¢ ae ; GLX YD Ee 2 es 7 Sny) ©) J DZ ¥ ) 4 p Ve 0) >) 3) c OT ) i BS [RA J x) A) @ 2) Sy-¥ Be by IRVINE FEES Rae Oe: 7 ON Rh A eC ; Kef RXY | =H i < gi iE sn % Ga iB y IS a ee: SE 2 (co a) ; \ xs Ve oY; : ; - 2 yg p sy LN Ae | MA /. (Y wi Fy ed vit CEE ULE NIVELY. @ ( STE =: \@ NC COE UE I , Cael weer : SX Nel ANARN@O Uy YD y g NA ae SL PUBLISHED WEEKLY % 75 NCS TRADESMAN COMPANY, PUBLISHERS Y Ty: en vy ) PS TF aS ES SI UES DOOR SS OO 753 a IES: pess4 (OS a A iN eA SENT S \y Vis rw (OS. eNO RG % uv Cc (A 4 (7) NN Thirty-Third Year GRAND RAPIDS, WEDNESDAY, MARCH 1, 1916 Number 1693 Will You Stand for Such Methods? Do you really want to do six months’ flour business in three days? And then do nothing in flour for five months and twenty-seven days. Do you want to sacrifice more than half your profits on flour by forcing sales at bankrupt prices? Would you rather sell a six months’ supply of flour from the car door in three days at starvation figures than to sell approximately the same quantity during a period of six months in the usual way at a legitimate, living profit? Do you want to assist any milling company, or any other concern, to secure a complete list of names and addresses of your customers so they can sell direct to your trade if you do not happen to feel like doing business their way? Do you want to eliminate the retail merchant of Michigan from the flour industry by doing something that will ultimately force every milling concern in Michigan to quote jobbers’ prices direct to consumers? Do you want to encourage the mail-order-direct-to-consumer idea? We believe you will say NO most emphatically. There is already altogether too much actual cash leaving your town, your township, your county, your State and ours, to help swell the purses of those far away and not interested in Michigan, Michigan business men, Michigan farmers or Michigan people except for what they can get out of them. ‘ LILY WHITE ‘‘The Flour the Best Cooks Use’’ has always been offered to the public through legitimate trade channels. Every dealer in any town has always had the opportunity to secure a legitimate living profit from the sale of Lily White flour in his town. Consumers buying Lily White flour have paid only a reasonable price for it and obtained In exchange for their money the very best flour that could be produced. We believe you are anxious to continue this method of distribution and this policy of doing business. But if vou find it absolutely necessary to do something out of the ordfnary to protect your flour trade from the ravages of illogical, illegitimate, unbusinesslike and unprofitable distribution methods we will stand back of you from start to finish. We will co-operate with every merchant, not one or two, in every town to the fullest possible extent in their endeavor to maintain sound business policies and proper methods of distribution. MICHIGAN MERCHANTS! There is no better flour made under the shining stars than Lily White, ‘‘the flour the best cooks use.’’ It meets every requirement of domestic use—home baking—in the most pleasing and satisfactory manner. Furthermore, Lily White fiour is made in Michigan, with Michigan money, by Michigan men, principally from Michigan wheat, grown by Michigan farmers, handled by Michigan grain dealers, transported by Michigan railroads, advertised in Michigan newspapers by a Michigan company. It will pay you, we believe, to push a flour with which Michigan is so closely associated, whose quality is so good and which is marketed and dis- tributed in a legitimate way at a legitimate margin of profit for all concerned. Write us at once if you are brought face to face with extraordinary or unbusinesslike distribution methods. We believe we can help you meet them SUCCESSFULLY, PROFITABLY. Valley City Milling Company Grand Rapids, Michigan “A Smile Follows the Spoon When It’s Piper’s”’ ° 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, Michigan _~. LIS > RESCENT FLOUR “Mothers Del wgsht” “Makes Bread White and Faces Bright’ VOIGT MILLING CO., GRAND RAPIDS, MICH. Eat Plenty of Bread It’s Good for You The Best Bread is made with Fleischmann’s Yeast “‘The End of Fire Waste’’ COMPLETE APPROVED ql F Automatic Sprinkler Systems Installed by Phoenix Sprinkler & Heating Co. Grand Rapids, Mich. Detroit, Mich. 115 Campau Ave. 909 Hammond Bldg. Estimates Free Pere Marquette Railroad Co. DUDLEY E. WATERS, PAUL H. KING, Receivers FACTORY SITES AND Locations for Industrial Enterprises in Michigan The Pere Marquette Railroad runs through a territory peculiarly adapted by Accessibility excellent Shipping Facilities. Healthful Climate and Good Conditions for Home Life, for the LOCATION OF INDUSTRIAL ENTERPRISES. First-class Factory Sites may be had at reasonable prices. Coal in the Saginaw Valley and Electrical Development in several parts of the State insure Cheap Power. Our Industrial Department invites correspondence with manufacturers and others seeking locations All in- quiries will receive painstaking and prompt attention and will be treated as confidential. Address GEORGE C. CONN, Freight Traffic Manager, Detroit, Michigan CHEESE We have a fair supply of : special makes The last season was particularly favorable for the making of good cheese We have the famous Herkimer Co. New York Cheese in the yellow and white September make. They are tasty and just right cut. Cost a little more, but worth it. JUDSON GROCER CO. The Pure Foods House GRAND RAPIDS, MICHIGAN pone FIVE Cai Ram Sy! LT & ARR KK KY} RS BUFFALO, January 3, 1916. DEAL NO. 1601. NEW DEAL OHOW Boy Washing Powder 245 MORE PROFIT FAMILY SIZE Ask Your Jobber’s Salesman Lautz Bros. & Co. RSD peor anl Sid hs a) ke ADESMAN Thirty-Third Year SPECIAL FEATURES. ge Well Spent Life. Men of Mark. News of the Business World. Grocery and Produce Market. Upper Peninsula. Editorial. Financial. Paving Blocks. Dry Goods. The Meat Market. Eighteenth Meeting Retail Grocers. Hardware. Representative Retailers. Woman’s World. Butter, Eggs and Provisions. Figuring Profits. Shoes. Power of Suggestion. Automobiles and Accessories. The Commercial Traveler. Drugs. Drug Price Current. Grocery Price Current. Special Price Current. Business Wants. PUTTING UP THE PACKAGE. Putting up the package in such a way as to ensure safe delivery is an essential element in salesmanship. Not long ago a young girl entered a lead- ing grocery in an up-to-date town and bought some lettuce. It was of the most crisp, tender quality imag- inable, a grade on which the firm was making special rates on that day; and because it looked so tempting, a pur- chase had been made. It was wrap- ped in a small paper holder, with the tops of the leaves entirely unpro- tected, although the mercury on that particular morning was several de- grees below zero. The girl was evidently unaccustom- ed to buying the tender hot house products and accepted the package without criticism; in fact, she was as thoughtless as the clerk of the dire consequence about to follow. But the proprietor chanced to note the situation. ‘Here, girl;”’ he said; “How far are you going?” “Out of town,” was the reply. And then the clerk was summoned rather sharply to supply the necessary protection to the tender leaves for such an ordeal. We have seen granulated sugar sold in such fragile paper sacks that a per- foration was bound to occur before the package could reach its destina- tion, no matter how carefully it was carried. And you all know what even a small hole will do in such a case. In your own delivery wagon, with the goods put in place at your door, this frail protection may prove suf- ficient. But where people live out of town and carry their own packages— with usually several to care for—they learn to despise the slimsy coverings which are bound to give them trouble. If you would hold your trade, think in advance for these people and apply the golden rule in putting up pack- ages. It may cost you a little time or trouble, but it will pay in the end. GET AT THE ROOT. No matter how careful you may be, there will occasionally be complaints about goods; and upon your adjust- GRAND RAPIDS, WEDNESDAY, MARCH 1, 1916 ment of these may depend largely your reputation in the community. There are those who become enraged when some one suggests that there was a flaw in an article sold. They refuse to listen to explanations and equally refuse to make amends. If both sides would only agree to meet each other half way, an amicable settlement might usually be made. We recall the complaints of a score or more of girls who worked in a manufacturing plant together and who had purchased rubbers at the same place. The goods proved worthless in their estimation, literally going to pieces in a very short time. They were sold as first-grade rubbers and, naturally, there was wrath over the matter, and a lot of it. One by one, by twos or threes or larger groups, they appeared before the man who had sold the and rehearsed their wrongs. He was puzzled, un- able to account for the trouble, but being thorough in his methods, he determined to locate the source of it. He found that they had not been subjected to undue heat or cold and that the floors of their factory were not oiled. Matters looked as if he had been duped as well as the girls. And so, the first time the rubber goods salesman appeared after the complaints, he stated the case to him. The commercial man _ investi- gated along the same lines he had followed, with no better success. But he went a little further—far enough to discover that the cloak room in which those rubbers were kept through the day had an oiled floor! And so, when complaints come which you do not understand, hunt out the source of the trouble: or failing in this, appeal to the next higher au- thority: locate the skeleton if you do have to go into the closet after it. eoods The name “Vienna bread,’ which the Federation of Italian Bakers has decided to rechristen after Trieste, is said to have come about in romantic fashion. During one of the sieges of Vienna by the Turks a baker work- ing at night near the walls was struck by the vibration of a toy drum which his little boy had left on the floor. He concluded that this was caused by the enemy’s picks undermining the wall. He gave the aiarm, saved the city, and in reward was granted the sole privilege of baking the Vienna roll with a twist on the top. An Ohio hen recently hatched ten chicks from nine eggs. She doesn’t be- long to the poultry union. The one absolutely certain thing in life is its uncertainty. Children who have measles are bound to be rash. AMERICA FOR AMERICANS. In Texas) Arkansas, North Caro- lina and perhaps some other states a movement has been inaugurated which for want of a better name is called promoting ‘a year.” live at home Circumstances have been such that Americans have been obliged to adopt that policy from force rather than from choice. One of the hard- ships which the war has brought to Burope is that if has cut off the American tourist which in many lo- the most profitable crop and the source of the largest income. In the summer time hundreds of thou- sands passed their vacation there and there are tens of thousands more who spent all or a part of their winters in Italy or Egypt, attracted by the climatic conditions and the sights to be There has been no tourist trade of this sort since the war com- menced and it is exceedingly doubt- ful if the year 1916 will see any. The belligerents are keeping stubbornly and persistently at it and, apparently, calities is seen. there are few, if any, places on the other side of the sea where an Ameri- can feel himself thoroughly safe. The people of the United States who can afford it have acquired the travel habit and are fond of going about from place to place, which means profit for the entertainers and pleasure for the entertained. The European war is presumably the prin- cipal reason why the Panama Exposi- tion at San Francisco able to its ‘books with a balance on the right side. Other summer and winter resorts in this country have would was close gained in patronage accordingly, and for the same reason. There has been advantage in this because it has com- pelled Americans to see and know more about their own country, which be preliminary to around very much The live-at-home movement, however, involves more than merely travel. It the of inducing farmers and manufactur- ers to diversify their interests and their industries in such a way as to enable each state to keep larger sums of money in circulation within its own boundaries. It is claimed that Texas, for instance, sends out of the State over $300,000,000 a year for food and other things which could be produced within its own territorial limits. Di- versified farming is urged so that if by rights should their looking abroad. includes proposition it were necessary Texans could sup- port themselves without buying much outside and, the local working capital would be thereby increased. Atten- tion is being paid to this subject in other states and it is being consid- erably discussed in the newspapers There are obvious advantages in it Number 1693 for the localities concerned, and if it is good for one state, it is good for all of them. BUYING AS A BUSINESS. Of course you know it is a business. You Otherwise, either the selling or the profits would be poor. look casefully at your end. But have you ever stopped to look at it the It has been irom housewife’s view point? sagely declared that the housewife’s the earth. business is about most You clare this none of your business. the worst of it is, it is! waste in the kitchen might just poorly de- But conducted on may For every fakes a bit that as well so to you for and with 4 hundred or a thousand kitchens leak- necessary purchases; ing in various directions, the loss is material in a year. You can stop up some of the cracks by inducing the housewife to buy in bulk, on a larger scale; to apply busi- ness principles to her purchasing. When she calls for cocoa, suggest that she try the bulk material, which will ensure a larger quantity for the same And be sure at the that you are offering a good quality cost. same time of goods. The package goods have At certain seasons they not the the she their place. are almost indispensable, yet every woman would care to pay price for all the waxed papers, the only stopped to think of it that boxes, cost of packing—if she has them to pay for. If she is able, good; but if she must curtail in vari- ous purchases, help her to do it in the best way. Then there is the woman who buys her sugar in three two Or packages, her flour by the five pound pound package and other things at a cor- She not for respondingly diminutive rate. come every day or two, that charge handing out the homeopathic doses. Just call her attention to the fact that rolled oats she may realizing you must she cam save on fice or or a dozen other things which uses in quantity during the year by buying in quantity. The profit may not be quite so much to you on the but tt will help you in the end for she will the little indulge more in other things. ingredients thus purchased, see through economy and A train of thought isn’t much good to a man who is too lazy to generate steam for moving it in the right direction. The worst thing about the self- made man is that he usually looks upon the world as his doormat. Troubles and thunder clouds usual- ly seem black in the distance, grow lighter as they approach. but Is a waggin’ tongue a vehicle to speech? WELL SPENT LIFE. Death of Adrian Buys, the Pioneer Merchant. . Adrian Buys died at noon Monday at his home, 53 Packard avenue, fol- lowing an illness of less than two weeks from pneumonia. The funeral was held Wednesday afternoon in Third Reformed Holland church, Rev. James Wayer officiating, Rev. Nicholas Boer of Jamestown, delivered a funeral sermon in the Holland language. Burial was in Fulton street cemetery. : Adrian Buys was born in the village of Arnemuiden, Province of Zee- land, Holland, July 25, 1845. He at- tended school in his native village for seven years, from his 5th to his 12th year. The death of his father, when Adrian was 12 years old, put an end to his schooling. The family were poor and could not afford to pay the 12 cents a week school fee. the little grocery which was their only source of income yielding bare- ly sufficient to meet the actual nec- essities. On leaving school the boy was apprenticed to the wagonmakine business, and for two years worked as boys in this country seldom do, receiv- ing merely his board. In addition to his work in the shop he was expected to help with the housework, such as washing dishes, sweeping, assisting with the family washing, etc. He did duty as a nurse, too, the two younger children being frequently committed to his care. Taking the children in the baby carriage, he would frequent- ly go half a mile into the country, put the children down upon the grass, and proceed to have a good time with the “cowboy.” The third year he re- ceived the not very extravagant sal- ary of 50 cents a week, boarding him- self. Learning a trade in Holland is no holiday sport. Mr. Buys had not merely to learn how to make a wagon; he had to be able to “size up” a tree before it was cut down—that is, tell how much the tree would be worth to the purchaser, as all material was bought “standing.” Then he had to cut it down, saw it up into the vari- ous sizes and to the best advantage for the purpose for which it was to be used—the different parts of a wagon—and then make the wagon. For seven years the young man wrought at the trade, the last year receiving a salary of $58 and board, which was considered good pay. In 1866 he attained his majority and in the meantime had formed an attach- ment for Miss Janna Barendse, whose family were about leaving for Ameri- ca. Adrian naturally wanted to come, too, but he had no money. His pros- pective father-in-law kindly offered to advance him the money and he glad- ly accompanied the Barendse family arriving in American in the summer of 1867. On his arrival he went to work in a furniture repair shop where he remained but a short time. He then sought and obtained employ- ment in the factory of the Berkey & Gay Furniture Co., which then employed thirty men. His wages at first were $6 per week. Out of his first week’s pay he bought a pair of trousers for $1. His next undertak- ing was, to repay his prospective MICHIGAN TRADESMAN father-in-law the money expended in paying his yassage. When he had succeeded in saving up $5, he married his present wife, Miss Barsendse, giving the minister $2.50 and starting out on his career as a married man with the remaining $2.50. He erected a little log cabin on the back end of the lot on which his father-in-law lived and made all the furniture him- self. Later on he purchased a lot on Packard street and arranged to move his cabin to that location, He cut some trees in the woods where the Congress street school house now stands, constructed a bob sled and toted the cabin over to 53 Packard The Late Aagrian Buys. avenue, where he resided for more than forty-four years. The cabin, of course, later gave place to'’a more modern house. Inside of twelve months his wages were increased from $6 to $13.50 per week. He “kept his bench” in the Berkey & Gay factory for seven years, when he started in the grocery busi- ness, in a small way, at 704 East Ful- ton street, purchasing a small one- story frame building, 20x 30 feet, but renting the lot. Both building and stock cost him only $800. The busi- ness was fairly prosperous the first year, but it was during the “dark day” early in the ’70s, when times were hard and money scarce, and the sec- ond year nearly swamped him. It was at this time that “Comstock scrip,” was issued, by the use of which the late C. C. Comstock was enabled to keep his large force of men em- ployed until better times came. I+ was heavily discounted and could only be used at a loss. Many of Mr. Buys’ customers were paid in this scrip, which he could not use to meet his payments, and it looked for a time as though the savings of years were to be swept away, and he compelled to begin life over again. To save himself he decided to take a partner and finally induced Jacob Van Duinen to put $500 into the business. With this money the debts were paid and fresh start made, The firm of Buys & Van Duinen continued “at the old stand” for three years, when they purchased the Northwest corner of Holland and East Fulton streets, moving the building to that location. The size of the lot was 66x 150 feet and cost $150. Three years later they enlarged the building to 50x32 feet and added another story. To the gro- cery business they added flour and feed, and still later boots and shoes. In 1888 Mr. Buys revisited the land of his birth. He found his mother still in the little grocery store where he first saw the light of day, and which for so many years had been her only support. Mr. Buys also visited his brother-in-law, who was a ship-builder, and who from early boyhood had worked in the one yard, as did his father and his father’s father before him. As _illustratin.z the conservative character of the Dutch, it may be added that the ship- yard referred to has remained in the same family for 133 years and will probably continue in the same family to the end of time. Shortly after Mr. Buys returned from Holland another addition of 20x50 was added to their building and a stock of stoves and hardware added to their already ex- tensive business. A stock of furniture was subsequently added. The firm also owned a wood-yard. Twenty- eight years ago Mr. Van Duinen sold his interest in the business to his son, Jesse, who had been a clerk in the store from his 16th year, and whose reputation for uprightness and honorable dealing is fully equal to that of his partner, Mr. Buys. As showing the warm attachment which existed between the two partners, it may be stated in this connection that the death of Mr. Buys has brought Mr. Van Duinen near to the grave. Little hopes are entertained of his re- covery from the shock. Thirty-one years ago Mr. Buys erected a small building across the street from the main store, and put in a small stock of dry goods, placing his son Jacob in charge. Twenty-seven years ago the corner of Diamond and East Ful- ton streets was bought and the dry goods business moved to that loca- tion, and is now owned and conduct- ed by Jacob Buys, the oldest son, who claims to uphold the traditions of his beloved father. Mr. Buys was a charter member of the Third Reformed Holland church and was a deacon and treas- urer of the church for seventeen years. When it was decided to es- tablish the church, much of the money necessary to undertake the work was raised by Mr. Buys personally. He made most of the collections eve- nings, after he closed his store, and ~ in wet weather he was compelled to make his calls in rubber boots. In many cases he had to awaken the persons on whom he called for as- sistance. Later, on when the social side of life began to be developed, Mr. Buys was a prominent figure at all meetings of this character and frequently contributed to the pleasure of the events by reading poems of his own creation, written in the Hol- land language, and having a local color and personal bearing. March 1, 191¢ Mr. Buys was one of the founders of the Barnabas Society, an associa- tion of Holland workingmen, which is purely benevolent in its purpose and work. He was long a trustee and for many years its treasurer. Mr. Buys is survived by a wife and five children, as follows: Jacob, who continues the general store at 945-947 East Fulton street; John, who is a member of the firm of Kinsey & Buys; Jennie; Sabina, now Mrs, Dr. G. J. Stuart; James, who is associated with his brother, John, in the real estate business. Mr. Buys retired from active busi- ness four years ago, but inside of a week he found time hanging heavily on his hands and temporarily took the place of a clerk in the store who was taken ill. His work was so con- genial to him that he voluntarily re- mained in that position until Feb. 17, when he was taken suddenly ill at his post of duty with pleuro pneu- monia, from which he died ten days later. Mr. Buys was literally a king among Hollanders for many years. His word was law and gospel. Every new ar- rival from Holland sought Mr. Buys the first thing to ascertain where he could obtain a job, how he should dress, where he should live, what books he should purchase to acquire a knowledge of English, what church he should join and how he should vote. Mr. Buys’ store was for many years an intelligence office and bureau of information and hundreds of Hol- landers who are now well-to-do look back upon the initial instructions they received at the hands of Mr. Buys with pleasure and _ satisfaction. It was in many cases the turning points in their careers in the Land of Promise. Mr. Buys’ character for business probity and integrity was so firmly established and so well known that little remains to be said, but this much, at least, ought to be said—all his life he had a horror of debt. “Owe no man anything” was a vital prin- ciple of his career. Industry and economy in the conduct of his affairs. honesty and uprightness in his deal- ings with his customers, with a be- nevolent disposition, correctly discribe the nature of the man. More than this can hardly be said of any man. a Quotations on Local Stocks and Borids. Public Utilities. Bid Asked *Am. Light & Trac. Co., Com. 374 378 *Am. Light & Trac. Co., Pfd. 112 116 Am. Public Utilities, Com. 44 Am. Public Utilities, Prd. 74 76 *Comw’th Pr. Ry. & Lt., Com. 61 63 *Comw’th Pr. Ry. & Lt., Pfd. 84% 86% Pacific Gas & Elec., Com. 62 64 Tennessee Ry., Lt. & Pr., Com. 9% 11% Tennessee Ry., Lt. & Pr., Pfd. 48 47 United Light & Rys., Com. 49% 51% United Light & Rys., 1st Pfd: 74144 76% Comw’th 6% 5 year bond 0 Michigan Railway Notes 101 +102 Citizens Telephone 73 Michigan Sugar 100% 101% Holland St. Louis Sugar 9 914 Holland St. Louis Sugar, Pfd. 11% 12% United Light 1st and Ref. 5% bonds 87 89 Industrial and Bank Stocks. Dennis Canadian Co. 75 85 Furniture City Brewing Co. 40 50 Globe Knitting Works, Com. 139 145 Globe Knitting Works, Pfd. 98 100 G. R. Brewing Co. 80 95 Commercial Savings Bank 225 Fourth National Bank 225 G. R. National City Bank 165 170 G. R. Savings Bank 25 Kent State Bank 250 260 Old National Bank 195 203 Peoples Savings Bank $00 * Ex dividend. March 1, 1916, ils See ee eA NEE EN A TEN, i er te. March 1, 1916 MEN OF MARK. Wm. H. Rankin, President Mahin Advertising Co. Announcement is made of an im- portant change in the Mahin Adver- tising Co. John Lee Mahin, founder of the company, has sold his interests to William H. Rankin, and retires at once from the Presidency of the organization. Mr. Rankin, the new President of the company, has been Vice-President of it during the past seven years. He went to Chicago in 1907 to assume the Western management of the Street Railway Advertising Co. under Thomas Balmer, who is now in Eng- land. He has a wide reputation as an advertising man of progressive ideas and unusual experience. Before going to Chicago, Mr. Ran- mmm Wm. H. Rankin. kin had a thorough training, not only in newspaper, farm paper, magazine and street car advertising, but as a circulation manager of the Star League of Newspapers, advertising manager of a farm paper and as busi- ness manager of the Bobbs-Merrill magazines in Indianapolis. Mr. Rankin drove a grocery wagon for J. A. Sisloff & Sons, Fifteenth and Elm streets, New Albany, Ind., from 1896 to 1897, and his grocery experience in those days has had a lot to do with his subsequent success- ful handling of accounts like the N. K Fairbank Co., Welch’s Grape Juice, Snider Preserving Co., Carnation Milk, Haserot Canneries, Wisconsin Pea Canners, Log Cabin Syrup, Schultze Baking Co., Green & Green Crackers, etc. Mr. Rankin is known from Boston to San Francisco as a man of un- usual merchandizing and advertising ability and his success in the adve:- tising field has been continuous. Un- der his direction the Mahin Advertis- ing Co. will, undoubtedly, maintain its position as one of the most prom- inent and _ successful agencies in America. Associated with Mr. Rankin are Wilbur D. Nesbit, who will be Vice- President, and Herman A. Groth, who will continue in office as Secretary and Treasurer of the Mahin Adver- tising Co. Both gentlemen are well known in the advertising world and each has had .an extended and. suc- MICHIGAN TRADESMAN cessful experience in building up the company with which they will con- tinue to be identified. The Mahin organization will remain intact. No changes will be made in any of the various departments. In retiring from the Presidency of the Mahin Adver- tising Co., John Lee Mahin said con- cerning the men who are to succeed him in the management of it: “As I picked all these men for the work they are now doing, there can be no question of my sincerity when I say the customers of the Mahin Advertis- ing Co. cannot suffer by this change. As for myself, I shall be able to gratify a long-cherished desire to do business and live in New York City. On May 2 it is my intention to open an office there. In the meantime, I shall give to the Mahin Advertising Co. any service of which I am capable in furthering its interests.” Mr. Mahin stated that his remarks were to be regarded as indicative of the friendship existing between him and the men with whom he has been associated. 2s. Bankruptcy Matters in Southwestern Michigan. St. Joseph, Feb. 21—In the matter of John H. Udbye, bankrupt, Benton Har- bor, the adjourned first meeting of cred- itors was held at the referee’s office. An order was entered confirming the trus- tee’s report of sale of assets to Carlton & Walters, of St. Joseph, for $1,150. The trustee filed his report of exempted prop- erty recommending that the bankrupt be allowed the sum of $196 in lieu of his specific property exemptions. Unsecured claims to the amount of $546.48 were al- lowed and the meeting adjourned for three weeks, when a first dividend of 5 per cent. will be declared and the ad- ministration expenses ordered paid. Feb. 23—Irene M. German, engaged in the millinery business at South Haven, filed a voluntary petition and was ad- judged bankrupt and the matter referred to Referee Banyon, who was appointed receiver. The following are scheduled as creditors: Secured Creditors. Corl, Knott & Co., Grand Rapids $300.00 Jnsecured Creditors. Garton-Fischer-Wills Co., Detroit $150.00 Kimmel-Rogers Millinery Co., Grand RADIGS oe 159.84 Oneida Hosiery Co., Philadelphia 11.35 Morris Mann & Reilley, Chicago .. 81.35 S: PB. Nelson, Cincinnati .......... ‘ Kent State Bank, Grand Rapids 275.00 W. R. Fox,. Grand Rapids ........ 25.00 Citizens Bank of South Haven 275.00 Mrs. S. H. German, South Haven 100.00 C. H. Cunningham, South Haven 60.00 $1,145.80 Assets. : Stock in trade, fixtures, ete. ...... $476.72 In the matter of Bert Reuben. bank- rupt, Paw Paw, the inventory and report of appraisers was filed showing total assets of the appraised value of $1.718.78, whereupon an order was made by the referee directing the trustee to sell the entire assets of the bankrupt estate at public sale after ten days notice to cred- itors. Feb. 24—Based upon the petition of Fred PRODUCE. MARKET o e ’ yy We ooegt fy moc aves, lagiege Ty we (Itt KG i hes Hie S e ‘lg Review of the Grand Rapids Produce Market. Apples—Standard varieties, such as Baldwins, Greenings and Wagners command $3@8.50 per bbl.: Northern Spys, $4@5 per bbl. Bananas—Medium, $1.50; Jumbo, $1.75; Extra Jumbo, $2; Extreme Ex- tra Jumbo, $2.25. Beans—Michigan buyers are pay- ing $3.40 for pea and $4 for Red Kid- ney, hand picked basis. Beets—60c per bu. Butter—There is an active consump- tive demand for all grades. Receipts continue to be light and the market is firm at 1c per pound advance over |ast week. The quality arriving is good for the season. A continued good market is looked for for some time, but not much change in price. Local dealers quote fancy creamery at 33c in tubs and 34M%c in prints. Local dealers pay 24c for No. 1 and 1%c for packing stock. Cabbage—60c per bu. or $2 per bbl. Carrots—60c per bu. Celery—California, 75c¢ for Jumbo and 90c for Extra Jumbo; Florida, $2.50 per case of either 4 or 6 doz. Cocoanuts—$5 per sack containing 100. Cranberries—Late Howes are in steady demand at $9 per bbl. Cucumbers—$1.75 per dozen for Southern hot house. Eggs—Receipts of fresh are increas- ing as the season advances and the quality is very good. There is an active consumptive demand that is absorbing the receipts on arrival, and the market to-day is about the same as it was last week. Not much change is expected in the price in the near future. The price is about normal for the season. Local handlers pay 21@22c for fresh. Storage eggs are unchanged at 19c for case count and 17c for candled. Egg Plant—$2. per dozen. Fresh Pork—9%c for hogs up to 200 Ibs., larger hogs, 8c. Grapes—Spanish Malaga, $7.50@8 per keg of 40@45 Ibs. Grape Fruit—Florida is steady at $3@3.50 per box. Green Onions—Shalotts, 50c per doz. bunches. Honey—18c per lb. for white clover and 16c for dark. Lemons—California, $4 per box for choice, $4.25 for fancy. Lettuce—16c per lb. for hot house leaf, $2.50 per bu. for Southern head. Maple Sugar—16%c per Jb. for pure. Maple Syrup—$1 per gal. for pure Mushrooms—40@50c per Ib. Nuts—Almonds, 18c per Ib.; filberts, 15c per lb.; pecans, 15c per Ib.; wal- nuts, 16c for Grenoble, 161%4c for Cali- fornia; 15¢ for Naples; $2 per bu. for Shellbark hickory nuts and $1.75 for large. Onions—The market is weak at $2.50 per 100 lb. sack. The weakness is due to a slackening up in the de- mand. Oranges—California Navals, $2.50@ 3.50; Floridas, $2.50@2.75. The large sizes of California fruit are plentiful. Oysters—Standards, $1.35; Medium Selects, $1.50; Extra Selects, $1.75; New York Counts, $1.85; Shell Oys- ters, $7.50 per bbl. Parsnips—60c per bu. Peppers—Southern grown command $2.50 per 6 basket crate. Pop Corn—$1.75 per bu. for ear, 4l4c per Ib. for shelled. Potatoes—The market is about the same as a week ago. Country buyers are paying 60@N0c. Poultry—Receipts are very meager and local jobbers pay 16@17c for ship- ments of mixed fowls. .Turkeys are scarce at 22c, ducks at 16c and geese at 13c. Dressed fowls average 3c above these quotations. Radishes—25c for round hot house. Strawberries—35c per qt. for Flor- ida. Sweet Potatoes—$1.10 per hamper for kiln dried Jerseys; $3.50 per bbl. for kiln dried Illinois. Tomatoes—$4 for 6 basket crate, California stock. Turnips—60c per bu. Veal—Jobbers pay 12c for No. 1 and 10c for No. 2. —+~++____ The Grocery Market. Sugar—The market is unchanged in price from a week ago, but the situa- tion is very strong and a higher range of values is plainly discernable. Eastern refiners have been unable to accumulate supplies at consignment points, which explains the steady although quiet de- mand from the interior at the full 6'%4c basis. Usually such stocks aggregate 150,000 to 200,000 tons, so that the situation has adverse possibilities for the domestic trade. Moreover, the beet refined is not available to the customary extent, fully 75 per cent. of the crop it is estimated being already sold. This means that cane granulated will be called upon’to take consumption on a larger scale. The export business keeps refineries busy, although of course the proposed curtailment by the United Kingdom and France may cause a let-up later on in this direction. Refiners are still badly delayed in delivering sugar owing to various causes—the recent strikes, the congestion on the railroads and in the harbor, so that shipments are anywhere from one to three weeks in arrears. Tea—The market is quiet, but the tone is firm as a rule. The tendency of holders is to ask full prices on the statistical position of the com- modity. It is argued that while the country has supplies enough for the time being, distributers will be in the market before long to replenish the same and consequently there is no reason to make concessions. India- Ceylons are the feature, the arrivals being light and as a rule sold in ad- vance. Importers, in fact, have little difficulty in disposing of shipments by sample before they get here. Spot stocks are moderate and command high prices as compared with some time ago. The primary advices are stimulating, since shipping facilities are hard to obtain. Formosas are showing the sympathetic effect of the strength of India-Ceylons. They are now the cheapest black teas and find a better enquiry for blending pur- poses. Prices are showing a higher trend, importers asking 17 cents, pos- sibly being open tu a bid at lower figures. Coffee—The spot coffee market is quiet, with prices steady, the country pursuing a waiting attitude for the most part. The demand has been spotty, in fact, some jobbers report- ing a fair business, while others were dormant. Of course, Europe has been buying from time to time of late and this tends to offset selling for trade account. Some think that these pur- chases of futures, are, to a large extent, in anticipation of the eventual declaration of peace, when, according to the theory, the price of coffee should advance sharply. It can hardly be said, however, tbat the local traders are much impressed with this buying and stress is laid upon the large crop as warranting conserv- atism in commitments. There is also a feeling that the consumption in Europe is falling off owing to the growing economy in the belligerent as well as neutral countries. Milds are steady to firm and are unchanged for the week. Java continues scarce, firm and tending higher. Mocha is unchanged and quiet. Canned Fruits—Spot stocks attract- ed very little attention in any quar- ter. Buyers continue to purchase only in very small supplies to satisfy their immediate requirements. In spite of the lack of interest shown prices are generally held on a firm basis. Hawaiian pineapple are es- pecially firm, with stocks reported to be growing smaller. California 1915 crop fruits for future shipment are very scarce on the Coast and are being held with a very firm feeling at all times. Canned Vegetables—Spot tomatoes are again easier this week. After ral- lying to some extent from the decline that first sent the price downward, about ten days ago, quotations began to be shaded the middle of last week and at the close stocks are being offered rather freely at the inside quoted basis. While the individual stocks that are held by the packers at the low level are not large in any one case, the actual volume of stocks was fairly heavy. Future tomatoes, although not attracting interest that was shown at the beginning of last month, continue to find a moderate 5 demand and prices do not appear to be in the least affected by the easier tendency showing in the spot mar- ket. In fact, packers who have sold fairly heavy supplies for delivery from the 1916 pack are exhibiting a strong- er feeling in many quarters than has been shown at any time since prices were first announced for the coming month. The better quality grades of standard sweet peas continue to at- tract a slowly increasing interest and under the impetus of a slightly in- creased buying that is done by the local trade, prices are, in many quar- ters, tending toward a higher level. This is especially true of the smaller sized peas. On the ordinary grades of peas there continue to be a dull tendency dominating with very little buying being done. Stocks that are being offered at the inside quoted price are reported to show only fair quality, the peas being generally of uneven size and too firm to be class- ed as full standard supplies. Corn is very dull. Spot stocks appear to at- tract practically no attention and fu- ture stocks, influenced by the quiet feeling dominating in this market, has an even less demand. Canned Fish—Salmon is still selling rather actively at unchanged prices. Domestic sardines are held with a very strong feeling in all quarters. Stocks, both of domestic and foreign varieties are very scarce, the impor- ers reporting that the foreign sup- plies are practically exhausted. Furth- er advances are being freely talked of by the handlers of domestic stocks and a higher market appears to be expected shortly. Dried Fruits—Prunes are unchang- ed from last week, the situation being still somewhat easy in Eastern mar- kets. The coast is unchanged. Peach- es are still selling very low in spite of the efforts of holders to boost them. Apricots are unchanged and quiet. Raisins, currants and other dried fruits are unchanged for the week. Rice—New Orleans reports that trading in rough is quiet, with the mills taking the receipts. There was a better demand for cleaned, with Hondorus and Blue Rose having the call. There is a good export enquiry reported, with trouble in shipping still a factor. Cheese—The market is steady at unchanged prices, with a normal con- sumptive demand. Stocks are report- ed to be very light, owing to recent shipments abroad. The conditions are not likely to change in the near future. Provisions — Everything in the smoked meat line is steady at un- changed prices, with a moderate sea- sonable consumptive demand. Both pure and compound lard are dull, but firmly held at prices ranging the same as for the past week. Barreled pork, canned meats and dried beef are very slow sale, with a light consumptive demand. No change in price is ex- pected in the near future. Salt Fish—Norway mackerel is steady to firm. Some demand, ap- parently for Lenton purposes. Some holders are asking a small advance for the week. Cod, hake and haddock are unchanged and steady. UPPER PENINSULA. Recent News From the Cloveriand a & tp Uy) e+ th) oe ~ ~ oO «- mg & & ~ w ure, Soo its Dollar Day Wed- , Het and never berore was such rgains offered by the nts. 1o0u could get most any- rom an auto down. 5 ee tow aed ® fs hye moet t o * ed prop- 7 BO im Ow fone o s a Er oo "eM ADH mye byt et o - nD ee » i | an et fe) oc o m oS a. wm S © = Artn oO Cy o & » oe | . a ct to ros ry 8 ct 1a c o HH kp 5 giving the € past ten Oo ch ps mw - suo rors a “ nt or = oO Q +m nl ot 2, 3 aah A | o 4 Ne a a om QO 5 & o ou es o a ot o a. n ’ will go ba former owner. Chippewa county is to have a Visit- ing nurse, according to the report of Mrs. W. A. dell, Secretary of the Chippewa County Anti-Tuberculosis Society, which is the result of the successiul Red Cross stamp sale. Miss Mary Nelson, one of the best known and most popular of the visiting nurses in Michigan, will be here on March 16 for a three weeks’ stay. Bob Wynn, the Soo’s leading dare devil autoist, has made a new record by driving his Dodge car down the St. Mary’s river in a temperature of 10 to 18 below zero, his destination being Oak Ridge Park on Neebish Island. On his return trip he turned in at the Dunbar Agricultural Col- lege and took a number of the students out for a spin on the ice. Bob says the real automobile driver will never know the real pleasure of winter touring until he takes a long trip on the ice. 3ruce Walker, the well-known traveler for the Gamble-Robinson- Shaw Produce Co., was not able to attend the traveling men’s meeting Saturday evening, but when’ it was explained that the cause for his stay- a Oo MICHIGAN TRADESMAN mH af et e wt a6 i + +o be] gy oe é 4 ct m yet arie Civic and C 10n has issued a ha oe. pley, the lo 2Xious to secure a ople who would be ublicat 1e So r the s ar ed to from a cérn or factory ting making a on. The Soo is no the necessary ho interesting rate h an d the op- p itie at the present time are unusually good The business men are heartily in accord with the interesting factory movements and the Secretary would be pleased to mail a booklet to any one interested. The Sherman House. on Portage Avenue, which has been closed for the past few months, has been re-opened again by Matt Shea, who is aving the hotel thoroughly renovated. dec- orated and refurnished throughout and expects to be in readiness to re- ceive guests not later than March. Mr. Shea is well known and popular throughout Chippewa county, having lived here for over seventeen years, the greater portion of that time being devoted to the hotel business. The Sherman House has always been a popular hotel and the new manage- ment promises the best of service. St. Ignace sustained a big fire last week in the heart of the business district with a loss of about $50,000. However, St. Ignace business men are all optimists and are planning to rebuild the burned section with as lit- tle delay as possible. When rebuilt, it will be better than ever. We miss- ed the issue of the Enterprise last week, possibly on account of the fire. but this newsy paper is badly missed by the Sooites who get much valuable information therefrom. Mark Tymon, of the Tymon Lum- ber Co., has rebuilt his mill which was completely destroyed by fire last sum. mer, and expects to commence opera- tions in the near future. The new mill, when completed, will be one of the best mills in the city. Mr. Tymon purchased an entirely new outft in Co. branch, his future m G. Tapert. Soo —_——_—-—- Status of the Bean Market. a se ihe bean market. li commodities, has been less the past two or rain, and it is an which are already cor Europe. This, of course, railroads to seaports. like New York. and Newport : Pa ee impossibuity to get te 8 fi TTI po the beans grain Ss and itracted to go to leaves the elevators filled, with no market for the surplus, The price of beans is out a question, will be There is little or no high and, with- oversold. prospect for a higher price on beans until such time a Ss S we are able to ship them out of the State, and the railroads can provide adequate facilities for handling them. With the decline of 30c per bushel in the price of wheat, it is only to be expected that other food commodities will slide on the Same toboggan, for March but few beans left in Michigan, erally speaking, dealers are al! for a much higher level. There seems to be plenty of enquiry for beans from Europe, but the fre; es are now prohibitive, and t¢} no possibility of a time at least, even though ther. ue. OF our beans abroad until there is some rel; ar as boats to carry them are going ” ry cerned. A great deal of work is being done the Michigan Agricultural Colles: their field men to get better seed for the farmers, and also to have beans in Michigan planted early, th we may eliminate the Possibility of and al} other crop of poor beans on account of disease It has been said that all the beans seed right here at home if they were of good quality on account of the short acreage of wheat planted last fall. Th ground is available if we can get good seed, and we are hoping an increased acreage will be planted next season. Ernest L. Wellman. o>. The Furniture City Pearl Button Co. has been organized with an authorized capital stock of $10,000, of which amount $5,170 has been subscribed. $119.09 paid in in cash and $5,050.91 paid in in property. Announcement Our salesmen are now on the road with our 1916 sample line of WIN- TER GOODS. eee Square Blankets, Stable Blankets, Plush Robes, Fur Robes, Auto Robes, Steamer Shawls. See Mackinaw Coats, Sweater Coats, Cardigan Jackets, Fur Coats, Blan- ket-lined and Sheep-lined Coats. et Rain Coats and Khaki Clothing. ot 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 Established 1863 Pickerel, Perch, Pike Trout, White Fish BAY CITY, Ww FISHERIES, Send for Prices Bell Phone 1833 E CATCH OUR OWN FISH SAGINAW BAY AND LAKE HURON The Benson Fish Company HENRY A. BENSON, Manager | | | Wholesale | Mullets, Carp, Herring Bull Heads, Cat Fish Fresh, Salted, Frozen and Smoked Fish . MICHIGAN March 1, 1916 Sagacious Suggestions From Saginaw Salesmen. Saginaw, Feb. 28—Saginaw grocers who helped make the retail grocers’ convention at Battle Creek last week a success by their presence were: Charles Christensen, President of the local Association, William Lands- kroener, “Happy” Otto M. Rohde, Louie Schwemer, Dan ‘roy, 9 J, Younckers, F. W. Perry and L. Stierle. Just why there were so few attended we can not state, but if those absent only knew what they missed they would have a grouch on for a whole week. Just ask those who attended. C. E. Borland, Manager of the local branch of the National Gro- cer Co., and Mr. Brown, sales man- ager of Symons Brothers & Co., this city, attended the convention this week. We -cannot help making mention of one of the live wires at Battle Creek last week. The person was none other than Seymour Theodore Algernon Was Von Jasmund, the jovial representative of the Diamond Crystal Salt Co., St. Clair. No con- vention is complete without him. With such a name we wonder how he ever grew to be such a big man. Practically every branch of the National Grocer Co. was represented at the grocers’ convention last week. Boys, we appreciate your presence. Come again next year. Special mention must be made of Grant Conham, of the firm, of Con- ham & Sons, Port Huron, wholesale grocers. Grant did not arrive until late Thursday accompanied by Harry Bankston, grocer, also of Port Huron. However, I am sure he got about as much out of the convention as those who preceded him two days. As an orator few in his line are his equal. A word of praise is due the Battle Creek Grocers’ Association and the cereal food manufacturers for the ex- cellent way they handled the visiting MICHIGAN TRADESMAN delegates. Automobiles were furnish- éd by the Postum Cereal Co., which were used in meeting all incoming trains, special attention being shown the delegates who were accompanied by their wives. Ladies who contributed much to the success of the grocers’ meeting were Mrs. L. D. Hobbs and Mrs, Frank Weed. They were on the job every minute looking after the welfare of the visiting ladies. Both are wives of prominent Battle Creek grocers. William B. Mershon, Saginaw, was re-elected President of the Michigan Wild Life Conservation Association. Three hundred prominent business and professional men from Lansing, headed by the Reo factory band, came to Saginaw Thursday to attend the Wild Life show. One hundred and fifty of them were dressed to present some nation, some as bears, some as chickens others as tigers, etc. John Macklin, famous M. A. C. coach, was dressed as a giant woodsman. Each person carried a little wooden gun bearing the word Lansing on it. Truly it was Lansing Day in Saginaw. Everything the last week here was wild. One almost imagined himself living back in the timber times, but this week sees a radical change. The big show on now is of a more tame nature, although there may be just as much noise and howling. It is the Saginaw baby show being held at N. W. Tanner’s department store. Frank Keho, veteran West Side Saginaw groceryman, died very sud- denly at his home Saturday morning, after an illness of only one day. He had been in business here for the past forty-five years. Leo J. Duggan, member of the firm of John J. Duggan & Son, this city, died after an operation for appen- dicitis. E. F. Stiber, of the firm of Stiber & Mayer, Wadsworth street meat dealers, died at the women’s hospital Wednesday from appendicitis. He had been in the meat business here for the past thirty-two years. He was a prominent Elk. Last Monday Max _ Heavenrich, local clothing merchant, celebrated his thirty-eight anniversary, haviny started in business here Feb. 28, 1873. Mr. Heavenrich has done much to help make Saginaw a good town. He has erected several fine buildings, the latest being the new home of the Simons Auto Sales Co., corner Genes- see and James streets, which is con- sidered one of the finest automobile show rooms in the State. He has also done much toward educational work, being the founder of the scholarship system of the Saginaw high school. May he see many more years of prosperity. The following U. C. T. boys attend- ed a boosters meeting of the Flint Council Saturday night: Senior Counselor William B. McGregor, Junior Counselor William Moeller, George Pitts, Conductor Ed. Putman, Page Mike Conaton, Jr., and Past Senior Counselor H. D. Ranney. At this writing we are mighty glad to inform you that Ben Mercer is improving, although still confined to his bed. Don’t be surprised if you see my name published as a candidate for County Treasurer. Why not? It is easy money. Why sell Grape Nuts for a living when I might he able to pull down $10.000 or $15,000 in four years as Treasurer? Remember the ladies of the local U. € give a colonial party in Foresters’ hall next Saturday night. Be a booster and come. They need you and don’t forget, boys, that you need them. A most valuable asset to Saginaw Council. Until Then farewell, L. M. Steward. —_~++>___ When it comes to debt, most men are glad they are not in it. Live Notes From a Live Town. Owosso, Feb, 283—We notice in the Tradesman of Feb. 16 a poem en- titled “Where Michigan Begins,’ and those of us who have not traveled extensively think it is down in this little nook of our grand old State where Owosso is planted and that we are just about fortunate enough to be right on the ground floor front of the Tradesman poetical location where the bonds of home are a wee bit tighter, where friendship is a little truer and a man makes friends without half trying. To us, that spells Owosso. William W. the Lakeside biscuit salesman, has sold his farm near Elsie and moved to Owosso. Welcome to our city. Shake hands with W. S. Lamb, of the Aikman Baking’Co. and Fred Hanifan, of the National Biscuit ‘Co. This makes three cracker jacks of our own and also reminds us that we have heard somewhere that three of a kind beats —the band. Saturday evening, Feb. 12, was the regular meeting of Owosso Council, with two candidates for initiation, al- so an attendance of about fifty mem- bers. Later a chicken supper, follow- ed by impromtu remarks. G. A. Pitts, principal speaker, came up from Sag- inaw and separated himself from what we call down here a bang up good talk, after which all present added what he could of his own to the gen- eral fund of good fellowship. Even Fred Hanifan rubbed it into the Hon- est Groceryman to the satisfaction of himself and all present. At the close of the event it was voted to give a dinner and card party to the ladies on Feb. 26. This, no doubt, will bring C. V. Page, who has been ab- sent the last two meetings. J. H. Copas, who has been on the sick list for several months, is again out on his regular trips and is re- ceiving the glad hand of all his old customers. Honest Groceryman. Wool, Barney Langeler has worked in this institution continuously for over forty-five years. Barney says— In the old days we didn’t know about Powdered Sugar, but people now days want Powdered Sugar, and they don’t want it hard and lumpy. The great care we take in having the Quaker Powdered Sugar carefully looked after and super-dried before it is put into packages, is why it does not get HARD and LUMPY and must be the reason why we sell more of it every month. WoRDEN GRAND RAPIDS— KALAMAZOO THE PROMPT SHIPPERS ROCER ( OMPANY BiccanSaprswan (Unlike any other paper.) DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY, Grand Rapids, Mich. Subscription Price. One dollar per year, if paid strictly in advance; two dol if not paid in ad- vance. Five dollars for six years, payable in advance. Canadian subscriptions, $2.04 per year, payable invariably in advance. Sample copies 6 cents each. tra copies of current issues, 5 cents; issues a month or more old, 10 cents; issues & year or more eld, 25 cents. Entered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWB, Editor. March 1, 1916. oo WHEN THE WAR IS OVER. There are a great many questions, problems and possibilities of impor- tance and interest to this country arising out of the European war sit- uation, both present and future. One of them is that affecting immigration. As a rule, this is largely regulated by the prosperity or Jack of it on both sides. If the times are bad and work is scarce abroad and the reverse is true here, then the people are liable to come in large numbers. Since the beginning of the war immigration has fallen off at the port of New York from a million to 200,000. Foreigners living in this country in goodly num- bers have gone back to their old homes, and this, perhaps, is in part responsible for the fact that it is fre- quently stated there is a dearth of labor, especially of the unskilled sort, in this country. What the conditions will be when the war is over, and how it will affect the United States, can at best be but matters of conjecture, but it is an important question well worth considering in all its phases. In an interview the other day, F. C. Howe, United States Commission- er of Immigration, made some inter- esting comments along this line. He pointed out that there have been very few Belgians and French coming to this country, because there, to a large extent, the peasants own their homes. In Russia the reverse is true and as well in Austria-Hungary. Germany’s social organization is expected to keep its people at home when the war is finished. The Italian authori- ties are credited with wishing that the United States would establish a literacy test because that would prompt and almost compel a general educational movement in Italy which would be attended by valuable re- sults. The Italians who come to this country and save a little money go home to become influential men in their communities, and it is counted that their education helps as much in that respect as their money. When the war is over it is estimated that there are 500,000 of foreign extrac- tion in this country who will return to Europe to look after their relatives, and perhaps will wish to bring them back to improve their condition. Mr. Howe says that only 40 per cent. of the foreign born men in the United MICHIGAN TRADESMAN States have been naturalized. He ex- pects a great inrush of Jews, Poles, Italians and people from the Balkans into this country when the European war is finished. It has been frequent- ly suggested and is generally believed that unless European countries take steps to prevent their people from leaving, there will be a very general exodus to escape the taxation and the unfortunate conditions which will be the inevitable result of this lony drawn out and expensive contest. Americans will do well to study these conditions pretty caretully and be prepared as soon as possible to meet them. —_———— Particulars cabled from Berlin re- garding the new taxation meaasures of the German government show that the Imperial Secretary of the Treas- ury was a little premature in his state- ment to the Reichstag, last August, about the Government's decision “against the imposition of war taxes during the period of war.” Dr. Helf- ferich then explained that “we do not desire to increase by taxation the heavy burden imposed on our people, so long as it is not absolutely neces- sary.” Of the proposed taxation of war profits, in particular he stated that “we are of the opinion that the levy of such taxation should not be made until after the conclusion of the war.” But the present Berlin news announces a graduated tax on war- time profits of corporations, ranging from 10 to 30 per cent., and apparent- ly covering the whole period since the war began. Indirect taxes also are imposed, notably on tobacco; and a tax on increased value of property is substituted for the more usual in- come tax. Imprisonment is the pen- alty assigned for evasion of this tax. eee A patriotic movement for the dis- play of the American flag at night through the medium of electricity is gaining headway in the largest cities and towns. Although the movement had its beginning in the casually ex- pressed wish of a Cleveland man only a few weeks ago, over 1,000 flags illuminated with electric lights have been erected up to the present time, and it is expected that the total will reach more than 25,000 by the Fourth of July. In Toledo, where the move. ment has gained its greatest impetus, there are over 300 electric flags in use at the present time, including the Court House, the Newsboys’ Club and many churches, factories and other public buildings. A Philadelphia judge the other day said the railroads are to blame for much youthful criminality. He says that when they leave their freight cars, especially those containing fruit, unlocked, it is little less than an in- vitation to the boys playing about to take a few, and thereby they be- come thieves. Once they steal a lit- tle this way without being caught, they grow bolder, and eventually find themselves behind the bars. eerste If a man does wrong he thinks he’s doing right to keep it a secret. EEE Many a man fails to arrive because he started with cold feet GERMANY’S SUPREME EFFORT. The most interesting development of the week in any of the war theaters has been the attack on Verdun. This effort should be regarded from three points of view: First, the rea- sons for it; second, to what extent it has succeeded; third, the potential- ities in complete success. American students of the war have been expecting a German attack in the west, not a half-baked effort such as that made week before last in front of Ypres, but an effort resulting from heavy concentration of guns and men, Prepared by terrific fire and followed up by an overwhelming drive of mass- ed infantry. This expectation was based on the belief in America, more or less gen- eral, that Germany’s useful reserve in man-power was approaching exhaus- tion. In other words, having used up the efficients supplied through the normal process of draft, Germany was reduced to the necessity of drafting into service men either below or above military age. Germany's opponents, on the other hand, have not exhausted their re- serves from which they can fill their losses and have not yet reached their full power. Were all of the Allies organized on the same general lines as to conscript service as is Germany, the statements regarding Germany’s exhaustion would apply to all the bel- ligerents. But France alone, in all probability, has reached the point where she, too, cannot replace the losses with effic- ients. With England and Russia, however, the situation is entirely dif- ferent. These two will not have their full power either in men, or for that matter in shells, until spring. They have not yet even considered reach- ing out for inefficients. Accordingly, the situation that con- fronts Germany is this: She has reached the point where a decline in power is inevitable. Her rate of wast- age is such that she must gTow weak- er each month that passes. Her en- emies, on the contrary, are growing stronger. With a smaller rate of wastage and a greater shell supply, as well as greater reserves from which to draw, each month Germany’s en- emies are gaining a preponderance of strength which increases the dispro- portion almost daily. These are the impressions American students and critics have received after eighteen months of war. They may be wrong, but with Germany’s admitted losses they probably are right; and, if right, a German offen- sive was not only a logical probability but a necessity. Surely it would not be consistent with the German military policy to wait when delay only lessened her chances of success. To wait would be doing exactly what the Allies want Germany to do. It was not necessary, of course, that the blow would fall on the western front. Many other fields open up pos- sibilities. But operations on any other front than the Polish or French are entirely subsidiary and must be so considered. Only success in Rus- March 1, 1935 sia or in France can bring a decision As between France and weather conditions at this time of the year argue in favor of France—anq France is receiving the burden 0; German attention. On the west Ger- many’s menace lies. It is in the west that the great supply of ammunition is piling up, that the German lines are in greatest peril. It is in the west. therefore, that a decision could be reached, if at all. As to the details of the Verdun attack the blow seems to have fallen on the front between Melancourt and Etain. As near as can be determined about 300,000 men were massed, about 7,500 to the mile. Between the Meuse and the town of Orres it has been successful to the point of flattening out the French salient. The Germans apparently made their greatest effort down the Meuse Valley, beating back the French there and forcing the defend- ers of the towns of Brabant and Sa- mogneux, In the vicinity of Orren a similar move endangered a section of the French line to the west, forcing the withdrawal of the center between these points. Possibilities of the German drive are not as great as those of the French and British in September. These lat- ter, both in the Artois and the Cham- pagne, struck at vital supply lines and brought these lines under close ar- tillery fire. The German blow is against nothing but Verdun. If Ver- dun falls, of course, the results will be very far-reaching. The way to Verdun from the Ger- man new line, while but six and a half miles, is beset with difficulties ot terrain and defense that will make the going hard. Verdun is masked by a number of hills, higher than those held by the Germans, which give the French guns greater field of fire and consequently greater scope. The big double bend in the Meuse River between Champneuville and Vacherawville gives the Meuse the character of a defensive screen guard- ing the city from the north. The Germans advancing on this line will have to cross the river twice to reach Verdun or be jammed in in a way that will so congest traffic as to permit the French guns to play havoc with both men and supplies. West of the Meuse the French hills are even more commanding. In spite of this, however, it would not be sur- prising if the German attack would shift to this quarter. ee Mr. Bryan’s last Commoner is filled with attacks upon President Wilson. Most of them are over his signature. Some are veiled, some are open; but the intent of all is unmistakable. Yet Mr. Bryan starts out with the head- line: “The Duty of a Friend.” He Professes himself to be a warm friend of Mr. Wilson. But this is simply nauseating. Let Mr. Bryan come out in manly fashion as an avowed an- tagonist of the President, and at least he can be respected as a man sincere and straight; but this hypo- critical pretence of friendship mere- ly disgusts, Russia. ates coco Se ee ne ied adnintaleeninsatinte la idibesnaaneemattaa Saicataremionauointatin saanes eters tanta ee cetamten i tani oR ei eben ti Hen seennerna ee Ni an kit cr tPig as EES SP memainten-ni aeiademummanbuitdaaaam ee aa Fea ee eee sn ht cates crosman: deonipmea ania deat jatar caneecnec endian ET an OTe RT er eT OR OT i : H 4 mn March 1, 1916 WAR IS MURDER. We are living at the apex of world history. Unrecorded thousands of years of so-called human progress has reached a climax of woe that shames the pro- fessed humanitarianism of the age and makes a mockery of the Christian reli- gion as practiced by civilized nations. What is the matter? Let us face the facts as they are, dodging nothing. Let us no longer deceive ourselves into thinking we are really followers of the meek and lowly Nazarene—that we are entitled to call ourselves Christian na- tions—when we are ready to fly at each other’s throats at the first provocation and then pray to Almighty God to help us slay our brother men. Evade the issue as we may, war is nothing more nor less than murder on a gigantic scale. If, then, we shudder at the fate of one human being slain, what shall we say, what shall we think, how can‘ we ex- press our sentiments when thousands whose only crime is to be courageous, patriotic and devoted to cause and coun- try are slaughtered daily by bomb and bayonet? No wonder we are thinking. We live in peace, thanks to the leader- ship of a President who is willing to make any sacrifice of independence and honor rather than involve this country in war. 3ut while we enjoy the blessings of peace and revel in the sunshine of pros- perity, what of our brothers across the sea? Siav and Saxon, Jap and German, meet in mortal combat; the roar of awful cannon, the shriek of deadly bomb, the hiss of bullets and the wail of the dying is heard from the Baltic to the Adriatic, from the Thames to the Tiger, from Paris to Tiflis, from London to Lemburg. Turned loose at last to satiate his satanic passions, the “unspeakable” Turk thrusts his blade into thousands of defenseless mothers and babes in Armenia in the name of his sacred Allah, and along with the barbarians of Africa and the far away heathen Chinee listens in glee to the echo of so-called “Christian” warfare fought by so-called “Christian” nations. In England, the song of the spindle is silenced, but the ships of destruction are under full steam; in France the golden grain lies ungarnered, and the sheaf that should feed the peasant’s children is the pillow of a soldier; along the Rhine and the Rhone the blood of the grape is unpressed, but the blood of human beings flows freely. The beautiful blue Danube thas taken on a reddish hue, and the Alps are barren of sight-seers and crowded with senti- nels, great hordes of Cossacks swoop down on Austria like plagues of old with human beings for their prey. Where but a few months ago all was happiness and good cheer, the inspira- tion of progress and the love of home, disaster, devastation, pillage, ruin and death now reign supreme. To what purpose? When it is all over who will have gained anything? Where is there a man who can give one single sound reason why the Kaiser should have pre- cipitated this wickedest of all wicked wars? When the last shot has been fired, the last ship sent to the bottom of the sea to coffin a thousand sailors, and the last long trench filled with the countless and nameless dead, what will MICHIGAN TRADESMAN have been gained in return? The call to arms was sounded without the con- sent of those who fight and the call of peace will leave the common people still the playthings of the Kaiser, unless the German people shake the shackles from their wrists and the scales from their eyes and rid themselves of the unspeakable tyranny which has brought death to every family, disaster to every home and destruction to Germany and her industries. Unless the German people profit by their experience which has caused them to eat the bread of bitterness, will justice have been advanced? Not one iota Will civilization have conquered bar- barism? Let the music halls of Munich and Berlin reply to the conservatories of London; let the learned places of Heidelberg answer this question to the ashes of Louvain; let the art galleries of Paris and Versailles tell the colleges of Vienna and Budapest what part civil- ization is playing in the present un- civilized conflict. Wherefore, then, this greatest struggle of the ages? Will it do any good to strip proud England of her glory and bring starvation to her already impoverished people? Will it benefit France to fasten crepe on a million door posts, assume the support of a million widows and orphans, and convert her colleges and cathedrals into hospitals for the homeless and helpless ? Will Germany, her commerce ruined, her mighty armies cut in fragments, her treasury bankrupt and her people starv- ing, profit by this senseless slaughter ? In the language of scripture, “Who can bring-a clean thing out of an unclean? Not one.” How dare any American, however great, advise his countrymen to engage in that awful conflict on any pretext short of endangering our own National existence or integrity? All that can be taught, all that can be gained from this woeful struggle is a modern lesson on the uselessness and wickedness of war. Startled from its dream of security, aroused by the terrible nature of modern warfare, face to face with the awful fruits of its own folly, the hour has struck when the world will awaken to the absolute necessity of a change in international relations. We seem to have needed this object lesson to answer the proponents of mighty armaments. Those who sincerely believed that in the maintenance of a great standing army lay the best safeguard of peace have their lesson in the rapidity with which the army of Germany, trained, equipped and eager for battle, flew at the Allies in deadly combat. It is as illogical to train the citizens of any nation for fighting, equip them for bat- tle, turn their thoughts continuously in the direction of war, and talk peace, as it would be to give a school boy a loaded weapon, teach him how to use it and warn him not to shoot. It is the “gun toter” who gets into trouble, and it is the nation which keeps a mighty army on dress parade that gets quickly into war. We will never place international peace on a sure foundation until the armies and navies of the great powers are reduced to police proportions and the road to war is made longer and less easy to travel than it is to-day. The Tradesman is by no means op- posed to a policy of better defenses for our country. We need a great navy, much greater than we have to-day. We need coast defenses. We do not need a great standing army. A great navy would be a protection, a great standing army a menace. Nature has lavishly blessed this country with bulwarks of defense. Three thousand miles of ocean on the East and 10,000 on the West constitute fortifications such as no other government has ever possessed. We need a mighty flotilla to patrol those Godgiven seas and we will then be in danger neither of successful attack nor of temptation to make conquest. Give us a sufficient navy, well protected har- bors, and well stocked arsenals with reasonable provision for increasing de- fense supplies, and we have no use for a great standing army in the United States. The greatest protection Ameri- ca has had in the past from the aggres- sions of Germany is the English navy. That navy is still at our command and will serve to keep the Germans away until we can create a navy equal to the occasion, Unless we prepare to meet Germany, she is pledged to invade the United States as soon as this war is over and utterly subjugate us. This is no pipe dream, but the settled policy of Germany, clearly and brutally ex- pressed in the written opinions of twelve members of the German General Staff, We cannot peruse the pages of his- tory calmly without seeing that great standing armies have been more of a menace than a protection to the govern- ments which fostered them. Centuries of tyranny at the hands of her own conquering soldiers preceded the down- fall of the Roman Empire. Before and since that time nation after nation has fallen a victim to its own arms turned against itself by the lust of power. The present indescribable eruption in Europe is due wholly to the maintenance by Germany of a great standing army that sought a test of its strength. Surely such portentious lessons of the past and present staring us in the face, we will not heed the cry of those who would convert this Nation into a military camp and turn our feet from the paths of peace toward the seductive rattling of sabers and the rumble of destructive guns. Let us not forget that in this world crisis America has an opportunity such as has been offered to no nation of history before. If we build up our navy and coast defenses without upbuilding our army, no nation can think we con- template conquest. Holding this exalted position in the thought of the world we can show by precept and example how utterly foolish is the policy of bur- dening a people with tremendous taxa- tion to vie with some other nation in the increase of armaments. Who will deny that the course of Germany during the past few decades in trying to outdo England—who had legitimate use for a large navy to protect her colonies— in the building up of mighty armaments is insanity personified? Where is the end of such a programme? As long as new battleships that cost ten millions each become antiquated in a decade and must be substituted by more expensive ships of a later type—as long as 10-inch 9 guns are displaced by 12-inch, and 16- inch by 18-inch, and every army must have the latest killing device, or be vanquished—where is there any end to the burden? What city, however for- tified, is safe from the barbarous bomb of the aeroplane, what ship from a hidden mine, what gunboat from a sub- marine? Is it not plain to the simplest mind that in the building up of great armies and navies the nations of the earth are but erecting a gigantic tower of Babel that even now is falling with terrible effect upon their own heads? There is one great fact we must never forget. Permanent peace between na- tions will never come through disarma- ment or peace treaties or arbitration tribunals alone. These are good, and the time for their establishment is draw- ing near. Yet all of them would be in vain if we did not have back of them the certainty of fair dealing, equity and justice which cannot be so long as Kaiserism exists to thoroughly established, lead a noble people like the Germans into barbarism. The goal can only be reach- ed as the individuals composing these nations learn and practice the arts of peace and justice toward each other. Peace must be based on principle or it has no sure foundation. Nations can- not be reformed en masse—they are what the citizenship comprising them represents and is. War is only the passion of hatred and revenge turned loose on a tremendous scale. In essence, it is no different from the feeling of hatred which one may entertain toward his fellow man. The spirit of war must be eradicated from the individua?s thought before it can be eradicated from the thought of the nation. In fact. as we all know, the nation’s thought changes only as those comprising the nation change. Hence, each of us has a duty to perform, without the doing of which the end desired cannot be attained. This is neither theology nor theory— it is the plain truth that we must accept, understand and practice before war will cease. If we really wish to unload this monstrous burden which we have tied on our own backs, we must loose the hands that hold it there, and those bands are not national or international, they are individual and personal. They are woven from the threads of hatred, self- ishness and greed found in the human heart. Purify the heart of humanity and war will cease, and it will cease only as such purification takes place. America is farther removed from war than any other great power because she has more lofty ideals of government and a holier concept of her mission than any other nation on earth. If other nations adhered to the same ideals of justice and humanity by which our own Nation is governed every arsenal could be obliterated, every fort razed and every gunboat sunk, and peace would reign supreme on this planet. We have gloried too long and too much in the victories of war. The stories of Thermopylae and Marathon, of Agincourt and Waterloo, of Bunker Hill and Gettysburg, have been drilled into our children as the great events of history, when they should have been passed over as unfortunate occurrences in our forward progress. So much glamor and glitter has gilded the dragon 10 MICHIGAN TRADESMAN March 1, 1946 ee of battle that we have come to look tures which tend to distract the at- — it will undoub tedly be ratified, unless the treaty, there is nothing in it which upon it as partly good instead of wholly tention of the delegates there is an unexpected revolution evil. All the good ends ever achieved tirely elimi nated, so that ample time which will bring opponents of the ar- by war could have been achieved by can be provided for the consideration rangement into control in Nicaragua. judicial and arbitral means. and the many questions The Nicaragua canal project has evil accompaniments and subsequents of i consider- been more or less agitated in the war are the only glories that can rightly the United States for a century, Henry attach to its name. Buddha commanded, Clay was an advocate of it, and twice “Love all mankind equally.” When we con within the past fifteen years the do that, war will cease. Christ Jesus BE PES Hosice of Representatives voted over- commanded, “Put up thy sword.” and is will ingly in favor of that route for the command was not for Peter only OC lic waterway. Private have been organized to ner the Nicaragua canal. of these spent $2,000,000 or excavation and harbor work roe 2h eee hborl 4 in tne neighborhood of scion at n entrance. Former Unit- Senat tor Warner Miller was figures and heavily i least one of these panies. In 1902, after the House of Representatives by a vote of 307 to two had passed a bill for construc- tion by the Government of the Nicar- which the Senate failed to concur, the Panama route began to in popular and congressional favor, Before long appeared the op- portunity of i 1e€ French canal Co.’s rights and prop- bargain, and Govern- ommitted by act of shorter but remoter roeanizatian Organiz ) agua Canal, securing tl present emonstrat- me Of the ainst the project is the suppose dama ge to or destruction as there or dormant volcanoes in »y volcanic action, to the route the waterway far distant the Atlan- 1 by com- force will be untry will nother never pass int¢ power, either by acquis sition Of tne - other removed by the treaty wit The naval bases secure treaty are of imme United States in th ion of the Panama Nic ragua route Nicaraguan sOvereignity is in no wise eG by the treaty. On the contrary it is safeguarded. the only clause of the treaty as it was original- ly negotiated by Secretary Bryan which would have applied the prin- : pga le of a year eae + ats apua’s bt or to ciple of the Platt amendment of our < . } f oA: the entertainment such other public uses as shall be felations to Cuba to those of Nicar- rill be arbitrarily confined to app Govern- agua, having been eliminated in the “ oved oy the American evening and that the food ment. As the treaty has been greatly Senate. While Salvador and Hon- all other conflicting fea- desired by the Managua government duras are reported as objecting to either they or Nicaragua need ¢, ar, as the rights and sovereignties 5; all are preserved unimpaired. ee CONFINED TO NO LOCALITY, The variety of criticisms and argu- ments against the income tax and especially against the proposed in. crease is creditable to the ingenuity of those who make them. Th: He fault which can be honestly charged that it discriminates leaving out some and putting. others in, whereas the theory and hitherto the practice of taxation has been that it shall be charged Proportionately upon all according to what they have that is taxable. The explanation and the defense is that in this t the tax is levied against those who most able to pay it. Taxes are necessary for the support of the Govy- ernment, and one of the duties of the Government is to protect its citizens and to provide the machinery under which business can be lawfully safely conducted. against it is are and It stands to rea- son that the man who has an income of $100,000 a year has just one hun- dred times more need for protection than the man whose income is a thousand a year, and that pro rata he should pay more. The same theory is involved in the taxation of estate. The man whose house or business block is worth $50,000 should ly, and does pay more than the one whose little home is worth a couple thousand. If l real Grete tiie it were lost, the loss would be twenty-five times greater. It costs more to insure against fire and the cost all the way around may very properly be more. A hue and cry is being raised just now as a pro- test against the proposed of taxes on incomes, that it is favor by the South for the reason that it will have to be paid by the North. I: is true that the Southern represented by Democrats now are in iner¢ states are who just charge of the Whit House, and in the majority at Was! ington, but that is only an incider Tt will have to be paid by those wh have the property, and if they happe: to live in the North, that is their mis- fortune or fortune, according to one’s ideas of climate. A man with a income in Georgia will have to t just as much tax as a man with th same income in New York. Of cour there are more men with big incomes in New York than there are in any two or three Southern states, or pos- sibly all of them put together. Tha‘ is a mere matter of residence and does not affect the fact. The South is a good deal more prosperous tha: i asta $6 be and fie enatibutio: will be very considerably greater than it would have been a score of years Whatever argument can be brought against the income tax. in all fairness it must be stated that it ought not to be and can not justly ago, be charged against the Southern states, aE —_—_—_—_—_——— A woman always tries to make « Secret of what she doesn’t know. een Better be taken by surprise than by the police. 316 ch Ve all March 1, 1916 MICHIGAN TRADESMAN 11 Unique Grand Rapids Industries Under the above caption, the “Grand Rapids Progress,” the monthly publication of the Grand Rapids Association of Commerce, has the following to say in its January issue:--- Perhaps the most unique industries in Grand Rapids are those actively managed by Mr. W. Ioor and known as the National Piano Manufacturing Company, National Automatic Music Company, Sparta Manufacturing Company and the United Vending Company. Mr. Ioor is president of all these concerns except the National Piano Manufacturing Company of which he is vice president. He is man- ager of all four. The National Piano Manufacturing Company manufactures auto- matic playing pianos which play by dropping a nickel in the slot. These pianos are all sold to the National Automatic Music Company. Thus the piano company has no selling expense; it manufactures the pianos no faster than the music company buys them so its product is all sold as soon as it is manufactured. Thus the company does not have to carry any surplus stock. The music company buys no pianos it cannot pay cash for so the piano company has no “bad accounts” on its books. Thus on account of having its product sold in advance at a profit to. a concern which will pay cash for it imme- diately upon delivery the industry is rightfully termed “unique.” The National Automatic Music Company buys the instruments made by the piano company and places them in cafes, restaurants, hotels and other public or semi-public places where people will drop a nickel in the slot to hear the music. The pianos are first purchased from the capital stock of the company. Then the company has a contract with an operating concern which selects profitable and suitable locations for the instruments: removes any piano not earning the minimum required per week to a more profitable location; pro- vides all music (rolls), making a complete change of an eight roll programme weekly on each piano; keeps all instruments in perfect tune and repair and makes all nécessary replacements of parts and collects all coins from each piano weekly, remitting to the company. The operating company gets twenty per cent of the proceeds from the operation of the pianos for this service. Of the eighty per cent remaining a sum equal to one per cent is paid on the outstanding capital stock monthly; then twenty-five per cent of the net receipts is passed to a surplus fund for the purpose of purchasing new instruments and then all the balance is passed to a surplus dividend fund and paid to stockholders in the shape of extra or special dividends. The income of the company is from the nickels taken in by the pianos; the company has no debts and is prohibited from having any, except capital stock liability, by its charter. It buys no pianos except as it has the money to pay for them; it buys no pianos it cannot profitably place. The purchase of pianos is from sale of capital stock and the reinvestment of one-quarter of the net earnings. The unique features of this entire industry are the fact that there is no promotion stock; no debts; no sales unless the money is avail- able; no purchases unless the cash is on hand and the operating of the instruments is paid for out of the receipts regardless of the amount of the same. Up to the present time the company has paid back to its stock- holders over one hundred per cent in dividends and with the reinvest- ment of a portion of its earnings in new instruments the dividends should gradually increase. The whole scheme is on the endless chain plan and will continue just so long as people will put nickels in the slots that they may hear music, and the present indications are that this date is a long ways off. The same proposition is being worked with the Sparta Manufac- turing Company which manufactures peanut vending machines which are operated by the United Vending Company. No machines are manufactured except for the vending company; the vending company pays cash for the machines so the manufacturing company has no unsold product and no bad accounts. The machines are placed where the pennies will be dropped in and if the income is as low as five cents per day per machine the venture will be highly profitable. All these concerns are located in the Leonard Building and many prominent Grand Rapids citizens are stockholders while some of them are officers and directors. Mr. Ioor is also president of the Michigan Hearse and Motor Company, which concern has just recently built an addition to its plant to accommodate its increasing business. The following representative citizens of Grand Rapids are directors in one or more of the com- panies mentioned:— JOHN D. CASE, Pres. G. R. Underwear Co. J.D. FARR, Asst. Cashier City Trust & Savings Bank CARROLL F. SWEET, Vice-Pres. Oid National Bank JOSEPH RENIHAN, Attorney For further information in regard to stock in these companies, apply to Michigan Securities Corporation 412-414 Powers’ Theatre Building 12 MICHIGAN TRADESMAN March 1, 1915 COLE un i vyppeeudo CUCU trae ees p ada Duties and Obligations of the Voting Citizen.* We can not shirk the obligation of interesting ourselves in politics as long as we live in a democracy and the people rule and the officials who are elected to office are recognized as servants of the people. We, all of us, men and women, have a duty to perform in doing everything we can to make our democracy a success and assist to avoid the pitfalls which are incident to a republican form of government. I say men and women, because I feel even if suffrage is not yet granted to women, they should be equally interested with men in clean governmental methods. My mother and grandmother could not vote, but, as I remember, with their great interest in politics and_ their influence upon the views of men with whom they associated, I am certain that they could have had no more value as voters than they were recog- nized to have in their communities without the right of suffrage. Still, I do not hesitate to say that the time is near at hand when men and women will be placed upon the same level in connection with the active responsibility for our political meth- ods. The matter of a deep and abiding interest in the affairs of government should be a matter of conscience and the excuse often made that politics are handled by the bosses and there is no use in wasting time in trying to make things better, is without sense or reason, The man who neglects his political responsibilities, should be a marked man in community. Our Government exists for the people and not the people for the Government, and, because designing men who are after the official plums, without any conscience as to services rendered, seem to be the ones who contro! political concerns is not a sufficient reason for any of us to shrink from political duty. I have often heard the excuse—"I can not afford the time from my business to take part in politics” and this excuse is made in connection with nomination to office. Men put business concerns above political duty. The poison in our political methods consists in using offices as political spoils. A man seeks an official po- sition for the money, for the influence that is in it which will satisfy ‘is personal ambition to either get more than belongs to him as an emolument of office, or thinks that he can live an easier life in an official position than by earning his living in some *Conversational address by Hon. Charles W. Garfield, before working force of Grand Rapids Savings Bank. other way. This is particularly true of the lesser offices in township and city government. Men who are fitted to take official positions shrink from the contact with ordinary political methods and are rarely chosen to handle the affairs of the city, county, and state. As long as we exist under a Government of the people, a man should consider it his duty, if he feels fitted for the position, to make the necessary sacrifice, and accept the re- sponsibility that the voters desire to place upon him. We get an oblique view of office holding because men who seek offices forget that they ar# servants and act as if they were boss- es of the people. Opportunity to serve and ability to render help in governmental affairs should guide men to official positions and under our form of government, if a man refuses to spend the time necessary to go to the primaries and to the polls, he should be subject to public reprimand and if he continues in his delinquency, should be deprived of the right of suffrage. This penalty is a perfectly legitimate one and. would have more influence in bring- ing home to men their duty as citi- zens than any other plan that has been suggested. Politics are important enough to become a part of our school curricu- lum along with the instruction given in mathematics, in science, and lan- guage, and art. We should put in a strong thread of instruction concern- ing the duty of a citizen and the im- portance of equipment for the re- sponsibilities of citizenship which may come through the holding of official positions. I am impressed with the necessity of this whenever I look over the records of a school district or a township and see the entire lack of ability to handle this department of government in a business way. I suppose there is scarcely a record in the townships of Kent county that would be of much value in court, be- cause of the carelessness and want of primary knowledge put into them. I have known for years townships ia this county to treat the office of justice of peace as a joke to be passed off upon some man utterly unfitted for the responsibility of the position. We do not take the matter of politics seriously enough and we almost ab- solutely neglect the preparation nec- essary to fill positions of trust ac- ceptably. Then there is another difficulty so often encountered—the men who are elected to office forget that they have a duty to all people to earn the money represented in their salaries. They do not carry with their positions the North American Pulp and Paper Companies COMMON STOCK The salient features are summarized as follows: 1. The Company controls, through stockownership. some of the largest Pulp and Paper Mills and timber reserves in North America, as follows: Chicoutimi Pulp Co., Province of Quebec, Canada. St. Lawrence Pulp & Lumber Corporation, Quebec, Canada. Tidewater Paper Mills, Brooklyn, N. Y. 1,360,000 acres of spruce timber adjacent to the Companies Mills on tidewater and comprising over 60 years supply of pulpwood at present rate of consumption. 2. The Net Physical Assets over all liabilities are equivalent to over $20 per share on this stock. 3. Large percentage of output sold under long time contracts insuring continuance of present earnings at the minimum. 4. Owing to present advance in mechanical and sulphite pulp the Companies’ surplus out- put is being sold at prices which will materially increase the net earnings and which must be reflected in the market value of the stock. 5, The Company’s policy is to enlarge its present plants and to construct additional paper mills to meet new long term contracts in hand for additional output, which will ma- terially increase earnings applicable to Common Stock. 6. Some of the strongest newspaper and financial interests in the United States and England are identified with the Company, which insures the permanency of market and increasing earnings. Application will be made for listing on the New York Stock Exchange, which assures a wide market for the stock. We offer a limited amount of the Common Stock at $10 per share, subject to with- drawal and advance in price. Circular on Application GEORGE M. WEST & COMPANY INVESTMENT BANKERS Union Trust Bldg. DETROIT What is a Trust Company ? The Trust Department of this Company performs two distinct groups of services INDIVIDUAL TRUSTS—Services to Persons CORPORATE TRUSTS—Services to Corporations Individual Trust Functions: 1—Executor under Will 2—Administrator 3—Trustee under Will or Agreement 4— Guardian 5—Committee for care of In- competent 6—Depositary for Escrows 7—Custodian of Will 8 —Custodian of Securities 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 Fiscal Agent Send for booklet on Descent and Distribution of Property and a blank form of Will THE MICHIGAN Trust Co. of Grand Rapids Audits made of books of corporations, firms and individuals Se rae een ee a Eee Se ae es ieecmsieiiesualan ey ee ee a ye se aceite natch ee aR csearauraeeioaaiocsmeatemeemmeicnemte ee ae SSvAdicss-gseersogiemnontnee veer cenensemer omertoeae reat met amet March 1, 1916 same vitality, energy, and loyalty, that is required by ordinary business concerns of their employes and as a result of this slip-shod method, we get into all sorts of snarls in the busi- ness of running our city and town- ship and county governments. I talk to you plainly about this, be- cause you are young people who should have right views with regard to local, state, and National politics, and should begin at once to take z hand in making any departments of government nearest to you clean, businesslike, and successful. Next to our obligation to the family circle and neighborhood it seems to me comes the duty of using our op- portunity as a factor in democracy in such a way as to help make our form of government a success. We should not think of comparing politics and business, but we should simply put business into politics, so that it shall be recognized as a business affair. | have no sympathy whatever with the oft repeated remark by men engaged in politics when they say—‘“I like the game of politics.” The gambling spirit should never enter into affairs of state. One of the last injunctions of my father to me was that inas- much as under our form of govern- ment I had enjoyed great privileges and opportunities, I should never shrink from taking part in the re- sponsibility of good government with- out regard to any money requitement therefor. It is somewhat difficult to live up to this ideal, but it is a good one for us all to hold up before our- selves in framing our life obligations. —~7r2>___ The Pending Federal Plan for Rural Credits. The plan for the joint committee for a National system, provides for twelve or more Federal land banks, each in a separate district, after the scheme of the existing Federal re- serve system. These banks are to have a paid-up capital of not less than $500,000, and will be authorized to issue debenture bonds based upon mortgages, to an amount not exceed- ing twenty times their capital and surplus. The mortgages must be first lien on improved farms occupied by the owners, and for not exceeding 50 per cent. of the appraised value of the property. The loan must be for expenditures upon the farm, i. e., purchase of the same, or for improve- ments, stock, etc. Every mortgage shall be for at least five years, but thereafter may be paid in whole or in part at any interest date, and must provide for a regular payment of not less than 1 per cent. upon the principal at each interest date, which without other payments upon the principal will extinguish it in thirty-six years. The bill also provides for local as- sociations, to be known as National Farm Loan Associations, which shall be composed of borrowers. Each borrower must take stock in the as- sociation to the extent of 5 per cent. of the amount of his loan, and the association must subscribe to the stock of the central land bank of its district to the extent of 5 per cent. of the face of the mortgages which it passes up to the land bank. In this manner the borrowers themselves MICHIGAN TRADESMAN 13 supply the required capital of the land banks, which is to be not less than 5 per cent. of the debentures issued, with a minimum of $500,000. In order to supply the minimum capital at the start, the Secretary of the Treas- ury is authorized to subscribe for any amount of the stock of the land banks that may be necessary to pro- vide the $500,000 required for each. As the business develops and_ bor- rowers supply the capital, the stock taken by the Treasury will be gradual- ly retired. It will be seen that the scheme in its final development is strictly co-operative. The debentures issued by the land banks will pay 1 per cent. less in- terest than the farm mortgages which they represent, but if any profit above expenses is realized it will go back in the form of dividends to the local associations, and be distributed by them in form of dividends to the bor- rowers, in exact proportions to their loans. Over the entire system is establish- ed a farm loan board, which shall consist of five members, not® more than three of whom shall be of one political party, all to be appointed by the President with the advice and con- sent of the Senate. They must de- vote their entire time to the duties and will receive the same pay as members of the existing Federal Re- serve Board, to-wit, $12,000 per year. This board will have supervision of the farm loan banks, and be repre- sented in the management of each of these banks by a registrar, whose duties correspond to those of the Fed- eral reserve agent in the Federal re- serve system. The board will also appoint one or more land bank ap- praisers for each district, and as many special appraisers as it may deem ad- visable. The entire expenses of the system will be apportioned upon the land banks. The resources of all the land banks are pledge to the redemption of the debentures issued by any of them. The maximum loan to one borrow- er is $10,000. The debenture bonds will be ex- empt from all Federal, state or local taxation, and a lawful investment for all fiduciary and trust funds, and may be accepted as security for Gov- ernment deposits or purchased by the member banks of the Federal re- serve system.—National City Bank of New York. —_—_+--—___ Pride of Ancestry. “T’'ve looked up your family tree,” said the genealogist, “but I doubt if you will be pleased with it. Your great-great grandfather was hanged © for murder; your great-grandfather was imprisoned for robbery; your grandfather was tarred and feathered for beating his wife. That's not a very good record, is it?” “T should say it is,’ replied the other emphatically. “It shows the family is getting better with each generation. I’m an improvement on the entire bunch—never been in jail yet. Let me have those records—I’m proud of ’em.” — ~++2>—___ The mother tongue is very apt to tun to baby talk. Why the Trust Company In the administration of your affairs, in any capacity, you should be familiar with the fol- lowing advantages of the trust company over the individual: The trust company is permanent; it does not die. The trust company does not go abroad or leave its office. It does not imperil a trust by failure or dishonesty. It can be consulted at all times and is absolutely con- fidential. It has no sympathies, no antipathies and no politics. It does not resign or go insane and its judgment and ex- perience are beyond dispute. It acts under the supervision of the State Banking Commission. Let us mail you our booklet on “Why a Corporate Executor.’ [-RAND RAPIDS TRUST [‘OMPANY MANAGED BY MEN YOU KNOW ROBERT D. GRAHAM, President ALEX. W. HOMPE, Vice President LEE M. HUTCHINS, Vice President HUGH E. WILSON, Secretary and Trust JOSEPH H. BREWER, Vice President Officer ADOLPH H. BRANDT, Treasurer Ottawa and Fountain St. Both Phones 4391 GRAND RAPIDS NATIONAL CITY BANK CIrTyY FRUST & SAVINGS BANE ASSOCIATED Dae Gy — fe (ag = x V; De Combined Capital, Surplus and Undivided Profits $1,781,500 Deposits Exceeding Seven and One-half Million Dollars Business firms, corporations or individuals requiring reliable financial information relative to Grand Rapids businesses or business opportunities are invited to correspond with the investment departments of either the Grand Rapids National City Bank or City Trust & Savings Bank, which have at their imme- diate disposal a large volume of industrial and commercial facts. 14 The Banker and the Professional Ac- countant. It is a patent fact that practically all bank failures can be assigned to either one or both of the two follow- ing causes. 1. The substitution of the selfish interest of the tors, or of the positors. selfish officers or both, for the stockholders direc- interests and the de- The substitution of the interests may be in the form of loans or investments to oz in favored concerns, or may be in the nature of direct defalcations: the first usually being more harmful and the further reaching in its final ef- fects. 2. Ill advised loans and_ invest- ments without sufficient information or knowledge as to the real nature of the loans or investments. The causes of the first class of failures mentioned, being of a moral nature, there is no way in which the same can be entirely guarded against. Efficient, virile, independent account- ing can however, localize wrong doing and prevent a repetition of the same to a very large extent. Such ac- counting, however, must be from the outside and of a nature other than of a purely checking and clerical char- acter. The successful elimination of the second class of causes of failure is only possible through accurate ac- counting information obtained in a manner other than directly from the customers themselves, for in many cases, the customers know very little of the actual status of their own business, and in all cases are unable to judge disinterestedly as to their own affairs. Such outside account- ing services, however, to be of real value, must be other than that of a purely clerical and verifying char- acter. These services require not only a technical knowledge of ac- counting, but also such a knowledge of business affairs, combined with business judgment, as will enable correct size-ups of the concerns under investigation to be obtained. While no successful bank ever con- siders the possibility of failure, yet, it is probably true, that there has never been a financial institution in this, or in any other country, which has reached its maximum possibilities, either in profit to its stockholders or in service to the community served. To the extent that each institution has fallen short of its possibilities, to that extent it has failed in its purpose. This age is an age of responsibility, and we are coming to realize, whether we will or no, that, whether we oper- ate in the capacity of an individual. a firm or a corporation, we, after all, are our brothers’ keepers. There is a responsibility that every bank and banker has, which is just beginning to be recognized, viz., the responsibility to see, as far as is in its power, that its customers suc- ceed in the largest possible way. The old idea that it was none of the bank- ers’ business how poorly or how in- efficiently a customer managed his business providing only the bank’s loans were secure, is fast passing away, and, in beginning to appreciate this responsibility, the banker, con- MICHIGAN TRADESMAN sciously or unconsciously is safe- guarding his own interest and_ his own welfare. There has been much written in respect to social responsibility and social rights and many remedies have been suggested for the improvement of social conditions. If, however, there is an all wise Creator, who in His wisdom, has provided for all nec- essary things, with a penalty for every waste and inefficiency, and with an effect for every cause, it is apparent that, as long as any business is not operated at 100 per cent. efficiency, someone must be deprived of what he was intended to have. Whether the one who suffers, or the one who lacks is near at hand or far away, it is evident that there can be no per- fect social justice until all business as well as all other operations of life are conducted on a maximum of ef- ficiency basis. If the cure for social evils is not ill advised socialism, but the efficient handling of business, it is apparent that a banker is in a particularly re- sponsible position, due to the possi- bilities which lie within his reach, for the bringing about of more ef- ficient business conditions in the of- fices and shops of his customers. All agitation by the banking fra- ternity for real efficiency and real knowledge in respect to the affairs of their customers, results not only in safeguarding the loans and invest- ments of each banking institution, but also in increasing their deposits, and their influence for all that is sub- stantial and conservative, as well as progressive, in the business life of their respective communities. The more thoughtful bankers are coming to appreciate the fact tha: the fulfillment of their own possibili- ties in any large way is only through their co-operation with the profes- sional accountants. At this time, I am free to state that. perhaps the responsibility for the failure of our banking institutions in the past to meet their respective re- sponsibilities, in a larger way, is due, as much as anything, to the ineffic- ency and lack of vison of the pro- fessional accountants of our country. As accountants we have our own re- sponsibilities to meet and before we can criticize too severely those who have not availed themselves of our services, we must first put our house in order. The most damaging indictment to the accounting profession is the small number of certified accountants who have come forth from the offices of the professional accountants. In the yreat states of Pennsylvania and New York, but a handful of degrees are issued each year, and there are many large accounting firms from whose ranks, in the course of many years, come very few, if any certified ac- countants. This simply means that the ac- countants themselves have not ap- preciated the fact that if, they are to serve the banking and other business interests, they must constantly and carefully train theit staffs to meet their responsibilities. When this re- sponsibility is appreciated, the number of accountants obtaining the certified degree will be multiplied many times, for, as the leading accountants fully educate their staffs, the staff members will instinctively seek the certified degree. The profession of banking and the profession of accounting will, therefore have to go hand in hand; each real- izing its own dereliction of responsi- bility in the past, and each striving to bring about those business condi- tions which will banish the bane of ill advised socialism and other similar half-baked attempts at social forever betterment. This only can be ac- complished by the placing of business and its allied affairs upon such a that the maximum ot service may at all times be rendered in all lines of business and trade. Frank Wilbur Main. basis March 1, 19; Ask us about opening City Account emo grins § wincsp ak mee) oes’ oe ommend: Coupon Certificates of Deposit pay 34% interest Coupons cashed each 6 months after one year Kingdom of SFE AIEEE LILLE RMA LM MICHIGAN TRUST BLDG Our list of investment securities includes the following high grade bonds: Grand Rapids Savings Building Company 5s Pantlind Building Company 5%s Grand Rapids Gas Light 5s We offer these bonds with our recommendation INVESTMENT BANKERS Norway 6s SBERTLES SSS ST ISS GRAND RAPIDS MICHIGAN What are you worth to your family? THE PREFERRED LIFE INSURANCE Co. Of America offers OLD LINE INSURANCE AT LOWEST NET COST THE PREFERRED LIFE INSURANCE CO. of America, Let us protect you for that sum. Grand Rapids, Mich. 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. WM. H. ANDERSON, President L. Z. CAUKIN, Cashier Fourth National Bank United States Depositary 136.Michigan Trust Bldg. 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. Cc. BISHOP, Assistant Cashier iin ii i oA epee henna DEE Shee elites eae oan Tran econ A et ca SN B ¥ :) Ff : EF = SO ae eR TTT NE Cora elt Saba ee eee om ee eed Srp ew moyen ts ern ‘ very real one. [see encanta March 1, 1916 Promoting Efficiency in Bank Admin- istration. Successful bank administration is dependent upon three kinds of knowl- edge: (1) concrete or practical stu- dies; (2) technical information; and (3) general vocational studies. Let us examine these in detail. The practical studies include such concrete problems as, the operation of adding machines, the assorting of documents, the recording of transac- tions, the counting of money, and the handling of books and papers. These are absolute necessities for the suc- cess of the business, and are capable of intensive study for the improve- ment of both speed and accuracy. By division of labor and specialization of tasks, the larger banks have developed great efficiency in these functions. The specialization has gone so far in all city banks, however, that the problem of initiating a new bank clerk is a To introduce a new- comer to the practical operations in the shortest possible period of train- ing is a task requiring both patience and pedagogical skill. It can be done more easily within a bank than with- out. This work has usually devolved upon department heads who have per- formed this duty remarkably well in consideration of the other probems that press upon them for solution. The Minneapolis Chapter of the American Institute of Banking has taken a noteworthy step forward by its decision to aid the banks in spec- ializing this labor of introducing new clerks to the practical problems of operation. This new undertaking will have the added advantage of giving the incoming prospective bankers a conspectus of the whole business by giving them not only an intensive drill in the work of one department, but also a general view of the elements of work involved in all other depart- ments. The obvious result of division of labor and specialization is to limit the activity of the apprentice to routine functions and to make it increasingly difficult for him to acquire a compre- hension of the larger aspects of a business. On the other hand, such a general view is very necessary if the individual clerk is to give service that will harmonize with and contribute to the general objects sought by the whole institution—profits and public service. The technical studies are less con- crete and, as a consequence, require a higher order of capacity for their appreciation and utilization. These include such subjects as: The principles of accounts, costs and business control. The law underlying negotiable in- struments and all contracts. The law regarding deposits, collec- tions and organization. The analysis of borrowers’ state- ments and corporate organization with regard to commercial credits and investments. Domestic and foreign exchange. 3anking principles with emphasis upon reserves. The monetary system of the coun- try, including the operations of the money market. MICHIGAN TRADESMAN Price levels and oscillations in the volume of trade, as they effect values, credit and bank policies. Exact information upon these sub- jects is absolutely essential to suc- cessful operation of banks. However, the daily tasks of many bank men do not yield the breadth of experience and information that is required for the highest proficiency in handling these problems, particularly when new and _ extraordinary situations arise. These subjects can be better taught without than within a bank. These subjects demand special study outside of the ordinary daily experi- ence. The successful bank man seeks this information from every possible source. Much, to be sure, does come from the experience of his own bank, especially if he makes a diligent study of its historical records in order to lengthen his own experience. Much may be gained through consultation with those of wider experience. But a careful study of the written evidence of past experience will yield a knowl- edge of the principles that are uni- versally recognized as underlying banking transactions. The mastery of these principles gives one assur- ance and self-confidence when a new set of circumstances arise with a call for leadership and courage. In this field of studies there is a peculiar need for specialists in the principles of accounting, of legal rela- tions and of monetary and credit science. This is the field of labor as- sumed by the universities in the de- partments of commerce, accounts and finance. By offering evening courses, these subjects are made available for men in active business as well as for students preparing for active life. In fact, the men who come from actual practice are better students, since they realize the immediate value of the materials discussed. The Minne- apolis chapter has advanced itself in National reputation by carrying these technical studies further than any other chapter has yet sought to ac- complish. The general vocational studies would include such subjects as, a his- tory of banking, foreign banking sys- tems, public finance, economics, busi- ness organization, insurance and kin- dred subjects, all describing the busi- ness system in general and with but incidental reference to present bank- ing problems. These subjects are valuable for those who can find the time to study them after having com- pleted the technical studies. These vocational subjects lend lateral sup- port but are not absolutely essential for a fair degree of proficiency in the banking profession. They add inter- est to the occupation and render satis- faction to the mind rather than a golden lining for the pocketbook. We must not fall into the error of believing that these three kinds of information can be secured only in class work. On the contrary, educa- tion goes on wherever the mind is busy analyzing environment. It is the quantity and quality of thinking that is applied to life’s problems that determines whether or not education is taking place. However, it is also true that systematic class work is, or can be, the best method for acquiring this knowledge of environment. Class work and lectures are, or should be, nothng less than common sense boiled down and presented in systematic and pedagogical order such that the uni- tiated will find it easy to absorb. Education advances most rapidly by proceeding from the simple to the complex. Class work should also render some opportunity for the in- dividual to express himself. The environment which the bank men must study includes personalities, machines or institutions, and princi- ples underlying the operations of these two. We have here considered the principles and the machinery of the banking business. The human factor, the necessity for cordial rela- tions, for pleasing personality, for courteous treatment and fair dealing, must not be overlooked. This wili contribute as much to the building of a business as will a knowledge of concrete methods and of fundamental principles. Another great step for- ward will be taken when this person- ality is subjected to analysis and or- ganized as a course of scientific study. For the present, this knowledge must be secured through association with others in the home, the church, the bank, the class room, and in other social groups. It is an important by- product of college courses that are systematically pursued. The ambi- tious man must secure this training by widening his circle of acquaintance with judicious care and with observa- tion and reflection. J. F. Ebersole. NATIONAL Sys GRAND RAPIDS MICH. Guaranteed Principal and Interest We offer A Short Time Secured Bond To yield well over 5% Send for Circular R-70 Hodenpyl, Hardy & Co. Incorporated Securities for Investment 14 Wall St., New York First National Bank Building, Chicago Kent State Bank Main Office Fountain St. Facing Moaroe 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. Complete Banking Service Travelers’ Cheques Letters of Credit Foreign Drafts Safety Deposit Vaults Savings Department Commercial Department Our 3% Per Cent Savings Certificates are a desirable investment LOGAN & BRYAN STOCKS, BONDS AND GRAIN 305 Godfrey Building Citizens 5235 Bell Main 235 New York Stock Exchange Boston Stuck 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 Your Envelope Requirements Can be Handled to Your Satisfaction By G. P. GAGE SEWELL-CLAPP-ENVELOPES 113 Widdicomb Bldg. Grand Rapids, Michigan Any size, any style, as long as it’s an envelope nD 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 ES Use Tradesman Coupons MICHIGAN TRADESMAN March 1, 191: PAVING BLOCKS. Valuable Suggestion to Timber Owners. Written for the Tradesman. In recent years, as lumbermen see the necessity of owning the land from which they cut timber, thereby having time to turn a larger portion of each tree into finished products, the manufacture of paving blocks has reached an importance it never had before, and justly so, for they are superior to other paving ma- terial and should be used more than they are. Michigan Several things have helped to make the manufacture of paving blocks an industry of increasing im- portance. The increased production of creosote resulting from the manufacture of illuminating gas from coal, the cheap- ness of this oil and its adaptability to wood preservation have been important factors. Another cause has been the in- creased use of the auto and the neces- sary improvement of streets and speed- ways to motoring and carriage driving. Another has been the crusade in large cities against unnecessary early morning noises, In some of our cities strict laws are now in force to this end, and the tendency of these laws is to encourage the use of wooden paving blocks. Another cause has been the desire to work up more small, crooked or knot- ty trees and the tops of large trees into material which could be turned into money. Such trees will make good pay- ing blocks or house blocks, when if not so used they would be a complete waste, and greatly increase the danger from forest fires. The gnarled, twisted character of timber makes no difference in its value for paving purposes, as the more twisted the grain of the tree the better it will be for this purpose. There will be less danger of the blocks split- ting under the weight of heavy traffic. Also the sawing of paving blocks enables timberman to work up different kinds of trees which would be good for noth- ing else, Teams can draw bigger loads over a wooden pavement than over an asphalt or brick one. They are not so apt to slip when going up hill, or when about to stall with a heavy load. The natural roughness of wooden blocks with the grain pointing up tends to prevent horses’ hoofs from slipping as they do on slick, hard brick. The man whohaslived ona street paved with wooden blocks, and then later upon one paved with brick, has the superiority of wooden pavements impressed upon his mind quite painfully; especially if it be summer and he works late at night and sleeps late in the morning or tries to. I learn this anew every morning. My home is in the middle of a block, upon a north and south street, and next to an east and west alley. The cross street and the alley are paved with brick set on their edges, the street a half block south of me is paved with asphalt, and the one a half block north with oiled pine blocks. The brick pavement is worse than the asphalt, because in time the upper edges of the brick are worn off by the grinding of wheels upon them, and they are like small cobblestones, high in the middle and low at the edges. Traffic on the two streets north and south of me is quite heavy, but the difference in the amount of noise made on then is very great. From the one paved with as- phalt comes a ceaseless, continuous grind most trying upon the nerves even a half block distant, while the sound coming from the one paved with the blocks is a mere hum—very soothing in compari- son with the tortuous sounds from the other street. The wooden paved street sustains just as heavy traffic as the other, with not one-tenth of the sound, and it is constantly alive with autos, for wooden blocks are less trying on rub- ber tires than the asphalt. But it is the cross street in front of my house, and the alley, both paved with brick, which are the greatest tor- ture, being closer, and less smooth than the asphalt. Besides they are quite slanting so that heavy coal wagons, drays, moving vans and even milkmen’s carts make a tremendous racket as they come tearing down this alley at a rapid gait, the decline being just enough to per- mit reckless driving and not enough to make the drivers careful to control their teams. And the milkmen’s carts driven by from 4 to 6 o’clock in the morn- ing, before the noise of regular traffic Starts, seem to make more racket when one is trying to sleep, than do heavy coal wagons and trucks in the day. These bricks, like small cobblestones. are also undoubtedly wearing upon iron wheels, and still worse upon iron shod horses’ feet when the annimals are be- ing driven rapidly down a street or alley, urged on by the mere momentum of the vehicles. In putting down wooden blocks they should be thoroughly oiled. They should be of sufficient size to prevent their splitting from heavy traffic, say five-inch cubes, and they should rest on a firm floor of concrete and broken rock. They should be wedged in close to- gether to prevent splitting, and after having sand or thin concrete poured between the blocks to fill up all space, they should be well oiled on top to pre- vent water from penetrating them. They will last as long as brick or as- phalt, and give better service. They will not chip at the edges as brick do, and therefore will not become like cob- blestones, no matter how long they are allowed to remain, and there will be no hard, metallic pounding of iron upon stone such as you hear when heavy trafic is passing rapidly over a brick pavement, for even if the sound of wheels on wooden blocks were loud it is not as nerve-racking as a milkman’s cart driven rapidly. over the bricks. It is simply a dull humming, and is sooth- ing to ears accustomed to the sound of wheels upon uneven brick. It is therefore certain that the use of wooden blocks will increase, both for boulevards set apart for pleasure driv- ing, and for streets carrying heavy traf- fic, and the man owning a large tract of timber unsuited for lumber or fine factor stock, can in time turn it into paving blocks at as good profit, perhaps, as if it were much finer material. The same is true of the captalist who has an opportunity to invest his money in such timberlands. The fact that the trees are low or deformed will not unfit them for this use. Most paving blocks now in use are of pine, and are commonly used in cities near pineries, but there are other trees which make even better paving blocks, and in time it will surely pay to cut them for this purpose. In many por- tions of the United States there are great forests of postoaks and red oaks, both furnishing strong, heavy, coarse- grained wood, the former a very durable wood, but the latter rotting rather quickly in contact with moisture. Post- oak wood is used largely for making fence rails, railroad and house blocks, but it make splendid street paving blocks, far out-lasting pine, and being cheap wood unsuited for lum- ber or fine factory stock, it should be especially good for paving blocks, and worth much more when thus utilized than when cut up into crossties. The same oak and other coarse-grained oaks, as well as many other trees which are unsuited for the manufacture of fine products. ties should is true of red Creosting pine blocks quadruples their durability, and the creosting should have the same effect upon an oak block, ex- cept that it would take a longer bath in the creosote, for the softer the wood the more readily the oil is absorbed. 3ut with a long time in the bath of boiling oil, a hard wood like postoak could be given a treatment which would make it last perhaps fifty years, if the blocks were say five or six inch cubes. and the top were given a new coat. of oil every year or two. No asphalt will last this long without requiring almost enough repairs to pay for a new pave- ment, and certainly no brick pavement will last this long. If a postoak cross- tie used in putting down a city street car track is given a good oil bath and then buried in a solid concrete pavement it will last a hundred years, or longer. Brick used for paving would become so worn on the edges that they would have to be removed and a new pavement put down every fifteen or twenty years, at the farthest. The upper surface of paving blocks will remain smooth and even after long service, and therefore are easier to clean with a street sweeping machine, while the pavement is as sanitary as brick or asphalt, for there would be no place for germs to multiply as long as it was kept properly oiled. Every merchant, capitalist, banker and sawmill man who owns or controls tim- ber land should realize that these rough woods are going to be valuable some day, and get himself in shape to furnish this paving material when the demand becomes stronger. They should inform themselves as to the value of such pav- ing material, and be prepared to talk it up, because many aldermen, street com- missioners and mayors must be educated as to its value before they will become customers and endorse it for use on heavy traffic ways. No one should al- low such material to go to waste at the present time, in the process of cutting up valuable trees, for if the blocks are cut, dried, creosoted and stacked under sheds they will keep many years with no deterioration in value. The owner can be sure that the demand for them will be strong and insistent some day. I. H. Motes. —__ ~~. _ When a man does have greatness thrust upon him he thinks he achieved it. The Goal. Written for the Tradesman. These are truly times that try men’s souls. Is there aught that man more dearly holds Than liberty of reason? For who among us has not For this freedom freely bought His own soul's treason, There is that endure That does not in some way insure His future happiness. For nothing is in man’s devotion Other than he has a notion Ot love and _ bliss. naught man can long Why then is it? Why this slaughter Of our brothers across the water? Why are men driven To fight for home and fireside In awful war that has already Round our earth Its iron band riven. hearth Hear the father’s dying prayer; Hear the loved ones sobbing there: Not full knowing Why the sweethearts of the maidens Lie the blackened food for ravens Or by them groaning. Will the coming generations Heed this grinding of the nations? Ah! We will Strive and in our striving Pray to all the Gods of men That ever, oh, ever again, God of War, Be still. Robert C. Hart, Michigan. —— +> _ Example of German Efficiency, A Berlin toy-manufacturing con- cern has an agent in Christiania, 4 man named Sorensen, a native of Norway, who travels the Scandina- vian kingdoms for his German em- ployers, and naturally, like other com mercial travelers, has his paid. Munger. expenses By chance, not long ago, one of the directors of the firm had business in the North. At the Savoy Hotel, in Copenhagen, he came upon Sorensen in the restaurant, surrounded by in- trenchments of oysters, caviare, cham- pagne, and the like pomp and cir- cumstance of high living and with company to match. “Great heavens, man,” exclaimed the director, “so this is the way you live—at our expense.” “To be sure,” replied the Norwe- gian calmly. “And you should be thankful for it. Don’t you realize that the bigger my expense account is the less the firm in Berlin will have to pay in the way of war-profits taxes?” —— Transmigration. In New Jersey one morning Per- kins looked over his fence and_ said to his neighbor: “What are hole?” “Tm just replanting some of my seeds, that’s all,” was the response. you burying in that “Seeds!” exclaimed Perkins angrily. “It looks more like one of my hens.” “That's all right,” came from the man on the other side of the fence. “The seeds are inside.” — 2r+.____ The Ultimate Outcome. Teacher—If I cut a beefsteak in two and then the halves in two, what do I get? Boy—Quarters, sir. Teacher—Good! And then again ? Boy—KFighths. Teacher—All right! And then again ° Boy—Sixteeths. Teacher—Exactly! And then? Boy—Thirty-seconds. Teacher—And then? Boy (impatiently )—Has'i! nih espa rei aptc oO pre oanbentecarebcadonaereecardaserment once tort pine RTE ees dingeideaddteerantataaptanatnetata commie SNS NPL RERIS i aa — 2 ‘ ; i : by § p u sciatic ss oe Seana ee eee a ee Te ee ee ee nT enn Oe ren geen neds Daecaiane ER sooner ean March 1, 1916 MICHIGAN TRADESMAN 1916 Catalog Now Ready Every page carries a message of interest and profit "THE new Mayer Shoe Catalog illustrates in an interesting way the popular Honorbilt line--- for men, women and children: tells you about that great Dry~Sox wet weather shoe: describes and_ illus: trates the well-known Martha Washington Comfort Shoe line and the new Honorbilt Cushion Shoe. Mae Honorbilt Shoes Get acquainted with this big Honorbilt line, with its broad gauged advertising and business policy. Get this big catalog and open the way to bigger and_ better business. Fill out and mail the coupon---today---now. F. MAYER BOOT & SHOE CoO. MILWAUKEE, WIS. No. 47—Gun Metal Polish, Dull Top, Medium Narrow Recede Toe, Close Edge,1% inch Louis Cuban Heel, Single Oak Sole, McKay Sewed, D-E, 2%-7, $2.25 F. Mayer Boot & Shoe Co., Milwaukee, Wis. Without any obligation on my part, you may send me the new 1916 rc 17 18 MICHIGAN TRADESMAN y= TAN (CA T(LAlC Hse §: — = Need of Better Management and Bet- ter Salesmanship. Business has been defined as “buying and selling goods at a profit.” I believe that if a man doesn’t buy and sell at a profit he isn’t in business. The man who merely buys and sells and neglects the profit end of it is sooner or later going to be out of it entirely. “Buying and selling at a profit.” Of the two, probably selling is the most important, because selling is the climax of all the other activities. It really is the point of contact with the customer. It is the point at which we meet the customer, and all the other activities are prepara- tory for this final stage of getting rid of the goods and getting the money. This is the only reason why we have a store, why we have a store building. So that as a matter of fact selling is the important thing in business, and the important person in business is the per- son who does the selling. A great deal of thought and a great deal of time have been given in the past to the de- velopment of advertising men, window trimmers, buyers and all the other fac- tors that enter into the making of a store, but we have persisted in over- looking the person who actually comes in contact with the trade, who is the actual representative of the concern, and who actually gets the money that sup- ports us and every other employer; and that is the clerk behind the counter, the one who sells the goods, who really furnishes the point of contact. As a matter of fact this clerk is of more im- portance than almost any other person in the business, because it is only through this clerk that we have actual contact and actually consummate the sale. If this, then, is the most important part of the business and if it has been most overlooked the next great development that will come will be in this particular individual, this particular point, the in- dividual who is getting your goods out to your customers. And first of all, it will be necessary to select the right man, the man who is going to represent you in the right way. The old method of selection was to look a man in the eye and say, “Yes, he looks like a pretty good sort of a fellow; we will give him a chance,” but not to bring any special amount of discrimination or any analysis to bear to find out whether he is strong enough to lift a sack of flour or quick enough to wait on more than one customer before noon. I be- lieve that the selection of your material should receive a great deal more atten- tion from store managers in all kinds of business. The second thing is to provide the man with the right kind of tools with which to work. These tools are made up of the equipment in your store, and anything in the way of equipment that will help to facilitate business, that will help to make “two blades of grass grow where only one grew before,” is going to have a very beneficial effect on the net profit, for which we are really con- ducting business. And so, we ought to provide him with the sort of tools that will enable him to wait on the most customers in the shortest possible space of time and give the very best degree of service. But having the tools, being provided with the tools, is scarcely enough. Very frequently we bring young men and young women into our stores, and put them behind the counter without any preliminary instruction. All too often we practically say, “I worked out my salvation in the past, let’s see you do the same thing;” and the result is that for the first two or three months this clerk probably costs our concern more than he is paid, more than the profit he is bringing in from the sale of goods. This cost comes from a great many leaks and losses, the greatest of which probably is the loss of customers, a loss which none of us can regain. There was a time possibly when we felt that we owned our customers. I believe that the retail business has developed along with other lines, until it requires attention to customers, and cultivation of customers, and that the man who has been spending only $10 a week ought to be developed to the place where he will spend $15. We know what great things have been done in other lines of activity. In scientific agriculture we know that they raise a great many more bushels of corn to the acre by applying scientific methods. A young man out in Cheyenne, Wyo., recently raised a great many more bushels of potatoes by applying scientific methods than had ever been raised before on the same acreage, and we have the same thing in all lines of business. It seems to me that there are just two things we can do that will help us to sell more merchandise; to my mind there are only two ways. One is by waiting on more customers and the other is by selling each customer a larger quantity or more expensive mer- chandise. If we can adopt either of these two methods and show our clerks how to carry on our business in that way we will sell more merchandise and make more money. The great trouble has been in the business that the man- ager and those of greater experience have had troubles of their own and they have paid no attention to the poor clerk, who comes in and tries to make a little headway in this most arduous work of trying to sell. The result is that the new clerk simply fills the orders that are brought to him, becomes merely an order taker, and he does not really try to sell anything. We ought to help him, we ought to give him the kind of help that he needs. The other clerks in the store may try to help the new clerks but they haven’t the right idea; they don’t know what you want them to do. And while the selection of employes is very im- portant, there is another thing that is very important, too, and that is how those employes when selected sell your merchandise. We ought to diagnose the case of selling merchandise very much the same as a physician does, in order to effect a cure. First, we must find out what is wrong. The modern physician looks his patient over very carefully, just as we ought to look over this sell- ing problem in our stores. We have paid altogether too much attention to buying. Buying is very important, of March 1, 1915 course; we want to buy the best goods, of the right kind, at the right prices, and in the right quantities. We always want to get the best terms, the lowest prices, and we want to have the newest things. Then we want to have splendid returns, and we have studied with that intention for years and years until we have arrived at a fairly high standard of operation. But we have overlooked an equally important thing, which is to get rid of the goods. The best buyer is not always the best seller but you ought to be a good seller also; you ought to be a good enough salesman to do some- thing in behalf of those who are under you in actual contact with the trade. Now, there are no methods, there is no such thing as a method of selling a thing, and yet I believe that we will all agree that there are certain things < Good Hosiery For over ninety years the product of Ipswich Mills has led the hosiery industry both in quality and quantity until today they produce nearly 36,000,000 pair annually. Ipswich Trade-Mark stamped on hosi- ery is the sign of greatest style, comfort, fit and durability that finest materials and san- itary working conditions can produce at popular prices. A fullline of Ladies’, Men's and Children’s. Wholesale Dry Goods Distributed by Paul Steketee & Sons Grand Rapids, Mich. No. 1603 The quality of yarns used is always of the best accord- ing to the price of the gar- ment—another advantage. Then add to these the fact that ‘‘Ha-Ka-Rac’’ prices offer you a good, substantial profit. We sell direct to you, elim- inating the jobbers’ share. Our salesmen are out and will call on you during the season Perry Glove & Mitten Co. PERRY, MICHIGAN rere Ls Sere ee fly OO ee nts wean << March 1, 1916 true to every sale, that these are certain fundamentals which if they are known and used will make selling very much more easy. We know, for example, that our customers usually have to come into the store; sometimes we go out and get them, it is true, but that is the exception. Asa rule they come into the Store, just walk right in like real human beings. Of course, there are cases— there is a store now and then that has a little exceptional service right here; for instance, the wheel chair service for invalids and the aged, but your custo- mers walk in. It is at this point that the actual meeting of customer and clerk takes place, and what happens then de- termines to a very great extent whether a sale is going to be made or how much of a sale is going to be made; and it also determines very largely the future relations between that customer and that store. Very often it is just the first impression that determines the whole future. That first impression would be a good impression because that will help to make it a lasting impression. The first impression can be created by doing a very few, very simple things. First of all, be prompt in waiting on the trade. In order to wait on cus- tomers promptly we must first of all see them. We must be awake. Our people must be alert and they must wait on our trade promptly. They must have the necessary “pep” and ginger in them to do this, and just to the extent that you can infuse that spirit into your clerks, just so far as you can get them to apply it in actual practice, you are going to be a success in your business. This is one of the big things in business, this giving of service, getting people waited on in the way that they like to be waited on. I talked to the managers of two stores a short time ago, and one of them said, “We do a wonderful busi- ness in our store, we buy cheaper and we sell cheaper than our competitor.” Two weeks after that I talked to the manager of the other large store and he also said, “We do a wonderful busi- ness because we buy cheaper and we sell cheaper than so and so.” As a matter of fact they couldn’t both be buying cheaper and selling cheaper, but one of those stores does 50 per cent. more busi- ness than the other and the difference is due solely to the degree of service rendered. Under present day conditions, competitive conditions, we must all re- member the fact that there are very many people ready to supply merchan- dise at the right prices to prospective buyers and on a good basis of profit. Under those conditions no one can have a “cinch.” But if there is any such thing as a cinch in this day, the man who has it is the man who has good salesmen in his store and renders real service to satisfied customers. Remem- ber that a satisfied customer is your very best asset, for the other fellow probably has just as good merchandise as you have. Of course, this applies more to the cities and towns, and your problems are somewhat different in the average retail store, because in very many cases you have very little compe- tition, but people can buy goods, if they have the money, almost anywhere. You try the service in the stores in this city or any other city and you will find that you can give your customers better MICHIGAN TRADESMAN service if you will than they are getting anywhere. I know of only two or three stores in the United States where the service is anywhere near what it ought to be. There is one in Boston, another in Philadelphia and another in Chicago, Therefore, I say to you, look after this feature of your stores. Improve the service that is being given to your cus- tomers and you will have no trouble in keeping them and in securing more of them. Sometimes you will find that the handling of your customers is anything but courteous. I believe that courtesy should be more than mere politeness— that it should, as a matter of fact, be real hospitality. That is the idea on which we are working in the concern with which I am connected and we are trying to put it across. When a customer comes in your store and has been promptly and pleasantly greeted, the very first thing your clerk will do if he is a skilled clerk, if he knows his business—the first thing he has to sell to that customer is himself, and the second thing is to show and sell our merchandise. Value is deter- mined entirely by how badly the cus- tomer wants the goods. We can go down to the river and get a bucket of water without any cost whatever, but if you were in the middle of the Sahara Desert the price of that same bucket of water would be incalculable because of your want and need for it. So that value is determined entirely by how badly the ‘customer wants the goods. Along about Christmas time you put your goods up in a pretty little box decorated with holly and you raise the price 10 cents, but the box is worth only a nickel. You tie red ribbon around it, you put tissue paper around it or you wrap it in oil paper, and you have it all fixed up in a nice way, and the value is really there because the cus- tomer wants the goods and wants it put up nicely and seasonably. Some things are Nationally advertised and for that reason become the standard of value and quality and the people want them, but the value is really there. It is an intangible thing perhaps, but it is there. After the first step is over between customer and clerk the next is to show the customer the merchandise and it should be shown only in the best way, in such a way as to make the customer want it immediately. This, for economic reasons if for no other, to reduce the time of sale. Some statistician has fig- ured that it takes four minutes to sell a collar and eight minutes to sell a shirt. Now. if it takes four minutes to sell a collar the clerk can sell fifteen collars in an hour; but if you cut down the time of sale to two minutes that same clerk can sell thirty collars in an hour, and so on all the way through the busi- ness. We ought to reduce the time of sale without of course trying to hurry the customer and so prejudice the fu- ture. We ought to try to have our merchandise shown in the right way at the very beginning so as to make the customer want it at the start. Some- times it is a mistake to try to demon- strate the article and sometimes it should be demonstrated. The best rea- son for buying the article should be given at the start and it should be given not by showing the article alone but by testing its merits if possible and handing it to the customer so that he can test it too. Make positive statements in showing goods. Never tell the customer. “I hope it will,” “I guess it will” or “I hope it won’t,” but say. “It will” or “It won't,” and know what you are talking about. You know when we used to sell indigo prints at 5 cents a yard a woman and her daughter would come in the store and examine those prints and the woman would ask, “Will it fade?” “Oh! no, this won’t fade.” And the woman would say, “Will you give me a little sample of it,” and you would cut her off a little sample and she would hand it to Mary Jane and say, “Mary Jane, you chew this and see if it fades.” Your clerks ought to know what they are doing and what they should sell the customer. You will not get the trade you ought to have unless they do, and your trade year by year is expecting more and more all the time that your clerks will know because people are becoming more discriminating. JE We Bice (Concluded Next Week.) 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 We are manufacturers of TRIM M ED 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. 19 Grand Rapids, Mich. Are Your Net Profits Satisfactory? Probably not, if you are like nine out of ten merchants. Your trouble prob- ably is (1) you have too many of some items; (2) not enough items. If you will buy the “many lines in one bill” offered by our monthly catalogue of General Merchandise, you easily can apply the remedy. Butler Brothers Exclusive Wholesalers of General Merchandise New York Chicago St. Louis Minneapolis Dallas New Neckwear for Easter Trade Men’s Teck ties, assorted colors and plain black, per dozen $2.25. Four-in-hand ties, assorted stripes and colors, per dozen $2.25 and $4.50. Four-in-hand ties, assorted plain colors, special five dozen packing—ex- ceptional value—per dozen $3.50. “Sport” ties, especially made to wear with “Sport” shirts, choice as- sortment of colors, per dozen $4.50. Also a good assortment of colors in Windsor ties for children at $2.25 and new ideas in ladies’ neckwear at $2.25 and $4.50 per dozen. SAMPLE LINES ARE BEING SHOWN BY OUR SALESMEN Exclusively Wholesale Grand Rapids Dry Goods Co. 20-22 Commerce Ave. Grand Rapids, Mich. MICHIGAN TRADESMAN March 1, 1915 THE MEAT MARKET = Various Grades of Carcass Beef. Carcass beef is divided into classi- fications known as native, Western or Colorado and Texas. These terms are used in the same sense, although not to the same extent, in the beef trade as well as in the cattle market. The distinct differerices which former- ly separated them have become much less marked in later years owing to the improvement in the quality of the beef produced in the West and Southwest. They are sufficiently dis- tinct, however, to give each term a reasonable definite meaning in mar- ket circles, and they are sometimes even applied to wholesale beef cuts. Native carcass beef differs from West- ern chiefly in shape, finish, thickness and age. It is fatter and firmer in flesh, showing the effects of grain feeding, more compact in form, short- er in shanks and neck, thicker in loins, ribs, rounds and chucks, more mature in proportion to age, and much better in marbling and general quality. Natives consist chiefly of medium to choice steers. heifers and cows of the heavier weights, but they include all grades of beef and are used as dressed beef cutters or can- ners. They make up over 85 per cent. of the carcass beef trade at Chicago. Westerns, or Colorados, are casses that are comparatively rangy or loose, coupled in form, grassy Or green in appearance, with coarser grained flesh, larger, whiter bones, lighter kidneys, wider plates. more prominent shoulders and_ lighter, longer rounds than natives. They do not run as far as natives, and most of them are hipped or bruised on the plates and ribs. The flesh iust un- derneath the shoulder blades is al- most invariably dark colored, as is observed when the chuck is taken off. The rump bone is generally thicker and more prominent than in the natives. Heavy, weil-finished Collos, or Collies, as they are some- times called, frequently yield loins or ribs that may be substituted for those of natives. By far the greater proportion of carcasses in this class are medium and common grades, witl: a considerable percentage of cows and smaller proportion of heifers than in native cattle. Heavy steers —750 to 1,000 pounds—of this descrip- Cat tion are usually termed Colorados, and the 500 and 700 pound steers Westerns. Western cows weigh 450 to 700 pounds. Most spayed heifers are Westerns; they are a very small percentage of the number slaughter- ed, and little or no difference is made in price when compared to open heif- ers. The supply of Westerns is con- fined principally to the period from July to December, which is known in the beef trade as the cattle cutting season. They are sold to a consider- able extent as dressed beef, but are also cut up and stored in freezers in the form of No. 2 and No. 3 loins, ribs, rounds and chucks, also strip rolls, clods, tenderloins, etc., and to some extent in quarters. These cuts are sold from the freezers mainly from February to June, when medium and lower grades of fresh beef are scarce. The plates, flanks and rumps are packed as barreled beef, and the rounds as beef hams. Colorado beef constitutes only about 10 per cent. of the trade. Texas beef refers to light-weight carcasses more deficient in form and finish than Western and more grassy and washy in flesh, together with hard bone and dark color, showing considerable age. Many Texas sides are severely bruised, due to the long shipments of the live cattle. Large scars, resulting from branding the hide too deeply, are visible on the hide in some cases. They grade from canners to medium and good. Only 5 per cent. or less of the an- nual supply of beef cattle consisis of Texas beef, most of this beef be- ing handled in Kansas City, St. Louis and Fort Worth. It is in season from June to October. A larger pro- portion of this beef than of Westerns is cut for freezers. Temperature For Curing. If haste is necessary, different S. P. cuts may have different tempera- tures in their curing rooms, but if the plant is such that all cuts are cured in the same room, then the tempera- ture should be such as to fit the medi- um and heavy hams, which is 37 de- grees. F. A cooler temperature will retard the cure, while a warmer one is apt to turn the sweet pickle ropy or thick, before the heavier hams are cured. Sweet pickled bellies should be cured in a temperature of about 39 degrees F., while 40 degrees F will answer dry salt meats. Marrow Souring in Hams. Sour marrows are primarily due to faulty circulation in the chill room. After the hogs are run in a steam rises from them and unless the venti- lation apparatus is able to carry this off it will condense and fall back in moisture on the shanks and hams, eventually causing “sours.” The reme- dy is to keep your ventilators open until all the steam has passed out, and then to close them as soon as your room is clear. If you do this the chances of your having sour mar- rows are small. —_~t2.__ Blessed is he that keeps his troubles to himself. Tongue Sausage. Take fifty pounds of hog or sheep tongue, 130 pounds shoulder fat, thirty-four pounds hog skins, thirty pounds blood, eight pounds salt, one pound four ounces white pepper, two pounds onions, ten ounces marjoram and four ounces cloves. Use pickled shoulder fat, skin and cook for one hour at a temperature of 210 degrees F., run through a fat cutting machine or cut into the size of small dice. Use beef blood passe:l through a fine sieve in order to re- move all foreign matter. Cook the hog skins at a temperature of 210 de- grees F. for two hours and then grind. Pickled sheep tongues are preferable to pickled hog tongues, as they are smaller and make a better appearance when cut. The tongue should be cooked one and three quarters hours at a temperature of 210 degrees F. Before mixing the above ingredients rinse the fat off the tongues with hot water. Mix ingredients thoroughly with the seasoning by hand. When stuffing put in about four pieces of tongue to each bung. Smoke for twelve hours at a temperature of about 65 to 70 degrees F. 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 MODERN AWNINGS—ALL STYLES a a _____ ofc (PROVED ROLLER AWNING - ae At SX Get our prices before buying CHAS. A. COYE, INC. Grand Rapids, Mich. 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. 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 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 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. Breakfast bacon and fresh eggs. pared by Cudahy Brothers Co those who want the best. Cudahy Brothers Co. Packers Cudahy, Wisconsin PEACOCK BRAND Appetites can be encouraged and well satisfied with a nice rasher of _Go to your grocer’s and get some of the famous Peacock mild cured bacon and fry it, pouring off the grease as quickly as it forms. This makes it crisp. Pea- cock Hams and Bacon are cured by a special process—brine is not used—so they are not salty. They are especially pre- .. Packers, Cudahy, Wis., for ep eeenaedeta nonce Sane eee March 1, 1916 What Gives Color to Meat. When flesh is red the color is due to the presence of a sufficient quanti- ty of haemoglobin, the coloring mat- ter of the blood. In the muscles the haemoglobin is united with myosin, which is the name science gives to the peculiar variety of albumen of which muscles are composed, says the Meat Trades Journal, of London. All living tissue is built up of albumen, but, strange to say, no two varieties are like. There is plant albumen and animal albumen, but the albumen of the golden rod is different from the albumen of the tomato, and the al- bumen of the frog is different from the albumen of the beetle. Even among human beings the albumen can never be duplicated, not even among the closest relations. Myosin is distinguished from other varieties of albumen by its readiness to coagulate. The rigidity following death is due to this peculiar condi- tion. It is not yet known whether it is produced by a peculiar ferment formed after death or by a post- mortem formation of lactric acid in the muscles. All muscles which have physical work to perform possess more haemoglobin than muscles of which no work is required. The muscles of the heart, of the stomach and of the jaws are a deep red. The muscles of the breast, to which the wings are attached in birds that fly, and which therefore bring into con- stant play the muscles of the breast. But in chickens and other barnyard poultry, whose wings have fallen into disuse, the flesh of this part is white. MICHIGAN TRADESMAN Beef is red because the ox and steer are active animals, performing cer- tain labors or constant exercise. Pork is white because the white-flesh- ed pig has nothing to do but eat and grow fat—and does it very well. Why should red meat turn gray when boiled? In boiling meat the albumen coagulates, and the haemo- globin turns into a gray substance called haematin. Thus, after beiny boiled, the poorer the meat is in haemoglobin the lighter it will be. That is why pork and veal are al- most white after being cooked, while lamb and beef are a dark gray. Why is salt meat red? If salt only were used the meat would also turn gray, as in cooking. But gray meat is not as attractive as red meat, there- fore a very small amount of saltpetre is used in salting meat. This is changed by the microbes existing in the brine to nitrous acid, and _ this, combining with the haemoglobin of the meat, forms haemorrhin, the color of which is the attractive red that we see in corned beef. There is usually a small portion of the meat which remains gray because, being situated in the center of the cut of meat, it has not been reached by the combination of the brine and salt- petre. Sometimes the edges of the meat turn reddish after boiling. This is due to the nitrous acid contained in certain waters and vegetables. —_+~+>—____ Canning Meats. Processes of canning differ widely in various establishments, and with the ‘arious meats that go into the can. In the canning of potted meats the meats are boiled for forty minutes, after which they are hashed sufficiently fine and im- mediately spread in shallow pans and trays, which are placed in a retort and heated to 180 deg. F., and then emptied into the receptacles from which the meat is conveyed into the stuffing machines. In handling the meats all delays should be avoided, and the cans should be filled as rapidly as possible. The tops of the cans, after they leave the stuffer, are cleaned off and the cans are topped. The tops are soldered immediately by passing the cans through an automatic soldering machine, and then the vent in the top is closed by hand soldering. After inspection the can is passed to the process retort, where it remains about one and one-half hours under a pres- sure of seven pounds at a temperature of 233 deg. F. Coming out, the cans are passed through a bath of hot lye. to remove all grease, then sprayed with cold water, after which they are taken to the label room. In canning corned beef the meat is first boiled for one hour and then placed in the can, which is topped with vent open. The can is then placed in the vacuum machine and the vent soldered In canning roast beef the meat is par- boiled for forty minutes. The method is very similar to canned corned beef. —_>+.>_____ She Belonged to the Union. Lady—I shall be very lonesome, Peg- gy, if you leave me. Peggy—Don’t worry, ma’am, I’ll not leave you until you have a house full of company. 21 Medium Grade of Cervelat. Take forty pounds of beef chucks, lean and entirely free from sinews: ninety pounds of pork trimmings, trimmed in same manner; twenty pounds shoulder fat, cut into strips about two inches square and cut into shavings as fine as you can get them; five pounds twelve ounces salt, two ounces whole white pepper. Grind the beef and mix with the fat and seasoning, Add the pork trimmings and again mix, this time thoroughly. Take the mass to a coo}l- er, the temperature of which is be- tween 38 and 40 degrees F., lay it ouz about ten or twelve inches deep and allow it to remain for three days. Stuff into either hog bungs or beef middles. Allow the sausage to hang from two to three days, according to the weather, in a temperature of about 48 to 50 degrees F. If the weather is damp exercise care to prevent the sausage from sliming. To do this it is sometimes necessary to run the tem- perature up to 55 degrees in order to keep the room as free as possible from dampness. If the sausage slimes there is great danger of it becoming sour or hollow in the center. When ready to smoke hang in smoke-house at a temperature of 48 degrees F., gradually allowing it to increase to 70 degrees F. It must be kept at this point throughout the entire process of smoking, or twenty- four hours for beef middles and forty- eight for hog bungs. Allow it to cool gradually. ASK YOUR JOBBER FOR Hart Brand Canned Food HIGHEST QUALITY Our products are packed at five plants in Michigan, in the finest fruit and vegetable belts in the Union, grown on lands close to the various plants; packed fresh from the fields and orchards, under highest sanitary conditions. Flavor, Texture, Color Superior. Quality Guaranteed Beans, Spinach, Beets. The HART BRANDS are Trade Winners and Trade Makers Vegetables:—Peas, Corn, Succotash, Stringless Beans, Pork and Beans, Pumpkin, Red Kidney Fruits:—Cherries, Strawberries, Red Raspberries, Black Raspberries, Plums, Pears, Peaches. W. R. ROACH & CO., HART, MICH. Factories at HART, KENT CITY, LEXINGTON, EDMORE, SCOTTVILLE. 22 EIGHTEENTH MEETING Of the Retail Grocers and General Merchants. The eighteenth annual convention of the Retail Grocers and General Merchants’ Association of Michigan was called to order at Battle Creek, Heb. 22 by £1. Swank, President of the Battle Creek Retail Grocers and Butchers’ Protective Associa- tion. Following an invocation by the Rev. George Barnes, of the First Presbyterian church of Battle Creek, the address of welcome was given to the visiting grocers and butchers by Mayor James Marsh. In extend- ing the words of welcome, Mayor Marsh said: “Let the truth always dictate your entire conduct, men of the commer- cial world. Then there can be no hypocrisy, no deceit, no malice in your affairs.” Mayor Marsh spoke of truth as an endowment which man gets from God, and not a human at- tribute. “It is a gift that can only come from the Almighty.” Vice-President John A. Lake re- sponded to the Mayor’s words of greeting. His response was published verbatim in last week’s Tradesman. The annual address of President McMorris and the annual report of Treasurer Grobe were then presented. Both were published in the Tradesman of last week. The songs “Michigan, My Michi- gan,” and “Marching Through Geor- gia” were sung to new words apro- pos to the occasion, by the entire as- sembly. Afterwards the morning ses- sion was closed and the delegates re- tired for luncheon, which was serv- ed by the ladies of the Eastern Star in the dining room of the Masonic temple. What was to have been the fea- ture of the afternoon programme, an address by Frank B. Connolly, Presi- dent of the National Retail Grocers’ Association, had to be dispensed with, owing to Mr. Connolly’s inability to be present. President McMorris announced the following temporary committees: Rules and Regulations—Martin J. Maloney, Otto M. Rhode, J. R. Doig, Adolphus Blanchard and J. F. Tat- man Resolutions—John A. Lake, C. J. Christianson, J. P. Holbrook, F. D. Averil and M. C. Bowdish. Credentials—S. Kline, W. P. Work- man, M. C. Goossen, F. A. Weed and A. E. Crosby. Auditing—W. J. Cusick, W. J. Poole and O. H. Bailey. Press—L. D. Hobbs, Tom Whalen, A. P. Walker, George Fuller and C. A. Day. Ex-Secretary Miller made a partial report covering the two months he acted as Secretary after the Lansing convention. Most of his report was so replete with unfounded attacks and libelous innuendoes that he was for- bidden to read it by the Executive Committee. At 4:30 o’clock the entire assem- bly, including all the local grocery clerks and their families, in addi- tion to all the outside visitors, were taken by special cars to the Kellogy Toasted Corn Flake Co. plant, where MICHIGAN TRADESMAN they remained during the afternoon and evening. At 6:30 o'clock in the evening a banquet was served in the banquet room of the factory. The Rules and Regulations Com- mittee made the following recom- mendations: We recommend that we adopt the Roberts rules of order to govern the proceedings of this con- vention. We also recommend that all nominations of officers be made from the floor. We also recommend that all nominating speeches and dis- cussions be limited to ten minutes. We further recommend that the Presi- dent use his own good judgment in construing the said rules of order, so as to give the broadest latitude to all matters coming before the conven- tion. The report was adopted. The Second Day. Storm clouds hung dark for a time over the second day of the conven- tion. Several matters of importance developed during the morning ses- sion which for a time seemed to make an unheaval imminent. The first difficulty arose over the appointment of S. Kline, of Detroit, as chairman of the Credentials Com- mittee by President McMorris. The Detroit delegation claimed that Kline was ineligible, as he had not been elected to come to the Battle Creek convention as a regular delegate from that city. Kline, it was stated had been one of thirty-six nominees for the place of delegates, but he had been defeated at the election, and had come to the convention entirely of his own volition, and with no au- thority to act as a credited delegate. He was out of harmony with the De- troit Association, it was stated. After some heated arguments had passed back and forth down the con- vention hall. President McMorris ap- pointed a committee of three, con- sisting of Delegates Avery, of Tecum- seh, Jeau, of Bay City and Tatum, of Saginaw, to retire with Kline and the Detroit delegation and reach some settlement. It was decided that Kline was not eligible as a credited delegate, and Frank D. Avery, of the Tecumseh delegation, was named chairman of the Credentials Commit- tee in place of Kline. A second crisis was reached when the legality of the recommendation made by the Rules and Regulations Committee was questioned by M. L. DeBats, of Bay City. The resolu- tion offered by the Committee was that hereafter all nominations of of- ficers be made from the floor. The recommendations of the Com- mittee were bitterly assailed by a number of the delegates present, who had construed the report to mean that the office of State Secretary was included in the list of the offices for which nominations should be made from the floor. It was made a law of the Association at the last meet- ing in Lansing that the Secretary should be elected by the Executive Committee. It was finally explained by W. G. Cusick, of Detroit, who was chairman of the Committee that of- fered the recommendations, that the recommendation was not intended to apply to the office of Secretary. The third difficulty arose when John D. Malony, of Detroit, charged the Executive Committee with having forged his signature to certain pa- pers which he stated he had never seen, but which were sent broadcast about the State for the purpose of increasing the finances of the Asso- ciation by securing aid in this di- rection from merchants in differen: parts of the State. The discussion died down after a time. During the morning reports were read by the delegates from the dif- ferent local associations throughout the State. These showed that much progress had been made along var- ied lines during the year past. The real feature of the morning’s programme was an address by Fred Mason, Vice-President and general manager of the Shredded Wheat Bis- cuit Co. of Niagara Falls, N. Y. Mr. Mason spoke for over an hour. He continually delighted his audience with his pointed remarks, which at times took on a touch of the most genuine pathos, and at other moments provoked outbursts of the merriest laughter. Mr. Mason had many helpful sug- gestions to offer the convention, and scattered with no infrequency through the course of his remarks were many tender compliments to the grocers and retail merchants of Michigan, and particularly to the As- sociation of Battle Creek, which had in part provided for the entertain- ment of the State convention. Mr. Mason paid a beautiful tribute to the memory of the late C. W. Post, as the “man who had built up Battle Creek,” and every person in the au- ditorium rose and with him paid a silent tribute to Mr. Post’s memory. Most entertaining was Mr. Ma- son’s account of his first “experi- ence” in Battle Creek. “I was pass- ing through your city on a sleeper, on my way to a convention in Wis- consin,” he said. “It was about the time that your breakfast food indus- try was having a start here. All of a sudden, as I lay in my berth gazing out into the faint light of early morn- ing, an electric sign caught my at- tention. I had heard of your break- fast food industry, which was then in its infancy, and I had seen some of your factories from the train. The wording on the electrically lighted sign was ‘Battle Creek Interior Fin- ish Co.” The suggestion struck me as singular.” Continuing, Mr. Mason said: “If I could fill my glass with nectar as gods only can, I would fill it to the brim and drink to the men of the Michigan Retail Grocers and Genera! Merchants’ Association. I want to con- gratulate you all on being in Battle Creek. And I wish to congradulate Battle Creek for being the host te your Association.” Mr. Mason spoke of the employ- ment of men for commercial posi- tions. “I believe in employing good men,” he said. “Give me the fellow who believes in me, the company’s product, and who believes in the company itself. Then when there is a sale to be made or some transac- tion to be pulled through there is no cause to worry about that fellow’s ability to come up to the. situation. March 1, 15; Interest in one’s work is the mos: essential requisite to success. Th, fellow whose heart is in the deal wil] always win out.” Mr. Mason recalled some of the anecdotes of the earlier days of th, State Retail Grocers and Genera] Merchants’ Association of Michigan "D ‘well remember the time i;, 1903 when I held the office of Nation- al Secretary, of meeting your esteem- ed member, Charles Wellman, of Port Huron, at a convention in San rancisco. He told me about a ney association he was organizing up there at Port Huron, and urged me to come there to speak to the members. “I accepted his invitation, but the ‘association’ that I addressed was no such organization as I had dreamed of. I was not welcomed into the city amind any popular acclaim as | had, although perhaps without cause. imagined I would. In fact, I'll con- fide to you now, that I had a pretty hard time to find the meeting at all. When I found it, it was in the police station, and there were seventeen per- sons there. I talked two hours and a half, I remember, and I have often wondered why they stood for it.” The “Question Box” was a valu- able feature of the afternoon proceed- ings. Questions relative to business getting, buying, collections, the re- lative merits of cash vs. credit, job- bing, conventions, legislation, adver- tising and the mail order competition, were asked and answered with profit- able results to everyone. The unfair competition of the mail-order and chain houses was given a hard rap and better ways of meeting this compe- tition were devised. Some of. the more important of the questions which were propounded follow: Is the smile, hand shake or hearty greeting a business getter? Should we cultivate same? If catalogue houses sell for cash. why can’t we? From what part of the convention do you receive the most good? What can be done to revive the Sunday closing bill? Who pays the taxes on the mer- chandise sold by mail order houses? Who is to blame for there being so many retail grocers? The above questions called forth the most discussion and the ques- tions relative to mail-order houses and the Sunday closing bill brough‘ forth many suggestions. Some Memory Gems. The officials of the Association had a little booklet printed and which was distributed at the meeting. Among other items of interest it con- tained a list of “Memory Gems” which were eagerly read and which aroused lively discussions. They were as follows: 1. Always set a good example. 2. Do not lie to your clerks and expect them to tell the truth to you. 3. Command the respect of your employes by the integrity of your business methods. 4. Have confidence in the ability of your employes until they have Proved themselves unworthy. 5. Pay a just amount for labe- performed, A cheap man is a poor investment, orn er { | ; a ( nv) ed he ac. ty id me { March 1, 1916 6. Treat those beneath you with respect and they will return the com- pliment. 7. Do not waste your breath in Swearing and storming around the office. The same amount of energy expended toward improving your business may make you a wealthy man. No amount of swearing ever sold a dollar’s worth of goods or improved the work of an employe. 8. Be courteous and considerate to all of your employes if you wish them to be courteous to your custo- mers. 9. Confine your purchases to as few as possible. 10. Do not overbuy. 11. Take all discounts and pay bills when due. 12. Have some books, especially a daily sales ledger and a book show- ing purchases with costs and when due. 13. Carry enough insurance. 14. Keep a clean and well ar- ranged store. 15. Do as much cash business as possible. 16. Do not make unjust claims. 17. Live within your means. At 3 o’clock, the entire body left the convention hall for the Postum Cereal Co.’s plants, where they re- mained as the guests of the company until 5 o’clock. Following a banquet at the Post Tavern at 6:30, the dele- gates were guests of the Postum Co. at the performance of “When Dreams Come True.” The Third Day. A storm of resentment arose at the morning session, when the Executive Committee presented its annual re- port and recommended that a per capita tax of a dollar be imposed upon each of the members of the State Association annually. This sug- gestion immediately brought down a storm of opposition, the principal op- ponents to such a measure being the Detroit delegates. The Detroit delegation, led by W. G. Cusick and Martin J. Maloney, op- posed such a tax strenuously. Mr. Maloney arose instantly and said: “T had the honor of fighting against the levying of a per capita tax six years ago in Port Huron. The Detroit Retail Grocers’ Association believes that it is greater to the State than the status of the State As- sociation is itself. If you raise our per capita tax from 30 cents to a do!- lar, we simply won’t stand for it. Detroit won’t support the organiza- tions all over the State. We will not support your Western retailers. I move that the former rates per cap- ita be made to substitute the rates suggested by your Executive Commit- tee.” : Heretofore the per capita tax has been graded according to the mem- bership of the local associations. All places having a membership of or greater than 300 have previously been taxed 30 cents per capita annually. Many thought that this was high enough. “It is the only way to put our or- ganization on a_ self-supporting basis,” declared Charles Wellman, chairman of the Executive Commit- tee, in a positive denial of Mr. Ma- MICHIGAN TRADESMAN loney’s charges against the proposed tax. “Detroit criticized us for going to the jobbers and manufacturers about the State a year ago and beg- ging financial aid from them. This is the way we can get away from beg- ging.” The Detroit delegation then charg- ed that the Executive Committee was merely attempting to penalize Detroit for the attitude which she had held last year in regard to the policy of financial solicitation trom outside. “It is a venomous attack on Detroit,” was the spontaneous whisper that went around the circle of Detroit delegates. “Read the letter that the chair- man of your Executive Committee sent about the State with my signa- ture forged to it,’ challenged Dele- gate Cusick, from Detroit. But he was called to order by President Mc- Morris. By this time the Lansing delega- tion was getting into action. In his remarks Mr, Cusick had said: “Tt would cost Detroit $316 annu- ally if such a tax went into effect. If the Association finds ways. or means of raising more finances for its treasury imperative let them raise the money in some sane method. Let then take the proceeds from the sale of the convention programmes out of the hands of the local organiza- tion, who get the advertisers through the use of the State Association’s prestige and place it in the State treasury. The money will go to Bat- tle Creek this year. Last year the Lansing Association kept it.” Delegate Bowdish of Lansing, rose and said: “We did not make any profit off our programmes or advertisements last year. We made all the profit we had off our food show. The book cost us $400. How could we make a profit off the books at this rate? “Besides we didn’t use the State Association name. If Detroit doesn’t want a per capita tax, make one of our Lansing men Secretary. We have one man up there who made Lansing strong. He could make the State As- sociation strong. But it will take money to get him.” The Lansing delegation afterwards was silent on who it referred to as “its” man. “We don’t want 30 cent members,” said John A, Lake, of Petoskey. “We want dollar members. I believe that there are not many men in the De- troit delegation who really in their hearts want a 30 cent membership or a 30 cent Association. We get out of this Association just what we put into it.” At this juncture President McMor- ris made a few remarks, which sooth- ed the situation for the time being. “T believe that both sides are part- ly right and partly wrong,” he said. “We have tried to settle this per capita tax proposition at every con- vention during the past three years. But at last the time has come when we must take action upon it. We cannot longer allow it to go unset- tled.” The matter was finally left to a committe consisting of three of the members of the Association, upon the suggestion of Delegate Maloney, of Detroit. At Mr. Maloney’s sugges- tion they were President McMorris, Chairman Seager and W. G. Cusick. “We will abide by the decision of these men, if they can reach an agree- ment,” he said. “Mr. Cusick is posi- tively against the tax, Chairman Sea- ger is for it, and your President is neutral.” It was feared, however, that in case the decision rendered was not favorable for Detroit, the delegation would walk out-of the convention. The committee held a special meeting during the noon hour. The recommendations of the Exe- cutive Committee, barring the ‘“dol- lar per capita” tax, were adopted by the convention. The entire recommendation made by the Committee were as follows: Resolved—That the ex-Secretary be paid a salary of $100 in full of account for services alleged to have been rendered by himself and wife. since he resigned last May. It was suggested by Delegate Cusick, of Detroit, that President Mc- Morris be paid $200 from the treas- ury for his services, but this was not deemed advisable by the Association, and the President did not favor it. The Resolutions Committee report- ed as follows: Whereas—Much of the trade now passing from our State is caused by false advertising and unreliable aeri- cultural papers; and Whereas—The Agricultural Pub- lishers’ Association has taken steps to correct this abuse by refusing such advertisements and such advertise- ments as abuse others’ methods of marketing; and Whereas—The retailer is absolute- ly necessary to furnish all communi- ties co-operative supplies and mar- kets; therefore be it Resolved—That we extend the Ag- ricultural Publishers’ Association our vote of thanks for their stand and also a vote of thanks to Frank B. White, their managing director, for valuable suggestions and information given this convention. Resolved—That this Association go on record as favoring good and efficient pure food laws, also that we favor the removal of the pure food department from politics and_ the choosing of its deputies “by compe- tent examination based upon their work rather than their appointment for political reasons as we believe this would add greatly to the effic- iency and justice of this department. Resolved—That we extend a vote of thanks to the Trade, Michigan Tradesman, the press in general oi Battle Creek, the Kellogg Toasted Corn Flake Co., the Postum Cereal Co., the Battle Creek Grocers and Butchers Protective Association, the Battle Creek Sanitarium, the Mayor of Battle Creek, Fred Mason, and others who have assisted in making this convention a success. Resolved—That this Association go on record as being in favor of the net weight being stamped on all wrapped hams and bacon, such as recommended by the members of uniform fares committee and a copy of the resolution be printed and re- turned to said committee. The report was adopted. 23 The convention elected President McMorris to represent it on the com- mittee which will work for the good of trade conditions along with the other three lines of industry in the State. The Credential Committee chair- man, Mr. Jones, then gave the report of that committee. The committee reported 228 delegates and seventy- two visitors in attendance, who had registered. Thirteen visitors from outside of the State were said to be present also. Election of officers resulted as fol- lows: President—John A. Lake, Petoskey; First Vice-President—W. J. Cusick, Detroit; Second Vice-President—E. W. Jones, Cass City; Treasurer—C. W. Grobe, Flint; Executive Commit- tee—William McMorris, Bay City; M. J. Maloney, Detroit; Donald Sea- ger, Cadillac; M. C. Bowdish, Lansing. It was decided to hold the next meeting in Kalamazoo. Ex-President McMorris was pre- sented with a diamond stick pin in token of his service to the organiza- tion. The convention then adjourned and the Executive Committee pro- ceeded to the election of a Secretary. There were three candidates—L. A. Kline, of Kalamazoo; William P. Workman, of Grand Rapids: and J. M. Bothwell, of Cadillac. Each candi- date was requested to appear befor2 the Committee and present his case, which was done. Mr. Bothwell was then unanimously elected with the understanding that he be paid a nominal salary of $400 per year and be permitted to increase his income $1,100, or $1,500 in all, by the organ- ization of new associations. In case his income from the latter source ex- ceeds $1,100, the Executive Commit- tee is to decide what portion of the excess, if any, he is to retain. At 5 o'clock the delegates were taken in special cars to the Sanitari- um, where they were the guests of Dr. J. H. Kelloge at a banquet. Dr. Kellogg gave a short talk on health matters, after which the delegates were taken on a tour of inspection of the institution, Speeches were made by Dr. Kellogg and Secretary Cook, of the Ohio Retail Grocers’ Association, after which President Lake expressed the thanks of the dele- gates for the generous entertainment accorded his associates. The festivities concluded with a dance at the Masonic Temple at 9 o’clock. 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 24 MICHIGAN TRADESMAN March 1, 1916 "y)) TAN sy — -~ con) - — ~ — —_ =— = Michigan Retail Hardware Association. so ee S. Judson, Grand Rap- ids. Vice-President—James W. troit. Secretary—Arthur | J. City. Treasurer—William Moore, Detroit. Tyre, De- Scott, Marine — Building Up the Tool Department. Written for the Tradesman. Every hardware dealer stocks too’s. but it is not every dealer who makes the most of his tool department, To make the department a thorough suc- cess demands intimate knowledge of the business, and interest in it; and a measureable understanding of the various trades from which the de- partment’s best customers are secured. The tool salesman is not equipped for his work when he knows the names and prices of the tools he handles: he must have a more than super- ficial knowledge of how to handle them and perhaps of how they are manufactured coupled with ability to demonstrate what he knows. The successful tool salesman is a specialist, who has given the subject close and careful study, and has pick- ed up knowledge regarding tools and trades whenever opportunity offered. Just so, the merchant whose tool de- partment is an outstanding success, must, to begin with, have an interest in tools outside their importance as a line which every hardware dealer must carry in stock. Specialization opens the door to larger sales and cleaner profits in the tool department. The man who takes up this business in a wholesale way, whose mental! vision comprehends not merely the possible profits to be obtained but the actual service to be given, is the man who ultimately secures the in- side track with the mechanics, who are the best buyers of tools, as well as with the general buying public. This is not theory: it is cold blood- ed business, based on the practical experience of merchants who have succeeded, and the just as educative experience of others who have failed to succeed. Beyond this specialization, there are, however, other important essen- tials to the successful handling of tools. One successful dealer named three items which he _ considered especially important. First, the deal- er must have the goods to sell: sec- ond, he must keep them in first class condition; and third, he must push them energetically. In the tool department, successful buying is a preliminary to successful selling. The dealer must know his clientele, and be able to gauge their wants, The dealer who has been in business for twenty years has acquir- ed an intimate knowledge of the com-’ munity which will guide him to some extent in buying; but even the ex- perienced dealer needs to look about him, and, not content with stocking what mechanics have always bought, foresee and stock and advertise new tools which they are pretty sure to need. A new industry in a town, em- ploying a slightly different class of mechanics, may mean a steady de- mand for tools not largely handled before. The new dealer will do well, in stocking tools, to acquaint him- self with the industries of his town, or at least his immediate neighbor- hood, to find out what makes of tools are popular with the workmen, and to make this information the basis, in part, for selecting his stock. The alert dealer, in the course of such a canvass of local industries, or through meeting individual mechan- ics, will very likely discover Oppor- tunities for pushing tools not in gen- eral use. Things as they are will be, in this respect, merely a stepping stone to things as they ought to be. As it pays to study local industries, so it pays to study individual cus- tomers, to learn their preferences and prejudices, where each man is em- ployed and in what class of work, what tools he has use for, whether he buys good or buys cheap, and all that mass of personal detail which a wide-awake salesman, interested in his subject, can tactfully pick up as a by-product of actual selling. The saleman who thus places himself in close touch with the workinemen of the community, and who, specializing in tools, comes in time to thoroughly understand the community and _ its needs, is an asset to any store. Men like to buy where they are under- stood, and where there is understand- ing of the subjects which interest them. The average mechanic likes to buy from a man who says a saw is sure to satisfy, not because he wants to sell it but because he knows it will satisfy. A well selected stock is essential in the first place; a stock well kept up is necessary to continued success. A good many dealers are satisfied with the “want book” system of keep- ing their tool stock well sorted up. The want book, to be useful, must not be reserved for the recording of actual “wants;” it must anticipate them. When a salesman notices that the stock of any specified tool is get- ting low, an immediate entry in the want book is in order, that a fresh supply may be secured before the original stock is entirely sold out. The success of the want book sys- tem of keeping up the stock depends less on the actual details of the sys- Bell Phone 860 Citz. Phone 2713 Lynch Bros. Special Sale Conductors Expert Advertising—Expert Merchandising 23 So. Ionia Ave. Grand Rapids, Mich. FREE Cut This Out 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 Wood or Steel Cots Steel Couches and Bed Davenports Institution Beds Feather Pillows Down Cushions Its Loose Leaf opens like a Blank Book Write us EP Z i OSE JEAF @. GRAND RAPIDS, MICH. Made by the Grand Rapids Bedding Company Established 1890 Grand Rapids, Michigan and check opposite the listed items below what you are interested in and we will send you by return mail two beautiful Woven Wire Springs | The “Dick F amous” Line HAND AND POWER FEED CUTTERS 40 Years the Standard You can’t buy anything better—and you can’t beat our service, for as Distributors for the Central Western States we always carry a full stock of machines, parts, and ac- cessories. This means instant action when you say the word. Ask for Our Dealers’ Proposition Get your share of this business. Ask for our printed matter and catalogues. We have the goods and are glad to tell dealers all about them. Clemens & Gingrich Co. Distributors for Central Western States Grand Rapids, Michigan We Stand Back of Every Order We Sell Foster, Stevens & Co. Wholesale Hardware 4 157-159 Monroe Ave. :: 15] to 161 Louis N. W. Grand Rapids, Mich. High Class FURNITURE For High Class People and an Honest Deal Klingman’s The Largest Furniture Store in America Entrance Opposite Morton House Corner Ionia Ave. and Fountain St., WATOTANT OTA NATON Grand Rapids, Michigan E ' ' March 1, 1916 tem than upon the diligence with which it is looked after, An indexed note book may be sufficient; a card-index system may be convenient; but neither is much good where the clerk fails at the crucial moment to make the needed entry. This fact has led numerous dealers to adopt the idea of a stock clerk. This puts the responsibility up to an individual member of the staff. Be- cause there can be no sidestepping when things go wrong, there is prac- tical certainty of things going right. The stock clerk, usually the sales- man who shows the keenest interest in the selling of tools, is required to go through the stock at regular inter- vals—at least once a week—notinz what is needed. Where the stock carried is a heavy one, twice a week inspections are necessary; perhaps oftener. The average mechanic knows a good tool when he sees it, but he judges it primarily by its appearance. Prob- ably no part of the hardware stock requires greater care. A speck of rust, a scratch or a dent, may lose a good sale. To guard against damage and depreciation, constant watchfulness is required, Exposure to air, dust and dirt, may spoil the appearance of a tool even where they do not injure its quality. To prevent such depre- ciation, tools, when shown, must be carefully handled and put away im- mediately. The store where tools are left lying carelessly about is pret- ty sure to have an unprofitable tool department. Regularly—and at fre- quent intervals—the stock should be oiled and polished. If a display is put on, the tools that make up the display should be carefully cleaned and oiled before being returned to stock. The juniors in dull moments can look after this work as part of their regular duties. Even among mechanics, there are those who buy cheap; although as a rule the mechanic—particularly the experienced mechanic—demands qual- ity tools. On the other hand, the or- dinary buyer, the amateur who wants a good general purpose saw for tink- ering about the house and doing odd jobs, is often as much interested in price as in quality. Unlike the me- chanic, he does not look on his tool kit as a part of his livelihood, and its efficiency isn’t so important to him. Nevertheless, even the ordinary buyer often yields to quality arguments. It is a thoroughly safe principle to stock both classes of goods, but to feature quality in the actual selling. Remind the buyer that he is purchas- ing service; and that, all things con- sidered, a good saw which gives five times the service is a bargain at only twice or three times the price of the cheap article. The tool department, to be a suc- cess, demands its share of advertis- ing. Newspaper space is helpful. Tools lend themselves readily to at- tractive window display, as every dealer knows. Often, too, a novel stunt can be pulled off which will give the tool department desirable publicity among the customers par- ticularly interested in tools. Such stunts cannot take the place of news- paper publicity and window display; MICHIGAN TRADESMAN but they help to build business, and to bring the merchant into personal touch with the mechanics. A Western hardware firm, for in- stance, advertised a special reception for mechanics from 7 to 10 on a Satur- day evening. A feature of this re- ception was a demonstration of some of the latest tools. Five expert rep- resentatives of manufacturing firms were secured to demonstrate, while the interior store arrangements prom- inently featured, tools and_ builders’ hardware. The newer tools were ex- plained, their use actually demonstrat- ed, and advertising literature of one sort and another was distributed to those interested. It is worth remembering that the goodwill of the carpenter is often a help in securing the builders’ hard- ware trade. One hardware firm dis- tributes to carpenters and other me- chanics free aprons. There is no stip- ulation as to purchasing anything, but each apron bears the firm’s ad- vertisement. The mechanic gets a good apron, which is what he wants: the hardware firm secures an adver- tisement as long as the apron lasts; and both mechanic and merchant are drawn closer together. Along the same line, a dealer turn- ed what looked like dead stock into good advertising. He had taken on a pretty good grade of carpenter’s hammers in quantity for the sake of a price consideration, the salesman having further agreed to burn the dealer’s name and address on the handles. The hammers, however, proved slow sellers. Just before Christmas the dealer had a hunch. He went over his mailing list of carpenters in the city and vicinity, and sent a hammer to each, accom- panied by a printed Christmas card bearing his good wishes for a Merry Christmas and a Happy and Prosper- ous New Year. Any fool can give things away, but the man who turns the gift into au advertisement isn’t quite a fool. The reverse side of the card bore the word- ing: “However much you knock with this hammer, you” ll boost our tools. Every tool in stock is the best that money can buy, and is backed by our guarantee. Our stock is complete: ous store extends you always a cor- dial welcome.” As an advertisement, the proved a good one. stunt Incidently, a mailing list of me- chanics, classified according to trade, is an asset to the tool department. Such a mailing list can be compiled in various ways. The city directory is a starter, where there is a directory. The information gained there will be revised by personal acquaintance. But better than any broadcast list is a carefully selected list, with little de- tails of information regarding each man’s trade, his preferences, and, if desired, his financial standing. It is a good rule for the salesman tact- fully to secure each customer’s name and address at the time of his first purchase. The salesman who under- stands his business can do this in the course of ordinary conversation. The average man dislikes to be catechized; but, on the other hand, he will talk STO EID ETI ES ETI to a clerk who is willing to talk to him. A card indexed mailing list is the ideal of convenience; information kept in this way is easy of access, and can readily be revised from time to time. The mailing list affords op- portunity for personal or circular letters, which is an excellent and pulling form of advertising. Often a bit of printed matter, accompanied by a short, personally-signed note, will convert a prospect into a cus- tomer. The mailing list of course, will not be confined to regular pur- chasers at your store, but will include the mechanics who don’t buy, but whom you hope to interest. Such a list will pay best where a circular- izing campaign is followed up sys- tematically and persistently. A well managed tool department is like any other specialty in this re- spect; it pulls business in other lines. It has a direct influence on builders’ hardware and paint, and less directly stimulated trade in other departments. Victor Lauriston. —_~+-+-__ Too Much Is Too Much. Mary Jane’s master is a slightly ec- centric bachelor. He has one most ir- ritating habit. Instead of telling her what he wants done by word of mouth, he leaves on his desk or on the kitchen table, or anywhere else where she is likely to see it, a note curtly directing her to “Dust the dining room,” or “Turn out my cupboard,” and so on The other day he bought some note paper, with the usual die-sunk address imprinted upon it, from the stationer and ordered it to be sent home. Mary Jane took it in, and the first thing that caught her eyes was a note attached to the package. She read it, open-eyed. “Well,” she said, “he’s asked me to do a few things in his blessed note, but this is the limit. I won't stand it no long- er.” , For the note read: “Die inside this package.” 25 Safe Expert W.L. Slocum,1 N Ionia, Grand Rapids, guarantees to open any safe, also change combination. Wire, phone or write when in trouble. Citizens phone 61,037. 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 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 Grande Brick Co., Grand Rapids So. Mich. Brick Co., Kalamazoo Saginaw Brick Co., Saginaw Jackson-Lansing Brick Co., Rives Junction 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 Citizens 4120 Grand Rapids 1542 Jefferson Avenue Wilmarth show cases and store fixtures in West Michigan's biggest store In Show Cases and Store Fixtures Wilmarth is the best buy—bar none Catalog—to merchants Wilmarth Show Case Company Grand Rapids, Mich. { Made [In Grand Rapids |}________| 26 REPRESENTATIVE RETAILERS. John A, Lake, President State Gro- cers’ Association. John A. Lake was born on a farm eight miles southwest of St. Johns, Nov. 12, 1875. His antecedents were English on his father’s side and Scotch on his mother’s side. He lived on the farm with his parents until he was 20 years of age, attending the district school winters. Having acquired ail the knowledge he could obtain in the dis- trict schools, he attended the Ferris In- dustrial Institute, at Big Rapids, the winter of 1895, the winter of 1896 and the summer of 1898. he taught school five years, three years In the meantime in Clinton county and two years in Cheboygan county. During his youthful days he had formed an intimate acquaintance with L. A, Smith and both had become equal- ly attached to R. M. Winston, who had been County School Commissioner of Clinton county while they were both teaching in that county. Mr. Winsion had in the meantime removed to Emmet county, where he was County School Commissioner of that county. The three young men formed a copartnership in 1900 under the name of the Winston Grocery Co, and engaged in reiail trade at Petoskey. Three years later Mr. Winston sold his interest to the other partners, who have since continued the business under the style of Smith & Lake. They have had an exceptionally prosperous career at Petoskey and con- duct a branch store at Bay View during the summer. Five years ago they pur- chased the grocery stock of J. M. Hoff- man, at Mancelona, which they have since conducted in copartnership with J. P. Holbrook, under the style of the Mancelona Grocery Co. The Trades- man believes that these gentlemen are the third largest grocers in Michigan. The annual sales of their three stores aggregate about $150,000. They own their own store buildings at both Pe- toskey and Mancelona and handle fresh and salt meats as well as groceries. They have long taken front rank among the leading retail dealers of Michigan and their judgment is considered good on every ramification of retail mer- chandising, Mr. Lake was married Oct. 3, 1900, to Miss Belle Boardman, of St. Johns. They have five children, three boys and two girls, and reside in their own home at 807 Michigan street. Mr, Lake has been a member of the Methodist church since he was a young man. He is actively associated with the First Methodist church of Petoskey. He is one of the church board and First Vice-President of the Business Men’s Class. He is a director and Treasurer of the Petoskey Building and Loan As- sociation. He is a Mason up to the K. T. He has been a member of the Petoskey School Board for the past two years and will be chairman of the Board next year. He has frequently been importuned to accept political office, but has never seen his way clear to become a candidate for any political position. He is Treasurer of the Re- publican County Committee of Emmet county and has long been regarded as one of the main spokes in the Repub- lican party of Northern Michigan. MICHIGAN TRADESMAN Mr. Lake has always been a strong advocate of local and State organiza- tion and has always taken an active interest in the protection and elevation of the retail trade. He has been a Vice-President of the Retail Grocers and General Merchanis’ Association for several years and at the Grand Rapids convention he was elected a delegate to represent that organization in important hearings before Congress on matters vitally affecting the welfare of retail merchants. He has always taken a strong stand against trading stamps and other demoralizing factors which tend to disrupt trade and impair the integrity and dignity of the mercantile calling. Largely through his influence and the example of his house, the trading stamp has been driven out of Petoskey and J. A. Lake. will probably be kept out permanently. He took an active part in raising funds to defend the validity of the present law in Michigan prohibiting trading stamps and confidently looks forward to a favorable decision in the Michigan Superior Court the latter part of this month. At the eighteenth annual con- vention, held in Battle Creek last week, he was elevated to the position of Presi- dent, which he will fill with dignity and discretion. He is probably the largest and most representative merchant who has ever been called upon to head the organization and the Tradesman _be- lieves that, under his direction and con- trol, the Association will make marked advances along progressive lines. He will not consent to permit the organ- ization to assume the attitude of a mendicant before the jobbing interests of the State and the food manufacturing interests of the country. Mr. Lake be- lieves it will in time become self sus- taining through an increase in the an- nual dues from the present rate of $1 a year to $3 or $4 a year. He believes that the members of the organization get out of an association exactly what they are willing to put into it and that it is just as easy to extract blood from ai es RS Ta Boa oa am a turnip as to secure a large measure of results from an organization which is starved financially. Mr. Lake is mak- ing large plans for the officers and com- mittees of the Association during the coming year which he will announce from time to time through the columns of the Michigan Tradesman. It goes without saying that his efforts will be promptly and cheerfully seconded by his associates and his assistants whom he has selected with great care in the belief that they are the best possible men to carry out the work of the organ- ization effectively and successfully, One of the singular features of Mr. Lake’s career is the fact that he enter- tains unbounded confidence in the opinions and judgment of his partner. He insists that the remarkable success of the Smith & Lake business is due more to the efforts of Mr. Smith than to himself—and Mr. Smith is equally insistent in according the lion’s share of the credit to Mr. Lake. Considering how generously these partners regard each other, it is no wonder that they work so well together in double harness and that they have achieved such a large measure of success in the com- paratively short period of fifteen years. Mr. Lake attributes his success to close application to business and to the fact that he always endeavors to do things right or as near right as pos- sible. Those who know him best and appreciate the struggle he has made to acquire a competence and secure and maintain a high standing in the mer- cantile world believe he is richly en- titled to the good things which have come to him in a business way and the other achievements which have come to him along the lines of human en- deavor. —2+.___ Froze the Mule’s Ears. A gentleman farmer tells of a city lad who once worked for him. The lad was called one winter morn- ing before dawn and told to harness the mule to the Dearborn. The lad was too lazy to light a lan- tern, and in the dark he didn’t notice that one of the cows was in the stable with the mule, The farmer, impatient at the long delay, shouted from the house: “Billy! Billy! What are you doing ?” “T can’t get the collar over the mule’s head,” yelled back the boy, “His ears are frozen.” March 1, 1916 SUCCESSFUL SELLING. Principles and Practices Essentials To Satisfying Results. Many things are at the bottom of a sale. Sometimes the foundation is clever handling of the customer, sometimes your friendship is the drawing card, sometimes it is just plain price, sometimes—oftentimes— it is quality. Given quality and the right price, it is up to the salesman to accomplish a sale with their aid. I believe that nine in ten can culti- vate the quality of salesmanship to a certain degree; but I do not believe nine in ten attempt to cultivate it at all, as the average salesman sells what goods he has calls for, and oc- casionally recommends something to a person with whom he is well ac- quainted. Sometimes he endeavors to persuade people to buy things that they seem in doubt about, but as for studying salesmanship in a systematic way, considering the theory and the why’s and wherefore’s of it, that does not seem to occur to them. Of course we must consider that some men have the native ability that others do not possess to read humane nature, but the knowledge of humani- ty is not more valuable after all than the cultivated knowledge. Therefore I believe nine salesmen in ten can, by a little study of the principles of salesmanship, cultivate the power of influencing those with whom they come in contact. Being a good sales- man means more than merely study- ing how to handle customers. It means giving people satisfaction in their relations with the store throug’ the salesman, so .that they will be ready to trust him again. This calls for honesty, not the honesty that is a mere taking nothing that does not belong to you and giving everyone a dollar’s worth for a dollar, but the honesty that prevents you from tak- ing advantage of certain classes of people. You influence those with whom you would do business by the things that you say to them, they hear you speak and they either be- lieve what you say or they doubt you. If they doubt, although your story may be ever so pleasant it will fall upon deaf ears. But if they believe, you have found a friend, and however false your arguments may be they are taken at their face value. But if you leave the customer with the belief in mind Talk Over aINTeTacya ela TTT Tees (sia) ia aoe kol ae NUT CITIZENS TELEPHONE CO.’S LONG DISTANCE LINES Connections with 200,000 Telephones in Michigan alone Citizens Telephone Company 1916 lat for tic March 1, 1916 that things that you said were true and when they fall in any degree short of the truth, then you have laid for yourself a snare which will prove your own undoing. The man who finds himself deceived by you in one thing will consider that you have deceived him in all things. I do not believe a man can live long in the be- lief that his dishonesty will not out, for it will appear sooner or later, and all is over as far as business goes be- tween you and him whom you have fooled once. People that come to a store to buy, like to buy from the salesman who is thoughtful of them, the sales- man who is interested in their affairs and who enquires after their interests. The successful salesman will study well the goods that he handles. He will be able to answer all the curious questions regarding them with a satis- fying intelligence, He will be able to explain why some lines are so much higher now than they were, and why there has been a drop in others. He will have good ideas where this, that and the other thing comes from and how it is made. He will inspire in his customers a belief that he knows what he is talking about and they will believe what he says. He will also study his competitors’ meth- ods and know what sort of induce- ment his customers are getting at other stores and will carry such in- formation as he gets up to headquar- ters at once. We should greet customers with a smile every time (not a grin), bui cheerfully look right in the eye a “sood morning” that carries with it a feeling that we think it is a good morning. When it is a good morning for us, we have the chance to make it a good morning for the customer. Peo- ple like to do business with the man that makes them better natured. At one time I thought I was a good sales- man, this was in the early part ot my experience and I am glad I did think I was a good salesman. But at that time about all that I was do- ing was keeping on the lookout for customers as they entered the store and taking their orders as they called for the goods. I hardly thought of making a suggestion, and about all the goods I sold were what the cus- tomers called for. But by the aid of higher authorities and my own ex- perience, it did not take me long to learn that the simple fact of filline orders did not constitute salesman- ship, not “by a jug full.’ A man to take an order and fill it when some- one says “give me 50 cents worth of that” is nothing more than an order clerk, he is no salesman at all. A slot machine is all of that and more accurate than a man could be. There is something more of duty in the work of every salesmen than merely standing around and filling orders as customers call for the goods. Now while there are many ways to look at what I am trying to explain, we will use the following for an example: Suppose your store is spending so many dollars every year advertising. A good deal of that advertising is based on the idea that if people can MICHIGAN TRADESMAN be induced to come in they are pret- ty apt to buy before they go out. 1 firmly believe that many storekeepers fall short of making the advertise- ment a success owing, in part, to the fact that the salesmen of the store are not right. I believe to make ad- vertising pay as it should there must be co-operation in the store in many ways. It is the clerk’s business to know what the store is advertising and what special inducements are be- ing put into the hands of the public. The employes of the store should keep themselves posted along these lines by reading the advertisements. Sometimes we find instances where customers enter the store and ask for something “special” as advertised, to be told by the salesman that they did not know that there was such a thing advertised. It doesn’t take much stuff like this to make the customer believe that the house is being run on a haphazard kind of plan. No doubt numerous stores have got bad names on account of the inca- pacity of some of their employes. To the public the clerk stands for the store; as the clerk is so is the store, in the minds of the people who do the trading; and if you as clerk are hurting the reputation of your store you are hurting your own chance in life much more. I believe no man can work in such a way as to injure his employer without injuring him- self more. It pays a salesman to carry at heart the best interests of his customers. People soon discover when a sales- man is looking out for them and they will look him up next time. The rule should be borne in mind that in selling goods benefits are confer- red upon buyer and seller. No pur- chase is a one-sided affair. “It takes two to make a bargain” the saying has it, and that is a sound truth. It is not a bargain unless both buyer and seller are satisfied. A good deal of the customer's satisfaction often is in the manner of the selling, A salesman should give with his selling services all the politeness and all the cordiality and cheerfulness that he can. Of course some lines of goods are much more salable than others, and some par- ticular goods in a given line are more salable than other in the same line. The difference in the goods makes a great deal of difference in the selling, but there is more to it than the mere difference in the goods; there is a difference in the offering. One clerk will shove the goods out to the cus- tomer without a word of advice, ar- gument or description of them. In such cases the closing of that sale depends upon the goods, and even if the goods are attractive the manner of offering will keep some from buy- ing. Here comes along the man we call a “salesman.” He is a salesman. He says with a smile that the goods are in stock. “Oh, yes a nice line of them.” He gets down (not only one piece) but all the grades and arranges them with regard to price so that the customer will have no difficulty in remembering which is which. Then he explains the difference between the various grades, the reason why the cheap are cheap, and the reason why the good are not cheap. He suggests in a pleasant way and shows his cus- tomer that there are other things that go with the articles asked for. He is so pleasant and courteous that he makes a good line of sales where the other clerk perhaps sells one thing. So tle poor clerk shows only the grade of goods called for, the good clerk (the salesman) shows the grade asked for and all the better grades and nine times in ten he will sell the better grade. A salesman must know the goods in order to be able to do justice to himself, his employer and his cus- tomers. He certainly ought to know more about the article he is selling than his customer every time. A good salesman is constantly making sug- gestions to customers. Great is a suggestion in trying to make a sale, but in endeavoring to interest a cus- tomer in an article a question often is the desirable means. One can break in with a question where a plain statement would do no good, and no one can refuse attention to a civil and proper question. You see someone looking at a stack of canned goods on the counter. You take up a can of corn and ask “Have you ever used this brand?” If the answer is “No” you have an opening. If the answer is “Yes’’ you could say many things; for instance “How did you like them?” You are then dis- cussing a subject of mutual interest. This is only a simple specimen. The salesman who is alive to his oppor- tunities is all the while “butting in” like this. He is selling the goods, he is a salesman too. The writer at one time in life thought it was a good stunt to be able to out-argue a cus- tomer. I’m glad to say that that was a long time ago, and that I have learned different. It is poor policy to try to argue a man into wanting anything when he is set against it; try every form of inducement but that which he might call argument, as we know a man convinced against his will does not change his mind. Pic- ture the good points to him. Ask him if he is not of the opinion that it would be a splendid thing for this or that purpose. Use questions and avoid argument, There are lots of men who are angry by very little argument, and as we can not “some- times-always” tell who they are we should not take any chances. Human nature is hard to learn; the way to learn is to study it. That means that you are to notice peculiari- ties of the people you do business with daily. If a man that puts him- self up as a salesman never tries to learn human nature he will soon be- come what I would call an “almost- salesman,” a man that almost makes the big sale and just misses closing it. No doubt many a sale has been lost from the fact that the salesman was not interested in his customer enough to speak one word of any- thing that might have closed the sale. I honestly believe that the prospec- tive customer, for instance a country man looking for a pair of shoes or a hat, reaches the point where he 27 wants the goods, but does not say the word and goes away without them. This is when he is being waited on by the “slot machine” clerk. But the salesman will on such occasions show his ability as a salesman. He will keep so closely in mental touch with his customer that he will know when the ultimate moment has ar- rived, and just when the time is ripe for the clinching blow, he will drive it home. f We know that the clerk who goes to sleep while the customer is look- ing at the goods never accomplishes anything. He lays out only the goods called for and leans back against the counter or something else and waits for the customer to think it over. Such is far from being salesmanship. The good salesman stands right up to the counter and acts interested, and when doubt of any kind enters his customer’s mind he is “on the job.” He is pretty apt to see the doubt expressed. Right here is where it is absolutely necessary for us to learn to act wisely upon the spur of the moment. Take the matter up at once and try to say the right thine at the right time. The salesman who thinks he is not going to be a salesman all his life, but is going to be a manager or some- thing else, might regard most of the little things that it takes to be or make a salesman unnecessary. But if he will pardon this statement I wish to say to Mr. Salesman that if he is to succeed in any department of busi- ness life he will not find that any of the qualities that make a success- ful clerk will be useless in making a successful business man of higher importance. So it behooves us to try to develop ourselves all we can in the way of fitness for our present position, be- cause a business man is a business man either as a clerk or as a man- ager, and the making of one is the making of the other—W. C. Lane, in Commissary Supplement. ++. When looking for a sound investment why not buy a phonograph? REYNOLDS ep BY THE NATION, oF SZZTRADE MARK NX ESTABLISHED 1868 5 eRe UNDERWRITES SHINGLES | Reduces Fire Insurance Rates Will Not Ignite from Flying Sparks or Brands Sold by All Lumber Dealers H. M. Reynolds Asphalt Shingle Co. “Originators of the Asphalt Shingle” Grand Rapids, Mich. MICHIGAN TRADESMAN March 1, 1916 SS = LSBeERE. WOMANS SPSS wl} WORLD : Things Which Baby Week Brings to Mind. Written for the Tradesman. The baby finally is coming into his own! As never before in the his- tory of the race, the baby is now given the stage center of existence, and thought and attention are focused on his welfare and improvement. Next week, or strictly speaking, the week from March 4 to March 11, is Baby Week, which of course is simply a strongly emphasized event in the movement for better babies. And the movement for better babies may be regarded as one feature, a very important and vital one, in the gen- eral interest in childhood that has developed with such amazing rapidity within the memory of many Trades- man readers. After ages of blind and stupid blundering, humanity has at last come to realize that the only Sane way to improve itself is to give the babies a right start—a conclusion which it truly seems ought to have been reached centuries ago. No attempt will be made here to enter into details regarding the ob- servance of Baby Week, the expert. knowledge about feeding and cloth- ing and care and all else that relates to the baby’s well-being that will then be promulgated. Doubtless many of my readers already are well posted in these subjects, and in the approved methods of spreading this precious knowledge. But there are certain things that have a more or less di- rect relation to this better babies movement—things that hold an in- terest not alone for the parents of young children, but for the general reader and observer as well.. This seems an especially fitting time to touch on some of these. In the first place, the better babies movement strengthens our faith in our fellow beings—makes us believe that in spite of all indications to the contrary, humanity is really sound at the core. There never was a time when so many excuses readily could be found for being undomestic—for even shirk- ing parenthood entirely. There never was a time when fathers and mother had so much to distract them from their children as right now. Amuse- ments, social life, public movements. and the increasingly exacting demands of business and professional life beckon with almost compelling hands away from the home and its duties. There never was a time when it cost so much in hard cash to raise a baby as now—never a time when anything like so great expenditure for its food and care and medical at- tention was considered necessary. There never was a time when so many mothers, were they disposed to turn their energies into other than do- mestic channels, had good earning capacity. The opponents of the political and industrial advancement of women al- ways urged the argument that votes and ability to earn their living in callings previously followed only by men, would cause women to repudiat= home life and the rearing of chil- dren. To many minds this line of reasoning was very convincing. Just these results seemed almost inevita- ble. But the paradoxes of human na- ture never can be accounted for. With practically every vocation open to their entrance, and with full political rights in many of the states, women are turning their backs on things they might do and which many are well fitted to do, and enthusiastically giving their babies more elaborate and painstaking care than ever. It is a matter for further congratu- lation that the movement is for bet- ter babies rather than for a too great- ly increased number of babies. The emphasis is on quality rather than on quantity, so to speak. The old fable still holds good: The wolf twit- ted the lioness because the latter had only one whelp. The lioness replied: “One—but a lion!’ There has been a healthy reaction against race suicide, but the ideal family, in the minds of intelligent persons, contains only so many children as can be well born and well trained and educated. The better babies movement is not for fathers and mothers alone. It¢ should hold an interest for those without chick or child. Persons who are not really fond of children, who do not care to have little folks about them, may aid by financial contribu- tion if not otherwise. Considered in its broader aspects, the movement furnishes an almost limit- less field for philanthropic effort. We have as yet gotten only into the edges of the subject. Research, experiment and study must go on. Not without labor does Nature yield a knowledge of her hidden laws. The knowledge gained, there must follow the far greater and much longer continued labor of arousing the desire for it. and then imparting the knowledge to those who need it and can make use of it. In connection with the movemens. two great problems come up. One is, how to reach the class of people who need most just what this move- ment means—the foreign and the il- literate, the class who have the largest number of children and the scantiest knowledge as to their care and training, and also the smallest financial ability as to their support. Twelve Million Dollars That's what it cost The Shredded Wheat Com- pany to build up a “good will asset” and a con- sumer demand for Shredded Wheat It is now the best known breakfast cereal in the world, having a steadily increasing sale from year to year, making satisfied customers and good profits for the grocer. It is ready- cooked and ready-to-serve. The Biscuit is packed in odorless spruce wood cases which may be easily sold for 10 or 15 cents, thereby adding to the grocer’s profits. Made only by The Shredded Wheat Co. Niagara Falls, N. Y. As “White House” has served you faith- fully and well—giving to you freely of its deliciousness and charm, without a single lapse of highest quality—always reliable: so continue your use of it and your kindly recommendation of its excellence—being assured it will never fail you, but. always sed to be, as it is now, and always has een— The Finest Coffee the World Knows Distributed at Wholesale by JUDSON GROCER CO.—Grand Rapids, Mich. elas ae roe March 1, 1916 MICHIGAN TRADESMAN 29 How is the woman who is obliged to work in mill or factory to raise her babies according to approved present-day methods, even if she knows those methods, and very like- ly she does not. Much is being done for this class, but an endless amount remains to be done. The problem still is far from solution. It embraces the children of such not only while they are babies, but all the Way up until they are educated and self-sup- porting. The other problem concerns the great middle class of our population, far more intelligent and better edu- cated and of vastly higher ambitions and aspirations than the class just spoken of—the people who do not have the largest families, but who do have the finest, most promising chil- dren and those that develop into our best citizens. The problem is just this: Can any one think out a way by which it shall not be such a stay- gering undertaking as it is now re- garded, for a married pair of this kind to raise a family of three or four children? “If you have children, you can’t have anything else,’ said a mother of three, with a despairing note in her voice. By the “anything else” she clearly referred to the com- forts and little luxuries that in the estimation of persons of refinement go so far toward making life worth living. Perhaps our standards have advanc- ed too fast, our wants multiplied too rapidly. Certain it is that it never was more difficult for the average man by his earnings to support his wife and two or three children, in a style of living that seems to him and to them acceptable and satisfactory. Many who would be most excellent parents feel that they simply can not afford to have children. They do not dare to incur the financial responsi- bility of raising and educating them. This ought not to be so. Can any one think out a remedy? Such problems as these and others that will grow out of the better babies movement should engage the atten- tion of middle-aged and elderly wom- en of some leisure, The neighbor- hood “Grandma” or “Auntie” who freely dispenses non-professional ad- vice to young mothers and recom- mends all manner of dosing for sickly babies is a type that rapidly is pass- ing. In the light of modern science, her ministrations no longer are need- ed and are positively detrimental. But to the other kind of elderly woman, the one of good heart and strong intelligence, whose insight has been made keen by experience and who has sympathy for both par- ents and children— to such a one a dozen fields are open in which her thought and effort can aid the move- ment for better babies, which really is a movement for a better humanity. Quillo. —_+-+___ Quite a Difference. When a woman winds a_ towel around her head and calls for a bucket of water it means the begin- ning of a big day, but when a man winds a towel around his head and calls for water it means the end of a big night. Preparedness We Should All Endorse. Through Congress and Government appropriations twenty years would not place this country in preparedness where it is being placed to-day by the money of the Allies. Under what possible Government ap- propriation could the United States ex- pect to build and put in operation ma- chinery that will turn out more than 1,000,000 rifles a month? In six months this will be the rifle capacity of the United States, without a dollar of Gov- ernment money. What is being done in rifles is likely to be repeated in heavy ordnance if the war continues, as ex- pected, into 1917. No possible Congressional appropria- tion could do for preparedness on this continent what the money of European governments has been doing for over twelve months. What the United States needs for pre- paredness is the training of man and youth and the broadening of his educa- tion through organization and discipline —nothing else. Why should not every youth have his education more practical and broader by devoting six or eight weeks of his now wasted summer’s vacation to an acquaintance with the country and with Mother Earth? Why shouldn’t he be taught how to sleep on the ground, how beans come up, and how spades and axes are made useful and effective in human hands? Our education is pedagogic and in- efficient because it does not bring the youth in touch with the country and with nature and develop and discipline his muscles in conjunction with his brain expansion. It is education, organization and discipline this country needs for preparedness—individually and_ collect- ively. It is not now needful in this country that the youth be taught how to handle firearms or shoot: but it is needful that he be taught his duty to the state and the community; and the safety of the state and community requires in this age a more rounded and practical citi- zenship education. It is a crime against the state and the individual for the youth of the land not to know how to live with nature and deal with nature’s resources—Wall Street Journal. —_+++>___. The Little Angel. “I was visiting my married sister in Toledo last week,” relates Buck Hawes. “She’s got a three-year-old kid, and, while I am fairly fond of children, I am a bachelor and somewhat set in my ways. I was rather dismayed, there- fore, when my sister proposed leaving me in the house with the child one after- noon. And here’s what she said: “Don’t put yourself to a bit of trou- ble—he can take care of himself. See that he doesn’t climb up the pantry shelves and keep an eye on him so that he won’t get into mischief. He won’t annoy you. Don’t let him go down cellar and watch that he doesn’t get hold of the books in the library, and he’ll amuse himself all right. If he cries give him a cooky, and if that doesn’t stop him ride him on your back. But don’t let him bother you a bit.» I’ll be home in an hour.’” Make Out Your Bills THE EASIEST WAY Save Time and Errors. Send for Samples and Circular—Free. Barlow Bros., Grand Rapids, Mich. 139-141 Monroe St. Both Phones GRAND RAPIDS, MICH. EMPRESS NOW PLAYING Keith Vaudeville 7—STAR ACTS—7 ALWAYS A GREAT SHOW DAILY 2:30 and 8:15 10c - 20c - 25¢ - 30c - 50c When Mothers nce take it they never orsake itv Tm nie mm? @ 2 \/ \ For Sale at Your Druggist BrewincCo. , MICHIGAN TRADESMAN March 1, 1916 “) ‘Ny =. TER, EGGS x» PROVISIONS jl BE «( santana" Ady, Wun ./ ys Sa (qq {eet cA ( Michigan Poultry, Butter and Egg Asso- clation. President—H. L. Williams, Howell. Vice-President—J. W. Lyons, Jackson. Secretary and Treasurer—D. A. Bent- ley, Saginaw. Executive Committee—F. A. Johnson, Detroit; Frank P. Van Buren, Williams- ton; C. J. Chandler. Detroit. The Increasing Sale of Oleomar- garine. Congress in 1902 imposed a tax on oleomargarine. The Grout bill, as the law was then know, was advanced by the dairy interests as a “revenue measure.” Probably even the most inexperienced member in Congress realized that it actually was intended to place a handicap on makers of ole- omargarine. Its sponsors, the dairy interests, may have hoped even to stop the sale of the product entirely. The last, however, has been frustrat- ed by the cost of living situation. The sale of oleomargarine has not only continued; it has increased by leaps and bounds. The users of this eco- nomical product are to-day numbered among the millions. And they pay the tax. The 10 cents added to the price of colored oleomargarine and the one-quarter cent on the natural color product are burdens borne not by the makers of oleomargarine, but by the users. These are, as a rule, the class of peo- ple who can least afford to pay it. Oleomargarine has been for years « standard and much used product in Europe. There are thousands and thousands of housewives who use ole- omargarine simply because they be- lieve in it and its economy—they can reduce the cost of living without re- ducing their living standards. Some idea of the amount saved thereby may be gained from the state- ment that 143,000,000 pounds of oleo- margarine were consumed in the United States last year alone. Some idea of the amount that might have been saved may be gained from the statement that every one of those 143,000,000 pounds costs its users the amount of the Government tax—either one-quarter cent or 10 cents per pound. As for the attitude of the Govern- ment itself, read the following from its 1913 annual report: “The present oleomargarine law is not satisfactory, either from an administrative or rev- enue standpoint, and should be so amended as to remedy it in both re- spects.” And upon the failure of Congress to heed this recommendation the Commissioner of Internal Revenue says in 1914: “The conditions have not improved during the past year, but, on the other hand, have become more aggravated, entailing greater ef- fort and expense.” Further, he states that such con- ditions are likely to continue so long as the law remains in effect, and urges an immediate revision “to make it a revenue measure in fact.” This last is especially significant as a tacit ad- mission on the part of the commis- sioner that the measure has failed in its ostensible purpose of creating revenue for the Government. Nothing could more plainly show the futility of the law than this state- ment. Passed on the plea of the dairy interests as a supposed revenue measure—actually to place a handi- cap on a rival industry—it has proved itself a needless expense and agera- vation to the Government. It has re- sulted only in placing a burden on the users of the product. It has poor excuse to remain on the statute books. The oleomargarine law should be re- pealed. In this he has the unanimous back- ing of the press and all those who have not an ulterior interest in the matter. The movement to free oleomar- garine is stronger to-day than ever before—Retailers’ Journal. Fined for Rotten Eggs. Charged under the Massachusetts law of 1913 with selling rotten eggs for food purposes five men were fined in the Municipal Court of Boston. Mass., the maximum penalty of $200 Those fined were David Stahl. a baker, charged with using rotten eggs in cakes and with purchas- ing three dozen rotton eggs: Israel Garman, a grocer, charged with pur- chasing and selling three cases of de- cayed eggs; Lewis Cohen and Lewis Silverstein, partners, bakers, charged with purchasing decayed eggs: Ben- jamin Selizer, egg merchant, charged with selling, delivering and exposing for sale decayed eggs. each. —_22>__ Overstocking Due to Drop Ship- ments. Holland, Feb. 28—Your editorials of advice are worth the price of the paper. What you have to say in your issue of Feb. 23 on the Business Death Rate is astonishing, but true. Let me say that one cause of overstocking is the methods manufacturers use in selling so-called drop shipments, five or ten Cases, one case or more thrown in. Not on one article, but on a dozen of them. One is compelled to buy in this way to meet his competi- tion. I have protested against this method for years, but with no avail. could write you more extensively, but am not in the habit of writing for the press. B. Steketee. And many a man’s generosity depends upon the publicity he can get out of it. —_~+-.___ Some clocks are almost human, they very seldom tell the truth. Standard Computing Scales for grocers and butchers will outlast a business career. Made in Mich- igan, complying with the State In- spection laws in construction, and fully guaranteed for Watson-Higgins Milling Co. Merchant Millers Grand Rapids, Michigan Accuracy and Durability Don't play a losing game with your old scale. Don’t wait until the State Inspector condemns your scale. Ask for demonstration now. Write W. J. KLING, Dis’t Manager 315 and 325 Shepard Bldg. Grand Rapids, Michigan Owned by Merchants Products Sold Only by Merchants Brands Recommended by Merchants E. P. MILLER, President F.H. HALLOCK, Vice Pres FRANK T. MILLER, Sec&Treas Miller Michigan Potato Co. WHOLESALE PRODUCE SHIPPERS Potatoes, Apples, Onions Correspondence solicited Let us hear from you if you can load good potatoes Wm. Alden Smith Bldg. Grand Rapids, Mich. The H. E. Moseley Co. is associated with us in this business We Pay Cash For Your Butter and Eggs—No Commission Fill in your name and address in the following blank: pee eee ee 1916 Without any obligation on my part place my name on your list for Weekly Quotations, PR PAGGRASR ee SCHILLER BUTTER & EGG co. No. 14 Market St. DETROIT The Vinkemulder Company Jobbers and Shippers of Everything in Fruits and Produce Grand Rapids, Mich. March 1, 1916 Net Weight Regulations. A modification of the regulations for marking the weight or measure of the contents of food packages has been announced recently by the de- partment in Food Inspection Deci- sion 163. This decision allows the use of fractions in indicating weight and measure when there exists a defi- nite trade custom for their use. Un- der previous rulings a package con- taining one-half gallon should be marked as two quarts, but now it may be marked as one-half gallon. This decision permits the trade to follow in this respect established customs of marking, if the marking is plain and conspicuous and in no way mis- leading to the consumer. The decision permits the use of the metric system in marking food pack- ages, when this system is preferred, and specifies the terms in which weight or measure should be slated when the metric system is used. The decision follows: Regulation 29 of the Rules and Reg- ulations for the Enforcement of the Food and Drugs Act is hereby amend- ed by striking out paragraphs (d) and (e), and. substituting therefor the following: “(d) If the quantity of the con- tents be stated by weight or meas- ure, it shall be marked in terms of the largest unit contained in the package, except that, in the case of an article with respect to which there exists a definite trade custom for marking the quantity of the article in terms of fractional parts of larger units, it may be so marked in ac- cordance with the custom. Common fractions shall be reduced to their lowest terms; decimal fractions s‘iall be preceded by zero and shall be carried out to not more than two places. “(e) Statements of weight shall be in terms of avoirdupois pounds and ounces; statements of liquid meas- ure shall be in terms of the United States gallon of 231 cubic inches and its customary subdivisions, i. e., in gallons, quarts, pints, or fluid ounces, and shall express the volume of the liquid at 68 deg. F. (20 deg. C.); and statements of dry measure shall be in terms of the United States stan- dard bushel of 2,150.42 cubic inches and its customary subdivisions, i. e., in bushels, pecks, quarts, or pints: Provided, that statements of quantity may be in terms of metric weight or measure. Statements of metric weight should be in terms of kilograms or grams. Statements of metric meas- ure should be in terms of liters or centiliters. Other terms of metric weight or measure may be used if it appears that a definite trade cus- tom exists for marking articles with such other terms and the articles are marked in accordance with the cus- tom.” —_ +22. Open Letter to Wholesale Dealers of Grand Rapids. Grand Rapids, March 1—If you are still considering the adoption of some feature to take the place of Merchants Week, I suggest that you replace it with an Educational Short Course covering three days to be conducted under the auspices of the Committee. This would involve the renting of a MICHIGAN TRADESMAN hall with a seating capacity of 500. No expense need be incurred for dec- orations. The only expense would be the securing of speakers of note to conduct a three day campaign on such subjects as— Advertising, Store Accounting, Salesmanship. My idea if a programme would be somewhat as follows: Advertising Day. The Psychology of Advertising, Store Fronts that Pay Profits, Newspaper Advertising, How to Write Weekly Newspaper Advertisements that Get Results, Show Card Writing for the Small Store, The Special Sale, How to Advertise a Store with Circulars, Handbills and Other Print- ed Matter. Store Accounting Day. Failures and Their Causes, Store Accounts, Departmentizing a Store, Store Records, The Cost of Doing Business, Credit, ‘ Proper Business Practice. Salesmanship Day. Salesmanship, The Human Element in the Dis- tribution of Merchandise, The Premium Method of Stimulat- ing Business, Business Building Salesmanship, How to Train Clerks, Elements of Salesmanship, _ How to Meet Mail Order Compe- titions. I would avoid the introduction of grand stand speakers, high brows, low brows and people with axes to grind or goods to sell. I would confine the speakers to hard-headed, practical business men who have already suc- ceeded in business, so that those who listen would know at once that they were hearing related leaves from the book of actual experience, instead of theories concocted by college pro- fessors, freaks, cranks, dreamers or blue sky chasers. There is a lamentable lack of knowl- edge on the part of the average mer- chant—a lack so serious that is im- pairs his usefulness as a merchant and presents a handicap to his suc- cess—and an educational campaign of the character indicated would un- doubtedly be productive of good re- sults by showing him how little he knows and how much more he ought to know. A. Stowe. —_+++___ Do Mail Order Houses Lie? Of course mail order houses at times. But in that respect they are, per- lie, haps, not much different from the small retail merchants. There are small merchants who lie, at times. The mail order house liar is prob- ably, on the whole, more skilful than the average small town liar, because he is an expert at the business. He lies so adroitly that he is hard to catch. Therefore he is more success- ful—and dangerous—than the garden variety of liar. But after all it is not the liar, either home grown or imported, that the honest merchant has to fear. The mail order house liar is espec- ially vulnerable when caught with the goods,—or without the goods, as the case may be. For instance, a mail order house liar offers to sell the customer a lonz list of grocery items, or toilet items. or dry goods items, and “throw in” a chair “worth $4.98.” If it sends out a cheap, thoroughly inferior chair, which anyone can see is likely to fall to pieces in the first month of service, that mail order house is absolutely eliminating itself as a dangerous com- petitor for the home store. Of course it takes some time for the whole community to discover the deception; the fake mail order firm can go ahead for some time catching suckers, but its doom is sealed. The mail order house which really lies to its customers is not the one which makes hard times for the home store. It is the mail order house which delivers the goods, or delivers such a fine imitation of the real goods that the customer does not know he is deceived, that makes it hard for the small merchant to meet his pay roll and take his discounts. Don’t worry about the ordinary mail order liar. He will take care of himself—Mer- chants’ Journal. —_~+-+___ Disturbing Their Game. In a small South Carloina town two men were playing checkers in the back of a store. A traveling man, who was making his first trip to the town, was watching the game, and called the attention of the owner of the store to some customers who had just en- tered the front door. “Sh! Sh!” an- swered the storekeeper, making an- other move on the checkerboard. “Keep perfectly quiet and they'll go out.” 31 Yes It’s Popular Every one who uses Mapleine likes it. Its flavor wins it favor. Order from Louis Hilfer Co. 1503 State Bldg. Chicago, Ill. CRESCENT MFG. CO. Seattle, Wash. B. & S. Famous 5c Cigar Long Filler Order direct or through Worden Grocer Company Barrett Cigar Co. MAKERS Ionia, Michigan MARROWEFAT or WHITE to sell. Both Phones 1217 MOSELEY Mail us samples BROWN SWEDISH, RED KIDNEY, PEA BEANS you may wish BROTHERS Grand Rapids, Mich. MADE FWOM sucan-canm | ff CARTON SUGAR is made FRANKLIN CARTON SUG processes, and then packed in dust, dampness and insects. overweight. Original containers hold 24, 48 , 60 and 120 Ibs. of all CARTONS and CONTAINERS guaranteed by us Franklin Carton Sugar Is Made From Sugar Cane Don’t forget to tell your customers that FRANKLIN from SUGAR CANE, because there is a decided preference for cane sugar on the part of the consumers and that makes it easier to sell. It is also true that AR is refined by the most modern the substantial cartons with the head of Franklin printed in blue on them, and sealed against It therefore comes to you as the sweetest, cleanest, daintiest sugar you can offer your customers, and the ready-to-sell cartons save you time and prevent loss by FULL WEIGHT THE FRANKLIN SUGAR REFINING COMPANY Philadelphia FIGURING PROFITS. Right Way To Determine Selling Price. Written for the Tradesman. There has been a mass—I might say mess—of material written on the sub- ject of figuring profits, One can get twisted into a thousand mental knots trying to read some of it. It is one of the most knotty problems and some of the attempted solutions only seem to tie more knots to it. I shall try to attempt to throw some light on this problem and since I have been assisted to the right solution, I believe I can be of some help in assist- ing those who wish more light on this most important question. To start right, what is profit? We say it is the difference between cost and selling price. True, but it is of two kinds—gross profit and net profit. These terms are apt to confuse us. Gross profit means the whole differ- ence between cost and selling price and net profit means only what is left after all expenses of doing business have been deducted. Undoubtedy some erred in marking up goods because of a confusion of the true basis on which percentage may be figured, Our problem is to see how much we should mark up our goods, so as to squeeze out a respectable net profit be- tween the cost which is fixed by the maker or the jobber and the selling price which is (many times) fixed by competition. That is some problem in these days of sharp competition and rising costs. The first great essential is to know, not guess, at what our expenses or overhead cost of doing business are. The most expensive thing we can do is to guess. The most profitable thing we can do is to know—and to know all the time as we go along. It is claimed that nine-tenths of all retailers are making less than they think they are. They are always surprised when they find out the truth. My trouble used to be that, while estimating the cost of doing business as a certain percentage of the gross business, which is the selling price, I added this same percentage to the cost price when figuring the selling prices on individual items. While sales ran to a nice figure, the profits were mostly on paper. I knew that the percentage of expenses were figured on the gross business, but didn’t realize that a percentage of the gross business is more than the same percent- age of the invoice cost. If we figure our cost of doing busi- ness as a percentage of our gross busi- ness, we must, of course, allow that much of our selling price for the cost of doing business. If it were convenient to arrive at percentages on a basis of the cost price, and to always remember that the per- centage of profit added to the cost price is always a profit on the cost price and not a percentage of the money taken in, then the old percentage method would be fine. If our profit is to come out of the selling price and not out of the cost price, it is plain that the MICHIGAN TRADESMAN percentages should be figured on the selling price, There is positively no question before the business men of America with such fabulous footings of loss as that in- volved in the problem of figuring mar- gins. The mere fact that the text books do not throw any light on this subject is No excuse for us remaining in ignor- ance on a question as vital as this one. Thanks to I. G. Kennedy for his pamphlet, “The Bigness of Little Things” and his “Profit figuring chart” in assisting me to the correct method, and he has probably done more to guide John I. Bellaire. the merchants aright in the correct method of figuring profits than any other single person in the United States. His teaching is accepted as the true and only correct method of meeting this difficult and perplexing problem. If we make the mistake of figuring on the cost, we are a loser, because there is a difference in figuring the sum of a whole number and the sum of a partial number. The cost is but a part of the selling price, and whether we divide, subtract or multiply, the sum will be less than the sum found in using the whole of the thing sought. A simple analysis of this may fix it in our mind and show just where the loss occurs and how we can find the correct profit. Wrong Way to Figure Selling Price. This is figured on the cost end or in- voice, to show where we actually get less than intended when we take a given percentage of the cost to find the selling price. Take an item of merchandise costing $2, as an example. The usual method of figuring is as follows: Cost to sell, all expenses Profit desired 18 per cent. 10 per cent. Gross profit desired ... 28 per cent. Cost oo... $2.00 Selling price ........... $2.56 Right Way to Figure Selling Price. Let 100 per cent. (as 100 per cent. is the whole of any quantity) represent the base or selling price. Add together the percentage of operating expenses and the percentage of profit we wish to make. Then deduct this total from 100 per cent. and divide the invoice price of the article by the difference. Selling price ............ 100 per cent. Cost to sell 18 per cent. Profit desired 10 per cent. 28 per cent. 72 per cent. Dividing $2 by 72 makes $2.78 which is exactly 28 per cent. on the selling price of the article. We should mark our goods with the percentage of profit on the selling price, instead of the old method of figuring profits on the cost price, if for no other reason than the one that prompts us to figure profits at the end of the year on total sales, for profit is gain, and there can be no gain unless we get more than the wholesale cost of the goods, plus our cost of doing business. Just to have something to think about, let us figure out a little common com- mercial problem and do it the old way. We buy a horse for $75 and have an opportunity to sell it through an agent at 100 per cent. advance, and pay the agent a commission of 33% per cent. The horse, of course, would be sold for $1.50 and the profit, according to the old way of figuring, would be 100 per cent., less the agent’s commission of 3314 per cent. or 6624 per cent. net. Adhering to this method of figuring, we should have a profit of 6624 per cent. of what we paid for the horse, or 6624 per cent. of $75, which would be $50. But have we $50 profit? The horse was sold for $150, and the agent was paid his commission of 3314 per cent., March 1, 1916 or $50, leaving $100; and as $75 was paid for the horse there is but $25 profit. For another illustration to show the difference in figuring the margin on the selling price, and on the cost or invoice price, let us take an article costing $1.60 wholesale. By figuring a margin of 20 per cent. on the selling price, we find that the selling price of the article should be $2. This gives us a margin of 40 cents; and out of this margin we must pay the article’s proportionate cost of doing business. It is generally ad- mitted that 17 per cent. of the selling price is a low enough average for the cost of doing business. We then would have $1.60 for the invoice price, 17 per cent. of $2, or 34 cents for the cost of doing business, making a total of $1.94. This leaves a net profit of 6 cents or 3 per cent. which would certainly be low enough. Now let us fix the selling price by figuring the old way, to-wit: Twenty per cent. margin on the invoice of $1.60; and making the selling price $1.92. Now, after paying the cost of doing business, which is 34 cents, is it not obvious that we would be 2 cents in the hole? We must get $2 for the article and if we figure our percentages on the in- voice price, we must figure with a per- centage high enough to cover our oper- ating expenses, etc. So you see we are not taking any more from the customer by figuring our margin at 20 per cent. on the selling price, than we would by figuring the margin at 25 per cent. on the invoice price, which we would have to do to come out even. 2247—68A Save 25% to 33% on the Cost of a High-Grade Computing Scale Fairbanks Computing Scales Without doubt the biggest computing scale value offered to-day. Weighs your goods accurately and conveniently—tells you the correct value of each purchase at once. Has every quality feature you want—full 50 lbs, capac- ity, computes to 40 Ibs. and to 60 cents a pound, No springs, racks or pinions—simple and dependable. Four-point suspension bearing platform: full jeweled agate bearings throughout—assures fine accuracy 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. You can now get an accurate, con- venient, handsome Computing Scale at a big saving over former prices. You can bank the dol- lars you save by our specialized scale manufacture in large volume— our country - wide organization. and long Chicago March 1, 1916 MICHIGAN TRADESMAN — 33 aid Another fact to be kept in mind, and but when I bee: ° ices. I shy ; : ¢ “6 : oy a ’ ww when egan to cut prices, | ran chant know just how he stands. It is wheel—forgotten petty differences a very importan B 1S thie , i i > : ce : 4 : +e : ie Ana : tant one, is that the margin into unseen danger. stated on good authority that ninety- and difficulties—or have you put sand ; yetween = r 2A mA 4 a stTS | i ve : : : : 4 - tween the ew yeh and the selling Add 50 per cent. to $13.50. Then de- seven men out of every one hundred’ in the bearings. : rice 1s no Ot This i 7 > & a ; ae : + : : : : — I t ro i [his margin must duct 50 per cent. from the new price. who engage in mercantile life either Have you asked questions and im- cover deprec value Mere io a toce ne Go.90 5 : roct ¢ . . : . depreciation in value of goods, here is a loss of $3.38 in the operation. fail or go out of business with greatly proved—or have you been too wise : Sore ven Og etc., together with the Apply this to some of the prices in reduced resources. to learn? profit which is usuz 2 aller p: tate a c : : ¢ : a Ce ; [ usually the smaller part our stores to-day. If it were possible for business men Have you analyzed what you are a 0 Hu pent Whether the margin This method of arriving at selling to use the experience of others, the doing, and why, or used instinct in- : 5 fig . aco 5 > se > ; pn 5 aes i e ele ° ; Q Is Hgured as 50 per cent. on the selling prices differs slightly from the regular number of failures would be greatly stead of reason and gotten an in- in Te Se i a a ei : ° i ie s price a per cent. on the invoice methods of figuring percentages. reduced. different and methodless result? ve rice, whether it is figured as 2 ; fe : : 1, : : 7 price, w a It is figured as 20 per We have found that while the reg- lhe only experience, however, that is Have you allowed your mind to be- S ce a1 . se : A Se an Co : : ‘ .. : : ae n t 1e selling Price or <5 per cent. ular percentage method is correct, many really worth anything to us is our own come poisoned with anger, worry or - on the invoice price, the margin does fail to remember that a percentage add- experience and, as a general rule, our envy and by so doing contaminated 5 - represent profit. Years ago when ed to the cost of goods is less than the experience is valuable only in proportion and reduced the efficiency of others? i was in business for myself, I figured same percentage of price thus marked. to its cost—not so much its cost in Have you gone through the month, d for 30 per cent, net profit, and planned a Adding 10 per cent. to the invoice money, as its cost in effort and worry a vison of pay-day the oasis in your “or ce ce Os oe ¢ : ee : ee c @ 2 25 per cent. off” special sale. cost of an article, allows 10 per cent. and trial and hardship and work. Good desert of work? And have you let 0 I thought I would have 5 per cent, profit on the 60 or 70 cents we pay for advice and intelligent sense can never this vision shut out from view all 4. net, and could afford to sacrifice part the goods and not 10 per cent. of the take the place of actual experience, but else in the day’s work that would Or of the profit for advertising purposes. dollar in the cash drawer. it may reduce very largely the cos f build you to a size where you would : pur] t Ly uc y largely the cost ot J 5 . Twenty per cent. was added for the rhe most expert at figures will blun- experience, and with this idea in view give yourself a job? cost of doing business and 30 per cent, “et when profit percentages are handled. the hints and suggestions in this article Or, have you been heart and soul dy for profit, making the selling price a I frankly admit that, like many others, are offered for your thoughtful con- in the work—on the job every minute ty fraction over $20. T used to be in the dark on this most _ sideration. John I. Bellaire. with a breadth of vision that made ); Ch i vital of all store problems —_--.___ of the desert of work an oasis of ; Suits that cos 3.50 were marke : 7 : a 1 that cost $13.50 were marked to i : i : Would You Give Yourself a Job. ,, actu v, sell for $20, and with a reduced 25 per When inventories were taken, it was : : 4 I a : 20, and with a reduced 25 per Ho Aamlied Parcel q ss : 3 f - f you applied to yourself for a Check up. Be truthful. Would you S, sent., were chopped dow by x found that the profits figured on were . a y : 7 c + were chopped down to $15. ae 5 job—would you get it? a scl a job? at : : : not materializing. ey a : give yourself a jon: [Twenty per cent. cost of doing busi- Chink it over. J. R. Worden. d ness on the original price ($20) was It was then I got busy and, thanks Just be “boss” for a few minutes es $4. Adding $4 to $13.50 (cost price) to I. G. Kennedy and his charts, adopted —then check up your record for the Might Lose His Job. a gave $17.50. the correct method. I Say correct for past month as employe. Here is a bit of wit from a member ae >» Teac hi ae 5 aan eet ¢ ne ‘ ee es Bo fee 2 Sait Gas Sold fe $15 there the reason that after adopting the im Remember now, it’s your money of the Massachusetts Medical Society: fe ra > « mies : a +: in. 4 | 5 i a aed Jaa was an actual loss of $2.50. During the ee es she We : as ¥ meeting the payroll. Phe doctor—Mrs. Brown has sent sale $3,000 worth of merchandise was NS ee ut 7 close of the year, 1t was Have you as employe, filled your for me to attend her boy. I must go Y sold at 4 loss of $500 in cue a found that I had realized the net profit jours with productive, conscientious at once. sold at a loss of $500 in cash. Yet at | fe Pw tl] : i : : : Ir | : : felt 1 was entitled to. labor, or’ have you been too busy His wife—What is the matter with the time I thought I was making 5 per : 4 4 Q i 5 : > ig a ae 1 i ake : 1 he work the Graduate School of watching the clock? her boy? cent. 5150. was ;: rie as g : seus 5 5 : 3 oh : le L. dd : # sim as fon Business Administration of Harvard Have you produced enough in that The doctor—I do not know, but : as | added 50 per ce COs i Ts oe . ¢ : : . . ; ee At he e : ae 0 per cent. to the cost price, University is doing for the retail mer- month to make you a profitable in- Mrs. Brown has a book on what to ‘0 although it allowed less profit above the chants is good. It will tend to stan- vestment? do before the doctor comes and I cost of doing business than I thought, dardize a business and really let a mer- Foods Attractively Displayed Sell Quickly The more appetizingly you display your perishable foods the more Your customers will readily buy additional edibles if you display these foods attractively and keep them fresh and palatable. inviting they will be. Correct refrigeration in nicely built counters or cases will accom- plish this for you. In addition the preservation of these perishable foods will wipe out a good part of your loss through waste and spoilage. Have you put your shoulder to the must hurry up before she does it. McCray Grocers’ Refrigerators The McCray keeps all perishable products lutely fresh, wholesome and enticing. All in perfect condition—attractively displayed, danger of taint and of spoiling from contact of easy access for your clerks and easy with other food is eliminated. The McCray selection for your customers. complies with afl legal requirements in regard The McCray patented system of refrigera- to the display of perishable food products. tion produces a circulation of pure, dry air in The McCray may be arranged for either ice every compartment. Allodors and moisture or mechanical refrigeration. We have them are automatically discharged, through a ina large variety of stock sizes or built to water-sealed drain pipe. Food is kept abso- order to fit any space or store arrangement. Ask Us to Send You the Following Catalogs: No. 70—For Grocers and Delicatessens No. 61—For Meat Markets and General Storage No. 92—Regular Sizes for Residences No. 50—For Hotels and Restaurants McCray Refrigerator Co., 644 Lake St., Kendallville, Ind. Detroit Salesroom, 239 Michigan Ave. Agencies in all principal cities 34 MICHIGAN TRADESMAN » ev a“ y— ys it S y cS aces (ec) Bz C Ss BES =~ ¢ CyS> =< BON € i S — ED =< | [ fe. & = = a = = . |= = = = A 4 = 3 2 = i = = Je = > : = > Z REVIEW oF tHe SHOE MARKET ; zie =e: 2 = = S = x =. \ Advantages in Merchandising Novel- ty Shoes. I believe that the reason so many retailers and managers of shoe de- partments are making successes is because they are specializing a great deal more than in the past. I mean that those who cater to a more sedate and conservative trade supply that class of people with the mer- chandise they most desire, and the re- tailers who cater to the prevailing “footwear seekers,” such as “novelty shoes,” are specializing. This, I be- lieve, should be encouraged. This divides the women’s shoe busi- ness into two classes, one of them more conservative, the other the more extreme. The latter requires a great deal of nerve and backbone. You have to anticipate the customer’s wants before they want the styles, and this, I believe, is the secret ot novelty footwear. I believe it is too late to place orders when customers demand certain shoes. By the time the shoes come in to your store your trade wants something entirely dif- ferent. It would be a serious error for any retailer or manufacturer to discourage the demand for pretty novelty shoes. You realize that if black shoes were in demand you would only have to sell one pair of shoes which could be worn with any costume. With the present styles, however, the women must have a pair of shoes for almost every suit or gown, and, furthermore, they are probably now spending more money on their personal wearing ap- parel than they did a few years ago. At one time they did spend quite a little money on millinery, but they do not do so to-day. For instance, women used to spend from $15 to $30 for a hat, and from $3 to $5 for a pair of shoes. Now it is different: they are satisfied with a hat at $5 or $10, if they are accustomed to pay a great deal, perhaps $20, whereas shoes are sold at $5, $10 and as high as $15 without a murmur from the customer. You can see it is not a question of price, but “what they want at the time they want it” is the important item. I am safe in saying that fancy, dig- nified and conservative novelties will remain for a long time, and that more better grades of shoes will be sold than ever before, and in larger quanti- ties. Cheaper merchandise will not be in demand for many reasons. One reason in particular is that the trade has been educated to wear a higher class of merchandise in soft materials, and more flexible, and they know the difference between good and poor shoes. Novelty shoes can easily be over- played by making them too fancy; that is, in horrible and tasteless com- binations, which I believe caused the falling off of novelty footwear last spring and summer, bringing black shoes into prominence. Pretty shoes are stylish to-day, and it is up to you to keep them in fashion. There are fashionable gowns and hats for women all the time. The same condition should ex- ist in women’s shoes, and I emphat- ically call upon you to encourage this thing. We have waited years for such an opportunity, and it is up to us to make pretty shoes a necessity; in fact, the necessity in a woman’s costume. Selling shoes to-day is, in my opin- ion, the most important thing we have to face. In the past it only re- quired a man or a woman to sell a pair of shoes. It was a question of how many pairs one could dish out a day, regardless of color, height, weight of sole or kind or height ot heel. The average purchaser did not care so long as it was a pair of shoes that fitted fairly de- cently and were comfortable. For such services the average clerk re- ceived $12 or $14, some as high as $16, per week. Now it is a different proposition. A salesman (taking him out of the clerk’s class) must know how to sell, and must be an expert fitter. He must possess knowledge with the power to suggest. The three com- bined mean an entirely different kind of selling. I think many of you have perhaps not realized the importance of such salesmanship. The salesmen’s compensation has been increased, and should be _ in- creased, because they are worth much more than a man behind a silk count- er Or a man selling clothing. They are worth more in proportion than the saleswoman selling cloaks, suits, millinery or dresses. They have to possess all the above qualifications in addition to a correct knowledge of fitting correctly. A misjudged size, length, width or arch can easily crip- ple a person for life. I feel that the salesman problem should be carefully considered, and that salespeople should receive a rea- sonable compensation. They should he encouraged to continue to sell shoes instead of looking for better positions. We. should make a shoe selling position satisfactory enough for them to devote their entire time and energy to the work. The way to accomplish the above is to price your merchandise accord- ingly, and when pricing merchandise Bertsch Goodyear Welt Shoes Quality Leathers and Classy Effects You can depend on this line to stand the knocks. Over 100 Numbers Carried in Stock. No. 993—Men’s Plaza Last, Full Grain Gun Metal, Calf Bal, Single Sole, DGE 3. $2.60 No. 994—-Same only Button .... .....2.60 No. 962—Same as 993 only extra prime quality upper and sole, DG E..... 3.00 Special Service on Mail Orders Samples on Request THEY WEAR LIKE IRON HEROLD-BERTSCH SHOE CO. Manufacturers Serviceable Footwear GRAND RAPIDS, MICH. R. K. L. “Yard Wide Shoes” Made Expressly for *‘Hard to Fit Feet’’ R. K. L. Yard Wide Shoes are made ona special last designed to fit feet with enlarged joints and bunions. They give an abundance of room across the ball of the foot, yet are neat and dressy in appearance. Carried in stock in Gun Metal, Vici and Kangaroo Leathers. Rindge, Kalmbach, Logie Company Grand Rapids, Mich. March 1, 1916 March 1, 1916 keep in mind that at the end of the season, or should certain styles be- come inactive, a certain margin must be set aside to take care of this. The latter is very important when pric- ing fancy footwear. While on this subject I would like to state that our personal success in handling novelty shoes is bécause we never duplicate. No matter how successful, or how much in demand a novelty may be, if we break away from this rule we invariably get stuck. So again I caution you to be careful if you expect to continue to sell the prevailing styles that they are priced sufficiently to take care of the odds and ends of the season, so if they cannot be sold at a reduced price, they can be put on the table or sold to job lot buyers. In conclusion, I might say a few words on men’s shoes from my per- sonal observation. I believe the men’s stock should consist of 75 per cent. staple, conservative and high class styles, and that such stocks should be sized up from week to week, and not too many changes made. When men buy shoes a great many like to have a pair of the same kind they had before, perhaps changing from button to lace or blucher, or perhaps a change of leathers. Twen- ty-five per cent. of men’s styles should consist of creative novelties. While men do not switch in styles, in anything like the proportion of women, new ideas can be put into men’s styles to create a desire to change, particularly the ones who are looking for novelties. Julius Goldberg. —_+++ Pickings Picked Up in the Windy City. Chicago, Feb. 28—Criminal com- plaints in Chicago for five months— 14,827, Women in politics, women in graft—note the Chicago papers. | The cherry tree was again with us. All Chicago celebrated Washing- ton’s birthday. : One of the city’s most prominent place of interest is the Art Institute on the lake front. Don’t fail pay it a visit when in Chicago. Chicago weather for the past few lays has been ideal. Starr A. Parrish, of Coldwater, was in Chicago last week looking up a location for a jewelry store. Mr. and Mrs. Henschel, of Kala- mazoo, soon tired of hotel life and are now residing at 5622 Kenmore, near the lake, where we are told swimming is good the year around. No policemen killed last week. Thanks. Mayor William Thompson—better known as “Big Bill”’—is finding out that to take off his coat to settle the street car strike was only a small part of his job. We recommend the next suit he orders to be a two-piece one. Saloon keepers are still targets for hold-up men. One or two more shot down last week. The next meeting of Northwestern Council, U. C. T. of A., will be held March 11. All U. C. T. members welcome. Meeting place 19th floor Masonic Temple, State and Randolph streets, Chicago is now talking of build- ing a fish emporium, the same as De- troit has. By this you see Detroit sets the pace. With Chicago’s great population you can see blocks and blocks of va- cant property. The Prosecuting Attorney of Chi- cago has now set one drink as the MICHIGAN TRADESMAN limit that can be ordered just before closing time—1 a.m. Please let us know what that limit will be—glass, bottle or bucket. From the looks of all State street stores and the people visiting them, business was never better, but they do say that all some do is look and visit. Yes, with all the new saloon res- taurants opening up in the city, the price of a meal still remains at the cafe prices. If you wish to run your automobile in Chicago, be sure to have the change —$4 State license, $8.35 city wheel tax, personal tax 22 cents a gallon for gasoline, $8 to $10 per month for garage. Again—have the change. J. B. Beity, of Grand Rapids, reg- istered in at the Palmer House last week. The women suffrage question is now open for debate. Will the graft charges now being tried in Chicago between women politicians hurt the suffrage cause? Twenty-four policemen of the city will have charges preferred against them for accepting money from pick- pockets for protection. This is a re- aoe from the State Attorney’s of- ce. The poor “cops” get shot or fired. There will be no noisy colors for the coming season—so say the tex- tile class of public school teachers. Black will be the dominating color. We advise saving old gowns. Geo. E. Wolf, of 164 Pearson street, Chicago, former manager of the Mor- rison Hotel, has returned from De- catur, Ill., where he went to superin- tend the opening of Fred VanOr- man’s new Orlando Hotel. Mr. Wolf reports that this hotel is one of the best in Illinois and that their sys- tem is so arranged that at a certain hour each day they can tell what the exact profit or loss has been. At the opening of this hotel Mr. Van Orman gave a charity ball. Eight hundred guests attended. Ed. J. Brouillette, popular cigar dealer at 201 West Southwater street, has added to his Chicago prosperity a seven passenger Cole car. They do say that the city will move the curbs and poles so Ed can run his bus without mishap. Some wagon. Weather has _ changed. Zero weather now in Chicago. One of the city’s big doings, Lake street bridge over the Chicago river, has been under construction for the past two years and during that time traffic has not been stopped except for a few hours on the night of Feb. 25 to allow the workmen to pull out the old structure and connect up the rails for the Metropolitan Elevated on the new bridge. Some job. Chicago experienced a very peculiar fire Saturday, Feb. 26. The North- western Stove Repair Co.’s building, at State and Lake streets, took fire and caused considerable trouble to the firemen before it was extinguish- ed, burning nearly ten hours. In serv- ice were thirty-two fire engines, fif- teen hook and ladders, twelve motor trucks, twenty-five hose wagons and two fire boats. This was one of the most stubborn fires the city has had in some time. C. W. Reattoir. ——_+>++—___ Willing To Be Helpful. Things were slow in the city and Bronson was quite worried. So he felt it was about the last straw when his daughter told him that she had accepted the hand of George McCuthbert. “T’m glad you’re happy,” he said, with a weary smile; “but I’m afraid that I really cannot stand the expense of a wedding just now.” The fair girl bent over him and strok- ed his furrowed brow. “Don’t worry, father; I'll try and put that right,” she cooed. “I think I can scare George into proposing an elope- ment.” Extra Strong where extra strength is needed ROUGE REX SHOES ‘*for the man who works” Shoes that are worn by men who work have to stand up to hard wear. The man who works can’t be particular where he steps; his shoes come down wherever he has to put them. Toe-caps on such shoes get more wear than the toe-caps on any other kind of shoes. We know that and so we make our shoes to be worn by men who work, with two thicknesses of leather on the toe. It’s good leather, too. We buy the green hides and tan them ourselves. No one can make shoes of Rouge Rex tanned leather but ourselves. Rouge Rex leather has never been on the market for other shoe makers. No. 4131 here illustrated is a chocolate colored Veal Blucher, ali eyelets, two full soles and slip, and double row nailed bottom, at $2 35 per pair. An especially de- sirable shoe for spring trade. Write for sample pair. It is a custom winner. Hirth-Krause Company Hide to Shoe Tanners and Shoe Manufacturers STR Dies 3455 5s 16-18 Ionia Ave., S. W. Grand Rapids, Mich. Eliminate Your $2.95 net The Michigan People Rubber Boot Troubles Buy Hood’s “Bullseye” Boots Probably no boot as good as the ‘‘Bullseye’’ has ever been before the American people Many, very many, people would gladly subscribe to such a statement as the above, having tried them. Grand RapidsShoe & Rubber Grand Rapids 36 MICHIGAN TRADESMAN March 1, 1916 POWER OF SUGGESTIONS. How It Can Be Applied in Salesman- ship. Written for the Tradesman. Some salesmen possess individual qualifications which make it easy for them to suggest directly or indirect- ly the idea they wish their customers to receive. The salesman with the right personality, what we may call a “selling personality,” finds it easy to direct the channels of his customers’ thoughts. His whole attitude and ex- pression convey the idea he wishes absorbed and the customer uncon- sciously develops a favorable feeling. In developing suggestive salesman- ship, salesmanship which will act through the indirect expression as well as through the direct, the salesman should know his customer’s peculi- arities. The better you know the in- dividuality of the prospective buyer, the better you can lead his mental processes. The better you can read human nature, the better you can handle the individual buyer. Unless you are able to read human nature in others they will get the better of you. Your customers will prove too much for you. It is necessary for you to keep the upper hand with the customer if you are to do the leading. This does not mean that you are going to browbeat him, but that you are going to under- stand him better than he understands you. Yours should be the greater mind if it is going to suggest to the other. Yours should be the self-con- fident position but not the over-con- fident. Power of. Suggestion. If your suggestions of any kind are to carry weight they must be made with enthusiasm. The customer will feel in a minute any lack of faith in your own goods. If you are apathet- ic, apathy will show in all you say or do about the goods. Competition is too keen for a man to be a success in selling if he feels no enthusiasm over his goods. In buying we buy the items about which we develop en- thusiasm, but the buyer will not de- velop enthusiasm when the cannot develop it. Enthusiasm sug- gests enthusiasm, and apathy sug- gests apathy. Without knowing why, the prospective customer who is met by an unenthusiastic salesman will himself fail to continue even the en- thusiasm he felt when he came into the store. seller You may talk in strongly favorable language of the goods you are trying to sell. The price and the quality may be all that you claim and you perhaps claim enough, but along with your talk will go subconscious suggestions which will unconsciously be absorbed by the buyer, and this suggestion will be one of apathy or enthusiasm about the goods just according to your own inner feelings. Every sale you make is a mental transaction rather than a verbal or a financial one. In order to make the sale it is necessary that you talk and it is necessary for money to change hands. But the talk is merely the med- ium for exchange of ideas and ideas themselves are existent only in the mind. The money end of the deal is only the result of the mental transac- tion. It is your own mental attitude and the mental attitude of the buyer that are to be considered. The situ- ation is controlled by those mental positions, There is a great deal of talk about the psychology of salesmanship. That is nothing but the mental side of buy- ing and selling. And after all what is there about salesmanship that is important in such a degree as the mental feature? When salesmanship is regarded irom its mental side, the consideration may be slightly more technical. It may appear more theoretical. But then, nothing is more practical than sound theory. If we are to suggest definite ideas to a customer through manner and through any indirect means, we must see that the conditions are as far as possible favorable. In making a dis- tinct and accurate record on the cyl- inder of a phonograph it is necessary to eliminate all unnecessary noises and to concentrate the desired sound waves in the receiver. In taking a long distance telephone message where the voice is indistinct it is nec- essary to concentrate attention. If you are going to get a delicately ex- pressed suggestion registered in the prospect’s mind, you must see that there is no conflicting idea in the air, that the suggestion has a clear fiel:l and that the mind of the recipient is in a favorable attitude. In getting an idea before the pros- pective buyer clearly it is desirable to emphasize its most striking charac- teristics. Any suggestion that is in- volved in a maze of detail, that is not a well defined suggestion when it reaches its destination, will probably fail of an effect. The attention of the customer is secured at the outset by using his sense of sight and touch. Get his mind directed to what you want to sell by getting him where it will fill his sight. Let him touch it when the touch will convey some desired im- pression through the feelings. With his eyes and hands conveying to him the suggestions you want him to re- ceive, his ears will be open for any- thing that will strengthen the im- pression of the other senses. Find out from what point of view the customer views the article and its purchase. Put yourself in his place to the extent of viewing the proposi- tion as he views it. Then you will know what ought to be said and done to get a favorable attitude on his part. Price and Quality. It does not take much sounding to discover that one customer is regard- ing a purchase solely from its finan- cial side, or that another considers the style and quality of the goods rather than the durability or the cost. The customer’s desire should receive consideration but there should be a constant effort to suggest the im- portance of other considerations when there are other considerations ot great importance. If the buyer’s chief regard is for e price, suggest to his mind the impor- tance of quality—unless you prefer to meet competion and to sell on a price comparison exclusively. Where the customer considers quality the main thing, while price is your chief advantage, impress indirectly the im- portance of buying economically. The valuable fact that you lodge in your customer’s mind by _ indirect means, by suggestion, will be of the greater worth because he will probab- ly think he has been clever enough to discover that fact himself. Many items of information about the goods you are selling will have a greater value for being insinuated instead of being expressed outright. Some writer on salesmanship has said, “Don’t take yourself too serious- ly.” There is probably something in this. However, I do not believe any salesman can afford not to take him- self and his work seriously. The light-minded man is destined to be a light-weight all through. He does not get ahead because he does not take himself seriously enough. I believe in being happy-minded, cheerful- minded, and in showing it, but I do not believe in being light-minded. A man may overdo the matter of tak- ing his work seriously, but I say, take your work seriously. The light-minded chap who is full of light ideas and of light-weight talk may be agreeable enough to listen to in small doses, but he will not make many big sales. Small talk and jok- ing are not a part of selling goods. Joking with customers is expensive business. Sometimes they are not in a mood to care about jokes. It is very difficult to tell a funny story well. It is much more difficult to make it fit well into a selling talk. It is al- most impossible to get hold of stories the customers have not heard before. The penalty of humor in salesmanship is loss of sales. Although you may decide that it is not worth while for you to use sug- gestion in your selling, nevertheless it will enter into your work. You will suggest involuntary things you would not voluntarily suggest. If you are careless about giving information re- garding the goods you are selling you suggest that you do not know much about them. To suggest your own ignorance about your stock is to sug- gest to the buyer that it would be a good plan to look elsewhere. Know Your Goods. I don’t believe a man can really do the best kind of work in selling goods, the uses of which he is not entirely familiar with. If you do not know the utility of every item you have occasion to sell you will fall some- what short of being able to show the greatest worth of the goods. You cannot point out to customers points of which you yourself are ignorant. The more knowledge you have of an article, the more experience you have had with it, the better you can sell it. A man cannot have practical ex- perience in all the lines he is selling perhaps, but he can take advantage of every opportunity to gain exper- ience, and where he fails to get ex- fessional people on our “billing” have appeared as part of the entertainment features of va- rious big events of the city. Very often lately the pro- To that part of the public not of Grand Rapids. the public. ing. Frank W. Brandt which our judgment in these matters is held by the people well acquainted with our amusement features this is quite significant of their worth for it indicates the regard in It is also representative of the entire policy of this management in every detail connected with our service for Right now we are offering an entirely new feature in the Main Cafe—Prof. Rikks’ Hungarian Orchestra. This is an amusement feature such as has never been billed in any cafe in this city before and it is well worth hearing. The time you spend with us will be as pleasant as you have ever experienced. Tea Dancing 4:30 P.M. Dinner Dancing, Main Cafe, 6:30 to 8:00 White and Black Room 9:30 to 12 Amusement Billings: Prof. Rikks and Hungarian Orchestra, Betty Randale, contralto; Zema Randale, pianist; Hanauer and Mack danc- Management Joseph E. Bureau March 1, 1916 perience he can get knowledge. Noth- ing will be of greater help right here than the trade papers. I know there are some salesmen who have no faith in “This sugges- tion talk,’ as they call it. They do not believe that a customer is in- fluenced unconsciously by the actions or by the indirect expressions of an- other person. The actual importance of suggestion however can easily be demonstrated. Step into the waiting room of a small railway station where a number of people are waiting for a train soon to arrive. Sit down and wait five minutes, then get up, look at your watch, button up your coat, pick up your bag and start for the train. If none of your fellow trav- elers pay any attention, then there is nothing in suggestion. As a matter of fact, however, half of them will probably follow you and the rest will want to. We cannot help being in- fluenced by suggestion. Every salesman uses suggestion to some extent. If a customer shows a tendency tg buy a cheaper article than we think he should buy, don’t we damn that cheaper article with faint praise, saying that it “is all right for the money,’ and when we say that, aren’t we saying, in a round- about way, that it is not very good? Just as we are already accomplishing certain ends by means that are sug- gestive although we may not have realized it, so we can accomplish more by the development of our suggestion tactics. Suggestion should begin with the entrance of the customer. That is, instead of waiting for the opportunity to «levelop in the course of conversa- tion about the goods, opportunity should be made for the suggestion to take effect. One of the first things that may be suggested is the advan- tage of buying the best grade of goods that can be afforded. If the customer is thus made unconsciously to elevate quality and to subordinate price before having made any state- ment about how much he expects to pay, there will be one less influence set against you at the outset. Every salesman knows how a customer will stick to a price limit once set, not so much because of the actual in- ability to pay more, but because he has set his stakes and does not want to back down. A suggestion in the way of courtesy to a customer will often soften a long wait or help a tired feeling. If you. re busy and there is no one to wait on a customer, the indicating of a comfort- able seat and perhaps the offer of some advertising literature after discovering the customer’s want, will make the wait even a desirable thing for your sale. You can suggest to a customer things you would not say outright. You some- times know better than the customer what he wants or needs. You cannot intimate that or let him see that you think it. Instead you must suggest the points you appreciate and that he fails to appreciate. You should search the customer’s mind from first to last and make tactful and careful use of what you find there. MICHIGAN TRADESMAN Discrimination Necessary. In order to avoid making suggestions that will have adverse effect, it is nec- essary to read the customer. If you are going to know more than the customer about what he ought to buy, you will have to study below the surface of his mind. Some customers want the thing every- one is buying. They want to be “in the swim” although they may not want to say anything to convey that impression. Other customers may reason in an op- posite way and want something different from the general run. It is science which will enable you to determine to which customer you should say, “Every- body is buying these,” and to which you should say, “These are exclusive pat- terns.” Some customers, you will find, like to have you take them in hand and tell them the whole story, because they are perfectly frank in their admission that they don’t know anything about the goods. Other customers want you .to think them very wise. Probably the wise man knows considerably less than he would have you think. Probably the ignoramus is not the fool he appears. You must avoid suggesting to any un- tried customer that he is either more or less informed than he appears. Take the man as he seems to wish to be taken and govern yourself accordingly. Of all the things you can suggest by direct or indirect word or action, the greatest is probably service. Whenever you are able to cause a customer to think your store is accommodating, or that you are a willing or a painstaking salesman, anxious to please and to see that the purchase made is the one that will result to the greatest advantage, you are sug- gesting something that has a great value. The public appreciates service. It gets none too much of it even at the best stores. Too many people are afraid to step in and look at goods because they doubt the dealer’s willingness to supply attentive and polite service to anyone who is not ready to buy. Salesmanship may be as simple as A B C, and as easily learned. If you follow that kind of salesmanship you will get that kind of results and you will work for a salary in proportion. On the other hand, you may recognize the fact that there is more to selling than most men realize. George Wilson. —_22.____ How Salesmen Lose At Own Game. Everyone in the world is a sales- man, and salesmanship is the greatest of all professions. Salesmanship, or sales ability, sim- ply means making the other fellow have the same feeling as we have about our proposition. The trouble seems to be, however, that the man Or woman we are trying to sell is oftentimes a better salesman than our- selves. Therefore it is important in selling cars to keep in mind that everybody is a salesman, He either has his abil- ity, personality, or services to sell, and so many times this other party is so much better a salesman than the automobile man that he sells us instead of our selling him. In December he sells us on the idea that he should delay purchasing his car until January. In January he sells us on the idea of delaying his pur- chase until April. His reason is that he will not have to pay taxes or some- thing else. When April rolls around, he wants to wait until May or June, when the weather becomes settled, and then he wants to wait until fall, and then until Christmas, and so on. He sells the automobile man on his ideas to suit his convenience, instead of our selling him our proposition now, here, to-day. This winter we have a great oppor- tunity for selling cars. That oppor- tunity is just as big as we are able to make it. We can determine now that we can sell a certain number of cars, and then back this determination with the necessary efforts and we will get results. 37 On the other hand, if we decide or conclude that winter is a bad time and that it’s going to be impossible to sell cars, so it will be. Conditions are but thoughts expressed, and it is in the salesman’s power to express the kind of thought and arrive at the kind of determination that he wants to realize on. Every salesman’s success in the sale of the car he represents is in exact proportion to his ability to make the other fellow feel about his proposition as he feels. I. H. Whipple. ——__+->—___ Lots of men walk miles to hear a po- litical speech who wouldn’t walk a block to hear a sermon. ——»++>—____ Every man considers honesty the best policy for others. 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 the Bell System. Anxious Moments Friends and relatives at home, waiting to hear if the boat has arrived, if the train has reached its destination safely, if the traveler has journeyed without accident or mishap, are quickly reassured by a long distance telephone message. Nothing relieves anxiety like the sound of a loved one’s voice. No matter where you are, you can telephone home via the long distance lines of Michigan State Telephone Company sesso MICHIGAN TRADESMAN March 1, 1916 AUTOMOBILES AND ACCESSORIES Gives Reasons for Trouble With Battery. : The storage battery is an electro- chemical combination, sensitive to cer- tain conditions which would not affect any of the mechanical parts of the car, and for this reason requires special con- sideration. Certain conditions will pro- duce results which might make the bat- tery inoperative at any time during its life. The most important are as fol- lows: Neglect to keep batteries filled is one of the greatest evils, and will have the most far reaching and detrimental effect on the battery. If evaporation has brought the level of the electrolyte to below the tops of the plates the entire amount of current goes through the submerged portion of the plates only. If only one-half of the plates were covered with the electrolyte the charg- ing of the battery at the normal rate would be equivalent to charging it at twice the normal rate. Under these cir- cumstances overheating will be rapid, the plates will quickly buckle and insula- tion break down. An undercharged condition of a bat- tery, continuing for some time, may be the direct cause of overheating and broken down insulation. A battery may get into an undercharged and starving condition because the driver is a novice and does not use judgment in operating his lights and also uses the starter very frequently while learning to operate the car. It is also possible that a new car may be turned over to a customer out of stock in which the battery is three months old and has never been charged. When undercharged for some time plates become hardened and offer great- er resistance to the charging current. Such batteries need reforming at a rate not greater than three or four amperes and sometimes requiring three or four days. If, therefore, a car with a severe- ly undercharged battery is taken on a long run, the normal charging rate will produce much greater heat in the battery and possibly overheat it to such an ex- tent that the plates will buckle. If the battery were in a normal, healthy con- dition the normal charging rate would be all right. In this case the battery may be liken- ed to a convalescent who is put on a healthy man’s diet. Instead of getting better, he gets worse. In the same way, where a dieting charge would bring the battery back to an efficient condition, the normal full charge for a healthy battery will result in a complete break- down. One or more of the component parts of the self-starter equipment may be out of adjustment in such a manner that a charging rate either lower or higher than the normal is produced. In the first case the battery will run down from lack of charging. In the second case it is being overfed, which may result in overheating, buckled plates, and premature breakdown of the insulation. Any mechanical or electrical apparatus may get out of adjustment, and for this reason it is advisable, where there is no meter on the car, to have the apparatus tested from time to time to see that it is performing properly. The storage battery is intended to do a certain amount of work. It is re- ceiving a certain amount of energy, and in order to continue in a healthy con- dition it must give up a certain amount of energy, in the same manner as the human body. There must be a proper balance between feeding and exercising. If the driver is operating the car under such conditions that he does not give the battery the proper amount of exer- cise, he must take special precautions to ensure satisfactory operation. H. S. Gardner. Clean Car Has Many Advantages. Too many cars are not washed fre- quently enough. The owners garage them on a storage basis and the only washings they receive are occasional ones when the owners feel so inclined This condition is not favorable to the care. It is soon dirty, looks twice as old as it really is, and the owner's interest in it dwindles. The clean car is dynamic. It attracts at- tention, even that of the owner and his family. Often a clean car is kept in better running condition than a dirty one. On a clean car the loose nut is more quickly detected, so is the broken spring leaf or the other parts that need attention. Cleaning the mud off the axles, springs and grease cups is going to draw the owner’s attention to the grease cups and they get more attention than otherwise probably would be given them. A new suit of clothes always has an animating effect on the wearer: it is similar to a birthday or a New Year’s day, if the owner has humani- ty enough left to be interested in such. So in the clean car the clean exterior consciously or unconsciously suggests a clean interior, and the owner is impelled to be more care- ful of the lubrication and other fea- tures. A few fastidious owners clean their car parts off periodically with gaso- line, taking all grease off the motor, exposed clutch parts and other places such as the drip apron, etc. This housecleaning is commendable. The drip apron should be clean, otherwise you may have good food for a nasty fire. Try the clean-house policy with the car; it will pay you. Makes Winter Driving Easy. One of the accessories which has popularized winter driving, especially among owners who enjoy running their own cars, is the electrically operated self-starter. It is no longer necessary to get out in the rain, nor step in the mud or snow and crank up the engine to get under way, for, practically all cars are now equipped with electric starters and the driver, pressing a switch with his foot, starts the motor without leaving his seat. This feature has become so popular among purchasers that a salesman would as soon think of offering a car without any lamps or without a horn as to endeavor to sell one that is not furnished with an electric startin and lighting equipment. Considering the work which these outfits do, they are very simple. The only care which is necessary is to see that the battery is kept properly filled with distilled water, so that the plates are always covered. There are many good and efficient systems on the market, some being known as the 12-6 type, which use twelve volts for starting and charge at six volts while others use six volt system for both starting and charg- ing. On the 12-6 type the change from twelve to six volts is made automat- ically by the starting switch, without any attention from the driver. In addition to this starting switch, the principal parts of the 12-6 system are the storage battery, motor-generator, and indicating automatic switch. For starting the operator simply presses the starting switch down and current is then drawn from the stor- age battery, causing the motor-gen- erator to act as an electric motor on a twelve volt circuit, spinning the engine at a good rate of speed. When the engine is running under its own power the motor-generator, which acted as a motor and started the engine, now acts as a generator and produces electric current, charg- ing the battery at six volts until it is up to its normal voltage. All changes in the system between battery and generator are made by means of the starting switch. The indicating automatic switch tells the driver at a glance whether the bat- tery is being charged or not, and if desired an ammeter can be connected in the line to show the rate at which the battery is being charged. This system can be installed either as a one wire or grounded outfit, the return being made, through the frame of the car, or as a two wire system. The latter, being an all metallic sys- tem, is preferable. The storage battery also furnishes current for all lights; this permits the use of brilliant headlights, which can be instantly dimmed. Daniel Wells. —_—_os»__ Got Satisfaction. A motorist was stopped by a police- man for speeding, whereupon he be- came angry and called the policeman an ass. After he had paid his fine, the judge reproved him for what he had said to the officer. “Then I mustn’t call a policeman an ass?” he said. “Certainly not,” said the judge. “You must not insult the police.” “But you wouldn’t mind if I called an ass a policeman, would you?” “Why, no, if it gives you any satis- faction,” answered his honor with a smile. The motorist turned to the man who had arrested him. “Good-day, policeman,” he said, and at once left the courtroom. GRAND RAPIDS OIL CoO. Jobber of Iluminating and Lubricating Oils and Gasoline GRAND RAPIDS, MICHIGAN EVEREADY FLASHLIGHTS <4= Be — SS are equipped with the wonderful EVEREADY Tungsten Batteries— a distinct advance over any other battery which has been used with flashlights. These batteries have a remarkable length of life—and at the same time are very compact and economical. EVEREADY Flashlights give real satisfaction and help build up con- fidence in the store that sells them. Write us today for full informa- tion. C. J. LITSCHER ELECTRIC COMPANY Wholesale Distributors 41-43 S. Market St. Grand Rapids 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 ’ March 1, 1916 Gabby Gleanings From Grand Rapids. Grand Rapids, Feb. 28—The por- trait below is that of a Grand Rapids shlesman who did not attend the Grand Rapids auto show: W. P. Drake entertained Leonard Seager and Otto Johnson, popular merchants of Cadillac, at the auto dis- play. O. A. Wolbrink and friend, Mr. Johnson, of Ganges, were visitors at the auto show. Isaac Wolbrink, of Cedar Springs, was in town inspecting the different makes of gas wagons. J. Rankans and wife were auto show visitors. Peter Hansen, proprietor of a gen- eral store at Amble, was in the city attending the auto show and while in the city called on the Worden Gro- cer Company. Gust Rost, proprietor of the Wig- ton House, at Hart, was a visitor at the auto show. Chares E. Wilson, genial merchant at White Cloud, attended the retail grocers’ convention at Battle Creek last week and on his way back stop- ped off to visit the auto display. Ralph Floyd, manager of the An- trim Iron Co. store at Antrim, and wife spent several days of last week with friends and also visited the auto show. W. H. Graham, of the Grand Trav- erse Auto Co., Traverse City, attend- ed the motor show. Mr. Graham re- tains his membership in No. 131. J. E. Friend, popular cigar store proprietor of Petoskey, visited a brother in Flint last week and on his way back dropped off for a look at the buzz buggies. Now look who’s here! C. C. Perkins purchased a Stude- baker six and expects to help con- siderably in the consumption of gaso- line. William Bosman purchased a new Buick six at the auto show last week and has offered to take his less for- tunate friends for a spin. Another proud possessor of a Buick six is William DeKuiper, of Fremont. Mr. DeKuiper is a representative of the Worden Grocer Company. Frederick E. Beardslee contracted for a Chalmers six at the show. Away goes the price of prunes. William E. Sawyer nailed a Chev- rolet car at the exhibit and expects to use it in his office as conductor in Grand Rapids Council. That will be about all for the cost of high living. Burlew & Burlew, general merchants at Boyne City, have moved into new and larger quarters and have increas- ed their stock. They are wide awake merchants and are always on the job and, as a result, their old business quarters would no longer house the stock necessary to accommodate the trade. J. L. Barhite, implement and har- ness dealer of Vicksburg. has sold out to E. J. Merrifield. Mr. Merri- field also conducts three other stores in adiacent towns. About 45,000,000 pounds of licorice and about the same amount of sugar was used in the manufacture of to- bacco last year. Licorice root has made a sharp advance in price recent- ly and, as a result, “chawin’ terbacer” will cost more money. The Turks are so busy digging trenches that they have no time to dig licorice root. This is the cause of the advance. John L. A. Golster, of the Union Cigar Co., Petoskey, was in the city last week contracting for material to rebuild his building which was de- MICHIGAN TRADESMAN stroyed by fire a few weeks ago. The building will be of brick and cement. Beulah and Honor are again bat- tling for the county seat of Benzie county. Honor at present is the county seat and Beulah has the desire. They are offering a building and mak- ing many other concessions in order to get the county capital. The de- cision will be put to the vote of the people in the spring. H. B. Wilcox suggests that those who own black gladstone grips paint them various colors, such as pink, blue, green, etc., as it is very hard to pick out one’s grip when a bunch are thrown together and it is no snap to have to chase down stairs with a grip that looked like yours. The Charlevoix Hotel, formerly known as Baker’s Inn, has been sold to Mrs. Biossat, who is also the owner of the Michigan. The Charle- voix will be conducted as a commer- cial and the Michigan as a summer hotel only. R. A. Waite spent last week in the East. He attended a_ salesman’s meeting of his firm which is located in Middleport, New York. P. C. Payette, Secretary and man- ager of the Woodhouse Cigar Co., is in the East on business. He will visit New York City and other East- ern points. Grand Counselor, W. S. Lawton went to Traverse City Saturday morning to attend the annual meeting of Traverse City Council. Edward Wykkle and John D. Mar- tin Sundayed in Petoskey. Don’t forget Assessment No. 130 is nearly due and that there is still some ice hanging around. If it wasn’t necessary to send out so many re- minders to the slow ones, everybody would have a chance to help spend the postage money. Our incoming S. C, Arthur N. Borden, is endeavoring to get the officers of the Council whipped into line so that a layer of dust an inch thick will cover the rituals. F. W. Thompson, commonly called Tommy, expects to get his $10 worth of U. C. T.ism, at the March 4 meet- ing. There isn’t any doubt of his falling short, is there, fellows? There is no doubt that at some time or other we have exasperating things happen—things that we know are uncalled for and are done seem- ingly for the deviltry of it. Such seems to be the position of the G. R. & I. in taking off the night passenger trains North. The service is bad enough, but on top of that comes the emasculated mail service. On the old schedule an open pounch mail enabled us to get mail through to Grand Rapids from any town. Now, unless you are at Mackinaw, Petoskey or Cadillac, your orders or mail of other description do not reach the office for nearly forty-eight hours after mailing. Is there any chance to render service to your customers when the railroads render such serv- ice? Is there any reason why we shouldn’t route our freight by other roads? Several carlots of freight have been given to other roads al- ready and there isn’t any doubt but what there will be many more. Every traveler who goes North and can ship his goods over other roads should make it a point to give his business to the roads which are giv- ing the service. Perhaps the G. R. & I. doesn’t need the business. If not, there are others which do and will appreciate our endeavor. J. P. Hacha, a member of No. 131, met with a very painful accident Monday evening when he slipped on the walk in front of the Hermitage Hotel and suffered a sprained ankle and hip. His wife, who is a trained nurse, is taking care of him. Mr. Hacha was formerly in charge of the Battle Creek and Hillsdale office ot Grinnell Bros. and just recently ac- cepted a position as manager of the musical department of Young & Chaf- fee. Mr. Hacha is living at the Hotel Hermitage and would appreciate a visit from any of the boys. Ed. Kraai has gone to Mt. Clemens to take treatment for rheumatism. Bertram, son of Mr. and Mrs. A. F. Rockwell, was confined to the house last week with bronchial trouble. Mrs. J. E. Edwards, landlady of the Seminole Hotel, at Mesick, is ill with la_grippe. Dance No. 10 has gone down into history and the details of same can be gotten from any one who attended. Believe us when we say it was some party. Just two chances to meet with the bunch. So every one had better get busy. Don’t have that regretful feeling after these parties are over, because your friends are going to tell you, sooner or later, what a good time they had. March 18 will be the date of the next shindig. Come, get in the boat. Next Saturday, March 4, will be a big day for Grand Rapids Council, as it is the date of the annual meet- ing, election of officers and banquet. The meeting will be called at 9:30 a. m. and a_= session. continuing throughout the day, ending with a banquet at the Hotel Pantlind in the evening. Everyone who can should be present at the meeting and attend 39 the banquet and help to make this meeting a memorable one for Council EST. Order your banquet tickets early, as reservations will close Saturday at noon. The committee does not want to disappoint anyone, but our guarantee must be filled with the ho- tel management by 12 o’clock Satur- day, so your early co-operation is solicited. How many candidates have you dug up for the massacre? Will meet you either on the bridge of sighs or in the vail of tears, guard- ed by the U. C. T. goat, Saturday. L. V. Pilkington. AGRICULTURAL LIME BUILDING LIME Write for Prices A. B. Knowlson Co. 203-207 Powers’ Theatre Bidg., Grand Rapids, Mich. . OFFICE OUTFITTERS LOOSE LEAF SPECIALISTS 237-239 Pearl St. (near the bridge) Grand Rapids, 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 A FEW FACTS 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. “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 wereturnto 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 securing adequate rates. 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? Talk No. 2 Catering Operating Receiver, Pere Marquette Railroad. MICHIGAN TRADESMAN = — nce = oo —, = A ADNTEVIINNN Kite 186064 ied t e ° eo e iy = Buse OMMERC — —s _ — 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. 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, Marquette; . N. Thompkins, Jackson. Next Grand Council Meeting—Traverse Citv, June 2 and 8, 1916. Secretary—Maurice Henman, Wafted Down From Grand Traverse Bay. Traverse City, Feb. 283—Lee Mes- senger has gone to Chicago to talk over business matters with the Oliver Typewriter Co. Lee has been with the Oliver people for several years and through his ability as a mixer has been instrumental in getting an Oliver typewriter in nearly every com- mercial traveler's home in the North part of the State. We are pleased to announce that C. A. Cressy is again back with the Singer Sewing Machine Co. As soon as the Chicago division found that Charlie was out of a job, they im- mediately wired him to come to Chi- cago. The writer has just received a letter from him, stating that he is again back in the harness, located at Rockford, Il. We are sorry to lose so good a neighbor as Mr. Cressy, but are pleased that his ability as a sew- ing machine salesman has enabled him to locate in a town the size of Rock- ford. Traverse City’s popularity as a dis- tributing point for agricultural im- plements is receiving another boost. The Johnson Hardware Co. now has a stock of about 2,000 sheets of emery cloth which will certainly have to be distributed. Archie Jourdan never stuffs an order. He just got mixed a little between four dozen which Johnson was ordering and four reams that Archie put on the order, but still Archie insists he was sober. Fred Richter, Jr.—who, by the way, is one of the most helpful as- sistants your Traverse City corres- pondent has in connection with his work in this department—is planning a delightful automobile trip through Michigan, Ohio. Pennsylvania during July. He expects to be gone about three weeks and will visit about half a hundred cities and towns en route. Of course, he will take the wife and babies with him. They just fill a five passenger car. Grover Maple reports his little daughter who has been sick for a long time much improved at this writ- ing. Saturday Traverse City Council held its tenth annual banquet. The fun started when nine U. Tos dressed in soldiers uniforms accom- panied by a deputy sheriff and a private detective in the person of K. M. Stemler, of No. 41, Canton. Ohio, went to Interlochen to meet Grand Counselor Lawton. Imme- diately upon the arrival of the train bearing the distinguished guest, the soldiers boarded the train and, with two at each door to guard the same, the sheriff and detective proceeded to find the German that poisoned the soup. The passengers were horrified when the sheriff proceeded to hand- cuff Grand Counselor Lawton. Walter made a good fight for liberty; but after having some skin knocked off his hand and suffering breakage to some of his jewelry, he was over- powered and_ handcuffed. Grand Chaplain Wilson was one of the sol- diers, but as soon as Lawton was handcuffed Wilson was attacked and the order. District Deputy Ben Mer- cer was unable to attend, on account of sickness, and his place was very ably filled by Dr. Ferguson, of Grand Rapids Council. Other good talks were given by Prof. Curtis, of the high school, Attorney P. C. Gilbert, Past Counselor, W. F. Murphy and Grand Chaplain, F. W. Wilson. These and the several good musical numbers made a programme enjoyed by all. After the banquet, the hall was clear- ed and dancing was enjoyed until midnight. The storm kept a great many at home, but all think this was one of the most enjoyable an- nuals we have ever held. F. W. Wilson. Must Be in Love. “Well, if that isn’t the limit,” mused the postman as he came down the steps of a private residence in New Bedford. ““What’s the truble?” queried the mere citizen who had overheard the postman’s noisy thought. “Why,” explained the man in gray, “the woman in that house says if I don’t come along earlier she] get her letters from some other carrier.” THE LIFE OF THE TRAVELING SALESMAN. Off the train he hops at daybreak with a grip in either hand, With a stomach mighty empty and a wish for Slumberland; But he never makes a whimper as he climbs into the bus, For he laughs at real discomforts that would bring a groan from us. Ever laughs the traveling salesman and his laugh rings loud and sweet To the poor old stranded actor or the beggar in the street: Just because the salesman helps them to a breakfast or a fare, Even though it takes a greenback he can ill afford to spare. On the cars again at midnight, and when dawn has come again. You can see him swinging blithely from the long belated train; Just another round of calling, taking orders in a town, Orders that he thinks are corkers—that the credit man turns down. Just another round of hustling, just a ten mile drive or two, When the wind is full of winter and his hands are numb and blue; Far from home and good home cooking, far from baby and from wife, You can bet it takes a hero to endure a salesman’s life. But with all his cares and hardships when he creeps to bed alone. In some little country roadhouse where the cold would freeze a stone: With the same old smile he slumbers, for within his watch’s case Is the photo of a wifie and a dimpled baby face. divested of his uniform and, in dis- grace, handcuffed to Lawton. The train was met at Traverse City by about fifty U. C. T.’s and, headed by the high school band, followed by the soldiers guarding prisoners Law- ton and Wilson, followed by U. C. T.’s carrying flags, marched through the streets to martial music to the hall. At the meeting in the afternoon fifteen paid applications were on the desk lacking only one of the charter members ten years ago. On account of the severe storm, whihc was the worst of the season, only six were initiated and two re-instated. A ban- quet was held in the evening and about 150 enjoyed one of the very best banquets we ever held. The committee who put on the banquet are to be complimented: and the sixteen girls—mostly daughters of '. C. T.’s—certainly did themselves proud by their very prompt service and neat and graceful appearance in the hall. The address of welcome was given by Senior Counselor H. C. Hoffman. W. G. Wyman acted as toastmaster and one might think he was Irish by the witty manner in which he introduced the speakers. Grand Counselor Lawton gave a good talk on the growth and benefits of 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. March 1, 1916 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 Hotel Charlevoix Detroit EUROPEAN PLAN Absolutely Fire Proof Rates, $1 for room without bath: $1.50 and upwards with bath. Grinnell Realty Co., Props. H. M. Kellogg, Manager HOTEL CODY EUROPEAN GRAND RAPIDS, MICH. Rates$l and up. $1.50 and up bath. The New Winter Inn GREENVILLE, MICH. ‘W. H. MILLS, Proprietor: European American 75c, $1.00 $2.00 and up 50c, The Hotel Geib Eaton Rapids, Mich. L. F. GEIB, Propr. AMERICAN PLAN Artesian Water Steam Heat $2 Per Day Sample Room in Connection GRAND RAPIDS Rooms Without Bath $1.00 With Bath (shower or tub) $1.50 Meals 50 Cents Union Station omer=> > 4g Boe pbb rg a RR E G- NS ae GB Pig, eG L. S EE ce [ SS erin [ Fire Proof March 1, 1916 News About Travelers Too Late to Classify. Grand Counselor Lawton has re- ceived word that Walter D. Murphy, Supreme Secretary of the U. CP will be present at the banquet of the Grand Rapids Council Saturday eve- ning. The Tradesman regrets that Mr. Goldstein is unable to contribute his usual quoto to the Tradesman this week, due to the serious illness oi Mrs. Goldstein. A late report from Detroit is to the effect that Mrs. Gold- stein is very greatly improved, so that Mr. Goldstein may be expected to return with a vengeance next week. Mr. Goldstein intimates that he pro- poses to take issue with the Trades- man on its recent editorial on Henry Ford, so we give him an additional text to preach from in the shape of an extract from a letter from the editor of the Tradesman to a Central Michigan merchant who thought we were a little severe on the Detroit gentleman, as follows: “Regarding Henry Ford, I cheerfully accord him the right to expend his enormous income any way he pleases, providin: he does not so conduct himself as to bring discredit on the American Government or the American peo- ple, as he did when he financed a pro- German peace fiasco under the in-| spiration of a Teutonic woman whose motives are now pretty well under- stood by men of bright minds and keen perceptions. So long as Mr. Ford confined himself to the man- ufacture of self propelling vehicles, he passed for a man of genius, but when he permitted his head to be turned by President Wilson when the latter sent for the simple mind- ed mechanic of Detroit to come to Washington for consultation on gov. ernmental affairs, Mr. Ford suddenly changed from a modest citizen to an arrogant demagogue who has a pan- acea for every ill which afflicts man- kind. Since that time he has reversed himself and stultified his record on nearly every great governmental and humanitarian question. When I write about the ford machine I write from personal experience. I under- took to drive a ford one season and I hope the good Lord will forgive me for the profanity I felt—even though I did not express it—during that time. I have since driven two Chevrolet cars and am now driving my fourth Franklin (Sedan). I be- lieve the man who buys a ford gets less for his money than is the case with any other machine on the mar- ket, besides incurring a continuous liability for repairs and breakages due to the use of poor material and the employment of still poorer work- manship. I believe it is little less than criminal for Mr. Ford to put out a machine which can be set up complete in six and three-quarters minutes*’ The time may come when it can be assembled with compressed air. I cannot conceive how any one can buy a ford who has ever been through the factory and witnessed how they are made or who attended the Empress theater (Grand Rapids) last week and noted how quickly, carelessly and slovenly they are put together. I question the moral or MICHIGAN TRADESMAN legal right of any man to sell a ma- chine at a profit of 300 per cent. and call it an automobile, when it has none of the attributes of the modern ma- chine which commonly goes by that name. If Mr. Ford really wants to do good in this world, he can accom- plish much more by confining his at- tention to the things he understands than by espousing fads and: fancies which make him the laughing stock of the world and do not contribute one iota to the advancement and hap- Piness of the people.” Algernon E. White (Jaques Baking Powder Co.) has been undergoing a severe illness, suffering from inter- costal neuralgia, which is extremely painful. He is slowly recovering and is looking forward to the time when he can talk K. C baking powder to his customers six days a week. J. M. Bothwell, of adillac, who Was unanimously elected Secretary Grocers and General Merchants’ As- sociation of Michigan at the annual convention at Battle Creek last week. It is estimated that January net earnings of United States Steel Cor- poration ran close to $20,000,000. As February is a short month, income will probaby run below that of Jan- uary. March is expected to break all records in monthly earnings. If net earnings of the United States Steel Corporation reach $240,000,000 this year, surplus for 1916 year will be sufficient to cover common divi- dends at 5 per cent. rate for more than five years. The First National Bank of Bir- mingham has completed the remodel- ing and rebuilding of its building, in- stalling new fixtures and equipment throughout. The capital stock and surplus has been increased from $25,- 000 to $50,000 and $5,000 to $10,000 respectively, at a special meeting of the stockholders. The Commercial Savings Bank of Lakeview (private) has been incor- porated as the Commercial State Sav- ings Bank of Lakeview, with an au- thorized capital stock of $25,000. Fred M. Northrop holds $6,000 of the stock, Charlotte T. Northrop holds $6,000 and Bessie M. Northrop hold $3,000. I arae Rane nD eae ee eee ese OP SP ase ear ASS Sparks From the Electric City. Muskegon, Feb. 28—Marsh Field will be the name of the Muskegon Central League base ball park. Charles W. Marsh, President of the team, is the man the park will be named after. The Abel & Johnson garage, at Montague, was completely destroy- ed by fire. George Seaman has purchased the Follette & Son grocery stock at Bailey, Mr. Seaman formerly owned the store and is well acquainted in the vicinity. Almighty Dollar! Thy shining face bespeaks thy wondrous power. My pocket make thy resting place—I need thee every hour. (With apologies to Jim Goldstein.) The Occidental Hotel, at Muske- gon, will be built nine stories high, instead of four, as originally planned. This will make it the tallest building in our city and speaks well for pro- gressive Muskegon. Our next meeting will be held Sat- urday, March 18. he election and initiation of officers will be followed by a banquet which will be strictly a U. C. T. affair, no one but U. C. T. members to be present. The banquet committee promises a good feed and a dandy time for all. Tickets will sell for a dollar a plate. If you do not get your tickets in time, send a bean to H. Foote or any other of the officers. A. W. Stevenson was laid up with a bad cold last week, but we are glad to report Muskegon’s candidate’ for Grand Sentinel is back on the job. sen Mercer, of Saginaw, is certain- ly a_ U. C. T. booster, securing thirty U_C. TY. applications. If there were only a few more Ben Mercers! At our last meeting A. Peters was declared champion rhum player of Muskegon. Are you doing your part in boost- ing A, W. Stevenson’s candidacy? Your last assessment is now due. Do not let your accident policy lapse. Tf our members were more gener- ous with news, this column would be stretched, but the scribe cannot do any better without assistance. Milton Steindler. Jaunty Jottings From Jackson. Jackson, Feb. 28—The pure food show was a success. The Jackson retail grocers did the thing right and have brought themselves closer than ever to_ the consumers whom they serve. Then, too, they have establish- ed new relations with the jobbers from whom they buy and mutual ben- efit will be the result for jobber, re- tailer and consumer. This will now be an annual affair, but, no doubt, larger quarters will be secured for next year, for the progressive spirit already shown by the Jackson Re- tail Grocers’ Association is an as- surance of a larger show each year. The booths were uniform in their decorations, the demonstrators were in the best of spirits and from Mon- day morning until the closing hour last Saturday night, there was always something doing. Frank Elliott, President of the El- liott Grocer Co., Lansing, was a vis- itor at the fair last week, getting ideas to use at the pure food show soon to_be held in the Capital City. R. R. Robinson, proprietor of the City Bakery, will probably change the firm name to R. R. Robinson & Son. Anyway his son, who is about eigh- teen months old, was to be found in the City Bakery booth, at the pure food show, dressed in a baker’s uni- form. The slogan of this firm is “Jackson takes what Robinson bakes.” One of the youngest jobbers in Jackson is T. E. Howard, of the Ho- ard & Keebler Co. Although he has been active as the head of this con- cern for over forty years, the business does not grow old to him, and he enjoys going up the street and book- ing orders just as much as ever. If the Stevens bill becomes a law, 41 the question is, what percentage of profit will it provide for the retailer? Then, again, will the retailer who sells service with his goods have to sell at the same price as the one who gives no service at all? “Jackson, the distributing point.” Spurgeon. Carleton Merchant Commits Suicide. Carleton Feb. 25—Charles L. Ed- wards, one of the most prominent men in Carleton, shot himself in the right temple this morning and died at 7 o’clock to-night. he act was committed shortly after the opening of the store of Edwards & Adams, the largest mer- cantile establishment in the county outside of Monroe. While the em- ployes were busy on the ground floor “dwards went to the second floor and shortly afterward the sound of a revolver shot caused members of the firm and clerks to rush upstairs. They found him lying on the floor. Mr. Edwards at one time was prominent politically in this county, being one of the campaign managers for the late Henry C. Smith when the latter was a candidate for Con- gress. Mr. Edwards was the son of Col- onel T. S. Edwards, one of the pioneers of the village and one of the founders of the mercantile house of Edwards & Adams. Mr. Edwards was 47 years old and married. He has been connected with the village government and was for a term a member of the board of trustees of the Michigan State Hos- pital for the Insane at Kalamazoo. When a young man he was an en- thusiastic ball player, but a severe iniury to his head from a pitched ball left a permanent injury, and it is supposed that the old trouble affected his mind. He was a member of the Masonic fraternity and of the Knights Temp- lar, the Odd Fellows, the Macca- bees and other lodges. —~2+-.___ Eat, Drink and Be Merry. The fourteenth annual banquet of Grand Rapids Council will be held at the Pantlind Hotel Saturday eve- ning. After the discussion of the menu, the following programme will be carried out: Dr. G, W. Ferguson, Toastmaster. Divine Blessing. Interpretations, Tuller’s Enthusi- asm. Introduction of Toastmaster — Arthur N. Borden, S. C. The Sucessful Salesman of Today —Hon. John K. Burch. Dialect Verse — Florence Walker. Musicita in Voice—Traveler’s Tri- ola. An Trish 20 Centimeter Krupp— Gen. Bert Hogan. Michigan and the Commercial Traveler—Gov. Woodbridge N. Ferris. Harmony—Four Warbling Knights of the Grip. Milady—Dean Francis S. White. America—Altogether—Let us sing. Musical Renditions—Tuller’s Sym- phony Artists. Vocalists —Frank Girdler, Dan Beebe, Otto Heinzelman and Paul Heinzelman. eo? Henry Vinkemulder is beside himself with joy over the arrival of a girl baby at his home. If the young lady had waited one day longer, she would have been born on the 90th birthday of her grandfather, John Vinkemulder, the long-time blacksmith, wagon maker and retail grocer of Grandville. Piers MICHIGAN TRADESMAN UGS“ DRUG SON, , - ~ - =— ~— —— ey Z F iy. ri (a v iar = Sau. \ ipveS 4, in — = — > GISTS SUNDRIES | 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—Grand Rapids. March 21, 22 and 23; Detroit, June 27, 28 and 29. 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. GONE TO HIS REWARD. William C. Williams, the Pioneer Wholesale Druggist, W. C. Williams, for more than a half century connected with the firm of Williams, Davis, Brooks & Hinch- man Sons, and its President for about fifteen years, died suddenly at the family residence, 550 Jefferson avenue, Detroit, early Saturday morning. He was 79 years old. Failing health induced Mr. Williams to resign from active work about four years ago, on the advice of his phy- sicians, who declared absolute rest was necessary. He had been quite ill for several months, but death was not expected. It came suddenly. Few Michigan business men have had a more notable record than Mr. Williams. His active career began sixty years ago. His first associa- tions were with the wholesale drug house of Jacob S. Farrand. The Mich- igan Drug Co. is an outgrowth of an enterprise started by Farrand, Wil- liams & Co. and associates. Mr. Wil- liams until recently was an active official in the Michigan Drug Co., a business which he had seen develop- ed and in which his own judgment and ability were chief factors in mak- ing. All Detroit and hundreds of well known business men outside of that city esteemed William C. Wil- liams as one of the prominent men in the Michigan metropolis. William C. Williams was born at Anglesey, North Wales, a son of William and Dorothy (Lewis) Wil- liams. In 1850 he came to the United States with his parents, the family first settling in Waukesha, Wiscon- sin, where the father soon afterwards died. In 1852 the widow and her children came to Detroit, where the remainder of her life was spent. The education of William C. Williams was completed in the private and public schools of Waukesha and Detroit. At an early age, he found employment in the wholesale drug house of Jacob S. Farrand, and two years later be- came manager of the establishment. His rise to business prominence was rapid and was established on a most secure foundation. In 1858 he be- came a member of the firm of Far- rand, Sheley & Co. Later, in 1860, the firm became Farrand, Williams & Co, In 1892 Mr. Farrand with- drew, and a re-organization brought about the business title of Williams. Sheley & Brooks. Later a number of other drug houses were consoli- dated and resulted in their incorpor- ation under the title of the Williams, Davis, Brooks & Hinchman Co. To the general public the business is bet- ter known now under the new corpor- ation title of the Michigan Drug Co., comprising several of the largest drug firms in the Middle West. Mr. Wil- liams was active President of this corporation until 1912, when failing health compelled him to retire, al- though he still retained the principal holdings in the business. A_ son, Maurice O. Williams, is Secretary of the corporation. Not only in the direct line of his business had Mr. Williams borne an important responsibility as a Detroit citizen, but his influence and active co-operation had been beneficial to many other interests. He was one of the incorporators of the Detroit College of Medicine in 1879 and had been a member of its board of trustees since its organization. In 1913 he assisted in the re-organization of that institution and continued a member of the board, being the eldest in point of service on the board of trustees. He was one of the organizers of the Old Commercial National Bank of Detroit and a member of its board of directors until the institution was consolidated with the First National Bank, and his work as a dircetor con- tinued to benefit the new institution. Mr. Williams had membership in the Country Club of Grosse Pointe Farms, the Detroit Assembly, and his church was Christ church, Epis- copal. Mr. Williams was married at Niles, Michigan, to Maria L. Murray who survives him. Their children are: Maurice O. Williams, who is Sec- retary of the Michigan Drug Co. and who married Ethel Gregory, of De- troit; and Clara, who married Ford Arthur Hinchman, Jr., of Detroit. —___——>_ Treat All Alike—Use No Partiality. Lansing, Feb. 28—An article ap- peared in the Tradesman of Feb. 23 entitled “Locking up the Drug-User.” Now the President of the, Medico- Legal Society may know what he is talking about and think the sugges- tion a simple solution to the problem and mean all he says, but he has left the worst drug habit out entirely and it seems that the whole public fail to realize the “damnable curse” to the whole community and the con- stant enlargement of the field it cov- ers. I have a right to my opinion and the poor slave to the drug habit is no more “irresponsible and dan- gerous to the community” then the millions of the worst drug habit in the whole catalogue of drug users and one that is prevalent from the lowest scum of God’s creation to the mil- lionaire who sits on his throne. { refer to the cigarette habit. There have been some local laws passed to keep the minor from using them. Does it do it? No, our officials only ignore the law and allow it to go on as though there were no statute to prohibit. But iet a poor devil try to get a grain of morphine or cocain and how soon all the whole bunch arises and wants to lock him up and keep him from the killing the whole community. The writer of this ar- ticle, thank God is not addicted to the use of any drug, but feels sorry for the poor unfortunate. Having been in the drug business for thirty years. I have come in contact with all classes of drug users and among the whole bunch there is none so low and contemptible as the cigarette. En- force the law on all and not select out one class and ignore the other. Use all alike. For the love of Mike, Save our boys. H.S. Phillips, Ph.G. —__ >>> __ Chirpings From the Crickets. Battle Creek, Feb. 28—Factories, jobbers and their salesmen are popu- larly supposed to get soft easy busi- ness on a rising market. The fact that raw material and labor is getting more in demand and worth more money makes it necessary for the factory and wholesale price to ascend. The power that gives capital a chance to buy and hold for a rising market is no small factor in to-day’s condi- tion of the raw material situation. But how about the retailer? With the price of countless articles of com- merce fixed by the factory and the liberal expenditure of printers’ ink by manufacturers to indelibly imprint upon the public mind their product and its retail price and the wholesale price soaring, how about the retailer and his profits. He can’t reduce his overhead. He can’t put up his prices all along the line in proportion to the raise to him. He has got to pay his bills. What is the answer? He has got to sell for cash. He has to deny himself and family things they have come to believe were essential to their well being. Lots of traveling men think they are the “goat.” God protect the retailer. Doing business on a rising market may be fine and dandy. For whom? For the man who bought cheap and can sell at top notch, Talk about wild cat days. They are here again. History repeats itself. The newspapers say we have wniversal prosperity. Somebody lies. Take a sample case and a bunch of statements and call on the retail trade round the State. See what vou find. Oh my—what a headache! This way out. I am a real cheerful optimistic fellow. Yes! But then you know truth hurts. You can become so op- timistic that you can lie. God hates a liar. The truth may hurt, but it sheds light. You do not have to grope in the dark when truth reigns and holds sway. Some folks (pros- March 1, 1916 perous ones) may say the writer is “sour grapes.” No, 1 do not owe any- body I cannot pay. I have health, enjoy my meals, get ten hours good refreshing sleep each night and have the confidence and good will of my fellow men. But, believe me, the day has gone for the little fellow in busi- ness. Good night, we better all get a position with the money power and its associate corporations and return to slavery days. Honest Abe could not stop slavery. It was just getting under way when he left us. Poor Abe—and his son one of the capital- ists of this commercial age! Effic- iency? The German version is no more cruel or exacting than ours. Just a polite word for greed. The sting is still there. Certainly! We want our employers to protect their families. We also have the same basic instincts. My liver is all right, so is my head, but the dollars and cents problem in the good old U.S. A. is a bear. The author is not afraid to sign his name but, “You know me, Al.” I might get black listed by some of the S. O. & V. S. S. Corporation heads who, no doubt, envy me my literary talent. Then again Harpers might want me or the War Cry and I would have to tear myself away from the dear old P. M. and G. R. & I,, to say nothing of the C., K. & S. and G. T. R. R. No fellows! We should be glad we are alive and think enough so we can see we have a kick a coming. But I will say business is business and business is to-day a cruel, heart- less, cold-blooded proposition. Noth- ing counts but money. Get the money. We don’t care how you get it. Get it. Nice phrase. Yes! Pub. Com. AMef™Aeyg ‘Should quickly be found When the stork comes around.’’ SEWING CO, For Sale by all Wholesale Druggists UNIVERSAL CLEANER Great for the pots—great for the pans Great for the woodwork—great for the hands. ORDER FROM YOUR JOBBER 1916 TANGLEFOOT Improved Size—Handy Sealed Package Retails 5 Double Sheets for 10c Ask your Jobber or his Salesman for Particulars ow: ee tee ee Oe BL a March 1, 1916 MICHIGAN TRADESMAN 43 Announcement to the I rade Prices quoted are nominal, based on market the day o1 issue. Acids Mustard, true 20 00@20 25 Bpeede .......... @ 7 BUSINESS OF CARPENTER-UDELL CHEMICAL COMPANY ACCC 0 .. 7 @ 10 Mustard, artifi 18 00@18 25 fron, clo. ...7"!. @ 60 WILL BE CONTINUED Borie 61... + @ 20 Neatsfoot ....... so@ 9 Kino ........... @ 80 By Receiver ea Seca. 1 ue a ou uote eee. 2 50@8 50 4 Soaees aos @1 05 ee es MIG ccc ccs cee ces ive, Malaga, ux Vomica .... @ 7 Write. Gall or telephone us for “IMPERIAL BRAND” LIME SULPHUR SOLU. Muriatic ......... oe oft 166@1 66 Opium .......... b Syge TION, PARIS GREEN, ARSENATE OF LEAD, NICOTINE SOLUTION Ine. Cee or esstess oe ee. 50@1 60 Obiuny Sanh. ¢.3 3 ee UNIO sarc gcc o MROCM ooo, a s 5 ; Our salesmen now calling on the trade. fee . Wo a cea soe 3 “o = Rhubarb ....... @ 70 LT « GA a eed er oie ( 2 ’ *e Our quotations on ARSENATE OF LEAD and LIME SULPHUR SOLUTION : Origanum, com’l @, % Paints now lower than in 1915, but other manufact s | i i Ammonia Pennyroyal 2 25@2 50 . SPRAYING MATERIALS very soon. 'OOK for advance in prices of Water, 26 deg. .. 7 @ 12 peppermint 3 0003 28 Lead, red dry .. 8%@ 9 _—_—_——__ Water, 18 deg. ..5 @ 9 Rose, pure ...12 00@14 00 Lead, white dry 8%@ 9 sone eee Of SPRAYING Mee Ee of raw materials and resulting eae deg. a S Pye Rosemary Flows 1 50@1 75 aoe bee bi Oil 8%@ 9 ortage in production o > ALS, hould pl ar ietare peta eta 52. Sandalwood, E. Jchre, yellow bbl. with us at once-by telephone or man, © Toe you should place your order Chloride ....... 10 @ 25 - t “ie tte 9 50@9 75 fon yellow less 2 g 1% : Le : cle : Sassafras, true 1 25@1 45 Wee oececas oo a All inquiries given prompt attention. Quotations on request. ' Balsams - Sassafras, artifi’l "@ 60 Red Venet'n bbl. "6 1% Copatha 6... 80@1 10 Red Vi ly Spearmint ..... 2 75@3 00 e enet’n less 2 6 eeneae -- 2 | sa... ++» _ 90@1 00 Vermillion, Eng. 1 25@1 50 The Michigan Trust Company, Receiver en. MN soins ns 4 00@4 25 Vermillion, Amer. 15@ 20 CARPENTER BOR ts.) 6 75@7 00 Tar, UWSP... 2. 30@ 40 Whiting, bbl. .. 11-10@1% -UDELL CHEMICAL COMPANY Aa) A 75@1 00 ne: ae ee a . “—o Has 2 5 : ; urper 2, 28S 4¢ 59 . . f repd. 5 5 Ann St. opposite Elizabeth Ave., N. W. GRAND RAPIDS, MICHIGAN Berries Wintergreen, tf. & £006 1c ce Citizens Phone 1725 Bell Main 1145 MOBED 1... 70 @ 75 Wintergreen, sweet | tl Man a 1 @ 20 birch 2... 4 50@4 75 ___, insecticides duniper ........ 8 @ 15 Wintergreen, art 4 50@4 75 Arsenic | Set ceececse 8@ 15 Prickley Ash @ 50 Wormseed .... 3 60@4 uv Blue Vitriol, bbl.’ @ 24 Wormwood 4 00@4 26 Blue Vitriol, less 23@ 3 Bordeaux Mix Pst 8@ 10 hap ee Potassium a. a Cassia (ordinary) 2 Bac: 2 ( Or OG seas. 88@ 45 Cassia (Saigon) 90@1 00 Tee coo ae ue pea toma + 30@ 650 qo owe ap 38 = Bromide ........... @6 50 Lime ad ft a 84@ 16 sassafras (pow. 80c) Carbonate ..... 1 25@1 30 Soluti — Soap Cut (powd.) Chlorate, xtal and 1 oe -. b@ ms She ...0. Walaa ae 23@ 25 powdered ...... 80@ 85 Paris Green ...... 30@ 35 eutcas (ean granular ie zo acts HUGG ..ccccece Q Hicorice «1 .... 388@ 40 Todide eG 5 10@5 20 Miscellaneous Licorice powdered 40@ 45 Permanaganate 2 40@2 50 Acetanalid 2 25@2 50 Prussiate, yellow 2 25W2 50 Alum 5 9 Flowers eee a ae ae 15@ 2 oa EG Prussiate, red @8 00 Chamomile’ (Ger) $sq1 10 Sulphate ’....,.017. qe “gue "Ey Chamomile (Rom) 66@ 60 Bismuth, Subai- . Roots Wate 1.0... 3 60@3 66 Gums Alkanet .......... 90@1 00 Borax xtal or Acacia, Ist ...... 50 a eM he powdered 20@ = powdered ...., 7%@ 12 ia 2nd ...... 45 5 aiamus ......... (oW@s eee ag c nnouncemen Acacia, rd 2.1111 43g 4&8 lecampane, pwa. sg’ YW CAutharades po 2 2ag6 4s Acacia, Sorts 30@ 50 Gentian, powd. 35@ 40 rion se deece 4 2ow4 40 ia, rdered 30 40 Ginger, Atrican, islet || ECC ET e _ 30@ 35 Aieca Chak Pow) 300 40 Gipowdered ey 136@ 20 a age? 5 5U@5 75 @ 2% nger, Jamaica aSSla iS -2.. @ We have engaged for the present year eee ot ae fe Gees jane Sr ag ERE 30@ 36 Asafoetida..... ~ 90@1 00 powdered ...... 0@ 35 Crain arene ++ 6@ 8% : a : el : Panenie: : Mr. F. L. Raymond and Mr. L. W. Hoskins eee lee ee ee Gee 5@ 96 aS P. Powa Spree 5U Picoriée . 2.2.2... 380@ 35 Can tiydrate q 0u@2 za ; ne nh | pea es lieerice, powd. .. 25@ 36 OUNG oa. 15@4 96 to represent us in the interest of our Camphor......., 28@ $2 Orris, powdered 30@ 35 Soe Bitter. sg 66 WHURELG | ote ae os 6 a 0, oe Corks, ; dry d pene wowmered GG 60 Brorah on ee. 8 Conta hem Fe sunary department. One of these gentle- he 10@ 15 Rhubarb, ‘powal” HQ gs Copperas De s+ 2 1% Kino, powdered .. 76 80 4a : 29 Co a : ; : Myrrh 40 Rosinweed, powd. 26@ 30 Opperas, powd. ++ 4@ 6 men will call on you in the near future Mgnh, powaeccd © se Ua waa we ee ee ee Opium ....... oe ee 0G ee ee: GC Gules a ge and we ask you to reserve your orders for oe ee ee oo... ag ee Deum eS ' Sheila, ve as 3G. 35 Squills Lo 25@ 35 Dover's Powder .. @2 50 ° e CNAC «+200, Pape: 2° Squills, powdered 40@ 60 Emery, all Nos. 6@ 10 sundries. Our stock is larger and more oo 7 6G © Tumeric, pow ig 30 Emery, powdeca Gos Tragacanth Valerian, powd. 70@ 75 noo eons poe. 53 4% INGO ee @3 00 ~ps0m Salts, less 8 complete than ever before and we can Tragacanth pow i i@2 00 desta WOE suai, 1 2861 50 Turpentine ...... 10@ 15, i. Ergot, powdered 2 4 3 90 ° MOG kn cic ccaass e ite ... 0 assure you of good service. = Anise, powdered @ a5 Formaldehyde th. 10@ 165 ves ind, 1S) ......... @IBDIGE . 40... 20 25 Sage, powdered .. 55@ M4 cana eaecceccs 8@ 12 au ee eats 6g 80 e ° See a. 1 8 TAWA deecccees SH 25 re, full cages Hazeltine & Perkins Drug Co. ee powd. .. 1 aoe 00 Cardamon ...... 1 80@2 09 Glassware, less 70 & io Sage, bulk ...... 67@ 70 Celery (powd. 55) 40@ 50 Glauber Salts bbl. @ 1% Grand Rapids feo) ae oe MG & Sua aoe eS Ss AD) (> eee 5 i Ceccececccccce * OWN .ccce 65 Sette Einm, .... 350 43 Rennell ......... @1 25 Glue, brown grd. 10 15 Senna, Tinn powd 45@ 60 Flax ............. 6@ 10 Glue, white ...... 15 25 Uva Ural 2320... 18@ 20 Flax, ground .... 5%4%@ 10 Glue, white gra. 15 20 Foenugreek, pow. 8@ 10 Glycerine .....,., 55@ 65 Olis nome Soe cae oss oo x ao S6dececccc.< g - Obeha ........-.; WM eo cee eccdcne 0 Almonds, Bitter, Mustard, yellow ..20@ 25 lodine ......... 68@5 91 TUG 4... 1. 12 00@12 25 Mustard, black .. 15@ 20 l[odoform ..... - 6 18@6 30 Almonds, Bitter, Mustard, powd. 22@ 80 Lead Acetate .... 18@ 25 artific eoeee 5 75@6 00 Poppy ........... 40@ 45 Lycopdium . 2 25@2 35 Almouds, Sweet, Quimea ........ 100@1 25 Mace ........... 8@ 90 Putnam’s eae Senge -. 1 25@1 & he sete eeeeee no z a. powcued 4 Ht = Almouds, Sweet, ADAGING oo. cc oe @ enthol ....... ° imation aan 65@ 75 Sabadilla, powd. 40 Morphine ....., 6 30@6 55 Amber, crude .. 1 75@2 00 Sunflower seeees 10@ 15 Nux Vomica ..... @ 20 Menth ol Cough Drops Amber, rectified 2 50@2 75 Worm American 20@ 25 Nux Vomica pow. @ 20 Anise (00.0010. 0@2 25 Worm Levant .. 1 50@1 75 Eeppar. pes pow. @ = Bergamont ..... 4 50@4 75 : epper, white .... 2 Pi Packed 40 five cent packages in carton ae an? . joes - Tcteree qa ‘98 * Price $1.15 CORO assis aes @2 50 Aconite ......... @ 7 Quinine, 5 oz. cans @1 05 Cedar Leaf ...... 90@1 00 Aloes ........... @ 65 Rockers Salts ag ae. 2 i i IC® is... ee Saccharine ... @ Hach carton contains a certifieste,tenof Ginvas "77" een ee AMOS acess O15 Salt Peter...” 46@ 50 which entitle the dealer to Cocoanut ........ ‘ jee an Eee wecee & . on os Po = Cod Liver ...... 1 ENZO ......... + ereen ...... 5 ONE FULL SIZE CARTON Cotton Seed .... a i Beenoin Compo’d = - aa pes hlpeee 12@ 16 Croton, 22:20... 0 uechU . 4... 5. Pp, WwW Castile Cupbebs) ......¢ 4 00@4 25 Cantharadies @1 80 COGG .. 8... -ce- 8 00 FREE Higeron ....... 175@2 00 Capsicum ....... @ 90 Soap, white castile Eucalyptus ...... 90@1 20 Cardamon ...... @1 50 less, per bar .. @ 85 Hemlock, pure .... bee ° en, Comp. = - co re soneases ine ” j Juniper Berries 7 50@7 75 FCs) 0 1) ee i oda Bicarbonate when retuened toys or your jobher Sunloce Wood .. 1 25@1 50 Cinchona @1 05 Soda, Sal ....... 1%@ 5 properly endorsed Lard, extra ....-. xO. ~ ocean <, < apts Camuner an% * Lard, No. 1 ....;:. 85 5 Cubebs ... ulphur roll ..... Lavender Flowers @6 00 Digitalis @ 80 Sulphur Subl. .... 8@ 65 - d Lavender, Gar’n 1 oa: = ooo eee aes g z ae pasts “— * Demon .....:..< 2 00@ SOM cn. 665 ce. artar Emetic ..., PUTNAM FACTORY, National Can y Co. Linseed, boiled, bbl. @ 82 Guaiac ..... eee @105 Turpentine Venice @1 25 MAKERS Linseed, bld. less 87@ 2 Guaiac, Ammon. @; Be we Bop _ 1 : Chocolate ....-.-+--- : Clothes Lines ....... ; (WOCon ...-....-.<---- : Cocoanut ......-.ee-- : Coffee ....-..+-ee-ee- : Confections .......-.. ; Cracked Wheat ..... . CrackerS ...---++-++: : Cream Tartar .....-- Do Dried Fruits .........- 6 E Evaporated Milk ..... 6 F Farinaceous Goods . 6 Fishing Tackle ....... 6 Flavoring Extracts . 7 Flour and Feed ...... a Fruit Jars ........--. G Gelatine ..... peceeces J Grain Bags ..... Sone a 7 BB oo cece eee n ccc Higes and Pelts ..... 8 Horse Radish ..... oe 8 I Ice Cream ...-cccecee 8 J Jelly ..... pbiseecsepice : Jelly Glasses ........ M Macaroni .........s-. 8 Mapleine ............ 8 Meats, Canned ...... 9 Mince Meat ......... 8 Molasses ....-..cee-- 8 Mustard ........ eee 8 N Nuts Soeeeee soe. 4 Klivas .....5-..:- so 8 P Petroleum Products.. 8 Pickies ........- coe 8 BIPRB § .22.0--sccen ee . 8 Playing Cards ....... 8 Potash ....cccccccsce 8 Provisions ...... oeeae 8 R aes ooo see 9 Rolled Oats bese es 9 s Salad Dressing ...... 9 Saleratus ............- 9 Salt Fis <- 9 Sees. ....-.00-- 10 Shoe Blacking . 10 SU cowceseececssse- «610 BOOB cccceeccecesssces oD BGIGEB ccscceccccos--- 10 Se 10 STRON ..cceessscesess 40 T Table Sauces ........ 10 MOR eee ce cecece.s 6D Tobacco ........ 11, 12, 18 MAND «50.5 e es Sas 12 Vv Wineyar = ....;.--:... 18 WICKING o.oo keene ss 13 Woodenware ..... .. 18 Wrapping Paper 14 Vv Beam Cake .......... AMMONIA 12 oz. ovals, 2 doz. box 1 60 AXLE GREASE Frazer’s ltb. wood boxes, 4 doz. 3 1tb. tin boxes, 3 doz. 2 3%4Tb. tin boxes, 2 dz. 4 25 10Ib. pails, per doz. 6 15Ib. pails, per doz. ..7 25Ib. pails, per doz. ..12 00 BAKED BEANS No. 1, per doz. ....45 90 No. 2, per doz. .. 75@1 40 No. 8, per doz. .. 85@1 75 BATH BRICK Mnplish 2.0.1... 95 BLUING Jennings’ Condensed Pearl Bluing Small, 3 doz. box ....1 35 Large, 2 doz. box ....1 60 Foiger’s. Summer Sky, 3 dz. cs. 1 20 Summer Sky, 10 dz bbl 4 00 BREAKFAST FOODS Apetizo, Biscuits .... Bear Yood, Pettijohns Cracked Wheat, 24 2 Cream of Rye, 24-2 .. Quaker Puffed Rice .. Quaker Puffed Wheat Quaker Brkfst Biscuit Quaker Corn Flakes Victor Corn Flakes .. eee Crisps .. Wheat Carts ...... Wheatena .......... Evapor’ed Sugar Corn 90 Grape Nuts .......... Grape Sugar Flakes . Sugar Corn Flakes .. Hardy Wheat Food .. Holiand Rusk ...... Krinkle Corn Flakes Mapl-Flake, Whole Wheat 1 RO bet BD 8 mt OO Wm OD DD BO OO ~ o o ry Minn. Wheat Cereal Ralston ee Food © 185 |... Ralston Wht Food 188 Ross's Whole Wheat no G009 mMeonennse a] oa Biscuit ...:........ 3 80 Saxon Wheat Food .. 2 80 Shred Wheat Biscuit 3 60 Triscuit, 18 ......... 1 80 Pillsbury’s Best Cer’l 1 35 Post Toasties, T-2 .. 2 60 Post Toasties, T-3 .. 2 70 Post Tavern Porridge 2 80 BROOMS Fancy Parlor, 25 Ib. 4 75 Parlor, 5 String, 25 tb. 4 50 Standard Parlor, 23 th. 4 00 Common, 23 Ib. 3 Special, 23 Ib. : Warehouse, 23 Ib. ....4 75 Common, Whisk .....1 10 Fancy, Whisk ....... 40 BRUSHES Scrub Solid Back, 8 in. ...... 1% Solid Back, 11 in. .... = Pointed Ends ........ Stove NO: 3 ..........5.---.. 7S Np: 2 .26c..5-c...- 6 % ND. 1 cicccc ec ccecse.. 198 Shoe No: 8 ................ Bm 7a G o. 4 .. No. 3 . BUTTER COLOR Dandelion, 35c size .. 2 00 CANDLES Paraffine, 68 ......... Paraffine, 128 ....... - @% hl St a) CANNED GOODS 8 tb. Standards .. 90 Mo: 10 ....:..... Blackberries oe ese 190 Standard No. 10 26 ean Bakea .. 3.2.2... 90@1 30 Red Kidney .... 90@ 95 String ......... 1 00@1 75 Wax .........-. tat 25 Blueberries Standen ...........- 0 No. 10 @eosveccveseoe DECLINED 2 eee Clams Little Neck, 1th. .. @1 25 Clam _ Boulllion Burnham's \% pt. .... 3 25 Burnham's pts. ..... 8 75 Burnham’s qts. ...... 7 60 Corn Seas cesce ae oe 90 Good .......... 2 00@1 10 pecs see cue @1 30 French Peag Monbadon (Natural) per dos. ....... .: 1 76 Gooseberries No. 2, Hair ........;. 1 35 No. 2, Fancy ........ 2 60 Hominy Standard .....5...... $85 Lobster % : Picnic Flat ....... Mackerel Mustard, 1 Ib Mustard, 2 Ib. ...... Soused, 1% Ib. . 5 Soused, 2 Ib. ... | Tomato, 1 Ib. . : Tomato, 2 th. ........ Mushrooms Buttons, %s ..... @24 Buttons, Is ...... @37 Hotels, ds ...:.. ' @32 Cove, 1 1b. ..2.; @ % Cove, 2 tbh. ..... Piums Plums 90@1 35 Pears In Syrup No. 3 cans, per doz. ..1 50 Peas Marrowfat ...... 90@1 00 Early June .... 110@1 25 Early June siftd 1 45@1 55 Peaches Pile ....s.ccoccs. 1.0901 35 No. 10 size can pie @8 36 Pineapple Grated ........ 1 75@3 10 Biived ......... 95@2 6e Pumpkin MOIT ok cca cccececces 80 od : see (515, 240 Raspberries Standard ...... e Saimon Warrens, 1 Ib. Tall .. 2 30 Warrens, 1 tb. Flat .. 2 4 Red Alaska .... 1 80@1 90 Med. Red Alaska 1 40@1 45 Pink Alaska .... @1 20 Sardines Domestic, 4s ....... 00 Domestic, % Mustard 3 00 Domestic, % Mustard 3 25 French %s ........ %7@14 French, %s ........13@23 Sauer Kraut No. 3, CanS ....:2..... No. 10, cans .......... 2 30 Shrimps Dunbar, 1s dos. .... 1 45 Dunbar, 1%s doz. .... 2 70 Succotash MIT cceccsccoace. > 90 ISO bcc scence 1 20 Fancy ......... 1 26@1 40 Strawberries Standard .......... 18 Ginger Gems Plain .. 10 Ginger Gems, Iced .. 11 Graham Crackers ... 9 Ginger Snapg Family 9% Ginger Snaps Round 9 Hippodrome Bar .... 13 Honey Fingers Ass't _ Honey Jumbles ...... 1 Household Cooks, Iced 10 Humpty Dumpty, Or Me. 8% Imperials ee. 10 Jubilee Mixed ........ 10 Kaiser Jumbles ...... 12 Lady Fingers Sponge 30 Leap Year Jumbles .. 30 Lemon Biscuit Square 10 Lemon Cakes ....... 10 Lemon Wafers ...... 18 Lemona ............. 10 Lorna Doon .......... 18 Mace Cakes ......... 10 Macaroon Jumbles .. 18 Mary Ann .......... 16 Mandalay ..... ceases, 10 Marshmallow Pecans 20 Mol. Frt. Cookie, Iced 11 NBC Honey Cakes .. 12 Oatmeal Crackers ... 9 Orange Gems ....... 1@ Oreo Biscuit - 26 Penny Assorted . .... 10 Picnic Mixed ........ 12 Pineapple Rolls ...... 20 Priscilla Cake ..... 8 Raisin Cookies ...... 12 Raisin Gems ........ Reveres Asstd. ...... 17 Rittenhouse Biscuit .. 14 Snaparoons .......... 15 Spiced Cookie ........ 10 Sploed Jumbles, Iced 16 Ye fa 0 0 0 8 SRT eaatihecsti seas March 1, 1916 a Sugar Fingers ...... 12 Sugar Crimp ........ 10 Vanilla Wafers ...... 20 Butter Boxes N BC Square ....... 7 Seymour Round ...... 7 Soda Premium Sodas ...... 8 Saratoga Flakes .... 13 Saltinés) 0. 13 Oyster Dandy, Oysters ...... i N BC Oysters Square 7 Shen oe. 8 Specialties AGOTS 6... 1 00 Nabisco ....5.5.1..). 1 00 Nabisco 20.0000) 00): 1 75 Kestine ............0) 1 50 Bestino .............. 2 50 Lorna Doone ........ 1 00 Anola 00 AA Ge 1 Minerva Fruit Cake ..3 00 Above quotations of Na- tional Biscuit Co., subject to change without notice. CREAM TARTAR Barrels or Drums ..... 45 BOXES (200... 46 Square, Gans 9... 49 Fancy Caddies ........ 54 DRIED = A ppies Evapor’ed Choice blk @09 Evapor’ed Fancy pkg. Apricots California ....... 9%@.0% Citron Corsican), 2.20... .., 16% Currants Imported, 1 tb. pkg. 12 Imported, buix ...... 11% Peaches Muirs—Choice, 25th. .. 6% Muirs—Fancy, 25%b. .. 7% Fancy, Peeled, 25tb. ..12 Peel Lemon, American .... 13% Orange, American .... 13% Ralsins Cluster, 20 cartons ..2 25 Loose Muscatels, 4 Cr. 8% Loose Muscatels, 3 Cr. 8% L. M. Seeded, 1 th. 8% @9 Callfornia Prunes 30-100 251D. boxes ..@ 7% 30- 90 25Ib. boxes ..@ 8% 10- 80 25tb. boxes ..@ 9% 50- 70 25tb. boxes ..@10 10- 60 25Ib. boxes ..@10% 40-50 25tb. boxes ..@11 EVAPORATED MILK Red Band Brand Baby oo. ee 40 TM cee ce. 5 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 ua 25 1 th. packages .... 7 Bulk, per 100 Ib. - 450 Original Holland Rusk Packed 12 rolls to container 8 containers (40) rolls 3 20 Hominy Pearl, 100 tb. sack .. 2 50 Maccaronl! and Vermicelll Domestic, 10 th. box .. {(mported, 25 tb. box ..3 50 Pearl Barley Chester Portage i. ..... Peas Green Wisconsin bu. 3 25 Split th. East India German, sacks ceeteee | 18 German, broken pkg. Tapioca Flake, 100 Ib. sacks .. 714 Pearl, 100 lb. sacks .. 7% Pearl, 36 pkgs. ....... 26 Minute, 2 qts., per doz. 1 25 FISHING TACKLE % to 1 in. 6 Sma... i 0 Medium oc 26 MEG oo 34 Poles Bamboo, 14 ft., per doz. 55 Bamboo, 16 ft., per dos. 60 Bamboo, 18 ft., per dos. 8@ 7 ee MICHIGAN TRADESMAN 8 9 FLAVORING EXTRACTS Jennings D C Brand Pure Vanilla % OZ. NOT, on ee, 85 ING. 2) 1a og a) 1 20 ING 4) 296 og ee 2 25 No. 3, 2% oz. Taper 2 00 20027. Wat 2 00 Terpeneless Pure Lemon No. 1, % oz. Panel .. 75 No. 2, 14% oz. Panel 1 13 No. 4, 2% oz. Panel 2 00 No. 3, 2% oz, Taper 1 75 207, Biat i 1 75 FLOUR AND FEED Grand Rapids Grain & Milling Co. Winter Wheat Purity Patent | )..0 1. 6 00 Fancy Spring ......_. 6 75 Wizard Graham 5 90 Wizard, Gran. Meal . 4 80 Wizard Buckw’t cwt. 3 50 0 Rye ci 6 0 Valley City Milling Co. iily White 000: 6 50 ight Boat 00) 6 Graham ooo 2 Granena Health .... 2 75 Gran: Meal 1.01...) , 2 Bolted Meal ......... 2 Voigt Milling Co. Voigt’s Crescent .... 6 50 Voigtis Royal ...... | 6 90 Voigt’s Flouroigt .... 6 50 Voigt’s Hygienic Gra- Ch ee ee 5 35 Watson-Higgins Milling Co. Perfection 6 35 Tip Top Flour ...... 5 85 Golden Sheaf Flour .. 5 45 Kern’s Success 6 59 Marshall Best Flour 6 30 Worden Grocer Co. Quaker, paper . 7. (5. Quaker, cloth ........ Kansas Hard Wheat Voigt Milling Co, Calla Uilyo. 0... 6 65 Worden Grocer Co. A rare OQ American HFagle, %s_ 6 50 American Eagle, 4s 6 40 American Eagle, %s 6 3 Spring Wheat Roy Baker Mazeppa .2.00 6 30 Golden Horn bakers 6 20 Wisconsin Rye ...... 5 45 Bohemian Rye ...... 5 Judson Grocer Co. Ceresota, %s c Ceresota, 4s Ceresota,, %s ..)..... 7 20 Voigt Milling Co. Columbian (00.7 0..0.. 6 65 Worden Grocer Co. Wingold, %s cloth .. 7 00 Wingold, 4s cloth .. 6 90 Wingold, %s cloth .. 6 60 Wingold, %s paper .. 6 80 Wingold, 4s paper .. 3 60 Meal Bolted: .0. 00. - 460 Golden Granulated 4 80 Wheat REG 2.50.03. 1 05 White oo02 00s. 1 00 Oats Michigan carlots ...... 50 Less than carlots .... 52 Corn Carlots) oc. 3. 33.0... e. 80 Less than carlots .... 3 ay Carlotg ......2:-.. -- 16 00 Less than carlots .. 18 00 Feed Street Car Feed ....30 50 No. 1 Corn & Oat Fd 30 56 Cracked Corn .._... 39 Ov Coarse Corn Meal .. 30 40 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. .. Minute, 2 qts., doz. . Minute, 2 qts., 3 doz. Nelson's) 2.00050 0. Oxford: 3). c 75 Plymouth Rock, Phos. 1 25 Plymouth Rock, Plain 90 GRAIN BAGS OD et et dn oa Broad Gauge ...... es 48 Amoskeag ........... 19 Herbs SAFO... es 16 HOps, ....5.... 2... scee 10 Laurel Leaves ....... 15 Senna Laves ......... HIDES AND PELTS Hides Green, Os 4. os. <5 Green; No. 2 ....:... Cured, No. 1 ... Cured, No. 2. Mae Calfskin, green, No. 1 15 Calfskin, green, No. 2 3% Calfskin, cured, No. 1 17 Calfskin, cured, No. 2 15% Pelts Old Wool ........ 60@1 26 Tambs. 2.:....... 50@1 00 Shearlings ..,,.. 30@ 75 Tallow No. c2i2.. sence @ & No. 2) @ 4 Wool Unwashed, med. @28 Unwashed, fine .. @23 HORSE RADISH Per dot: -......% wcaee. SO Jelly 5Ib. pails, per doz. ..2 30 15Ib. pails, per pail .. 70 80Ib. pails, per pail ..1 25 ICE CREAM Piper Ice Cream Co. Brands sce. 60 Bulk, any flavor Extra Fancy, any flavor 65 Brick, Plain ......... -1 00 Brick, Fancy ......... 1 20 JELLY GLASSES % pt. in bblis., per doz. 15 % pt. in bbls., per doz. 16 8 oz. capped in bbls., per dom. ........., coc. 18 MAPLEINE 2 oz. bottles, per doz. 3 00 1 oz. bottles, per doz. 1 16 oz. bottles, per dz. 18 75 00 32 oz. bottles, per dz. 30 00 MINCE MEAT MOLASSES New Orleans Fancy Open Kettle ... Choice, 200) a Good Stock Half ‘barrels : Be i ‘extra Red Hen, No. 2% ...1 75 Red Hen, No. 6 ...... 1 75 Red Hen, No. 10 .... 65 MUSTARD *% Ib. 6 ih: box... |. 16 OLIVES Bulk, 1 gal. kegs 1 10@1 Bulk, 2 gal. kegs 1 05 1 Bulk, 5 gal. kegs 1 00@1 Stuffed, 5 oz. Stuffed, 8 oz. secceeee 1 20 15 10 90 25 Stuffed, 14 oz. ...... 25 Pitted (not stuffed) 14 O20 cs cones Manzanilla, 8 oz. ..... 90 Lunch, 10 oz. ..... cos 1 a5 Lunch, 16 oz. . 2 25 Queen, Mammoth, 19 On wee ee ee. Queen, Mammoth, 28 (OL RE Cw 5 Olive Chow, 2 doz. cs. Der, doz) PEANUT BUTTER Bel-Car-Mo Brand 24 Tb. fibre pails .... 0 14 Tb. fibre pails 23 oz. jars, 1 doz. ....2 2 tb. tin pails, 1 doz. 3 @ om. jars) 2 doz. (21) 4 PETROLEUM PRODUC 9% 30 00 80 TS ooe0010 Iron Barrels Perfection se oo Red Crown Gasoline 18. Gas Machine Gasoline 27.9 V M & P Naphtha .. Capitol Cylinder ...., Atlantic Red Engine Summer Black ...... Polarine PICKLES Medium Barrels, 1,200 count .. 7 Half -bbls., 600 count 4 5 gallon kegs ........ 1 Small Barrels) 2.000050... 9 Half barrels ........ 5 5 gallon kegs ........ 2 Gherkins Barrels Half barrels ‘ 5 gallon kegs ........ Sweet Small Barrelg oo0552. 0.5. Half barrels ........ 8 5 gallon kegs ...... . 6 PIPES Clay, No. 216, per box 1 Clay, T. D. full count Cob es elec PLAYING CARDS No. 90, Steamboat .... No. 15, Rival assorted No. 20, Rover, enam’d No. 572, Special ...... No. 98 Golf, Satin fin, No. 808, Bicycle ...... No. 632 Tourn’t whist POTASH Babbitt’s, 2 doz. PROVISIONS Barreied Pork Clear Back .. 22 00@23 Short Cut Clr 20 00@21 Bean foo... 15 50@16 24 00@25 Clear Family ...... 26 Dry Salt Meats mH pte 17.5 00 00 0 00 00 So e S P Bellies .... 1444@15 Lard Pure in tierces 11%@1 Compound Lard 11 @1 80 tb. tubs ....advance. . tubs ....advance . tubs ....advance - pails ...advance - pails ...advance - pails pails ...advance 2 1% % ---advance 1 1 Smoked Meats Hams, 14-16 tb, Hams, 16-18 tb. Hams, 18-20 tb. 17 @18 Ham, dried beef Sete ok California Hams Picnic Boiled Hama oo...) Boiled Hams .. Minced Ham Bacon 19% @20 25% @26 12 @12% 16 @24 S. a cle cea 10% @11 9 Meee cccc 5 10 Frankfort ...... 12 12% FORK cc lec. Tt 12 Vea et 1 Tongue .... Headcheese 11 soreccece. 10 Boneless Scece 20 0020 50 Rump, .. 24 50@25 00 Pig’s Feet % bbis.,. bo eccea % bbis., 80 ths. ...... Casings Hogs, per fb. ......... Beef, rounds, set .. Beef, middles, set .. a Sheep 1 15@1 35 Uncolored Butterine Solid Dairy .... 12%@16% Country Rolls .. 13 @19% Canned Meats 2 iD. . Corned Beef, - 4 50 Corned Beef, 1 tp. . 2 40 Roast Beef, 2 th. .... 4 50 Roast Beef, 1 th. .___ 2 40 Potted Meat, Ham Flavor, me 2.3... 48 Potted Meat, Ham Flavor, %s ..... «aco «680 Deviled Meat, Ham Flavor, 4s ........ 48 Deviled Meat, Ham Flavor, 8 90 Potted Tongue, %s 48 Potted Tongue, %s .. 90 RICE Fancy ..... Sevees (6 $id Japan Style ..... - 5 @5% Broken .......... 384%@4 ROLLED OATS Rolled Avenna, bbls. 6 25 Steel Cut, 100 th. sks. 3 20 Monarch, bbis, ...... 6 Monarch, 90 th. sks. .. 2 Quaker, 18 Regular .. 1 45 Quaker, 20 Family .. 4 SALAD DRESSING Columbia, % pint .... 2 Columbia 1 pint .... 4 Durkee’s, large, 1 doz. 4 50 Durkee’s small, 2 doz. 5 Snider’s large, 1 doz. 2 Snider’s, small, 2 doz. 1 SALERATUS Packed 60 tbs. in box. Arm and Hammer .. 3 00 Wyandotte, 100 %s .. 3 00 SAL SODA Granulated, bbls. .... 1 25 Granulated, 100 Ibs. es. 1 35 Granulated, 36 pkgs. .. 1 50 SALT Common Grades 100 3 th. sacks ...... 2 60 70 4 Ib. sacks ...... 2 40 60 5 tb. sacks ...... 2 40 28 10 Th. sacks ...... 2 25 56 Ib. sacks ........ 40 28 tb. sacks ........ 20 Warsaw 56 Ib. sacks ..|....... 26 28 Ib. dairy in drill bags 20 Solar Rock 56, Ib: sacks 22.0) ° 2... 26 Common Granulated, Fine .... 1 10 Medium, Fine ....... 1 15 SALT FISH Cod large, whole .... @ T™% Small, whole .... @7 Strips or bricks eee Pollock) ...0.0..2. Smoked Salmon Strips ...5..0557-. aac Halibut Strips 22.22... Ceeeccecc 18 Chunks ooo es. 19 Holland Herring Y. M. wh. hoop bbls. Y. M. wh. hoop % bbls. Y. M. wh. hoop kegs Y. M. wh. hoop Milchers kegs Standard, Standard, % bbls. .... see eesesee Standard, kegs ..... 96 Trout 7 8 No. 1, 100 tbs. ..... ‘ No: 1, 40 Ibe. :....... 2 26 No. I, 10 the: ....:... 4 evecccce No. 1, 2 10 Mackerel Meas, 100 lbs. .. 15 50 ess, 40 Ibs. ........ 6 75 Mess, 10 tbs. ...... | 1 75 Mess, $ Ibs. ......... 50 NO. ¥, 100 Ins |... 14 50 No. 1, 40 tha - 30 No. 1, 10 ths... 65 Lake Herring 100 Tbs. 00 40 ibs 3 2 35 1 We 2.0.1... ae 58 S$ ibs. ....2......... 54 SEEDS AMSG: i500. 18 Canary, Smyrna 8 Caraway 18 Cardomon, Malabar 1 20 Clery ote 45 Hemp, Russian : 6% Mixed Bird ... 9 Mustard, white ...... 16 ODDY -...........1.. 30 Rape ... eeeccce. 10 SHO ACKING L Handy Box, large 3 dz. 3 50 Handy Box, small 1 25 Bixby’s Royal Polish 85 Miller’s Crown Polish 85 NUFF Ss Scotch, in bladders .... Maccaboy, in jars .. 37 85 French Rapple in jars .. 43 SODA Boxes ......2)....... Kegs, English ...... SPICES Whole Spices Allspice, Jamaica ..9 Allspice, lg Garden Cloves, Zanzibar .. Cassia, Canton .. 14 Cassia, 5c pkg. dz. Ginger, African Ginger, Cochin Mace, Penang ...... Mixed, No. 1 ....... Mixed, No 2 ...... Mixed, 5c pkgs. dz. Nutmegs, 70-80 .... Nutmegs, 105-110 .. Pepper, Black ..... Pepper, White ..... Pepper, Cayenne Paprika, Hungarian - 5% -- 4% @10 @l1l1 @24 @15 Pure Ground in Bulk Allspice, Jamaica .. Cloves, Zanzibar Cassia, Canton Ginger, African .... Mace, Penang Nitmegs ........... Pepper, Black Pepper, Pepper, Cayenne Paprika Hungarian STARCH Corn Kingsford, 40 Ibs. Muzzy, 20 1%b. pkgs. _. Kingsford Silver Gloss, 4@ 1tb Muzzy, 40 1%b. pkgs. o 5 Gloss Argo, 24 5c pkgs. ... Silver Gloss, 16 3tbs. Silver Gloss, 12 6tbs Muzzy 48 1Ib. packages .... 16 3tb. packages 12 61). packages .... 50Ib. boxes Barrela, ....|........ Half barrels ........ Blue Karo, No. 1%, 4 doz. @12 @28 @24 @18 @1_ 00 @35 - 90 - 6% . 8% 7. o 4% -. G -. 8% -- 28 --- 30 Scisieac ce cues 3 45 Blue Karo, No. 2, 2 dz. 1 95 Blue Karo, No. 2% 2 doz. Seceg cuuec cece 2 35 Blue Karo, No. 5, 1 dz. 2 30 Blue Karo, No. 10, GOm .... 6k... Red Karo, No. 1% 4 doz. % 2 eee cage ec heat us 3 Red Karo, No. 2 ,2 dz. 2 30 Red Karo, No. 2%, 2dz. 2 75 Red Karo, No. 5, 1 dz. 2 70 Red Karo, No. 10 % GO% st 2 60 Pure Cane Oi eee, 16 GOOG). . 30.3.8. k a s.. 20 Chotee ....5..5..°..- 25 Folger’s Grape Punch Quarts, doz. case Halford, large Halford, small TABLE SAUCES se eeee 6 00 TEA Uncolored Japan Medium ........... Ghotee 22.2... ee anew ......5.0.... Basket-fired Med’m Basket-fired Choice Basket-fired Fancy No. 1 Nibs Siftings, bulk ..... Siftings, 1 tb. pkgs. Gunpowder Moyune, Medium .. Moyune, Choice Moyune, Fancy .... Ping Suey, Medium Ping Suey, Choice Ping Suey, Fancy .. Young Hyson Choice Fensp @eececcecey . sue. Oeteng Formosa, Medium .. 25@28 Formosa, Choice ., 382@35 Formosa, Fancy .. 50@60 English Breakfast Congou, Medium ,, Congou, Congou, Fa: Congou, lion Medium tae Dr. Pekoe, Choice ,. 30050 Flowery O. P. Fancy 40@50 TOBACCO Fi Blot ..... se = Busie, 16 og. wale. Ge... 2 a) Dan Patch, 8 and Dan Patch, 4 og. oo nm Patch, 2 os. Fast Mail, 16 oz. . Hiawatha, 16 oz, Hiawatha, Se... gy 40 ay Flower, 16 Os. .. 9 36 No Limit, 8 oz. ....7° 1 No Limit, 16 OZ. ...... 3 72 jibwa, 8 and 16 oz. 40 Ojibwa, 10c eaceee +. 11 10 Cithbwa, Se... . °° °° 1 88 Petoskey Chief, 7 os. 2 00 Petoskey Chief, 14 oz. 4 00 Peach and Hon Red Bell, 16 oz. “ets Red Bell, 8 foj sterling, L - 1 92 Sweet Burley, 8 oz «2 Sweet Burley, 16 os, 4 30 Sweet Mist, % -- 5 70 Telegram, 5c .....: : . 15 18 Tiger, 5c 6 00 Tiger, 25¢ cans |. °°" Uncle Daniel, 1 1.” ‘a Uncle Dantel, 1 oz. a 5 2 Plug Am. Navy, 16 on... 33 Apple, 10 1 butt .... 3¢ Drummond Nat. “Leaf, 7 Der doe... 96 Battle Ax 32 Bracer, 6 and 12 th. a Big Four, 6 and 16 tbh. 32 oot Jack, 2 th, soesee 90 Boot Jack, per doz. .. 98 Bullion, 16 oz. caccecee 46 Climax Golden Twins 48 Climax, 14% oz. cescen 44 Climax, 7 oz. 47 Day’s Work, 7 & 14 th. 3 Creme de Menthe, tp. 2 Derby, 5 th. boxes <<. 28 che. 4 n. | Four Roses, 10c ...... 90 Gilt Edges, 2 tp. esas Gold Rope, 6 and 12 th. Gold Rope, 4 and 8 th. 568 G. O. P., 12 ana 24 th. Granger Twist, 6 1D... 46 G. F: + 10 and 21 th. 3¢ Horse Shoe, 6 and 12 Honey Dip and 1 Oi decedcac. 4 Jolly Tar, 6 and 8 th. 46 J. T., 5% and 11 tp. o. 4 Kentucky Navy, 12 th. 8 45 Keystone Twist, 6 ID. Kismet, m2... 48 Maple Dip, 16 OA 2 32 Merry Widow, 12 Te 2. 38 Nobby Spun Roll 6 & 8 58 Parrot, 12 th. ‘ Patterson’s Nat. Leaf 98 Peachey, 6, 12 & 24m. 41 Picnic Twist, 5 tb. «. 46 Piper Hetdsteck, 4 & 7 1h.69 Piper Heidsieck, per dz. 96 Polo, 3 doz., per doz. 48 Redicut, 1% oz. ...... 38 Scrapple, 2 and 4 doz. 48 Sherry Cobbler, 8 oz. 32 Spear Head, 12 oz. -. 44 Spear Head, 14% oz. .. 44 Spear Head, 7 oz. .. 47 Su. Deal, 7, 14 & 28 1p. 30 Star, 6, 12 and 24 th. 48 Seeae scene. 34 Ten Penny, 6 and 12 th. 85 Town Talk, 14 oz. .... 32 Yankee Girl, 12 & 24 TH. 31 Scrap All Red, Be .......... 5 76 Am. Union Scrap .... 8 40 Bag Pipe, 5c Cutlas, 2% oz. ...... 6 Globe Scrap, 2 oz. ... 8 Happy Thought, 3 oz. 30 Honey Comb Scrap, 5c 5 76 Honest Scrap, 6c .... 1 55 Mail Pouch, 4 doz. 5c 2 00 Old Songs, 5c ....... 5 76 Old Times, gro. Polar Bear, 5c, % gro. 5 76 Red Band, 5c \% gro. 6 00 Red Man Scrap, 5c .. 1 42 Scrapple, 5c pkgs. ... 48 Sure Shot, 5c % gro. 5 76 Yankee Girl Scrap 20z. 5 76 Pan Handle Scrp Kgr 5 76 Peachey Scrap, 5c .... 8 76 Union Workman, 2% 6 00 a 46 MICHIGAN TRADESMAN SPECIAL PRICE CURRENT 15 16 Leber trate ceenireomeeenreeee March 1, 1915 17 rt san AL a NTS at AXLE GREASE COFFEE Cream Borax, 100 cks 8 90 OLD MASTER COFFEE Circus, 100 cakes 5c sz 8 75 12 13 14 a Climax, 100 oval cakeg 8 05 pea Gloss, 100 cakes, 5c sz 3 75 Stet ered ’ ’ : Big Master, 100 bl Smoking ooo eats, af fe a Mop Sticks Naphtha, 100 i. 3 oe ° ey, be foil .... T ine Saratoga, 120 cakes .. on i. - Rob Roy, 10c gross ..10 52 cae oe spring 4 ee sala a BB. 7 os. .....2272"142 00 6b Roy, 25e doz. .... 2 10 0. 1 common ........ 80 Proctor & Gamble Co. ” sere Rob Roy, 50c doz. .... 410 No. 2 1 BB, 14 Og. .......-+- 3400 <3 @ M,’ 5c gross BI faves Mg eee holder 85 Lenox 3 20 Bagdad, 0c tins .... 1152 © & wr 14 Go don. 8 oe Ideal Ne. 7G Renae 8 ivory, 6 of «|. a Ge Badger: # On 0-200". 8 OF Sultan Boy. ‘prone § 48 Tb» cotton mop Wek ; eee £9 adger, ema ecees Soldier Boy, 10c .... 1 Ue ee 3 35 Banner, 5c ......- 2. 8 - Pilot, 7 rg doz. ..... 105 10 at. Galvanized .... 2 50 2 >. = per gross -< a : Banner, 20c .......... 1 Soldier Boy, 1 t. .... 4.75 12 qt. Galvanized .... 2 75 - boxes, per gross Old Master Coffee .... 31 Swift & Company Banner, 40c .......... B20 eat Caporal, 1 oz. 60 14 qt. Galvanized .... 3 00 San Marto Coffee ..... 10c 94 =. i Be BAKING POWDER ae Belwood, Mixture, 600 Sweet Lotus, Ge ..., B78 Fibre ..)...) 0.072...) 2 70 RC Swift’s Pride ......., 2 85 Big Chief, 2% oz. .. 30 Sweet Lotus, 10c ...11 52 Toothpicks Doz. Roasted White Laundry ...... 3 50 Big Chief, 16 oz .... - Sweet Lotus, per doz. 4 60 10c, 4 doz. in case ... 85 Wool, 6 oz. bars ..... 3 85 Bull Durham, ic .... 5 8 z. .. 30 Birch, 100 packages .. 2 00 , : Dwinnell-Wright Brands Wool, 10 oz. bar a eee be. 11 62 Brest Bok, 26 oO a> iat Pp gs 15¢, 4 doz. in case .. 1 25 S .... 6 5¢ ’ sas wee ap SOP, 2C -- OU PEMD qs tte cece ----- 25c, 4 doz. in case .. 2.00 Bull Durham, lc .. 17 28 coeet Tip Top, 10c .. 1 00 Traps 50c, 2 doz. plain top ..4 00 Tradesman Co.’s Brand Bull Durham, 6 os -- 2 5) Sweet Tips, % gEro...10 08 mouse, woot s holes .. 22 80c, 1 doz.. plain top 6 50 Black Bull Durham, 16 oz. .. 5 76 Sun Cured, 10c ....... 98 Mouse, wood 4 holes |, 45 10 th. % dz., pln top 13 00 = Hawk, one box 2 50 Buck Horn, 5c ...... s> Summer Time, 5¢ ...5 76 10 qt. Galvanized .... 1 55 All cases sold F. O. B. igi Hawk, five bxs 2 40 Buck Horn, 7 . Summer Time, 7 oz... 1 65 12 qt. Galvanized .... 1 70 jobbing point. Black Hawk, ten bxs 2 25 Briar Pipe, i Summer Time, 14 oz. 350 14 qt. Galvanized ..._ 1 90 Special Deal No. 1. Briar Pipe, 5 Standard, 5e foil 5 76 Mouse, wood, 6 holes... 70 12 doz. 10c, 12 doz. 15c, A. B. Wrisley Black Swan, “** 359 Standard, 10c paper 864 Mouse, tin, 5 holes .... 65 12 doz 26c¢ ........ Good Cheer ......_.. 4 09 Black Swan, 14 oz. .. 600 Seal N. C. 1% cut plug 70 Rat, wood ............ 80 Barrel Deal No. 2 Sloe Old Country ......,. 2 40 Bob White, 5c ...... 600 Seal N. C. 1% Gran... 63 Rat, spring .........7! 75 3 doz. each 10, 15 and Boe Brotherhood fe", 93 ree Feathers, fot, 4 Tube Ze 4 gaan ia teat” ua Scouring r ’ eer: Th Feathers, c i ozen e free an ne : Coensar Ge ceevcrs. B10 Three Penthere and ©, 4g NO J Fibre ........1650 a tarsal Beal No. SS ee TRIVEI, OC -+--+--- i bination .. : Te 222. 6 doz. each, 10, an - L 3 =. ae core : Carnival, % 0Z. ...-.-- 4 sont e Sens, as ov. 3 62 No 3 fibre 2.) .. 13 50 PDC eee es 24 60 (040) EFEE Sapolio, single boxes 9° 4 Carnival, 16 oz. .... 30 Tom & Jerry, 7 oz. ..1 80 Large Galvanized .... 8 50 With 3 dozen 10c free. . as sapolio, hand ........ 2 40 Cigar Clip’e, Johnson 30 Tom & Jerry, 3 oz. |. 76 Medium Galvanized .. 7 50 Half-Barrel Deal No. 3 ate ete hh om . ourine, 50 cakes .. 1 89 Cigar Clip’g, arenes 39 Trout Line, 5c ..... 5 90 Small Galvanized .... 650 4 doz. each, 10, 15 and Ree tires ee Scourine, 100 cakes .. 3 60 Darby Cigar Cuttings «50 Zrout ting, We ok ge Were s- a e =< Soap Compounds Continental Cubes, 10e » Teepe, 1 or eee SF ese Sie oe a 8 one sya Johnson’s Fine, 48 2 3 25 orn Cake, cies 9 uxedo, ( : Glass, Single 3 60 . e Ouse, * eeseeee Johnson's XXX 100 5c 4 00 Corn Cake, 7 oz. 145 quxedo, 20c ......-.. 1 90 Sinel : 0 Royal fe : Corn Cake, 5c ......- 576 muxedo. 80c tins . 745 Si ee Ao osced : - White House, 2 th. ....... Rub-No-More ....... 3 85 ails 4 70 7, 5 6 00 Excelsior, Blend, 1 tb , Cream, 50c - ar 6 28 War Path, - ea + 89 Simele Peerless |... 50 10c size .. 90 ’ -ecee Nine O'Clock |... 3 50 Cuban Star, - pet War Path, : ee. 49 Northern Queen...” 475 ¥%tb cans 135 Excelsior, Blend, 2 th. ..., Cuban Star, : 10 39 Wave oe 16 oc... 49 Double Duplex ../ ||. 4 25 6 oz cans 190 ©! iP Top Bland, 1 mh. ..... Washing Powdere wa ania. a ae he Good Enough ........ 4 50 Ib cans 250 Royal Blend : : 77 ey UP. 2 a Iniversal -.5.5.0 503!) £00 eee ee eS 20 ee) ge sane vo) St meurs ess... 3 70 Dilis Best, 3% oz 73 Way up, 16 oz. pails a 4s %Ib cans 375 ‘Royal High Grade ....... Babbitt’s 1776 ... 3 75 lis Best, 16 0z Wila Fruit, bc ..--.-- Window Cleaners Su mae Pie Kid, bc *, Wild Fruit, 10c 1152 4p 4 I cans 480 Botton Come ign tt Gold Dust, 24 large .. 4 30 x ec ” ruit, 10c ...... ee eee es ‘osto x an? oe Duke's Mixture, Sc ..15 78 yum Yum, Se ....... een _- Sib cans 13 00 Distcietea nee ics. Gold Dust, 100 small 3 85 Duke’s Mixture, 10c .. Yum Yum, 0c ...... y 16 in 2 30 5th cans 2150 Grocer Co., Grand Rapids; Kirkoline, 24 4tb. 2 Duke’s Cameo, 5c .... ; cb Yum Yum, 1 Tt. doz. 4 80 Wook mia Lee & Cady Detwoit: Lee ee Na: htha, 60 2 i. beac laa eee ; , HG a, 60s .. a dom. ...... 5 04 TWINE 13 in. Butter ......... 1 75 & Cady, Kalamazoo; Lec r F. F. A., 7 oz 11 52 25 15 in. Butter 2 bu City ye, Saginaw; Bay |autz Naphtha, 1008 3 76 i Dee ee Bee 25 15 in. Butter ........ gm Fashion BO oo cccce ; = Eeeanday 4 24 a 25 : in. Siu bad eee 4 - Clty: Company, - siietiey re nee ee 2 oe Fashion, 16 Oz. ...... ae 14 19 in. Butter ......... 76 Z , OBCING .... 2... 55 3 90 6 Jute, 2 ply .... Warner, Jackson; Gods- < Five Bros, oe seo, Say. = WRAPPING PAPER mark, Durand & Co. Bat. S?°W Boy, 60 5c .... 2 40 Five cent cut Phg .. 29 Seed eS ee 10% Common Straw ...... tle Creek; Fielbach Co., Snow Boy, 100 Sc .... 8 75 FOB ive ........-- ree eee Fibre Manila, white .- Toledo. Snow Boy, 24 pkgs., ur Roses, 10c .... Fibre Manila, colored 4 Family Size ....... Full Dress, = Oz. .. - aa. ee 815 ae E | “a oe ei ; SOAP 7. pkgs —e Hand, 6C .......- Vine, ream Manila ........ , ; ‘ oa Block, 10c ...... 12 00 White Wine, 80 grain 11% Butchers’ Manila...) 33 Lauts Bros.’ & Co. Laundry Size ...... 400 Gold Star, 60c pail .. 460 White Wine, 100 grain 13 Way Butter, shoct ent le Royal Garden Tea, pkgs. 4@ Acme, 70 bars ...... $05 swift's Pride, 24s 3 65 i x Navy, 6c 576 Oakland Vinegar & Pickle : , T Acme, 100 cakes, 6c sx 875 ~! uae a Gail & Ax Navy, Wax Butter, full c’nt 15 HE BOUR CO., Swift’s Prid = i ge Co.’s Brands Was atin. sons 12 Acorn, 120 cakes .... 2 49 Swift’s Pride, 100s 3 65 one tbs ME nichiand eeple aor 20 sis emetd eed TOLEDO, OHIO. — Cotton Oil, 100 cakes 608 Wisdom ......... soo. 8 30 a : 5 ‘ id i. ee ee oe ee er Vx, Soo 6 FITZPATRICK BROTHERS’ SOAP CHIPS pis. Giant, 40c ........ -- 8 44 Oakland = picklg 10 ee . ae ee i _ . White City (Dish Washing)................. jena 210 Ibs...... 3c per Ib , 2% OZ. .. kages free. ight, IZ. eee j i : Hand Monn cu Loe 7g ~—«éPackage Tease HOM. § to” a ce ig ne ss iibedgs oc qe ee ec a 250 Ibs...... 4c per lb oney Dew, 10c ....12 00 WICKING s Yeast Foam, 1% doz. 85 ae ea Ty ae ee ee eee beeen e cece ce eel ie 225 Ibs...... 5c per lb unting, 5c .......... No. 0, per gross ...... CIGARS A ee See ce 300 lbs... ..6Xc per Ib. IR Ube... 610 No. 1, per gross .... 45 Johnson Cigar Co.’s Brand I X L, in balls oseeee : = . per —— sees = Dutch Masters Club 70 : lg FOR SAMPLES Just Suits, 5c ........ oO. os, per sees Dutch asters, Inv. he O ] ust Suits, 10c ...... 12 00 Dutch Masters, Pan. 70 00 I n ive ent n iln a sees 4 WOODENWARE os = Grande 68 00 y ea ser King Bird, 7 oz. Little Dutch Masters ) eae . ng Bird, 10c .....- is Peek -o fen. 0 C= E> Guaranteed to Equal the Best 10c Kinds Ring Bird, 60 00-- BUSRCIS, wide ‘Sand’. 1 19 Gee tay” Goo ote) 10 09 ; Little Giant, 1 Ib. .... ee err ~8 @€ ww 32 00 ucky Strike, luc .... Splint, large io ...hl..ldmdUdDmlLULUL eel Redo, : oz. a 10 = ae a 5 ; = Worden Grocer Co. Brands ae Cans $2.90 Per Case Le Redo & oz. ee? Fee eee Canadi Club 52 Willow, Clothes, large 8 00 Canadian WS A PROFIT OF Myrtle Navy, 2 co. wale, Caeeke Gace 6 25 Londres, be, (rood ....35 OF 40% ’ eee thes, me’m vondres, 25s tins ...... foe <2 eee oe ys VR sewer ree u er a es Mayfiower, lic ...... 96 Handled by All Jobbers Mayflower. 20c ...... 1 y2 Ovals io TELFER’S 8x COF FEE igger Hair, 5c ..... 600 % Tb., 250 in crate .... 35 igger Hair, 10c ....1070 % Dr in aor ee 35 SS " ; r Head, Se .... 5 40 1 Ib, m crate ...... ace an order wit : : a ti ci Head, 10c ... 10 66 2 Ib., 250 in crate ...... 50 DETROIT f your jobber. If goocs are not satis Noon Hour, 6c ...... 48 3 %b.. 250 in crate ...... 70 actory return same at our expense.—FITZPATRICK BROS. Old Colony, 1-12 gro. 11 52 5 Ib., 250 in crate ...... 90 4 oe a a Spr - Wire End inglis e Z. : pa a SR PeU igen agra, a e ; 1 tb., 250 in crate ...... 35 ’ BRAND 2 oh Crom ie PR Bein crate occ || MMSE | FOOTEGIENKS’ Killarney (cd%t?-p) Ginger Ale 4 hg . potbieng tna 5 i. 5 Ib., 20 in crate ...... 65 Eden, 1 1. tin eee cee (CONTAINS NO CAPSICUM) gar i Belle Isle, 1 tb. pkg. 27 Pat Hand, a oe ee ee ago Bismarck’ 1 pkg. 24 An Agreeable Beverage of the CORRECT Belfast Type. ’ : arrel, ” a “4 ; Tb. leaps ° eye ° ee oe oe 2 Seacel ib gal. cath 2 66 Koran, 1 1. PE. 2 22 Supplied to Dealers, Hotels, Clubs and Families in Bottles Having i: i a if ualit of 2 ci + oa ae Clothes Pins heal Aeaai diary. 18 Registered Trade-Mark Crowns 4 te ualit 20.55 eee. 16 oe : pore: od paper --10 80 oy EE ragigans oo a Q a Ta Ul 37 A Partial List of Authorized Bottlers: A. L. JOYCE & SON, Grand Rapids and Traverse City, Mich.; Peerless, 40c ........ 4.08 Cartons, 20 Sy doz. bxs 66 Cherry Blossom Tea 37 KALAMAZOO BOTTLING CO., Kalamazoo, Mich.; KILLARNEY BOTTLING CO., Jackson, Mich, : age. |B Te : i Telfer’s Ceylon Plaza, 2 gro. case ....5 Egg Crates and Fillers Poe BO toe at Raby Durty 1 up pore eo eeee No. 1 complete ....... 40 Plow Boy, 14 oz. -_470 No. 2. complete __..... 28 Pedro, 10¢ ..........: 11 93 Case No. 2, fillers, 15 CHAR COA 5 G R A N D R A P | D Ss Ss A F E Cc oO S a “a Virginia, 1% . _ Beis ce Agent for the Celebrated YORK MANGANESE BANK SAFE OL, DC .......-eeeee Case, medium, 12 sets 1 t& Car lots or local shipments, : i Pilot, 14 oz. doz. ..... 2 10 nT Seas Ce an TES Taking an insurance rate of 50c per $1,000 per year. What is your rate? Prince Albert, 5¢ .... 48 Faucets baa ; Particul ited 5 Prince Albert. 10c .... 96 Cock tock & 4a 70 Poultry and stock charcoal. iculars mailed. afe experts. 2 seltaip ooh a Cork lined, gin Hy M. 0. DEWEY CO.. Jackson, Mich. TRADESMAN BUILDING GRAND RAPIDS, MICHIGAN ’ hee ork lined, ne = aie eS a eee : 2 : ACMA eet teeta kes BUSINESS CHANCEs. Wanted—General merchandise in ex- change for fine improved Central Illinois farm, 250 acres. Want stock about $18,000. Address Box 97, Greenup, Illinois. 861 For Sale or Exchange—For a first-class stock of merchandise, four houses and lots in a good live town, clear and bring- ing good interest on the investment. Price for the four $4,500. My equity in four houses and lots in good mining town of 10,000 population, six mines and three railroads, property values rapidly advancing, good investment. Price for the four, $4,000. All of the above will bear the closest investigation. Will ex- change any or all of ‘the above for gen- eral merchandise, groceries or shoes. Ad- dress Box 185, Elizabethtown, Ill. 891 For Sale—Good clean stock of groceries and men’s furnishings in one of the best farming communities in Western Michi- gan; also best location in town. Stock and fixtures will invoice about $4,500. Reason for selling, must get outside, Ad- dress No. 892, care Michigan Tradesman. 892 Wanted For Cash—Clothing, shoes, or a general stock. Ralph W. Johnson, Fort Pierre, South Dakota. For Sale—Owing to a dissolution of partnership we offer our $3,500 stock of hardware in one of the most progressive new railroad towns in the Thumb district. This is an exceptional opportunity. Grimes & Waterman, Peck, Mich. 894 Cash Registers—All makes, bought, sold, exchanged and repaired. Leeds Show Case & Fixture Works, Kansas City, Missouri. 895 Auto Hearse For Sale—Combination hearse and casket vehicle. Address No. 886, care Michigan Tradesman. 886 General Stock For Sale—Clothing, fur- nishings, shoes, groceries and feed; splen- did location; manufacturing and farming community; a rare opportunity. Address 1728 State St., North Chicago, II. 887 For Sale—Farm of 120 acres located 2% miles from Jonesville and 45, miles from Hillsdale in Hillsdale county. This is a splendid farm equipped for dairying, with tile’ silo, a fine house, large barns and would make an ideal home. Yesterday, Feb. 22, I received unexpected notice from my present tenant that he would net stay another year, so quick action is necessary. My business is dry goods and not farming so will sell this farm cheap with one-half the price in cash or will trade it for a stock of goods. Address F. L. Farnsworth, Hillsdale, Mich. 888 Be Quick—Hardware stock in town of 600. Business of $18,000 to $20,000 per year. Price right and terms right. Mich- igan Farm Land Co., Gregory, Mich. §&9 For Sale—Two show cases, one oval front, six foot. The other square corners, 8 foot. Both metal corners, $5 each. One wall paper rack, 6x 12 feet $5. Wm. G. White, Ovid, Michigan. 890 For Sale—Country Store in good loca- tion. General line of merchandise invoic- ing $1,800. Also store building with good living rooms. Best of reasons for selling. $2,500 cash buys it. Address Sylvan Store, Evart, R. No. 5, Michigan. 896 Wanted Oil Stocks—Cash paid. Also bank and other corporation stocks. Rich- ardson Investment Co., Oklahoma City, Oklahoma. 897 Wanted—To hear from owner of good business for sale. State cash price and particulars. Bush, Minneapolis, Minnesota. 898 For Sale—Hardware, paints and glass. Well located, good business, with spring contracts ahead. Address No. 899, care Michigan Tradesman. 899 The best home and three lots and barn in one of the best locations in the city to trade for a farm. Address Doctor, care Tradesman. 900 For Sale—General merchandise busi- ness. Cash trade, no delivery. Invoicing about $7,000. Town 800. Good farming country; low rent. Other business com- pels me to offer this at a sacrifice for quick sale. E. D. Collar, Saranac, — For Sale—Five-drawer National cabinet cash register. Good as new. Cost $525, will sell for $250. W. O. Evhlin, 429 Worden St., S. E., Grand Rapids. 901 Jewelry, 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, 852 continuous insertion. March 1, 1916 MICHIGAN TRADESMAN 47 BUSINESS-WANT For Sale—Soda f outfit very cheap. Selling. Address, Pleasant, Michigan. For Sale—Creamery in good live hus- tling town, surrounded by excellent farm and dairying country. Up-to-date plant A. ountain and complete Excellent reasons for J. J. Theisen, Mt. 903 for sale cheap. Write ; OFF Blanchard, Michigan. 868 For Sale—Remnant shoe stock of about 125 pairs. Address Box 347, Saranac, Michigan. 881 Young married man wishes position in department store where services will be appreciated and chance for advancement. Can dress windows, write sales caids, advertise and look after stneral store details. ‘ Six years’ experience as clerk, floor walker and assistant manager. If you want a steady man, write me. Al references. Box 882, care Tradesrnan. 8382 Will trade you general merchandise fcr store fixtures. What have you? L. Redman, Olney, Illinois. 883 To Exchange—For stock general mer- chandise, 107-acre Illinois farm, brand new improvements, well located. __ Isaac Appel, grocer at 11 Leonard street, N. E., has uttered a chattel mortgage to Harry T. Stanton as trustee for his creditors, whose claims aggre- gate $1,700. His stock inventories about $450 and he has book accounts nominally worth about $125. The creditors expect to realize about 20 cents on a dollar. Mr. Appel did well until he embarked in politics—he is now an alderman of the Fifth ward—since which time he has been going down hill, financially. doctor —o2 Elhart Bros. have sold their grocery stock at 1071 Lafayette avenue, North, to J. J. Vanden Bosch, Activities in Some Michigan Cities. Written for the Tradesman. Boys in manual training classes in the Menominee public schools are again building bird houses, with prizes offered for the best workmanship. This work was very successful last year. The Dowagiac Improvement As- sociation has succeeded in restoring the low week-end round trip passen- ger rate to Chicago for the coming summer resort season. Many Chi- cagoans have cottages at the pretty lakes in Cass county and the low transportation rate will induce others to spend their summers in Michigan. Cadillac will buy 400 cords of stone from farmers of that section, paying $4.50 per cord, and the stone will be crushed for street paving. Masons of Adrian will erect 1 temple on the site opposite the post- office. Health Officer Miller of Battle Creek states that the city consumes ten tons of milk daily, exclusive of the supply going to the Sanitarium and the ice cream factories. There are 1,200 cows supplying Battle Creek and of these 250 have been tuberculin tested. All bottles and containers are being sterilized, all cows will soon be tested and all dealers regis- tered. The city street cars of Ann Arbor will be equipped with air brakes with- in ninety days. Ludington factories are busy. The Stearns Co. is employing 570 men which is the largest number in its history. The Carrom plant employs 175 men, which is more than ever be- fore, and the Handy Things Co. has doubled its working force in the past three months. The last named con- cern has an order for 432.u09 nickel- plated cigarette cases, to he delivered to British soldiers in the trenches. Dalton has grown tired of its box car depot and will give a benefit dance March 10 to enable the Pere Mar- quette Railroad to purchase lumber for a new building. The Railroad has agreed to put up the building if the village will purchase the lumber Auto trucks will replace horse de- livery of goods in Marshail after April 1. The Evart Board of Trade has re- elected the following officers: Presi- dent, Chas. J. Mills: Secretary, E. B. Farrar: Treasurer, George W. Minchin. The annual horse show will be held on or about May 10. Adrian has opened a campaign for a live Chamber of Commerce with 1,000 members. Mayor Keiser, of Ludington, is urging the need of a convention hall. Almond Griffen. — 2+ >—____ Cloak Merchants Charged With Swindling. Houghton, Feb. 28—The Houghton County Circuit Court is engaged in the trial of H. J. Weiss. alleged head of the Acme Cloak & Suit House of Calumet, which is charged with hav- ing swindled the people of Houghton county out of about $15,000 during the years 1914 and 1915. The principal witness so far has been Phil O. Sheridan, special officer of Houghton county, who arrested Weiss and his associates, or part of them. He arrested Weiss in Newark, N. J., Nov. 6, 1915. He was assisted March 1, 1916 in the arrest by Lieuenant Thomas W. Daly and Sergeant Frank E. Brex of the Newark police and in the pres- ence of three, Weiss made and signed a statement. Mr. Sheridan produced the Weiss statement and Mr. Burritt, for the de- fense, objected to it on the ground that it had not been made voluntarily. The defense quizzed the witness on this point. The questions indicated that Weiss had told his attorney he made the statement under threat: that if he did not make it he would be forced to. Mr. Sheridan said that the statement was purely voluntary, at least as far as he knew; he would not have permitted any coercion by the Newark officers, as he did not consider a statement from Weiss at the time as particularly important. From the statement, the following digest was made: The Acme Cloak & Suit House at Calumet had been established long before Weiss came to the copper country. It was conducted by Kitty Crowe, with whom was associated Jake Snuks, Ted Gorman and the others now under arrest in Hough- ton, but not on trial. Kittie Crowe wrote to Weiss and offered him a position in Calumet as a collector. He had previously known Zulch, Gorman and some of. the others, but the Crowe woman only by reputation. He received $30 a week as collector. Kittie Crowe introduced Weiss as the “boss,” but this was incorrect, as he was not the “boss.” He did not correct her statement, however. Soon after his arrival Kittie Crowe and Snuks went away, ostensibly to be married. Then the others left at various times, until Weiss was in sole charge. Weiss hac been ill and when he was convalescing he heard in Calumet that the concern was under suspicion. He remained in Calumet about a month after this. Then he mutilated the collection cards in the office in order to remove his name from them, and left. When arrested in Newark he first gave the name of Friedman. This was on the spur of the moment and unpremeditated. He had been known as Wilson at another time. but had used this name because of his rela- tions with a woman of the same name. Weiss refused to tell the officers anything about the amount of money he collected or to whom he delivered it. His statement is taken as of little Importance because he insists in it that he was nothing but a salaried employe and makes no admission that might tend greatly to convince any- one that he was anything else. BUSINESS CHANCES. Pure Maple Syrup—Direct from pro- ducer. Made in the Western Reserve. New crop, finest quality. Customers will come for more. Prices low. Ransom Farms, Chagrin Falls, Ohio. 905 For Sale or Exchange—Hardware stock, good location, Eagle village. Address Box 206, Eagle, Michigan. 906 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 a “Ina Manufactured -Itself”’ es ff By | SE : a ie revs 3 | Sanitary Conditions G. J. Johnson Cigar Co. Makers Grand Rapids, Mich. This Protects ————=: ‘You Oe Nas Aa FROM interest \ pushing the s goods of known as are free frot of adulteration.| 4 KG BAKING, D represents the highest stendard |@ pearly /\s istfaction fo your customers artd-a—good Tp fo yourself. It represents full value—a high grade guar- anteed baking powder at a fair price The dealer who recommends K C deserves the contidence of his trade-and gets it. JAQUES MFG CO. CHICAGO.