to my duty to my kin and fraternity. Well, cut out the flowers and give us the meat. Well, | am a poor tax paying citizen who has been railing over a large piece of Michigan selling candy and Christ- mas wound up my heart breaking pace for a spell. I want to be represented from now on and will. Little old Battle Creek is still the home of the most congenial co-opera- tive and snug little council of U. C. T.’s in all the broad domain and their Junior Counselor will make a brave, bold attempt to keep you, the mem- bers of our councils and readers of this good old journal, posted on the doings and affairs of our Council and its members and the traveling frater- nity generally. Guy Pfander. —_~++>____ Jaunty Jottings From Jackson. Jackson, Jan. 3—Charles G. Hill, the East Main street, grocer had an attractive window for the holidays. He displayed raw sugar from the Philippines, Sandwich Islands and Cuba. Jackson merchants in general re- port a good business for the holidays and, in fact, throughout the entire year of 1915. Of course, they are looking for 1916 to be even better, for Jackson is growing. Saturday, Feb. 12, is to be a big day for Jackson Council, No. 57. Ini- tiation and executive session in the afternoon, with a banquet and general round up in the evening. Grand Counselor Walter S. Lawton, of Grand Rapids, and Supreme Secretary W. D. Murphy will be guests of honor. Neighboring councils will bé asked to attend. : The Otsego Hotel is to be enlarg- ed this spring and, when completed, will occupy the entire block. Another traveling salesman has taken up Jackson for his abode. Harry Kimball, who sells K. C. baking pow- der, is the man referred to, who with his family have moved into Charles Miller’s house on West Franklin street. Homer Parrish, who is located in Detroit for the Argo Automobile Co., of Jackson, was home with his par- ents on West Morrell street for New Year’s. Will Kelly, overall salesman, is confined to his home with la grippe. Legislation for the classes or the masses—which of these claim the Stephens bill? We wish the Tradesman and all who read it a Happy New Year. Spurgeon. —_2r 2 .___ Sparks From the Electric City. Muskegon, Jan. 3—E. P. Monroe. our Past Counselor, is home spending a week with his family. Brother Monroe is. traveling through the State of TIlli- nois. A protest from the Kronic Kicker, from Mears has been received stating he does not want to be in the same class as William Alden Smith and Dea- con Ellis. He thinks he is way ahead of these gentlemen, The Occidental candy shop is a new institution in Muskegon. A. W. Stevenson has been appointed by the Chamber of Commerce to act on their boosting committee. Muskegon has grown about 7,000 peo- ple for the year ending 1915, but just watch 1916 for a bigger and better Mus- kegon, Our January meeting and banquet will be announced at a later date, Milan Huyser, of Zeeland, has install- ed an up-to-date ice box which adds much to the appearance of the market. Milton Steindler. Timely Reminder. A father, in a deathlike silence, call- ed downstairs to his daughter solemn- ly: “Hannah, what time is it,” January 5, 1916 A pause, and Hannah answered: “Tt’s just quarter after ten, father?” “All right,” the father said. ‘“And Hannah, start the clock again after the young man goes don’t forget to out to get his breakfast.” Auto Robes 2 Muff Robes, 72-inch....... $7.50 3 Muff Robes, 84-inch....... 9.00 Limousine Robes, fancy patterns and plain colors, mohair, $25 00. Sherwood Hall Co., Ltd. 30-32 Ionia Avenue, N. W. GRAND RAPIDS, MICHIGAN LL the advantages of motor truck de- liveries in your business are easily yours at once through the new sell- ing plan of the United Motor Truck Com- pany. If you had heretofore thought of these advantages as belonging to some time in the future this plan will make it a part of the immediate present. As to the satisfaction and consistent day in and day out use a United Motor Truck will give you, its component parts assure that—multiplied as many times as there are units in the truck. For each one is standardized and of proven ability in the service it undertakes. Write now while you have it in mind and find out what this new idea is. Ghe United Motor Truck Company GRAND RAPIDS MICHIGAN 2-2%, 3%-4, 5-6 Ton Trucks all worm drive oil for the cheapest car. 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 or carbonize. It is the best oil for the high grade car, and the best WRITE FOR PRICES AND PARTICULARS The Great Western Oil Co Grand Rapids, Michigan January 5, 1916 MICHIGAN TRADESMAN Elgin Motor Car Corporation GENERAL OFFICES: Suites 1314-1318 Consumers Building. Chicago, U.S.A. Factory: 63rd St. and Archer Ave., Chicago WESTERN MICHIGAN DEPARTMENT / 628 Michigan Trust Building Direction of A. H. Nienow and F.C. Anger, Financial Agents OFFICERS: FREDERICK L. BROWN, President. C. 5S. RIEMAN, Vice President. W. G. KNOEDLER, Treasurer. J. JEROME KLUGE, Secretary. DIRECTORS: FREDERICK L. BROWN, Partner Crandall & Brown. President, Lumberman’s Mutual Casualty Co. Vice President, National Hardware Lumber = => —_ aA - we \é — = = = = > ens: = - = 2 ee = | Z k : - = S a e —_— - —_' - Sateeeds SS Sa Wie: a p we a pl, Se = a J ity Wiig (( (Ass Saas QU Ay = |F-— Q\\ —“~ = 1 iors ; f ‘iB Grand Council of Michigan U. C. T. Grand Counselor—Walter S. Lawton, Grand Rapids. Grand Junior Counselor—Fred J. Mou- tier, Detroit. Grand Past Counselor—Mark §S. Brown, Saginaw. Grand Secretary—Maurice Jackson. Grand Treasurer—Wm. J. Devereaux, Port Huron. . Grand Conductor—John A. Hach, Jr., Coldwater. : Grand Page—W. T. Ballamy, Bay City. Grand Sentinel—C. C. Starkweather, Detroit. Grand Chaplain—F. W. Wilson, Trav- erse City. Grand Executive Committee—E. A. Dibble, Hillsdale; Angus G. McWachron, Detroit; James E. Burtless, Marquetze; L. N. Thompkins, Jackson. Next Grand Council Meeting—Traverse Citv, June 2 and 38, 1916. Heuman, Wafted Down From Grand Traverse Bay. Traverse City, Jan. 3—William ©’- Neil formally with the International Harvester Co., and Robert Beckinger, a farmer from near Paris, some time ago purchased a two-thirds interest in the Coakley Hardware Co. of Her- sey, and, we are glad to say, they report a good business. Mr. O’Neil’s experience as a traveler on the road and Mr. Breckinger’s practical knowl- edge of farm tools should, and we believe will, create a business that Hersey will be proud of. We wish them a prosperous New Year. The convention committee havinz charge of the entertainment part of the programme are getting their plans mapped out and many special features will be added to the 1916 convention. The committee is very anxious to find out just how many of the councils are going to have ball teams at the convention, and would be pleased to hear at the earliest possible moment from each council. Would like to have the secretary write the chairman of the entertain- ment committee, S. B. Taylor, 533 West Eleventh street, Traverse City. Residents of Kingsley were great- ly shocked Friday morning by the death of one of their citizens John R. Schone, who was burned to death in a hotel fire in Traverse City. The fire was discovered about midnight Thursday and the alarm sent in. By the time the fire department arrived, the building, which was an old frame structure, was enveloped in flames. All of the guests except B. F. Powers and Mr. Schone escaped. Mr. Kin- ter, the proprietor, lost his life in trying to save the two men. Mr. Schone was a prominent business man of Kingsley, being the owner of a wagon. shop, blacksmith shop and planing mill. We are sorry to note so many failures chronicled in the Tradesman each week and have often wondered whether the traveler, in his rush for business, does not possibly forget to impress upon his customers the most essential thing of business—the neces- sity of making a profit on his goods. Too many business men fail to ac- curately estimate the cost of their articles. If they sell a plow for four- teen dollars that cost them twelve they figure they have made two dol- lars. They lose sight of the fact that at a low estimate it costs 15 per cent. to do business. Any man who will keep a.strict account of all of his expenses—insurance, taxes, interest on capital stock, fuel, lights, help, his own time, depreciation, bad accounts, rent, etc—will find that he is doing a very conservative business if he keeps it below 15 per cent. Then, if we are to know our real profit, we must add 15 per cent. to our pur- chase price, all above which is the real profit and should be about 10 per cent. If all business men would follow this rule strictly, I do not think there would be so many _ business men in the bankruptcy courts. When a customer tells you he can get an article for less than your price from a competitor, don’t think you are losing anything if he buys it of this competitor; you can’t lost what you haven’t got and the quickest way to get a customer out of business is to let him do business without a profit. 3e careful in granting credit. When a customer comes in from an adjoin- ing town, or from your competitor, and tells what a grafter your com- petitor is or that the dealers in his home town are a bunch of cut throats, that he knows you are a good honest fellow and wants to get trusted for a bill of goods, go slow. He may be honest all right, but better call up the bank before he gets the goods. Don’t tell the customer you are sell- ing goods without a profit. He won't believe you anyhow. Tell him you must make a fair profit if you are to stay in business and pay your share of the taxes and buy your share of what the farmer raises. The farmer, if he knew in the spring, that potatoes were to be 20 cents per bushel, would not plant any; he expects to make a profit on his farm or he would quit farming. He may not make a profit every year. He takes his chances. Same with the dealer—he can’t make a profit on everything. He will get things that do not sell readily on which he will lose money to get rid of. The dry goods manufacturer makes a great many styles of cloth which the designer has recommended but does not meet with public ap- proval and does not sell. The imple- ment manufacturer makes hundreds of machines on which he expects great sales, but finds, after manufac- turing, are not practical and they are never put on the market; but we all expect to make some money or we would change our vocation in life. You will find, when you put the proposition to a customer squarely, there are not many who are not will- ing to live and let live. E. C. Knowlton and family spent Christmas with relatives at Alden. We are informed that some of his pipes bursted and would like to know whether he called a doctor or a plumber. Traverse City’s new shoe factory will be ready to start next week. This is a good addition to the many Trav- erse City industries. It is equipped with all the latest improved machin- ery, having nearly fifty sewing ma- chines propelled by electric motors. and will employ about 150 hands to start with, Let all U. C. T’s make at least one New Year’s resolution, and let that be that you will attend every U. C. T. meeting during 1916. F. W. Wilson. The Artful Dodger. During the trial of a case in a Philadelphia court it became neces- sary to take the testimony of a cu- riously reserved witness. “What do you do?” asked the law- yer having him under examination. “IT am very well,’ was the unex- HOTEL CODY EUROPEAN GRAND RAPIDS, MICH. Rates$l and up. $1.50 and up bath. = Dees Heewer Snyder’s Restaurant “T am not asking as to your health. i a 41 North Ionia Ave. I ce . snow what you do. 4 Doors North of Tradesman work. : : “Where do you work?” Special Dinners and Suppers 25c “In a factory.” “What kind of a factory?” ' “It is a rather large factory.” ; “May I venture to enquire what Hotel Charlevoix you make in the factory?” : “You want to know what I make Detroit in the factory?” EUROPEAN PLAN “Precisely. Answer without fur- Absolutely Fire Proof ther circumlocution. Tell me what you make.” Rates, $1 for room without bath: “I make $10 a week.” $1.50 and upwards with bath. —_—_+~--___ ; An air of abstraction isn’t breezy Grinnell Realty Co., Props. enough to fan a spark of genius into H. M. Kellogg, Manager a flame. Oe) Bryant Hotel Park Place Hotel Flint, Mich. Traverse City, Mich. $2.50 AND $3.00 The leading all the year ‘round PER DAY hotelin Northern Michigan. All Hot and Cold Running Water in ee All Roome All outside Rooms. Rooms with Bath pen Dek C. H. BLISS, Proprietor W. O. HOLDEN, Mer. GRAND RAPIDS Rooms Without Bath $1.00 With Bath (shower or tub) $1.50 Meals 50 Cents Union Station v Fire Proof Frank W. Brandt OR the visitor in Grand Rapids there is no hostelry better equipped to make the stay pleasant than this one. Every hotel convenience is present here plus certain other features of entertainment and ” Cafe service that are of the real “big city” sort. You can be as comfortable as you wish at the price you feel you can afford to pay. Management, Joseph E. Bureau January 5, 1916 GONE BEYOND. Death of Wm, Connor, the Veteran Clothing Salesman. William Connor, the long-time clothing salesman, died at his home at Marshall, aged 76. Mr. Connor was born in 1830 at Wakefield, England. Private instruc- tion prepared him to enter Queen Elizabeth’s College, where he was educated under the Rev. Dr. Carter, at that time the distinguished head of that instituion, from which he was duly graduated. Brought up on such influences, he early turned his attention to work that was both use- ful and good and the first appoint- ment he received was that of Super- intendent of the Infant Sunday school of the Church of St. James, a step- ping stone, as it proved later, to Gen- eral Superintendent and Treasurer, positions which he held for many years. He also filled, to the eminent satisfaction of those who elected him, the office of Rector’s Warden, as well as that of Secretary, of St. James’ Temperance Society and was also honored by being one of the first members of the English school board. In 1854, he took the degrees of Free and Accepted Masons and sub- sequently became a member of the Independent Order of Odd Fellows. Manchester Unity, Foresters and Druids and Shepherds. Years before his only surviving brother had taken up his residence in Boston, Mass., and in 1879 Mr. Connor came to the United States to visit him. Here the usual again took place. He liked America, he liked his American cousins and he decided to take up his abode with them. This conclusion reached, he brought for- ward the recommendations that those who knew him were only too glad to furnish and he soon secured a posi- tion to travel in Michigan for the firm of Michael Kolb & Son, clothing manufacturers of Rochester, N. Y., whom he represented in this State for nearly a quarter of a century. In 1880 chance and circumstance brought Mr. Connor to Marshall, Mich. From the moment he stepped into her confines he was_ pleased. Whether there was a fancied resem- blance to the old city that had sprung up in the English meadows and spread over them, whether something about the welcoming streets that gave him a kindly greeting touched a re- sponsive chord in his English heart has never been known, but he liked the place and stayed there. Happily married and settled, he be- gan life in earnest as an American citizen and the many friends he made, whenever the thing was possible, de- terminedly pushed him to the front. He was the most popular man in town and, lest he should forget it, they gave him a gold headed cane as a testimonial of the regard they had for him. The city needed an Alderman—he had just the build for that official—and in 1889, he took an honored place among the city fathers of Marshall. Trinity Episcopal church wanted a vestryman and who so well as this man, with his church tra‘ning and church experience, could perform MICHIGAN TRADESMAN the duties of that office? Indeed, they all wanted him and fortunate it was for all that there was enough of him to go around. “Wilt thou?” said the Benevolent and Protective Order of Elks, Daisy Lodge No. 48, Grand Rapids, Pythias, Lodge No. 540, Owosso, the Knights of Maccabees, the Peninsular Club and the church offices of the Good Shepherd, an church in Grand Rapids, and he wilted. And in them all he showed himself to be the warm hearted, generous, uplifting spirit which those horizon-widening organizations wanted. and would be. Knights of Episcopal knew he As a commercial traveler—thatr touch of the trading world which made this man and the Tradesman the same relations to that Mahomet held to the mountain. “If the mountain will not come to Mahomet, Mahomet must go to the mountain.” For years the mountain of this special branch of trade was stationary and the traveling Mahomets reversed the usual order of things and came to him. For twenty years Mr. Connor had been connected with the same clothing house and for eight months of the year the principal part of his customers came from all parts of his customers come from all parts of the State to Grand Rapids, where at his quarters at Sweet’s Hotel he catered to their wants and wishes. It is one of those rare and remarkable instances which shows, as else so effectively can, that when con- fidence is once established between a salesman and his customers, the im- plicit trust in his judgment and in- tegrity will go where he goes, al- though it be to the very ends of the earth. It would be an easy matter for the writer to end here the brief story of this successful salesman’s life but nothing would be farther from the Tradesman’s purpose. A man, if he is what he ought to be, is something more than a thing that buys and sells for gain. True, there must be a man behind the bargain; but, unless there are mind and manhood behind the man, the ring of the coin that settles the question of exchange is as sounding brass or tinkling con- cerned, signifies nothing. There may be a glittering record of profits and the bank account may reach far into the third period of numbers, but it too often happens that the amount, large as it is, to represent faithfully the influence of which he lives, must drop its significant figures and leave a line of naughts. — >>> ___ G. K. Coffey, the elephantine baking powder salesman, 349 Hollister avenue, is detained at home and will not go back on the road until his wife recovers. She is now in the hospital, ill with bron- chial pneumonia. —_++2—___ Charles S. Rogers has returned home for New Years from Philadelphia and New York, where he was called by his firm for a little holiday outing and general conference — 2+ Idle people spend a good deal of time ‘n calling up busy men who have tele- phones. kin—he held his brethren nothing Status of the Bean Market. There has been quite an advance in the bean market during the past week and receipts from farmers are prac- tically nothing. the over Michigan about 15¢ per bushel. The basis of price to farmers has been advanced all The price of California beans has gone up about 35c per cwt., and, as the there is pretty well cleaned up. near as we can figure, surplus The past week has shown us a nice demand for beans from New England, which is conclusive evidence that New York State is practically out of busi- ness, so far as this year’s crop is concerned. One of our correspondents in Eur- ope writes us as follows: “Over 500,000 acres were planted in The main beans. varieties are but the reds, and an incentive to the cultiva- the prices realized during the crop ending June 30, 1914, which increase of 22,876 acres under red and the year of 14 Notwithstanding the larger area under cultivation, the yield was smaller than in 1913-14, the total pro- humerous, crops are whites and tion of beans was satisfactory resulted in an white beans in and 715. crop duction of white beans falling from 1,158,800 bushels of 60 pounds to 970,- 667 bushels, and of red beans, from 1,530,666 bushels to 1,493,334 “During the fiscal year ended Mar. ob, 1900, | 1.173 050 bushels. bushels of beans were exported from Burma, an in- crease of 61 per cent. over the pre- ceding year. The exports to the United Kingdom amounted to 808,710 bushels and to Japan 267,980 bushels.” Owing to the lack of space, very few beans will go for export from the Unted States this year have had many enquiries and should conditions change so far as shipping However, we is concerned I do not question at all that some this will go abroad. beans from country It is generally believed that some of the large canners of choice beans, having sold their canned beans on contract during the season, have been laying back and refusing to buy the them with the raw stock to pack hope that the market will decline and will soon be obliged to take a few at least to cover these short contracts. Ernest L. Wellman. —_»->—__ Detrot—The Western Paper Box Co. has been organized to manufac- ture paper, fiber, and metal and with an authorized capital stock of $40,000, of which amount $30,000 has been sub- scribed, $5,000 paid in in and $25,000 paid in in property. ———_>+ > The fool theories a man gets in his head cause a lot of trouble when they explode. wooden boxes, crates containers cash 41 Beautiful Tribute to the Late W. F. Blake. London, Ont., Jan. 3—I have read your reference to our mutual friend, the late William Frederick Blake, with pleasure and it is true every word. We were young men together in the seventies when forming our ideas and laying the foundation of a business life and social ties in this city. It was then that I learned his most sterling qualities evinced in a gentleman of the highest standard. We have seen each other and cor- responded all our married lives and you will understand how much I shall miss his kindly interest in all my af- fairs. Your words of his life for the last six months are very true and endorsed, | am sure, by all his friends in your good city. It was my good fortune to see him for two days im- mediately before he died, going over with him our early acquaintance. J felt however, it was the last | would see of my closest friend and I left with a heavy heart his brave wife and family. I often think of the prayer of my old pastor for “God to spare useful lives” and now think that even if Itred had not reached the three score and ten limit, he showed us the per- sonification of a character which was an example to all God fearing men. Grand Rapids has lost one of its best citizens and myself a dear dear friend. Krank E. Leonard. Powers’ January 11-12 Wednesday Matinee Klaw & Erlanger and Geo. Tyler Present George Arliss in 66 . “99 Paganini A comedy in three acts by Edward Knoblaugh Prices 50 cents to $2.00 January 13, 14, 15 Thursday Saturday Saturday Matinee The International Comedienne May Robson In her new comedy “The Making Over of Mrs. Matt’ By James Forbes Friday Prices—Night 50 cents to $1.50 Matinee—25 cents to $1.00 Diamonds $1.00 a Week O. W. Stark, Mer. J J. Thomson Jewelry Co. Watches Jewelry Repairing Michigan Board of Pharmacy. President—E. E. Faulkner, Delton. Secretary—Charles S. Koon, Muskegon. Treasurer—George F. Snyder, Grand Rapids. Other Members—Leonard A. Seltzer, Detroit; Edwin T. Boden, Bay City. Next Meetings—Detroit, Jan. 18, 19 and 20; Grand Rapids, March 21, 22 and 23. Michigan State Pharmaceutical Asso- ciation. President—C. H. Jongejan, Grand Rapids. Secretary—D. D. Alton, Fremont. Treasurer—John G. Steketee, Grand Rapids. Next Annual Meeting—Detroit, June 20, 21 and 22, 1916. Michigan Pharmaceutical Travelers’ As- sociation. President—W. H. Martin, 165 Rhode Island avenue, Detroit. Secretary and Treasurer—Walter S& Lawton, Grand Rapids. Increase Sales by Stopping Leaks. I was talking to the proprietor of a store the other day just at a time when both clerks had gone home and he was left to himself to close up for the night. While this store has only two clerks and one cleaner, the complaints were such as to impress me forcibly, and they will apply equally well to larger stores. The little things that clerks over- look, either through carelessness or thoughtlessness, are more agegravat- ing to the proprietor than almost any other happening about the store, and they tell why so many do not get along any better than they do, but simply hold down jobs without ad- vancement. First, a gentleman came in and wanted some dark cigars of a certain brand. There was a full box of light ones, but the dark box was entirely empty, as the proprietor discovered when he was about to wait on him. The proprietor was naturally ir- ritated in being compelled to delay the customer while he himself had to go to the stock room for a fresh box of cigars of the kind wanted. Due apologies for the clerk’s stu- pidity may have pacified the customer, but time alone can tell whether he comes back again or not. Later on the same day the matches were all gone when another gentle- man wished to light a cigar just bought, which, of course, means more irritation for the proprietor and an- other visit to the stock, which, how- ever, in this instance was close by. Then, again, a customer came in for a chocolate ice cream soda only to find that the chocolate fountain was empty, although there were gallons of chocolate syrup in the large stock container, A lady came into the store for a package of a certain proprietary rem- edy. The clerk who waited upon her looked over the shelf where it was usually kept, but did not find it. After showing her other remedies claimed to be similar and just as good without avail, the lady was about to leave the store in disappointment. It just happened that the proprietor was in the front and pleasantly asked wheth- er she had gotten what. she wanted and whether she was well served, when to his surprise she explained that she had come in for a bottle of but the clerk could not find any, so now she would have to go elsewhere, for nothing - would satisfy. He knew there was a goodly lot in stock, so asked her to wait a moment until he looked in the stock room, and, sure enough, there stood a whole case full. Is it any wonder that that clerk received a good lecture on better clerking? I should say that he was extremely fortunate to be permitted to keep his job. else There were four separate and dis- tinct instances where clerks were carelessly neglecting things which should be in the mind of any one expecting to be of sufficient assist- ance to his employer to be kept on he force with a reasonable chance for advancement. No matter how careful the pro- prietor may be himself, and no matter how earnestly he endeavors to have his clerks follow his footsteps, and no matter how willing they mean to be to carry out all his instructions, there is bound to be a negative reac- tion against the store when these ap- parently little matters are neglected. Every clerk should study the stock in the store room as well as that on the shelf, and see to it that the stock on the shelf is replenished from the store room and kept in sight. Don’t wait until you get a call for some- thing not on the shelf before replen- ishing, but replace as soon as sales, reducing the stock, are made. Keep the soda syrup fountains in your mind and don’t allow any of them to be- come empty. Watch the matches and cigars so that customers will find them handily and without delay to themselves, A great many stores sell the cur- rent magazines and other periodicals and find them a source of consider- able profit; but this proprietor points out how considerable loss is occa- sioned in this department of the store also through careless clerks. Some of these magazines are what is termed returnable, while others are not, and most stores do not have suf- ficient display space to permit their entire supply of magazines to be placed on a table or in a rack at one time. It is well therefore to display most prominently those that are not TRADESMAN returnable, for those not sold become an entire loss to the store. As soon as a magazine is sold out of the rack another one of the same should immediately be put in the vacated space, for if the space is al- lowed to remain vacant a sale is very often lost, even if there may be plenty of copies in reserve, but not in the rack, Then, again, it is not wise to dis- card back number too soon. Better to take care of them for awhile, be- cause there are often calls for the previous months’ issues. So you see the principle of replen- ishing stock promptly is necessary in all departments of the store. No bottle, box or shelf should be per- mitted to be empty of whatever kind of goods it is supposed to hold, and when the last container is taken from he stock room to replenish store space it should at once be reported, so that a new supply may be manu- factured or secured without delay. Goods requiring some delay to secure should be reported earlier. Then don’t forget that little matter of light. How many are careful to turn off the gas jet or the electric light when they are finished in the basement or that dark room in the rear of the store where the reserve stock is kept? The light bill is quite an item to any store and can be kept down to its lowest point with a little care on the part of those using it. A. T. Bliss. — +@— 2. >___ Thirty-Nine Out of Eighty-Seven. Muskegon, Jan. 3—The Board of Pharmacy will hold a meeting for the examination of candidates for regis- tration at the Hotel Tuller, Detroit, Tuesday, Wednesday and Thursday, January 18, 19, 20, commencincg at 9 o’clock, a. m., Eastern time, of the 18th. All candidates must be present at this hour. : : Candidates must file the’r applica- tions with the Secretary at least one week before the examination and must furnish affidavits showing that they have had the practical experi- ence required and furnish satisfactory evidence to the Board that they have completed work in the public schools equivalent to tenth grade. (See sec- tion 10.) When necessary this pre- liminary examination may be taken with the regular examination. Applications for examination and blank forms of affidavits for practical or college experience may be obtain- ed from the Secretary. At the examination session recently held in Grand Rapids eighty-nine ap- plicants presented themselves. Thirty- nine were successful, as follows: Registered Pharmacist. Ernest Bourdlais, Marinette, Wis. Murdock Bruce, Chicago, II. Chas. P. Bundt, Detroit. Lloyd M. Colbath, Saginaw. Frank Edmison, Deckerville. John Fraser, Detroit. Ray S. George, Brown City. R. W. Gibson, Grand Rapids. Oliver H. Grunow, Detroit. Carl Klingbiel, Owosso. Samuel Kaufman, Elizabeth, N. J. Vincent E. Keeley, Detroit. Joseph S. Lewis, Edmore. : A. E. Mazurkiewicz, Grand Rapid- F, A. Mullinex, Decatur. : H. J. Straayer, Grand Rapids. A. W. Stevenson, Pellston. Carl L. Swift, Edmore. E. D. Speckhard, Saginaw. : Carrol R. Smith, Grand Rapids. Roland C, Brown, Detroit. L. R. Filbert, Saginaw. Leo E. Hamel, River Rouge. E. C. Melville, Saginaw. January 5, 1916 L. J. Shalds, Cedar. J. L. Puchlick, Detroit. Registered Druggist. A. H. Breadon, Detroit. Kent Erwin, Marlette. Aevid Freeberg, Grand Rapids. John D. Jones, Caro. Einer H. Johnson, Grand Rapids. Reuben W. Klein, Detroit. Carl B. Loveland, Grand Rapids. John E. Pussey, Jackson. Benj. Susman, Bay City. Lewis C. Stewart, Hadley. John Seaton, Sterling. Percy McKay, Lansing. L .D. Stealy, Charlotte, Charles S. Koon, Sec’y. —— 72> Honks From Auto City Council. Lansing, Jan. 3—Many thanks, Mr. Stowe, for the splendid book. We are pleased to report an im- provement in the conditions of E. H. Simpkins, of the Perry Barker Candy Co. Lowell Hastings, of Evanston, Ill., visited his parents, Mr. and Mrs. F. H, Hastings, during the holiday sea- son, returning to his position this morning. A decided improvement in the condition of Mrs. Hastings is re- ported. C. B. Lott, of our Council, who re- cently moved to Kalamazoo, sustain- ed more or less serious injuries in that city last Saturday. Word comes from Mrs. U. G. Plum- mer, at Wasco, Ill., that Mr. Plum- mer was quite seriously injured a few days ago while visiting in that city. Slippery walks was the cause of the accident, The Pruden auditorium, which is a gift to our fair city by one of its foremost citizens, W. K. Pruden, will be completed early in February. Come on, ye conventons. No other city in the State will have any advantage over Lansing as a convention city. Centrally located, splendid railroad service, clean streets, ample room and an inexhaustable supply of pure cold water. PF. D. Engle (Alma Truck Co.), who returned on Christmas from a very successful trip in the Southern states, leaves this week for an extended trip in the West and will visit the ex- position at San Diego. A $20,000 improvement on the front of the Pruden building will be com- menced in the near future. An apology is due our genial con- ductor for an item which appeared in our letter of two weeks ago with ref- erence to a hunting trip of three members of our Council. Our Junior Counselor, E, P. Oviatt, was the third member of the nimrod party, instead Mel", “‘The highest- rater Invigorator.’’ SEWING CO, For Sale by all Wholesale Druggists January 5, 1916 a ec nen SR eT ee Ne Se en a eS a MICHIGAN TRADESMAN 43 of Mr. Jury, who has furnished an trade papers as well, and we sin- WHOLESALE DRUG PRICE CURRENT — cerely thought that an explanation in The next regular meeting of our our Honks column would not be out ' : Council will be held Saturday vee ut 6) aicce. ‘The dart that i passed Prices quoted are nominal, based on market the day ot issue. ing, Jan. 8. Several candidates for censorship is reasonable assurance ae Acids ae Susterd, tine 16 00@17 00° Ipecac ....... a @ initiation will be present and Dis- that we were correct 1. D. Bullen Ceuie) 04... ustard, artifil 12 — au odron, Gilg. ...,... @ 60 : i Ae Si © Tr 1. ' : oo ; BOMO 2... 4..1., 11 @ 16 Neatsfoot ........ SOQ 90 Kino ..4..c...4. 80 trict Deputy vet 1 Lincoln, of Hills- —— >> >___ Carbouc (1. ..), 1 81@1 85 Olive, pure .... 250@8 60 Myrrh .......... $1 05 dale, will visit the Council in his Quotations on Local Stocks and Bonds. GHEE oc 72@ 80 Olive, Malaga, Nux Vomica .... @ 70 official capacity. Our Senior Counse- Public Utilities. oa wo eee. a \ a oxcllow., ovens hs 1 59@1 65 Opium ....... @2 75 > » . > : ske iba se 9%@ 2 ive alaga, Opium, Capmh.- 90 lor desires oo ee PC i ee & ee eo, Com ee 9G 1 gen ........ 1 50@1 60 Opium, Deodorz’a 2 75 present at this important meeting. Am. Light & Trac. Co., Pfd. 111 114 Sulphuric ...... 4 @ 7 Orange Sweet ..3 00@3 25 Rhubarb ....... @ 70 We have in times past had portions Am. Public Utilities, Com. 40 43 TARARG 4, 63@ 70 Organum, pure .. @2 50 of our correspondence censored by Am. Publie Utilities, Pfd. 72 75 Ammonia Origanum, com’l @ 1 P Editor Stow ss i a - — Paes *Comw'th Pr. Ry. & Lt., Com. 60% 62% Water, 26 deg. .. 7 @ 12 Pennyroyal .... 2 25@2 50 — y 7 eee). sCommth Pr. Re, & bi, Pld. 86 8t Water, 18 deg. ..5 @ 9 Peppermint .... 3 00@3 25 Lead, red dry .. 7%@ 8 lived long enough to see the wisdom pacific Gas & Elec., Com. 5568 Water, 14 deg. .. 4 @ 8 Rose, pure ...12 00@14 00 Lead, white dry 7%@ 8 of such censorship. We admit the Tennessee Ry., Lt. & Pr., Com. 9% 11% Carbonate .....- 18 @ 16 Rosemary Flows 1 50@1 75 Lead, white oil 7%@ 8 c 1, cca > y : : s 7 occasional performance of unneces- Tennessee Ry., Lt. & Pr., Pfd. 42° 46 Chioride ...... 10 @ 25 Sandalwood, os Gute ee bbl. 1 @ 1% f I M. United Light & Rys., Com. 45 49 Bal Le ee a 8 D 5 y ess 2 @ 565 sary functions, as suggested by J. United Light & Rys., 1st Pfd. 72% 75 ; a camne 75@1 00 Sassafras, true Gi Fue ........... Bie & e - yet we have never felt constrained Comw’th 6% 5 year bond 10134 102% ar aT 1 2@1 50 Sassafras, artifi'l @ 60 Red Venet’n bbl 1 @ 1% to send our letters to Detroit for Michigan Railway Notes 100% 102 ir (Canada ... yr 50 Spearmint ..... 75@3 00 Red Venet'n less 2 @ 6 oval Beln | 1j he Citizens Telephone oe Fe ee 6p ........ 90@1 00 Vermillion, Eng. 1 25@1 60 et ere Sotwarding them 10) xeciieen Sugar 96 99 ee Gia Tia Tt 4 00@4 25 Vermillion, Amer. 15@ 20 the Tradesman, i Holland St. Louis Sugar 7 8 Tole ll. Ji) as@t00 Tar USP ......, 30@ 40 Whiting, bbl. .. 11-10@1% Our esteemed brother of Detona- Holland St. Louis ee 8% 10 wecbten aS ae {250% os SER 2 6 i . iticise 4 a United Light lst and Re % Turpentine, less .. @ 70 4 . F. Prepd. 45@1 55 oo ee CHE el Ae a nti hones ie 89 Cubeb ......... - 70 @ we eterarecs, tr. 5 50@5 75 ' Gea es ee : Tish fo. 15 @ 20 intergreen, sweet in reference to the hotel inspection Industrial and Bank Stocks. Juniper (2.01... 8 @ ib) bith 2.2... 450@4 75, Insecticides : and our suggestion that those wh») Dennis Canadian Co. 70 80 Prickley Ash ... @ 50 Wintergreen, art 4 00@4 25 fo tates enone ‘@ 12 were sc St ti i Saas Furniture City Brewing Co 40 50 Wormseed .... 3 50@4 vv aiue Vitriol, bbl. @ 13 q pneu in cri icising ae atte an Globe Knitting Works, Com. 135 140 Wormwood .... 4 00@4 25 Blue Vitriol, less 1@ 20 appointment as deputy hotel in- Globe Knitting Works, Pfd. 98 100 Barks Bordeaux Mix Pst 8@ 10 spector and get busy. We still main- G. R. Brewing Co. . Pe 100 Casta primed dy ae 4 Potassium ae a ] ain tha . roect} is a oe Commercial Savings Ban 220 Cass gon 5 icarbonate ..... 90@1 00 re et tte @ 35 - ari me a, , na good Fourth National Bank 225 Elm (powd. 30c) 28@ 80 LS ipsglcaiagmeh oe a Me Insect Powder .. 30@ 50 cn we Had Be PPOGeHe of Sat) 6G. Mattianel Gly Bank 165 170 Sassafras (pow. 30c) @ 25 jv iromate .. @ fy lead Arsenate +. 8 16 casm when we offered it. Now the GR. Savings Bank 255 Soap Cut (powd.) Parbonate 0 6@ 75 “ime and Sulphur — fact remains that until the Henry Kent State Bank 250 260 36 6... los. 8G 35 (hiaia ata audi Solution, gal. .. 15@ 26 A ye Old National Bank 195 208 9 Paris Green .... 20@25 law is amended, all hotel Inspection Peoples Savi Bank 300 powdered .... 60 must be made gratis by some one. ree aividend. Q Licorice ee 30@ 35 ea granular 108 Hi Why not by those most interested in January 5, 1916. Licorice powdered 35@ 40 Iodide ag 5004 60 Miscellaneous .. hotel cleanliness? LE we believed eT Flowers Permanaganate 2 20@2 = Acetanalid eee 1 75@2 00 sarcastic references should a ie in When a woman is away from home Aynica ........... 55@ &0 bosib ir ia Le Om ....., - 16@ 20 these columns, we would call Brother aa : ! ; -« Chamomile (Ger.) 85@ sepapet @ 30 Alum, powder Goldstein’s attention to his last let- vo Pe ctehone is apt to USC Ghamomile (Rom) 65@ 60 Sulphate ........ . ground ne 25 ter wherein he writes that, so far as @ll_ the napkins in the house for wash- Lo. ae Bismuth, Subni- he has learned, he has never heard rags. aoe " (oa @ Albanct .......,.. 90@1 00 trate ........ 3 60@3 65 a breath of criticism, etc., and sug- peers and ....-- 45@ 50 Blood, powdered 20y 36 "tee 2 ; ’ gest that if he had read other portions AReacia, Srd ...... 40M 45 Calamus ........ 50@1 2 one oon 12 of the Tradesman besides the jokes Acacia, Sorts - ie . Coe ee aaa 38 cu 8 tise 20 aciz . a ( ze an, ) ra. vV@G ou CaIOMer . 22... @ < and Honks from Auto City Council he UNIVERSAL CLEANER a tees pons 22@ 25 Ginger, Airican, i Capsicum ..... -. 30@ 365 would have learned of some real h Aloes (Cape Pow) 20@ 25 powdered ..... 15@ 20 Carmine ........ 4 50@4 75 strong criticism, and Editor Stowe’s Great for the pots—great for the pans Aloes (Soc. Pow.) 40@ 650 Ginger, Jamaica 30@ 35 Cassia Buds ..., @ 40 : oe en col Same 6 Great for the woodwork—great for the hands. ot aa “ 90@1 00 Ginger, Jamaica, Cloves 02... : : eke : PU oe 20@ 35 Dover's Powder .. @2 560 Shellac, Bleached 35@ 40 Squills, powdered 40@ “ imery, all Nos. 6@ 10 T Tumeric, powd, 12@ emery, powdered b@ g 1915 1916 — Clee @2 50 Valerian, powd. 45@ 50 ee a bbls. @ 4% Tragacanth pow 1 25@1 50 psom Salts, less 56@ 4% Turpentine ...... 10@ 15 Seeds oe Snap aoe a e é Aniga ....... aa 20 25 Flake White .... 15 20 Leaves Anise, powdered g 25 tormaldehyde Ib. 10 15 Sage, powdered .. 55@ 60 Bird, 1s ........ @ i Gambier ......... 20@ 25 Buchu .:...,... ian ss eanery deaeececes 20 a Geletne eae Bes Buchu, powd. .. OPAWAY «sss css 9 Glassware, full cases Jo Sage, bulk A 67@ 70 Cardamon ..... 2 00@2 25 Glassware, less 70 & 10% Sage, %s loose ..72@ bs pcr ada 55) 0g - Glauber Salts bbl @1\% Senna, Alex ...... 30@ 35 Coriander ...... Glauber Salts less 2@ o Senna, Tinn. sta ao a se 0 peeeaael 20@ a ae. owe a uf ¥ Senna, Tinn powd 45 fennell ....... . Glue, brown grd. @ 1b Uva Orsi ...... --. 18@ 20 ax soa? : foe a so A dock. ig z ox, ground .... Glue, white grd. 1 0 Olls ren pow. 7 * Giyeerine ........ 33@ 75 Hemp .......... oe 2 Hops .....ssceeee 46@ 60 Almonds, Bitter, Eebela .........s oO Hops ......:...... 4@ 6b true) cee... - 850@8 75 Mustard, yellow 20@ 25 fodine ......... 68@5 91 Almonds, Bitter, Mustard, black .. 15@ 20 [odoform ...... 6 18@6 30 artificial ..... 5 75@6 00 Mustard, powd a o Lead Acetate .... 15@ 20 . Almouds, Sweet, MODES «24 leceee ec i Lycopdium .... 2 25@2 35 To our Customers and Friends: true jveareee, 1 25@1 6 Quince “V1.0... 1 00@1 25 Mace... Hy BO, 90 Almouds, weet, APC wavceeeeees @ 2 Mace, powdere 95@ imitation ...... 65@ 75 Sabadilla ....... . @ 85 Menthol ........ 4 50@4 75 Amber, crude .. 50 75 Sabadilla, powd. @ 40 Morphine ...... 6 30@6 55 Amber, rectified 75@1 00 Sunfi Wa ih Ree Vee 16 mber, rectifie Sunflower ...... ux Vomica ...... May Happiness surround you at Anise "---scs-++ 2 00@2 28 Worm American 20@ 25 Nux Voiniea pow. g 20 Bergamont ..... 4 50@4 75 Worm Levant .. 50@1 75 epper, black pow. Ch d P Cafeput .3..... 1 eas - rok teuaes' g . j j pe Oe 2 00@2 25 Tinctures ite urgundy .. ristmas an rosperity attend you in Cassia 5 Castor, bbis. and Quassia ......... 12@ 16 Cais oo... .... 20@22%% Aconite ......... @ % Quinine, 5 oz. cans @ 95 Cedar Leaf 90@1 00 Aloes ........... @ 65 Rochelle Salts .. 37%@ 41 the New Year. Citronelia ........ MQ @ Arica...) ’.!.: @ 75 Saccharine 16 00@17 00 ClOVER ......... | be 2 = Asafoetida ...... Catechu ........ 1 oda Bicarbona : Juniper Wood .. 1 25@1 50 Cinchona ...... i @1 05 Soda, Sal . 11-10@ 4 Lard, extra ......90@1 00 Colchicum ...... @ 75 Spirits Camphor @ 75 Lard, No. £....:. 70@. 86 Cubeba ......... @1 20 gutihee TOU 6024. 2%@ 5 Lavender Flowers @6 00 Digitalis ........ @ 80 Sulphur Subl. .... 8@ 5 Lavender, Gar’n 1 25@1 40 Gentian ........ @ 7 Tamarinds ...... . 15@ 20 Lemon ..........2,00@2 2b Ginger .......... @ 9% ‘Tartar Emetic .... @ 60 Linseed, boiled, bbl. @ 71 QGuaiac .......... @1 05 Turpentine Venice 90@1 00 Linseed, bld. less 75@ 80 Quaiac, Ammon @ 80 Vanilla Ex. pure 1 00@1 50 Linseed, raw, bbl @ 70 YJYodine .......... @2 00 Witch Hazel .... 65@1 00 Linseed, raw, less 74@ 79 Iodine, Colorless @2 00 Zinc Sulphate .... 8 @12 ebaaseae eeneeare epee 44 MICHIGAN TRADESMAN January 5, 1916 GROCERY PRICE CURRENT 3 4 5 . . . . “Ee < These quotations are carefully corrected weekly. within six hours of mailing. CHEWING GUM MeLaugeiins. EE x Peanuts and are intended to be correct at time of going to press. Prices, however, are “ms Black Jack .... 62 package coffee is sold to Fancy H P Suns ' ; Adams Siappota ...... 65 retailers only. Mail all or- I . : ; : y a. Raw 2.500005. 6@ 6% iable to change at any time. and country merchants will have their orders filled 3eeman’s Pepsin ..... 62 ders direct to W. F. Mec- Rocates ' 1@ 7 at market prices at date of purchase. cau ees. ; 62 en & Co., Chicago, ae os oes % Colgan Violet Chips’ .. 65 Extracts Raw 6, 8%@ 9 ADVANCED DECLINED So iis rete 2 eae % gro. bxs. : - Roasted ...... 914@10 Doublemint 6.00) 12) Ba ata a Flour Red Bell Fi t Mla see * 24 Hummel’s foil, % gro. 85 Poppy Seed 7 ee ine Cu une, ie ae 59 Hummel’s tin, i gro. 1 48 CRACKERS Cheese Red Rowe (000) 62 CONFECTIONERY Saeak Tena Comipans Sterling Gum Pep... 62 Stick Gandy Pails — Sterling 7-Point ...... 2 Horehound .......... 9 In-er>Seal Trade Mark Spearmint, Wrigleys .. 64 Standard ....... | Package Goods Spearmint, 5 box jars 3 20 Standard, small B i... Per doz. <== —== bearmint, 3 box jars 192 Twist, small cee woe ft ‘2 run PIUCE . 8: 59 . serene Index to Markets 1 2 Yucatan See 62 Jumbo .......... ocse OMe oe ae oe +2 ee ee CMO ees e ses 64 Jumbo, small ........ 10 z c oe By Columns AMMONIA “ ae one ae GHObeL ATE ae og scrgaarerts? 9% oe Skee 7 Oz. ttle Neck, ae oston Sugar Stick .. 14 Fiv , ie a 12 oz. ovals, 2 doz. box 75 Clam Boulllon Walter Baker & Co. ye eo Glock Tea Bet 1 00 Col. AXLE GREASE Burnham's % pt. .... 225 German’s Sweet ...... 23 Mixed Candy Ginger Snaps NBC .. 1 00 A Frazer’s. Burnham’s pts. ..... 3 75 ae tenes ee eee oe. 35 Rani Pails ious cee Gs . 1b. wood boxes, 4 doz. 3 00 Burnham’s qts. .. 7 50 aracaB ....... eceesces BB OPOKCN oe. eee eee 8% gee ee Ammonia ......-.-..< 1 soee x g : M. M. Dainti : Axle Grease ......... 1 ss ie ee ee ; a a Corn wi a ne ~ pore wale Bean ae a Oysterettes ..., to ae 2 : 10%. pails, per doz, 6 00 Aa’ Tew ae. » Bee os ne - RACY => a0 Bet ee : = Boe L4G... i : ie Maney. ee ee en ee ORI eu | sd 0 feo 1 26%. pails, per doz. 112.99 "CY -°---- oe CLOTHES LINE Sana erten *s fete ae ee aes 1 renc eas Per doz. eader .... o.® ) ( selele ss ae won see ia. lagi Panne g9 Monbadon (Natural) No. 40 Twisted Cotton 95 Majestic 10 Saratoga Flakes .... 1 60 Ee cs eakeoee so 1 we el a E01 UOT dos. beeen + 1 75 No. 50 Twisted Cotton 1 30 Monarch Pees eee 0 ced Coe Cag : ene ot a 2 te ooseberrles No. 60 Twisted Cotton 1 70 Ovelty .....eeeceeeee I r , a gO Oe OE No.2 Bee 8... 205 NG op Rome ee ee eee cue i eee __ i No. 2, Fancy 2.12001: 250 No. 50 Braided Cotton 100 Premio Creams ...... 14 Uneeda Biscuit ...... 5y English - Hominy No. 60 Braided Cotton 125 Royal ...........0.. g9 Yneeda Ginger Wafer 1 ov aos |... 1 English .............. Standard ............ 85 No. 60 Braided Cotton 185 Special ............. - 10 sara Wafers ..... 1 00 Canned Goods ...... ee Prsceed Lobster No. 80 Braided Cotton 2 25 Valley Creams ...... 13 a a eae see -1 2 Carbon Oils .....++.-- . MD. ee 4 oO. een Cord ....47% SLO... 8 ; 2 Condensed Pearl Bluing No. 6 Zwieback ........... 1 00 Gaisup ...-..------ i. 16 tb. oe... secs e se 2) 26 0. 60 Sash Cord .... 3 00 Specialities ma 2 Small C P Bluing, dos. 45 Picnic Fi N Pp CheeSe .....--2-. 20+ oe acnic Biat ..-....... 2 80 0. 60 Jute ........... 90 Chewing Gum ........ : Large C P Bluing, doz. 75 Mackerel No. 72 Jute ......... 110 Auto Kisseg (baskets) 13 Other Package Goods ica A teens ecwuen 4 Estaera. ; ene : » seeeee 1 ° No : cea ine 1 00 a COW Oe cose - Barnum’s Animals .. 50 nepiate ....------. ummer Sky, 3 dz. cs. 1 2 , eee 2 alvanize re onnie Butter Bites .. ; Dines .....-- 3 Soused, 1% tbh. ...... 160 No. 20, Soda Crackers NBC 2 50 [yg shaped te Be ee oe 215 No. 18, each 100 long 210 Garamel ies CO: 18 Fruit Cake se-.soccse 8 00 Gocoanut ......-.---- : PEE AST FOODS Tomato, 1 Ib. ....... 150 No. 20, each 100ft. long 100 Cocoanut Kraut ...... Coffee... .eeeeeeeeees _ = >. Bas e: : ” Tomato, 2 ID. ........ 2 80 No. 19, each 100ft. long 210 Cocoanut Waffles .... 14 Bulk Goods Romrerions heen 5 ie i of . 3 Mushrooms COCOA Coffy Toffy .......... 14 : Cans and boxes Cracked eat ..+-- E at, 24- Buttons, %s .... @ 18 Bakers ./...-. ... 39 Dainty Mints 7 tb. tin 16 Animals ..... soscceee 12 CrackerS ...-+++++++ 5, : Cream of Rye, 24-2 .. 3 00 Buttons, Is ..... @ 33 Cleveland 41 Empire Fudge ...... 14 Atlantics, Asstd 138 Cream Tartar ......- Quaker Puffed Rice .. 4 25 Hotels is ....... @ 27 Colonial, ena dite 35 Fudge, Pineapple .... 14 Avena Fruit Cakes .. 12 Quaker Puffed Wheat 8 45 D 2 ea Oysters Colonial, 4s .. 33 Fudge, Walnut ...... 14 Bonnie Doon Cookies 10 Dried Fruita .......+++ (oe be Gere... 9m mae me cr: He ee Bee re a eee Lassies ...... 10 E Victor Corn Flakes .. 239 COV 21. ..... @140 Hershey's, ie vensssss+ 30 re oe, ek ue ee, 7 ag Plums Hershey’s, %4s ........ 28 Fudge, Honey Moon et_' ers .... Evaporated Milk ..... 6 Washington Crisps .. 1 35 Pl 0 Huyl 6 Fudge, Toasted Cocoa- Cameo Biscuit 26 F Wheat Hearts ...... 2 05 tee Pee or serene estenne oe t 14 Cecelia Biscuit +1..." 16 6 Wheatena ......... 4 50 Pears In Syru roc Hee ..--- oo 2 oe : ba Bite...” Eoxieeoraus sole .- 6 Evapor’ed Sugar Corn 90 No. 3 cans, per doz. et 50 Lowney, 4s .......... 37 Fudge, Cherry ...... 14 Choc sseee 50 Fishing Tackle ..... y Gate ce 35 Lowney, 4s .......... 37 Fudge, Cocoanut .... 14 -nocolate Bar (cans) 20 Riavaoring — : 7 Grape Sugar Flakes . 250 Sarcoutee Peas 90@1 00 Lowery, bIb. cans .... 37 eleneyeg aD Candy .. . Chee oo : Flour an peeece ° ceeeee See sss sed Maroons ........ i cece Fruit Jars .........-:- 7 Sugar Corn Flakes .. 2 50 Harly June .... 110@1 26 von “Epon a F “ iecd Gems c oes 15 Chocolate Putt Cake 18 G Ponca ok Food .. .< Harly June siftd 1 45@1 55 Van Houten, %s ...... 36 Iced Orange Jellies .. 18 Choc. Honey Fingers 16 HUGtttae oe eos ee 7 krinkle Corn. Flakes 1 76 " Seger Van Houten, 18 ........ 5 ee ..- e re nie a al ae ig eae i ‘+... an- beipbesslceees zenges, Pep. ...... : seeseeeeees ee ae H — Whole 3 60 No. 10 size can pie $3 35 Webb .................. 38 Lozenges, Pink :..... 11 Cream Fingers ...... 14 on SRE ag ae oe Pieenos Walber, 446 ........1.,. $2 Manchus ...00....... 44 Cocoanut Taffy Bar .. 16 Meers ....-------s-es nn. eat Cereal 3 75 Pple Cocoanut Drops . 12 Hides and Pelts ..... 8 Ralston Wheat Food Grated ........ 175@210 Wilber, %s ............ 83 Molasses Kisses, 10 se Go ao Horse Radish ........ 8 Large 188 ......... 225 Sliced ......... 95@2 60 COCOANUT Nut Butter Puffs .... 14 Cocoanut Molas. Bar 16 I : pat ge at goal ug 1 45 aa Pumpkin > Deokens mer »- Pecans, Ex. Large .. 14 Coen eouey pines 7 fee Cream .......0--- & “**O5S5 Whole Wheat j Fair ........... He 8, o ORSO oc 5 5s ke : ‘ocon oney Jumbles Biscuit tees cs es sees @ OD Good : 90 s, 5%. case ........ 29 Pieeeinvee — Coffee Cakes Iced ... 12 Jelly : 8 Shred Wheat Bisculi 3 60 oO cae =. a Aq ot * eee - pesceg Gun” 16 Ses oa a. eccceccerercrsees , : oes obs sm $e cece 8, 5 CREO ...... 28 : co ae inner Pa xed .. Jelly Glasses ........ 8 Triscult, 1 ||. 1 80 is, 15%. fre Champion ¢.2.....,.. 13 Extra Wine Biscuit .. 12 M oes eet le se ® iia & ipa Ib. case 38 CHOC. Chips, Mure’ 19 © Parmily Cookies es ie Macaroni ........+++- ; Post Toasties, T-3 |. 2 70 Salmon cc a . pais etyey 7 Eclipse, Assorted .... 14 yd ae eerste . Mapleine .........+. . g Post Tavern Porridge 2 80 Warrens, 1 Ib. Tall .. 2 30 Bulk tig ot as Ideal Chocolates .... 14 Fluted Cocoanut Bar 12 rx oe 8 enooes Warrens, 1 Piet .. 295 fi toa” ae Klondike Chocolates 18 rosted Creams ..... 10 aos... 8 Fancy Parlor, 25 Ib. 475 Mod. Rea cissia 2 foi 2, «Baker's. Brasil Shreddea Re ee >, Erosted Ginger Cook. 10 Mustard ............. 8 Parlor, 5 String, 25 tbh. 450 Pink Alask @1 20 10 Sc pkgs., per case 2 60 aes ate £ Frosted Raisin Sqs. .. 10 a .... Nut Waters .....-... 18 Fruited Ovals ....... 8 Standard Parlor, 23 tb. 4 00 26 10c pkgs., per case 3 60 1 J N : Ocoro Choc. Caramels 17 Fruited Ovals, Iced .. 9 4 Common, 23 Ib. ...... 3 75 Sardines 16 10c and 33 6c pkgs., ay ee 5 . MENTE ree eee oo Special, 23 Ib. ........ 3 25 Domestic, MS --+oore BSD PAT CAND .......... 2 60 “Satie adap ie oe Moon sgreteesese 10 Wareh , 238 ib: ....4 75 omestic, Mustard 2 85 pe See ene a er PS -rcreeee aia... ‘Co. won 110 Domestic, % Mustard 3 25 COFFEES ROASTED Regina 1.0... esse eee 12 Ginger Gems Plain .. 10 P Faney, Whisk ....... 140 French Xs ......., 7@14 Rio Star Chocolates ..... 13 Ginger Gems, Iced .. 11 Pe aa edt. 8 : French, 4s ........ 13@23 Common ............. 19 Superior Choc, (light) 19 Graham Crackers ... 9 : 8 BRUSHES MAT oo. ee eee. ce. | ROMS Pop Corn Goods Ginger Snaps Fami 9% oe co ae 1 Sorub — Abe oa Kraut a Without prizes. Ginger Snaps, Roun a aie Garde | 8 o ack, Mace e oe eae BANCY .-sesccccsesccs BL Cracker Jack with lippodrome T cess ee ee ote § Solid Back, 11 in. ../. 95 No. 10, oe #20 Posbeiny ...:..... uipea ......--- AMD Hoa Ble Aeee 8 Buinions 6. g Pointed Ends ........ 85 Dunb i ‘aaa 146 Bentis Oh My 100s ....... «eo» 8 50 Honey Jumbles ...... 12 R Stove unbar, 1s doz. .... c Cracker Jack, with Prize Household Cooks, Iced 10 ie 8 ..... : pp PRON tie em 66-2 BN --nreeerere OR ee ile... BaD tees 10 AOR Coco once ces 9 No. 2 a a ae Succotash FIT wceseeeceereeeees 20% Hurrah, 508 ..---.--. 176 Jubilee Mixed .. 10 Dee SEEWe aerere=* ' Mt ae eyes deeded de io pee Sees = Hurrah, 248 .......... 85 ee ets: = GOA: oct. peceeereersctes Cough Drop Salad Dressing ...... 9 Shoe Fancy 125@1 49 Peaberry ............ 38 Leap Year Jumbles .. 20 No. 8 2 wccce 2 OD TNT totes ee xes ee of me Strawberries Fair vvccecevevceee 9 Putnam Menthol ... 19 [omen Biscuit Square 10 DIE ci cnss- nes oc » Boe Pane ID 2 BR Choles LIU 25 Smith Bros. ......00. 125 omen Wafers tics, as ee wocese eeoeere 2 : ie ae Vilehbene a Mexican i NUTS—Whole . ees 1 cae cee s pe ere. 5 O1CO .cccccccccccce 8. ne Shoe Blacking ....--. 1° Dandelion, 25c size .. 2 00 Sai or ee Tarmasonn 80 Geer ee es aresees> 2 Scan Sues Ae 10 CANDLES No: 20 000s. 3 60 Guatemala Almonds, California Magy Aah .......... 10 ee reenter eee ceece 10 Paraffine, 6s .. 7 Tuna Maw ogi ccsecsc ces. SB soft shell Drake 18 Mandalay ..........-. 10 P Co ese 10 Paraffine, 12s Case Fancy .............. @8 Brazils ...... sos 14@16 Marshmallow Pecans 2 Syrups lisse. 20 Wieking’......000001 20" 4s, 4 doz. in case ..2 60 Java wipers iss’ :. SiS Mol. rt. Cookie, Iced 11 CANNED GOODS n° an ic ce” Ee Exivete Gowen .... ogee Oe No. 1S. &. "i%@17 NBC Honey Cakes .. 12 = Apples 1s, 4 doz. in case ....6 60 Mandling .......... 31085 ar i Pp Oatmeal Crackers ... 9 ~~ Sauces ........ . g tb. Standards ge @. 90 . CATSUP i. Aukola ............ 30083 Table niuts, fancy iigu pace cooceee 10 esse coeeee ee ' aegis nider’s pints ...... Pas, tae. eee ca a soncencs 28, 22, 14 : ees i Snider’s % pints .... 1 85 ie zon eae ‘ Pecans, Ex. Large @16 Sel caaghpemeroty ee - ee ccd oder did ad a CHEESE 3 ns Shelled Picnic Mixed ........ 12 v Standard No. 100 @6 25 acme ........... en 6 : No. 1 Spanish Shelled Priscilla Cake 2... 8 Winayper . .....-s.-ss, 13 Beans Carson City .... @19 Fair Peanuts ....... 7T%@ 8 Raisin Cookies ...... 12 w Baked ........... 85@1 30 Brick ........... @20 Ex. Lg. Va. Shelled Raisin Gems ........ 18% 3 Red Kidney .... 7@ 9%5 Leiden 2.000070. @15 Fancy ............... 26 Peanuts ....... 10@10% See Saw, S. or M. .. 8% cs Pee eee. a8 String ......... 100@175 Limburger ...... @20 Exchange Market, Steady pooan Halves ...... @60 Reveres Asstd. ...... 17 a coee- ge OE , %5@1 25 Pineapple ...... 40 @60 Spot Market, Strong Walnut Halves .... @36 Rittenhouse Biscult .. 14 rapping Paper .... Blueberries dam ....... ae @85 Package Filbert Meats .... @30 Snaparoons .......... 16 Y Standard ............ 140 Sap Sago ....... @24 New York Basis Alicante Almpnds @60 Spiced Cookie ........ 10 Yeast Cake ..... +e +. 14 No. 10 .............. 650 Swiss, domestic @20 Arbuckle ............ 1650 Jordan Almonds .... Spiced Jumbles, Iced 12 January 5, 1916 —— Suga Su r Fin M Vanitia a . 12 7 ICHIG Wafers ...... 10 Ba P AN TRA eae 20 mb: ‘ol eae Butter Bamboo, 4 fee per ‘ 8 DESMA Seymou Square Bo Fe 18 per oe 55 No = N r Round se cig wee -» per aoa . No. 1s. allow a . mae ae ee eens = 9 Saracen - xtract Vanill Brand Jnwash co. 6 Saratoga Sodas ee vapiia pecan Geese med . ne 1 Saltines =— oceans 8 ay. 1, ok Phi la Mexican. . on fine . @24 Sool ‘ie oe e eke gees 13 No. 2 . box gee price. ae Caer Hams, a D. 15, @15% Sees 40 Mackerel 45 D oO cee O. ’ box. oz. elelgte wa Tam, ~20 tb. @ Me iu 0 ib ee oo No. - Bots oz. 22 oz. : a Feo pails ieee aa osets orien hoe ueole Mess, 40 DS woeeeees se il N BC Oysters Saidte 1 oah kOU on flat 176 15%: pails, per doz. ..2 California Elam 29 @3 Mess, § ee 5 50 Formos Ooion Dy quare 7 rand = AND ti. 2 76 pails, per pail . 30 Hams otled s ll be by 1, a cect: a Formoae, Qolena A ee apid FEE : pail .. 70 soile Lou % N | 40 ee aie 15 as Cho - Nabia — a : Milling Grain Bier oo 1 25 taince Hc be 0. 1, 40 Ths. ....... 14 80 osa, Fa ice mae Nabisco Se ati wing Co. & Bulle, pa no oe Ham wen 100 gel See i. oo English ncy 32935 abisco ee Fa ty Pat W hea Mxtra ny flav o. Br Cees a 12 26 4 Ibs. ia ~ C gou, nen @60 Festi LnCcy Ss ent t Bri Fane vor i ae @12 0 Ib ng } ongou ediu fast Fest wt “ Wizard pring ...... 6 oe Plain’ any flava 5 Bol a 154%@ a 10 a Congou, Choi m .. 3 Lorna a hist pe Gratin” 6 30 ick, Sco a avor 65 ria re - & Ibs. Congou, Wace aie ree oo Vizard noe ee 5 us % JELLY uae 00 Braker 10% @11 fe : : + Fancy. .... s0@35 Bompacne ee Valle sess es “ ewt. : 80 e pt. a ¥ GLASSES 20 wy ae PDT eR nome Gance ae oe ue cy 69@80 noe ee aters ".. 2 50 Ee Wale”. ie 2 oz. ca oS a Weal asscccee 2 aoe Carawa bet eeeeees Dr. Fekoe, ium .. ip cre oe of i a ane ie ce aa. er doz, 16 Tongue... @1 Cardomon, i mekoe, Chole -- 28030 nge w 0., ‘a. aham gees = fe 8., oa ie ‘elery : a C ; : ce Q30 Since ithout notice. Gran i cotat 8 50 Zo i MAPLEIN at a 10 eae won win of TOMAcco 40@50 = haa gs a ae Poiea 4 ealth |... 2 a ee E oneles 0 xed B ssian .... 45 Blot . Ine C Boxes | ee PART AR olted Meal’ aoe 2 iatate®, onic ge Rump, new .. 246 rere AE ciiavses 5 mee tagtene ut Square Can. oe oo 295 82 om. tes, per doz. 1 0 en scree lustard, white... gle, 16 om Fancy ea oe . Voie ot, billing. Co 2 10 ' bottles, per dx 18 06 % bbl Pig’s 24 BO@2E 00 a te sees. 18 Dan es - 12 Gates 20 ft Voigt’ Crescent... per off NCE MEAT i bbls fe a go PS ioe BLACKIN Ban Baten, ues eng 17 Volgt's Biowe 8 ee 4 bbls., 40 Ths. 0. Handy Bi tianeass oof Fatch, 4 4 ox + Oe oO ’ 1 meee * 2 oC NMOLASSES 1 Se 6 aa 1 00 an Ox, KIN ‘as ch, ae E Gvapor'ed Apples ° ne Blouroist' “22. 6 90. hol MOLASSES BP coor Bisby'a Ro large 8 dz. 3 60 Hiawatha, goes a eyauor od hoic ‘atson- His ra- 0 Ch y Ope a i 25 ler’s oyal Polis 1 awatha. ie aa sohe- 78 Fancy bas a on-Higgins ¥ G oe n Ket : Kits Tri ++. 850 Crow olish 25 May ha, 5 a. 7 8@ y @o9 ‘Ti aa so. 5 85 aa tle . %, bt sine = s n_P ap |OUN Flo eo. Cena pkg. eee — Fair oe ae 2 % toe 40 a a i. SNUFF = No Limit, § 1s seen ‘ 6 ee on She: oo. 6 75 a tetrttreeeteeenns -» 80 ae 90 F ‘aboy, er Amit oe 9 focee one @10% oaaatd Shea Flour ., - 25 oi if barrels 2c ex : a Hogs phi wale ; a “= 2, in Jars rose = Ollbwa’ 8 lng ey 1 = see a Ss cs 75 , . 2 > n Le m fare _ + § and 16 os. m6 Im oo ee Best seeees 6 “o Red Hen, No” % extra Beef, oo tb. ‘as i Boxe aa fare 85 Ojlbwa, 100 d 16 on a sedan aa 16% Quake den Gee 6 ne Hen Mae 5 .1 75 rb na re te een ie DA 4 Petoskey C tttteees ” 40 orted, . Cine ol r Cc ee 1 7 Shee} ro. *3 =. faeian osk esata: : 0 » buik pkg 1 aker per 0. % Ib MUS Ds , set 920 al . Pea ey C 277 ae oe ker, cloth... ew oe 1 65 ela .. 85@ Boe “a Ee fier 10 om 5 state Peaches ansa ee 6 25 th. D Sol olored B 115 D390 _ CES 4% ted B nd , 14 2 00 ees Be ca ee oe ieee ° Bulle 2 ae Country Ro a’ Butterine Ailsntees Jamaten a Rea Pel "Honey, 6 $98 anc ancy, 5Ib. e ily .. ng Co. ulk, > gal. ke olls i 2% @16 Clove ce, | lg a 9@ Sterling, g foil oo 5 6 y, Peeled 2651p. . 6% Ameo Ae / Bulk, 5 gal. one 1 10@1 Cor Can 13 @19 Cassia, Zanzibar et Sweet be fold oe ; st on Pes 250. ae American eee 690 Stutted 7 Kees 1 O6@1 is Corned a Cassia, Canton ons Secu Cun cant be 5 76 Ona oe os Am rican ioe. 7) 0. tufted, OZ. co@1 5 Roa ed Beef. 2 th 8 Ginger, 5c pkg 14@15 aoe Pas a 6A ster ¢ 6 ange, Am rican erican agle, } s 650 Stuffed, i. 10 Ro ai Beet ac. 470 eto ie ee aq Gt s pe Cuda, fo... b eriean .... 13 Eagle %s 6 Pitted (no! B eidenees Ss boa Pou gk enaet,. Coc an Ome iba, 1 tt ese ON fete JRalsins BR Ma . oo 40 a. Tica 2 28 oo Meat, ib. 4 70 Mixed Penang" @14ie aaa Gur % Th. tin 4 50 fe : tel alae - Manzanilla, Pane | , Ham" 50 ed’ No a pee Sweet Burley . fol Loos Muse rton Go ppa ( ker Li Ania alan btteal w %s m 5 ixed, N ae ane urley, > 3 e ate S|... de nev unc a Son |! ed XN ie Mix wo: 70 5 eet ley he 35 L. M. Museatels 4 Cr, a) Wiscor Horn . ccece 6 Taper’ 10 oz Om... 25 _Blavor, 38 a 4 ope 5c pl serene oY Sweet Burley 8 oz. D 5 76 anuae | 3 Cr. =. Bohemian me : i. Queen, Woz. wees 90 eviled ‘NV ”s ™ 8 Mitnicce. 4-480 dz ee Sweet Mist, % 16 oz. 2 45 90 qe atornia on Ey pray Hive tose 5 30 ene c a ia 2 ae beviea ae Ham 90 Fevoer | 105-110 vs 30 Telegram, 8 a : ‘ 90 : ___ Judson Grocer ¢ + a feee . : 2 Y 1 48 P ar, Bl we : ‘ ge 6 z -. 5 70 80- 90 25Ib. b runes Ceresota, Gro - 5 65 ueen, M tees 19 5 Fl ed Meat, Ha: -epper ack @25 Me r, 5¢ a . 11 ae seb baxes @ Ceresota, “es er : ean , Mammoth, 2! 2 Potted % ea Ham " 48 Pepper, White ..... @le ee OG ono a so oeecs 10 ; . ee eresoté ne . jin Paorike eo 6 Un 250 a. . 67 50- 70 25tb. bocce ..@ 1% Coreen, He 7 6 live Cho Ce ee ces 1 28 5 oot ie Ponny Sac l. aprika Yayenne .. @26 Lh van Seauieetces : 6 oie ee 8 Uni a ray Medi tartan ere eS eae au Uhle Banat Pg us 25 . ox --@10 ian n HG 7 40 ue moe . 6S .. Glave sé, Jams “hi A j pi a. 4 EVAPO} bores “Gn wingel Merch ten F aa ane Fame ase 0 Cassia, Zanaibar Bulk, Apri, TO. Plug 22 ORAT sais Vingold, 7s Ta Co . : ib. fibre pail rand Brol Style ..... ” tinger, anton @28 Drumi me i Bab nee ie ED MIL Wingold Vs cloth 9 23. oz. fibre pall: see en 5 @7% Mace oe @22 aaa N tt 82 Tall” ene nd Brand e Wingold: Yes creth 3 40 2 tb i jars, 1 ils ie 09% oie o 3 @5% wae seee @18 Dri 5 Ib at. J Seca a eo. Wi old, %s cloth ren ¢ an tin pai doz, -.-10 Roll OLLE %@4%, Pep oe @18 a por 8 ee ey nee ea ui 4. jars ails, 1° +22 25 St ed_ Ave D OA Ha hil ne @715 per d nd Nat. Le: mr lot: lots, be 1 : has oo Cee Jars, 2 d doz. Steel C enna TS Pepper slack «~<- @a5 Batt! Oz, t bone 60 ts » be 1. 3°50 B paper i 2 ETR OZ. | 3 00 nian ae. AON hie ron Bisek ... D35 e Se poe FARI » 10c less; olted Me. l fae OLE coee naret 00 Tt oR er pper ite . @19 rac x a : NACE less ; 10 Gola eg al 7 00 UM 80 onaE 1, bbls ». sks 5 85 Papri ' Cave @\s a Se oO : an Gua Pi PR larch, § iis. a 3 0 ika yenne 22 ig F tae 96 Med Tat Beane Red Granviated "<2 4 80 Red Crom Iron Barrels Qualcer, 18 Reg Le fot ae ge Boot Jack,” a2 .. 30 ed. im ; . eat -. 4 Gas rown ee eee els aker, 20 gula S 2 66 AR M45 oot J k, 2 6 . 0 Brow Hand P cay VWinite 1. 80 ras Machi Gasoline 8 Fa ri. io Oe CH Ri Jack Th. ; n ie eee eT VM @ chine CG: line 8. Ss mil 1 45 fe c Ilo ' idee 33 2 Holland = ft Michi eee 4 42 Capito Cy ne Gasoline a commie, aaa oe Muzzy, 20 40 tbs Climax a oa @ : age nc os > imer tec EB ise see 29/5 D ee’s nt wu. 25 Vv r Gide afar by ag as pa . Original Holla ce arlets ae ae ‘9 Durkee's: large | 4 00 Ao. 4 y’s Work, ons 48 Pack ginal H ae 60 Carlot Co aoe ine Ck i399 onid e's sm 1 do 00 y, 40 11d 1m Grae. De a, a ed 1 olland Ri 45 Le 5. rn ee” g er’s all, 2 z. 465 a 7 D, ea 7 Le 3 sien ple Ang coe i ess than carlots 7 Ba PICKLES 29°9 nider’s, ee 1 on 25 ae 24 he hen gs. .. Li 5 ~ de Menthe, Tp.” i sainer Carl H s uae 4 rrels ediu 1 2 4 . 35 SH r Glo > pkgs. Fo a. 4 . boxe ee : 6 os aa ) rolls 3 ots ay a we Ao ae SAL oz. 1 oes * a ee. 4 it ys 3 ’ In 20 Les soe 8 If bb »200 co - Pack ERA 35 Glo 6 3Ib 90 Gilt ose ae os Maccaroni a s than carlo 5 gal edie ox si Tus aS ae i R D aronl ai sack carlots .. 1 lon k 00 count 7 50 m and } Ths. 48 1 M 6Ibs. % told ges, © 5, 66 eae en eel eer Oe 18 00 arreis te ah aimcaed Hattie! ue a sole Rave ¢ ana i , 25 tb. box I Cra Corn eed Beg G Ss ’ % 3 .. 3 00 6b. oo . G. a a 2 . . bd -. 00 ack & coos So ra AL .. 3 50 . pac es tea 12 uA i BR Chester -- ee ..3 50 coe wae Fd a5 0 5 ee in 9 50 Se soe 00 Ib. ; packancs Le 6 ger 2,and 3 m. s ortage .......... : M eos Meal .. 30 00 Barrel ecole Hoe au i we oa 8 OS ier i. Horse W., iy t. 6 + 1b. a Gr oe no ae. ue JARS. 30 00 alt 18 nesses ins 25 en - Barrels oe oney hoe, Sand a ‘ Split. Wisconel - 475 ee qts., a oy 4 5 ee ca Sarees 13 00 100 osu os Lo. 1 36 a barrels a Jane 70 . Twist 12M. 36 . n if ” e ee aa ge Het ’ thee. bu. 32 Mason % gal. se gro. 5 65 Bar a2 beet. 6 25 70 , Tb. ad Grade os ove 28 J.T. rar, De nae. Hest Indi — aap a : an tone gro. 7 o nae a email 250 ©0680 5 ip. ae ae 8 ; Blue i Lge 1%, . 20 Kentueky a nd # ee 48 erma a. ox's, 1 LATIN gro. 2 2 5 g arrels Sieaeese 28 1 i lca et 60 3lue K ro, No ge avaton a : ° Germ n, sacks .... Cox’s doz. 1 E 5 allon k B .. : 6 00 5G 0 Tb. ee 2 40 doz aro, Ne 224 45 Kism ® Twist 12 th 40 ae SB eeeseeee 5 See on CMM i ccas. 85 56 Ib. sacks ...... 249 B! en 0. 2% z. 1 9% Ma et, 6 ist, 6 th. 32 ’ ‘proken pkg. K ox’s S z. small .. 1 45 Clay, N PIPES” 3 0 28 Ih ae 4 0 ig eg 3 : a { is La Flak Tap! pkg. 5 Knox's Sparkling =| 90 Clay, 0. 216 . ae SACKS see 95 Blue = ts es ae erry wii be neeees 45 ; NB, Tr , S... ‘é - 5, 35 Nob d oz. . @ ine: 100 es cee pears doz. 1 25 Cob T Bb, ft per box 56 Ib co 40 doz. aro, No saa Ss BR iy ao aa Pearl, 100 tb. Saag minis ai as 1 PLAVIt ull count 75 28 Ib. os 39 Red Karo, Ne - i % . $e pun Roll “on Minut 36 pkg sacks - 5% inute, 2 qts. aoe ce No. LAYING CA; 60 | me th as aoe i ee ae 7 atten : t eats 22 te 36 8. .. 5K Nelson’: 2 at » doz. 25. No. 90, S G CARE 90 y in drill bag 2 a te 1 4 20 Peace a wa 8 BR a O on’s 8., 3 -.1 10 0. 1 teamb RDS 56 So rill b 6 aii a hey eee FIS DXBS. - 2 25 xfo coe doz N 5, Ri oat 5 Ib lar R ags 2 Red ro, N aie fonte (4 6.12 & Te 82 % to HING TACKL 2 El . . 8 25 o. 20 ay Ahead : | sais note e a ere aes ou ney aot J to im t SHING TACKL 38 Plymouth’ Hovis Phos a » Rover Lica oe 2Y. dz. 23 Piper Het ts Be gs E lym Ro eee N 12,8 , enam’ 1 25 Gra ele Red o, N td 30 i aa tb. rs Vs te ere — ck, Phos 75 No. 98 ¢ peci m’d nen ee -- 26 Ka 0. 5 227% © He ck, 4&7) fo 2 in wees... R ho: G al. 15 Me ted on ro, te 5 Pol side te 45 1% to i. 6 Bro ae Plain 1 25 No. 808 Se Gatin Sn. 1 a edium, Fi Fine No. 10 “ 2 70 Red! 3 pie pli 1.69 23 21 steee 7 ad G Gace 9 No. 632 ic fin ne 1 aon Z. dz 3 in : es 9 Recskeee GS 0 632 aoe ci . : 00 alae : 10 Serapple 1% oper rz. af eee tie u oe seman Pus Pe LT “1k Scrapple, 2°and 4° 4 48 eT ae Sa Sc cacs. 18 abbitt’ OTA ist 2 I FISH s ieee six 2 ee 15 ge Heche t’s, 2 SH 25 large Co nae a ‘“ No. Ole ike. 2 Hops 0... . - 19 i doz. Small, whol d F Spea Head r, 8 oz. 48 No. 2 15 feet ven. : Later eaves pieces 15 cee te Strips ae Oe Gravee 4 Grap Spear Head, 14% — 2 No. ; 15 feet Ty eaves sess. 16 one = algae Dork Pollock ea TAGLE ie rene ps Deal, 7, 14 gg a No. -. - ee 15 «2&B bed Gut 22 a _ Smoked Sal --9@13 oe E SAUCE: 6 00 Seat 6, 12" 14 & RT 47 ce ripe ND PELT oo Cl 00@ St mok @ alf lar ES and a 28 Ib No. 6, ef ree i PELT 25 Brisket, r 20 00 00 rips ed Sal 5% 2 ae . wa Gee en . 30 No. ‘ 15 ae a No. pe s 3risket, Biss 1b oor 90 Halib mon os aa ea mand 30 Navy, a m. 30 i , : 2 ue ar 2 @16 ee = age = hae. ; No. 7, 18 feet ........ i Cured, eT 15 At ie an Gees Strips banat 2. aba $75 Town ee uaa No. 9. > Pst el gt = pees No. ; oe 14 3 ce au Oe @25 00 Hinks (oo a olored Japa Yankee pa ie 12 th 35 15 feet... 18 Calfskin gr i, 17 p Dry, Salt Meat 26 arn is OF oe n ri, 12 & aa gman tien Lines 20 Calfskin, green, No. i o 2 elties .. 1a oy M, olland Herring | a - Ow AN! Rea ree 31 eens eaiaiih Gien Se dP eee a ee ee Be ch wns HE peg gee. 20 , cured, a cae ea 22 % bbl vena ace ’m 2 ae Scrap .... 5 7 re No. 2 15 tube a @11 mow hea is. pa ot tee taal g Pine, be ...... 6 ssenenenten 34 7 2s ef Coal 10 @ 2 kegs h. hoo oes o 1N Fa ce 35@8 Globe’ 3 on - 6 40 aecee Om 50 Yb. tubs sai Staats. be p Milcher Siftings ibs .. ncy saoas Ha © Scrap peanisees 5 88 20 tb. tubs ...-advanc 4% ae ieee 3 Siftings, a. 30032 Honey Thou 2 oz. .. 26 10 Tb. rubs. sadvanee % Standen % bbls. .. . 1 & pkes 9 2 Ho ey Com ght, 2 oz. 30 ' a ey M Gunpc pkgs @10 nest b Se oz. 5 Ib pails advance % rd, kegs A ade oyune npowd . 12@1 Mail Sera rap, 5 30 . ee ape ube oe : Mesune, Gn er . one ee te td pails a -advanee 1° ae a 100 Bo 95 Moyune, ‘Choice. 28@33 oa Songs, e doz. 4 1 5B vance 1 No 1 40 tbs eo. Pine Suey ncy oo 35@40 Polar oe oe 5 s No , 10 bh oa) 750 P g Su , Medium 50@60 led B r, 5 gro. 5 76 ~ 2 a ae a in, ey, m 2 R and c, & ..5 50 , 2 Tbs, eoecces = & Suey, < rote pi Man ss VA psa 5 76 cee eae 16 a oid a +850 segs age Be 0. 5 76 Wat ......; sebiale A Yankee Gs . 142 eee sah 28@ Pan ee Girl S % gro. 48 eeoecas 4 30 Pi Hand cra a 5 16 ES: eac le p 202 . hey Scrp .57 Union Scra Yer 6 WwW Pp, 5e 6 76 an oe an, % on nasi pacento warvowaorewtie nine aad tens 46 MICHIGAN TRADESMAN January 5, 1916 SPECIAL PRICE CURRENT 12 Smoking All Leaf, 2% & 7 oz. BB, BM OF. ...2...00. 6 Be 7 OB ...4...... 12 BB, 14 OR. ccccccscc. BS Bagdad, 10c tins .... 11 Badger, 8 om. ........ 5 Bageer, 7 Of. ........ 1 Bammer, Bl oi... os. see 5 Banner, 200 .........- 1 Banner, AOC os bsceu es ° Belwood, Mixture, 10c Big Chief, 2% oz. .. 6 Big Chief, 16 oz .... Bull Durham, dc .... 5 Bull Durham, 10c .. 11 Bull Durham, lic .. 17 Bull Durham, 8 oz. .. 3 Bull Durham, 16 oz. .. 6 Buck Horn, 6c ...... 5 Buck Horn, 10c .... 11 Briar Pipe, 5c ...... 5 Briar Pipe, 10c > Black Swan, fe .... 5 Black Swan, 14 oz. .. 3 Bob White, ic ...... 6 Brotherhood, 5c ...... 6 Brotherhood, 10c .... 11 Brotherhood, 16 oz. 5 Carnival, 5c Carnival, % 0z. (Carnival, 16 oz. .... Cigar Clip’g, Johnson Cigar Clip’g, Seymour Mdentity, 3 and 16 oz. Darby Cigar Cuttings 4 Continental Cubes, 10c_ 90 Corn Cake, 14 0z. .... 2 55 Corn Cake, 7 oz. .... 1 45 Corn Cake, 6c ......- 5 76 Cream, 60c pails ..... 4 70 Cuban Star, 5c foil .. 5 76 Cuban Star, 16 oz. pls 5 72 Chips, 10c ........-- 10 30 Dills Best, 1% oz. .... 79 Dills Best, 3% oz. 77 Dills Best, 16 oz. .... 73 Dixie Kid, 5c .....--- 48 Duke’s Mixture, 5c .. 5 76 Duke’s Mixture, 10c ..11 52 Duke’s Cameo, 5c .... 5 76 Drum, 5C .....ceeeree 5 76 r . A., 4 OZ. ....-. 5 bs om ©. A 7 OB. ..----+- 11 52 Fashion 5c ......+.. - 6 00 Fashion, 16 oz. ......- 5 28 Five Bros., 5c ...... . 5 76 Five Bros., 10c_..... 10 53 Five cent cut Plg .. 29 mr © B ite ......-..- 11 52 Four Roses, 10c .... 96 Full Dress, 1% oz. .. 72 Glad Hand, 5c ....... 48 Gold Block, 10c ...... 12 00 Gold Star, 50c pail .. 4 60 Gail & Ax Navy, be 5 76 Growler, 5c ....-...- “ 42 Growler, 10c ......- a. 94 Growler, 20c ...-..«.. 1 85 Giant, BC .....-.eeeee 5 76 Giant, 40c .......... 3 72 Hand Made, 2% oz. 50 Hazel Nut, 5c ...... 76 Honey Dew, 10c ....12 00 Hunting, Sc .......... 38 i. Sc ......... ... 6 10 ' K L, in palis ...:.. 3 90 Just Suits, 5c ........ 6 00 Just Suits, 10c ...... 12 00 Kiln Dried, 25c ..... 2 45 King Bird, oz. .... 2 16 fing Bird, 10c ...... 11 52 ing Bird, bc ........ 5 76 La Turka, 5c 5 76 Little Giant, 1 Ib. 28 Lucky Strike, luc , 05 Redo, 3 oz. ...... 10 80 Le Redo, 8 & 16 oz. 38 Myrtle Navy, l0c ....11 52 Myrtle Navy, 5c ..... 5 76 Maryland Club, 5c ... 450 ayflower, Bc ....... 5 76 eyfower, 0c ...... 96 Mayflower, 20c ...... 1 92 Nigger Hair, 5c ..... 6 00 Nigger Hair, 10c ....10 70 Nigger Head, 5c .... 5 40 Nigger Head, 10c ... 10 56 Noon Hour, 6c ...... 48 Old Colony, 1-12 gro. 11 52 Ola BA, Ge ......... 5 76 Qld English Crve 1l%oz. 96 Ol4 Crop, 6c ........ 5 76 Old Crop, 25c ....... 20 P. S., 8 oz. 30 Ib. cs. 19 P. §., 3 oz., per gro. 57 Pat Hand, 1 oz. ...... Patterson Seal, 1% oz. Patterson Seal, 3 oz. .. 96 Patterson Seal, 16 oz. 5 00 Peerless, 5c ........ 5 76 Peerless, 10c cloth ..11 52 Peerless, 10c paper ..10 80 Peerless, 20c ........ 2 04 Peerless, 40c ........ 4 08 Plaza, 2 gro. case ....5 76 Plow Boy, Sc ....... 5 76 Plow Boy, 10c ...... 11 40 Plow Boy, 14 oz. .... 4 70 Beir, te ........-.- 11 93 Pride of Virginia, 1% a1 elle Se 5 76 Pilot, 14 oz. doz. ..... 2 10 Prince Albert, 5c .... 48 Prince Albert, 10c .... 96 Prince Albert, 8 oz. .. 3 84 Prince Albert, 16 oz. .. 7 44 13 14 Queen Quality, 5c .... 48 Rob Roy, 5c foil .... 5 76 Rob Roy, 10c gross ..10 52 Rob Roy, 25¢ doz. .... 2 10 Rob Roy, 50c doz. .... 4 10 S. & M., 5¢ gross .... 5 76 S. & M., 14 oz., doz. ..3 20 Soldier Boy, 5c gross 5 76 Soldier Boy, 10c .... 10 5 Pilot, 7 oz. doz. ..... 1 05 Soldier Boy, 1 th. .... 4 Sweet Caporal, 1 oz. 60 Sweet Lotus, 5c .... 67 Sweet Lotus, 10c ...11 52 Sweet Lotus, per doz. 4 60 Sweet Rose, 2% oz. .. 30 Sweet Tip Top, 5c .. 50 Sweet Tip Top, 10c .. 1 00 Sweet Tips, % gro...10 08 Sun Cured, 10c ....... 98 Summer Time, 5c . & 76 Summer Time, 7 oz... 1 65 Summer Time, 14 oz. 3 50 Standard, 5c foil 5 76 Standard, 10c paper 8 64 Seal N. C. 1% cut plug 70 Seal N. C. 134 Gran... 63 Three Feathers, 1 oz. 48 Three Feathers, 10c 11 52 Three Feathers and Pipe combination .. 2 25 Tom & Jerry, 14 oz. 3 60 Tom & Jerry, 7 oz. ..1 80 Tom & Jerry, 3 oz. .. 76 Trout Line, Sc ..... 5 90 Trout Line, 10c ..... 11 00 Turkish, Patrol, 2-9 5 76 Tuxedo, 1 oz. bags .. 48 Tuxedo, 2 oz. tins ... 96 Tuxeto, 20c ......-... 1 90 Tuxedo, 80c tins .... 7 45 War Path, 6c ....-.. 6 00 War Path, 20c ...... 1 60 Wave Line, 3 oz. .... 40 Wave Line, 16 oz. .... 40 Way up, 2% oz. .... 5 75 Way up, 16 oz. pails .. 31 Wila Fruit. Ge ....-- 5 76 SVild Fruit, 10c ...-.- 11 52 Waimm Vai, OC .....-.. 5 76 Yum Yum, 10c .....: 11 52 Yum Yum, 1 th. doz. 4 80 TWINE Cotton 3 ply ...... -.. 22 Cotton 4 ply. .........-. 22 wute, 2 Ole oc. s see. 14 Hemp, 6 ply ......... 13 Flax, medium ....... 24 Wool, 1 th. bales ..... 10% VINEGAR White Wine, 40 grain 8% White Wine, 80 grain 11% White Wine, 100 grain 13 Oakland Vinegar & Pickle Co.’s Brands Highland apple cider 18 Oakland apple cider .. 13 State Seal sugar .... 11% Oakland white picklg 10 Packages free. WICKING No. 0, per gross ...... 35 No. 1, per gross .... 45 No. 2, per gross .... 55 No. 3, per gross .... 80 WOODENWARE Baskets Bushels 1 Bushels, wide band .. 11 Market 7.0. 40 Splint, large ........ 400 Splint, medium ...... 3 59 Splint, small ........ 3 00 Willow, Clothes, large 8 00 Willow, Clothes, small 6 25 Willow, Clothes, me’m 7 25 Butter Plates Ovals 4% Th., 250 in crate .... 35 % h., 250 in crate .... 35 1 Tb., 250 in crate ...... 40 2 Tb., 250 in crate ...... 50 3 Th., 250 in crate ...... 70 5 tb., 250 in crate ...... 90 Wire End 1 Tb., 250 in crate ...... 35 2 Ib., 250 in crate ...... 45 3 Tb., 250 in crate ...... 55 5 ib, 20 in crate ...... 65 Churns Barrel, 5 gal., each .. 2 4¢ Barrel, 10 gal., each ..2 55 Clothes Pins Round Head 4% inch, 5 gross ..... 60 Cartons, 20 2% doz. bxs 65 Egg Crates and Fillers Humpty Dumpty, 12 dz. 20 No. 1 complete No. 2, complete ....... 28 Case No. 2, fillers, 15 Bets 3.5... cee eee 5 Case, medium, 12 sets 1 15 Faucets Cork lined, 3 in. ...... 70 Cork lined, 9 in. .... 80 Cork lined, 10 in. ...... 90 Mop Sticks Trojan spring ........ 90 Eclipse patent spring 85 No. 1 common ........ 8 No. 2, pat. brush holder 85 geal NO. 7 3.) 85 12%. cotton mop heads 1 30 Palls 10 qt. Galvanized .... 2 00 12 qt. Galvanized .... 2 25 14 qt. Galvanized .... 2 50 Ribre 225 2 40 Toothpicks Birch, 100 packages .. 2 00 Ideal Traps Mouse, wood, 2 holes .. 22 Mouse, wood 4 holes .. 45 10 qt. Galvanized .... 1 12 qt. Galvanized .... 1 70 14 qt. Galvanized .... 1 Mouse, wood, 6 holes .. Mouse, tin, 5 holes .... 65 Ret, weed 0 ce: 80 Rat, spring ........... 75 Tubs No. 1 Fibre No. 2 Fibre No. 3 Fibre Large Galvanized .... 7 50 Medium Galvanized .. 6 50 Small Galvanized .... 5 50 Washboards Banner, Globe ...... 15 Brass, Single ....... 4 50 Glass, Single ........ 3 60 Single Acme ........ 3 50 Double Peerless ..... 5 75 Single Peerless ...... 4 25 Northern Queen 4 50 Double Duplex ...... 4 00 Good Enough ........ 4 25 Universal -........... 4 25 1 Th. boxes, per gross 8 70 3 Tb. boxes, per gross 23 10 TELFER’S tex COFFEE DETROIT Jamo, 1 Ib. tin ...... 31 Hiden, 1 ib. tin ........ 27 Belle Isle, 1 tbh. pkg. 27 Bismarck, 1 Th. pkg. 24 Vera, 1 Ib. pkg. .... 23 Koran, 1 tb. pkg. .... 22 Telfer’s Quality 25 .. 19 MoRAM 6.0000 Quality, 20 ..... W. J. G. Tea Cherry Blossom Tea 37 Telfer’s Ceylon ... 40 CIGARS Johnson Cigar Co.’s Brand Dutch Masters Club 70 09 Dutch Masters, Inv. 70 00 Dutch Masters, Pan. 70 00 Dutch Master Grande 68 00 Little Dutch Masters (300 lots) ........ 0 00 Gee Jay (300 lots) 10 00 Ml Portana .........2 $3 00 S CW. 2.2... 32 00 Worden Grocer Co. Brands Canadian Club Londres, 60s, wood ....35 Londres, 25s tins ...... 35 Londres, 300 lots OPN eOLer.Ne Car {ots or local shipments, bulk or sacked in paper or jute. Poultry and stock charcoal. M. 0. DEWEY CO.., Jackson, Mich. 15 16 17 BAKING POWDER RR. C. Doz 10c, 4 doz. in case ... 85 15e, 4 duz. in case .. 1 25 25c, 4 doz. in case .. 2.00 d0c, 2 doz. plain top ..4 00 80c, 1 doz. plain top 6 50 10 Ib. % dz., pln top 13 00 All cases sold F. O. B. jobbing point. Special Deal No. 1. 12 doz. 10c, 12 doz. 15c, a2 @OzZ., 250 2.2... 49 20 Barrel Deal No. 2 doz. each 10, 15 and MOC eee 32 With 4 dozen 10c free % Barrel Deal No. 3. doz. each, 10, 15 and ORO sos. ee: 24 60 With 3 dozen 10c free. Half-Barrel Deal No. 3 doz. each, 10, 15 and OBO oo eee a: 16 40 With 2 doz. 10c free. All barrels sold F. O. B. Chicago, w oo a Royal 10c size .. 90 %b cans 1 35 6 ez cans 1 90 lb cans 2 56 %ib cans 3 76 1b cans 4 80 3Ib cans 13 00 5Ib cans 21 50 COFFEE OLD MASTER COFFEE Old Master Coffee .... 31 Roasted Dwinnell-Wright Brands White House, 1 tb. White House, 2 tbh. ....... Excelsior, Blend, 1 th. .... Excelsior, Blend, 2 tb. ose e Tip Top Bland, 1 th. ..... Royal Blend Royal High Grade ..... ee Superior Blend ......... oe Boston Combination ..... Distributed by Judson Grocer Co., Grand Rapids; Lee & Cady, Detroit: Lee & Cady, Kalamazoo; Lee & Cady, Saginaw; Bay City Grocer Company, Bay City; Brown, Davis & Warner, Jackson; Gods- mark, Durand & Co., Bat- tle Creek; Fielbach Co., Toledo. Circus, 100 cakes 5c sz 8 75 Climax, 100 oval cakes 3 05 Gloss, 100 cakes, 5c sz 3 75 Big Master, 100 blocks 3 90 Naphtha, 100 cakes .. 3 90 Saratoga, 120 cakes .. 2 40 Proctor & Gamble Co. DenOe os 3 20 IVOvY, (6 07. 608 ol. 4 00 Ivory, 10 02. 3.0.2.0... 6 75 Oe eee ee 3 35 Swift & Company Swift's’ Pride’ ......., 2 85 White Laundry ..... - 3 50 Wool, 6 oz. bars ..... 3 86 Wool, 10 oz. bars .... 6 5( 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 .. Sapolio, half gro. lots Sapolio, single boxes Sapolio, hand ......., Scourine, 50 cakes .. Scourine, 100 cakes . . COM DS DOR > Ss Soap Compounds Johnson’s Fine, 48 2 3 25 Johnson’s XXX 100 5c 4 00 Rub-No-More Nine O’Clock ........ 3 50 Washing Powdere Armour’s Babbitt's 1776 ....... 3 75 Gold Dust, 24 large .. 4 30 Gold Dust, 100 small 3 85 Kirkoline, 24 4tb. ... 2 80 Lautz Naphtha, 60s .. 2 40 San Marto Coffee ..... Lautz Naphtha, 100s 3 75 Royal Garden Tea, pkgs. 40 oe (one Stem : . THE Bourn co, ‘Roseine ............ f The only ceo. OHIO Snow Boy, 60 5e .... 2 40 5c ' i Snow Boy, 100 Sc .... 3 75 SOAP Tae Se 4 aaa 3 75 : mily Size ...:.... Cle anser Lautz Bres.’ & Co. Snow Boy, 20 pkgs., j Guaranteed to oo . oa specs : - Laundry Size ...... 4 00 cena cme, cakes, 5c sz aft ‘ Scaveseousnts bane. Cosas Acorn, 120 cakes .... 2 40 ces ey Pride, oe os Cotton Oil, 100 cakes 6 09 SWift’s Pride, 100s .. 3 65 80 - CANS - $2.9 Cream Borax, 100 cks 3 90 Wisdom ......... coos 8 30 FITZPATRICK BROTHERS’ SOAP CHIPS BBLS. White City (Dish Washing) Pe cece eeeeeeeesceeee lO Ibs......3e per Ib. Tip Top \Caugtic) 2.0005. .55. 0.8.8. teceie scsass 200 IDE. 6... . 4c per lb. No. 1 Laundry Dry.......... Beis eee ccs sabe e cece cece (ACO IDE... . 5. 5c per lb. Palm Pure Soap Dry.................. tteeeccceceessese- 300 Ibs......6Kc per Ib GISTERED FOOTE JENKS’ Killarney (easter (CONTAINS NO CAPSICUM) 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. ) Ginger Ale A GREAT BANNER SHOW WEEK NEXT WEEK. DOROTHY REGEL & CO. | ‘The Girl at the Cigar Stand” CRAIG CAMPBELL The Distinguished Tenor SIX TUMBLING DEAMONS | SHERMAN & UTTRY CLARK & VERDI | Italian Comedians Supported by a Wire KARTELLI FRANK & MILDRED Prices Evenings 10-20-25-30 and 50c Special attention given to mail and telephone orders Matinees 10c and 25c o January 5, 1916 MICHIGAN TRADESMAN 47 BUSINESS-WANTS DEPARTME PANCRAS StS a eel olacMitt anes mtnitel a oS itt Tr Tin iets two cents a word the first insertion and one cent a word for each Senet xenon continuous insertion, No cnarge less than 25 cents. Cash must accompany all orders. BUSINESS CHANCES. For Sale—A $3,000 dry goods stock in a Northern Michigan town. of 6,000. Price 65 cents on the dollar, spot cash, no trade. Address No. 711, care Trades- man. 711 For Sale—Ice business in town of about 2,000 doing $16,000 business annu- ally. Because of poor health will give right party bargain. No competition. Address Earl C. Haner, Scottville, Mich. 7 4 Let Us Do Your quality note heads, ments postpaid $1.15. for free proof. Clermont, Iowa. Wanted—Good side line for wholesale hardware trade. Middle West, Pacific coast and Canadian territory. J. , Huston, 515 EK. Benton St., Albia, cag flo modern Printing—500 good envelopes or. state- Send copy to-day fnterprise Printery, 714 To Sell or Trade—280 acres; country home three miles west of Coal- gate, Oklahoma. Adapted to stock rais- ing and dairying. Incumbrance_ $5,000. $35 per acre. Invite inspection. Ad- dress J. P. Addison, Box D, Coalgate, Oklahoma. 716 Ice Plant For Sale—At once, to settle an estate. 5-ton ice plant and ice cream factory, in good condition, located at Forest City, Mo. For full information write J. IE. McCoy, Administrator, Em- poria, Kansas. Tig Turn Old Merchandise Into Cash—I will sell your unsalable merchandise, out of style, dry goods, shoes, clothing, wom- en’s ready-to-wear goods, job lots, ete., 5 per cent. commission including insur- ance. Sales every day. Remittance made at once. Highest banking and mercantile references. Joseph Landau, merchandise broker and commission merchant, 2002 Beaver avenue, N. S. Pittsburgh, Penn. 723 Hardware For Sale—Nice clean stock; fine location; good going business. Box 461, Lansing, Michigan. 718 For Sale—At $4,000 shoe stock once, and fixtures. Best old established busi- ness stand in Ohio. Selling high grade shoes. Long lease and good will. Best location, corner. Money maker. Reason for selling, manufacturing of — tires. Henne Bros., Troy, Ohio. 719 Business Wanted—wWill exchange 160 acres of good land near Perry, Noble county, Oklaroma for a business. Give full particulars and location of business offered, first letter. Confidential. Ad- dress Frank Cleveland, Perry, Oklahoma. 720 For Sale—Good going cash dry goods and men’s furnishings store seven miles from Oakland, California. Address, P. O. Box 97, Station G, Oakland, Calif. 721 For Rent—New modern store; grade entrance; next door to Cudahy Brothers’ Market. An opportunity to start a for- tune in the grocery business. Write or come and see it. J. W. Spence, Racine, Wisconsin. a 709 Jewelry Fixtures For Sale Cheap. Wall cases and counter show cases. Will do for jewelry, drug, grocery, cigar or confectionery store. Call at once. Carstens Jewelry Store, 218 Monroe Ave., Grand Rapids. 710 For Sale—Grocery doing $400 business weekly with little expense. In live town 30 miles northeast of Grand Rapids. Cash proposition. Best reasons for selling. Address No. 700, care Michigan Trades- man. 700 For Sale—The Temple Cafe Restaurant in the live city of East Jordan. The best location in town, opposite post- office and in Temple Theater block. Will sell at a reasonable price. Frank Green, East Jordan, Michigan. 705 For Sale—Stock of hardware, stoves, Nice new, clean, up-to- will invoice paint and oils. date stock and fixtures, about $6,000, in an A-No. 1 farming country. Must be cash. No trade con- sidered. JInless you have cash and mean business, do not answer. Reason for selling, different manufacturing interests demand my _ entire attention. This proposition will bear thorough inspection and investigation and will go quickly. Address J. E. Kercher, Wolcott, Indiana. For Sale—140 popular books good for rental use and large revolving book rack, in good shape. $50. f. o. b., Kalamazoo. Dunwell Drug Co., Kalamazoo, a For Sale—Millinery business in the prosperous town of Alma, Michigan. Good reason for selling. Cheap rent, with lease. Only three stores in town. Small stock goods, all new. Bargain to quick buyer. Address No. 697, care Michigan Tradesman. 697 For Sale—One number S' 48-7 Ideal Sectional Steam Boiler. Slightly used; good as new. Cost $600; will sell for $300 cash, f. 0. b. Moberly, Missouri. If you want a bargain in a boiler, write J. Oscar Smith, Moberly, Missouri. 695 lt have two choice itand investments which will net very good profits to pur- chaser. One requiring $50,000 and the other $15,000. To see is to appreciate. Half on deferred payment if desired. I own most desirable factory sites also near cheap electric power and two rail- roads. Write J. Hopwood, Menomonie, Wisconsin. 687 For Sale—New ventilating plant cheap; suitable for school building, hotel, large cafe or underground’ kitchen. Write Delta Hotel, Escanaba, Michigan. 678 For Sale—For cash. General mer- chandise business. Profits averaging $8.00 per day. Other business demands attention. Address No. 679, care Trades- man. Wanted—To hear from owner of gen- eral merchandise store for sale. State cash price and description. D. F. Bush, Minneapolis, Minn. 657 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 Cheap—Sheet metal works in town of 5,000. No competition. Top prices for work. Investigation cheerfully invited. Located twenty miles east of Tampa, Florida, in heart of good farming community. Address Plant City Tin and Sheet Metal Works, Plant City, Florida. 670 For Sale—General store. Clean stock. Well located. Tontogany, Ohio. Invoices $5,500. F. A. Brown, Nicholas Bldg., Toledo, Ohio. 669 For Sale—Stock of staple and fancy groceries, crockery and glassware, locat- ed in a good trading point in Central Michigan. Reason for selling, death of owner. Address No. 661, care Michigan Tradesman. The Detroit Mercantile Adjusters, coun- selors and executors of high grade spe- cial sales, 505 Whitney Bldg., Detroit, Michigan. 664 I will buy a stock, small or large, if cheap. Arthur, 212 E. Main., Jackson, Michigan. 683 ee Wanted—Side line agents to carry our gas mantles in all parts. Erie Gas Man- le Mfg. Co., 507 French St., Erie, Pa. 65 oD For Sale—Stock general merchandise, including dry goods, groceries, furnish- ings, trunks, ete., only one in good town. We wish to give our time to our orchard, therefore must sell. Investigate. Lock Box 292, Thompsonville, Mich. 666 For Sale—Good bakers’ gasoline engine. Also soda fountain and ice cream fixtures. Enquire H. Coombs, Box 325, Edmore, Michigan. 632 oven, mixer, 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 Merchants Please Take Notice! We have clients of grocery stocks, genera) stocks, dry goods stocks, hardware stocks, drug stocks. We have on our list also a few good farms to exchange for such stocks. Also city property. If you wish to sell or exchange your business write us. G. R. Business Exchange, 546 House- man Bldg., Grand Rapids, Mich. 859 Move your dead stock. For closing out or reducing stocks, get in touch with us. Merchant’s Auction Co., Reedsburg, Wisconsin. 963 _ Merchandise Sales Conductor. For clos- ing out entirely or reducing stocks, get Flood, Dexter, Michigan. 18 eee 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, Michigan. 517 HELP WANTED. ee ei Wanted—Dairy supply and cream sep- arator salesmen. Patented dairy appli- ance fully guaranteed. Weight 5 ozs. Retails $3, 100 per cent. profit. Write us, Indicator, Mainesburg, Pa, 693 Salesmen covering regular territory who can call on drug and general store trade to carry a good side line. Sample can be carried in pocket. Liberal com- mission. Rat Biscuit Co., Springfield, Ohio, Tis GEO. S. DRIGGS MATTRESS & CUSHION CO. Manufacturers of Grocery Department Manager Wanted— A first-class man to open ond manage a grocery department in a department 7 store. Must be a hustler and go to Driggs Mattress Protectors market. Also have about $1,000 to in- Pure Hair and Felt Mattresses vest. Address No. 722, care Michigan : fj Tradesman. 792 Link and Box Springs Wanted — Experienced salesman, to Boat, Chair and carry B. S. K. silk and cotton petticoats for Western and Southwestern _ states. Large commission basis. Splendid values. Stitching fourteen to eighteen stitches to inch. Address, Skadan, Kerns & Co., Weedsport, N. Y. 684 Window Seat Cushions Write for Prices Citizens 4120 Grand Rapids We Take This Opportunity To thank our many friends for their liberal patronage accorded us during the past year and sincerely wish to all a successful and Happy New Year. W. W. KIMBALL CO. 74 Ionia Ave., N. W. M. J. Madden, Mer. Grand Rapids, Michigan Be a Real Lumber Buyer . Basing cost upon initial cost is not true economy but fooleconomy. Real saving can be computed only after the whole story is told. This truth is all truth in lumber buying. Given an opportunity to submit an offer on a job, our boast is not that it will be the lowest in first price; but quality and service considered, our bid can never be beaten. Our reputation and success are born of that policy. Stiles Brothers Company Wise House Builders insist on Our Materials Citizens 4366 Bell M301 Buckley St. and M. C. Railway Eastern Ave. and P. M. Railway Grandville Ave. and Hughart St. 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. te icc sc saguneronolaine sortase Wit ac eR 48 MICHIGAN TRADESMAN January 5, 1916 More Than Two Million Automobiles Now In Use. Never since the world began has any new industry made such a won- derful growth and paid the enormous dividends that have been paid by automobile manufacturers. It seems so improbable to the average business man that he is apt to listen with in- credulous amazement—until he in- vestigates and realizes it is all cold fact. Discriminating investors have good reason for giving serious attention to the motor vehicle trade. The Wall Street Journal accredits it with being the third largest industry in America to-day, and at the present rate of progress it will likely be the first industry before many years. more. Where a few years ago the motor car was considered an experiment, and at best a rich man’s luxury, it is to- day recognized as a permanent and essential factor of modern civiliza- tion and business. There are now about 2,073,903 reg- istered automobiles in use in the United States. This represents own- ership by less than 2 per cent. of the American people, and with a field of 100,000,000 people to draw from, the possibilities of growth are virtually unlimited. A dozen years ago Henry Ford and his associates formed the present Ford Motor Co. with a cash capital of $28,000. Upon that meager be- ginning has been built a business which for rapid growth and tremen- dous dividends has never been equal- ed since the world began. Not a dollar of outside capital was ever put into the enterprise after the orig- inal investment of $28,000: yet so profitable is the automobile business and so wonderful the demand for a medium priced car that the company has built up a surplus of almost $60,- 000,000, has assets of approximately $89,000,000, and cash in banks amount- ing to nearly $44,000,000, after pay- ing millions in dividends every year, and donating millions of dollars in cash to its employes under a profit sharing plan. The company has re- cently declared a stock dividend of $48,000,000, to be divided among its seven stockholders. The profit record for the past ten months was $27,000.- 000. About 1900 David Buick, dealer in plumbers’ supplies, started the Buick Motor Co. with about $40,000 cash capital The next seven years saw the Buick Motor Co. grow into one of the country’s largest industrial in- stitutions, with assets of many mil- lions and earnings so fabulously large that average business men would have difficulty in believing that money could be made so fast. Seven years ago the Hupp Motor Co. began business with an author- ized capital of $25,000, only part of which was paid in cash. The increase of capital from $25,000 to $1,000,006 has been accomplished by issuing stock dividends to stockholders from time to time. +>___ Forecast of the Sugar Situation. On the assumption that the esti- mates of the Cuban crop are approx- imately correct, this means that Cuba will produce in round figures, 600,000 tons more sugar than a year ago, and this with the increased production o£ about 100,000 tons in the domestic beet crop are the only important gains to be noted. Going to offset the in- fluence of this increased production are the marked indications that Eu- rope’s requirements of sugar from Cuba, either in the way of raws as a direct importation from Cuba or refined sugar via the United States, will show a substantial increase ove: last year, for the reason that the United Kingdom’s large reserve stock no longer exists, and France, with her small production of only 150,000 tons of beet sugar will need to import much more heavily than a year ago. Also, it appears quite evident the European countries will requre their supplies from Cuba considerably ear- lier than last year, and it is expected the amount purchased by Europe thus far, variously estimated at from 400,000 to 450,000 tons combined raws and refined, for second half December to March shipment, will be taken promptly. Cuban interests generally are in a much better position finan- cially to protect themselves in the marketing of their sugars than in former years, and buyers will un- doubtedly find comparatively little sugar coming from Cuba unless they are willing to pay full prices, although the question of storage facilities may become a factor. Cuba is giving in- creased attention to the proper ware- housing of sugar, and the past has seen some increase in the available storage capacity, but same has hardly been in keeping with the indicated large increase in production. Present indications are that the scarcity of spot supplies of cane su- gar in the United States market will continue to be a factor until the sec- ond half of January. By the end of January Cuba should be producing sugar in sufficient volume to bring relief to the situation. However, there is nothing to indicate any sub- stantial doctrine from present ruling prices of 33¢c c. and f. for Cuban sugars for February and March ship- ment. The extent of the advance in prices, which should come during the latter part of 1916, will depend upon the out-turn of the sugar crop of Java, Mauritius, Australia, Fiji Islands, Ar- gentina, and the domestic beet crop; in other words, on the countries which market their sugars during the sec- ond half of the calendar year. It seems probable these countries will produce more sugars than dur- ing the present season, as with the exception of the domestic beet crop, they in every instance made short crops for this season. Java, in par- ticular, should make a larger crop, as that island, even with no increase in cane acreage, should produce more sugar, as she is recovering from sev- eral seasons of drouthy conditions. The domestic beet sugar crop will probably show another increase. The difficulty of obtaining beet seed may be largely overcome by the fact that seed is now being more successfully grown in this country. —___ o> __ Protest Against Auto-Locking Ord’- nance. The retail grocers of Detroit have a new grievance against the City Fathers of their community in that portion of the recently enacted auto- mobile ordinance requiring delivery cars of less than 1,500 pounds ca- pacity to be locked whenever the driver leaves the car, even if only a few moments to make a delivery. The members claim that this is a discrimination against the retailer and is not necessary in order to ac- complish the intent of the ordinance. which is to reduce the number of automobiles stolen for joy-riding pur- poses. Seldom, if ever, is a delivery car stolen, and the only result of this action will be to cause the retailer a lot of unnecessary annoyance and loss of time. 22-2 Butter, Eggs, Poultry, Beans and Potatoes. Buffalo, Jan, 5—Creamery butter, “extras, 34c; first, 30@32c; common, 27@29¢; dairy, common to good, 22 @28c; all kinds, 18@20c. heese—F ancy, new, 16'4c; choice, 15Y@l16c. Eggs—Choice new laid, 33@35c: storage 24@2é6c. Poultry (live)—Chicks per Ib. 14@ 18c; cox, 11@12c; fowls, 14@18c: ducks, 18@19c; geese, 15@16c; tur- keys, 20@22c. _ Poultry (dressed)—Chicks, 15@20c; fowls, 15@18c; ducks, 17@18c; geese, 15@16c; turkeys, 25@26c. 3eans—Medium, $4: pea, $3.80@ 3.90; Red Kidney, $5; White Kidney, $5; Marrow, $5. Potatoes—90c@$1 per bu. Rea & Witzig. — o> ___ Florida Citrus Shipments Light. Officials of the Florida Citrus Ex- change claim that the movement of citrus fruit from Florida to date has been less by 1,599 carloads than at this time last season. Total shipments this year were given at 8,283. against 9,882 last season. Prices, however, have been higher. Shortage and late- ness of the Florida crop and enforce- ment of Federal maturity regulations regarding shipment were given as the reason for the smaller crop. —_—2-2.-—— The saddest sight we ever saw was a fat woman trying to act cute. BUSINESS CHANCES. For Sale—Clean stock merchandise, consisting of men’s work clothing, gro- ceries and automobile filling station. Best location in town doing good busi- ness, Owner has good reason for selling. Rent cheap. Address, Box 287, Memphis, Michigan. 24 For Sale—Or will exchange for good city property or clean stock of clothing or shoes 20-acre vineyard 2% miles from Niles, Michigan. Best quality grapes and all vines upon - wires. Good market. Stone & Silsbee, Niles, Michigan. 725 For Sale or Trade—For good farm, mail order house handling heavy machinery, hardware and farm supplies. J. T. Simon- son & Co., Muskegon, Michigan. 726 a. Nears ~~ ~ mm: ed Ee “Ina Class by Itself ’’ Manufactured Under Sanitary Conditions Made in Eight Sizes G. J. Johnson Cigar Co. Makers Grand Rapids, Mich. eee er Are you a value giver? \ Do you plan ways and means to give all possible value in every sale? Do you keep posted as to what is taking place in the Pure Food World? The average housewife depends on her grocer to protect her in the matter of values, adulterations etc. and the dealer owes it to him- self and to his trade to be awake to the merits of the brands offered him by the different manufacturers. There is nothing in all your stock that affords you better oppor- tunity to supply real value than IAG Bakinc Powper Guaranteed Free From Albumen Complies with Pure Food Laws of every State. We have never used the “Fraudulent Water Glass Test” JAQUES MANUFACTURING CO., Chicago ce ee