Thirty-Third Year RS EIEN CREST D1 WTI ONS OSM er NOS) en 4, BY D> See Se a SS I ee Fea ene a, OK A »y Crs Ww iG PN @ INS OMS My AA FS) CN ee a eo RO I ae PERS ona mes Qty: my ACC MC Be OY (hia aa UROL) Fgone/ [SS [East deer NS CGEM IL WE kg? PUBLISHED WEEKLY 4 (ANU SPEC Tse ay Sey) LN Se YD DB $$ etOtnnqqq—qqmmememee RRR AAEI K dwt RRR THE OLD MAN + Bere Reeh Aceh Ak Boe kk ek ek ee ge ge ARKAKRKRKRKRKRKKRKKRKKKAKRKAKAKKAAKRAARKAKKRKKKKN Ree Bed Ra Ak eh kk ekg RARRKRRKRKKK RRR KKKKKRKRRAKRAAK Ah <4 4 bw he oh ht th a bodied wie od oh ot, ot ot oh, ARAKRKRKRKRKRRKRRRKRRAKKRRRKRRKK ARAB e A A Bk eg Bk kk a gk pg ARRKRAKRKRKRKRKRKRRKRKKKRKARRKKAAK a wa Ichabod, my boy, methought I heard you speak of your father this morning as “the old man.” You are eighteen years of age, are you not? Just so. That is the age when callow youth has its first attack of big- head. You imagine at this moment that you know it all. I observed by the cut of your trousers, the angle of your hat, the tip of your head, the flavor of your breath, the style of your tooth- pick shoes, and the swagger of your walk, that you are badly gone on yourself, This is an error of youth which your uncle can overlook; but it pains him sorely to hear you speak in terms of disrespect of one you should never mention save by the sacred name, “father.” He may not be up to your style in the modern art of making a fool of himself, but ten to one he forgets more in a week than you will ever know. He may not enjoy smoking gutter-snipes chopped fine and en- closed in delicate tissue-paper, but he has borne a good many hard knocks for your sake, and is entitled to all the reverence your shallow brain can muster. By and by, after you are through knowing it all, and begin to learn something, you will be ashamed to look in the glass and wonder where the fool-killer kept himself when you were ripe for the sacrifice. And then, when the “old man” grows tired of the journey and stops to rest, and you fold his hands across his bosom and take a last look at a face that has grown beautiful in death, you will feel a sting of regret that you ever spoke of him in so grossly disrespectful a manner; and when other sprouts of imbecility use the language that so delighted you in the germinal period of manhood, you will feel like chasing them with a thick stick and crushing their skulls to see if there is any brain-tissue on the inside. ROBERT J. BURDETTE. REIIOIII III III JOOS I I a A I SAI ERIC OC A I A AH YEE ek v wi we et et et ht et te et et te ee ree eee ee ee v Wa ee et te tee et et et eee tt Tee. Vee ee ee ee eee eee VU ee eo ee ee Dw ee we ee ee et et et et et et ee vv... ee ee ee ee v * Mh Mh Bt Dh Wd Ok ee be et et Ot et et et et oe ete reve v v v ¥ 2h 2h he eh We Oe bd De te et et et be et et et es v rv ww ew ww We vv BN eo Ne eee ee ee eee eee ee Me Oe ew ee ee nee eee Cee ee eee DW De Oe bl Dd De de oe Wt be ee De ot be et Vue Ce Ce 8 eee eee ee v Muu we > vv" “A Smile Follows the Spoon When It’s Piper’s’’ e 9 ; Piper’s Pure Ice Cream is so far ahead of all others it’s lonesome Piper Ice Cream Co. All inquiries receive prompt attention Kalamazoo, M ichigan b a ay -. Jud= son, to attend the funeral of Mr. Ireland and convey to the bereaved family our heartfelt sympathies. I'xpressions of sympathy were extended to Mrs. Weber and Mrs. Kerr by our Secretary in be- half of our Association. My friends, these occasions are going to happen to all of us sooner or later. Let us be faithful to our trust, honest and conscientious in all our dealings with our fellowmen, so it will be said of us that we were a blessing to the community in which we lived. In closing, I wish to thank you, gen- tlemen, for the loyal support you have given the officers of our Association the Past year. I have great faith that your loyalty will continue and that our Mich- igan Retail Hardware Association will stand in the forefront of the organized states of the Union in membership and tail Hardware influence. Committee announcements were then made, when Paul H. Nystrom, of New York, delivered an addres; on Salesmanship, followed by an ad- dress on Points of Contact by Roy I’. Soule, editor of Hardware Age. In the evening the delegates and their ladies attended Empress Thea- ter, as the guests of local hardware jobbers. The convention opened this morning with a song, followed by the readine of the annual report of the Treasurer, William Moore. Scott then nual report, as follows: Secretary read | his an At the close of another year one thing which appears to stand out prominently is the fact that the hardware dealers of Michigan, and in fact the merchant in all lines, have occa to feel gratified at the conditions \ have maintained for the past twelve months. While we can find things j ividual busi- nesses that micl improved, condi- tions in general have been satisfactory aS compared with those existing else- where. We ate rieht now in the midst of a period which requires the exercising of keen business judgment on the part of the individuals in order. th: at business may be adjusted to the market condi- tions which have reccitly and will con- tinue to undergo, in many < ises, radical changes It is a fact that many goods are now being sold at less than the cost of ré placement, and I believe we uld all profitably set aside a full week at the present time for the purpose of putting in force an entire revision in | prices. Not only should we d this at once, but we should plan to watch tl market quotations in the trade journals and get information of advances promptly from every traveling calls upon us and be ingly in following the governer market Advances are in the air and the suming public. understanding the con- ditions, is prepared to pay more for merchandise in the which metals dealer does not like to raise his prices on what he figures may he - r advance in market values, pears to be little relief in present conditions, and the arrange our selling prices, ___ The Michigan Trust Company has been appointed special administrator of the estate of John George Kalm- bach, the late President of Rindge, Kalmbach, Logie Co. The Grocery Market. Sugar—The Eastern refiners have ad- vanced quotations 10 points—from 6c to 6.10c. Michigan beet factories are near- ly all sold out—so nearly so that they have advanced beet granulated to a 6c basis. Export business is practically at a standstill, as refiners are unwilling to make concessions under the present un- certain conditions, being moreover, sold up as a rule for weeks to come. The United Kingdom, having announced a policy of restriction of imports to curtail consumption, is temporarily out of the market, although shrewd observers maintain that the holding-off policy will be short lived. Sugar will be needed to eke out the home refining production, and the United States, as in the past year and a half, will be called upon to fill the gap. The action of Democratic members of the Ways and Means Com- mittee in deciding to report a resolution to repeal the free sugar clause in the tariff had little influence, being in keep- ing with the general expectation, Tea—There is a fair demand for re- quirements, especially India-Ceylons, which are the features because of the stimulating advices of late from primary points and London. Prices are steadily creeping upward, and according to the view of some of the local prophets, will reach the high level of last summer unless shipping conditions improve. London mail advices report tea firm. At the auction of Indian and Ceylon the demand was good for all grades, more especially for the better qualities. Coffee—There was a better enquiry reported in some circles of the trade due to the improvement in futures of late and the rise in Brazil cost and freight incidental to the freight situa- tion. It is pointed out that the visible in the United States is decreasing and should shipments be sharply curtailed for any length of time higher prices might be expected. Mild grades of cof- fee are firm in sympathy with Brazils, there being a fair demand reported in the trade. Canned Fruit—Coast operators are holding prices very firm for 1915 pack for future shipment from the Coast. Spot conditions remain unchanged, a dull tendency ruling in all quarters. Canned Vegetables—Tomatoes show no quotable change, with buyers holding off and the market displaying an unset- tled tendency. Offerings of spot stocks continue to show a weakening tendency in some quarters although the larger packers are generally holding firm. Brokers report that most of the supplies being offered at the low basis of prices are inclined to show inferior quality pack. The contents of the cans are in most cases showing satisfactory con- dition, but the cans are showing rust and are not of full standard quality. Both corn and peas are very quiet, with practically no movement in any spot stocks. Supplies seem to be available in moderate quantities, and, in spite of the lack of a demand, holders are gen- erally maintaining prices on a fairly firm basis. Owing to the slow demand in progress for spot stock buyers are devoting practically no attention to future stocks of either line. Some of the Western packers report that a good demand continues to be found slightly at prices higher than the 5 quotations Southern packers, Canned Fish—Coast salmon is held with a very firm tendency. Stocks for future shipment from the 1915 pack are reported to be very scarce in most quar- ters on the Coast, and packers are in no cases said to be trying to force sales, Domestic sardines remain steady, with prices very firm and operators in some quarters expecting further advances within a short time. Dried Fruits—Some markets are quoting lower prices on prunes than the fruit can be bought for on the Coast to bring forward. This is for the rea- son previously reported that many of the Eastern holders are taking profits. Peaches and apricots unchanged and fairly active. Raisins unchanged and in fair demand. Currants and other dried fruits all selling to some extent without any change in conditions. Cheese—The market is firm and un- changed, with a moderate consumptive demand. Owing to the heavy export demand, stocks are reported low, and the market is firm on the present basis. Provisions—All_ smoked meats are steady and unchanged, with only a mod- erate consumptive demand. Pure lard and compound are in very light demand at steady and unchanged prices. Bar- reled pork, canned meats and dried beef are all dull and in light demand. Salt Fish—Mackerel remains unchang- ed for the week, except that certain holders of Norways are now asking a little more money. The supply is so light that the chance is that they may get it. Mackerel is selling as well as could be expected. Cod, hake and had- dock are unchanged and quiet, —_+<--__ Status of the Bean Market. The bean market is now passing through the usual February dull period. Last year at this time we experienced a decline of about 80c per bushel from the top point before there was any turn in the market or very much interest shown from a buying standpoint. Colorado is offering Pinto beans in all directions at about 20c below the price of Michigan beans. asked by the California has lowered their price during the past two weeks about 30c per cwt. in all directions. A few beans have been taken through Montreal for export, but the freights are so high, exporting of beans this season is entirely out of the question. The situation in Michigan is very firm, Elevators have paid farmers, as a rule, more for beans than they can get for them based on to-day’s market, and are not inclined to dispose of their holdings. Not more than 5 or 7 per cent. of the crop of beans in Michigan is still in the hands of the grower, and with farm reserves at this low point I doubt very much if there is a possibility of the bean market going a great deal lower. However, this, of course, will depend on the demand, more or less. If farmers are wise enough to secure good beans this year and plant their beans early, that they may be harvested before the fall rains, the present out- look would indicate that the growing of beans this season by the farmers would prove a very paying proposition. Ernest L. Wellman. UPPER PENINSULA. Recent News From the Cloverland of Michigan. Sault Ste. Marie, Feb. 14—Theo- dore George Paulantis, one of the proprietors of the Parisian restaurant and one of the Soo’s popular young men, was united in marriage last week to Miss Patience A. Nelson, daughter of Mr. and Mrs. James Nelson, of this city. The young couple are re- ceiving the congratulations of their many friends who wish them every success and a happy future. James Golden, of this city, has ac- cepted a position as manager of the Braude Hide Company here. J. L. Lynch, one of the largest lum- ber operators at Shelldrake, was a business visitor here last week. Mr. Lynch reports unusual activities in the woods this winter. He is oper- ating on a large scale and is very much encouraged with the lumbering outlook for the future. James B. Melody, Swift’s famous soapist, is making a reputation as a writer and is no amateur on spreading the salve in a graceful manner. Mr. Schiff. the well-known pork agent from Chicago, will either have to get a new carburetor or have his valves ground, as he has been missing numerous trains of late. .From re- ports received from Moran last week, we find that he has been obliged to make that busy town his headquarters on account of the long distance be- tween the heart of the city and the depot. It is customary for the travelers to remain up town until train time, but most of the gripites are able to make connections before the train pulls out and all the travelers but Mr. Schiff made the grade. Through an oversight last week in reporting the good time at the trav- elers’ banquet here. the vocal selec- tion of Mrs. McPike was not men- tioned. This was one of the biggest treats of the evening. Mrs. McPike is one of the leading vocalists in the city and much credit is due her in helping to make the banquet a suc- cess. J. R. Merrifield, district deputy of Elk lodges in the U. P. and proprie- tor of the Merrifield Cigar Manu- facturing Co., returned last week from an inspection trip to the copper coun- trv. Mr. Merrifield reports growing interest in the coming State conven- tion to be held in this city next June and from all accounts there will be a full attendance from all the lodges in Cloverland and great preparations are being made here for the reception of the B. P.O. E. From reports there will be no lack of funds. accommoda- tion and a good time for everybody. Work was hardly ever so plentiful in Cloverland as it is this year. The great demand for labor al] over the U. P.. especially woodsmen, is in evidence to a marked degree. The D., S. S. & A. Railway has se- cured twelve extra freight engines in order to move the immense ship- ments now being offered. Two of these engines came from the Soo Line, and are being used on trains 25 and 26 running between the Soo and St. Ignace. Five came from the L. S. & I. and five from the Messaba Range Railroad, which are being used on the western division in an effort to break the copper country blockade. The Mackinac Transpor- tation Co, is working two car ferries and one or two more boats could be used to good advantage at the pres- ent time to take care of the immense traffic. The ice road between St. Tgnace and Mackinac Island was opened last week. The steamer Islander which has been on the route all winter, miss- ing but one trip, will lay up. The mail will now be brought across on sleighs. For the first time in the history of transportation, the Western Express 0. is now able to give a lower rate than the railway company can by local freight. George J. Dickison & Fe a ee ete enn eeepc Socio taucnne Ore ete ee iS a SSMS TE Re ee Ee MICHIGAN TRADESMAN Sons sold four Scotch shorthorn heifers, two yearlings and two calves to C. H. Prescott, of Tawas City. The best rate they could get from the 1allroad company was $svU or neariy 31 cents per mile for carrying the young heifers by freight, while the express company offered to take the shipment at $62.50, ensuring safe de- livery. F. K. Wallace and Robert Nelson drove to Emerson last Sunday. While on their way back home they were attacked by a pack of wolves. Neith- er of the men had a gun and the only thing which saved their lives was a good horse which stepped along at a lively gait. They had a small load of fish in the cutter which they threw out to the hungry wolves. Both men were badly frightened. Another case of what you will see when with- out a gun! This is the week of the Chippewa County Poultry Association Show and some of the finest birds in the country will be displayed. Prize winners at Cleveland, Boston, Mad- ison Square, Detroit and other big shows will be here, many breeders from all parts of the State having ex- pressed desires to compete. Many birds are also expected from the cop- per country and Southern Michigan. Such famous breeders as John Brevick, of Rhode Island, John Con- roy, Will Davey and W. A. Dumont, will be represented, Mr. Litwiller, with his Rhode Island Reds, and many others are expected. The February Cloverland Magazine is on sale at the newdealers here, but the demand is so great that the large supply is soon exhausted. The sec- ond number is much more attractive than the first and shows improvement in both printing, illustrations and text. “The First White Settlement in Michigan” is a brief history of the Soo from 1868 to 1916, written by Hon. F. P. Sullivan. An Upper Peninsula girl gives the story of how she became a moving actress. Some splendid articles are contributed by prominent men of the U. P. The cuts used for the locks and our mam- moth power plant, which is the largest in the world and also Fort Brady, are exceptionally fine and the magazine is very interesting to the natives and others. In a letter received here from D. H. Molony, proprietor of the Man’s Store here, who is spending the winter at Dade City, Florida, he enclosed a clip- ping from a Dade City newspaper telling how murder is but a minor offense in that State. The newspaper recites the details of a coldblooded murder, with the further information that the in- quest resulted in a verdict of man- slaughter, with the recommendation that the perpetrator of the crime be placed under $500 bonds. Mr. Moloney hap- pened along just after the killing and says the natives seemed to think the victim got just what was coming to him. Regarding the legal procedure, however, he remarks, that in Michigan a man would be placed under higher bonds for blacking a fellow’s eye, even though he deserved it. At the trial of the case referred to the murderer was acquitted—evidently due to local prej- udice—but it shows how they do things in the South. Mr. Molony reports times very quiet in the South, there being no manufacturing in Florida. A. G. Burns, our well known local weather man, will give an address at the Soo Club on the work and statistics of the Soo station. Mr. Burns is one of the best weather men in the service and will give a highly instructive as well as entertaining talk on the subject. Fred F. Shaw, manager of the Gam- ble Robinson-Shaw Co., has returned from a business trip to St. Paul. Joseph Sales, general manager of the Union Carbide Co., has gone to Niagara Falls and New York on a business and pleasure trip. John Hotton, formerly a prominent meat dealer here, but who for the past few years has made his home in Mark- ville, Ont., where he engaged in farm- ing, at which he has been very success- ful, is visiting here this week. His many friends and acquaintances are pleased to meet him and know that farming agrees with him. The village of Pickford had a: fire scare last week when fire broke out in the center of the village. All the fire extinguishers were brought into service, but considerable damage was done be- fore the fire was under control. — = (U8. (GE CEL UCT88G §: — = Ss Importance of Pushing All the New Lines. Written for the Tradesman. Now is the time to plan just how to push the new lines you are putting in for this coming spring. In the first place, doubtless you have seen to it that only such have been selected as have merit and char- acter and individuality—such as de- serve a place in your stock and if given a chance will prove business- builders. Whether the term “new line” is used as indicating some class of goods that previously has not been handled, or some particular make or variety that has not been carried before—the progressive dry goods store, large or small, frequently must be adding well chosen new lines, using the term in both senses. As to quantity purchased, there are two days of putting in a new line, One is to buy a small amount and try it out. The other is to put in a stock large enough that its variet: and completeness will attract cus- tomers. Which method is better de- pends mostly on the size and char- acter of the store. The big establish- ment that is aiming to occupy a lead- ing place in the business of its town or city, will not want its showing of any kind of goods to compare un- favorably with what its competitors are offering in similar lines. It can not afford to take a back seat. The smaller, humbler shop will experi- ment somewhat before tying up too much money in any kind of goods that may not prove a winner. However it always is to be remem- bered that just a little of a thing— one size or one color or one pattern —usually will not sell well. There must be some variety to choose from. If it is worth while to try a line, it commonly is best to put in an amount sufficient to give it some chance. Be sure to give the new lines prom- inence. Bring them out in your news- paper advertising. Give them early display in the windows and on the counters or tables. When opportuni- ty presents, personally call attention to them. Otherwise half of your customers will not know that you have these goods. It always takes a little time to start a new line selling. If not push- ed in the beginning, the weeks slip along and before the goods get to moving, the season for their sale may be nearly over. KK. —_>+ =. __ Why Shoe Prices Must Be Higher. It is a far cry from raw materials on the plains and in the forests to shoes on the feet of the people. It is of the greatest importance at this time that every retailer of shoes should acquaint himself with the facts surrounding the upheaval in prices. All branches of our industry are con- fronted by the dread neccessity of ad- vancing prices. Years of experience un- der the competitive system of selling mer- chandise have taught manufacturers and merchants the potency of the price argu- ment. Everyone demands lower rates when buying, but hesitates to ask more when selling. Prices decline by a sort of gravitation. Higher quotations are an affront, a grievance not to be en- dured. Advances are received with a sneer ; declines are accepted with a smile. Our industry is in the sweep of great world events. To keep prices down at this time is beyond the power of any individuals. The commercial world is suffering from all sorts of restraints of trade despite the flourishes of the prose- cuting attorneys with their Sherman and Clayton laws. Men who have grown old in trade are in the thick of diffi- culties entirely new to them. The times call for calmness, moder- ation and a better understanding of the situation. Nothing will be gained by buyers denouncing sellers because they are unable to quote old prices and make instant deliveries. In our own industry there has been a wonderful example of forbearance and good feeling. The desire to take care of old customers was stronger than the opportunity to secure large profits. Sellers have not demanded their pound of flesh as they might have done. All along the line from hides and skins and tanning mater- jals to shoes and other finished pro- ducts manufacturers and distributors have handed along any advantage they obtained through early buying. At last when compelled to ask higher prices in many instances only abuse was received from customers previously befriended. The transition period is Passing rap- idly, however, and soon there will be no alternative but to quote higher prices for shoes and everything made wholly or in part of leather. Almost every in- gredient that enters into tanning is af- fected by the war. Tanning agents, colors and dyewoods are kept out of the country by embargoes and where raw materials are available for shipment the scarcity of ships and the extreme cost of ocean freight and marine insurance are factors in forcing new values of finished products. In the waring countries the govern- ments have arbitrarily established maxi- mum rates for hides, skins and leather to prevent the development of panic prices. Of course, action of this kind can be taken only when a nation is at war, but it is impossible for the trade in the United States to escape the consequences of the world wide upheaval prices. MICHIGAN TRADESMAN In view of all the facts we are for- tunate that leather values have not got beyond control. The future is obscure. As the war continues the difficulty of doing business will be greater rather than less. The embargo on logwood, if enforced for months, will stop the production of black leather and compel tanners to turn out their stock in the natural tan or russet finish. The chrome tanners are particularly hard hit. Chrom- ic ore and the bi-chromates of potash and soda, glycerine, oil, logwood and goatskins all are affected by the em- bagoes and freight difficulties. The developments should be watched from day to day. It is difficult to fore- see what new obstacles will be put in the way of the tanners. They are com- pelled to learn the lesson that their trade touches every country in its scope, that February 16, 191° they are creatures in the hands of fate unable to tell from day to day what wi! happen to over-throw their best laid plans—Shoe Retailer. —_+---2___ If you would make a tool of a man, select a dull one. ! We are manufacturers of TRIMMED AND | UNTRIMMED HATS for Ladies, Misses and | Children, especially adapted to the general store trade. Trial order solicited. CORL, KNOTT & CO., Ltd. Corner Commerce Ave. and Island St. Grand Rapids, Mich. We Make a Specialty of Trimmed and Tailored Hats For the Dry Goods Dep't $12.00 to $36.00 dozen KIMMEL MILLINERY CO. Grand Rapids, Mich. Washington’s Birthday NEXT WEEK TUESDAY Do you want some Flags? Wecan supply you promptly. Wool and Cotton Bunting and Stick Flags all sizes. We call your particular attention to our new Bull Dog Bunting. Flags made of an especially woven fabric, looks as good and wears twice as long and costs nearly 50% less than wool bunting. Fast Colors. Get our prices Wholesale Dry Goods Paul Steketee & Sons Grand Rapids, Mich. No. 1811 Our Products are Hand Finished —that’s one reason why they are so generally popular everywhere sold. Each finger tip, each thumb on the gloves and mittens, each seam in all of our knit goods, where the strains are | most severe, are finished | by hand. We don't leave it up to a machine. Our salesmen are out and will call on you during the season. Perry Glove & Mitten Co. Perry, Michigan sige ans ey Os eel incineration en ait es ‘lc incline anti it ome February 16, 1916 THE SECRET OF SUCCESS. Five Essentials Which Lead to Vic- tory. The secret of material success—if it be a secret—depends largely on being ready for your opportunities when they come, or as Emerson says, “Wealth con- sists not only in earning and much less is saving, but in timeliness—in being at the right spot.” All success does not consist of ma- terial things, and many men, wise in such matters, tell us that it is easier than ever before to accumulate wealth. It is no doubt true that it is easier to acquire wealth than to achieve success in many other things. The only per:na- nent success consists of leaving one’s impress upon his own day and age for some service to mankind. Success in life is such an expansive term and so elastic in its meaning and application that it seems best to con- fine this discussion to the material side of the question and to present it for the point of view of a perfectly normal young man who wants to know for legitimately selfish reasons how to suc- ceed in life. If I understand the attitude of mind of the up-to-date 1916 model young man, he cares little for lectures, much less for preaching and nothing at all for what he is pleased to term “high-brow bunk.” Ever mindful therefore of the extremely critical and keenly competent quality of the audience I am addressing, and with real respect for the same as well as for the magnitude of my subject I approach both without too much confidence in the possibility of deep or lasting impres- sion. : Real success is the realization of the largest possible return upon the “capital” with which a man starts out in life. Every one wants to succeed. Not every one understands or appreciates just what success comprises. Compara- tively few distinguish clearly between their assets and their liabilities. The great majority—and this statement is a statement of fact, made without prej- udice—are content with a wholly in. adequate return on their original in- vestment. By capital is not meant inherited wealth. Not infrequently it appears that such inheritance should be rated as a liability rather than an asset.. An inventory of the resources of the average young man would include chief- ly the following assets, upon which all that he makes of life must be establish- ed: 1. Physical strength. 2. Gray matter. 3. Personality. 4. Capacity of growth. 5. Ambition. To which, of course, should be added that measure of native ability of which a man be possessed. There is no vast inequality in the en- dowment of people in general, and such inequality as may exist is distributed by the law of averages with ruthless impartiality. The man “who never had a chance” is for all practical purposes as rare a species as the pterodactyl. Success in life may not always mean business success; but a moderate degree of individual prosperity, it may be as- sumed, is essential to almost any defini- MICHIGAN TRADESMAN tion of the word. I must disclaim any special privilege to give advice con- cerning the larger interpretation of suc- cess, but of practical means that have enabled successful business men to “get ahead” I find confidence in a wide and not unobservant acquaintance to proffer the suggestions that appear below. Almost every one who has been along the road feels himself confident, I suppose, to tell just how he would profit by experience if he had the op- portunity to start all over again. Not having that opportunity, the only al- ternative is to offer advice to the fel- low with his “future” before him. Health does not consist in not being sick. All of the functions of the mind draw their motive power from the constitution of the body, and the man who is capable of sustained mental effort and who “can work twenty- five hours out of twenty-four” in a pinch is the man who has large re- sources of physical endurance. Concentration, enthusiasm, courage, the driving power of will—all of those much sought attributes which never fail to distinguish the successful man are dependent in large measure upon the possession of exuberant and ex- cessive good health. Going into an office or a shop, it is usually no dif- ficult task for a stranger to pick out the “boss.” Did you ever stop to consider that this is not a matter of intuition, but that leadership is dis- tinguished often by superior physique? Ambition or Impatience. Sometimes it is not easy to discrim- inate between ambition and impa- tience, but it is quite essential. Time is one of the materials of which suc- cess is constructed, and to younger men particularly the element of time appears rather as an obstacle to be overcome than as sometime to be turned to best possible advantage. As a matter of fact, stout hearted pa- tience may be the price of ambition, while impatience has robbed the great majority of men of rewards to which they were justly entitled. Ambition is a fixed purpose to ac- complish a definite and specific thing. The question of time does not enter into it, save that it presupposes a will- ingness to devote to an undertaking all the time that its realization justi- fies. Impatience is a poor substitute. Be considerate of others and culti- vate tact and good manners. Average ability plus the knack of making friends has been the only recipe of many a successful man of affairs. No man can succeed alone. Friendship and good fellowship is the strongest force that governs the dealings of men with each other. If one wanted to preach he would add that the way to acquire friends is to be worthy of their friendship. Most people, whether or not they are well to do, live within sixty days of the poothouse; that is to say if their earning power were suddenly cut off they would come to the end of their resources in that time. Don’t let that frighten you. I am one of those who maintain that it is a poor bargain to deny one’s self all the pleasures which we asso- ciate with the spending of money until some remote time, when he shall be on “easy street,” only to find when he arrives there—if he ever does ar- rive—that the best years of his life are behind him and he is preparing to die at just the time when he is get- ting ready to live. “Reasonable” thrift, therefore, makes proper provision for the enjoy- ment of life while you are living it and sets aside a surplus to be added in due time to your capital account. The young man who can put aside one-third of his salary and who ex- ercises ordinary business intelligence in investing the amount as it accum- ulates, will find himself at the age of 40, still young, still with the most pro- ductive years of his career before him, possessed of a substantial amount of money to back his judgment and his enterprises. If physical growth stops at adoles- cence, there is no necessity for mental growth to stop short of the grave. Many young men find on leaving school that they have learned many things of little practical value and have left unlearned many things of much practical value. This fact is only a handicap to the man who starts out with a notion that educa- tion stops when he closes the school- room door behind him. Hubert F. Miller. —_~-+>____ Birds Have Double Eyelids. Birds have an extra eyelid, which can be drawn over the eyeball to protect it from the strong sun, while the proper eyelid remains open, enabling them to see. 11 Many Lines In One Bill Buying on this principle gives you variety without over stocking. It gives you many profits on the same in- vestment in place of a few. It Saves you money on freight. Our monthly catalogue— America’s Price Maker in gen- eral merchandise—is dedicated to this kind of buying. Butler Brothers Exclusive Wholesalers of General Merchandise New York Chicago St. Louis Minneapolis Dallas assortment of as before. OUR SALESMEN are now showing the most extensive Wash Fabrics for the Spring trade in Our History and we wish to emphasize the fact that every line we are showing is abso- lutely fast in color. We have so far been able to secure lines colored with the same Basic Dye A word to the wise is sufficient. Exclusively Wholesale Grand Rapids Dry Goods Co 20-22 Commerce Ave. Grand Rapids, Mich. Mail Orders will receive prompt attention 12 MICHIGAN TRADESMAN Rebruary 16, 1916 fe ; cee ee What is a Trust Company P fe | ed a .=. PINANCIAEL - | e 4 Z = e * ; = e The Trust Department of this Company aS TN performs two distinct groups of services is Y (es > Ug INDIVIDUAL TRUSTS—Services to Persons Ba y ; LOR FNL _ == iy NN CORPORATE TRUSTS-— Services to Corporations Importance of Educating and Modu- the voice. I recall a clerk in one of Individual Trust Functions: lating the Voice.* There is something wonderful about the human voice and its influence. The importance of educating and modulating it for worthy purposes in life would seem to be incumbent upon us. We have many common illustrations of the use of the human voice in the control of animals and in attracting the confidence of the dumb creatures of the earth. A quiet, subdued and winsome voice will nake friends among domestic animals and in emergencies often as a result of having used it wisely wonder- ful control can be obtained. Often a strong, forceful, captivating voice controls a mob. Who has not experienced the exhilaration which is in- duced by the voice of a public speaker who uses it to carry strength and pur- pose with his message? One thing which has often appealed to me is the truth that we do not know our own voices. I think often times if we could hear our own voices as others hear them we would have the greatest in- centive to a modification of this form of expression. One value, it seems to me, of the talking machine is to make a revelation to us of how our voices affect other people. I have myse!f been im- pressed by thus hearing my own voice and could hardly believe my senses in the revelation that was made. A quota- tion from Burns is often made with regard to “seeing ourselves as others see us” and I wish we could have one as apt which would express the im- portance of hearing ourselves as others hear us. We who use the telephone daily come in contact with human voices and are often ready to interpret character by the quality of the voice at the other end of the line. A proper telephone voice is one worth acquiring because of its impressiveness and the index to the character of the speaker that goes with it. Longfellow has said that the seat of the intellect is in the forehead and eye. The heart finds its most perfect expres- sion in the countenance, while the soul seeks its avenue of communication through the human voice. Dryden some- where speaks of “a voice more gentle than a summer breeze” and Shakespeare, in giving us a pleasant word about one of his heroines, says, “Her voice was ever soft, gentle, and low—an excellent thing in woman.” Klopstock says, “The tones of the human voice are mightier than strings of brass to move the soul.” In this connection, there is something to be said with reference to the way of putting things, as well as the quality of *Conversational address by Hon. Charles W_ Garfield, before working force of Grand Rapids Savings Bank. the banks in our city who was one of the most accurate, prompt and skillful men to be found in the institution, but he had a method of speech which he had never tried to modify, which an- tagonized people. He did not mean to say things that would awaken criticism, but his manner of speech was so abrupt that often the words which in them- selves were not distasteful, were inter- preted—because of the manner of ex- pression—to be ungracious. Often it is true that antagonisms are made by meth- ods of expression which might be chang- €d so as to convey exactly the same truth and still not awaken a spirit of questioning. I recall at this moment the story of a potentate who called before him one of the seers of his kingdom to prophesy with regard to the future of his life and the prophet said in substance, “Sire, every relative you have will die before you.” The vision of being left alone by all those who meant the most to his life immediately came up before the king and he was mad and ordered the seer to be put in chains and confined in prison. As soon as he was relieved somewhat of his anger, he again be- thought himself of his great desire to know something of his future and again called for one who would give him information that would be of value to him concerning what would happen to him and his realm. The second seer, profiting somewhat by the experience of his predecessor, conveyed exactly the same information, but with a gracious- ness of expression that resulted in his being honored by his king; he said, “Sire, you will live longer than all your relatives.” This illustrates, perhaps somewhat graphicallly, a truth which should be in our minds when we are trying to make our friends happy and when we are learning to be good mixers. A celebrated Chancellor of the Ex- chequer in England had a most devoted clerk, who for years had assisted him in a statistical way in forming the basis of the budget which was annually pre- pared for Parliament. The clerk was sO accurate in all his calculations and his figures that he became the main reliance of the Chancellor. However, there came a time when the Chancellor used the figures which had been given him in his message to Parliament and was immediately criticised in the harsh- est kind of a way for what was inter- preted as a wilful error and a desire to deceive the governing body of the English nation. The most natural thing for the average man, under such cir- cumstances, to do would be to call the clerk upon the carpet and give him a severe laceration for a blunder which had reflected upon the integrity of his 5—Committee competent 1—Executor under Will 2—Administrator 3—Trustee under Will or Agreement 4—Guardian 9—Custodian of other Property Corporate Trust Functions: Trustee for Bondholders Trustee under Agreement ' Agent for Re-organizations Trustee under Voting Agreement Transfer Agent Registrar of Securities Send for booklet on Descent and Distribution of Property and a blank form of Will THE MICHIGAN TRUST Co. of Grand Rapids SAFE DEPOSIT BOXES TO RENT—$3.00 to $5.00 per year 6— Depositary for Escrows 7—Custodian of Will 8—Custodian of Securities for care of In- Fiscal Agent GRAND RAPIDS NATIONAL CITY BANK CITY TRUST & SAVINGS BANK ASSOCIATED Combined Capital, Surplus and Undivided Profits $1,781,5¢0 Deposits Exceeding Seven and One-half Million Dollars Business firms, Rapids businesses or business of either the Grand Rapids National City Bank or City Trust & Savings Bank, diate disposal a large volume of industrial and commercial facts. corporations or individuals requiring reliable financial information relative to Grand Opportunities are invited to correspond with the investment departments which have at their imme- i t Fi i i / re Say NG a AT RELA SANE EYEE 2 RTA Sa a February 16, 1916 chief. Instead of this the Chancellor called before him the clerk, who having learned the commotion caused by his error, came with trembling limbs before his chief, and the only communication made to him was an expression of grati- tude for the long years of loyalty and accuracy which had characterized the relationship of the two men. The plac- ing of the emphasis in this way ac- complished a higher purpose than the degradation of a faithful employe who had for once in his life lapsed into carelessness. It is very common in public gatherings for people who are very much excited by something that may be going on upon the stage to rise in their seats, unmindful of what effect this may have upon people in the rear whose vision of the interesting scene may be entirely obliterated. The natural human expres- sion under such circumstances possibly would be, “Down in front.” However, in one instance I know, the more kindly method succeeded as perfectly and left a much better impression. A number of ladies of various ages were in the front row and at a thrilling incident in the drama enacted upon the stage, rose to their feet, hiding from the view of many behind them, an impressive scene. A kindly voice said, “Would the pretty young ladies in front give the rest of us a view of the stage?” Lord Erskin, like many an_ other prominent man who has a reputation for benevolence and has plenty of this world’s goods, was deluged with various applications for assistance and subscrip- tion papers of various kinds. He ini- tiated a response by letter, which, be- cause of its humor, while it might not satisfy the applicant, left him in a pleasant state of mind. This was the form of his message: My dear Sir—I feel greatly honore:l by your application to me for assis- tance and I beg to subscribe (at this point in the letter it was necessary to turn over the leaf for the remain- der of the sentence) myself, Your obedient servant, Lord Erskin. We often speak of “tempering the wind to the shorn lamb.” This expres- sion has a very perfect application in our relationship to others when we try to express ourselves in the most proper manner through the medium of the voice. Generally speaking, the soft voice carefully modulated, is more ef- fective than the sharp, angular expres- sions which are quite characteristic of Americans. There are times, of course, when it is desirable to enforce our mes- sage by tones of no uncertain character and it is a gift to so control our method of expression as to suit the message and method of it to the case in hand. In the conveyance of sad news, which often devolves upon us, the sympathetic voice means a great deal and often a carefully modulated voice and strong forceful words, combined with sym- pathy, aid in developing a determina- tion to live above the sorrowing ex- perience. In our association with each other we have opportunities of self control in our voices and in the ways of expressing ourselves to each other which are of vital import in securing a harmonious relationship to our group. Let us try to so control ourselves as to convey to MICHIGAN TRADESMAN each other the feeling that ought to be in our heart to be helpful, thoughtful, gracious and kind. In this way we shall add to the pleasure of the business that binds us together and leave mem- ories which will be of lasting value to each other. —__2s2:-2>____. Activities in Michigan Cities. Written for the Tradesman. Charles E. Chipley is the new Secre- tary of the Civic and Commercial Club of Sault Ste. Marie. The special aim will be to secure four new factories for the Soo this year. Hydro-electric power will be develop- ed at Morley and it is expected the plant will be completed by Aug. 1, furnishing electricity at Howard City, Lakeview, Stanton, Sheridan, Edmore and other towns. The Mt. Pleasant Gas Co. is asking for a franchise to serve the people of Midland. Traverse City manufacturers will make a permanent exhibit of their prod- ucts at the Chamber of Commerce rooms. Flint has thirty-two jobs of street paving to be done this year at an esti- mated cost of $270,000, and will pave its own streets under direction of the city engineer. On paving work done by the city last year the saving effected is estimated at $40,000. Battle Creek is chosen as the meeting place of the Michigan League of Mu- nicipalities, June 28-30. The Michigan Society of Architects held its first annual meeting in Detroit last week and voted to meet next year in Grand Rapids. The annual banquet of the Saginaw- Bay City Association of Credit Men will be held Feb. 11 in Saginaw, with i H. Tregoe, of New York, Secretary of the National Association, as principal speaker, Ornamental street lights, 130 in num- ber, are being installed in the business section of Saginaw and the number will probably be doubled during the coming summer, installation to be done by the business men and trade organizations and the city to supply current for lamps. The Gratiot County Gas Co. is switch- ing from water to coal gas at its Ithaca plant. After operating only fifteen months the company is supplying four towns, Alma, Breckenridge, St. Louis and Ithaca, and is also furnishing the street lighting system at Breckenridge. H. G, Krake is the newly elected Secretary of the Benton Harbor Cham- ber of Commerce. Almond Griffen. —_+~-.+___ The Dead. The dead they sleep so deep, The dead they lie so still, I wonder that another man May look on them and kill. The dead they lie so pale, The dead they stare so deep, I wonder that a Kaiser Can look on them and sleep. Their hands are empty cups, No dream is in their hearts, Their eyes are like deserted rooms From which the guest departs. Ah, living men are fair, Clean-limbed and straight and strong! But dead men lie like broken lutes Whose dying slays a song. Oh, will there come a time Beneath some shining king When we shall arm for living’s sake, And turn from murdering? The dead they lie so pale, So empty of all breath— I wonder that a living world Can make a means of Death. Dana Burnet. 13 KEEP YOUR EYES OPEN Securities bought on recessions will yield profits later on. ditions are still sound, Call up or write us for full information, Fundamental con- ALLEN G. THURMAN & CO. 136 Michigan Trust Bldg. Fourth National Bank United States Depositary WM. H. ANDERSON, President L. Z. CAUKIN, Cashier 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 JOHN W. BLODGETT, Vice President J. C. BISHOP, Assistant Cashier Shouldering Responsibilities Our training, experience, assured existence and ample you in committing various responsibilities which always accompany the administration of an estate. [;RAND RAPios TRUST [_OMPANY Robert D. Graham President resources justify to our care the Hugh E. Wilson Secretary THE PREFERRED LIFE INSURANCE CO. Of America offers OLD LINE INSURANCE AT LOWEST NET COST What are you worth to your family? THE PREFERRED LIFE INSURANCE CO. Let us protect you for that sum. of America, Grand Rapids, Mich. 14 BANK INVESTMENTS. Review of Various Kinds By a Local Authority. One of the most intelligent, faithful and courteous bank employes in our city is Earl C. Johnson, the competent As- sistant Cashier of the Grand Rapids Savings Bank. At the Wednesday morning conferences of the banking force, instituted by Mr, Garfield, Mr. Johnson is quite frequently called upon to take up some technical bank topic and elucidate it in simple language for the benefit of the group. At a recent meeting he talked upon Bank Invest- ments and, at our request, has furnish- ed the Tradesman with the following excerpt which we are glad to give to the larger group of people who are in- terested in this department: During the last eight or ten years our State Legislature has been gradually building up a complete and definite code or regulations covering savings bank in- vestments. These laws have come large- ly from suggestions made by the Bank- ing Department and in their present condition appear to be an eminently safe and practical guide for any bank to follow. Perhaps the average depositor is most deeply interested in the amount of ready funds we are required to keep at our call, and in connection with this, it may be interesting to note that our law- makers consider the percentage of cash requirements in a large town to be con- siderably greater than in a small one. When Grand Rapids passed the hundred thousand mark its increase in population automatically placed our minimum com- mercial cash reserve at 20 per cent., as against the former 15. This increase is a perfectly reasonable and needed one, since the larger the city becomes the larger our transactions may be. Of these commercial funds at least one-half must be kept in our own vaults with the remainder in the hands of approved reserve banks, subject to instant call when needed. Our savings department is required to keep on hand at all times not less than 15 per cent. of its total deposits. Of this sum one-third or more must be in actual money, the other two-thirds being retained in our reserve banks, available at any time. The amount of cash necessary for actual business use appears to always be less at the savings windows than it is at the com- mercial, and this holds true through any comparison of the two departments, since the savings deposits are far more stable and less liable to sudden fluctua- tion. Fifteen per cent. of savings de- posits, then, appears to be just as ample as the 20 per cent. of the commercial. After fixing our primary cash require- ments, the State has named in exact terms such other investments as we may acquire. These comprise notes, real estate, real estate mortgages and bonds, and the most of the last named class is available to us only after being passed upon by the Michigan Securities Com- mission, composed of our Commissioner of Banking, State Treasurer and Attor- ney General. These gentlemen regularly examine into the security underlying all except timber lands, and I. understand that even these latter are often passed upon by them, although, perhaps, in an advisory capacity. MICHIGAN TRADESMAN It is permissible at the present time for us to purchase and hold five differ- ent classes of bonds, of which the first is, naturally, the bonds of our Federal Government and of any state or ter- ritory. These we may pass by without any particular comment, since there is practically no element of risk or un- certainty connected with them. The second class or division covers the field of city, county, township, vil- lage and school district obligations, usu- ally issued in the form of bonds. Only one absolute restriction is made here— that the assessed valuation of the mun- icipality shall always be at least ten times the amount of its debt. The third division is that of American steam railroad bonds. These are par- ticularly of interest, as vast amounts of them are held by banks and they are usually a convenient and readily con- vertible form of investment. These bonds must be first mortgage and the road must have been unimpeachable in its payment of all obligations for the five years preceding the investment. It must also have paid not less than 4 per cent. upon its capital stock for that period. The fourth division consists of elec-. tric railroad, street railway, gas and electric light or power company bonds. These, too, must be first mortgage, not exceeding 50 per cent. of the plant’s first cost, and the Commission requires the same dividend payments and credit standing as in the case of steam railroad issues. The fifth and last division is that of steamship bonds. No other class is so hedged about with restrictions. The ships must ply upon the Great Lakes and connecting waters only, must be built of steel and of not less than 5,000 tons carrying capacity (in the case of bulk freighters, 7,000 tons.) The bonds must not be issued later than one year after the vessel’s completion, be retired 10 per cent. or more annually and are not issuable for more than one-half of its cost. Almost every known kind of insurance is required to be carried in the name of a bond trustee, covering contingencies that might arise, and even mechanics and admiralty liens are pro- vided for. We are empowered to loan. full value upon notes or other evidences of in- debtedness secured by any of the fore- going bonds, although in actual practice almost no collateral loan for more than 90 per cent. of value is ever made by a savings bank. Next in our list, and one of its most important items comes the real estate mortgage. This class of security, a first lien upon realty, worth at least twice the face of the mortgage, is too well known to need extended discussion. Suffice it to say that in its present form, with insurance, tax and other clauses safeguarding it, there is scarcely to be found a more reliable investment than a well selected mortgage. The intent of the law is that at least two-thirds of our deposits shall be held in the cash reserves or the investments I have mentioned. The remainder may be, and usually is, invested in negotiable paper secured by approved collateral, in good going commercial paper, (this latter to an amount not exceeding our capital and stockholders’ liability). It Your Envelope Requirements Can be es ° Your Satisfaction y G. P. SEWELL-CLAPP- ENVELOPES 113 Widdicomb Bldg. Grand Rapids, Michigan Any size, any style, as long as it’s an envelope OFFICE OUTFITTERS LOOSE LEAF SPECIALISTS ue Jisch Kine Co 237-239 Pearl St. (near the bridge) Grand Rapids, Mich, 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 February 16, 191: _ Ask us about opening City Account Geno PIDS Q)AVINGS PLANK a ous ques Coupon Certificates of Deposit pay 3%% interest Coupons cashed each 6 months after one year THe OLD NATIONAL Sys GRAND RAPIDS MICH. Kent State Bank Main Office Fountain St. Facing Monroe Grand Rapids, Mich. Capital - - - - $500,000 Surplus and Profits - $500,000 Resources Over 8 Million Dollars 3 hs Per Cent. Paid on Certificates Largest State and Savings Bank in Western Michigan 177 MONROE AVE. A Most Desirable Bank ia which to carry an account either Savings or Commercial Assets $10,000,000.00 a es Veit Manufacturing Co. Manufacturer of Bank, Library, Office and Public Building Furniture Cabinet Work, High Grade Trim, Store Furniture Bronze Work, Marble & Tile Grand Rapids, Michigan ; a a SES Most business men are called upon, at sometime, to adminis- ter an estate where the situation demands the selection of th as good yield as goes with cipal and first mortgage, serial, kinds of public utility bonds are estments, conservative investments wi “maximum” security. Muni real estate bonds and certain peculiarly fitted for such inv: 4 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, SS SS RSSSssssss GRAND RAPIDS MICHIGAN Conservative Jnvestors Patronize Tradesman Advertisers Bre ene oe Fn nail Sea February 16, 1916 may be deposited in approved reserve banks, although not in any one bank to an extent greater than 10 per cent. of our total deposits, capital and sur- plus or it may be used to purchase evi- dences of debt secured by property or securities deposited with any Michigan trust company (this especially includes timber company bonds, which, without this provision would not be legal in- vestments for us). Lastly, we may invest permanently in real estate for the purpose of a banking home, including, if desired, certain rentable spaces, up to 50 per cent. of our capital stock, and may hold for a term not exceeding five years such other realty as is necessary through the action of judgments, decrees and fore- closures, or in satisfaction of debts previously contracted. This constitutes our field and we may not legally pass its boundaries. Our laws point out very plainly what Mich- igan savings banks may and may not do and, while they are, perhaps, not yet entirely perfect or complete, they are a mighty capable guide for us. You will notice that in the whole range of the law, not one word or _ phrase has been used whereby even the smallest commercial investment is permitted. The intent of this is very plain and very wise. Banks fill an extremely useful place in the circle of the community’s business life, but their proper office lies in the rendering of financial aid to such industries as may need it, rather than the actual capitalization or promo- tion of them, and I am glad to say that it is a rare occurrence indeed when a bank in this State ventures beyond its intended sphere. Our laws are mostly very good. Ob- servance of them is becoming more con- stant and more rigid and, as a result, savings bank failures are fewer each year. Indeed, it seems not unreasonable to say that the time is fast approaching when such failures will not be known in Michigan at all. When that result is attained, the legislators and officials, who have so patiently built up this banking fabric will reap their reward in viewing the confidence with which such institutions shall be regarded. —.-->___ Easy Money Not What the Farmer Needs. It seems to me that the present cam- paign in behalf of an extension of rural credits is based on an incorrect concep- tion of the needs and requirements of the farming class. What the farmer wants, more than anything else, is edu- cation and not easy money. Not one farmer in 100 knows what any particular crop costs him to produce. So long as this condition prevails it would seem to be foolish for the Government to fur- nish an avenue by which the farmer could borrow money more easily, because by doing so, the Government is putting the cart before the horse—loaning money to a man before it knows whether the man is doing business at a profit or loss; actually putting a premium on ignor- ance, instead of intelligence. I attribute much of the legislation along these lines to political expediency and an anxiety to stand in with the farmer and secure his vote. My exper- ience is that any good farmer can ob- tain any amount of money he needs at MICHIGAN TRADESMAN ‘ 15 a reasonable rate of interest. In fact, I believe he can obtain loans at a bank easier than the business man can. The business man usually has to furnish an endorser or put up collateral, but the farmer who has a good farm, even though it may not be free from en- cumbrance, is usually given the oppor- tunity to borrow a reasonable amount of money on his own paper without guaranty, collateral or endorsement. One reason for this is the reluctance of the average farmer to ask his neighbor for the use of his name. The country banker realizes this sentiment on the part of the farmer and seldom insists upon an endorser. Furthermore, where a country bank would loan a manufac- turer or merchant money on_ three months’ time, it accords six months’ time on farm paper. One of the unpleasant features in dealing with farmers is that they do not always meet their obligations promptly. This means, of course, that they need to be educated along these lines, the same as the manufacturer and merchant have already been educated in times past so that they now carefully observe the time when a note becomes due and arrange beforehand either to pay it or renew it. In many cases the farmer does not pay any attention to the date of maturity and only arranges for the renewal of his paper or the payment of his note when urged to do so by the bank after the original paper has ma- tured. As a descendant of a long line of farmers two generations back, I resent the idea of making special pets of farmers, as though they were objects of charity or philanthrophy or were so weakminded that they needed a guardian. I believe that any legislation that puts easy money within reach of the farmer tends to change his attitude towards the public from that of a producer to that of a speculator and that the Govern- ment could be in better business than educating farmers along speculative lines. E. A. S. —_>2+>—____ The Cowardly Submarine. Nothing shows more strikingly the ‘ unfitness of the submarine for war upon commerce than the fact that a premium is put upon dastardly methods. If a commander observes the rules of civil- ized warfare, his prey may escape, or what seemed his prey may turn out to be a hostile naval vessel ready to strike back with deadly effect. Again, if com- plications ensue after he has acted with due formality, showing his colors, firing ‘a blank shot, etc., the evidence against him is clear and full. It is quite other- wise with a submarine which strikes without warning, perhaps without even appearing at the surface. The more detestable the deed, the harder it is to convict the offender. If the ship should sink with all hands there would be no witnesses. If some survive they can only say that no warning was given; they cannot give the nationality of the submarine, perhaps cannot even prove that the explosion was not caused by a mine. The fact that in the nature of the case good conduct is penalized will compel an earnest reconsideration of submarine warfare when international law again gets its head above water.— Springfield Republican, EMPRESS NOW PLAYING Keith Vaudeville 7—STAR ACTS—7 ALWAYS A GREAT SHOW DAILY 2:30 and 8:15 10c - 20¢ - 25c - 30c - 50c Buy Klingman Furniture and sing “Home, Sweet Home” with accelerated enthusiasm = 7 Klingman’s The Largest Furniture Store in America . Entrance Opposite Morton House Corner Ionia Ave. and Fountain St., | Grand Rapids, Michigan THE FRANKLIN CARTON W HARD WAY of Selling Sugar When you get your container of FRANKLIN CAR- TON SUGAR, you can open it with a pen knife, and there are the ready-to-sell cartons, ready for you to lift out and place on your shelf or put into orders or hand to the cus- tomer. No weighing, no tying, no bother, no loss by over- weight. Just the most convenient way for you to handle sugar. The original containers are easy to handle, carry, or place neatly in any part of the store, their contents being 24, 48, 60 and 120 pounds of all grades bought by housekeepers. Grocers who once start to handle FRANK'T IN CARTON SUGAR never go back to the barrel and bother with weigh- ing, tying and risking loss by overweight. FRANKLIN CARTON SUGAR is GUARANTEED FULL WEIGHT and made from Sugar Cane THE FRANKLIN SUGAR REFINING CO. Philadelphia “ug Eat ess 16 MEN OF MARK William H. Gay, President Berkey & Gay Furniture Co. This is the fifteenth year that the Gay family has been actively connected with the Berkey & Gay Furniture Co. Founded in 1861 by Julius Berkey, he contined the business alone until No- vember, 1862, when Elias Matter and William A. Berkey joined forces with the founder. Mr. Matter’s contribution to the stock in trade was his tool chest valued at $6. Mr. Berkey turned in $5 in cash and several hundred dollars’ worth of machinery and_ materials. Eleven months later the firm of Berkey Bros. & Co. made a report showing its assets to be $17,215.33, including real estate and personal property. In 1866 George W. Gay purchased half of the interest of William A. Berkey and the the firm name was changed to Berkey. Bros. & Gay. Mr. Matter retired in 1870 and William A. Berkey withdrew in the spring of 1873. In August, 1873, the business was incorporated as the Berkey & Gay Furniture Co., with an authorized capital stock of $500,000. Julius Berkey was elected President and George W. Gay Treasurer. Both gentle- men continued in these offices as long as they lived. William Hovey Gay was born at the corner of Summer and Allen streets, Grand Rapids, May 3, 1863. He at- tended the public schools of Grand Rapids, closing his scholastic career shortly before time to graduate from high school. In 1880 he entered the employ of the Berkey & Gay Furniture Co., starting in at the beginning and gradually working up through the vari- ous position in the office. In 1899 he was elected a director of the company. On the death of his father he was made Vice-President of the company and on the subsequent death of Julius Berkey, he was elected President. The death of his father caused a vacancy at the head of the Oriel Cabinet Company which resulted in the election of Mr. Gay to that position. He continued as the executive head of both institutions until they were consolidated under the style of the Berkey & Gay Furniture Co., about five years ago. Mr. Berkey was a man of large and varied interests and naturally could not give the duties of manager the attention its importance deserved and required. During his later years his health was impaired, so that the company actually suffered from the lack of vigorous and progressive managerial skill. When Mr. Gay assumed the mantle of authority, eight years ago, the institution was run- ning in a rut which required vigorous effort and a high order of intelligence and originality to change. Mr. Gay clearly discerned the task which con- fronted him and entered upon the work with vigor and enthusiasm, tempered and steadied by long experience in the business. In order to reverse the previ- ous policy of the company and start it going along more progressive lines, he had to part company with several superintendents and employes who had been associated with the company so long that they had come to look upon their positions as sinecures. Fresh blood was secured from the most available sources, no expense being spared to ob- MICHIGAN TRADESMAN tain the highest grade talent to be found anywhere in the art and manufacturing world. Mr. Gay surrounded himself with progressive associates who were in hearty sympathy with his ideas and ambitions. The furniture trade stood aghast over the changes made in both the manufacturing and selling methods of the company. One of the new fea- tures introduced was the inauguration of beautiful catalogues which sold to the trade at $50 apiece. This was an unheard of innovation and naturally excited much comment and speculation, but it proved to be a winning card. Under Mr. Gay’s guidance, the company embarked in an extensive campaign of advertising in the magazines, having for its object the popularization of the Ber- key & Gay name and its association with the best there is in furniture. A service department was created and maintained, giving the customers of the dren whom they have undertaken to bring up and educate the same as though they were their own. Mr. Gay has been a member of the Baptist church since he was a child. He held the office of trustee for eight years, deacon for three years and treas- urer for several years. For many years he was assistant superintendent of the Sunday School. He has no fraternal relations whatever. He is a member of the Peninsular, Kent Country, Owash- tanong, Highland Golf and Auto Clubs. Mr. Gay is Vice-President of the Grand Rapids Plaster Co. and Vice- Chairman of the C. S. Paine Co. He is a director of the Worden Grocer Co., Grand Rapids Brush Co., Com- mercial Savings Bank, Michigan Trust Co., Peoples Savings Bank and Fourth National Bank. On the death of Mr. Hefferan last fall, he was elected Presi- dent of the People Savings Bank. He William H. Gay. corporation something besides goods to exhibit on their floors. A complete and comprehensive cost system was intro- duced at an expense of $25,000, by which the management is able to accurately determine at a glance the cost of any article produced in the factory. In other words, Mr. Gay has in the short space of eight years completely revolutionized the lines and business methods of the largest furniture producing institution in the country, giving it new life and enabling it to enter upon a new era of usefulness and dominance. Mr. Gay was married June 12, 1888, to Miss Netta Cole. They have long resided in the Gay homestead at 422 Fulton street, corner Gay street, which was originally the home of his father and mother. Although Mr. and Mrs. Gay have had no children of their own, their home has always been full of chil- is a large holder of timber lands on the Pacific Coast and has investments of various character both in the city and elsewhere which he watches with zealous care. Mr. Gay has but few hobbies—pipe organ, golf and the Y. M. C. A. He has been a member of the local Y. M. C. A. ever since he was a child and a director for many years. He has also held the office of President. For the past ten years he has been a member of the State Committee and chairman of the boys’ department, which has charge of the State camp and the State conference held each year, including the high school conference and the rural conference for farmers’ boys. For the past five years he has been a member of the International Committee of the Y. M. C. A., which is the governing board of the parent organization, February 16, 191; A long-time relation which gives Mr Gay much pleasure and Satisfaction j the U. B. A. Hospital, His grandfather the late William Hovey, was one of the founders of the institution, which was originally a home for old people. The hospital feature developed later and subsequently the old home feature was eliminated. On the death of Mr. Hovey. Mr. Gay’s father succeeded him ac trustee and since the death of the late George W: Gay, the son has filled that position with a full realization that he is upholding the traditions, aspirations and ambitions of three generations. Mr. Gay is a man of broad vision and looks a long way into the future. He is an executive of exceptional ability which has been demonstrated by the able manner in which he has directed the destinies of the Berkey & Gay Furni- ture Co. and also the skillful way in which he merged the Berkey & Gay Furniture/ Co. and the Oriel Cabinet Co, Thi was a difficult undertaking, but was accomplished without friction and with kindly consideration for every- One concerned in both corporations. Mr. Gay learned early in life to keep h'mself well under control. which gives him a power and strength he could not otherwise main- tain. He is one of the most cour- ageous men in the city. It is very gen- erally conceded that the building of the present Y. M. C. A. building was duc very largely to his courage. When others hesitated or faltered, he seemed to be imbued with almost superhuman strength which he was able to impart to his associates without any loss of energy to himself. He had much to do with the planning of the building, as well as raising the funds for its con- struction, and is exceedingly gratified that Grand Rapids has not only one of the finest buildings of the kind in the country, but that in economy of opera- tion is ahead of any other Y. M. C. A. structure in the world. o.oo Simple Faith Noc All. In an exalted moment Tennyson once exclaimed that kind hearts are more than coronets and simple faith than Norman blood. This was a fine thing to say, and it would be a poor task to impeach it, but ther« are times when another plank would seem to be needed in the human plat- form. If a man has kindness and sincerity, the poet seems to impiv, what more can you ask? Anything else does not seem like painting the lily. But the case of the kind and sincere is not so simple. It is a sad fact that in dealing with errant human beings it is an immense inconvenience i! they happen to be kind and sincere. Men who are wanton and evil are comparatively easy to deal with. Once establish their base motives an it is a pleasure to lock them up and chop off their heads. But in the minute it appears that a misguided person is sincere and worthy, com- plications set it. The Lord save us from the estimable miscreant. A good man gone astray is the most troublesome man alive-—New Re- public. ——_2-._____ Every man has a hobby and every woman two or three. : St a cpa asec ea nl an ghdalyahtacnaciaorgragesmemeeeeene eee LRA eee February 16, 1916 MICHIGAN TRADESMAN 17 SEVENTH ANNUAL UTOMOBILE SHOW TO BE HELD AT THE KLINGMAN BLDG. FEB. 21--26 UNDER THE AUSPICES OF THE AUTOMOBILE BUSINESS ASSOCIATION GRAND RAPIDS, MICHIGAN OFFICERS: DIRECTORS: R. E. BECKER, President Cc. P. PALMER, Treasurer Oo. H. GOLDSMITH S. J. BARKWELL J. T. BRUCE, Vice-President E. T. CONLON, Secretary W. L. PEITER H. A. PORTER MEMBERS AUTOMOBILE DEALERS Geo. W. Hart Adams & Hart Walter Sutton Int. Harvester Co. Lafe Phelps Phelps Motor Sales Co. S. J. Barkwell Barkwell-Buick Co. B. W. Olin Jackson Motor Car David Reid teid Auto Co. R. E. Becker Becker Auto Co. C. J. Litscher Litscher Electric Co. W. D. Vandecar Reo Motor Car C. b. Miller | Chalmers Motor Car E. H. Kerstetter Oldsmobile Co. Wm. Rae Saxon Co., G. R. A. C. Neureither Chevrolet Motor Car , C. J. Oswald Oswald Motor Car Co. G. H. Peck Studebaker Motor Car W. K. Philp Dodge Motor Car. F. P. Oswald Oswald Co., F. P. Geo. Thwing Thwing Co., Geo. S. Geo. Rowe Hollier Eight W. L. Peiter Overland Co., G. R. Charles Blackford United Motor Truck Co. Fred Kramer Pierce Arrow M. H. Sherwood Packard Motor Car W. R. Traxler Winton Motor Car Co. L. E. Colgrove Hudson Motor Car H. A. Porter Paige Motor Car TIRES AND VULCANIZING O. H. Goldsmith Auto Tire & Vuleanizing Co. John T. Bruce Guarantee Vuleanizing Co. F. W. Kehlet Michigan Tire Co. J. D. Noble G. R. Vul. Co. Carl Palmer Lee Tire & Supply Co. F. J. Witherow Standard Tire Repair Co. GARAGE AND REPAIR MEN Wm. H. Burgess Acme Welding Co. Wm. N. Haan Godfrey Ave. Garage R. E. Sproat Service Garage Wm. Wahlscheid Auto Gas Tank Filling Wks. Vict. U. Heather Heather, V. U. Nicholas Timmer Timmer’s Garage G. R. Austin Austin-Buick Garage Fred Kramer Kramer & Ebling Cc. E. Vaughn Vandenburg & Vaughn Cc. V. Dean Dean Co., C. V. W. J. Mara Mara, W. J. Garage M. Goulooze Ver Wys & Co. M. B. Thompson Exide Battery Ser. Sta. Jos. Rempis Rempis Garage Chas. Richmond West Mich. Mach. & Tool SECTION A—PLEASURE CARS Detroit Electric J. P. Fleming Maxwell John Vlasbloom Paige Motor Sales Co. For Becker Auto Co. Overland Grand Rapids Overland Cc. Reo W. D. Vandecar Jackson B. W. Olin Packard M. H. Sherwood Winton W. R. Traxler SECTION B—PLEASURE CARS Buick Barkwell-Buick Co. Hudson L. E. Colgrove Pierce-Arrow F. W. Kramer Chevrolet Beelby-Neureither Co. Monroe Beelby-Neureither Studebaker Peck Auto Sales Co. SECTION D—PLEASURE CARS Auburn David Reid Cole Chas. Oswald Kissel Kars Frank P. Oswald Baker Electric Chas. Oswald Dort Chas. Oswald National David Reid Case Scott & Johnson Haynes Geo. Hart Oldsmobile E. H. Kerstetter Chalmers C. D. Miller Hollier Eight Geo. E. Rowe Patterson Cc. D. Miller SECTION C—PLEASURE CARS Dodge Valley City Motor Co. Milburn Electric Grasser Motor Co. Woods Mobilette Glen A. Marshall Hupmobile Grasser Motor Co. Scripps- Booth George S. Thwing SECTION G—COMMERCIAL CARS Cadillac Cadillac Auto Truck Co. Four Drive TractorFour Drive Tractor Co. Studebaker Peck Auto Sales Co. Denby Denby Motor Truck Co. International International Harvester Co. United United Motor Truck Co. Ford Becker Auto Co. Overland Grand Rapids Overland Co. SECTION E—ACCESSORIES Julius Andrae Sons Co. Great Western Oil Co. W. B. Jarvis Co. Cc. J. Litscher Electric Co. Geo. E. Rowe a Auto Exhaust Heater Co. Guarantee Vulcanizing Co. K. & W. Rubber Co. Michigan Tire Co. Special Motorcycle Exhibit Becker Auto Co. V. U. Heather Lavier & Long Electric Co. Motor Sales Co. Standard Tire & Repair Co. Exide Battery Service Station Indian Refining Co. Lee Tire & Supply Co. SECTION F—PLEASURE CARS Alter W. A. Veltman Elgin Elgin Motor Car Co. Mitchell Western Michigan Mitchell Co. Apperson Phelps Auto Sales Co. King Phelps Auto Sales Co. Oakland Western Michigan Oakland Co. Burtless Burtless Motor Co. Madison Phelps Auto Sales Co. Saxon Grand Rapids Saxon Co. SECTION H—SPECIAL SPACES Allen & Dorothy Grand Rapids Typewriting Co. Michigan Motorist Motor World : Vanderveen & Wood Wm. Engell Ss . Maffit Michigan Waterproofing Co. Traverse City Iron Works Winegar & Steketee Grand Rapids Oil Co. a5 KEROSENE INTO GASOLINE. Process Given Free To the American People. The long-sought process by whic gasoline might be made from kero- sene has been found. It is available without cost, fees or royalties of any kind, to any man, firm, company or cor- paration that wishes to make use of it. This includes the corporation now producing the great bulk of the gaso- line output. The process was perfected by W. F. Rittmann, of the Bureau of Mines. Washington, D. C. One of the most important phases of the concrete outcome of his re- search work with the fluid lies in the fact that he has made a present of th: discovery to the Government. The Government controls great areas of lands from which oil may be taken. Rittmann has, in fact, made it pos- sible for the Government itself to meet whatever arguments in substan- tiation of high charges for gasoline might be put forth, whether with 2 straight face or on crutches, by un- dertaking the production of gasoline itself and supplying it to the motor- ing world. As a matter of fact, however, the Standard Oil Company has been quick to take advantage of the proffered Rittmann process and is now, accord- ing to reliable information, preparing to make extensive use of it. Under the circumstances there was no other course open, inasmuch as the process is available to anyone who wishes to use it. The importance of the process can best be understood, especially as it relates to automobiles, when it is known that for every gallon of gaso- line refined from crude petroleum oil, approximately one gallon of kero- sene also is produced. Kerosene is worth to-day, whole- sale, 8 cents per gallon. There has therefore, come into ex- istence a huge oversupply of kerosene. While several kerosene burning car- buretion devices have been produced, the motorists has not been inclined to make general use of them, how- ever much he may have been opera- ting to his own advantage, financial at least, by so doing. The Rittmann process makes the transformation possible simply by heating the kerosene to a fixed tem- perature. This breaks down the larg- er molecules of the fluid and then the refinement yields gasoline. So acute has the agitation over gas- oline become that recently the head of the National Automobile Chamber of Commerce asserted that the great- est need in the automobile industry was for a new fuel. This admission has been general and it has caused much speculation and research by chemists. The pro- portion of this thought turned first to denatured alcohol as the most like- ly substitute, and many motorists have had hopes that someone would make a new fuel possible. While it is within the realm of possible attainment to make motor cars go with denatured alcohol, it is almost beyond the realm of hope for such a thing, at least as far as the MICHIGAN TRADESMAN present-day motorist is concerned. This is because of two reasons, which together give an added importance to the new process by which the now useless kerosene can be made into what George Fitch calls whiz-water. First, the preparation—or prepara- tions—of denatured alcohol are all bound ’round with what is styled a lot of Governmental red tape. This is neccessary, however, to a large ex- tent. The second reason lies in the fact that the vegetables from which such a fuel might be made are worth so much as food that the selling cost for a motor power made from them would make John D. Rockefeller “laff his sides out.” Denatured alcohol is somethin=z that the ordinary motorist most likely has a misunderstanding about. De- natured alcohol is simply regular fire- water made unfit to drink. That is, to get denatured alcohol you must first have the distilled alcohol. Then such substances as_ chloro- form, nicotine, wood alcohol, and various other substances, are put into it, after which it is both denatured alcohol and unfit to drink. Any one of the substances is sufficient for the purpose, but the substances must be added under Government supervision —that is, the revenue collectors want to know what’s going on when any- one starts in to mix things up like that, and, while the Government has given authorization to make the mix- tures, not a whole lot is saved in money, but a whole lot of troublesome deta:l is accumulated. The last hope for alcohol as a new fuel goes zip, however, with the fact that the commonest vegetable from which it might be made is the po- tato, And with potatoes now a dol- lar a bushel—Good-nicht. F. W. Robinson, of the Detroit Testing Laboratories, asserts that be- fore any appreciable advance could be made with the end in view of mak- ing alcohol into a motor car fuel it would first be necessary for the Gov- ernment to encourage the planting of potatoes. All over Germany, he says, they have their l'ttle alcoho! farms, and Germany produces a great surplus of potatoes. Therefore, the Germans have made some progress with alcohol as a fuel. Motorists use it there a good deal, or did, at least. In prior years there was consid- erable use for kerosene. But peculi- arly enough, as the automobile has attained more and more general use, kerosene has been used less and less, because of the more wide-spread us of gas and electricity. In many farm- ing sections of the country now the farmer enjoys electric lights along with his telephone and improved farm machines. But with the increased demand for gasoline the kerosene production has gone along because it had to. The wholesale price on kerosene to-day is low because there is no de- mand for it. The Rittmann process, by which every gallon of it may be turned into gasoline, will operate to exactly double up the production of gasoline. Furthermore, the kerosene may be turned into gasoline, under this pro- cess, at less cost than gasoline origi- nally is produced for. It is possible, consequently, that gasoline may be sold for less than 10 cents a gallon. In refining the crude oil the first product “taken off” is gasoline. This is because gasoline has the finest molecules and is more volatile. The next result of refining is kerosene, and from the petroleum the gasoline and kerosene yield is about 50-50. Just how soon definite results a-e likely to come from the new process it would be difficult to say, although one corporation now is making ready to make some use of it, it is said, an'l their action is likely to be hastene1 somewhat because of the come-one- come-all nature of the manner ii which Rittmann has offered his pro- cess. Another significant hint is seen in a letter received by a Detroiter this week from a senator in Washington who made the statement over his signature that the Detroit automobile industry no doubt would receive some- thing of a surprise shortly in the way of an announcement relating to gaso- line. Ii the Rittmann process is what he had in mind the surprise is un- corked herewith. But if not, Rittmann no doubt will win a place in the Hall of Fame any- how if his process does what it has been declared it does do. —_22+>___ Do Not Strain Gasoline Into Chamois Skin. The following article, which was pub- lished in a recent issue of the Timken Magazine, caused considerable comment among the engineers of many of the largest automobile factories in this country. So widespread did the comment and discussion become that the research de- partment of the Metropolitan police of New York finally made tests to ascer- tain for themselves whether an explo- sion could be caused in the manner described. Their tests proved con- clusively that the article was correct. “Garage men, beware. tention. There is death in the chamois strainer. Whenever you filter gasoline through chamois you are playing hide and seek with one of the deadliest com- binations known to man—electricity and gasoline, “If your tank is under the seats, be careful when you fill it. If you are not, you will be as foolish as the man who looks for a gas leak with a lighted candle. “Read every word of this article. Let it make an indelible impression upon your memory. “Never strain gasoline through a chamois. Now we'll tell you why it is dangerous. “Gasoline and chamois do not get along. They are ‘incompatibles’ “Let us assume that you are about to fill your tank. The funnel is in the nozzle. A chamois strainer is in the funnel. The gasoline is turned on and as it pours through the chamois it gen- erates static electricity. “Static electricity may be defined as electricity that is at rest. It is an agent neither of construction nor destruction, so long as nothing is done to unleash Autoists, at- February 16, | 116 it. Unleash it, knowingly or unkr yy. ingly, by brushing a clumsy fi. er against a natural law, and you hay. i, deal with the most diabolical phy...) agent known, a force that destroys \ 1} the quickness of lightning. “Static electricity, as we have \ is now in the funnel. The funne! js charged with it. So long as the funnel fits securely into the mouth of the tap thus creating a ‘ground,’ you are safe. “You go about your journey knowing you have brushed elbows with the most deadly as well as the most useful force known to. science—elec- tricity. “Now, for the sake of excitement, let us assume that you did not allow the funnel to rest inside the nozzle of your tank, as the gasoline seeped through ° the chamois skin. Either yourself or some one else held the funnel in mid- air, or it rested free on the sides of the tank, and no ‘ground’ was formed. “We have seen that gasoline, a vola- tile substance, passing through cha-nois forms static electricity, which charges the funnel. When the amount of elec- tricity is sufficient to produce a jump spark, that spark, following the inevit- able law of electricity attraction, jumps to the nearest ‘ground,’ which is your tank. “In doing so, it must pass across the opening between the end of the funnel and the edge of the tank through which gasoline vapor is rising. Suddenly there is a violent discharge, like that of light- ning, which is, after all, a gigantic jump spark, All those in close relation are. as it were, struck by lightning. “Many have been burned and scarred for life through ignorance of this kind of electricity. Many more, it is sad to relate, have been measured out on their last cool bed. No one was able to tel! just why they died. “The moral to be derived from this is: Do not put gasoline through chamois skin. But if you will insist on taking chances, be sure that you have a ‘ground on it, by seeing that the funnel touche: the opening of the tank. Be dou)! sure that you take this precaution. “Fire department statistics of man: cities show that an overwhelming pe cent. of auto fires are caused by usin chamois with gasoline—a fatal combina tion. “It might not be out of place in thi: article to state that thousands of peopl do not know that the vapor rising from gasoline, when mixed with the at mosphere in proper proportion, is on of the most dangerous of explosives.” —— >». Rim Industry Is Growing. People interested in the motor ca! business and the allied industries have so long since got tired of gaping over big figures concerning tires that it takes something unusual to startle them. But most people do not realize that the rim industry, too, has had to make im- mense strides in order to keep within shouting distance of the tire business. ‘One of the tire manufacturers has re- cently issued some figures which show- ed that in the month of December, 1915, 4,000,000 pounds of special steel were built into demountable rims. —_2+.____ Drinking to his health seldom pro- longs anybody’s life, Qe TET = ee s LETT TT ELLEN TN a webruary 16, 1916 19 Specifications MOTOR: Six Cylinder, 4 cycle, 3 in. bore, 4% in. stroke. Cylinders cast en bloc, overhead valves with dust cover enclosing ~ rocker arms. Tappets adjustable and bushed, noiseless, no oil leak. Three bear- ing crank shaft, spiral noiseless timing gears. Combination force feed and splash lubrication, three point suspension. TRANSMISSION: Selective type, three speeds forward and reverse. Mounted in unit with motor. Ball Bearings throughout. CLUTCH: Multiple disc, dry plate, steel on Raybestos. COOLING: Thermo-Syphon, cellular type radiator, fan mounted in two bal} bearings. FRONT AXLE: Drop forging, I-Beam section, with integral spring pads and El- liott type knuckles, tie rod in rear with ball arm on left side over I-Beam and fore and aft movement. Ball Bearings on front spindles. REAR AXLE: Three-quarter floating, pressed steel housing, four pinion differen- tial, with 4 to 1 gear ratio. Ball Bearings throughout. Long pinion shaft with con- centric torsion tube. BRAKES: Double internal, with inside levers and equalizers. SPRINGS: Semi-elliptic, true cantilever rear, equipped with special oiling devices for constant lubrication between leaves. STEERING GEAR: Worm and com- plete worm wheel, irreversible, absolutely adjustable. 18 in. corrugated hand wheel, signal horn button on top of steering post. Your territory may be open, write or wire to-day Introduction in introducing the Elgin Six at $845, it is with complete assurance that it embodies in quality of construction and beauty of design. the greatest value ever offered at the price—a value which has heretofore seldom been found even in cars selling at $1,000. The mechanical construction is of the highest standard, from the motor, with its unit power plant, to the smallest detail. Many refinements found only in cars selling from $200 to $400 higher are incorporated in the Elgin Six con- struction. The bodies are distinguished by their beauty of line and distinctive appearance. The Touring Car model is of the smooth, rakish, yacht line design, with concealed hinges and flush door locks, giving unbroken lines of pronounced beauty from curved radiator to rounded back. The Roadster is of the Clover Leaf type, a masterpiece of body design. Grace of line and contour is emphasized by the sloping rear deck and distinctive coloring. Both bodies are verit able triumphs of the coach builder’s art. Our Engineers and Designers, masters of their craft, embodying in this big, beautiful, impres- sive Elgin Six the result of an experience as old as the Automobile Industry, have produced a car which motor car critics the country over have justly pronounced “The Sensational Six of 16.” It is with pride and pleasure that we offer to the public in the Elgin Six at $845 a car which it has heretofore not been believed could be sold below $1,000. Elgin Motor Car Corporation Chicago, U. S. A. F ive Passenger, Six Cylinder, 35 H. P., $845 Complete VALVE-IN-HEAD MOTOR Igi Specifications CONTROL: Left hand drive, center control, throttle and spark levers above steering wheel, foot accelerator. GASOLINE SYSTEM: mounted in rear, 14% Stewart-Warner automatic tank, Rayfield carburetor. Gasoline tank gallon capacity. vacuum feed ELECTRIC STARTING AND LIGHT- ING SYSTEM: Two unit system, Bendix automatic pinion engagement for starter to fly wheel ring gear teeth, enclosed in fly wheel housing. Storage battery mounted in woodlined box in frame. Bright and dim head lights, tail light, dash light. IGNITION SYSTEM: Delco with ver- tical distributor and with automatic and manual advance. WHEEL BASE: TREAD: WHEELS: Wood, 32 inches, quick de- tachable, Stanweld demountable rims. Wire wheels optional at an additional cost of $50.00. 114 inches. 56 inches. TIRES: 32x34 inches all straight side type, non-skid in rear. around, WEIGHT: 2,200 pounds. PRICE: With electric starting and lighting system, and all accessories as specified, $845, f. o. b. Chicago. Set of five wire wheels, with special car- rier for spare wheel, furnished at an addi- tional cost of $50.00. We invite you to inspect these Handsome Cars at the Western Michigan Auto Show, Grand Rapids, Mich., February 21 to 26, inclusive Daan. isc imesh rng 20 THE ULTIMATE CAR. It Is Now Actually on the Mar- ket. Buying a motor car ten years ago was something of an adventure. Sometimes one got a car; more generally it was likely to be a fine assortment of trouble under a highly finished, beautifully up- holstered body. A man bought an auto- mobile to satisfy a child-like longing for the toy; or because his wife had social ambitions. He delivered himself eagerly at the nearest salesroom, and a blind, deaf and dumb agent could have done the rest. Selling an automobile to-day is a much more difficult thing. The evolution of buyers has been as great as that of motor cars. A decade’s experience has shown that there are gold-bricks in cars as in real estate and mining stock: and now, when the public invests $500 or $3,000 in four wheels, it does so not with infantile trustfulness, but with a Mis- sourian “show me” attitude. The reason is that the automobile has lost much of its novelty, much of its glamor of romance. Instead, like elec- tric lights, sanitary plumbing, or a fur- nace in the basement, it has become a necessity in more than two million American homes. People plan to-day to have motor cars just as they plan to send their children to college; in fact, cases have been known where the cars were preferred to the children. Last year more than 600.000 persons found that they could not do without them any longer. Yet in this state of things is another fact, equally significant. For those 600,000 cars the public paid only the same hali billion dollars it had spent on 500,000 machines the previous year. It gained in quality, in quantity, and got a fifth more for its money. People are learning to discriminate in automobile values as in other necessities, and merit brings its own reward. But the task of pointing out the mer- its among so many contenders for the honors, makes the manufacturer a sharer in the problem of salesmanship. For it is not enough that the public must think merely in terms of automobiles: the maker must see to it, by constant adver- tising and unremitting efforts, that they think in terms of his own particular product. It is difficult to recall, from the mod- ern sophisticated point of view, what a simple, trusting soul the automobile buy- With the perfected motor of to-day, it is so easy to forget man’s helplessness before its prototype, the terrors that attended its operation, the constant dread that the mysterious mechanism would refuse to perform its functions. Yet to appreciate the modern sales-problem one needs to contrast that era with this, The garageman, of that day, as he is remembered now for the repairs he was called on to make, seemed a first cousin to the burglar. Always extracting something for ¢asoline, oil, prestolite, tires, and a thousard what-nots, he pre- sented bills each menth that were as long as Tammany ballots. Those were the days, too, of the “tours,” by which one was expected to prove his membership in the motorists’ fraternity. The departure was some- er was a dozen years ago. eae i I MICHIGAN TRADESMAN thing of a ceremony: the family, be- goggled and bedustered, squeezing itself through a narrow back entrance into the sardine-tin the French had chris- tened for us the “tonneau;” the luggage strapped on the running boards, or be- stowed in baskets above the back-fend- ers; and then the asthmatic gasps from the straining engine as the bumpity- bump journey began. It is as a veteran of those early, ama- teurish, pioneering days that the auto- mobile buyer has come into his own. And if to-day he is a worry to the man- ufacturer it is because he has had his fling of motor madness; bought cars for speed, for horse-power, for style, and for comfort. Nearly 30 per cent. of sales are to previous owners. In the models they buy to-day, they are in- terested largely in one thing—efficiency. Thus the automobile sells best which is simplest and “service proven,” which has fewest parts to get out of order, which can stand knocks and wear, and still do the essential thing—go. Com- pany after company, and car after car, have gone into the discard, because those behind them failed to perceive that the public, tired of makeshifts, wanted a car that would last—the ultimate car. For those manufacturers who have seen the public mandate it has set a new problem and a new opportunity. They have had first to simplify their product, lop off every non-essential and at the same time give it the durability and reliability of a finely attuned watch. This the public insisted on to insure freedom from chauffeurs it could not afford, and repair-shops that never re- paired. And the resultant dependability and efficiency of the medium, and even the low-priced, car is as much an American engineering triumph as the building of the Panama Canal. No manufacturers in the world can compete with ours in quality, quantity, or price. As a result, even before the war, the American car fast becoming the standard the earth over. Was The standardization that came with simplification has given the manufac- turer his chance. It has enabled him to embark on large-scale production, and by lowering costs and his margin of profit, make new economic groups of the community potential purchasers. Thus in five years the average price of automobiles has fallen from $1.500 to less than $600, Never has there been a trade romance like the Aladdin-like growth of the automobile industry in the past decade. From a mere 25,000 cars in 1905 to 703,- 000 in 1915, is but the first chapter of the story; there remain whole cities like Detroit, Toledo, and Flint to be put on the map; huge factories, rivaling the steel mills, to be developed; and the habits and customs of a people to be changed. To learn how all this has been brought about, one needs only to enter a sales- room, or pick up a popular magazine. The gospel of both as preached by young and enthusiastic salesmen and adver- tisement-writers is that of the ultimate car. They no longer tell you all the fancy stunts their cars have performed, their horse-power, or the express speed they are capable of. Instead the watch- word of motor salesmanship to-day is economy. Manufacturers talk now of miles per gallon rather than miles per hour; of cheapness of operation rather than ini- tial cost. They are not only willing but anxious to prove the bona fide value of their product. Witness this sentence from a recent advertisement of one of the largest makers: “Despite the lower price, we guar- antee the drop forging, better upholstery, better paint and finish, greater quality than previous models.” And that guarantee is more than empty talk, for the period- icals in which it appeared rigorously censors and insists on the truth in its advertisements. Instead of climbing hills and running two, three or four miles an hour on high gear, low cost records of operation are among the most popular selling arguments to-day. Like watches that tun frozen in ice, motor engines are kept going for days in closed rooms without cooling, to prove the quality of their metal; while others, under sealed hoods, negotiate the perils of desert and mountain roads to demonstrate the worthiness of their pedigree. Still more convincing are the statistics of customers, showing the cost of up- keep, repairs, and supplies, compiled in the belief that Mr. Average Man’s tes- timony is “best in the long run.” How reasonably a car can be operated to-day can be seen from a glance at this table, issued by the maker of one of the most popular of the low-priced cars. car to contain more Per Mile Gasoline, 25 miles per gal. at .20 .008 Oil, 800 miles per gal. at .60 .0075 Tires, one set at $12 each ...... .0032 Repairs, at $50 a year ........ .0033 Insurance, theft, fire, etc. ..... .00066 Depreciation, 25 per cent. yearly .00066 interest. G percent’... .0016 Total cost per mile ........ 02417 Similar schedules, reams on reams of them, can be produced from the files of every agency, and their cumulative effect is to prove that the cost of operation, like the cost of cars, has declined from nearly 10 cents a mile ten years ago to less than 3 cents to-day. Machines rep- resenting a greater capital investment than that above can show similar econ- omies. This brings’ us to another feature peculiar to the automobile industry—the motor service department. There is scarcely a business to-day where the maker assumes such care of his product after it has passed from his control. Not merely does he make good defective parts—-which has long been the practice of most reputable manufacturers in all lines—but he pledges himself as part of his duty to his customer to a general looking after of the car. Every conceivable kind of a device, from a year’s free supervision to coupon books good for so many hours’ work, has been adopted to prove that the manufacturer is interested not merely in making a sale, but in seeing that the customer gets service from his car. One reason for this service of the manufacturer is that the average buyer, even though he has operated a car, is generally ignorant of the mechanical February 15, (41 principles underlying the automobile. T, acquaint its customers with these fu: 1a. mental things one company has ado; ied the plan of giving seven thorough ‘y- spections within six months after a <.Je. A complete record is made of ‘he mechanical condition of the car, the owner is asked to review this ord with the service manager, who points out to him how he should hanidle the car to avoid the repetition of wh. ever faults have been found. Within (he next ix months, any man, whether i chanically inclined or not, is thus enabled to know how to handle his car inte! ligently and wisely. Or, again, in the matter of accessories. decade has revolutionized the customs of a trade! It used to be that when a man paid $1,500 or $4,000 for a car, he promptly had to spend another $100 or $400 in fitting it out with lights, a top, extra seats, a horn, and on some models, even its first set of tires! To- day all these essentials, and scores of other little refinements, are furnished with practically all cars. Turn to the specifications of any one of two dozen or more popular makes, and you will see items like these: “Double lubrication; full semielliptic or cantilever springs; special floating axles, running on special ball bearings; double ignition system; self-starter ; elec- tric horn and head-lights, wind shield built in body; speedometer; demount- able rims, and tire-carriers in rear; ad- justable . footrests; robe-rail ;”, down to the license bracket. Each one of these features represents the product of some highly specialized side-line of the industry, perfected through years of study, yet now made a part of the car, and the cost assumed by the motor company. how a even 1 L, For all this—the perfection otf car and its accessories—despite trust economists may say to the con trary, competition has been largely 1: sponsible. Under the stimulus of free market, open on equal terms to al! the automobile business has develop: and over-developed, until each year th selling of the output becomes more 0! a problem. Only by adding to the comfort and convenience of the public could maker: win an outlet for their wares. And th: public, jealous of its new-found inde pendence, condemned for all past sins and commended for new joys. It pick ed its favorites here and there, and a it did so, unconsciously it performed one of nature’s old functions—that of selection—and brought nearer the ulti mate car. And to-day the ultimate car is prac- tically here. Different makers have their different selling points, of course: but stripped to essentials, they aim at the same result, which is—to give the buyer the least possible worry for his money. —Bronson Batchelor in Independent. t 1é what —_2+22.___ All in a Twinkling. A lady who had just received an interesting bit of news said to her little daughter: “Marjorie dear, auntie has a new baby, and now mam- ma is the baby’s aunt, papa is the baby’s uncle, and you are her little cousin.” “Well,” said Marjorie, wonderingly, “wasn't that arranged quick!” Paco I An cals egiseanaeadk Pacga eee ee ee _ a. . Polarine | RED CROWN | \ - powerful, economical gasoline . 2 LC | 4s =e . 23 = SSS SS SS SSS = i a Se —— . . Maintains the correct lubri- Contains extra heat units per : \ | ¢ating body at any motor gallon which make car and . . speed or temperature. money go farther. : e The nue aut Combination e Both Polarine and Red Crown Gasoline insure the quality of Red Crown Gasoline : | esos Ee eeas | SE =r th B= a |: ae oo oe Company (Indiana) ) Chicago, U ” S. A. 4 bla ake giles : a cade! Leaky? exiz a ait ake —_——— Sa a iiss a ond oe ieee i ; OST SE Soar a) = TT” eet 7 A Sinai 22 SUPREME COURT JUDGE. John S. McDonald Answers All of the Requirements. It is of the utmost importance in this country to keep the standard of efficiency of the appellate courts at the highest point, These courts are the safeguard of the Nation. To them the people must look for the establishment of those rules of law which are to govern in all business transactions and for the protection of individual rights. The stability of the Government depends in a large degree upon the correctness of the principles upon which those rule are founded and the facility with which, by the applica- tion of those rules, rights may be en- forced or wrongs redressed. The people are interested mainly in results. The administration of the judicial depart- ment of the Government must be such as to inspire confidence in their minds that the final result of litigation will invariably be right and that such result will be obtained without too much loss of time or too great expense, in order to preserve that respect for the courts which is vital to the existence of our form of government. When the people lose respect for the courts of last re- sort, the dissolution of the Government will be at hand. It is up to the people to see to it that only men of the highest stability and integrity are elected to the bench in order that the proper efficiency of the courts may be maintained. What are the qualities needed in a Supreme Court Judge? It goes without saying that honesty is first on the Hst: not especially in matters of business, but in arriving at conclusions on all questions arising for determination; an honesty that main- tains an attitude of mind exempt from prejudice of every sort, uninfluenced by preconceived notions and unswerved by public opinion; a mind open to convic- tion until the last fact or point for consideration has been presented: in other words, absolute impartiality that hews to the line and preconcludes the prejudging of the case: so that the decision, when finally reached, will not be tainted by any extraneous matter and will be reached only after giving due weight to all the facts. These qualities should be so marked that he will stand out pre-eminently as an upright judge, entirely above suspicion of any sort. He should have sound judgment and ability to discriminate, so far as human penetration can, between truth and fic- tion and between facts that are con- trolling and those that are not: not easily imposed upon by the representa- tions of unscrupulous or over zealous litigants or misled by the sophistry of ingenious counsel. He should be thoroughly grounded in the principles of the common law as laid down in the decisions, and especially in recent decisions, and he should have the ability to apply those principles not only te conditions as they existed at the time they were first established, but to the changing conditions of an advance- ing civilization, to the new circumstances which are constantly arising since scien- tific discoveries and inventions have in- troduced new methods of doing business and even new kinds of business. It should be unpardonable for him MICHIGAN TRADESMAN to commit error, either in stating the law or in applying it to the facts of the case. Chief Justice Shaw, of the Supreme Court of Massachusetts, en- joyed the reputation of never making a mistake. That was a great reputation. Very few judges have ever been able to attain to it. Even so it should be the aim of every judge. He can only fit himself for it by the most studious ap- plication in order to familiarize himself with the rapidly increasing number of decisions of the yarious state and Fed- eral courts oi last resort and so master the principles and rules of law which he will have to apply. Our own Judge Cooley came as near to such mastery, perhaps, as any other judge. It is a delight to read his opinions, both oa account of the perspicuity of his style limit of his endurance. No one without almost unlimited capacity to perform hard mental labor of the most exacting kind should undertake the duties of the office. Supreme Court opinions are invari- ably written in a clear and forcible style. Facility of expression is one of the most essential qualifications and no one without that is qualified for the office. If he has every other qualification, but is lacking in that, he is totally unfit. Tt is needless to add that a Supreme Court judge should have unbounded pa- tience, for that is the amount that will be exacted of him. He must have pa- tience in listening to arguments that do not enlighten, in examining records that any unnecessary prolix and in reading briefs that are anything but brief. He John §. McDonald. and the conclusiveness of his reasoning. Such judges inspire confidence in and respect for the judiciary. They afford shining examples for those who aspire to occupy the places they once filled with so much honor. A judge of the Supreme Court should have a liberal education outside of the law and sufficient knowledge of business methods and dealings to enable him to reach practical results in his decisions. Cases are constantly arising in which he will be called upon to exercise ad- ministrative functions, as in receiver- ships and injunctions, and such knowl- edge will then be found tc be of great advantage if not indispensable. A place on the Supreme Bench is no sinecure. A judge of that Court should be capable of hard work and intense application. It will require both to the will need patience in searching for au- thorities which counsel have failed to cite and in reading many that are cited which are not in point. Dignity without austerity and cour- tesy under all circumstances are among the many virtues which the model judge is expected to have. It is not too much to say that Judge John S. McDonald possesses all these qualifications in a marked degree. As one of the judges of the Kent Circuit Court for the last eight years he has been constantly engaged in trying cases. That has given him an experience which would be invaluable on the Supreme Bench. It has been a school in which he has been mastering the principles of law which as judge of the Supreme Court he would have to apply. During this time Judge McDonald has February 16, i911 established an enviable reputation fairness and impartiality in his rujj and decisions. Every attorney who ; practiced before him recognizes his 3! itv. The Grand Rapids bar is unan mous in supporting him for the vaca; on the Supreme Bench which wil] filled at the fall election. The Jud is in the prime of life, having | passed his 50th birthday. He answer the requirement of capacity for har work. In all other respects he ha: shown himself to be an accomplished iurist. He would make an ideal Su- preme Court judge. — _2.o-2>_____ Sparks From the Electric City. Muskegon, Feb, 14—Muskegon is con- sidered one of the best summer resorts in the country. People from all over the world journey to Muskegon and the surrounding towns to spend the sum- mer and escape the heat. E. P. Munroe has returned home from his territory complaining of stomach trouble, due to the unhealthy water he drank in the Southern part of Illinois. Call on Munroe. He is always a Mus- kegon U. C. T. booster and likes to see the boys, A. W. Stevenson acted as toastmaster at the Lincoln banquet last Friday in a very creditable manner. Among _ the speakers were Lieutenant Governor Dickinson and S. Wagner, of the Stan- dard Service Co., of Chicago. Nick Luloff was laid up last week with a slight attack of grippe, but we are glad to report that Nick is back on the job peddling. The Muskegon Heights Herald is a new newspaper in this part of the coun- try. The first edition met with success. The local merchants at the Heights are placing their advertising with the paper and we believe it has come to stay. Towns with a smaller population than the Heights have supported a newspaper, so why not the Heights? E. P. Schnorbach has been re-elected Secretary of the Chamber of Commerce without any competition. Mr. Schnor- bach’s past record speaks for itself. The Democrats of Muskegon are at « loss to find a candidate to run for mayo: this spring against Mayor Ellifson, whose administration has been so suc cessful that there is no doubt he wii! be returned this spring by a large plurality. It seems that the opposite party cannot get a man who is willing to be led to slaughter. Our next meeting will be held Satur- day, Feb. 19, and urgent business wil! come up at this meeting. It is requested that all those who can do so attend Visitors are always welcome. Are you doing your part in boosting A. W. Stevenson for Grand Sentinel ? Every boost helps. We wish to thank A. W. Stevenson and Ernest Welton for making this column possible. According to a statement made by one of our leading real estate men, ther« is only one vacant house in Muskegon That indicates prosperous times. Several times in these columns we have called the attention of our readers to the fact that several theaters in Michigan sell standing room at their performances. This should be stopped. The owners evidently forget about the safety of the public and let the lure ot the dollar get the best of their better judgment. The next time this is called to the writer’s attention we will publish the name of the playhouse and state at what time it happened. Milton Steindler. Ute GRAND RAPIDS. MICH a i i i i n- er ad n- m ch he IS. EC he or cE Ac n oer 5 ae re ee February 16, 1916 MICHIGAN TRADESMAN 40 Horse-power | MII Wee! “A real Eight” “vn You get a real Eight Cylinder Motor in the $985 Hollier $ Eight Roadster. It is built in our own factory---we guarantee it. We know how to build a motor that will perform and stay right, because for years we have been building suc- cessful motors and chassis for different makes of cars. Request our booklet, ““The Eight Among Ejights’’---It tells the whole story in a mighty interesting way. And when you decide on your Hollier Eight, it will be delivered to you on the date you specify. no excuses will be offered. DEALERS--you want a popular priced, good looking Eight to complete your line for 1916. Get our Special Proposition. District Sales Manager Geo. E. Rowe, Citizens 8122; Bell Main 376 232 Michigan St., N. W. Grand Rapids, Michigan THE LEWIS SPRING & AXLE CO. 24 Some Difference In Equipment. Typical Equipment of 1903. Two acetylene head lamps. Two oil side lamps. One oil tail lamp. A bulb horn. A few tools. Typical Equipment of 1916 Car. An electric starting and lighting sys- tem, including double bulb headlights, a tail light, a cowl lamp and an inspec- tion lamp. A storage battery. An ammeter, An oil indicator. A gasoline gauge. A speedometer. An electric horn. License brackets. Demountable and carrier. A ventilating windshield or rain vision type. A one-man mohair top curtains and case, Robe and foot rails. Tonneau carpet. Tire carriers. An engine operated tire and pump. A tire repair kit. A fuli set of tools in folding wallet. A jack. Would you pay $300 for a top for your automobile? Would you buy a car without a wind- shield, top, speedometer or complete lighting system? “Decidedly not,” you say, and you add, “How utterly absurd,” if you hap- pen to talk that way. Well, would you pay $7,000, $6,000, $5,000 or even $4,000 for a four-cylin- rims with spare rin with storm MICHIGAN TRADESMAN der, 24 horsepower, 92-inch wheel base, rear entrance tonneau motor vehicle without any of the attachments men- tioned above? We can’t interest you? Then we'll have to turn over twelve pages of motor- ing history, one page for each of the last twelve years, and ask you to con- sider the purchase of a six-cylinder, 30 horsepower, 120-inch wheel base, stream- line touring car with all the accessories which have been enumerated, and in addition demountable rims and electric starter, the whole outfit, car and com- plete equipment selling for $1,500, or less than one-third of what you were asked to pay for less than one-third as much in motor car value twelve years ago. To-day it is not so hard to compre- hend the extent of the present offering of the motor car manufacturer and to understand how he can give so much for the money asked as it is to figure out how, a decade ago, he could get so much money for the little he offered. It is not so difficult to calculate how he can afford to throw in all the various items of equipment which his product now regularly carries as it is to under- stand how he could have ever sold it with none of them. The buyer of a car in the no-equip- ment days drove off first to the top maker and left from $50 to $150, or sometimes more, for a heavy, almost- impossible-to-manage top, Next he drove to a supply store and laid out $50 for a windshield. Then to the speedometer maker and left an- other half hundred. Sometimes he paid out $30 to $60 for a pair of wicker baskets to fasten on the sides of his car, in order that he might have a little carrying space for supplies, repair parts and another thing or two. When he was through buying the things he gets, but does not really pay for now, except in an almost painless manner, he had added from $300 to $1,000 to his original investment and had something which looked like a cross between an old-fashioned station carry- all and a New England tinware ped- dler’s wagon. Everything he had added looked like an after-thought of an absent-minded man. The buyer to-day derives a triple benefit from having his car come to him equipped. He pays one-fifth as much for his equipment, he doesn’t have the bother and delay of buying it and having it attached, and the equipment fits, matches up and becomes part of the car itself. If you ask yourself what the chief reason is that the motor car makers can offer so much more of a car at so much less of a price than they did twelve years ago, just consider the fact that there are now several manufacturers each of whom makes more cars in a year than were then made in a similar period by all makers combined. In 1904 the total output of cars in this country was 21,700. For some mak- ers to-day that number as a total output would represent such a falling off of business as to throw them into bank- ruptcy. Quantity manufacture reduces selling price to a remarkable degree in any industry, but in no other field has in- February 16. :91¢ creased demand had such a marked of. fect on the merchandising figure as in the automobile business. Big demand has not only made sible for the larger car manufacty--; the adoption of methods which maser. ially reduce cost, but it has, together \ standardization of design, been resp sible for the development of independen; parts manufacturing on a scale which enables the smaller makes of complet: vehicles to obtain at extremely low fig ures, comparatively speaking, essentials such as engines, gear boxes, axles, frames, springs, et cetera, which the could not themselves produce in the quantities in which they use them, except at such cost as would necessitate a great increase in the selling price of the com- plete car. Coming to the consideration of th: touring car of to-day in its various details, it may be taken as an axiom that cold print falls a long way short of adequately describing the degree of re- finement and of luxury which is em- bodied in the present output of the ayer- age automobile factory. A few years ago the now usual prac- tice of assembling the various contro! instruments upon a board conveniently located under the cowl within easy reach of the driver and illuminating it at night by an electric lamp which, attached to a long flexible wire (normally concealed) facilitated possible trouble hunts, was quite unknown. The idea of providing auxiliary ton- neau seats of the folding type, which when not in actual use disappear into the floor or lie in recesses provided for them in the body itself, is another recent The Saxon is Supreme See them at the Automobile Show at Grand Rapids Feb. 21 to 26th. Section F. Some good territory yet open. Act quickly Grand Rapids Saxon Co., 5/2 Division Avenue, So., Grand Rapids ee a a ag EE Joe np a ego ra OD cesta February 16, 1916 development which adds to the comfort of the passenger. The double cowl, with its conveniently arranged lockers and the ample pockets formed in the upholstery of the doors are innovations appreciated by the tour- ist, and the recent introduction of the detachable top of limousine or coupe type which may be fitted in a few min- utes to the standard touring or run- about body tends to make winter driv- ing, protected from the elements, a pleasure. —_~r + >___ Lincoln Road Main Street of Country. The Lincoln highway, connecting New York and San Francisco, 3,384 miles apart, is the most widely known and most interesting, as well as the longest roadway, in the world. First brought to the public attention but three years ago, it now stands as a real transcon- tinental thoroughfare, connected and marked for its entire distance, heavily used by cross-country motorists enjoy- ing the new pleasure of touring in their own country, and in every section progressing in constructive improvement that is earning for it the uncontested right to the name “the main street of the Nation.” The launching of the Lincoln high- way propaganda was well timed. Com- ing as it did just when a general inter- est was beginning to make itself mani- fest in the most certain of the country’s economic needs, real improved connect- ing highways leading from some definite points to some other equally definite point, it focused attention, drew Nation- wide support and commendation, and became, as it is to-day, one of the best, biggest, and well known constructive projects before the American people. The Lincoln highway makes a many- sided appeal to every one of us. Dedi- cated as a lasting memorial of the great Abraham Lincoln, it stirs the patriotism of every heart. A. more fitting tribute to his hallowed name could not be found. The wise choice in the selection of the route makes it available to some 60,- 000,000 people. Yet that choice was not influenced by the demand that it be routed through the largest cities and centers of any certain industrial might. It is the shortest route across the con- tinent, considering the topography of the country. ; The highway follows the path of the Nation’s progress as it expanded west- ward. Its course holds closely to the old trails made famous in the East by the passage of colonial and British, fed- eral and confederate troops, and in the West by the early settlers and Indian fighters, the “pony express,” the forty- niners, and all the vanguard of civiliza- tion who braved a thousand dangers in breaking the way. Almost immediately upon leaving New York interesting historic points are passed. The Delaware is crossed not far from the point where Washington embarked his tattered host on_ their perilous course amid the floating blocks ofice. The traveler across Pennsylvania turns the pages of the Nation’s most thrilling history. In Paoli, near Phila- delphia, the road runs but a step from Valley Forge, where the colonial troops spent the awful winter of 1778. In Ohio, once the old frontier, scenes MICHIGAN TRADESMAN of Indian fights and :nassacres abound. Journeying onward across Indiana, IIli- nois, Iowa, Nebraska, Wyoming, Utah, Nevada, and California, the traveler will continue to turn those pages of our Nation’s history. And to the delight of the eye a won- derful treat for the lovers of nature’s most alluring masterpieces is to be found. The wonders and beauty of the scenery along this 3,384 mile transcon- tinental drive are unsurpassed by any to be found in any part of the globe. The variety of grandeur and charm of natural scenic splendor is past all de- scription. The highway crosses the beautiful Ap- palachian mountains, then onward across the rolling farm lands of the Middle West. It crosses the space bound plains of Nebraska and Wyoming and winds through the heights of the mighty Sier- ras, entering California by way of Lake Tahoe, “the garden spot of the uni- verse.” Truly the Lincoln highway is well named and well started to its ultimate completion and well deserves the Na- tional interest that centers upon its de- velopment. The roadway of the Eastern section is in excellent condition for constant travel at any time of the year, but in the Middle Western and Western portions immediate improvement is imperative. The Lincoln Highway Association, which acts as a_cen- ter and clearing house for all ac- tivities pertaining to the roadway, offers a donation of sufficient cement to build one standard mile in counties having no hard ,surfaced construction, as an example and incentive to further en- deavor. These are known as seedling miles. Five are now completed and a number more are to be built within the next year. Over two and a half million dollars have been spent on the highway during the last two years. New Jersey and Pennsylvania boast a hard surfaced highway. Four out of five miles in Ohio are of a like character. Indiana has built many miles of cement roadway. In Illinois the highway is state aid road No. 1 and is graveled and in good con- dition. Iowa’s laws unfortunately prohibit bonding for hard surfaced construction, but the road is kept crowned, drained, and. dragged for the traveler. Two seedling miles have just been completed in Nebraska and future improvement is assured, Wyoming, Utah, and Nevada have no hard surfaced roads, although all that is possible has been done to make the highway easy to travel. The route in California is a boulevard, due to the attention received from the highway de- partment of that State, which is highly efficient. It is apparent that a powerful double appeal is made to the entire country for the continued support of the high- way; first, to the patriotic response to be expected in building this most sig- nificant memorial, and second, as it rep- resents a well defined commercial asset to the entire Nation. L. M. Steffens. —_>+.—__ A man is more apt to love a woman in spite of her faults than because of her virtues. 25 The importance of your delivery system must not be overlooked. Prompt service is always appreciated and the auto delivery means prompt service. You can save money for yourself and your patrons, and keep your goods abso- lutely clean, by using a Ford car equipped with one of our Full Panel Delivery Bodies. We make Commercial Bodies for all kinds of cars. Catalog Free. Graham Auto Body Co. CADILLAC, MICH. How there came to bea Pere Marquette Railroad “As it stands today, the Road embraces 41 lines originally entirely separate. These lines gradually grew into three small systems—the Flint & Pere Marquette in eastern Michigan; the Chicago & West Michigan in western and the Detroit, Grand Rapids & Western in the central part of the state. “These three systems were consolidated in 1900 to form the Pere Marquette Railroad. A FEW FACTS “The Pere Marquette Railroad didn’t ‘just happen’. It is the result of a steady growth due to manifest need. The little lines couldn’t furnish connected service—consolidation resulted. Today we have through service to nearly all AND A FEW the principal cities of the state. THOUGHTS Would we return to the old order of things? Not we! This Railroad is here today by virtue of the efforts of some of the best men Michigan ever had. We of this day cannot know of their struggles, their determined perseverance, their sacrifices, their indomitable courage and heroism. But the bands of steel stand for all these. “This is Michigan’s Railroad. It serves us in Michigan principally, and it must be conserved in order that it may continue to serve us as it should. It needs your word of en- couragement. It needs your business. It needs your help in ‘These things will enable the Road to so maintain itself as to guarantee its future on a basis which will meet your transportation demands and promote the progress and development of the state. We are doing everything possible to bring about this result, Are you doing your part? Ca Aah airg Operating Receiver, Pere Marquette Railroad. securing adequate rates. See ee Talk No. 2 26 REPRESENTATIVE RETAILERS. F. E. Strong, President Michigan Re- tail Hardware Association. Few men have come to such prom- inence in the mercantile business in SO prosaic a way as the subject oi this sketch. He has been no captain of industry, in the sense of organ- izing and conducting campaigns in his own interest; he has been no Napoleon of finance: he has done nothing startling; he makes no pre- tense of over-mastering ability or brilliant attainments. The honor ac- corded to him has been the recogni- tion of the worker—we might almost say the plodder—the man who has thought little of himself but much of his work. He has done each day what that day had to be done: he has taken responsibility without per- sonal gratification; he has planned for F. E. Strong. others rather than himself, but he has. nevertheless, worked his way to rec- ognition among men of strenuous ac- tivity. Frank E. Strong was born on a farm near Burlington, Calhoun coun- ty, Oct. 11, 1858. He resided on the farm with the family until he was 14 years of age, when his father re- moved to Tekonsha and engaged in the hardware business. Mr. Strong attended school at Tekonsha until he was 18 years of age when he received a call from B, F. Goodrich, of Homer, to learn the tinner’s trade and hard- ware business in Mr. Goodrich’s hard- ware store. He accepted the call and after two years he was placed in charge of a branch store owned by the same gentleman in Tekonsha. Three years later he returned to the old store, where he remained three years longer, when he was offered an op- portunity to purchase the business. He accepted this proposition and, in partnership with a younger brother, Samuel D. Strong, engaged in the hardware business under the style of Strong Bros. This partnership re- lation lasted many years. In 1904 Mr. Strong removed to Battle Creek and purchased an interest in the hard- ware stock of W. A. Wattles and the business was continued for several years under the style of Wattles & MICHIGAN TRADESMAN Strong. Jan. 1, 1913, Mr, Strong pur- chased the interest of Mr. Wattles and took in as partner Fay Baker, who had been identified with the store for many years. Since that time the busi- ness has been continued under the style of the Strong-Baker Hardware Co. Mr. Strong was married Feb. 16, 1881, to Miss Nora V. Thorne, of Homer, and to-day is therefore the thirty-fifth anniversary of their mar- riage and they propose to celebrate the event in connection with the an- nual meeting of the Michigan Retail Hardware Association now in session here. They have four children, three daughters and a son. One daughter and the son are married and the son has a boy, so that Mr. Strong is now a grandfather. The family re- side in their own home at 182 Fre- mont street. Mr. Strong has been a member of the Methodist church since he was 21 years of age. He has been a mem- ber of the First Methodist church at Battle Creek ever since he took up his residence there. He has been trustee for about ten years and treas- urer for the past eight years. He is a member of the Masonic fraternity up to the third degree. He is also a member of the Maccabees and Woodmen. Mr. Strong has long been a member of the Michigan Retail Hardware As- sociation and at the annual meeting in 1914 he was elected First Vice- President. At the annual meeting last year he was elected President, and he has given the business his best thought and best effort. At the con- clusion of his term of office this week, he will follow the custom of all past Presidents of the Association and be- come a member of the Board. Mr. Strong likes his home and family first, then he likes his business and all that pertains to it, his friends, his church, good music, good reading and everything that tends to elevate the race and to the betterment of mankind, Mr. Strong has concluded after many years of successful busi- ness that the price of success is hard work, strict attention to business and honest service. Personally, Mr. Strong is a man with unusual charm of manner and an engaging personality. He is kind- ly, courteous in his attitude toward everyone. There has been nothing of the spectacular in his useful life. His has been a career of simplicity, energy and directness—forging al- ways ahead by the straight clean road. Advisory ———_>+»____ Holland Thriving in Business Like America. Amsterdam, Holland, Feb. 2—Holland is one of the very few countries of Europe which, until now, have been able to escape the terrors of these disturbing times. Situated between three bellig- erent countries (Germany Belgium, and England), it was forced to mobilize its army and navy, and to spend lots of money for the maintaining of its neu- trality. Naturally, during the first days of August, 1914, almost every one was seiz- ed by a feeling of utter uneasiness. Runs were made on the banks, business stood still, deposits were withdrawn, and so on. At this critical moment the Bourse February 16, 1916 Announcement Never in the history of Automobiles has a new car been given such a hearty welcome by American Motorists or created so great a demand for itself in so short a time as has the Elgin Six at $345.00. The men who placed the Elgin Sixes on the Automobile Map: Mr. C. F. Jamison, formerly General Sales Manager of the. Saxon Motor Company. Mr. John A. Schroeder, former Chief Engineer and General Manager of the Hyatt Roller Bearing Company-—largest manu- facturers of roller bearings in the world— Mr. Fred L. Good, formerly of Sales Department of the Paige- Detroit Company. Messrs. Reed & Glaser, Consulting Engineers, Indianapolis, Indiana. These men form the strongest combination ever actively asso- ciated in the management of one automobile concern. Their ability has earned greater dividends for stock-holders of the companies with which they have been connected than any other combination of men in the United States. They have a substantial financial interest in the Elgin Motor Car Corporation to which they are devoting their cfforts, talent, and ability. These beautiful Elgin Cars may be seen at the Automobile Show, February 21 to 26 We offer for public subscription, subject to prior sale, only a limited amount of Elgin Motor Car Corporation stock at par $10.00 per share. The issue is all common stock full paid and non assessable. We reserve right to withdraw this offer without notice and return your subscription, as only limited amount will be sold at par. For Detailed Information Write A. H. Nienow Fiscal Agent 628 Michigan Trust Building Both Phones GRAND RAPIDS, MICH. February 16, 1916 Committee, under the influence of the events abroad and of the pressure of the members of the Stock Exchange, or- dered the doors of the Bourse to be closed and it was not before the ninth of February, 1915, that these doors were opened again. At the beginning of the war the gold stock in the safes of the Bank amounted to 162,000,000 florins (about $65,000,000), a ratio of 33 per cent. of the banknotes then in circulation, the legal ratio being 40 per cent. In order to conduct its business along legal lines, the Nether- lands Bank made application to the gov- ernment for a reduction of this per- centage, which was finally fixed at 20 per cent. Since this time, however, the gold stock continuously increased, so that in the beginning of December it had reached the enormous amount of 417,000,000 florins, or no less than a ratio of 74 per cent. of the notes-circu- lation, and equal to about two-thirds of the bullion in the safes of the Bank of England. Needless to say that the liabilities of our country and those of the British Empire are beyond any com- parison. This stream of gold to our country originates from almost the same cause as in America, at any rate so far as supplies to the belligerents (with the exception of munitions) are concerned. Folland is the great furnisher of all sorts of agricultural and colonial prod- ucts, such as eggs, meat, dairy produce, margarine, sugar, rubber, coffee, rice, etc., and the increased export of all these things (latterly handicapped by different embargoes), added to their enormously advanced prices, naturally favored our trade balance. Moreover, many articles which in normal times were imported from Germany for home consumption or re-exportation, such as electric lamps, spirits, artificial manure, now could be obtained from our own industry, which, consequently, was stim- ulated to the top of its capacity. And last, but not least, our shipping companies have made extraordinary profits through the high freight market. The Dutch have always been a people of sailors, and seafaring has been at all times a great source of income. The state of world’s commerce, combined with the high freight-rates, has greatly increased this revenue, thus producing a favorable position of our paying bal- ance as well, the proof of which is given by the extra strong situation of our banknote institution. Under these circumstances, it is quite clear that money is plentiful in our country. The banks do not allow more than 1 per cent. for deposits, and “re- ports” (the so-called “prolongatie”) are as high as 3 per cent. As a direct consequence, many companies avail themselves of this abundance to strength- en their position or to enlarge their works by raising new money. From September 1 until the end of November no les than ninety millions of guilders were borrowed by various enterprises without affecting the money market in the least. Every new loan announced was received with great interest, and most times the amount available was oversubscribed several times. This situation is the most favorable when one considers that most of these companies are not exclusively “war babies,” as is the case with the munition works in the United States. Works such as Philips electric lamps, Jurgens margarine, Central guano, have acquir- ed a preponderant place on new markets, where hitherto they were handicapped by foreign competition, and it is not doubtful that they will maintain their position after the war is over. One will be inclined to ask to what extent America may be interested in all this. Everybody knows that America as well is profiting enormously by the present state of things. Perhaps it will be able to take over England’s position as the clearing house of the nations, at least in many respects. The action of the National City Bank with regard to the new branch offices in the South American republics, and the acquisition MICHIGAN TRADESMAN of the control over the International Banking Corporation, opens large per- spectives in this way. But, on the other hand, America is the country of growth, of the “unlimited possibilities.” And these require money, which not always can be found in the country itself. For this purpose it will, to some extent, be thrown on the resources of foreign countries. But where to find the means when, after the war, nearly all Europe will be paralyzed and will have to concentrate its attention on the rebuilding of its own forces? Holland has always shown a good disposition towards America; so it will in future. It would greatly further both countries if they could compromise their economical and finan- cial interests. To enable this, a thor- ough study of conditions on both sides will be necessary. The Dutch will have to learn the requirements of America with regard to our articles of export; on the part of America, the particulari- ties of the Dutch investors will have to be considered. For the time has passed that one had only to show a paper, printed in English and with the American eagle on top, to be sure of obtaining at least F.2,500 for a $1,000 nomirial share. Experience has been too hitter. But for good, first-class invest- ments, our fellow-countrymen will al- ways be found ready. 3y following the above policy, and thus shaking hands across the wide wa- ters on the ocean, both countries will continue to pluck the fruits of their neutrality also when the war will be over. And the American will consider that it is time to change the old saying: In matters of commerce refer to the Dutch Who have plenty of money and ask not too much. S. Brouwer in N. Y. Evening Post. —_2-+__ Annual Meeting Michigan Butter and Egg Association. Saginaw, Feb. 14—The annual meet- ing of the Michigan Butter and Egg Association will be held at the Hotel Statler, Detroit, Feb. 29, commencing at 10:30 a. m. During the morning session a paper will be given by Thomas G., Baillie, attarney for our Association, in regard to what has been done about the icing charge before the Interstate Com- merce Commission. Following this Mr. W. F. Bennett, Business Man- ager of the National Poultry, Butter and Egg Association will give a talk. The business session will be con- fined to the forenoon. After lunch A. N. Bennett, of Chi- cago, will talk on Sterilized Seal-shell Eggs. There will be a sterilizing machine in Detroit for demonstrating purposes. Prof. Benjamin, of Cornell Univer- sity, will talk on the Improvement of Internal Quality of the Egg, illustrat- ed by lantern slides, followed by a discussion. Dr. Mary Pennington, Chief of Food Research Laboratory, will also be with us and give an interesting talk on a subject not yet decided upon. F, P. Schnitzen, of the Collis Com- pany, Clinton, Iowa, will talk on Plant Efficiency. For the evening a fine banquet has been prepared, with cabaret entertain- ment, after which dancing will be indulged in until 12 o’clock. The visiting members and Eastern receiv- ers will have plenty of time to take the 10:45 train for Indianapolis. The ladies are invited and will be entertained by the Detroit ladies dur- ing the afternoon at a theater party. Will you please give the above notice as much publicity as possible? D. A. Bentley, Sec’y. ——_~+->—____ Moderate Priced Car Gains Favor. I believe the position of the moderate priced car, from $1,000 to $1,500, is stronger to-day than it ever has been in public demand. There seems to be a general trend on the part of the public toward this price of car. In the first place, there seems to be a gradual climb- ing of the ladder on the part of those who have purchased the lower priced cars, from $300, $400, $500, $700, etc., toward the car from $1,000 to $1,500, principally due to the demand for the perfect balanced six cylinder cars which are now on the American market. Then, too, there seems to be a realiza- tion on the part of the public that it is no longer necessary to spend over $2,000 27 in order to get an automobile that will give them seven passenger capacity. Of course, there always will be a few high priced cars and a_ considerable number of the low priced cars on the American market, but the discriminating public is paying more attention every day to the moderate priced car. Then, again, the increase in the price and cost of gasoline and the upward trend of prices of tires lead one to think con- siderably before purchasing the very heavy car. W. H. Shadburne. Chevrolet Cars 116 Fulton Street, E. Citz. Phone 1547 Beelby-Neureither Motor Sales Co. Grand Rapids, Mich. Bell, Main 1535 “AUTOMOBILE BUSINESS ASSOCIATION | | } } | } Re Bese eae On ys * on 28 How Automobile Men Averted A Threatened Panic. For nearly seventeen months the auto- mobile industry has been flourishing like a green bay tree. There had been prev- ious periods of prosperity, but the pe- culiar, and apparently adverse, condi- tions that have prevailed during the last year and a half have made the present extraordinary and ever expanding vol- ume of motor car business a commer- cial phenomenon well worth singling out and examining; and all the more so because through sympathetic action the present booming prosperity is not con- fined to the makers of automobiles, The activity of the motor car market has pulled weakening and tottering al.ied industries up to an almost equal plane of prosperity. The entire commercial world, in fact, had its back bone stif- fened, thanks to the condition of the motor car business; and what a year and a half ago promised to be the beginning of National depression and disaster has turned triumphantly into National profit and well being. What, then, is the explanation of this phenomenal advance in the motor car world which means so much to every one in this country? Some manufacturers say it is because people will cut out meat for dinner, wear last season’s clothes, and forget to pay the grocer before they will think of economizing on gasoline consumption. But is it? Let’s look over the evi- dence. Seventeen months ago when the war broke out the almost universal inclina- tion was to slash advertising appropria- tions and cut down on sales effort. “Let’s just keep our money in the bank until we see what is going to hap- pen,” was the way most people felt about it. In the automobile business it looked like a small sized panic for a few days. Millions of dollars were tied up in pro- duction schedules. It seemed almost a certainty that the demand for cash abroad and the natural conservatism of the banks would make it impossible for dealers to get money enough to take their regular allotment of cars—after they were produced. And even if the dealers could take them it didn't seem probable that the public would be in a buying state of mind—or pocketbook. The natural thing to do then was to cut down the selling force, stop the advertising—put the factories on half time—and save as much as possible out of the threatened wreck. And that is just what would have been done had it not been for a few level headed, far seeing men who knew something of the psychology of the crowd and had an abiding faith in the stability of this country of ours. These few men instead of retrenching threw on a few pounds more steam in advertising and selling departments. They talked optimism and common sense and by the force of their example swung the entire industry into line in an ag- gressive, constructive campaign of con- fidence building trade promotion. In- stead of depression and disaster the automobile industry has enjoyed the most prosperous year in its history. Hundred of thousands of men have been furnished with steady work. Allied industries have been benefited—and the MICHIGAN TRADESMAN general prosperity of the country has been promoted. Now we are told that motor cars and other things of that character are the last things that people will do without. This may be true to some extent—and if the motor car industry had done only “fairly” well we might say that the natural propensity to economize on the real necessities first had helped to hold it up. But the motor car industry has been unusually prosperous, The country has responded marvel- ously to the extra effort that has been put into advertising and selling. More cars have been sold and more money has been made than ever before in the history of the industry—and all this in spite of the fact that the foreign mar- ket for pleasure cars has been nearly wiped out. And the credit for it all— and for the widespread resultant general prosperity—must inevitably go to that little group of far-sighted, strong heart- ed men who by their faith and optimism stemmed the tide of doubt and fear that started on its pessimistic way across the country in August, 1914. Harry M. Jewett. ee Volume of Sales Will Gradually In- crease. The automobile industry is yet in its infancy. I make that statement in ali sincerity and with a complete under- standing of the wonderful progress that has been recorded in the making of automobiles during the last ten years. The marvelous development which is to come in the automobile business will be due largely to two factors: The reduction of price of so-called pleasure cars and the industrial de- mand for the motor truck. Even a casual examination of these factors reveals their importance. With all the progress of the last ten years, the percentage of automobile owners, as compared with the total population of the country, is very small. That condition is true not because every person does not want an automobile but because every person hasn’t the money to buy one. Now, see what you have—the mil- lions of people in the land wanting automobiles and the price being re- duced to a point where they can have them. The price of a number of makes of cars already has been re- duced to a figure where perhaps a million or so more people can afford to own a motor car to-day where they could not five or three years ago. These millions will be materially add- ed to because the prices of cars prob- ably will not remain where they arc now. I cannot say how low they will go—no one knows that—but it is to be supposed a further reduction from present prices will come from time to time. The demand for motor trucks ap- pears fully as limitless. The figures that I have been able to secure show that there are approximately 35,000 trucks in service in this country at present and there are nearly a million businesses that could use motor trucks to advantage right now. That proves the surface hardly is touched. The stimulation is so notable even now that it is receiving comment in the daily press. Not more than ten days ago I read an article concerning a great Chicago business house which had just disposed of the last of a stable of 298 horses. A fleet of eighty motor trucks now is caring for all the deliveries of this store and covers the territory for a radius of thirty miles. The head of the house’s de- livery department estimates that more than 400 horses would be required now to accomplish the work the trucks are doing. B. G. Koether. The Young Idea. A young woman who teaches a class in a Kalamazoo Sunday school was recently talking to her pupils relative to the desirability of increasing its membership. When she invited the co-operation to that end of the several members, the youngster nearest her shook his head dubiously. “I might git one boy in our neigh- borhood to come,” he explained, “but all the others kin lick me.” Signs of the Times Are Electric Signs Progressive merchants and manufac- turers now realize the value of Electric Advertising. We furnish you with sketches, prices and operating cost for the asking. THE POWER CO. Bell M 797 Citizens 4261 February 16, 1915 N every community there are many Motor Truck prospects to whom a sale can be made when factory requirements are not too rigid. We will help dealers with prospects to make the sale; also, it may be a step toward establishing a permanent and profitable connection. You don't have to buy a “demonstrator.”’ The United Motor Truck Company Grand Rapids, Michigan EVERFADY FLASHLIGHTS Every man, woman and child among your.clientele is a prospective buyer of an EVEREADY Flashlight. No side line you could carry has a wider appeal ~—for everybody has ex- Perienced the annoyance of groping in the dark and is glad of a means to avoid it. When you have EVER- EADY'’S displayed on your counter or in your win- dow you're bound to make sales. We're EVEREADY headquarters. Consult us. C. J. LITSCHER ELECTRIC COMPANY Wholesale Distributors 41-43 S. Market St. © Grand Rapids, Michigan JACKSON AUTOMOBILES B. W. OLIN i ea ° = af . Lars an fe 4 ii i ” Why et SL ig rae 3 o e Pour .......... $985 Four Roadster 985 a” 5 Passenger Eight $1.195 7 Passenger Eight 1,685 SEDAN TOPS FOR ALL MODELS EXTRA 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 Sena ata SORES Ti Cie cuca esas, | ee ee ee eee February 16, 1916 Wafted Down From Grand Traverse Bay. Traverse City, Feb. 14—-George Whiting, of the Whiting Implement Co., and wife are spending a couple of weeks in Grand Rapids and will take in the hardware convention and auto show while there. Grover Maple was called to Lepsic, Ohio, On account of the illness of his daughter, Arlene. Little Arlene was taken sick while visiting with her mother right after the holidays, and Mr. Maple was called to see her a couple of weeks ago, but found her improving very nicely. A few days ago, however, complications set in and she is in a very serious condition at the present time. We are pleased to learn that the G. R. & I., through its General Pas- senger Agent, has rescinded its order regarding turning of seats on the new steel coaches and hereafter the traveler can enjoy the same comforts on tha G. R. & I. as he can on other roads. It has also again changed its passenger schedule, to take effect Monday morning, so that train No. 9, instead of leaving Grand Rapids at 6 o'clock p. m., will leave a little later and, instead of stopping at Cadil- lac, will go clear through to Macki- naw, While this is not as good serv- ice as we previously enjoyed, it is, perhaps, all that business will -war- rant this time of the year and is certainly appreciated by the public. John Shields, formerly traveler for the Worden Grocer Company, of Grand Rapids, now has charge of the Petoskey Hardware Co., at Petoskey. The Bellaire House, is closed, but the boys need not be afraid to stop off at Bellaire, as the Riverside is a mighty nice little hotel and the home cooking and general neat appearance of the inside will make it a pleasant place for the boys to stop. The doctor was called to the home of Sam B. Taylor, Hannah Lay & Co.’s flour man. Who was sick? It was the horse docter who was called and Sam’s cat was sick. Through the efforts of the doctor and the care- ful nursing of Sam, the cat is better, and Sam went out on the road again Tuesday morning. Mrs. Jasper Weis is improving nicely after undergoing an operation last Sunday. J. W. Lyons left Monday morning to supply Upper Michigan with Up- john pills. An instance of how little some houses appreciate the faithful service of an honest man is seen in the ac- tion the Singer Sewing Machine Co. in replacing C. A. Cressy with an entire stranger who has already made himself personally very obnoxious to many people. Mr. Cressy is one of the best known and best posted sew- ing machine men in this part of the country, He has given the Singer Co. twenty-eight vears of the best part of his life, filling for them some of the most responsible positions in the State, which were earned by the hardest kind of work, unquestioned honesty and strict loyalty to his house. Charlie is a charter member of No. 361 and is well known in every town in Northern Michigan. His pleasing personality has won for him a host of friends and his honest dealing has enabled him to keep them. Many young married couple have come into the store and bought a sewing machine of Charlie and after buying it would tell him, “We came here for a ma- chine because you sold mamma one when I was a little girl.” Although about 60 years old, he has the ‘ap- pvearence of a much younger man and is known by all who enjoy the pleas- ure of his acquaintance as the man always on the job. But for some per- sonal reason, the new incumbent, after boasting of his influence in the hotel lobbies and telling perfect strangers that he was going over to Traverse City to let that man Cressy out, has finally done it. Mr. Cressy has the good will of the people to such an SS at SSiSecleESneegeSesasareneneersnresernee eet extent that many purchasers of sew- ing machines will find there are other good machines for far less money, sold by legitimate dealers on as easy terms as the Singer The convention committee report things booming. The stickers have been received from the printers and will be distributed soon. The hotel committee has been looking up the room question and finds we have ac- commodations for about 1,500 and by a little special effort we can take care of 2,000, if necessary. The entertain- ment committee has been figuring out some new stuff in the line of enter- tainment and believe that the visitors will leave Traverse City feeling that they have been properly taken care of. F. W. Wilson. ——_.-2.-2.—__—_- Sympathy. A gentleman traveling on horesback not long ago came upon an Irishman who was fencing in a most barren and desolate piece of land. “What are you fencing in that lot for, Pat?” said he. “A herd of cows would starve to death on that land.” “And shure, your honor, wasn’t | fencing it to keep the poor bastes out of tf!” MICHIGAN TRADESMAN The Sleeve-Valve Motor Announcement The Kenyon-Clark Sales Company begs to announce the First Annual White Automobile Salon At the Hotel Pantlind February Twenty-first to Twenty-sixth $35,000 worth of cars will be shown All custom designed This is following a precedent established in Paris, London, New York and Chicago. White and Jeffery Motor Cars Gabby Gleanings From Grand Rapids. Grand Rapids, Feb. 14—Saturday evening, Feb. 12, marked an event among the members of Absal Guild, A.M.O.B. and will Jong be remembered by the members in attendance. The oriental party proved to be one of the best social functions ever pulled off by the local guild. The princes and princesses be- gan to arrive about 7:45 and when ready to enter the dining hall one would imagine himself among the inhabitants of ancient Bagdad. At 8:30 the doors to the dining room were thrown open and the royalty bid to enter. _Upon en- tering the hall, one was again thrown into the atmosphere of the orient. It was here where the efforts of the hard working committees loomed forth in brilliant splendor. Turkish rugs cover- ed the floor, oriental throws and drap- eries covered the settees and divans and oriental trimmings decorated the ban- quet table which was arranged in the form of a cross. The guests were es- corted to the banquet table by the king’s guards costumed in their brilliant uni- forms. Last, but not least—in fact, the biggest feature of the evening was the arrival, under the escort of the patrol, of his excellency, the envoy and pleni- potentiary extraordinary and special rep- resentative of the Sultan of the city of Bagdad. He was escorted to, and seated at the head of the banquet table where he fell to, with the ease of a hungry peddler. The eats, which con- sisted of oriental chow wowey soup, turkeywoowy, bung ooples de spudlets, dardanelles oaky lum gum sub mincit, tigris grains, nagasaki de graf with con- stantinople moonblooms, mikado_ blub- berubbows and javaoppey and feztee to wash it down, was served with much neatness and dispatch by the feed com- mittee, headed by chief chef Charles Perkins. Great credit is to be given chef Perkins and his very able assist- ants, Lawton, Hammell, DeGraff, Bos- man and Harwood. After the sump- tuous banquet had been disposed of, the Turkish Ambassador very ably discussed the topic, “Bagmen of then and now.” Music was furnished throughout the evening by Miss Florence Barton, who presided at the piano, and for which all the members present wish to thank her. After the speeches came songs and general conversation and a real get to- gether good time among those present. The party broke up in the wee sma’ hours of the morning and everyone left for his respective home with a bundle of good cheer under each arm and a good feed under his belt. There is a new story called “The Edi- tor’s Purse.” Nothing in it. It doesn’t cost anything to travel from bad to worse, but a round trip ticket is mighty expensive. Oo many people pray on their knees on Sunday and then prey on their fellow men on week days. Grand Counselor W. S. Lawton re- turned from Jackson, where he attended the annual meeting of Jackson Council, No. 57, Saturday evening. He reports a grand time and a large representation of Supreme and Grand officers. Thirty- two new applications for membership were received and the work was con- ferred on thirty by the officers and the degree team without the use of a ritual book and every one was letter perfect in his delivery. “After the meeting, which closed at 6 o'clock, a banquet was serv- ed at the Otsego Hotel. The attendance at the meeting was so large that the Council hall was too small to confer the work and, through the courtesy of the Elks, their lodge room was utilized. Grand Counselor Lawton is very much elated over this meeting and it is his sincere desire to see every council in the State put forth its best efforts in the securing of new members and per- fecting the work to be conferred upon the candidates, Our only explanation of the greater total savings per capita in Detroit than that of Grand Rapids is due to the fact that our percentage of home owners is much greater than that of Detroit. The matter of frame houses is due to MICHIGAN TRADESMAN the fact that homes are built on regular sized lots and not crowded so close to- gether that painters cannot get between them, which of course, would necessitate the use of brick. Look up your fire insurance rate, Jimmy, Our idea of a city where life isn’t worth living is where they die at the rate of eighty per day and an average of one a day killed by accident and no policemen to protect you. There is some doubt in our mind as to whether Gratiot county supports an automatic ford livery, but if it does, traveling has about reached the height of perfection. Mr. and Mrs. Bartholemew have taken charge of the dining-room in the Park Hotel, Muskegon. While eating dinner at the Hotel Lee, at Buchanan, last week, Mr. Tanner, of the A. B. Knowlson Co., took par- ticularly to the pie and ordered the sec- ond piece. Unfortunately, the order Was mixed and Dave Drummond was the recipient of the favor, for which Dave is accused of double crossing Mr. Tanner. This particular hotel is noted for its excellent Pie and Dave Says any one has a perfect right to get peeved when he loses out on the aforementioned luxury. Mrs. Anna D. Streeter has opened the Hotel Lyon, at South Lyon, and in- tends running a first-class and up-to- date commercial hotel. Frank’s Tavern, owned and conducted by Frank Hasbrouck, at Marcellus, is a credit to the community in which it is located. It is a hotel which any larger city could be proud of. The furnishing and equipment throughout is the best which can be Procured and the service 1s irreproachable. It is a hostelry con- ducted for the express purpose of pleas- ing the most exacting traveler and is deserving of the patronage of the com- mercial army. Our idea of an €asy mark is a man who can be sold the hat checkin privilege in a synagogue. H. B. Wilcox was a very much ex- cited man the other morning at the union station. He set his small sample case down and when went to get it, it was out of sight and, for a time, he was unable to locate it. However, a happy thought struck him and upon a little further investigation he found the innocent cause of all the com- motion resting quietly behind John Shumaker’s foot. We do not mean to cast any reflections on the afore- mentioned brother’s foot size, as the sample case in question is of the miniature type. Oakes street will be provided with boulevard lights from Division ay- enue, to the union station, at a cost of about $1,760. The United Light and Railway Co. has appropriated $50,000 for the im- provement of the Grand Rapids and Muskegon Interurban. Frank S. Gould has resigned from the A. DT Co., and will devote his time as manager of the Western Union. Reeves Sims, of Columbus, Ohio, will assume the management or whe A DT cc. Adrian DeWindt has purchased the stock and fixtures of the Postal Hard- ware Co., of Evart. Spencer Postal, the former owner will give his entire attention to his large farms and fish hatchery. Mr. DeWindt takes up the business with a fine business record back of him. He recently resigned as Secretary and Treasurer of the Na- tional Brass Co., with which he was associated three years, prior to which time he was engaged in the retail hardware on Michigan avenue for many years. Desiring to be in busi- ness on his own account once more, he visited a number of cities and towns in quest of a location and was more favorably impressed with Evart and her people than any of the other places, therefore he chose Evart for his future home. An acceptance card for the Bagmen banquet was received by a member of the ways and means committee and said card was signed paleface February 16, 1916 Livingston Hotel Those are the i A place to stay, a place to eat and a place for amusement. nducements the Management of this hostelry have provided for Grand Rapids and her Visitors. As a place to stay it is friendly—as a Dlace to eat it is wholesome—as a place f entertaining. Mr. Geo. Hanauer or amusement it is clean and Our amusement features at present include The Livingston Trio Miss Ethel Moulton Mr. Frank Mack This is a stellar attraction including as it does three dancers of considerable reputation throughout the country, Your patronage is appreciated—your approval cer- tain. Management, Frank W. Brandt Joseph E. Bureau Handled by All Jobbers They are LITTLE DUTCH MASTERS CIGARS Made in a Model Factory Sold by All Dealers Enjoyed by Discriminating Smokers So good we are compelled to work full capacity to supply the demand G. J. JOHNSON CIGAR CO., Makers GRAND RAPIDS SRS I IIA asm February 16, 1916 and squaw. Squaw was there, but where was paleface? Dr. Ferguson did an acrobatic stunt Saturday evening on the dance floor at the Biagmen banquet, but con- cluded the performance with such gracefulness that those that witnessed it hardly realized that Doc had slip- ped. An item was inserted in our columns a few weeks ago announcing that the G. R. & I. was going to put Nos. 2 and 3 back on the old schedule, which since has proved to be a false alarm. They are, however, changing one of the regular trains over to a new schedule to take the place of the discontinued trains. The Cadillac train will go through to Mackinaw, instead of laying over at Cadillac. This move does not meet with the approval of the commercial men, as it is of no material benefit outside of causing one to put in all might traveling, where the same distance used to be covered in about six hours. It has been the experience of the commercial man that he has received the least accommodation from the G. R. & I. of any road with which he has to contend. It is a fact that they are:constantly annuling trains and changing schedules, so that it is a very uncertain proposition when making up a route sheet. It might be well for each and every shipper to route all goods possible over a different road and give the business to those who try to accommodate the travelers. We are sorry that a road having such excellent territory to pass through and so many towns that are good business towns and made fre- quently by the traveling fraternity is so indifferent to its patrons. An optimist says, “Please pass the cream,” while a pessimist says, “Shove the milk pitcher over this way.” A bar of soap will produce 7,283,465,- 666 soap bubbles, but a bar of gold will produce twice as many champagne bub- bles. Mr. and Mrs. John J. Dooley enter- tained at dinner Sunday evening Mr. and Mrs. Wm. Francke, Mr. and Mrs. W. S. Lawton, Mr. and Mrs. Charles G. Walker and Dr. and Mrs. G. W. Fer- guson. This dinner was in commem- oration of John’s birthday anniversary. He refuses to divulge his age, but we know he is some kid yet. Mr. and Mrs. Harry Hydorn enter- tained the Midnight Club at a fine din- ner at their home Saturday evening. The valentine season was featured in headgears and decorations. The even- ing: was spent in playing five hundred. The recipient of the first prize was Mrs. Harry Wood and A. N. Borden and second prize, Mrs. A. F. Rockwell and A. T. Hinzleman. Take your mind off a headache and get appendicitis. It is more fashionable. Mrs. Mellinger, mother of W. E. Mel- linger, died Sunday morning at Reed’s Lake sanitarium, where she had been under treatment for the past three years. The body was taken to Chicago Monday noon for burial. Mrs. Mellinger was a blood relative of Jay Gould, the railroad magnate, Floyd, the son of G. K. Coffey, is confined to the house with inflammatory rheumatism. _G. K.’s home has been a veritable hospital since last December, as some member of his family has been constantly confined to the house on account of illness. Mrs. Coffey is just recovering slowly from a long illness and at the present time is only able to sit up occasionally. Mr. Coffey hopes to be out on his territory again in about a month. Attention U. C. T’s: Don’t forget you must get your return cards for the banquet mailed at once, so that reserva- tions may be made and every one taken care of satisfactorily. It is absolutely necessary for the banquet committee to make a guarantee for a certain number of plates, and in order not to disappoint any member and his family they must have your reply. Please don’t forget to attend to this matter immediately. The ninth of the series of dancing MICHIGAN TRADESMAN parties will be held Saturday evening, Feb. 19, and one of the most pleasant and enjoyable evenings is expected. To ensure this let each and every member work hard and boost tor this party. The dance committee always has a surprise up their sleeve for those attending and those attending are always assured a real hope-to-die good time. W. E. Mellinger is some Ambassador! L. V. Pilkington. —_>-».___ Solution of the Local Check Abuse. Petoskey, Feb. 14—I wish to call attention to a glaring abuse which confronts hotel keepers generally— the cashing of firm checks or of per- sonal checks, and turn it into a profit instead of a loss, as now handled. For every check that is drawn, the bank holding the account must pay to the bank which cashes the check one- tenth of 1 per cent. exchange, i. e., ten cents on all checks of $100 or less. Aside from this fee, no bank will cash any check without endorse- ment by someone who is known to the cashier to be responsible for the amount of the check, unless it is a domestic check. How about hotels? Do they get paid for cashing checks? No. Do they get a responsible endorser upon the checks they accept? They do not. Why not? Because some silly landlords dare not assert themselves. They are not favorable to the con- certed effort that would do away for- ever with this fool custom, for tear that they will lose business. So they go on taking in any old check that comes along, but when they take -it to the bank for credit they must guarantee its worth by endorsing it before it will be passed to their ac- count. This is the rub. Why should we cash checks indiscriminately, and then be obliged to hire detectives to hunt up the the fellows who palm off on us bad checks? A business man will always figure to his own interests. The business houses that have traveling men on the road simply are using the money and credit of the hotel men to keep their men going. A New York firm with fifty traveling men figures it like this: the average distance their men are from home is say Northern Wisconsin or Michigan. They send a check for $100 to each man. It takes the check five days to reach their man. It takes five days more to get around and clear in New York. If this firm sends each of their men $100 per week, which is the average, it would take $5,000 for fifty weeks. The inter- est on $5,000 at 6 per cent. for one year would be $300. _ As there are three hundred working days in a year, this would be $1 per day. If it took ten days for each check, this would be $10 interest saved on each salesman. For fifty salesmen this would mean a saving of $500 in inter- est for this one firm. Presuming these deductions to be correct, and assuming that there are only 200,000 traveling men on the’ road whose employers follow this custom of sending firm checks to their men, then the hotel proprietors are assuming the responsibility for the payment of the checks sent to these 200,000 men, to the amount of $5,000 each, which would be $100,000,000. Think of it! From the business house standpoint, they have effected a saving in inter- est of $10 for each traveling man, as shown in previous paragraph. Multi- plying this by the 200,000 men makes it plain that the use of the hotel men’s money and credit has saved the busi- ness houses no less than two million dollars interest charges for each year. I have never talked to a hotel man who has not lost money on_ bad checks. I admit that most of the checks are good, but the cashing of a perfectly good check opens the way for the man with a bad check. Why should we hotel men take a chance on a check, when we are entitled to the cash, and when taking the check is simply a matter of accommodation that we are asked to extend to the public many times each day? It is a pernicious custom and should be abandoned. The solution is to charge more ex- change on checks than the banks charge for a draft, say for instance, $1 on checks of $50 to $100; 50 cents on checks from $25 to $50; 25 cents for checks of $25 and under, and de- mand a responsible endorser upon all strange checks. In this way a sinking fund will be provided to take care of the losses, which would natur- ally be much less than they have been in the past, and would also yield a profit to hotels until such time as the business houses all send out drafts, money orders, etc., of such nature that when the hotel man adds his endorsement, he knows he is not likely to have to make good for the face of the paper. When this comes to pass, the check nuisance will be but a memory. W. L. McManus, Jr. 31 Watson-Higgins Milling Co. Merchant Millers Grand Rapids, Michigan Owned by Merchants Products Sold Only by Merchants Brands Recommended by Merchants each purchase at once. Key No. 2247 Save 25% to 334% on the Cost of a High-Grade Computing Scale a You can now get an accurate, con- venient, handsome Computing Scale at a big saving over former prices. You can bank the dollars you save by our specialized scale manufacture in large volume— our country-wide organization. Fairbanks Computing Scales Without doubt the biggest computing scale value offered today. Weighs your goods accurately and conveniently—tells you the correct value of Has every quality feature you want—full 50 Ibs. capacity, computes to 40 Ibs. and to 60 cents a pound. Nosprings, racks or pinions—simple and dependable. ing platform; full jeweled agate bearings throughout,assures fine accuracy and long life. Low, convenient sanitary glass platform directly in front of chart. Handsomely finished in blue enamel with nickeled trimmings. Backed by Fairbanks Quality Fairbanks, Morse & Co. Four-point suspension bear- Chicago Always at Your Service The Citizens Telephone Company’s Long Distance Lines [steal Connection with over 200,000 Telephones in the State of Michigan alone 95,000 Telephones in Detroit CITIZENS SERVICE SATISFIES $2 MICHIGAN TRADESMAN February 16, 1916 =—> * — _ — — Ye ee = = = . 3 ) = STOVES 42H . = gl es a San rnin aed S ail Pe Worries sii yj pi Michigan Retall Hardware Association. President—Frank E. Strong, Battle Creek. : . Vice-President—Fred F. Ireland, Beld- ng. ae re J. Scott, Marine Treasurer—William Moore, Detroit. Seasonable Suggestions For the Hard- ware Dealer. Written for the Tradesman. The end of each month is the time for the far-sighted hardware dealer to plan for the month to come. Ia planning for February the dealer can- not get away from the fact that this is generally a dull month. He has before him two big tasks. The first is to liven up the month’s business as much as possible. The second is to turn the dullness to good ad- vantage. These aims may seem antagonistic: but they are not. After February comes springtime; and in February is the time to plan for the spring trade. Meanwhile, neither his plan- ning nor his normal trade will keep any merchant so busy that he can’t afford to see business take an ex- tra spurt. Stocktaking should be finished by the first of February. Of course, there are some merchants who do not com- mence to take stock until this month: but most retailers recognize that the sooner stocktaking is finished, the more room will their plans for the coming year have to turn round in. With stock taking finished in January, the ensuing month is free for special sales, which should be held in the first part of February. At these sales. the “dead stock” winnowed out in the process of stock taking should be closed out as thoroughly as pos- sible. These sales should give the mer- chant a chance to get acquainted with women customers. The hardware store in recent years has come to cater more and more to the women folk. Nothing attracts a housewife like a well advertised bargain. So, while odd lots and dead stock are featured, it may pay the hardware dealer to attract attention to staple lines of household goods offered at regular prices. Demonstrations can be held, if necessary. Thus the mer- chant, while clearing out old stock, will at the same time be able to in- troduce new goods on which he can make money. These sales will have the effect of stimulating regular business to some slight extent. But the shrewd mer- chant will not be satisfied with mere- ly selling certain goods which, in most instances, he will be careful not to handle again. He should make it a point wherever possible to get better acquainted with his customers. In the Christmas season and in the spring months, the salespeople are busy, and have to let customers go with less attention than they would like to give. But in these winter months there is usually lots of time to put into selling. Isn’t it worth while for the store to turn this cir- cumstance to advantage? In one store, the merchant adopted the slogan for his staff’ “Take time to get acquainted.’ Clerks were coached to be assiduous in their at- tentions to customers; to show goods promptly and explain them thorough- ly; and, at every opportunity, to get a line on the individual customer’s particular interests, his name, his ad- dress, and any other information thax might be of value. Now, any experienced salesman knows that if he can take time to gossip with a customer, he can sug- gest and sell more goods. He can sell more goods to the man whose tastes and preferences and predilic- tions he understands than to the cus- tomer who comes in and goes out a perfect stranger. More than that. the customer will buy where he is known and his tastes are understood: and acquaintance of this sort ensures the customer in most cases coming hack next time he has anything to buy in hardware. In this instance the policy was car- ried out with a fair degree of effi- ciency. February business was about normal, which looked disappointing: but the ensuing spring business was somewhat better than the average, and in the long run a number of new customers were secured, And after a month of assiduous attention to people, the clerks were better fitted than ever before to handle customers. Not merely did they develop busi- ness; they developed their own sell- ing capacity. An experiment along these lines for February of 1916 might very well prove profitable for any hardware dealer. A big item of the month’s work is, of course, preparing for the spring business. Preparations may be speci- fic, such as the making of prospect lists for paint, builders’ hardware and other lines; and they may be general, along the lines of a general jacking up of the store organization. For instance, many retailers do not get all they should out of their news- paper adveritsing. Advertising copy is prepared on the spur of the mo- ment, without thought, and perfunc- tory; and as a result it fails to pull as it should. Preparedness is a rem- edy for this. The merchant should have some sort of repository for ad- vertising suggestions, good hardware advertisements clipped from news- papers and trade papers, catchy de- scriptive phrases jotted down as they occur in mind. With a lot of material of this sort collected and classified, right at his finger tips, the merchant will be able to prepare his advertising copy in less time and with less mental exertion, and yet make it many times more effective. And he will be able to get it in early, instead of beinz hurried and worried at the last mo- ment before the paper goes to press, A scrap book, or a few folders in the filing cabinet or desk tray, will afford all the needed accommodation for this material; and very little time is required to collect it. System is the great essential. So, too, window suggestions can be gathered from a variety of sources and utilized in the preparation of ef- fective displays. Here, as in every other department of business, the great thing is not so much to start right (which is easy) but to keep it up. One of the most successful young hardware dealers I know changes his displays and his advertising every few days. Usually displays and newspaper advertising deal with the same topics at the same time. And every display is a live one. A lot of the work is done by clerks, whose initiative is thus developed. One clerk in that store when he was a youngster put on better hardware ‘isplays, with more of the ginger of ingenuity in them, than most exper- ienced merchants devise. Along lines like these, the mer- chant, in dull February, can do a lot toward developing a store organiza- tion and a store system that will run smoothly and satisfactorily when the busy times come, as they are sure to do. February is a good month in which to make a strong onslaught on the back accounts. Here, too, is a de- partment which in many stores re- quires jacking up. Shrewd merchants long ago discovered that the great danger with credits lay in their indefiniteness. People came in and bought without limit, had their pur- chases charged, and went out with- out the remotest notion on the part of either customer or merchant as to when their accounts would be set- tled. Indeed, in many businesses if the customer looks “good” the mer- chant makes the charge and says nothing, Putting a limit on credit is a good thing. Have an understanding with the customer that accounts are to be settled weekly, or fortnightly, or monthly. Render all accounts promptly; and see that settlements are made with equal promptness. The merchant is not a banker, It is not his place to carry the customer. If your credit system is weak, see where it can be improved; and you will profit by the incidental changes. Meanwhile, go after the back ac- counts on your books. Where unpaid bills are allowed to run until the cus- tomer comes in with his spring re- quirements, more trouble is sure to ensue. William Edward Park. Foster, Stevens & Co. Wholesale Hardware wt 157-159 Monroe Ave. _ :: Grand Rapids, Mich. 151 to 161 Louis N. W. cessories. word. The “Dick Famous” Line HAND AND POWER FEED CUTTERS 40 Years the Standard | You can’t buy anything better—and you can’t beat our service, for as Distributors for the Central Western States we always carry a full stock This means inst. of machines, parts, and ac- ant action when you say the Ask for Our Dealers’ Proposition . Get your share of this business. Ask for our printed matter and catalogues. We have the goods and are glad to tell dealers all about them. Clemens & Gingrich Co. Distributors for Central Western States Grand Rapids, Michigan We Stand Back of Every Order We Sell Ps February 16, 1916 The Great Heart of Abraham Lin- coln, Written for the Tradesman. Again the attention of the Ameri- can people turns to the Great Eman- cipator as the day of his birth rolls around. “Greatest American” is not too high praise for the man the most deeply enshrined in the hearts of our people. Now, when the fairest fields ot Europe are reddened with the blood of its embroiled citizens, do we turn to the past and review the days that tried men’s souls in America, days that put to the test the stability of a union founded by our Revolution- ary heroes. The black blot of slavery stained the escutcheon of freedom, blasting our claim to being the “home of the free.” Not until the pen of Lincoln, en- forced by the sword of Grant, set free the black man, was this a republic in truth as well as in theory. The long years of man’s inhumanity against a race burst at length into a flame of retributive justice that swept the land like a besom of destruction. Abraham Lincoln was the great mind that guided our ship of state through the turmoil and_ hor- rors of the greatest civil war of all history. His hand smote the shackles from three million slaves, although at the time this act was denounced by nearly one half the North as the entering wedge to the severance of the American Union. In the height of his masterly ac- tivity, Abraham Lincoln was de- nounced as a traitor and a tyrant; MICHIGAN TRADESMAN by men, too, who should have been his fast friends. Even here in the city of Grand Rapids a Democractic campaign speaker proclaimed in no uncertain voice before a multitude of citizens that, “on the 8th day of November next, we will hurl the tyrant Lincoln from the chair of state and place thereon that noble Christian statesman and gallant sol- dier, George B. McClellan!” Such was the bitterness of partisan strife in 1864. In his day Lincoln was reviled most savagely by a hostile press. Time, that healer of all animosities, healed the sores laid open by the Civil War, yet it must not be supposed that this great man was in any wise Properly appreciated in the age in which he lived. We give here an excerpt from the “Address of the National Democratic Committee” of 1864, put forth immediately preceding the election of that year. “Its open complicity in acts of fraud and violence is a full confes- sion that Abraham Lincoln’s re-elec- tion cannot be accomplished by an honest appeal to the unbought will of a Nation of freemen. “By such an appeal the re-election of Abraham Lincoln can yet be pre- vented, in spite of the fraud and violence. Such an appeal the Demo- cratic National Committee now make to their fellow-citizens in all the States, but more especially to the thousands of true and loyal men who, in Maryland, in Indiana, in Ohio, in Kentucky, and in Missouri, now suf- fering in their persons, their feelings, and their property from the reckless usurpations of the Executive (Lincoln) and the chartered tyranny of his commissioned agents, have almost despaired of the republic.” The schoolboy of the present day would hardly imagine such an ar- raignment referred to the benign and gentle Lincoln whom history marks as the one predominant and sublimely patriotic figure of the day in which he lived. All great men have been maligned, misunderstood and belittled by men contemporary with them. Even the immortal Wash- ington so suffered in a measure, yet it is not likely that another in human history has been called upon to suf- fer from ill-timed hostility and hate as did the great Emancipator. His tragic taking off while in the prime of a splendid manhood, silenc- ed much of that malevolence that was born of false information and a lack of appreciation of the sterling character of the man. Numerous anecdotes go to show the true greatness of the man. The bravest are the tenderest. This comes out of the West. In company with some other candi- dates who were out on a_ political campaign over a half century ago in the wild West, he saw, in the woods near the close of the day some baby birds that had been blown out of their nest. Asking to be allowed to get down from the carriage, which passed on a head, Mr. Lincoln picked up the tiny creatures and restored them to their little home. On _ reachine the inn, he was asked the cause of SSeS See nn ee 33 his delay and astonished his hearers by telling them of his humane act. declaring that, had he not returned the birdies to their mother’s care, he could not sleep at night. Such was the tender, loving heart of Abraham Lincoln! He came out of the Kentucky wil- derness to become the greatest hu- man soul ever dedicated to freedom on American soil. From the days of “Bleeding Kansas” down to that last day at Ford’s theater, when a victim to the hand of an assassin, the great heart of Lincoln beat for down-trod- den humanity wherever found. The malignity of his_ political enemies never served to daunt his aspirations. From the time he entered the Presi- dential office, down to the day of his death, his sole concern was the perpetuity of the American Union and a resolve to do what he could to preserve intact the government of the people, by the people, for the people that it might not perish from the earth. It will be hard to find in history another such a character as Abraham Lincoln. From the humblest walks of life he came; no aristocratic an- cestry; no influential friends to lend ear and assistance to the boy who graduated from a floorless log cabin among the Kentucky hills to become the greatest man of his time. Old Timer. —_+~-<.___ No matter how insignificant a man may be, he is firmly convinced that his superiority will some day be recog- nized. POWDER. FOR THE DESTRUCTION OF MANY KINDS OF INSECTS ANS. Bed Bugs, Flies, Fleas, | Roaches. and certain moths | and insects that infest house- holds aud plants. Give Black Flag Insect Pow-| det a trial. tenor 574 ozs, Net Weight GILPIN, LANGDON & CO, BALTIMORE, MD. SOLE PROPRIETORS order at once. “Sold on merit and by word-of-mouth advertising.” after year increase in sales. An extensive campaign is under wa tion of over 15 million copies have our or trims. show cards, etc., are ready for the SELL Black Flag Insect Powder BLACK FLAG INSECT POWDER has been sold for over 30 years and every year more is used Look for BLACK FLAG in your stock to-day. Three sizes retail at 10c, 25c and 50c Gilpin, Langdon & Company Incorporated Baltimore, Md. That’s the reason for the steady year y. Magazines that go into the homes with a circula- ders for space to advertise BLACK FLAG. Window dealer who will push BLACK FLAG sales. Packed only and always in glass bottles—no waste strength. Keeps longer. Bulks less on your shelves. BLACK FLAG does what we claim f or it. Absolutely free from danger to children or domestic pets. You can stand back of every bottle you sell. It will do the work, and You Will Make Money If you have not included BLACK FLAG in All jobbers should fill your order BLACK FLAG write us immediately. the orders given to your jobbers, send them an s promptly. If there is any delay in getting We will see that your orders for BLACK FLAG are filled. MICHIGAN TRADESMAN February 16, 1916 il 2 ond Fi ” 5 qd PA ZA i vy WA nlh| 4 Ii K YY Jia ” LLL) A(t i o yy Fas IN) ) N ri (] SS f BOE GS 2 I) — Ve Some of the Fundamental Principles of Shoe Retailing.* Sometimes I think that 1 am not a true representative of that clan, for I started life selling shoes whole- sale on the road, became a jobber in New York, and only erupted into the retail field by the merest chance. It is only natural, then, that I should think and act in a “semi-wholesale” way. So real are the problems of merchandising at retail in New York City, however, that I am forced to attend them, and my experiences in doing so may hold items of interest for many. We started first with the physical elements. Chief among them is the selection of a new location, or the doctoring and developing of an old one, and upon this too much can- not be expended. You must not only be where the people are, as cigar stores locate; you must be where the people buy. They must buy your grade of goods, they must be people that can understand your methods of approach, they must buy at times that it is profitable for you to sell. And, having your people and your location, you must study their tastes with your own. The correct admix- tures of these ingredients determines the rent you can profitably pay, the money that you can expend in equip- ping your store, and the manner i which it must be advertised. Following these fundamental re- quirements, we come to the item of service, in which I include the two p’s, personal and protection. I call to your attention the necessity which I have found apparent to make the matter of personnel of primary im- portance. No man can determine its details for another, but the elements of adaptability and selection; salary, premiums, and profit-sharing; educa- tion and supervision; welfare, fellow- ship and co-operation should be an- alyzed with the greatest care. Hand- in-hand with the salesman goes the protection afforded the patron by the ability and interest of the agent, and by the willingness and fairness of the principle. Retailers rise or fall by their attitude toward their clientele, so this again cannot be dictated or even hinted. Outshadowing these physical and mechanical elements, which become more or less automatic and routine to the hardened practioners, come the real problems of our merchandising —the buying and handling of shoes. Of the components, chief come style and quality; style, the fickle jade ever changing, ever escaping, ever follow- ed, and quality the evanescent. *Paper read by Frank Melville, Jr., at the annual convention of the National Boot & Shoe Manufacturers’ Association. In the matter of style, a merchant may save himself many sleepless nights by following conservative lines, dealing in staples, putting the latest quirks in the discard, but I notice that most prefer to be disciples of Beau Nash and follow always the latest vagaries. The pain of this course cannot be over-estimated, and to you manufacturers I breathe a prayer for compassion and consider- ation. Following fashion brings upon us chief of our ordering difficulties, that of securing advance placements, and every possible effort to avoid its behests should be made. Quality is of two kinds, both com- parative; each of us must determine for himself (unless the all-wise manu- facturer decides for him!) just where he shall place the meeting point for quality in finish and quality in mater- ials. For one of us, the securing of plugging service seems all-important: for the other, appearance comes first— and so manifold are the governing considerations that no one can say which is right, It is my firm convic- tion that in my “Rival” and “John Ward” shoes I have hit upon just the proper recipe, have mixed the in- gredients in just the right degree, have succeeded in giving to my patron his estimate of correctly compounded style and wear. The success of these two chains of stores would appear to justify the conviction. It is quite possible, on the other hand, that their success is based on entirely different desiderata, and that I am a long way from knowing what is right in style and quality. You may think that such a remark is fencing; but so evanescent a thing is the basis for success, that it is absolutely impossible ever to say that one has nailed it down. The proper percentage of profit is another of the undeterminable funda- mentals. I see before me merchants whose sales grant them a clearance almost twice as great as are secured by others with whom they are fra- ternizing here. Both methods suc- ceed. The question to be settled, however, is deeper. Do both build equally well for the future? Is the attainment of wealth the only goal? What is success? This is where we hit the individuals. We all like to think that we are serv- ing our fellow-men as well as our- selves, and most of us are willing to admit (?) that this worthy motive influences us. But does it? Are we truly beyond reproach in this respect? _ Are we taking joy and pride in our work and building carefully and well for time to come? Or are we out for the spoils of war as long as we can get away with the game? On When You Go To Chicago You do not buy a ticket half way because it costs less, and then walk the remainder. What you would save in mileage would be lost many times in time, comfort and convenience. Yet that is what the man does when he buys inferior foot- wear because of low price—he rides half way and limps the remainder. Rouge Rex Shoes are the limited flyer which takes the wearer to his destination with all the comfort, safety and service that modern shoemaking makes possible, and this is what he bargains for when he buys footwear, They have the service that satisfies and the comfort that gratifies, making pleased and continuous cus- tomers for the dealer who stocks these shoes, and makes that fact known in his locality, Drop us a card now, and our sales- man will call at once with samples. Hirth-Krause Company Hide to Shoe Tanners and Shoe Manufacturers Grand Rapids, Mich. How is Your RUBBER Stock? Now is the time to order those sizes you need and be prepared for the business that is sure to come with warmer Spring weather Remember, we carry Hub Mark Rubbers in stock, in all styles, ready to ship the day your order is received Send in that order to-day. Rindge, Kalmbach, Logie Company Grand Rapids, Mich. February 16, 1916 this point I adjure you to search your conscience, to ponder the real meaning of the word “success.” When it comes to factory relations, we tap a topic of interest to every one here. Credit conditions are com- fortable; the manufacturer has few difficulties and the retailer has still fewer. One must not look to the credit attitude of factories ,.to ex- plain the lack of successful small dealers in this trade, but rather to the lack of systematization and ability and knowledge on the part of the in- dividual. Bound up with credit, as a problem, comes the ordering difficulty. To the retailer, no less than to the manufac- turer, is it desirable to secure regu- larity and volume in the placing of orders, and to this, we all bend our endeavors, It is our chief problem. In staple lines, it should be possible to place about half the quantity well in advance, thus securing advantageous treatment for the buyer and stead- iness of output for the maker. Fleet- ing style cuts down this 50 per cent average, however, and makes the prob- lem more difficult—another argument urging us to take up arms against fashion and curtail its activity. It is my experience that no factory ever fully appreciates the difficulty experienced by the buyer in detailing actual sizes and widths weeks or months in advance of their expected sale, and I believe that the factory desirous of co-operating with its cus- tomers can apply itself to no more important task than that of shorten- ing the ordering period. We know that factories commonly promise delivery in three weeks, that the making of a pair of shoes requires two weeks, and that shipments are seldom received in less than six weeks. If the retailer does his share to the extent of placing staple requisitions well in advance, and making detailed statements of probable purchases at the start of a season, the manufac- turer should retaliate by cutting down to the minimum the time for sizing and quick-need orders. This process may be aided and economies effected by the introduc- tion of standards in making details. Factories operated in the most ap- proved manner make a practice of selecting and catering for but one ac- sount in a given sales district. No one buyer can be harmed, therefore, by using a line similar to one used by another customer of the same fac- tory, and the latter benefits largely by the simplication of its routing. Big units can be produced at less cost, advantaging both maker and retailer. Much ado is made of the diffi- culties encountered in adjustments on replaced merchandise. The factories make rules about crediting only the actual service value returned; retaii- ers claim credit for every exchanged shoe. Neither theory is correct. Equitable relations can only be se- cured when the retailer forgets the practice of getting credit on whatever the factory will accept and learns to treat every adjustment as though the shoe were his own. With this attitude, he will repair, at his own expense, every- thing that admits of such treatment; will demand of the consumer a proper MICHIGAN TRADESMAN This “Adv.” Shows ONE LINE OUT OF A GREAT MANY CARRIED IN STOCK. THEY ARE NUMBERS THAT HAVE HELPED MAKE OUR “BERTSCH” LINE FAMOUS payment for all service rendered, and will return for full credit all shoes fundamentally wrong in construction or material. In granting this credit, the manufacturer will remember that the retailer has been put to no incon- siderable loss through the items of repairs and loss of confidence on the part of his trade. I have endeavored to outline the main problems arising between manu- facturers and retailer, and would like to trespass further on your good na- ture for a short discussion of the effects of the European conflict on the shoe trade. You are conversant with the pres- ent problems, the problems induced by the existence of a state of war, the scarcity of material, the hardships entailed to domestic consumer: through the over-production of muni- tions, the consequently inflated values. These need no discussion. What will happen, however, when peace comes, as it may to-morrow or not for years? This must give us pause. It is my opinion that we may omit speculation on a need for a change in buying policies. Higher prices have been caused by a scarcity of chemicals and dyestuffs and by the increased exports of finished products. Hides are not lacking abroad, but shipping facilities are. Is it not more reasonable then, to expect lower Prices upon the advent of peace rather than higher prices? There is, of course, a certain danger to be noted in a possibly enhanced foreign com- petition from a product improved in both quality and appearance. We have seen hints of this improvement already in the higher-grade lines. This is not an immediate danger, at any rate, and may be dismissed for the present. So, also, may the ques- tion of a financial stringency. Con- ducted so closely on a cash basis, ani in a necessity of life, the shoe trad: has always been last to feel stringent times and has made early recovery. This is my own experience, and I firmly believe that a winning con- cern, conducted on a _ conservative basis, dealing in a staple product, and with a good representation, need feel in no danger of suffering in a finan- cial way or of going under in a crisis. Being on the subject of money, I will close my talk with a slight ref- erence to the matter of price chang- ing. As the retail business is con- ducted, the maintenance of a fixed selling price is essential. Except in the case of a most marked change in costs, the product must go out at the set price, although both quality and profit be sacrificed on the way. While I realize fully the difficulty of putting interest into a discussion from which personal experience must perforce be omitted, I have, never- theless, trespassed on your time to a considerable extent, and I thank you for your attention. Y | auf * ‘ } Backed by Quality 40 NORBILT b foes as wal?) ee) dvertising gels ec neon ee Seldom Equalled—Never Excelled 960—Men’s Gun Metal Calf Blucher. Goodyear Welt, half double sole, modified high toe. D&E...... ......$2.35 979—Same only Button....... 2.40 913—Same as 960 only extra fine quality... ........... 2.75 914—Same as 979 only extra fine Giality ..5...-.. 204555. 2.75 In Stock for At Once Shipment Complete Catalogue or Samples on Request THEY WEAR LIKE IRON HEROLD-BERTSCH SHOE CO. Manufacturers Serviceable Footwear GRAND RAPIDS, MICH. The Another IN STOCK departure that will be appreciated by the “Live Wire” merchants of Michigan. 7 The Thomas D. Gotshall line of Growing Girls’, Misses’ and Children’s Shoes. We gy ™ ts.) As nN mre~—~ AMmM™MeN This Celebrated line of goods in stock, on widths in Grand Rapids should mean much to merchants ‘‘Who Know.”’ Prices the same as from Boston. Net 30 days. Grand Rapids Shoe & Rubber Co. The Michigan People Grand Rapids 36 MICHIGAN TRADESMAN A Few Don’ts If You Want Friends. Written for the Tradesman. If you want friends—and who does not?—don’t make it a hard task for others to be your friends. Some women are friendless or nearly so, not because they are cold and unap- proachable, nor because they are lack- ing in excellent and even charmin2 qualities, but because, unconsciously perhaps, they are all the time doing things that make friendship with them difficult if not impossible. Not many will cultivate a friendship when they find it a strenuous, uphill job to do so. Not making it hard for others to be your friends involves a number of minor don'ts. Don't be unreasonably and morbidly sensitive. That is, don’t be all the time on the lookout for something to be offended at. Some women have almost a mania for getting their feel- ings hurt—for imagining slights and snubs that never were in the least intended. These very thin-skinned sisters are a nuisance in every rela- tion in which you may have to do with them. Most exasperating of all, they are likely to assume an absurd superiority on account of their pain- ful susceptibility. They seem to think they are finer-grained than other peo- ple or they wouldn’t feel so keenly. Most persons—and you can’t blame them—simply won’t stand for all the bother of trying to get on with a woman of this type. So if you want friends, don’t be of that kind. An affront that is intended you surely will know as such. But as to those little slips of the tongue—those light- ly spoken sentences upon which an overwrought fancy easily can place a hostile construction—as to all these, give the speakers the benefit of the doubt. There isn’t one chance in thousand that you will miss it by so doing. While sternly repressing undue sensitiveness on your own part, don’t ride roughshod over other people’s You have learned to avoid, as others do, those who make a busi- ness of being offended; but don’t for- get that every one, even the mos: reasonable and fairminded, has some sore spots, usually made so by some humiliating or painful experience. Learn to keep off from these. Don’s tread needlessly on people’s mental and spiritual corns. Mrs. Alford, who lately moved to X—, was lonely and anxious to make friends. Among the first people she met were the Bannings, a very nice family who, seeing her homesickness, tried to be especially cordial. One day they were learning a card game which Mrs. Alford had volunteered to teach them. Bertha Banning, the feel'ngs. younger daughter, owing to a blow received on the head in an accident, is a trifle slow and dull. Of course the whole family feels her deficiency acutely. At her not grasping some point of the game quickly, Mrs. Al- ford became irritated, and, as Mrs. Banning expressed it, “snapped Bertha up” rudely. Needless to say, all the Bannings were cruelly hurt, and their kind overtures to Mrs. Alford were at an end. Don’t forget that your friend, if a busy woman, has many things to do besides being your friend. You may have all kinds of leisure yourself. but don't claim too many of her precious hours, - There is a good old saying, “Remember that your friend has 1 friend,” which I believe means that no one takes kindly to having one friend criticize one’s other acquaint- ances and cronies. It might well be taken to mean that your friend has another friend besides your- self—many others likely—each one de- manding some share of her time and attention. Don’t insist that your friend must join your club or your lodge or your church. Don’t try to dictate what she shall wear or how she shall keep her house or train her children. It is hard to be friends with some very well-meaning women, because no sooner do they get one in tow than they try to run all one’s affairs. Every person of any sp‘rit naturally resents such uncalled-for domination. Don’t make it hard for your friend to economize. Maybe you are richer than she is, or, if you are not, pos- sibly you are a freer spender. In either case, don’t make her uncom- fortable about the small frugalities she deems it wise and necessary to practice. Don’t be constantly pro- posing expenditures to be shared mu- tually, and don’t give her too many treats that she will feel she must pav back. Don’t be the sort of woman that if another woman chums up with you, her savings account must suffer in consequence. We are reading and hearing a great deal nowadays about thrift. The banks are showing us how amazingly small savings kept at compound in- terest accumulate. The magazines are very convincingly urging frugality as a duty. We may help this great thrift movement along by letting it be known that we consider it a com- mendable thing to save the nickels and dimes. It will be all the better if we ourselves practice what we preach. That lofty scorn of small economies that many of us, whether we could afford it or not, have felt we must affect with all persons out- side our own families, would best be abandoned speedily. Greater frank- ness to money matters is needed, a wholesome sincerity of the kind that if two friends meet down town and decide to take lunch together, they will not feel that they must go to a more expensive place than either would think of patronizing if alone. If you want real friends, don’t com- mercialize friendship. Don’t consider it as something that can be bought and sold. Don’t place it on the plane that a friend is a person to whom you have done a favor, and from whom you have a right to expect or exact a greater favor in return. The kindness which but thinly conceals an inevitable ax to grind is detestable. All social bargaining is a travesty, perhaps rather aprostitution of friend- Genuine friendship is based on congeniality. Its offices consist in an exchange of thoughts, feelings, sym- pathies—perhaps also in_ sacrifices gladly made—but never in a vulgar barter of advantages. Quillo. ship. Its Loose Leaf opens like a Blank Book EP MiG OSEJEAF (6. GRAND RAPIDS, MICH. i ena A Se “ED February 16, 1915 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 FREE Cut This Out and check opposite the listed items below what you are interested in and we will send you by return mail two beautiful felt pennants to hang up in your store. Excelsior Mattresses Cotton Felt Mattresses Hair Mattresses Crib or Cot Pads Sanitary Couch Pads Mattress Protectors Bulk Feathers Floss Cushions Coil Wire Springs Woven Wire Springs Wood or Steel Cots Steel Couches and Bed Davenports Institution Beds Feather Pillows Down Cushions Made by the Grand Rapids Bedding Company Established 1890 Grand Rapids, Michigan nee There is No Grocer in the United States but has SOME customers who would PREFER to buy and use that old reliable “White House” I Those “some’’ customers are especially worth obliging— Gul? ayes a: ' y fe, o! fo)SO for they are valuable to you for the business they influence By for the “good work"’ they pass along. NI EAI py Distributed at Wholesale by a5 JUDSON GROCER CO.—Grand Rapids, Mich. LJ ae pre AR RG NER PGFNES LILES VRCORVRC ORCC CSD ACS and et ingimneltaetegmnlsieenrt onset ere eee February 16, 1916 a ee MICHIGAN TRADESMAN THE MEAT MARKET it Ropy Pickle. This condition, generally known as ropy, is directly due to the growth of bacteria in the pickle as a culture ground. The bacillus appears to be in the nature of a yeast fungus. Meat that is improperly chilled, al- though the animal heat has passed out of it, may be in a soft and sloppy condition, and when packed in this condition, is apt to bring on this ropi- ness. Dirty vats, not being scalded and properly cleaned, after each cur- ing and just before each packing, are also apt to cause it. Sour sugar will also cause it, and to obviate this con- dition no sugar should be taken into your plant without being analyzed by a chemist. When the temperature is allowed to rise too high in the cur- ing room it will also cause ropiness by accelerating fermentation, due to bacterial action. As sweet pickle is a favorite culture medium, and as the bacteria under the favorable condi- tions produce and reproduce with great rapidity, the pickle will first become viscid and then thick. This is also the first stage of a certain sourness if the meat is allowed to remain in the pickle. Prevention of ropy pickle should take the form of a proper chilling of the meat to be cured; of having the curing vats absolutely clean, even to watching the seams, on the inside closely, so that there may be no ac- cumulation of matter held therein. Keep an even temperature of 27 de- eress F. (hams) in the curing room: see that the cane sugar used is per- fectly sweet and the pickle properly made and filtered. Above all, be sure that every process is carried out under absolute cleanliness. 2. Hams Tainted After Smoking. If an S. P. ham is sent to the smoke house without being fully cured it will puff; that is, the uncured part to which the salt has not penetrated will generate a gas, puffing it or swelling it so that there is no possible way ot mistaking it, especially in connection with the taint or smell, which is as strong as it can be. A sweet pickled ham, however, go- ing to the smoker perfectly sweet an: all right will come out of the smoker sweet and will remain so if taken care of in the proper manner. But the fact must never be lost sight of that sweet pickled hams are intended for quick consumption and require just as much care after curing and smoking as they do when undergoing these processes if it be intended to carry them for any length of time. The only case where hams will turn tainted after being smoked is when they are allowed to lie around in damp places or in damp cases, This state will stimulate fermentation, which is always going on in sweet pickled meats, to greater activity. The saline properties of the cure will cause the meat to absorb moisture from the surrounding atmosphere, and through the presence of cane sugar in the cure fermentation is going on long before it is noticeable to the eye or nose, its activity increasing with warmth and dampness, which will, in a short time cause the meat to become so tainted that its usefulness for human food is passed. —_2>+.___ Second Use For Pickle. It is a wasteful process to throw away pickle as soon as meat is cured. A pickle that will show 78 degrees strength, to which has been added 5 to 7 de- grees of sugar, saltpeter, etc., makine it 83 to 85 degrees when used, will show a strength of 52 to 58 degrees after the meat has been taken out, the meat having absorbed the rest of the curing ingredients. The re- maining ingredients in this pickle are, however, just as good when purified, —salt and sugar being the same under all conditions—hence, when meats are fully cured, the remaining pickle should be put in a vat, in the bottom and sides of which are galvanized iron coils. Steam should then be turned on in these coils, heating the pickle by radiation from the pipe. After the pickle has been thorough- ly boiled for an hour or so it should be allowed to settle. The particles of grease as well as all the albuminous parts which the pickle has drawn from the meat cured will rise to the surface in the form of a scum; this should be carefully skimmed off and the pickle again boiled. A second skim- ming is then necessary, after which it should be drawn off and cooled and sufficient fresh ingredients added to give it its original strength. It is now as useful as ever. —_2.-.—____ Corned Beef. Use a clean and absolutely sweet vat; fill the same half full of fresh, clean water; add sufficient salt to make the brine 70 degrees strong, using a salometer to test the salt content. The old method of floating an egg or a potato to ascertain the strength of the brine is not to be recommend- ed. Be careful of .the salt that you use, being sure that it is free of lime, alum and other foreign deposits. To make a sweet pickle add three to five pounds of the best granulated cane sugar to the brine. This must be ab- solutely pure, as otherwise it will thicken the brine. Saltpeter is used at six ounces per 100 pounds of meat Trim the pieces of meat intended for curing free from all bruised and bloody spots, and if the meat has any slime or mold on it either wash it off or trim it off. A good plan at all times is to soak the meat for half an hour in fresh, cold water, as that draws the blood out of the meat, which otherwise would go into the brine, and which, in turn, would spoil the brine and interfere with the cur- ing of the meat. If these rules are followed closely you will turn out a satisfactory product that suit your customers. will 37 W. P. Granger Wholesale Fresh and Salt Meats Poultry, Eggs and Oysters Shipments of Hogs, Veal and Poultry Solicited Daily Remittances Telephone 61,073 112 Louis St. Grand Rapids Make Out Your Bills THE EASIEST WAY Save Time and Errors. Send for Samples and Circular—Free. Barlow Bros., Grand Rapids, Mich. G. B. READER Successor to MAAS BROS. Wholesale Fish Dealer SEA FOODS AND LAKE FISH OF ALL KINDS Citizens Phone 2124 Bell Phone M. 1378 1052 Ottawa Ave., N. W. Grand Rapids, Mich Harness Our own make out of No 1 Leather. Hand or machine made. We guarantee them absolutely. Write for catalogue and price list. Sherwood Hall Co., Ltd. Ionia Ave. and Louis St. GRAND RAPIDS, MICHIGAN HART BRAND GANNED GOODS Packed by W. R. Roach & Co., Hart, Mich. Michigan People Want Michigan Products An Important Flavoring is Maplei necessary in both the kitchenfand the candy shop Order from Louis Hilfer Co. 1503 State Bldg. Chicago, Ill. CRESCENT MFG. CO. Seattle, Wash. La AC ae ei oa bala LN USE &= -HIGAN STATE a MC enone Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color and one that complies with the pure food laws of every State and of the United States. Manufactured by Wells & Richardson Co. Burlington, Vt. Rea & Witzig PRODUCE COMMISSION MERCHANTS 104-106 West Market St. Buffalo, N. Y. Established 1873 Live Poultry in excellent de- mand at market prices. Can handle large shipments to ad- vantage. Fresh Eggs in good de- mand at market prices. Fancy creamery butter and good dairy selling at full quota- tions. Common plenty and dull. Send for our weekly price cur- rent or wire for special quota- tions. Refer you to the People’s Bank of Buffalo, all Commercial Agen- cies and to hundreds of shippers everywhere. those who want the best. PEACOCK BRAND Breakfast Appetites can be encouraged and well satisfied with a nice rasher of bacon and fresh eggs. Go to your grocer’s and get some of the famous Peacock mild cured bacon and fry it, pouring off the grease as quickly as it forms. This makes it crisp. Pea- cock Hams and Bacon are cured by a special process—brine is not used—so they are not salty. pared by Cudahy Brothers Co., Packers, Cudahy, Wis., for Cudahy Brothers Co. Packers Cudahy, Wisconsin They are especially pre- 38 ishieisiabthpatcaaee uous ae oe MICHIGAN TRADESMAN February 16, 1916 4 = — 4 = = e 4 = = = é j g G g, 5. es 7 Pry & N j Ad Z we ete = we 4, 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. ecutive Committee—F. A. Johnson, Detroit; Frank P. Van Buren, Williams- ton; C. J. Chandler. Detroit. = Crooked Butter Maker At Large. Hillsboro, Ohio, Feb, 10—H. R. Franzen, erstwhile manager of the Highiand County Butter Co., has skipped out and will not return un- less in the hands of officers of the law. He has embezzled and defraud- ed the company out of from $700 to $1,000. When Mr. Frazen left Hillsboro he stated that he had been called to Hartford, Wis., by the serious illness of his father and said that he would return on the following Monday. He sent back several postals and letters, all indicating that he intended to re- turn. But on Wednesday of last week the officers of the company received the following telegram: “Everything gone wrong. I will not be back. Have gone to Canada.” At once an investigation was start- ed. It was found that he had shipped to Wayne & Low, commission mer- chants of Chicago, twenty-six tubs of butter, 1890 pounds. These ship- ments were made by express on two dates, Jan. 1 and Jan. 11. The books of the company did not show any shipment to these parties but instead showed that on that date shipment had been made to a _ Philadelphia house. Franzen had gone to the of- fice which is in charge of Hugh and Miss Marlie Van Winkle and had them make out bills of lading for the Philadelphia house. He had them ship the butter to Chicago by ex- press, retaining or destroying the bills of lading. A telegram was sent to Wayne & Low enquiring about the shipments and ordering that payment should not be made to Franzen. Wayne & Low replied stating that they had re- ceived no shipments from the High- land County Butter Co., but had re- ceived shipments from Hillsboro on the dates named from another party and had paid him for them. The investigation also disclosed that Franzen had made four shipments of books and supplies to his brother at Ephrata, Pa., and three to Fred E, Johnson at Lancaster, Pa. What these shipments were is not at this time known although an investigation is being made. One of them weighed sixty-five pounds, and was marked adding machine on the case. : It seems that he would order things shipped here in the name of the High- land County Butter Co. and then re- ship them without opening them to his brother and Johnson in Pennsyl- vania. Just how much he has de- frauded the company out of in this way is not known and may not be for some time as probably a number of the bills came in before he left and were secured by him and others have not yet been sent out by the houses from which the purchases were made. One bill which has come in from the Butner Packing Co., of Toledo, amounts to $80. . Franzen had a prepossessing ap- pearance and impressed everyone well. He seemed to be an intelligent and capable man and certainly knew the creamery business. He was a hard worker, a fine butter maker and knew how business should be conducted. But he was just as crooked as he was capable. He undoubtedly came here expressly to rob the company and went about it systematically. —— Butter For the Navy. Washington, Feb. 10—Bids will be opened on or about March 7, 1916, for the supply of tinned, tub and case butter required for the use of the naval service during the fiscal year beginning July 1, 1916. The schedule will cover 500,000 pounds of butter in five-pound tins, 100,000 pounds in tubs containing ap- proximately sixty pounds each and 100,000 pounds in cubes packed in cases containing about fifty-six pounds each. Delivery is to be made f. o. b. cars at such cold-storage warehouse in New York City or vicinity as may be directed, in carload lots, with privilege of subsequent free lighter- age, not later than August 20, 1916. All butter, after being packed and until placed in cold storage, must be kept at a temperature below 50 de- grees F., and the necessary arrange- ments with the transportation com- pany must be made by the contrac- tor to insure that the butter will be kept below this temperature during transportation to the cold-storage warehouse. The right will be reserved, in case it is found necessary before the close of the packing season, to increase the quantities contracted for by approx- imately 10 per cent., such additional quantity to be furnished at the con- tract price. The butter must be made during such per‘od of ninety day after May 1 and before August 20, 1916, as shail be determined by the Bureau of Sup- plies and Accounts. The packing of the butter will be under the supervision of the Dairy Division of the Bureau of Agricul- ture. Bids must be based on a differential per pound price, the basing price to be the current average weekly quo- tation on “extra creamery butter” of the New York market, New York, N. Y., for the week during which the butter is packed. The total quantity of 700,000 pounds will be divided into fourteen classes of 50,000 pounds each, and bids will be considered and contracts awarded for each class separately. Additional bids will also be invited for keeping in cold storage, in the vicinity of New York, N. Y., the total quantities of tinned, tub and case butter specified above. A bidding set of schedule 9299, in- viting proposals for the butter, will be forwarded upon application. The above advance information is given in order that any who may contemplate submitting a bid, may be in a position to make any arrange- ments that may be necessary to the Preparation of proposals prior to the receipt of the schedule. Samuel McGowan, Paymaster General of the Navy. —_~++.__ When a man makes a fool of him- self he deprives some woman of her prerogative. Having an Understanding With the Customer, It is the clear cut business man who prospers nowadays. To succeed in the face of keen competition, a man must keep his head at all times, must know his financial standing, both coming and going, must watch his stock, as a guard against both over- buying and depletions, and must keep close track of every department of his business. The other day a hardwareman sold a saw—price $2. “Are you in a hurry for the mon- ey?” queried the customer, jocularly. “Oh, you can pay when you get ready,” returned the hardware man genially. That was the middle of June, and B. & S. Famous 5c Cigar Long Filler Order direct or through Worden Grocer Company Barrett Cigar Co. MAKERS Ionia, 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. IT PAYS TO CONCENTRATE SUPPOSE you had to buy every article in your stock, Mr. Grocer, from a different manufacturer? You'd be so busy writing letters, studying catalogues, and sticking on postage stamps and explaining the changes to your cus- tomers, you wouldn't have time to sleep. And how much dependability would your customers have in your changing stocks? Take Matches for instance—the grocer who wants his customers to have confidence in what he sells them has no need to carry more than one line. MATCH for every purpose, and at any price—that's decent —and every match backed by the reputation of the largest and oldest match manufacturers in the world. Anchor your match trade to a line that you know and trust There’s a DIAMOND THE DIAMOND MATCH COMPANY THE GREATEST,;MATCH MAKERS IN THE WORLD 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 iB DA Ab Rs Ln SE she RRS tan ass SEN February 16, ibiv the saw, and a lot of other goods, aren't paid for yet, and there’s prec- ious little prospect of them being paid for in the next two or three months. For this debt is merely one of many which the jocular customer has been accumulating about town on the “Oh, you can pay when you get ready” principle. “Pay when you get ready’ may have been good enough business fifty years ago, but this is a different age. The merchant must pay by such and such a time if he wants to hold his credit or secure his discounts; and if he is to pay according to his clear and specific understanding with the wholesaler, he must in turn have an equally clear and specific understand- ing with the customer who owes him money, either at present or pros- pectively. “Oh, you can pay when you get ready,” sounds offhand and generous; but it would have been just as easy to have said: “No, I’m not in any hurry, Frank. How would Saturday night strike you?” And it would have been easy, if Saturday night didn’t strike Frank just right, to stipulate the ensuing Saturday night as the time of settle- ment. Frank would not have been offended; and the hardware dealer would have been in the far more advantageous position of sending Frank away with a very clear idea in his mind that he ought to look for- ward to paying for that saw by such and such a day. The hardware dealer can hardly escape from selling on credit, even where his lines are confined largely to small hardware and similar goods. Where implements are handled, of course lien notes protect the dealer, as a rule. In other lines, credits are simply charged upon the books. A large proportion of credit losses are due to the failure of the merchant to have an understanding with his credit customer. Of course-in every locality there are professional dead beats; but against these the merchant, who makes it a practice to keep in touch with his fellow retailers, can usually guard himself. Against the man who does not intend to become a dead beat, the merchant should guard by means of a specific under- standing. Credit buying is a habit which grows upon a man. He may start out with the idea of paying cash and keeping ahead of the game, what- ever happens. The pinch of financial stringency comes, however, and he starts to buy on credit, at first timid- ly. Perhaps he has overrun his week’s salary and there is some article that he feels he can not do without. He will buy on credit and pay for it when next week’s envelope comes in. It is so easy to buy on credit, how- ever, that when the next pinch comes he plunges deeper and—well, eventu- ally he gets beyond his depth. A lot of merchants lose money; and another man is added to the ranks of the confirmed dead beats. The wise merchant protects him- self by securing a clear-cut under- standing at the start. To do this he MICHIGAN TRADESMAN need not be unpleasant, but he must be firm. Many merchants are too kindhearted for their own good and the good of their customers. They lack the moral courage to be a little insistent where insistence will be mutually helpful. In the first place, credit should never be suggested by the merchant. He should act as if he expected cash | —unless, perhaps, he is dealing with a credit customer with whom he has already a definite understanding as to limit of time and amount. Let the customer be the first to talk credit. That gives the merchant a strategic advantage. With this advantage at the outset, the merchant can talk terms. “How soon can you pay this? Will Satur- day night suit you?’ With certain classes of customers, it may be ad- visable to probe deeper into such questions as regularity of employ- ment, pace of employment, accounts at other stores, and the like. As to this the merchant must be his own judge. In every case he should have a definite agreement as to when the ac- count is to be paid, and he should make a memorandum of this. With running accounts, there should be, not merely a time limit, but a limit definitely to the amount which will be allowed to go upon the books. With this understanding reached and the credit allowed, a careful super- vision must be maintained. If the specified date comes and goes without a settlement, it is time for the mer- chant to get busy. Incidentally, the setting of a definite date for settlement indisputably facilitates settlement. If Blank owes Smith $5 for groceries and Brown $5 for hardware, and Smith has stipulated that his account is to be paid by Saturday and Brown has volunteered that “any old time will do,” Blank is going to pay Smith first, and is going to pay him on time, if possible. Brown suffers, if anyone has to suffer, by delay. Setting a limit and fixing an un- derstanding need not be an unpleas- ant procedure. These are reasonable business precautions, necessitated by changed busines conditions; this is something which a tactful merchant will have no difficulty in explaining, where necessary. The merchant should, however, take the attitude that what he asks is only a part of regular business practice (as, indeed, it should be). Within certain limits, reasonable limits, a merchant can be very obliging, even while insistent. No set rule can govern all credits, nor can any time limit or limit of amount be fixed for all. Some men must be refused entirely; with a very few, unlimited credit is safely pos- sible. The merchant must govern himself by individual circumstances and then watch his man carefully. —_+~~-___ First Savings Bank. The first savings bank in the United States was organized in New York City, November 29, 1816, but the first to go into actual operation opened its doors in Philadelphia December 2 of that year. 39 Safe Expert W.L. Slocum,1N Ionia, Grand Rapids, guarantees to open any safe, also change combination. Wire, phone or write when in trouble. Citizens phone 61,037. Sand Lime Brick Nothing as Durable Nothing as Fireproof Makes Structures Beautiful No Painting No Cost for Repairs Fire Proof Weather Proof Warm in Winter Cool in Summer Brick is Everlasting MODERN AWNINGS—ALL STYLES = eae —\— ———— ' C IMPROVED ROLLER AWNING am a Get our prices before buying CHAS. A. COYE, INC. Grand Rapids, Mich. Grande Brick Co., Grand Rapids So. Mich. Brick Co., Kalamazoo Saginaw Brick Co., Saginaw Jackson-Lansing Brick Co., Rives Junction Citizens 4120 GEO. S. DRIGGS MATTRESS & CUSHION CO. Manufacturers of Driggs Mattress Protectors Pure Hair and Felt Mattresses Link and Box Springs Boat, Chair and Window Seat Cushions Write for Prices Grand Rapids Announcement Our salesmen are now on the road with our 1916 sample line of WIN- TER GOODS. See Square Blankets, Stable Blankets, Plush Robes, Fur Robes, Auto Robes, Steamer Shawls. eee Mackinaw Coats, Sweater Coats» Cardigan Jackets, Fur Coats, Blan- ket-lined and Sheep-lined Coats. Jee Se Rain Coats and Khaki Clothing. Be ee Our representative in your terri- tory will advise you as to the date he will call. BROWN & SEHLER CO. Home of “SUNBEAM” Goods GRAND RAPIDS MICHIGAN aC BC BE a 6 Oi 6 6 eet the flour EB 6 BR 6 FS FS i OC 8 Bi EO 6 Be 6 a es a ee ee ee When you see | _[SAXOLIN PAPER LINED) SANITARY SACK PAT’D. SEPT. 5,ISOS5-NOV. 18,1913 | THE C-A-BAG CO, CLEVELAND the Paper-Lined Cotton Flour Sack, you sift out nor dirt get in IT’S SANITARY PROTECTION. Your Miller can supply you with flour packed in ‘‘SA XOLIN’’ SACKS. / THE CLEVELAND-AKRON BAG CO., Cleveland Ba 6 8 6 8 6 9 6 6 6 6 ss | know that Flour can not ( Seal Brand Salt (Morton Salt Company, Chicago) is packed in this sanitary moisture proof paper lined sack, MICHIGAN TRADESMAN < a a0) ‘s UC 60g, vba qt f{ wtf = AUK ALEC ett Wf UC escxercrernesto) Chey HE.COMMERCIAL TRA Rove svg yyyyyy wtf reel ANU LF ; — Tas, 29990) A\\ ANW ww 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 Jackson. Grand Treasurer—Wm. J. Devereaux, Port Furon. Grand Conductor—John A. Hach, Jr., Coldwater. Grand Page—W. T. Ballamy, Bay City. Secretary—Maurice Henman, Grand Sentinel—C. C. Starkweather, Detroit. Grand Chaplain—F. W. Wilson, Trav- erse City. Grand __ Executive Committee—E. A. Dibble, Hillsdale; Angus G. McEachron, Detroit; James E. Burtless, Marquetze; L. N. Thompkins, Jackson. Next Grand Council Meeting—Traverse Citv, June 2 and 8, 1916. Earmarks of the Right Kind of Sales- man. Successful salesmanship is a pro- duct of the positive qualities. Its component parts might best be in- dicated in the statement that the right kind of a salesman has what his negative brethren have not. In place of being a knocker he is a booster; in place of being an order- taker, he is a business-getter; in place of being fussy or over-anxious, he 1s composed, but aggressive; in place of being a wheel-barrow, he is a Great Mogul; in place of being a know-it- all, he is keen and dignified; in place of being quick-tempered, he is self- poised and genial; in place of being a sky rocket, he is a wear-weller; in place of being all head and no soul, he is a mixture of both; in place of being an old-timer or a down-and- outer, he is an up-and-inner. By this I do not mean to imply that right salesmen possess all the positive qualities that enter into suc- cessful salesmanship, but the average is good. I have known many “top- notchers” in our profession, not one of whom but was marked by some specific qualification that easily dis- tinguished him from the man _ of mediocre ability. In every case there showed de- velopment of some one positive quali- ty to a marked degree,—such as edu- cated enthusiasm, unserving fidelity to purpose, persistent determination to win, a thorough knowledge of his own business and a reasonable conception of business interests in general, with a fair balance of other requisites, like tact, honesty, and good-fellowship. It goes without saying that an in- dispensable condition for success in every career is contained in a single word—work. The little girl was perfectly correct in her answer when the teacher asked her to give an example of a quadru- ped. “A horse,” was the reply. “Correct. Give another example.” “Anothe* horse.” No room for doubt there And thus, in this and every other age, in the lives of all men who do things, there has been but one way to spell success, and that is w-o-r-k, work, A salesman may be brainy, but he must work; honest, but he must work; diplomatic, but he must work; optimistic, but he must work. What does an optimist do? Having the choice of many oppor- tunities, he chooses them all. Just the reverse of the pessimist, who, having the choice of two evils, chooses both. Again, being of good cheer and good faith, he counts every day a good day in his struggle for self- mastery and higher and better results, looking toward permanency. The only sure way to win is to commence to win from the start, and then—keep everlastingly at it. Another and most pronounced fea- ture of successful salesmanship is faith. It is exceedingly difficult to get many otherwise bright and capable men to realize that their lack of suc- cess is more often due to a lack of faith in themselves than to any other one thing. I shall never forget the inspira- tion that was mine when I first thoroughly learned the lesson of the value of faith in one’s self and sur- roundings. For several years I was equally interested with four others in a job- bing business which was located in an isolated market, and which yielded but a fair working salary to its own- ers. I grew restless because we were unable to build the business up to a point of greater profit, and deter- mined to cut loose and seek more lucrative fields, where there would be some possibility of expansion. Having carefully considered several propositions, I finally selected the one that, so far as I could judge, held forth the best advantages for a per- manent and successful future. The deal closed, I removed to an- other and much larger city to enter upon a three years’ contract as sales manager for the largest house of its kind in the world, employing a force of forty general salesmen and twice as many stock or house men. I en- tered upon my new duties filled with enthusiasm, believing that I knew salesmanship from A to Z, having traveled myself ten years, before taking charge of our own salesmen in the business that I find just left. But I soon learned that I still had a great deal to learn in the manage- ment of so large a force. The ex- perience was not only newer and larger than anything I had previous- ly undertaken, but my new house had not up to that time conducted a thor- ough sales department under a man- aging head, such as was then being installed in all large concerns. This meant that I had two new propositions to work out—the organ- ization of the men, and the organiza- tion of the department. And right here, with all due respect to our men —for they were the best in the busi- ness—let me say that, for a new man coming into a new house to tackle a new proposition like that, where sO many traveling salesmen were concerned, was like running a col- lege freshman up against a Rugby foot-ball team for the first time. Naturally the men regarded me with suspicion and as an_ intruder, coming among them perhaps to limit their freedom to make their future a nightmare of red-tape and regula- tions. Somehow or other things did not progress as nicely as I had calcu- lated they would, and I began to construe their attitude toward the new departure as being hostile to me. The men were slow in making or reciprocating friendly overtures, and instead of taking things easy, working the meanwhile along the lines of least resistance, I began to force things; but I soon learned the error of such a policy. Everything was really going along as well as could be expected under the circum- stances, but I could not see it that way. The trouble? Impatience, that’s all—the common fault of most young men who want to get on in the world. Impatience is about as useless a thing as any young man can en- cumber himself with. It produces no end of worry and absolutely nothing in the way of profit. The trouble I was experiencing was due to impatience, and was for the most part an imaginary and not a real trouble. If there was discord in our work to-gether, it was simply and solely be- cause I was continually anticipating something of the sort—as the boys would say, “sort of egging it on in my mind.” I worked on in that mental atmos- phere for several months, chafing at this chimercial enmity between the men and their manager, at the same time putting on the best front I could muster. Finally, one morning I had an awakening. It was a rude shock, but it did the business. While speeding along on an “L train to the office, I began to arraign myself something after this fashion. ” “You're a nice sort of sales man- ager! You preach Faith continually to your men, and you haven't a drop in your own veins. You’re not will- ing to meet your men half-way on confidence, while expecting every man jack o’ them to give to you, a strang- er, the fullest degree of that pre- cious article. Here you’ve been build- ing up trouble for yourself in your mind all these months on account of the sins of the other fellow, when February 16, 1916 the trouble lies entirely with your- self. Now, this can’t go on much longer. This whole business is mere mental moonshine, if you only had good horse sense enough to realize it. “There’s nothing in the world the matter, except with yourself. Sweep the cobwebs of distrust out of the place where your gray matter is sup- posed to be—and likewise the des- pondency out of your mental atmos- phere, and things will look different. “You are doing good work. You have heard no complaint from head- quarters. Your methods are all right, Both will win out in time if you'll give them a fair chance. Now, brace up and have faith in your house, your men, your proposition, and yourself. “That's all you need—just faith, coupled with good horse sense.” There was no rebuttal evidence. The examination finished, on reach- ing my office I rested the case, and that was all there was to it. From that hour, things took on a different hue. Everything connected with my department moved forward with a vigor and satisfaction that were reassuring, to say the least. The mental blue-print of myselé was my salvation, and added im- measurably to the comfort and well- being of all concerned. It is a great thing to have faith in yourself—not too much, but enough to keep you from slipping backward in the race for success. Walter D. Moody. Copyrighted 1907. The New Winter Inn GREENVILLE, MICH. ‘WH. MILLS, Proprietor. American $2.00 and up European 50c, 75c, $1.00 Rls One half block £osf of the Union Station GRAND RAPIDS NICH Park Place Hotel Traverse City, Mich. The leading all the year ‘round hotelin Northern Michigan. All conveniences, All outside Rooms. American plan. W. O. HOLDEN, Mgr. Snyder’s Restaurant 41 North Ionia Ave. 4 Doors North of Tradesman Special Dinners and Suppers 25c Bell Phone 860 Citz. Phone 2713 Lynch Bros. Special Sale Conductors Expert Advertising—Expert Merchandising 28 So. Ionia Ave. Grand Rapids, Mich. st EE MSO can ' ten, : th 2 $ February 16, 1916 GEORGE HEFFERAN, Tribute to His Worth by Life-Long Friend. The death of George Hefferan, in the 50th year of his age and in the height of his activity and usefulness, is not only a shock to this community, but will be widely felt as a loss tu its business and philanthropic inter- ests not easily capable of repair. In the schools at Eastmanville and Grand Rapids George obtained his ele- mentary and academic education, and then entered the law-school of the Uni- versity of Michigan. Graduating from the law-school he entered upon his pro- fession. He practiced but a short time and then became attached to the staff of the Michigan Trust Company as trust officer. Later he filled in succession the offices of Secretary and Vice-President. In each of these of- fices his work pertained to the Trust Department, and he so far mastered the intricate and responsible duties of those positions that his unusual effic- iency was widely recognized. George Hefferan possessed a com- bination of legal and business train- ing and ability which peculiarly fitted him for that which he made his life- work. As the business of the trust company grew others of necessity took up much of the routine of the trust department work and Mr. Hef- feran, in association with his imme- diate superior, Vice-President Gor- ham, and the corporation’s executive head, Mr. Withey, gave his atten- tion to the more important concerns of his department. The affairs placed in Mr. Hefferan’s hands for attention embraced the management of estates of deceased persons, receiverships, and individual and corporate trusteeships, as well as other numerous and often intricate concerns administered by the modern trust company. These things called, in many instances, for the manage- ment of business affairs of magnitude, not in Michigan alone, but in various other states of the Union and in the Provinces of Canada. Mr. Hefferan acted for his company in many and difficult negotiations. With unweary- ing industry he despatched a large volume of business, but he did nothing hastily or without care. Not merely were important contracts and mem- oranda prepared with closest scrutiny, but even his daily letters were writ- ten with scrupulous exactness and often rewritten in order to attain the degree of accuracy with which only he was content. By such training and by such labors was Mr. Hefferan developed until, with respect to trust department work, he became, without doubt, one of the most competent men to be found in the trust com- panies of this country. Mr. Hefferan sought no undue ad- vantage. He was broad-minded, rec- ognized the right of others, and ever exhibited the most inflexible integrity, whether dealing for himself or for principals. His example was an in- spiration to younger men and sets a standard by which they may well square their lives. Nor was he so op- pressed by material affairs but that he gave much of his time and strength to works of charity, as his long and EAR NAR SRC ER tell sl WineaNstapeeL SRC orereeeeroe MICHIGAN TRADESMAN faithful service to the Union Benev- olent Association Hospital bears wit- ness. Some two years ago Mr. Hefferan underwent serious illness. From that time forth he saw the necessity of abating somewhat the intensity of his labors. He began to cultivate the game of golf, built a summer home at Eastmanville, where he was born, and indulged to some extent his taste for the out-of-doors, although still con- tinuing to bear in ample measure the burdens of business life. Mr. Hefferan married Miss Backus, of Detroit, who survives him, as do also two sons of their marriage. He was a devoted husband and father, an affectionate son and brother, a faithful friend and a good citizen. Al- though taken untimely away, he has Brothers, of 1466 Milwaukee avenue. These boys started in the tobacco busi- ness, peddling with a horse and wagon from store to store, working from twelve to eighteen hours per day. They now have near 3,000 accounts on their books, traveling five men cevering the north side of the city. They are dis- tributors for Dutch Masters in their territory and report this brand is out- selling all others. The ground hog sure saw his shadow on Feb. 2. Zero weather tells us that. H. I, Church, dry goods merchant of Pontiac, was in Chicago last week, E Klein, of Negaunee spent a few days in the city on business. M. Kohlenstein, of Otsego, was a Chi- cago visitor last week. J. Goldman, of Bessemer, registered at the Sherman House last week. Good things will travel. A number of the boys who live in Chicago and make Grand Rapids speak very highly ef the food and service at the Union Station dining room, some making the The Late George Hefferan. left an abiding impress upon the community in which his lot was cast. This brief tribute to his worth is from one who entertained for him both esteem and affection. Willard F. Keeney. —_22->___ Pickings Picked Up in the Windy City. Chicago, Feb. 15—The loop of Chi- cago still remains as quiet on Sunday as any town of 10,000 people. The only tliing for a person to do 1s ga te church o- sleep. Edward C. Mitchell, of Detroit, with the Kay Salt Co., is working out of Chicago for a few days and reports business good. J. P. Aiken, 722 South Dearborn street, in the cigar and tobacco business was formerly a resident of little old Grand Rapids and is thinking seriously of returning. Self made men are the two Carlson statement that they wait from one to two hours even at the little higher rate, saying the food is so good. This shows the boys on the road look for the best and not the cheapest when they are satisfied. Northwestern Council, No. 72, U. C. T. is pulling off a very clever stunt to increase its membership. It gives to any member a very fine leather top pillow with the letters U. C. T. worked on same, when he brings in two members. This has increased the enthusiasm of the boys, which is increasing the mem- bership. Ed. J. Brouillette, proprietor of the Ed. J. Brouillette cigar store at 201 South Water street, is one more Mich- igan booster in Chicago. He formerly lived in Saginaw, where he was in the grocery business. Chicago has been his home for the past two years and during that time it is said that Mrs. Brouillette and the little ones look for- ward each day for the Saginaw papers, 41 getting homesick without them. Some Saginaw ! The ninth Chicago Cement Show is in full swing at the Colliseum and is attracting considerable attention. In Chicago big things are tried out. At a banquet given recently in honor of the new Catholic Archbishop of the Chicago diocess, it is said someone put poison in the soup making over 300 very sick. All are out of danger at this writing. Soup will get the “go-by” for some time to come. This time we must blame the gun. Officer W. C. Kelly was shot down by crooks last week for the reason his revolver would not explode. This is on account of poor inspection by super- ior officers. W. Reattoir. —__+-~.____ Dorr Merchants Get Together. Dorr, Feb. 14—The business men of Dorr have formed a Business Men’s Association, with officers as follows: President—E. S. Botsford. Vice-President—John DeJongh. Secretary—John Sommer. Treasurer—Fred LaDue. We have adopted working plans, as submitted to us by you in printed form. We will thank you for any sug- gestions and co-operation that would tend to make us a bigger and better organization at any time. My past experience leads me to believe that there should be a better feeling among merchants in every town and towns surrounding us. That is, we should be more in touch with each other, taking up some perplexing matters which are confronting us every day in our business matters and that, in my opinion, can only be accomplished by an organization which will bring us in closer touch where we can work out better plans that will give us bet- ter results collectively than we could possibly get individually. E. S. Botstord. —+~-<-__ It’s easier to get a poor wife than a good cook. FREE HOTEL SITE Will give site for a summer hotel to reliable parties, at an established resort near Traverse City on Grand Traverse Bay. About twenty-five cot- tages, fine bathing, fishing, motoring, golf and tennis facilities. Neahtawanta Resort Association, Traverse City, Mich. Hotel Charlevoix Detroit EUROPEAN PLAN Absolutely Fire Proof Rates, $1 for room without bath: $1.50 and upwards with bath. Grinnell Realty Co., Props. H. M. Kellogg, Manager HOTEL CODY EUROPEAN GRAND RAPIDS, MICH. Rates$1l and up. $1.50 and up bath. Bryant Hotel Flint, Mich. $2.50 AND $3.00 PER DAY Hot and Cold Running Water in All Rooms Rooms with Bath C. H. BLISS, Proprietor MICHIGAN TRADESMAN February 16, 1916 EL ESS Bee ce = ¢ = — ¢ - - i Qy~ ; : = aU] < Ss re a4 aiaale eau .) DRUGS“>DRUGGISTS SUNDRIES = = Wy as ntti) a = sn ae (GI Cae \\ oN oR —= => Z Os Sh a A 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. Soda Water Sales Increased in Dry Counties. It is stated that saloonkeepers com- plain because so many of their regular “sitter” have left that attractive fire- side and taken up their abode with the movies. If this is true, and [ see no reason to question it, why, then, so much the better for the com- munity at large, is it not? There is an educational feature with the movies that surely cannot be obtained through the barrooms. Naturally, the man who has made the barroom his club—his place to loaf evenings and to talk by the hour, is certainly not going to be satisfied with merely a glass of soda water or coca cola that he can gulp down in a second and that without the friendship of the barroom. There is practically no loafing around the soda fountains now in drug stores, The druggist themselves have atttended to that and have decidedly discour- aged any of the loafing element. Th= movies certainly will fill the vacancy of the barroom loafing place, and with more credit to the man, but they will not fill the void caused by the want of a drink. That is where the druggist, the con- fectioner and the soda water and cigar stores have their opportunities. Their stores should be bright and attractive and be placed as nearly as possible to the theater lobbies— whether legitimate or movies—and it seems to me there is a great chance for the bright, hustling young man to cater to these patrons. They are generally a class of people who would hesitate to spend 50 cents or $1.09 outright, but who never seem’'to count the nickels and dimes. I think, too, that too much stress cannot be laid on the need of attrac- tiveness of the fountain in the drug store to catch the transient trade as it comes from the movies. They have been sitting quitely and tensely for from two to four hours with nothing to eat or drink. Coming out into the clear air, an ice cream or a soda, if tempting and placed in their road, is a logical sequence. ~You say that coca cola, Horlick’s malted milk, phosphates, eggs and milk, ete, are selling to the notice- able exclusion of fruit juices, etc. Whose fault is it? Look at the thousands of dollars spent annually to advertise Nationally coca cola. How much does the average drug- gist spend to advertise his fruits or, in fact, how much does the manufac- turer of fruit syrups spend in adver- tising to the public so that they will call by name for any particular brand of syrup, Not a copper. The man- ufacturers of special beverages should reap large returns because they have faith in advertising and spend enorm- ous amounts. It is up to the druggist, then, to advertise his syrups if no more than by a menu card and push- ing “specials.” Instead of that, the man who complains of his failing business is sitting back, offering a variety of twenty more or less drinks and ices, but is not pushing a single thing. We have not pushed our fruits, ex- tracts, etc., as hard as we might, be- cause we have concentrated upon the soda fountain itself. We make a line, however, that is second to none and we have our steady customers who want “American” goods and nothing else. We do not see that our line has suffered any diminished demand. The demand for soda fountains is constantly gaining and that neces- sarily medns that soda water has a large sale The soda fountain is easily the most important feature in any drug or confectionery store. We find it absolutely true that those who open a store with an attractive foun- tain, and then open one, two or more, one right after the other, invariably each new store installs a larger foun- tain. I believe that the sale of soda water has increased in towns that have gone “dry,” and I have just returned from a business trip which has taken me across the country and in conference with the soda fountain proposition from all points of view. I am equally convinced that the sale of soda water may have a very, very much larger increase if the druggist and confec- tioner will make his bid for the busi- ness in an aggressive spirit. It cer- tainly will not come by sitting back in the chair and saying: “Well, ! have a good fountain and offer good ice cream and soda.” Given these absolute necessities, it still remains a fact that you must advertise to your trade. “To him that hath, more shall be given,’ is as true in this respect as in any other. Let John Jones see a mob in your store when he comes out of the movies and he will elbow his way in and wait to be served; if there is no one there, then there is apt to be nothing doing. The movies them- selves adopt these tactics. How many times have you seen them holding back admission until a crowd has collected. Do not be afraid that the movies will encroach upon your trade; in- stead, cater to them, make friends with them, offer specials named after their stars or films and push your soda fountain and the specials that make the most money for you to the utmost, and then you will find that your fountain is the best paying in- vestment that you can put your money into. I. F. North. —__2>2»—___ Some Interesting Facts About Green- ville. Greenville, Feb. 14—This city has a population of 5,000. It was incorporat- ed as a village in 1867 and as a city in 1871. It is lighted by electricity and gas, has water works, fire department, Adventist, Baptist, Catholic, Congrega- tional, Tani uheon. Episcopal and Methodist churches, new high school building and excellent schools, a ladies’ library, two large public halls, three banks, daily newspaper, the Daily Call, and a weekly newspaper, the Independ- ent. Among its other interests are three flour mills having a combined daily capacity of 700 barrels, three of the largest refrigerator factories in Ameri- ca, large implement factories, blast fur- nace, horse power, cigar, grain and po- tato planter factories, two electric light and power plants, edger factory, toy factory, auto truck factory, cement block works, liquid soap works, glove factory, soft drink works, two cream- eries, large greenhouses and a fine hos- pital. This is the most important po- tato market in the State. Within a mile is Baldwin Lake, rapidly growing in popular favor as a summer resort. The New Winter Inn, as conducted by the new proprietor, W. H. Mills, is greatly appreciated by the commercial travelers, as a glance at the hotel register will prove. Mr. Mills took it over in July, 1915, and is enjoying an _ excellent patronage. The hotel lobby has been doubled in size, the house has been renovated from cellar to garret, painted outside and papered and painted inside and newly furnished throughout, has hot and cold running water and tele- phone in every room. Mr. Mills is adding eight new rooms, of which four will be equipped with private bath, which will give him forty rooms in all. This is strictly a commercial men’s ho- tel and the boys may always figure ou receiving the best of treatment and ac- commodations at all times. It has steam heat, electrically lighted with tungsten lamps, which makes it light as day, has barber shop in connection equip- ped with latest style porcelain chairs. The dining room is open from 6 a. m. to 8 p. m, making it convenient for traveling men changing from one rail- road to the other to satisfy the wants of the inner man. Meals are served a la carte or American, as you prefer. and the cuisine will satisfy the most exacting person. The barn in the rear is to be torn down and a new garage erected in place of it, which will make it very convenient for the traveling pub- lic with cars. Stop at the New Winter Inn when next in Greenville and we are sure you wiil stop again. W. Ralph Wagers. —__—__ +++. Do Not Wear Glittering Uniforms. Boyne City, Feb. 12—Your editorial in the Michigan Tradesman on Feb. 9 on “War for Its Own Sake,’ made a great impression on me. It was so in accord with my own thought that I must express my appreciation of it. It is to be wondered if the ones who write and talk of war as a builder of manhood know of the qualities that are necessary for the carrving on of all the activities of modern social, community and business life. Do they know that at the head ot every business enterprise there must be a man with all the qual- itics, of a great captain? Ambition courage, perseverance—not for a few short months or years, but for a life- time. Do they know that the Moloch of modern industry takes its daily toil of dead and maimed and_ hopelessly broken men ard women who consciously face the chances of their calling with equanimity because it is “all in the day’s work?” They do not wear the glit- terine uniforms or march to the music of brass bands. They usually are at- tired in greasy jumpers and the music is the tinkle cf the dinner pail, but they are there with the goods—manhood. Charles T. McCutcheon. —_2++___ A woman invariably begins her life work when she marries a man to re- form him, UNIVERSAL CLEANER Great for the pots—great for the pans Great for the woodwork—great for the hands. ORDER FROM YOUR JOBBER Aef Vn ae, ‘‘When Mothers once take it they never forsake it.’’ Fer Sale by all Wholesale Druggists 1916 TANGLEFOOT Improved Size—Handy Sealed Package Retails 5 Double Sheets for 10c Ask your Jobber or his Salesman for Particulars & ic wed February 16, 1916 LSS noes SURE ere 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. Announcement to the Trade BUSINESS OF CARPENTER-UDELL CHEMICAL COMPANY WILL BE CONTINUED By Receiver Write, call or telephone us for “IMPERIAL BRAND” LIME SULPHUR SOLU- TION, PARIS GREEN, ARSENATE OF LEAD, NICOTINE SOLUTION, ETC. Our salesmen now calling on the trade. Our quotations on ARSENATE OF LEAD and LIME SULPHUR SOLUTION now lower than in 1915, but other manufacturers look for advance in prices of SPRAYING MATERIALS very soon. On account of tremendous increases in cost of raw materials and resulting shortage in production of SPRAYING MATERIALS, you should place your order with us at once—by telephone or mail, if possible. All inquiries given prompt attention. Quotations on request. The Michigan Trust Company, Receiver CARPENTER-UDELL CHEMICAL COMPANY Ann St. opposite Elizabeth Ave., N. W. GRAND RAPIDS, MICHIGAN Citizens Phone 1725 Bell Main 1145 1916 Announcement We have engaged for the present year ’ Mr. F. L. Raymond and Mr. L. W. Hoskins to represent us in the interest of our One of these gentle- men will call on you in the near future sundry department. and we ask you to reserve your orders for sundries. Our stock is larger and more complete than ever before and we can assure you of good service. Hazeltine & Perkins Drug Co. Grand Rapids MICHIGAN TRADESMAN WHOLESALE DRUG PRICE CURRENT Prices quoted are Acids Acctic: ..... 62) 2. 6 @ 10 OMG) 6.0.5.4... 13. @ 20 Carbolic ....... 1 72@1 75 Citric ............ SO@ 85 Munriatic ......... 5@ 8 Nitric ;........... 11@ 15 OxaliG - 22.260... 75@ 80 Sulphuric ........ 5@ 8 Dartarie ......5... 65@ 75 Ammonia Water, 26 deg. ..7 @ 12 Water, 18 deg. ..5 @ 9 Water, 14 deg. ..4 @ 8 Carbonate ...... 183 @ 16 Chloride ...... 10 @ 25 Balsams Copaiba =. ...5..... 80@1 10 Fir (Canada ... 1 25@1 50 Fir (Oregon) ... 40@ 50 Peru ...... ---- 6 75@7 00 Toly ..... secceees T5@1 00 Berries Subeb .....-.... 70 @ 4% Osh ces 1 @ 20 Juniper ........ § @ 15 Prickley Ash ... @ 650 Barks Cassia (ordinary) 25@ 30 Cassia (Saigon) 90@1 00 Elm (powd. 30c) 28@ 30 Sassafras (pow. 30c) @ 26 Soap Cut (powd.) SOC Goce uae 23@ 25 Extracts FACOMICe ......... 388@ 40 Licorice powdered 40@ 45 Flowers ArMicg. ooo. 0006s. 50@ 55 Chamomile (Ger.) 95@1 10 Chamomile (Rom) 55@ 60 Gums Acacia, 1st ...... 50@ 60 Acacia, 2nd ...... 45@ 50 Acacia, 3rd . - 40@ 45 Acacia, Sorts ....30@ 50 Acacia, owdered 30@ 40 Aloes (Barb. Pow) 80@ 40 Aloes (Cape Pow) 20@ 25 Aloes (Soc. Pow.) 40@ 60 Asafoetida ...... 90@1 00 Asafoetida, Powd. Fare ........ 1 15@1 2 U. S. P. Powd. 1 30@1 5v Camphor ....2..., dD8@_ 65 Guatae ceca. 5UW 55 Guaiac, powdered 55@ 60 Bing - 1.3... io 75 Kino, powdered .. 75 80 Myrrh... canes @ 40 Myrrh, powdered @ 60 Opium ...... 13 25@13 45 Opium, powd. 15 00@15 20 Opium, gran. 15 00@15 20 Shellae ~........ 3i@ 3b Shellac, Bleached 35@ 40 Tragacanth No. Ge cecias cas @2 75 Tragacanth pow 1 75@2 00 Turpentine ...... 10@ 15 Leaves Sage, powdered .. 55@ 60 Buchu ......... 1 75@1 85 Buchu, powd. .. 1 85@2 00 Sage, bulk ...... 67@ 70 Sage, %s loose ..72@ 78 Senna, Alex ...... 30@ 35 Senna, Tinn. .... 35@ 406 Senna, Tinn powd 45@ 50 Uva Ursi ......... 18@ 20 Olls Almonds, Bitter, true ....... 12 00@12 25 Aimonds, Bitter, artificial ..... 156@6 00 Almouds, Sweet, tRUG occ a 5@1 60 Almouds, Sweet, imitation ...... 65@ 75 Amber, crude .... 75@1 00 Amber, rectified 1 75@2 00 Anise .......... 2 00@2 25 Bergamont ..... 4 50@4 75 Cajeput ....... 1 35@1 60 @gssia ......... 2 00@2 25 Castor 2 occ. @2 50 Cedar Leaf ...... 90@1 00 Citronella ........ 75@1 00 Clowes ......... 2 25@2 50 Cocoanut ........ 0@ 25 Cod liver ...... 3 90@4 00 Cotton Seed .... 95@1 05 Groton ........ 00@2 25 GuUpDEDS ...i106..: 00@4 25 Higeron ....... 1 75@2 00 Eucalyptus ...... 90@1 20 Hemlock, pure .. @1 00 Juniper Berries 7 00@7 25 Juniper Wood .. 1 25@1 50 Lard, extra ...... 95@1 05 Lard, No. 1 ...... 85@ 95 Lavender Flowers @6 Lavender, Gar’n 1 25@1 40 Lemon ......... 2 00@2 25 Linseed, boiled, bbl. @ 75 Linseed, bld. less 80@ 85 Linseed, raw, bbl. @ 74 Linseed, raw, less 79@ 83 nominal, based on market the day oi issue. Mustard, true 20 00@20 Mustard, artifil 15 00@15 Neéatsfoot ....... 85@ Olive, pure .... 2 50@3 Olive, Malaga, yellow ....... 55@1 Olive, Malaga, Breen ........ 1 50@1 Orange Sweet 3 00@3 Organum, pure .. @2 Origanum, com’] Pennyroyal .... Peppermint .... Rose, pure Rosemary Flows 1 50@1 Sanearecet. E. oo or 2 © oo Sassafras, true @1 Sassafras, artifi’l @ Spearmint ..... 2 75@3 Sperm ..... oe; 90@1 PANSY: 30.005. 5- 4 00@4 Dar USP ....... 30@ Turpentine, bbls. @ Turpentine, less 68@ Wintergreen, tr. 5 50@5 Wintergreen, sweet Birth ........ 4 50@4 Wintergreen, art 4 50@4 Wormsced .... 3 50@4 Wormwood 4 00@4 Potassium Bicarbonate 1 60@1 Bichromate ...... 80@ Bromide .......005. @6 Carbonate ...... 1 20@1 Chlorate, xtal and powdered T0@ Chlorate, granular 75W Cyanide ......... 40@ Jogige ......... 4 75@4 Permanaganate 2 20@2 Prussiate, yellow 2 25@2 Prussiate, red .... @s Sulphate ......... @ Roots Alkanet .......... 90@1 Blood, powdered 2Uq Calamus ......... 7d@1 lulecampane, pwd. 15q% Gentian, powd. 30@ Ginger, African, powdered ..... 15@ Ginger, Jamaica 30@ Ginger, Jamaica, powdered ...... 30@ Goldenseal pow. 6 d0G@7 Ipecac, powd. ..4 75@5 EICOTICG ......-.. 20 Licorice, powd. .. Zlw Orris, powdered dU W Poke, powdered 2uu Rhubasb .2..5.2.. 75@1 Rhubarb, powd. 7a@1 Rosinweed, powd. 25@ Sarsaparilla, Hond. ground p Sarsaparilla Mexican, — BVOURGQ 2.0.0... 25@ pe 20 Sgquills, powdered 40@ Tumeric, powd. 13@ Valerian, powd. 70@ Seeds Anise .........6-. 20@ Anise, powdered @ Bird, is ......... @ COnGry ......-... 8&@ Caraway ........ 20@ Cardamon ..... 2 00@2 Celery (powd. 65) 40@ Coriander ...... 10@ DM .. 2... .c.c. ees LOD Fennell ......... @1 OE ee ee 6@ Flax, ground .... 5%@ Foenugreek, pow. 8@ EIGMID 5.2.6... 5c 8@ Lobelia ........ -. 40@ Mustard, yellow ..20@ Mustard, black .. 15@ Mustard, powd. Poppy Quince ape ..........- 10@ Sabadilla Sabadilla, powd. Sunflower ...... Worm American Worm Levant .. 10@ 20@ 1 50@1 Tinctures Aconite Aloes AYMICA oo. ec. ce Asafoetida Belladonna Benzoin DOOOHOHOHOH RH Ree ee Capsicum Cardamon Cardamon, Comp. Catechu Cinchona ....... Colchicum ...... Cubebs ........- Digitalis Gentian ........ Ginger ....... aes Guaiac ...... siete la Guaiac, Ammon. ne Iodine, oe eeeees rary ee eoccecees Coloriess Q99H99HH99H9H9H ne 25 25 95 50 IpGeae 104... 0. @ 7 iran, elo. 1.28. . @ 60 Wong = .2......... @ 80 Myron 2.0... @1 05 Nux Vomica .... @ 70 Opium .......... @2 75 Opium, Capmh. @ 90 Opium, Deodorz’d @2 75 Rhubarb ..... 2. 70 Paints Lead, red dry . 84@ 8% Lead, white dry 84@ 8% lead, white oil 84%@ 8% Ochre, yellow bbl. 1 @1% Ochre, yellow less 2 @ 6 futty ....... - 24@ 5 Red Venet’n bbl, 1 @ 1% Red Venet’n less 2 5 Vermillion, Eng. 1 25@1 60 Vermillion, Amer. 15@ 20 Whiting, bbl. .. 11-10@1% Whiting ....._. « 3@ & L. H. P. Prepd. 1 45@1 55 Insecticides AVEC Ge 8@ 15 Blue Vitriol, bbl. @ 29 Blue Vitriol, less 30@ 35 Bordeaux Mix Pst 8@ 10 Hellebore, White DOwdered ...... 35 Insect Powder ., 300 5 Lead Arsenate ., 8%@ 16 Lime and Sulphur Solution, gal. 15@ 25 Paris Green ...... 30@ 35 Miscellaneous Acetanalid .... 1 75@2 0c Alm 1@ 2v Alum, powdered and SEOUNG 2.6... 18@ 25 Bismuth, Subni- Wale 2.0. c.. 3 60@3 65 borax xtal or powdered ..... 7T%@ 12 Cantharades po 2 29@5 76 Calomel o..,.).. 4 25@4 40 Capsicum ....... 30@ 36 Carmine ......._ °0 50@5 75 1: Cassia Buds ..., @ # CON GS wees 8 Chalk Prepared .. he Sig Chalk Precipitated 7@ 10 Chloroform ...... 85@ 95 Cuuviai tydrate 2 0U@2 26 Cocaine ..... 4 75@4 95 Cocua Butter ., 55@ 66 Corks, list, less 10% Copperas, bbis. .... @ 1% Copperas, less 2... 9@ 6 Copperas, powd. ,, 4@ 6 Corrosive Sublm 3 95@4 00 Cream Tartar ... 8@ 55 Cuttlebone ......, 40@ 50 Deéxtring ........ 7@ 10 Dover's Powder @2 50 Emery, all Nos. 6@ 10 Emery, powdered 6@ 8 kpsom Salts, bbls. @ 4% kpsom Salts, less 5 8 Ergot ......... 1 26@1 50 Ergot, powdered 2 75@3 00 Flake White .... 15 20 Formaldehyde Ib. 109 16 Gambier ......... 20@ 25 Gélativie: ...... --. 76@ 80 Glassware, full cases 80% Glassware, less 70 & 10% Glauber Salts bbl. @1% Glauber Salts less 2@ 5 Glue, brown ..... 11 15 Glue, brown grd. 08 15 Glue, white ...... 15@ 25 Glue, white grd. 15@ 20 Glycerine .... |. 56@ 66 Hons 2.2.0... 45@ 60 Hops ............. 45@ 60 loding ....... 5 68@5 91 fodoform ..... 6 18@6 30 Lead Acetate . 18@ 25 Lycopdium .... 2 25@2 35 MAC 2.5 0c. c. 85@ 90 Mace, powdered 95@1 00 Menthol ....... - 460@4 75 Morphine ..... - 6 30@6 55 Nox Vomica ..... @ 20 Nux Vomica pow. @ 2 Pepper, black pow. @ 3@ Pepper, white .... @ 85 Pitch, Burgundy .. @ 15 Quassia ......... 12@ 16 Quinine, 5 ol. cans @1 05 Rochelle Salts .. 40@ 45 Saccharine ... 15 00@16 00 Salt Peter ...... 46@ 50 Seidlitz Mixture 35@ 40 S0ap, gareéh ...... 20@ 25 Soap, mott castile 12@ 15 Soap, white castile CASG 7. ue. 8 00 Soap, white castile less, per bar .. @ 8&5 Soda Ash ........ 4% 10 Soda Bicarbonate ine 5 Soda, Sal 1%@ 5 Spirits Camphor @ % Sulphur roll ..... 2%@ Sulphur Subl. .... 8@ 5 Tamarinds 5@ Tartar Emetic .... @ Turpentine Venice @1 25 Vanilla Ex. pure 1 00@1 50 Witch Hazel .... 65@1 00 Zinc Sulphate .... 10@ 15 44 and are intended to be correct at time of going to press. MICHIGAN TRADESMAN GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mailing. Prices, however, are liable to change at any time, and country merchants will have their orders filled at market prices at date of purchase. ADVANCED DECLINED Red Band Tobacco Twine Flour Cheese ——— SS a Index to Markets 1 9 By Columns AMMONIA Clams i e 12 oz. ovals, 2 doz. box 1 60 Little Neck, 1m. .. 25 Clam _ Boulllon Col. ANTS OUEAGE Burnham's % pt. .... 3 25 A razer’s Burnham’s pts. ..... 3 75 : 1 lb. wood boxes, 4 doz. 3 00 Burnham’s ats. 7 60 AMON 2 ..ceccccsss 1. tin boxes, 3 doz. 2 35 joe eeees Axle Grease ......... 1 341. tin boxes, 2 dz. 4 25 eis Corn B 10Ib. pails, per doz. ..6 00 aan Pee 1 a 1 . Baked Beans ........ 1 15%. pails, per doz. ..7 20 ay 1 30 Bath Brick .. 1 25%. pails, per doz. ..12 00 eecte cee: Busae ..-.5:-,-. 1 BAKED BEANS po on ee ee Breakfast Food 1 No. 1, per doz. ....45@ 90 2 er (Natural) 5 Brooms ........ ws 1 No. 2, per doz. .. 75@1 40 oer ee oo rashes ...--.....<->- 5 No. 8, per doz. .. 85@1 75 No. 2, ay — 135 Butter ee na BATH BRICK “ No Fancy vocseces 2 50 REUSh 1.2.0... ominy Gangles |... 4-522... 1 Standard ............ 85 Canned Goods ...... a Soon: Lobster Carbon Oils .......... 2 Condensed Pearl Bluing 1D. 25.5256. cebcwss a RP tes 2 Small, 3 doz. box ....135 fh MR. see ssseseee eee 44 Chewing Gum ........ 3 Large, 2 doz. box 1 60 Mackerel Chicory .....e-eeeeeee 3 Folger’s. Mustard, 1 tb Chocolate ......-.-.. 3 Summer Sky, 3 dz. cs. 1 20 Mustard, 2 fb. Clothes Lines ....... ; Summer Sky, 10 dz bbl 4.00 Soused, 1% fb. Gocoanuit vl) BREAKFAST Foops —Soused, 2 Ip. i ea ae Legge 3 Apetizo, Biscuits .... 300 qtomarc FIP ------ iene 4 Bear Yood, Pettijohns 2 13 ; : vacked Wheat ...... §& Cracked Wheat, 242 2 op Mushrooms Abaca '... 5, 6 Cream of Rye, 24-2 .. 309 Buttons, %s ...... 72 Crackers ..2......--- ’ ¢ Gane Pufted Rice be :o Buttons, 1s ...... @35 Cream Tartar .....-- Quaker Puffed Wheat 3 45 Hotels, 1s ....... @30 D Quaker Brkfst Biscuit 1 90 c 1 oe . 15 Dried Fruits .........- 6 Quaker Corn Flakes 1 765 — os. 1 40 E Victor Corn Flakes .. 220 Cove, sce @ 6 Washington Crisps .. 1 85 Plums Evaporated “a rere Wheat Hearts ...... 205 Plums .......... 90@1 35 Wheatena .......... 4 50 P In Syr Farinaceous Goods § Evapored Sugar Corn 90 No, 3 eat per doz. ..1 60 Fishing ae acerete : Grape Nuts “ares: e? Flavoring Extracts ... rape Sugar es. Flour _— een ...-s: : pve Corn Flakes pe 2 50 oo ion 2 Fruit Jars ........:-- ardy ea ‘0 ag ease Holland Rusk isis: 3 20 Early ee 45@1 55 ; 8 Gelatine ............. J ee oe em eee er i 360 No. 10 size can ple @8 35 H 7 Minn. Wheat Cereal 3 76 Pineapple ee ee ae” g Ralston Wheat Food Grated ........ 1 756@2 10 Hides and Pelts ..... Large 188 ......... 2 26 Sliced 9503 60 Horse Radish ........ 8 Ralston Wht Food 18s 1 45 gpudeinn on Ross's Whole Wheat Fair Pp 80 Ice Cream ..... coors 8 Biscuit ............ 2 80 Pee therhrecrerner - 2 J Saxon Wheat Food .. 2 80 Race ee 1 00 Jelly 8 Shred Wheat Biscuit : _ No 10 eecccccce eecce 2 40 gee ee eecakee es Tak eo : Se aoe: Jolly Gianpes ..-----. ® Pillsbury’s Best Ger'l 1 36 Raspberries M Post Toasties, =. sie -e Standard ...... fi tocol. 8 Post Toasties, T-3 .. Salmon Sree eee sees 8 Post Tavern Porridge 2 80 Warrens, 1 Ib. Tall .. 2 30 Meats, Canned ...... 9 BROOMS Warrens, 1 th. Flat .. 2 45 Mince Meat ........ . 8 Fancy Parlor, 25 tbh. 475 Red Alaska .... 1 80@1 90 Molasses) .....52.5... : Parlor, 5 String, 25 tb. 450 Med. Red Alaska 1 ws > Mustard ee Lecce ce Sensidana Parlor, 23 Ib. 4 00 Pink Alaska .... @ Common, bees . Nuts ........0. teeees ee Ce ine es Oo Warehouse, 23 Ib. ....4 75 Domestic, % Mustard 2 85 lives ......-...-.-.- 8 Common, Whisk -..1 10 Domestic, % Mustard 3 25 P ee ee re “0 French 48 -....... 7@14 Petroleum Products.. 8 BRUSHES French, %8 ........ 13@23 Pickles ........ eeseee 8 Scrub Sauer Kraut Pipes ....+-.0.ee sees S Solid Back, 8 im. ...... 3% wot cane ........ 1. 80 Playing Cards ....... Solid Back, 11 in. .... 95 No. 10, cans .......... 2 30 Potash ......... . 8 Pointed Ends ........ 85 Provisions 8 Shrimps No. 3 saa © Denver ime doz 3% \e ee ccccccesecccses un : js eee MCR coe cece ec cecce > No 8 0 36 cotash Rolled Oats | 2.11. ++ © Mot. ee | ee Ss Shoe Goon... cee 1 Salad Dressing ...... ® No 8 ......:--..---.. 190 Fancy ......... 1 25@1 40 Saleratus ............ D NO. 7 <..cccerccoceos 1 8D Strawberries Sal Soda ....... socce » No 4 --.-....-.--..-. 2 0 Siandanl 0. 95 Salt ....... en oeeree.-- ; NO. 8B ...sccccccccees Fancy ......... 2 25 ee ont . BUTTER COLOR Tomatoes — aoa. 10 Dandelion, 25c sizxe .. 200 Good ............00005 1 20 aaa al eta ae as paenesteme ar 1 50 BU cnteo perenne . CANDLES i. 3 75 Seta ....... coccrcec 10 Paraffine, 68 ......... 7 . Trane Spices ........ sees 10 Paraffine, 128 ........ 7% Case corte pebeennseeeee = ” Wicking coecerccscces 0 Ks, 4 doz. in case _ : UPB .ccccccccvecces , 4 doz. in case .. T wei <= gcaaad oy 4 doz. in case ....5 60 Table Sauces ........ 10 m. Standards .. 90 CATSUP OR wcccccccsccccseces 10 0. ee oe ge Snider’s pints oes Zohapoo ceseeeee 11, 12, 13 rries ae Snider’s % pints .... 1 85 WANE ..5,,.2.... ceee 2m. see Vv Standard No. 10 @635 , = CHEESE Vinegar Sbeece sce. 13 “Gity 1222 ” Baked a. sse+-+: 90@1 30 es gd te ace e ney .... ; Wicking. ..........-.- 13 String ......... 1 00@1 75 paca Woodenware ..... - @ Wee 75@1 25 pp: Pineapple . Wrapping Paper -.... 14 Blueberries am ..... @85 v 8 cocccccsccee 140 Sap Sago....... . $35 Yeast Cake .......... 464 No. 10 ....0..0.000.. 650 Swiss, Domesti 20 SaaS aac 3 4 CHEWING GUM Adams Black Jack .... 62 Adams Sappota ...... 65 Beeman’s Pepsin ..... 62 ePeHnHE | oof: sic Oe Chiclets 3 cece bee ecu. 1 Colgan Violet Chips .. 65 Colgan Mint Chips .... 65 Mentyne 2.6 6 a. 62 Doublemint ........0 2. 64 Hlage Spruce ........ 2. 59 Juicy Pruitt ............ 59 Red Robin ....2....2.. 62 Sterling Gum Pep. .. 62 Sterling 7-Point ...... 2 Spearmint, Wrigleys .. 64 Spearmint, 5 box jars 3 20 Spearmint, 3 box jars 1 92 Trunk Spruce ......... 59 Wicatan® .. 2.0.06... 62 WENO oes 64 : CHOCOLATE Walter Baker & Co. German’s Sweet ...... 28 Premium 2.0.03. .66. -. 85 Caracas oo 666.88 ol: 28 Walter M. Lowney Co. Premium, %s ......... 35 Premium, \%s .......... 35 CLOTHES LINE Per doz. No. 40 Twisted Cotton 95 No. 50 Twisted Cotton No. 60 Twisted Cotton No. 80 Twisted Cotton No. 50 Braided Cotton No. 60 Braided Cotton No. 60 Braided Cotton No. 80 Braided Cotton No. 50 Sash Cord .... No. 60 Sash Cord .... No. 60 Jute ......... -> 90 No. 72 Jute .. No. 60. Sisal ........ Galvanized Wire No. 20, each 100ft. long 1 90 No. 19, each 100ft. long 2 10 No. 20, each 100ft. long 1 60 No. 19, each 100ft. long 2 10 COCOA 00 bt 00 mt OO ps eo ee o Baker’s Cleveland .. Colonial, Ks Colonial, 4s Epps eer eeccccce Bvder oe Lowney, \%s Lowney, \%s Lowney, %8 Lowney, 5bIb. Van Houten, Van Houten, se ...... 18 Van Houten, %s ...... 36 Van Houten, 1s ........ 66 Waen-HtR ....:...c5.--04 8S WVMDD .<....- 6s. 6a... Be SVilber, 468 ..-...655-0. 88 Wilber, Ks ....... trees OB COCOANUT Dunham’s cans .... 37 oe .. %s 15 Tb. case ...... 39 is, 16h. case ....... . 27 \%s & ¥s 15Ib. case 28 Scalloped Gems ..... 10 %s & Ye pails ...... 16 Bulk, pails .......... 15 Bulk, barrels ........ 14 Baker’s Brazil Shredded 10 5c pkgs., per case 2 60 26 10c pkgs., per case 2 60 16 10¢c and 33 bc pkgs., per case 2 60 eeccee woos COFFEES ROASTED Rio WMT oc cccccccescss. OS Cnoles .5.2..-;-3....5 20 Mexican COICO co.cc cccsesces BD WORGY (2.5.5 css, Oe Guatemala BAe cee cceceseo ees Se MANCY oo... cccccsces Oe Java Private Growth .... 26@38@ Mandling .......... 31@385 AO cco sao es Mocha Short Bean ........ 25@37 Lo OAM ooo... ee 25 HL O. G. ...... 26@28 Bogota EBRCY 223 occc eh cces Oe Exchange Market, Steady Spot Market, Strong Package New York Basis Arbuckle ........... 17 50 McLaughliin’s XXXX McLaughlin’s XXXX package coffee is sold to retailers only. Mail all or- ders direct to W. F. Mc- aa & Co., Chicago, Extracts Holland, % gro. bxs. 95 Felix, % gross ...... 1 16 Hummel’s foil, % gro. 85 Hummel’s tin, % gro. 1 48 CONFECTIONERY Stick Candy Pails Horehound 9 Standard Standard, small Twist, small cece ccces 9% Boston Sugar Stick ..14 Mixed Candy French Cream Fancy Grocers . 2205050... : Kindergarten Leader Majestic Monarch eee eer er csece Paris Creams Premio Creams Royal Special 2.0.63. 6... Valley Creams ...... 18 PaO ee 8 Speciaities Pails Auto Kisses (baskets) 1s Bonnie Butter Bites .. 17 Butter Cream Corn .. 16 Caramel Bon Bons .. 14 Caramel Dice ........ 13 Caramel Croquettes .. 13 Cocuanut Waffles .... 14 Cofty Lofty .......... 14 National Mints 7 fb tin 16 k:mpire KFudge ...... 14 Fudge, Pineapple 14 Fudge, Walnut ..... - 34 Fudge, Fiibert ...... 1¢ Fudge, Choco. Peanut 13 Fudge, Honey Moun 14 Fudge, White Center 14 Fudge, Cherry ...... 14 Fudge, Cocoanut .... 14 Honeysuckle Candy .. 16 Iced Maroons ........ 14 deed: Gems ............ 16 Iced Orange Jellies .. 13 Italian Bon Bons ... 13 Jelly Mello ........... 12 AA Licorice Drops 5 1D. box. 22.025... 1 10 Lozenges, Pep. ...... 11 Lozenges, Pink ...... 11 Manchus foo 05... 2.0. 14 Molasses Kisses, 10 12 DOK Foe os eae s 13 Nut Butter Puffs .... 14 Star Patties, Asst. .. 13 Chocolates Pails Assorted Choc. ...... 1 Amazon Caramels .. 16 Champion ........:.. 3 Choc. Chips, Eureka 19 Climax 0.2.6.6 neces Eclipse, Assorted .... 14 ideal Chocolates .... 14 Klondike Chocolates 18 INABODS |...2-.-55-- se 18 Nibble Sticks ....... 25 Nut Waters ......... 18 Ocoro Choc. Caramels 17 Peanut Clusters ..... 21 Quintette ....... pose 1S MOCPING 2. os cele cee 12 Star Chocolates ..... 3 1 Superior Choc, (light) 19 Pop Corn Goods Without prizes. Cracker Jack with COUDOR: ........55< . 8 26 Oh My 100s .......... 3 50 Cracker Jack, with Prise Hurrah, 100s ........ 3 50 Hurrah, 50s ....... ss 1 10 Hurrah, 248 ......:< . 85 Cough Drops xXes Putnam Menthol ... 1 0¢@ Smith Bros. ........ - 126 NUTS—Whole s. Almonds, Tarragona 20 Almonds, California soft shell Drake 18 Bravia: -...2..... 14@16 Filberts .......... @14 Cal. No.15S. 8 @18 Walnuts, Naples 164%4@17 Walnuts, Grenoble .. Table nuts, fancy 13@14 Pecans, Large .... @14 Pecans, Ex. Large @16 Shelled No. 1 Spanish Shelled Peanuts ....... 7%@ 8 . Lg. Va. Shelled Peanuts ...... 114%@12 Pecan Halves ...... @60 Walnut Halves .... @36 Filbert Meats .... @30 Alicante Almonds @60 Jordan Almonds eeoe February 16, 1916 5 Peanuts H P Suns ste ceees CRACKERS National Biscuit Company Brands In-er-Seal Trade Mark Package Goods Per doz. Baronet Biscuit ..... 1 00 Flake Wafers ....... 100 Cameo Biscuit ...... 1 bu Cheese Sandwich .... 1 00 Choculate Wafers .... 1 00 Fig Newton ......... 1 ov Five O'Clock Tea Bet 1 00 ‘singer Snaps NBT .. 1 uv Grauam Crackers 1 00 Lemun Snaps ....... 60 M. M. Dainties ...., 1 00 UySlerettes ......... : 50 EROLZEGNOS 000-03... bu Kuyal ‘Luast 00 Social Tea Biscuit.” 1 1 Saitine Biscuit ...... 100 Daratuga flakes .... 1 50 suua Crackers, N.B.C. 1 00 Soua Crackers Prem. 1 vv POKENS” 05.05 1 Ou Uneeda Biscuit ...... 50 Uneeda Ginger Wafer 1 uu Vanilla Wafers ..... 1 00 Water hin Biscuit .. 1 00 Zu Zu Ginger Snaps 50 Gwieback .......5... 1 00 Other Package Goods Barnum’s Animals .. 60 >oda Crackers NBC 2 59 Haat Cake 2.00)... 3 ud Bulk Goods Cans and boxes Snimalg 2... kl. 1z aliauilics, ASSLd. .... 13 Avena ruil Cakes .. 12 bonnie buen Cookies 10 buunie Lassies bu reeps, Ss. or M. 8X, bouquet Wafers .... 20 Caincu Biscull ...... 25 Cecelia Biscuit ..., Cheese Tid Bits ..... 20 Chuculate Bar (cans) 20 Chuculate Drops .... 18 Cuuculale Pull Cake 18 Chuc. Honey Fingers 16 Circle Cookies Cracknelg ......cc00. 20 Cocuauut Taffy Bar .. lo Cocoanut Drops ...... 12 Cucuanut Macaroons 18 Cocuanut Molas. Bar 16 Cocont Honey Fingers 12 Cocont Honey Jumblies 12 Coffee Cakes Iced ... 12 Crumpet@ ............ 12 Vinner Pail Mixed .. 10 Extra Wine Biscuit .. 12 Family Cookies ...... 10 Fandango Fingers ... 14 clg Cakes Asstd. .... 1% Fireside Peanut Jumb 10 fluted Cocoanut Bar 12 frosted Creams ..... 10 Frosted Ginger Cook. 10 frosted Raisin Sqs. .. 10 Fruited Ovals ....... 8 Kruited Ovals, Iced .. 9 Full Moon ........... 10 Ginger Drops ........ 18 Ginger Gems Plain .. 10 Ginger Gems, Iced .. 11 Graham Crackers ... 9 Ginger Snaps Family 9% Ginger Snaps Round 9 Hippodrome Bar .... 12 Honey Fingers £00 Anola 1 00 Minerva Fruit Cake §..3 00 Above quotations of Na- tional Biscuit Co., subject to change without notice. CREAM TARTAR Barrels or Drums mOnee ... 1... 1... ls... 46 Square Cans Fancy Caddies DRIED FRUITS Apples Evapor’ed Choice blk @09 Evapor’ed Fancy pkg. Apricots California ....... 94@/0% Citron Corsican ....05...... 16% Currants Imported, 1 th. pkg. 12 Imported, bulk ...... 11% Peaches Muirs—Choice, 25m. .. 6% Muirs—Fancy, 25tb. .. 7% Fancy, Peeled, 25th. ..12 Peel Lemon, American .... 13% Orange, American .... 13% Raisins Cluster, 20 cartons ..2 25 Loose Muscatels, 4 Cr. 8% Loose Muscatels, 3 Cr. 8% L. M. Seeded, 1 Ib. 8% @9 California Prunes 90-100 25tb. boxes 80- 90 25tb. boxes . 10- 80 25tb. boxes ..@ 50- 70 25%. boxes ..@10 30- 60 25tb. boxes 10-50 25tb. boxes EVAPORATED MILK Red Band Brand : Baby 20.0250... 40 Tall... Bevel eels eiclcels 3 50 5 case lots, 5c less; 10 case lots, 10c less. FARINACEOUS GOODS Beans California Limas .... 6% Med. Hand Picked .. 3 75 Brown Holland ..... 3 20 Farina t 25 1 Ib. packages .... 1 70 Bulk, per 100 Ib. 4 50 Original Holland Rusk Packed 12 rolls to container 8 containers (40) rolls 3 20 Hominy Pearl, 100 Ib. sack .. 2 50 Maccaronl and Vermicelli Domestic, 10 th. box .. 60 {mported, 25 th. box ..3 50 Pear! Barley Chester... 0.2... . 3 40 Portage 2.050.222... 4 75 Peas Green Wisconsin bu. 3 25 Split iho 000... 6% Ss od Hast India ....;...... 7 German, sacks ........ 7 German, broken pkg. Tapioca Flake, 100 Ib. sacks 7 é Pearl, 100 th. sacks .. le Pearl, 36 pkes, .:.3:.... 2 50 Minute, 2 qts., per doz. 1 25 FISHING TACKLE % to 1 in: 5.2...) 8. 6 1% te 23in 2... o 7 1% to 2 in: ooo. 9 1% to 2 in... 6.2.8... 11 Be sce 15 Se ee 20 Cotton Lines No: 1, 40 feet oot... No: 2,15 feet ....:. ed No. 3, 15 feet <:20.... 9 No: 4; 15 feet —....... 10 No. 5, 15 feet ..... pie ke No. 6, 15 feet ........ 12 No. 7, 16 feet 9.2.5... 15 No. 8, 15 feet ..... ian a8 No. 8, 15 feet ....... 20 Linen Lines Simau ee 20 Medium ..... eeecesuces 20 MO Geel oe tes Seucee: Om Poles Bamboo, 14 ft., per doz. 55 Bamboo, 16 ft., per dos. 60 Bamboo, 18 ft., per dos. 80 7 FLAVORING EXTRACTS Jennings D C Brand Pure Vanilla No. 1, % oz 12.) wees. 285 NO. 2, 134 oz: 0210) INO: 4) 216 oz) 2 2 25 No. 3, 2% oz. Taper 2 00 2 Of. WMlat (3s. -.2 00 Terpeneless Pure Lemon No. 1, % oz. Panel .. 75 No. 2, 1% oz. Panel 1 13 No. 4, 2% oz. Panel 2 00 No. 3, 2% oz. Taper 1 75 202. Mat (3.7. 1 75 FLOUR AND FEED Grand Rapids Grain & Milling Co. Winter Wheat Purity Patent ...)_.. 6 75 Fancy Spring ........ 7 70 Wizard Graham .... 6 50 Wizard, Gran. Meal . 4 80 Wizard Buckw’t cwt. 3 50 Hye Jo. ace 6 00 Valley City Milling Co. Lily White 1 25 aia] Sie |e ele ale o Ineht oat ..... 053 6 85 Graham 2600. o 0. 3 00 Granena Health .... 3 10 Gran. Meal o.00. oi. 35 Bolted Meal ......... 2 25 Voigt Milling Co. Voigt’s Crescent . 25 Voigt’'s Royal ......: 7 65 Voigt’s Flouroigt ft 25 Voigt’s Hygienic Gra- ham Watson- His ggins Milling Co. Perfection 7 10 Dip. Top Plour ...... 6 60 Golden Sheaf Flour .. 6 00 Kern’s Success ...... 7 40 Marshall Best Flour 7 20 Worden Grocer Co. Quaker, paper ...... 6 50 Quaker, cloth ........ 6 60 Kansas Hard Wheat Voigt Milling Co. Calla Enly ...0)05.. 2. | 7 50 Worden Grocer Co. American Eagle, %s_ 6 80 American Eagle, 4s 6 70 American Eagle, %s_ 6 60 Spring Wheat Roy Baker Mazeppa 20.0.0... . 3 6 80 Golden Horn bakers .. 6 70 Wisconsin Rye ....... 5 70 Bohemian Rye ...... 6 05 Judson Grocer Co. Ceresota, 46S... 01... 8 20 Ceresota, 145 ..0. 0... 8 10 Cerésota, 68 ........ 8 00 Voigt Milling Co. Columbian <.......... 7 50 Worden Grocer Co. Wingold, Y¥%s cloth 7 56 Wingold, %s cloth 7 40 Wingold, Yes cloth T 10 Wingold, %s paper .. 7 30 Wingold, 4s paper .. 7 10 Meal Bolted ........:...... 4 GO Golden Granulated .. 4 80 heat REG «2.0.0... Mice e. 1 28 WHiGe toc es I 2s Oats Michigan carlots ...... 52 Less than carlots ..... 54 Corn Canlots 9.6.0.3... see | 80 Less than carlots .... 53 ay Carlots .:.. 22... cece 16 OC Less than carlots .. 18 00 Feed Street Car Feed .... 31 50 No. 1 Corn & Oat Fd 31 50 Craeked Corn ...... 31 00 Coarse Corn Meal .. 31 00 FRUIT JARS Mason, pts., per gro. 4 65 Mason, qts., per gro. 5 00 Mason, % gal. per gro. 7 40 Mason, can tops, gro. 2 25 GELATINE Cox’s, 1 doz. large .. 1 45 Cox’s, 1 doz. small .. 90 Knox’s Sparkling, doz. 1 25 Knox’s Sparkling, gr. 14 00 Knox’s Acidu’d doz. .. 1 25 Minute, 2 qts., doz. ..1 10 Minute, 2 qts., 3 doz. 3 25 Nelson’s Oxford Plymouth Rock, Phos. 1 25 Plymouth Rock, Plain 90 GRAIN BAGS Broad Gauge ..... ¥, Sc ..., 48 15 os Johnson’s XXX 100 4 AU Leaf, 2% & Ton 30 op Hoy se foll 18 2 Trojan oo ae, ¢ aes eae ka Bul Na Mone aes i ° ae v ‘0 tO ee ene eee aici 5 ge ee cs 4 BB, 7 os. $00 nob Roy, 2c doz... 249 Eclipse patent sprin gv -50c, 2 doz. plain top ..4 00 Nine O'Clock ........ 3 5 BE, 7 os. ..... 251200 Rob Roy, Boe dom 12. 1§ No. 1 common ..... g .8 80c, 1 doz, plain top "6 50 0 Bagdad, 1c tins <-.. 11 62 Cee te oe deal’ Wat, brush holder 85 Micus ot eo oe Washing Powdere r Badger, nm ose oS be See Re ee oes oes e. 5 j i = ; s Badger, 7 0Z. ........ 11 62 Soldier Boy, 5c gross 5 76 12%. cotton mop heads 1 30 ON EpSUaL Meal N ere +2. 37 Banner, be ( ocuragee 5 «6 ae eo Ae . = ib oe as Palis 12 doz. 10c, 12 doz he Babbitt’s 1776 ....._ : - anner, 20¢ .......... 160) oeew : sees - Galvani : : so on =i RT ELLIE S—=“‘é‘«GCO/I:«éDsstt. 24 ae Banner, 40c .......... 3 29 Soldier Boy, 1 Ib. .... 4 75 12 qt. Galvauinsd ue : a4 Y Bont tes cae 20 Gold Dust, 24 large .. 4 30 Belwood, Mixture, ide 94 SWeet Caporal, 1 oz | 60 14 qt. Galvanized 111300 34 eee Gold Dust, 100 mM Big Chief, 2% oz... 600 Sweet Lotus, be .... 576 Fibre ...... oo Mikes deg Big Chief, 16 oz .... 30 Sweet is i UL lle 7 Geese cet c scence. 0 5 * see 2 80 Buil Durham, 5c .... 5 xo Sweet Lotus, per doz. 4 60 Toothpicks te ac free Lautz Naphtha, 60s .. 2 40 Bull Durham’ 10c .. 1152 Sweet Rose, 24% oz. .. 30 Birch, 100 packages .. 2 6 doz S ae Lautz Naphtha, 100s 3 7 Bull Durham, l5c .. 1728 Sweet Tip Top, 5c .. 50 [deal .........070 Mes eee Pearline ' z Bull Durham, 8 oz. .. 3 60 — Ti Top, 1c .. 1 T " : With 3 dozen’ 10c f ola Romie ............. ol Bull Durham, 16 oz. .. 6 72 cee Tips, %4 sro...10 08 woe raps Half-Barrel Deal No. 3 eae _- Stuck Horn, 6c ...... 5 76 Stead Cured, 10c ....... 8S Monae wood, 2 holes .. 22 4 doz. each, 10, 15 ana Snow Boy, 60 Se .... 2 40 Buck Horn, 10c .... 11 52 eed i Redan “ls . ° 10 ae Guten -. 45 200 6... cag m6 40 Snow Boy, 100 Sc .... 8 75 “sed iy cc. el - _ Summer Time, 14 oz. 3 50 : a Galvanized .... i 70 Aa bernie a F oO White House, 1 Ib. ....... et 4 Black Swan, 6c .... 57 Sa, Be foil 5 a. Ss ---. 190 Chicago. eo - 0. B. White House, 2 tb. .....000 gh amily Size ........ 8 78 Black Swan, ia: ed es ee “3 Lae el 3 in oe oo Le 70 Excelsior, Blend, 1 Ib Snow Boy, 20 pkgs., Bob White, 5c ...... 600 3 2 Sy ee sees E ! ae Laund Sah be... g 09 Seal N. C. 1% Gran... 63 “Sang FOO nonsense, 80 Royal oe Blend, 2 I. .... gwitt's yee veces, 600 ia Brotherhood, 10c .... 1110 Three Feathers, 1 oz. 48 : Breese eee, 75 z Pp Top Bland, 1 th. ..... it's Pride, 24s .... 3 65 i seresbee ore 16 oz. 5 . akg gaa lode act 11 52 Tubs a size .. 40 Royal Blend ..... -. wee Pride, 100s .. 3 65 rnival, 5c .......- 6 7 nree Feathers an : cans 1 35 R eae isdom ...... Carnival, % oz. .....-. 39 Pipe combination .. 2 26 No. ; PEED tenses 16 50 6 oz cans een ceete - oe oe T & J ; q Fibre 190 Superior Bl Carnival, 16 oz. .... 40 9m ery, ok 3) No Ss Mihm 3 %Ib cans 2 5¢ Bost ae - Gigar Clip’g, Johnson 30 Tom & Jerry, 7 oz ..180 Large Galvanized |.” 12 50 Diste Combination ..... Cigar Clip’g, Seymour 30 Tom & Jerry, 3 07...) °6 Medium ‘Gale ized .... 8 50 %Ib cans 375 Gg stributed by Judson Ydentity, 3 and 16 oz. 30 Trout Tine, Sc ..... 599 Small ea -. 750 1lb cans 4 80 ine & Co., Grand Rapids; Darby Cigar Cuttings 450 Trout Line. We .....11 00 zed .... 6 50 3% cans 1300 & c Cady, Detroit; Lee Continental Cubes, 10c 90 Turkish, Patrol 2-9 5 78 Washboaras ee , sm & a Kalamazoo; Lee Gorn Cake, 14 oz. .... 255 Tuxedo, 1 oz bags .. 48 Banner, Globe .... 3 25 ne ee le Ady, asinaw; Bay Gorn Cake, 7 oz. .... 145 Tuxedo, 2 oz. tins ... 96 Brass, Single 7/7 /"" hoe a oe Company, Bay F Gorn Cake, Ge --...-. $18 Tuxedo” goo tina... 745 Single Agwe 2072777 3 60 ciaane Warner, Jacksons Godse ream, 60c pails ..... 4 if uxedo, 80 sah ngle Acme ........ Joh ’ 2 son; Gods- Guban Star, 5c foil! 37s War Path, 5c ...... 6 00 Double Peerless "2 $9 Se ae ae fe Ge ee Cuban Star, 16 oz. sar e wer ma oe a 1 “ oon Peerless ...../ 450 Dutch Masters, Inv 70 00 —_ — tne, 166 ...---+--> fave Line, 3 oz. .... forthern Queen ..... 4 75 Dutch Masters, Pan : Dills Best, 13% oz. .... 79 Wave Line, 16 oz. ..... 40 Double Duplex ._1..7° sD D rs, Pan. 70 00 Dills Best, 3% oz. 77. Way up, 2% oz. .... 5 75 Good Enough ........ . err “Racca araude 68 00 SOAP Dills Best, 16 oz .... 73 way up, i. oe pails 31 Universal... cc (300 lots) = aa os Lautz Bros.’ & Co Dixie Kid, fc ....- 8 y ruit, 6C ...-.. B76 9 eee OU ee ee lH ; Duke's Mixture, bc ...5 76 Wild Fruit, 10c ...... 11 52 Window Cleaners Co oe ae Acme, 70 bars ...... 8 05 Duke’s Mixture, 10c ..11 52. Yum Yum, be --- >... 646 42 in... i.e Fee 222-83 00 i e, cakes, 5c sz 83 76 Duke’s Cameo, 5c .... 5 76 vue zom eee es a = Res es Le: Le aT -.82 00 Sones, a ore ses 2 40 yn 5 76 m, . doz. Se re * cake: re ‘F. - ‘on, 4... 5 04 oe » i.e eee 230 Worden Grocer Co. Branas Cream Borax, 100 cks 3 90 woe AF oz 2.8... ; 11 52 TWINE od Bowls Canadian Club Circus, 100 cakes 5c sz 8 76 oa. On cole, 6 23 13 in. Butter ......... 198 4 Climax, 100 oval cakes 3 05 nN tn eo ee cuioe doy 3 iy ae et ene $0 (eee aca ae ete a oe oe ee ne eee $36 iecites gbe ines 200 $5 Big Master, 100 blocks 3 90 Five Bros., 10c_....- 68 Gees 6 oly ......-: 13 - Bitter... 02) 7 50 : OLB” ---- = 10 Naphtha, 100 cakes .. 3 90 Five cent cut Pig .;) 28 Flax: ‘medium, -"....- 24 WRAPPING PAPER Maratea, #20 caken .. 3.46 Co ooo .oe ee Tool, 1 Th. bales ..... 10 ao won is. Wool, 1 Tb. balk % commen Straw ...... 2 Proctor & Gamble Co. Full Dress, 1% oz... 72 VINEGAR Fibre Manila — .. 8 Lenox ..... 3 20 Glad Hand, be ....... 48 White Wine, 40 grain 8% No. 1 Manila ores ivory, 6 oz. Gold Block, 10c ...... 0) con. Wieck Gh Gain 1G Geen we 4 Ivory, 10 oz i Gold Star, 's0c pail .- 480 wnite Wine, 100 grain 13 Sia we 3 ee Cc a Nn ser Gail & Ax Navy, 6c 5 1) Oakland Vinegar & Pickle Wax Butter, short ent 10“ Swift & ae Growler, 10c ...-.-.-. . 94 Co.'s Brands | Wax Butter, full e’nt 15 a Growler, 20c ......- [185 Highland apple cider 20 Wax Butter, rolls ... 12 Swift’s Pride ...... 25 Guaranteed to Equal the Giant "0 Se . 3 3 Sie weal reer as i YEAST CAKE Wools Laundry ...+.. 8 60 Best 10c Ki ant. €0c ........> a Seal sugar ..... ool, 6 oz. bars ..... Hand Made, 244 02. . 50 feet ayn picklg 10 pe : Oz verses 1 16 Royal Garden Tea, pkgs. 40 Wool, 10 oz. bars’ 1... 8 oF r c Kinds aze at, 6c -..... 5 76 : ‘ : rca THE a oney Dew, 10c ....12 00 WICKING ee 1% doz. .... 50 a co., Tradesman Co.’ 80 Cans.) 503. $2 90 lnting, GC ....-.--.- 38 No. 0, per gross 35 Yeast roe, ge amg ae oe Black H oy 7 1K G, be ........-..- 6100 Se ot Se ee ne 4 : ac awk, one b I X L, in palis ...... 90 NO. L ber gross... © pe . COFFEE Pick Geek oe ae 6 Shows a Profit of | Just Suits, 5c ........ LE gg el eae REASE OLD MASTER COFFEE Black Hawk. Co I ce ust Bults, 10e 6....- 12 99 No. 3, per gross .... oes awk, ten bxs 225 41144% to You n Dried, 25c .. 2 45 a , ce WOODENWARE ‘ King Bird, 7 oz. .... 2 16 A. B. ions gal ea o Gaskets cea Ba Wrisley Handled by All Jobbers ing Bird, 5c ........ Bis Suibels 3 1 00 ae UC ed La Turka, 5c ....... 5 76 Bushels, wide band .. 1 15 Country .......... 2 46 Give Them a Trial Tittle Giant, 1 th. .... 28 Market ............. 40 it i Pie pi is Sit ies oS eee eects cee oe Atiboliteliy aus . OZ. ...... { plint, medium ...... 59 Sapolio, solute ae 8 . oz. 38 ae — aotaneae 3 00 Sapolio, faa gx. low ¢ 36 Oo ee yrtle Navy, 10c ....11 52 ow, Clothes, large 8 00 eae Sapolio, D ise it i ; yrtle Navy, 5c ..... 5 76 Willow, Clothes, omen 6 26 Ola i ’ Sapolio, coer ee 2 eerie tt set aieihtile ; . = oh, be... . ae Willow, Clothes, me’m 7 25 : > pores, per gross 870 San eal iS sees Bt Boourine, 50 cakes .. 1 80 at the manufacturer's : Mayflower, i wager Plates - boxes, per gross 23 10 ores courine, 100 cakes .. 3 60 expense ayfiower, 20c ...... A 82 vals Dry ee ie ee TELFER’S 82 COFFEE _ _FITZPATRICK BROTHERS’ SOAP CHIPS BBLS. Nigger Hair, 10c ....10 70. % Th., 250 in crate |... 35 Vhite City (Dish Washing). ........ — tt. shin we. Ul SS Tip Top tte eee 210 Ibs..... 3c per Ib caeer Teeme, Be --- 698 1, ce cate... 4a cas CO 250 Ibs..... de pex Ib Noon Hour, 6c ...... 48 3 tb., 250 in crate ...... 70 DETROIT P 1 ‘os a eee 225 lbs 5 Olé Colony, 1-12 gro. 11 52 5 th., 250 in crate ...... 90 wit Pore > Ory...........-.. 4c per lb OM AIM, Go ......... 5 76 ee -300 Ibs... . 6c per Ib an eer Crve 1l%oz. 96 1 Ib., 250 i re Bea Op, OF ...-..-. 5 76 * in crate ...... ———$—————— Old Crop, 2512.2... 5 T° 2 ths, 230 in crate 1.02. 45 FOOTEGJENKS’ Kj BRAND ° Pi ba ei a te ee eee S an ts ee Mina ey ( neaiertren) Gin P. §. 3 oz. per gro. 5 70 5 I, 20 in crate ...... 65 Kaden, 1 Wb. tin e222 cat RED ger e Fac Ricmangped gene Be : Cis Belle Isle, 1 tb. pkg. 27 (CONTAINS NO CAPSICUM) pal, oz. 4§ Bi : Batterson Seal 3°62", Barrel, §.gal, each .. 2 40 Bismarck, 1 3p. pkg. 24 An Agreeable Beverage of the CORRECT Belfast Type erson Seal, 16 oz. 5 00 ’ SH Caen 5 Koran, 1 Ib. pkg. .... S lied : aa. i S 46 » 1 Tb. pkg. .... 22 upplied to Dealers, Hotels He : eee ne, casear st ee Cusies ts Telfer's Quality 25. 19 Redi , Clubs and Families in Bottles Having es, ot paper ..10 80 Round Head Quality, 20 111122777 ‘ : egistered Trade-Mark Crowns ean, 200 ........ 2 04 3G Mea ial Li: i Peerless, oT ccs aoe - ag ily al = es be a” a aiiccse ce Boftlers: A. L. JOYCE & SON, Grand Rapids and Traverse City, Mich.; Plow’ Boe be. 2 Je, £99 Crates and Fillers Telfer’s Ceylon .... 40 +» Kalamazoo, Mich.; KILLARNEY BOTTLING CO., Jackson, Mich. = Plow Boy, 10c ...... 11 40 ee Sty, A Oe, oe Pow Gor, kee |... 490 Ge eee 40 Pedro, i0c ........... 1193 Case N : = © see. .ee 28 Pride of Virginia, 18 77 tty o. % fillers, 5 GRAND RAPIDS SAFE ¢C Oo bE eed ce ee ec ess S76 mou oslo. ae nlc ae 14 oz. doz. ..... 2 10 Case, medium, 12 sets 1 15 Car lots or local shipments, Agent for the Celebrated YORK MANGANESE BANK SAFE : oe ane. Be .... 48 Faucets bulk or sacked in paper or jute. Taking an insurance rate of 50c per $1,000 per year. What i ert, 10c .... 96 Gork } Poultry and stock ch | i F at 1s your rate? Prince Albert, 8 oz. .. 3 84 Cork —. ; = | 70 Y hE Particulars mailed. Safe experts A R 2... 8 TRADESMAN BUILDIN oe G ee GRAND RAPIDS, MICHIGAN Prince Albert, 16 oz... 7 44 Gory lined, 10 in 30 M. O. DEWEY CO.., Jackson, Mich. February 16, 1916 MICHIGAN TRADESMAN 47 -WANTS DEPARTMEN PeNOR A mate ehAG inserted under this head for two cents a word the first insertion and one cent a word for each subsequent —- aah ett) 1 J . p Ss . continuous insertion. No charge less than 25 cents. "Cash must accompany all orders ee a ae ee ia eggs P Cash your property—New stock of hardware specialty needed on every farm —retails $6.50. All or any part of $25,000 new clear stock will be exchanged for farm land, city property or good auto- mobiles. This is readily sold, does not require an expert—simply a demonstra- tion—give full particulars first letter. “Casco,’’ 523 White Bldg., Buffalo, N. Y. a ess 848 For Sale—County — store doing fine business; stock, $5,000; building and fix- tures, $5,000. Reason for selling, death in family. Rk. Wetmore, “ikhorn, Wisconsin, R. F. D. 850 Book, Stationery and Wall Paper Store—For Sale—Doing a fine business in the best town of its size in Wisconsin. Hanscom Co. & H. S. Hurl- but & Co., Mineral Point, Wis. 851 For Sale—Grocery stock and fixtures on account other business. Situated in Cedar Springs, Michigan. Excellent lo- cation; stock clean and new. Will in- ventory about $1,000. Address Box 147, Cedar Springs, Michigan. a2 For Sale—Stock of jewelry, watch- maker’s bench, tools and material; croeck- ery, wall paper; an old established busi- ness, no opposition. Address Box 55, Byron, Michigan. 854 For Sale—Good clean. stock general merchandise in good town. Owner wishes to retire. Good opportunity for right party. Address Carson City Real Estate Exchange, Carson City, Michigan. 855 A. W. Thomas, Merchandise Auctioneer —Stocks closed out entirely or reduced. For terms and dates, address A. W. Thomas, 14 No. Sacramento Ave., Chi- eago, Illinois. Established 1891. 835 I have two restaurants in Flint, Michi- gan; both doing good business. On ac- count of poor health I wish to sell one. Address the owner, C. T. Ghitsas, Flint, Michigan. i 836 One of the best openings for drug store in Michigan. For particulars address Box 172, Wayland, Michigan. 837 For Sale—Retail grocery stock requir- ing investment of about $2,000. Loca- tion in pleasant residence town of about 1,000 population situated on railroad in Southern Michigan in midst of good farming community. But a few grocery stores in the town and tHis one has the best location. Address No. 638, care Michigan Tradesman. 838 Opportunity—Of a life time. I. did $20,000 business this last year on a $3,000 investment. For the best of reasons I am offering for spot cash this grand op- portunity for $2,500. Better grab it up quick. Write for particulars, No. 839, care Tradesman. 839 For Sale—Drug Store in Southern Michigan town; full stock: good fixtures: newly established but doing well. $1,800 or invoice. ,C. M., care es Wanted—Stock general merchandise. State size stock, D. H. Hampton, Minne- apolis, Minnesota. 841 Cigar Store For Sale—Doing good busi- ness, at Fort Wayne, Indiana; owner leaving city. Address J. F. Warner, 1410 Calhoun St., Fort Wayne, Indiana, 843 Splendid Western New York farm for sale or exchange for shoe stock. Charles Ziegler, Albion, New York. 844 Three Michigan properties sold by us last week. If you have anything to sell or exchange, we will handle it. Temple- ton & Alspaugh, Canton, Ohio. 845 For Sale—An up-to-date general store and meat market, established since 1904, in South Bethlehem, Pa., doing prac- tically a cash business of $35,000 a year; ean be doubled. New and first-class store with all improvements. Will rent or sell building. Have the best business in town; prospective buyer can remain at store two weeks before buying to satisfy himself that this is an opportunity of a lifetime. State how much cash you can invest. For full particulars address Geo. E. Hiegley, So. Bethlehem, Penn. 846 Restaurant and lunch counter at Birm- ingham; the best stand in Oakland coun- ty. If you have it in you to make a success, here is your’ chance. Come quick. Ask Jones. Power, Jones and Shepard, Birmingham, Michigan. 847 Solid Gold Hand Made Jewelry—Cash value $800 to exchange for good auto. Address Box A, care Tradesman. 849 For Sale—$4,000 will buy a money maker. Sales $40,000 a year, rent $30 per month ineluding two _ five-room flats; town 18,000 full of good factories. FEvery- body works. 200 regular customers that you can have and keep. W. M. Walter, Mishawaka, Indiana. 856 For Sale—Established retail hardware business, fine location. City of 12,000, Isaac Kouw & Co., Holland, Mich. 834 . stock gro- merchandise, eighty acres excellent hardwood cut-over land, Manistee county, value $15 per acre. Willard Smith, Copemish, Mich. 857 For Sale—Clean stock of hardware in Detroit. An excellent location near Ford Motor Co. plant. About $3,000 will han- dle deal. Reason for selling, other busi- ness. Lease goes with sale. Address No. 858, care Tradesman. _ Pure recleaned Sudan seed. Best qual- ity. Inspected, no Johnson grass. Special price for quick orders $7 per 100 pounds delivered your station. Satisfaction guar- anteed or money back. B. KE. Miller, Carlton, Texas. 833 Wanted—A position as buyer or travel- ing salesman by a young man having nine years’ experience in a retail hardware store. Address “R. B.,’” Room 302, 101 Orange St., New Haven, Conn. 832 Look Merchants—Get the Adder, fully guaranteed. multiplies, ete. Every merchant a satis- fied customer. Sample $2.50. Particulars free. Cogswell Mere. Co., Darlow, Kansas. 823 ceries or general new $2.50 Adds, subtracts, For Sale—In thriving Southern Michi- gan town, stock of dry goods, furnishings and groceries invoicing $2,800. Daily sales for last three years average $36.80. Address Lock Box 188, Union City, Mich- igan. . 82 For Sale or Exchange—For a first-class stock of general merchandise, 1,000 acres of hardwood virgin timber, located in Canada about eight miles from Sault Ste. Marie. Harry Thomasma, 433 Houseman Bldg., Citizens 5375, Bell M. 375, Grand Rapids, Michigan. 825 Wanted—Drug store in good town of 2,000 to 10,000. Please state amount of business, expense and other information in first letter. Address No. 828, care Tradesman. 828 For Sale—Lumber mill, planing mill and ‘cider mill machinery. J . Bywater, Woodbury, Michigan. 827 For Sale—Cafe and grill room, first- class, in the heart of the city of Akron, Ohio. Owner wishes to retire. For full particulars enquire of Wm. C. Marlot, 408 Hamilton Bldg., Akron, Ohio. 814 For Sale—Or might exchange for real estate if location suited, $9,000 stock of clothing, shoes and furnishings; old es- tablished business clean and up-to-date, in one of Michigan’s best towns of about 1,500. Easy terms or can reduce stock to accommodate purchaser. Address No. 816, care Michigan Tradesman. 816 For Sale or Trade—For stock of gen- eral merchandise in Michigan doing good business. One of the finest and most pro- ductive 80-acre farms in Northern Mich- igan, nicely located on State Reward road close to dandy market. For further information write, Owner, J. H., care Michigan Tradesman. 818 Only bakery and confectionery, town of 1,000. Good shipping business. No competition. Will stand investigation from any angle. A money maker. $2,250 buys it. Other business requires my at- tention. Shelton Bakery, Poseyville, In- diana. 819 To Exchange—For a first-class stock of general merchandise, 200 acres A No. 1 hardwood cut-over land in Missaukee county, price $25 per acre. Harry Thom- asma, 433 Houseman Bldg., Citizens 5375, Bell Main 375, Grand Rapids, Michigan. oa List your business propositions with us. Also farm and residence property for quick sale. Michigan Real Estate Co., Jackson. Michigan. 788 For Sale—Feed store doing a good busi- ness on railroad in town of 1.000. Han- dled 24 cars of feed since last March. Ad- dress No. 805, care Tradesman. 805 For Sale—Stock of groceries, meats and notions in suburbs of Kalamazoo, doing a good business. Reason for selling have a farm that requires my attention and ean not do justice to both. Will bear fullest investigation. Address No. 806, care Michigan Tradesman. 806 Auctioneer: Merchandise and real es- tate auctioneering is my specialty. Mag- nus Wangen, Hartland, Minnesota. 809 Wanted—Three Globe-Wernicke cabi- nets, style R323, drawers 91% inches wide, 11% inches high and 20% inches deep. Address C. Chandler, 4 Cushing St., Providence, R. I. 798 For Sale—Private bank in thriving Northern Michigan town. Capital and surplus $5,200, doing good business. Rea- son for selling other interest elsewhere demanding immediate attention. Address No. 799, care Tradesman. For Sale—Immediate delivery, one Barnhart log loader. G. W. Campbell, Marlinton, West Virginia. 779 For Rent—Two-story and basement store building corner Monroe avenue and Dale street, Grand Rapids. Store 22x 50, heated by furnace. Desirable living rooms overhead. Suitable for grocery or general store. E. J. Bates, 1308 Sigsbee St., Grand Rapids. 800 For Sale—In Centreville, Michigan, county seat of St. Joseph county, stock groceries and notions $7,500. Business established 38 years. Modern building 26 x 80; warehouse 20 x 40, 709d school, 4 churches, knitting mill, electrie light and water works. A going business and a money maker. Am selling out because have been 50 years behind the counter and want a rest. Pay anybody’s expenses both ways if don’t find’ as represented. qT. J. Hampson, Centreville, St. Joseph County, Michigan. 803 For Sale—Coffee roasting outfit, com- prising four half bag roasters, one cooler and_ stoner, one complete smoke suction outfit, one granulating coffee mill and one pulverizer. Reason for selling, must have machines of larger capacity. Coffee Ranch, Grand Rapids. 797 For Sale—Flour and feed mill with buckwheat run. Fine surrounding farm- ing community. Good established trade. Everything good shape. Electric power. For further information enquire Robert Kellog, Olivet. Michigan. 794 For Exchange—I will trade general merchandise for a good National cash register, and a good computing scale. A. L. Redman, Olney, Illinois. 783 M ern Store For Sale—Business of more than $700 per week, mostly cash. Two large mines running near. Dairy section near coast. Brick _ building: cheap rent; invoice $10,000. Owner has other interests. W. M. Lyons, Cambria, California. 785 For Sale—120 electric portable boat propellers, highest workmanship and ma- terial. Can be applied to any boat in a moment. A_ good business opportunity for profit. Write Box 203, Menomonie, Wisconsin. 786 A land investment of $15,000; another of $50,000. Both exceptional opportuni- ties for profit to buyer; part purchase pay deferred if desired. Address Box 203, Menomonie, Wisconsin. 787 Stocks Wanted—If you are desirous of selling your stock, tell me about it. I may be able to dispose of it quickly. My service free to both buyer and seller. E. Kruisenga, 44-54 Ellsworth Ave., Grand Rapids, Michigan. 87 Merchants Please Take Notice! We have clients of grocery stocks, general stocks, dry goods stocks, hardware stocks, drug stocks. We have on our list also a few good farms to exchange for such stocks. Also city property. If you wish to sell or exchange your business write us. G. R. Business Exchange, 540 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 Will pay cash for whole or part stocks of merchandise. Louis Levinsohn, 101 Center Ave., Bay City. 757 For Sale—Two brick stores, one stocked with dry goods, the other with men’s clothing and furnishings. Best location, established 30 years. Always prosperous. For particulars address A. J. helm, Traverse City, Michigan. 33 BUSINESS CHANCES. To Exchange—For small ie ee ee VANCES 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 The Detroit Mercantile Adjusters, coun- selors and executors of high grade spe- cial sales, 505 Whitney Bldg., Detroit, Michigan. 664 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 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. Wanted—A registered pharmacist at Neumeister’s Drug Store, Muskegon, Michigan. Give references and years of experience. 760 Wanted—-Young married man with ex- perience in shoe business to take charge of stock in small town Central Michigan. References required. Address No. 842, eare Tradesman. 842 POSITION WANTED. Demonstrating Salesman—Tea, tobacco, or food products, specialty ad- vertising or distributing, open for posi- tion. Address No. 853, care Tradesman. ro oOo REYNOLDS ESTABLISHED 1868 Or R? FIRE UNDERWIRE SHINGLES Reduces Fire Insurance Rates Will Not Ignite from Flying Sparks or Brands Sold by All Lumber Dealers coffee, H. M. Reynolds Asphalt Shingle Co. “Originators of the Asphalt Shingle” Grand Rapids, Mich. Don’t Forget your old ones. That we can equip your Store or Office in “New or Used” but Up-to-date FIXTURES of any descrip- tion and for every kind of business, saving you money, and will make you a liberal allowance for No. 7 Ionia Ave. N. Grand Rapids Store Fixtures Co. Grand Rapids, Michigan BANKRUPTCY MATTERS. Proceedings in the Western District of Michigan. Grand Rapids. Jan. 31—In the matter of Henry Van Dommelen, bankrupt, Hol- land, a special meeting of creditors was held this date. The first report and ac- count of the trustee, showing total re- ceipts of $718.31, disbursements of $110.15, and a balance on hand of $608.16 was considered, and the same appearing proper for allowance and there being no objection thereto, was approved and al- lowed. A first dividend of 10 per cent. was declared and ordered paid. The trustee reported settlement of suit against Nellie Van Dommelen, wherein the trustee sought to recover one certain automobile for the sum of $250 in cash and quit claim of the said Nellie Van Dommelen to all real estate held by the bankrupt. _ Feb. 7—In the matter of Ray R. Huns- berger, bankrupt, Grand Rapids, the first meeting of creditors was held this date. Claims were allowed. It appeared from the examination of the bankrupt and from his schedules that there were no assets not claimed as exempt and it was accordingly ordered that no trustee be appointed. The estate will pay no divi- dends and will be closed at the expira- tion of twenty days. Feb. 8—In the matter of the Matrix Service Co., bankrupt, a special meeting of creditors was held this date. Claims were allowed. The first report of the trustee, showing total receipts of $2,358- -72, disbursements for preferred claims and administration expenses, including amounts paid for storage of the assets, $179.42, and a balance on hand of $2,179.30, was considered, and the same appearing proper for allowance and there being no objection thereto was approved and allowed. A first dividend of 20 per cent. was declared and _ ordered paid. This estate will pay a further dividend of about 25 per cent. In the matter of Valley City Candy Co., the final order for distribution was en- tered this date. The supplemental final report of the trustee, showing total re- ceipts of $615.31, disbursements of $10 and a balance on hand of $605.31, and addition of interest item of $10.31 and item for sale of accounts receivable of $5, or a total balance on hand of $620.62, was considered, and the same appearing proper for allowance and there being no objection thereto was approved and al- lowed. There are not sufficient assets in the estate to pay the administration ex- penses and the preferred claims of the trustee under trust mortgage in full. No dividend will be declared for the gen- eral creditors. Feb. 10—In the matter of the Roi-All Fluid Co., bankrupt, Grand Rapids, the first meeting of creditors was held this date Claims were allowed. Kirk E. Wicks, receiver, filed report, showing his acts and doings as such receiver: also s»owing offer for the assets in the sum of $1,600 from Frederick W. Powers, Grand Rapids. Receiver’s report was ap- proved and the receiver discharged. By the vote of creditors, George B. King- ston. Grand Rapids, elected trustee and his bond fixed at $2,000. Written ap- pointment was filed. The officers of the bankrupt were sworn and examined and the meeting adjourned. Feb. 11—In the matter of J. Roch Mag- nan, bankrupt, Manistee, the first meet- ing of creditors was held this date. Claims were allowed. Kirk E. Wicks. receiver, made a report and was dis- charged. Gus Pirsig, Manistee, was elect- ed trustee. The assets are small and the dividend, if any, will be a small one. Feb. 14—In the matter of Frank R. Miles, bankrupt, Grand Rapids, the first meeting of creditors was held this date. Claims were allowed. It appeared from the examination of the bankrupt that the estate contained no assets and it was ac- cordingly ordered that no trustee be ap- pointed. The estate will pay no divi- dends and will be closed at the expira- tion of twenty days. In the matter of the Roi-All Fluid Co.. bankrupt, a special hearing was this day held on the offer of Frederick W. Power in the sum of $1,600 for all the assets of this estate. Several additional offers were made, the largest of which was from Hugh E. Wilson, Grand Rapids, in the sum of $1,850 and the trustee was directed to sell such assets to said Hugh FE. Wilson for the sum offered. The trustee was ordered to file his first report and account and a first dividend will be paid shortly. Feb. 15—In the matter of T. M. Dit- man Co., formerly operating the Celrite Stores at Grand Rapids, the first meeting of creditors is being held this date. Mat- ter of election of trustee held open. In the matter of George W. Roup, bankrupt, Mill Creek, the trustee has filed first report and account, showing total receipts of $451, disbursements of $180.66 and a balance on hand of $270.34. A special meeting of creditors will be called and a first dividend paid. In the matter of Lours Goldman, bank- rupt, Cadillac, a special meeting of creditors for the examination of the bankrupt and other witnesses will be held Feb. 17. The trustee has filed his first report and account, which: shows total receipts to date of $9,002.24; dis- MICHIGAN TRADESMAN bursements of $400.85, and a balance on hand of $8,601.39. A first dividend will be declared and ordered paid in this mat- er. St. Joseph. St. Joseph, Feb. 1—In the matter of Bert Reuben, bankrupt, Paw Paw, an order was made calling the first meeting of creditors at Paw Paw on Feb. 16, for the purpose of proving claims, the elec- tion of a trustee, the examination of the bankrupt and _ the transaction of such other business as may properly come be- fore the meeting. Feb. 3—In the matter of John H. Udbye, bankrupt, Benton Harbor, the first meeting of creditors was held at St. Joseph and William H. Poundstone, o. Benton Harbor, was elected trustee, his bond being fixed at $500. Loomis K, Preston, Edward Gast and Charles Schafer, of St. Joseph, were appointed appraisers. The bankrupt was sworn and examined by the referee and the meeting adjourned for two weeks. Feb. 5—In the matter of Spencer & Barnes Co., bankrupt, Benton Harbor, the adjourned first meeting of creditors was held at St. Joseph and claims were allowed to the amount of $5,000. The trustee’s objections to the allowance of the claim of William G. Newland as a preferred claim of $28,509 were heard by the referee and the meeting adjourned for ten days. Feb. 7—In the matter of the McMahon- Wicks Coal Co., bankrupt, the final meet- ing of creditors was adjourned until Feb. 14 for the purpose of hearing objec- tions to certain claims. Feb. 8—In the matter of Ralph J. Barnes, bankrupt, Otsego, the final meet- ing of creditors was held at the referee’s office and the trustee’s final report and account, showing total receipts of $574.21, was approved and allowed. A dividend of 2% per cent. was declared and ordered paid to all creditors. The final order of distribution was made and the final divi- dend list of creditors filed. The trustee was authorized not to interpose objec- tions to the discharge of the bankrupt. Creditors having been directed to show cause why a certificate recommending the bankrupt’s discharge shovid not be made and no cause having been shown, it was determined that such favorable cer- lificate be made. The meeting was ad. journed without day. Feb. 10—In the matter of the Svencer & Barnes Co., bankrupt. Benton Harbor, on the trustee’s objection to the allow- ance of the claim of William G. Newland as_a preferred claim for the sum of $28,509, the referee filed an opinion sus- taining the trustee’s objections and re- duced the claim to $13,809.56 and allowed the claim as a prior claim in the dis- tribution of the assets. If the opinion of the referee is sustained by the District Judge, there will be over $15,000 to de- clare dividends upon to the unsecured creditors. Feb. 11—In the matter of George De- Kam, bankrupt, Kalamazoo, the first meeting was held at the latter place and the bankrupt examined, whereupon the meeting was further adjourned for the purpose of presenting the bankrupt’s of- fer of composition. Feb. 12—In the matter of Harriet Run- yan and Grace L. Finch, and Runyan & Finch, a co-partnership. bankrupt, Do- wagiac, the trustee filed his supplemental final report showing all disbursements, whereupon an order was made closing the estate, discharging the trustee and recommending the discharge of the bank- rupts. The record and files were re- turned to the clerk of the court. In the matter of William J. Smith, Jay V. Smith, New York Racket Store and William Smith & Sons. a co-nvartnership, bankrupt, Dowagiac, the trustee filed his supplemental final report showing no assets found and that there were no funds in the estate, with request for dis- charge, whereupon an order was made by the referee closing the estate and dis- charging the trustee and cancelling his bond. The record book and files were returned to the clerk’s office. ——_o--->—__ Although the price of castor oil has gone up, President Wilson’s office staff ought to be well supplied with the stuff, When the President and his party were in Illinois a stenographer made a re- quest for castor oil, as he wanted to oil his typewriter. There was none on board the train, so the Pullman con- ductor wired ahead. At the next stop a bottle of castor oil was at hand. Each time the train slowed down a bottle of castor oil was put aboard, for the message had been sent to every station. There was enough castor oil for man and typewriter, and still the oil came until word was sent that no more was needed. —_++—___ If you never begin a task you'll never finish it. News From the Celery City. Kalamazoo, Feb. 15—The regular meeting of Kalamazoo Council, No. 156, was held at the hall Saturday evening, Feb. 12. A large attendance was present to help initiate four candi- dates who appeared on the scene. After the initiation, the evening was turned over to the families of the members. Each lady had packed a box luncheon for two. These were checked in at the door and each lady given a number card corresponding to her box. During the dancing, the committee allowed the men to draw duplicate cards and secure their luncheon. The largest number of people that we have ever had on the floor at any one time attested to the fact that our little informal parties are the best thing ever started by the Council. The ladies are very insis- tent that we should have a special dancing party some time early in March, this party to be given on a separate evening from our regular meeting night. The March meeting comes on the 11th of the month and will be the annual meeting with election of of- ficers. There are a large number of candidates to be initiated and the officers are planning to hold an early meeting for the initiations to be fol- lowed by the election. N. De Young is confined to his home 711 Stuart avenue with a sprain- ed ankle. The members who are holding ap- plications or have traveling men lined up for membership will confer a favor on the Senior Counselor if they will place these applications in the hands of the Secretary at the earliest pos- sible time. Some of these applications might have to be referred to Colum- bus before action can be taken and this will prevent a possible delay at initiation. If the members will place with the Secretary the names of all traveling men of the citv, whether members of outside councils or not members of the order at all, we will be able to complete the list which we are try- ing to compile of all the resident trav- eling men of Kalamazoo. Several of these men are waiting to be asked to join our Council. By helping us to get their names, it will be a rare thing to find one who has never had this matter presented to him. Sunday morning the Secretary re- ceived a request for information by telephone and the application is in the mail at the present time. Four other application requests have just been received. Give us a good bunch of them and we will see that they re- ceive their policies at the earliest date possible. R. S. Hopkins. —_22>—__ Mr. Workman Endorsed for State Secretary. Grand Rapids, Feb. 15—At the last meeting of the Grand Rapids Retail Grocers and Meat Dealers’ Protective Association, the following resolution was unanimously adopted. : Resolved—That the Grand Rapids Retail Grocers and Meat Dealers’ Protective Association, becatse of their firm belief and confidence placed in their present Secretary as to-his ability to successfully handle the office of State Secretary, being an experi- enced ex-grocer, and having had many years of practical experience in as- sociation work; and because of the fact that his record and work as Sec- retary of our Association has been be- yond any criticism whatever, and in face of many difficulties he has more than doubled the membership of our Association and has placed our As- sociation on a higher standard than has ever before been experienced by the members, and under his direction is Operating the most successful credit and adjustment bureau in the city of Grand Rapids. Therefore, we, the members of the Grand_ Rapids Retail Grocers and Meat Dealers’ Protective Association, do hereby endorse and recommend as February 16, 1916 a candidate for State Secretary of the Retail Grocers and General Mer- chants’ Association of Michigan, the name of William P. Workman, to which we hereby authorize the signa- ture of our President and Executive Committee: : : J. Frank Gaskill, President. L. Jno, Witters, W. A. Wood, Peter D. Mohrhardt, L. O. Barber, ‘John Frick, Fred W. Fuller, Executive Committee. ——_-2.-2—___ Detroit Detonations by Proxy. Grand Rapids, Feb. 15—Owing to the misfortune of our faithful Detroit reporter having company last Sunday, it was impossible for him to send in his regular Detroit Detonations and owing to the fact that Grand Rapids this week is favored with the Mich- igan Retail Hardware Association convention the hotels seem to be packed with officers and members of Cadillac Council, No. 143, of Detroit. O. E, Jennings, who represents the Michigan Stove Co., is trying to make the dealer think his stove is the only stove and from all reports I guess he is succeeding. H. B. Jickling, Secretary and Treas- urer of Cadillac Council and also rep- resentative of Geo. H. Worthington & Co., of Cleveland, is making friends wherever he goes. T. F. Burton, who represents the Lisk-Wire, usually is down on the Programme for a speech, but this year he has been taking so many orders he didn’t have time to prepare one. Elmer S. Cheney, one of the live members of Cadillac Council, and who makes a living by selling belting for the Jewell Belting Co., arrived in town filled full of ginger, as he came direct here from his factory, at Hart- ford Conn., to attend this convention. W. E. Bassett, member of Bay Council No. 51, represents the W. Bingham Co., Cleveland, Ohio. Frank D. Ferris and the scribe not being members of the Michigan Retail Hardware Association were delegated on the reception committee and from all reports, doing nicely, even though 1| say it myseit. A. W. Wood. —_2~--___ College towns that have theaters often have disturbances, due to the exuberance of the youths. Ithaca is a college town, as everybody knows, and the manager of a theater thére has been compelled to close the gallery of his playhouse because a limited number of young men are noisy. Others who pat- ronize the gallery because they can not afford to pay more are unable to enjoy performances because of the rowdies who insult and inconvenience the quiet ones. Not all of the rowdies are stud- ents, but some of them are. Arrests of the disturbers, instead of the closing of the gallery, would cause no hardship to the general public, and make the guilty ones and not the innocent suffer. ee Dr. S. Watley has engaged in the drug business at Lansing. The Hazeltine & Perkins Drug Co. furnished the stock fixtures and soda fountain. BUSINESS CHANCEs. Is any merchant looking for an estab- lished up-to-date dry-goods store? Good cash results shown. Will sell at right price. Investigate. Address No. 860, care Tradesman. 860 Wanted—General merchandise in ex- change for fine improved Central Illinois farm, 250 acres. Want stock about $18,000. Address Box 9, Greenup, ae 8 Hardware Stock For Sale—Good oppor- tunity to buy a first-class hardware stock which inventories (stock and fix- tures) about $15,000. Stock located in a city of 5,000.. 8. M. J., care Michigan Tradesman. 862 “The Cereal Wonder” that breaks all cereal precedents, that astonishes the oldest inhabitant by showing an unbroken record of increasing sales from year to year— Shredded Wheat d 2 4 jg the counter. , 2 , § That's because it is made right, is sold right and e = : : : represents the best process ever discovered for : KG BAKING Pi OWDER . making the whole wheat grain digestible in the y human stomach. The best at any price. = a = The Biscuit is packed in odorless spruce wood Se au 3 cases which may be easily sold for 10 or 15 cents, thereby adding to the grocer’s profits. Free from adulteration. It will pay you to push K C Made only by The Shredded Wheat Company Niagara Falls, N. Y. Jaques Mfg. Co., Chicago I Sell Sugar in Packages Every minute of measuring, weighing and tying a sack of bulk sugar is a dead loss of time and niaterials. Sell Domino Cane Sugars in packages. They are easy and convenient to handle, save waste and assure cleanliness both for you and consumers. : Domino Tablet Sugar, full-size pieces, in 2 and 5-pound packages, half-size pieces in 2-pound and 10c packages. Domino Granulated Sugar in 2 and 5-pound packages. Domino Powdered Sugar and Domino Confectioners Sugar in 1 pound packages, 24 to container. Whatever you need in sugar can be bought from us. American SugarRefining Company New York The Most Complete Line of Sugar in the World New York or Chicago Has Nothing Like This! It stands to reason that the only place for a mineral bath house is where the mineral water IS. Nature has all to say about that proposition. Right here in Detroit—on property owned by J.R. Hayes, adjoining his Wayne Hotel—was discovered the most wonderful Mineral Water in America! Yes, sir, the most wonderful Mineral Water in America! Surprised? So were hundreds of other men who thought Detroit couldn’t have a REAL Mineral Bath House just because there never was such a place before. In less than a year the Wayne Mineral Baths have gained a national reputation. Patrons come here from the remotest parts of the country and from the big cities, New York, Philadelphia, Pittsburg, Chi- cago, Cleveland, St. Louis, Amazing cures have been effected. Cases of rheumatism, neurities- gout, neuralgia, general debility, eczema, scrofula and other forms of blood and skin diseases invariably respond to the extra- ordinary curative powers of Wayne Sulpho-Saline Baths. More convincing than all the analytical tests that can be made the actual results that these Baths produce. Nearly every doctor in De- troit can confidently recom- mend Wayne Mineral Bath to their patente Third and Jefferson Avenues requiring hydro-ther- Adjoining Wayne Hotel apeutic treatment. J. R. HAYES, Proprietor Mineral Bath House. This estab- lishment,com- pleted at a cost of over $100,000, is a model of venti- lation, sanitation and equipment. It is luxurious to the last degree, In all Ameri- ca there is not an establish- ment where Medicinal and Hygienic Baths or Scientific Massage can be taken under more pleasing condi- tions. Every attendant is an expert—satis- factory service to patrons is our first rule. The manager was connected for many years with the Battle Creek Sanitarium. Automobile men and business men in general are invited to call and see for themselves the fine facilities pro- vided for them by the Wayne Open All Night